Latest / 4biddenknowledge Podcast / 🚨 NEW 4BK POD: The Flea in a Jar Experiment: Why You Can't Escape Your Current Reality

Transcript

🚨 NEW 4BK POD: The Flea in a Jar Experiment: Why You Can't Escape Your Current Reality · 4biddenknowledge Podcast

1:00
SPEAKER_00: Scientists did an experiment with fleas and they took these fleas and put them in a jar.
1:04
SPEAKER_00: And they put a lid on the jar and left that lid, that that lid sealed and that jar on a counter for a few weeks.
1:11
SPEAKER_00: All of a sudden the fleas had an invisible lid on their environment.
1:16
SPEAKER_00: They thought that that lid was there, so they wouldn't jump past with that lid.
1:19
SPEAKER_00: You know, we we have these uh these invisible ceilings that don't really exist only in our minds.
1:26
SPEAKER_00: And we gotta recognize that those are just limit self-limiting taste, limited beliefs that we have there that we can break through and break free.
1:33
SPEAKER_00: And you've you've been able to crack that code.
1:35
SPEAKER_00: Otherwise, um, you know, uh what they're trying to do now is replace us all with robots.
1:40
SPEAKER_01: I'm a I'm a money magnet.
1:41
SPEAKER_01: You know, money flows to me effortlessly and abundantly.
1:44
SPEAKER_01: It's not about work-life balance, right?
1:47
SPEAKER_01: It's about bank account balance, and your bank account is gonna continue to overflow and run it over.
1:53
SPEAKER_01: You get paid based off of all the things you can handle.
1:57
SPEAKER_01: Boom.
1:57
SPEAKER_01: That's it.
1:58
SPEAKER_01: Most people think like, oh, I'm gonna get the money and I'm gonna chill.
2:02
SPEAKER_01: And truly, what my worth, I believe, is gonna be is how many lives I've impacted and how many of lives those people have impacted.
2:11
SPEAKER_01: I love it.
2:11
SPEAKER_00: Hey, what's up, everybody?
2:13
SPEAKER_00: It's Billy Carson, aka Forbidden Knowledge.
2:15
SPEAKER_00: I wanted to talk to you guys today about the 12-day Forbidden Tour of Egypt.
2:20
SPEAKER_00: This is not your average Egypt tour.
2:22
SPEAKER_00: This is a once-in-a-lifetime opportunity hosted by myself, Billy Carson.
2:26
SPEAKER_00: We're gonna go beyond the tourist traps.
2:28
SPEAKER_00: We've secured private closed door access to the Sphinx, the Assyrian Temple, the Esna Temple, the Serapium, and also the Steppe Pyramid in Saqqara.
2:37
SPEAKER_00: Of course, we're gonna visit the Great Pyramid and spend a lot of time in there doing great meditations and exploring underneath the shafts, deep beneath the pyramid itself.
2:44
SPEAKER_00: You'll stay in the five-star hotel.
2:46
SPEAKER_00: We're also gonna cool down the Nile in complete luxury on a brand new ship.
2:51
SPEAKER_00: Every day is packed with sacred site visits, exclusive lectures, ancient wisdom, government food, and of course, spiritual connections, and you're gonna create incredible friends that will last a lifetime, I guarantee it.
3:03
SPEAKER_00: Last year, over 100 people joined us, and every single one of them left completely changed forever.
3:10
SPEAKER_00: Now, only a handful of seats remain, so make sure you hurry up and join us on this amazing journey before it sells out.
3:16
SPEAKER_00: If you've ever dreamed about walking the path of the ancients, now is your chance.
3:21
SPEAKER_00: Make sure you register today to reserve your spot before it's all gone.
3:25
SPEAKER_00: I can't wait to see you in Egypt.
3:26
SPEAKER_00: It's gonna be amazing.
3:27
SPEAKER_00: I guarantee it's gonna change your life.
3:30
SPEAKER_00: All right, everyone, welcome to another episode of the Forbidden Knobs Podcast.
3:33
SPEAKER_00: Today I have a very special guest.
3:35
SPEAKER_00: We're gonna dive into some financial literacy today and some incredible inspirational stories from Carrington Hannah.
3:41
SPEAKER_00: Welcome to the show, Carrington.
3:42
SPEAKER_00: Thank you, Billy Man.
3:43
SPEAKER_01: Great to be here.
3:44
SPEAKER_01: First and foremost, you know, I want to start everything off just with gratitude and more importantly, telling people that, hey, when you're walking the right steps and you're on your journey, things will be attracted to you and find you that you can never believe of.
3:57
SPEAKER_01: So um, you know, I'm glad to be here, glad to share my story, glad to share some important stuff today, you know, with everybody and see um what we have to give.
4:05
SPEAKER_00: Beautiful.
4:05
SPEAKER_00: I love it, man.
4:06
SPEAKER_00: That's exactly what they want to hear and see anyway.
4:08
SPEAKER_00: That's what they that's what the world needs.
4:10
SPEAKER_00: More of this.
4:11
SPEAKER_00: We were just kind of talking off camera about some of the crazy stuff going on.
4:15
SPEAKER_00: We need this kind of information.
4:16
SPEAKER_00: And um, so for the people who don't know you, tell them a little bit about yourself.
4:19
SPEAKER_00: Let them know like where you came from, like, how'd you get into this and and uh like what what what is your what is your passion?
4:25
SPEAKER_01: Yeah, so I would say, you know, I grew up in Cleveland, Ohio, you know.
4:28
SPEAKER_01: So if you know anything about Ohio, we we we go hard for Ohioans, you know what I mean?
4:32
SPEAKER_06: Yeah.
4:32
SPEAKER_01: Grew up, you know, um, learned through life through some rough situations, you know what I mean.
4:36
SPEAKER_01: My my father wasn't in my life, my mom raised me, my stepdad stepped in, you know, raised me and my brothers and sister.
4:43
SPEAKER_01: And um, through that journey, you know what I mean, I learned a lot of different things about life, about myself.
4:48
SPEAKER_01: And um, I always thought that I was gonna provide for my family, you know, making it to the NFL.
4:52
SPEAKER_01: So that was my background, playing sports, chasing a dream.
4:56
SPEAKER_01: Um, thinking that, hey, if I could just get to, you know, the NFL, I would be able to make millions and be able to take care of my family.
5:02
SPEAKER_01: Yeah.
5:02
SPEAKER_01: Um, and along the way, you know, along that journey, there was a lot of adversity and obstacles and injuries that didn't take me down that path.
5:09
SPEAKER_06: Yeah.
5:09
SPEAKER_01: So, you know, long story short, I traveled around almost like a nomad from state to state, trying to figure out what my passion was gonna be.
5:17
SPEAKER_01: And that passion um for people and purpose led me to actually life insurance.
5:22
SPEAKER_00: Okay.
5:22
SPEAKER_00: Wow.
5:23
SPEAKER_00: Yeah, life insurance, man.
5:24
SPEAKER_00: Something that a lot of people in uh my community where I grew up didn't have.
5:29
SPEAKER_00: 100%.
5:31
SPEAKER_00: Um, there are still a lot of people in the in the country, in the United States, that for whatever reason have been educated about life insurance and the importance of it.
5:41
SPEAKER_00: So you're in a really great field because so many people still need to understand the importance of it and what type of life insurance to get.
5:49
SPEAKER_01: Yeah, no, a hundred percent.
5:50
SPEAKER_01: And the first thing I would say, you know, I've been doing this for seven years now.
5:53
SPEAKER_01: I went from being a top producer, you know, in my first year with the company to now being a top manager and building something special, not just with other people, but truly with my family, you know, that we've been building for a long time.
6:06
SPEAKER_01: And that's really special in changing people's lives.
6:09
SPEAKER_01: But I think that the one thing, and this is something that you highlight, you know, on your podcast all the time, is most people don't know what their worth is, so therefore they don't see any worthiness in leaving money behind.
6:21
SPEAKER_00: Exactly.
6:22
SPEAKER_00: So you hit it on the head.
6:24
SPEAKER_00: You know, and a lot of people they feel like you know, uh, just leave it to them.
6:30
SPEAKER_00: You know, when they uh I'm living my life, and when it's all over, just leave it to them.
6:34
SPEAKER_00: And I I I went through a situation twice in my life, unfortunately, with you know, my lost my mother and my father.
6:39
SPEAKER_00: Uh and so I know firsthand and other relatives as well, but that's the closest relatives.
6:44
SPEAKER_00: Obviously, you can lose, you know, your your mother and father.
6:47
SPEAKER_00: And again, you know, there's no policy, um, and there's a property left behind, this left behind, that bill, that, you know, or whatever.
6:53
SPEAKER_00: And so it's like um I think and for them it was just it was just ignorance of those kind of policies, but always having this stigma of why do I need a policy?
7:05
SPEAKER_00: Are you trying to say I'm gonna die?
7:06
SPEAKER_00: And you know, if I get this policy, they're gonna fight over this.
7:09
SPEAKER_00: And this this it's this mentality that a lot of people have, this stigmatism stigmatism or this stigma around uh uh around life insurance that just in some way in the hood is kind of negative.
7:21
SPEAKER_01: Yeah, no, definitely.
7:22
SPEAKER_01: I think that the biggest thing that um people don't truly understand is that you never know when your time is gonna be.
7:29
SPEAKER_01: Yeah, you know, we don't have a crystal ball, you know, we don't have an idea of when we're not gonna wake up, we take the next day for granted.
7:36
SPEAKER_01: And most people truly don't understand all of the things that you just mentioned of it's not just paying for a funeral, it's replacing your income.
7:44
SPEAKER_01: It's hey, you may have bought this amazing home, but there's property taxes that you have to pay for almost for the rest of your life.
7:50
SPEAKER_01: Yeah, right?
7:50
SPEAKER_01: The hard work that you're doing every single month to print off your check, when that stops coming in, yeah.
7:56
SPEAKER_01: Well, when you have a family, when you have kids, when you have people who depend on you while you're here, well, I mean, some people just haven't understood unless they've been in that situation of being left in a worse situation.
8:08
SPEAKER_01: And you know, my biggest part and why I love what we do is educating people on what their worth is, number one, and more importantly, educating people on the fact of hey, you may be gone, you may not be here in the physical realm, but there are gonna be remnants as you passing down to your family for the rest of your life, and you can either set them back for generations, truly, yeah, or you can set them forward for generations.
8:31
SPEAKER_01: And you know, here at Apex, here at AO Globe Life, that's what we're trying to do is set people up forward, yeah, so therefore they can be in a better financial situation.
8:39
SPEAKER_00: Yeah, I love it.
8:40
SPEAKER_00: It's for anybody of any any age and income bracket.
8:44
SPEAKER_00: It really isn't it, it's that important, you know.
8:47
SPEAKER_00: And um, the first time I found out about life insurance was probably now maybe 30 years ago.
8:53
SPEAKER_00: Um, I had found out about term life.
8:56
SPEAKER_00: And, you know, I didn't know any better at the time, so I got a term life policy.
9:00
SPEAKER_00: Um, and of course, much later I got more educated and realized I needed to get uh a whole life policy and index life.
9:08
SPEAKER_00: Let's talk about the three different types of policies that's out there.
9:12
SPEAKER_00: Um, you got the term, the whole, the index.
9:15
SPEAKER_00: Break those down for me.
9:17
SPEAKER_01: Yeah, so first, you know, I try to keep it simple and try to make people understand that, hey, you don't have to know every single thing.
9:23
SPEAKER_01: You just need to know a little bit to understand what it is that's being presented to you or explained.
9:27
SPEAKER_01: Um, so term, I always match it up with term equals temporary, which means it's a specific amount of time, meaning that, hey, it's gonna be great, it's there.
9:36
SPEAKER_01: Typically, you can get a large policy, right?
9:39
SPEAKER_01: For cheaper because eventually it's gonna terminate.
9:42
SPEAKER_01: Yeah.
9:42
SPEAKER_01: But it is something that people use to protect their income or maybe to protect their mortgage.
9:47
SPEAKER_01: Um, because again, your income stops paying, um, come paying out if you pass away.
9:51
SPEAKER_01: Um, your mortgage still has to be paid.
9:53
SPEAKER_01: The banks don't care, you know, or whoever you're getting your lender from, they don't care if you had a tragedy or not.
9:58
SPEAKER_01: Hey, this needs to be taken care of.
10:00
SPEAKER_01: Um, so term insurance is something that's great.
10:02
SPEAKER_01: It's great to have a diverse portfolio in um, you know, in business, in life, but you know, in insurance.
10:09
SPEAKER_01: Um, but it's something where you can get a large policy that eventually is gonna go away, or there's also term policies that you can pay into and then you can eventually convert it to whole life later on.
10:20
SPEAKER_01: Right.
10:20
SPEAKER_01: So term insurance is great to protect, you know, your income and your mortgage.
10:24
SPEAKER_01: Um, accidental coverage, right?
10:27
SPEAKER_01: Very great to have, especially when you're young, because normally you're gonna be very, very healthy.
10:31
SPEAKER_01: And if you were to pass away, you know, anytime soon, before a specific age, a lot of the times, right, it's an accident.
10:37
SPEAKER_01: It's something that nobody prepared you for.
10:39
SPEAKER_01: Yeah.
10:40
SPEAKER_01: Whether it's going to work, whether it's being on the job at work, if you're working in construction.
10:44
SPEAKER_01: Um, so accidental is always great to have, pays out on top of, you know what I mean, a term policy or on top of a whole life policy.
10:53
SPEAKER_01: And then a whole life policy, you know, there's a many, many different.
10:57
SPEAKER_01: There's like over 70 different types, you know, of you know, policies.
11:00
SPEAKER_01: Yeah.
11:00
SPEAKER_01: Um, but a straight whole life policy is something that, you know, you pay into, it's guaranteed to be there for the rest of your life.
11:07
SPEAKER_01: Whenever you get it, um, which you want to get at the youngest age possible, as soon as you turn 18, that's how you're gonna get the lowest rate, right?
11:14
SPEAKER_01: And then you're gonna be generating interest as you're paying into this policy that you can borrow from and that you can use later down the line to actually pay for the policy as well.
11:23
SPEAKER_01: Absolutely, yeah.
11:24
SPEAKER_01: Yeah.
11:24
SPEAKER_01: So it's a level premium.
11:26
SPEAKER_01: The good thing about whole life is once you lock in your age, then you never have to worry about it ever going up or changing on you, which that's why it's important that if you're listening and you don't have a policy, get it as soon as you can, the youngest you can, right?
11:39
SPEAKER_01: And the healthiest you are for the best rates.
11:41
SPEAKER_01: And then lastly, an index policy, right, or universal whole life policy.
11:45
SPEAKER_01: That's more of an investment type of policy to where you can generate more cash value based off the market.
11:51
SPEAKER_01: Um, and it is something that, you know, down the line, people do as well borrow from.
11:55
SPEAKER_01: Um, it's a guaranteed policy with also a level premium.
11:59
SPEAKER_01: And sometimes that premium also does change depending upon how well the market is doing.
12:03
SPEAKER_01: So it could be you know lower than than what you're quoted for like a regular whole life.
12:07
SPEAKER_01: Yeah.
12:08
SPEAKER_01: Um, but for anybody who has anything, that's great.
12:12
SPEAKER_01: If you don't have anything, then it's okay to have different types of coverages because you want a diverse portfolio.
12:18
SPEAKER_01: Gotcha.
12:18
SPEAKER_00: Uh yeah, I have um I had a convertible term.
12:21
SPEAKER_00: Yep.
12:21
SPEAKER_00: And then I have uh uh a couple of whole life policies.
12:24
SPEAKER_00: Perfect, perfect.
12:25
SPEAKER_00: Yeah.
12:25
SPEAKER_00: And one of the whole life policies, I actually have uh the beneficiary is one of my companies.
12:30
SPEAKER_00: Okay.
12:31
SPEAKER_00: Yeah.
12:31
SPEAKER_00: And then the other whole life policy of the beneficiary are my son, my kids, my children, yeah, and my grandchildren as well.
12:37
SPEAKER_01: Yeah.
12:37
SPEAKER_01: No, that's the thing.
12:38
SPEAKER_01: And what I tell people is, you know, when you're thinking about passing money down, you know, um, not to say anything bad about the educational system, but the truth is um financial literacy is not something that they preach, and that's because, hey, if everybody had the keys, you know, if everybody had the knowledge, yeah, right, then how would we be able to sustain in certain aspects?
12:58
SPEAKER_01: You know what I mean?
12:59
SPEAKER_01: So um these things that you're discussing and and having those leverages, and I mean, life insurance is one of the best ways to pass down tax-free money, right?
13:07
SPEAKER_01: And it's one of the best ways to, like we talked about.
13:09
SPEAKER_01: Um, you know, most people just think, hey, I can have this money in my bank account and I can just give it to somebody.
13:14
SPEAKER_01: No, there's a lot of things that go along with that um that people don't know, you know, and that's typically for a reason.
13:21
SPEAKER_01: Um but that's why you gotta educate yourself and more importantly, you gotta listen to the information and the people who have um are trying to give you, you know, give you game per se on on what to do.
13:33
SPEAKER_00: Yeah, you you made an important statement, tax-free.
13:36
SPEAKER_00: Yeah.
13:37
SPEAKER_00: Because that money is tax free.
13:39
SPEAKER_00: And another great thing that I learned as well, I remember um uh, you know, uh I was looking to expand my business was during the whole COVID situation.
13:48
SPEAKER_00: Yeah.
13:48
SPEAKER_00: My business was actually expanding during COVID.
13:51
SPEAKER_00: Some people have shrunk, mine's expanded.
13:54
SPEAKER_00: And I needed to leverage some capital into restocking the products I was selling, because they were selling out faster than you can blink an eye.
14:01
SPEAKER_00: So I was able to go to my whole life policy and I was able to lend myself some money for my policy.
14:08
SPEAKER_00: Uh no approval, no credit check.
14:11
SPEAKER_00: All right, they just wired the money right into my bank account.
14:13
SPEAKER_00: I had it within like four days, and I was able to access that money and utilize it to uh to fund my business and blow the business all the way up.
14:22
SPEAKER_00: Um so let's talk about that a little bit, how you can um, you know, you can utilize that in a way to pull some money out while you're still alive.
14:29
SPEAKER_01: Yeah, so different um different types of policies, like I said, you know, universal regular whole life in different companies have different interests that you can generate as you're paying into the policy.
14:39
SPEAKER_01: Yeah.
14:39
SPEAKER_01: And as you pay into that policy, the good thing is, you know, when people talk about borrowing money out or, you know, borrowing money from yourself, um, as long as you've paid more into the policy than what you're borrowing out, it's not gonna be taxed at all for that money that you're taking out.
14:54
SPEAKER_01: So essentially you're lending yourself money that you've been paying into it the entire time while protecting your life.
15:00
SPEAKER_01: And that's the biggest difference is you never know what's gonna happen or when it's gonna happen.
15:04
SPEAKER_01: And then if you have access to money that you've been paying, you know, to protect your life for your family and for your businesses, to be able to take that money out and now you become your own bank.
15:13
SPEAKER_01: I mean, that is something that, again, isn't being taught.
15:16
SPEAKER_01: No, it isn't being utilized enough.
15:19
SPEAKER_01: Um, and it's something that, you know, we never know when we're gonna need that money, you know, and you never know when that money is gonna come, you know, into play.
15:28
SPEAKER_01: And the truthful thing is we all probably have a savings account or we're setting money aside that you're typically not generating too much interest.
15:36
SPEAKER_01: Correct.
15:36
SPEAKER_01: Right?
15:37
SPEAKER_01: Number one.
15:37
SPEAKER_01: Number two, if you have a savings account, you're probably always looking at I can just go ahead and grab some money out of my savings if I need it.
15:44
SPEAKER_01: Yeah, yeah.
15:45
SPEAKER_01: But it's not doing anything to protect you or doing anything to, I mean, the whole point is to multiply your money, you know, that you're generating.
15:53
SPEAKER_00: So um that's that's great that you were able to do that.
15:55
SPEAKER_00: Yeah, it was amazing.
15:57
SPEAKER_00: And uh, you know, I I had been talking about it for so many years, and I finally got a chance to actually apply it and do it.
16:01
SPEAKER_00: Right.
16:01
SPEAKER_00: So now I'm talking from actual experience, you know.
16:04
SPEAKER_00: And as a football coach, I'm trying to remember a college football coach, uh, I'm trying to remember his name right now, but he got his entire paycheck paid into his policy.
16:15
SPEAKER_00: And by doing that, and they estimated you know how long his lifespan might be on average and his retirement years, that made him the highest paid coach, college coach in history because he had all his money put into his policy.
16:27
SPEAKER_00: Man, see, those are stories that they don't tell you.
16:29
SPEAKER_01: Because I've I've played college football my whole life, I didn't hear about that at all.
16:33
SPEAKER_01: Yeah, you know what I mean?
16:33
SPEAKER_01: So they kept that one um under wraps.
16:35
SPEAKER_01: But yeah, no, that's amazing, and and that's where making right, smart financial decisions are not just gonna take care of you right now, because that's where people don't understand.
16:46
SPEAKER_01: Life insurance is for when you're not here, yeah.
16:49
SPEAKER_01: But if you're putting your money in the right vehicle, it's gonna help you be in a situation where you can use it while you're here.
16:55
SPEAKER_01: Most people hear life insurance, like, oh, I gotta die to get it.
16:58
SPEAKER_01: I don't want it.
16:58
SPEAKER_00: Exactly.
16:59
SPEAKER_01: Yeah, you know what I mean?
17:00
SPEAKER_01: But it's like, no, you you wanna set yourself up to be in a situation where you have options, right?
17:06
SPEAKER_01: Options to be able to have your money work for you, and options to say, hey, look, if something does happen to me, this money is gonna work for my family for the rest of their life.
17:16
SPEAKER_00: Exactly.
17:17
SPEAKER_00: I mean, I could have pulled that money out, put it into another investment like real estate or something, and then uh still tax-free.
17:24
SPEAKER_00: I don't really have to pay any taxes until I actually cash out whatever that investment particularly is.
17:29
SPEAKER_00: Yeah, right.
17:29
SPEAKER_00: Yeah.
17:29
SPEAKER_00: So you can keep moving money around through investments and never pay any taxes on that money and keep it growing and growing and growing.
17:35
SPEAKER_00: At the same time, you're putting the money back into your policy.
17:37
SPEAKER_00: Exactly.
17:38
SPEAKER_00: There's a lot of ways to do this.
17:39
SPEAKER_00: Um I think people, because you know, I used to get all these um, what do you call them?
17:44
SPEAKER_00: These uh GoFundMe requests.
17:46
SPEAKER_00: Yes.
17:46
SPEAKER_00: So-and-so pass away.
17:47
SPEAKER_00: Can you please share this GoFundMe on your social media?
17:50
SPEAKER_00: And I got tired of doing it, so I made a public statement.
17:52
SPEAKER_00: I'm not doing any more GoFundMe's for people passing away.
17:54
SPEAKER_00: Y'all gotta go get some policies, man.
17:56
SPEAKER_01: I know, I know.
17:56
SPEAKER_01: You know, and and that's the biggest thing, is that if we see is that, and that that's kind of how I started, you know, a little bit earlier.
18:02
SPEAKER_01: I said, unfortunately, most people don't know what their worth is.
18:05
SPEAKER_01: Yeah, you know, and most people don't see that, hey, you can afford things that you value.
18:11
SPEAKER_01: So this has to be the number one thing that you value because it can't be a night out, it can't be what you drink, it can't be what you wear, yeah, right?
18:20
SPEAKER_01: You have to value yourself and understand that, hey, what you're given in this life is based off of who you are, and that value and that worthiness is hey, you could set$100 aside and leave a hundred thousand to your family.
18:33
SPEAKER_01: You know, and most people don't see that because they're like, hey, I'll do it when I can or when I want to.
18:38
SPEAKER_01: Um, but that's because most people are also in the hamster wheel of just living check to check, yeah, not becoming or not understanding their worth, not being money magnets, right, which are things that you talk about, like understanding like, hey, how much you're actually can generate money by just believing it and manifesting it first, and then understanding that the educational level is not where it needs to be.
19:01
SPEAKER_01: And to be honest with you, that's for a reason.
19:03
SPEAKER_01: Yeah.
19:03
SPEAKER_01: If everybody had life insurance, if everybody did the right thing, yeah, yeah, I mean, everybody would be rich, to be honest with you.
19:10
SPEAKER_00: Exactly, exactly.
19:11
SPEAKER_00: They would be.
19:12
SPEAKER_00: And I wish I would have started when I was like 18 years old myself, you know?
19:15
SPEAKER_00: Yeah.
19:16
SPEAKER_00: Um and so let's talk a little about that mindset a little bit.
19:20
SPEAKER_00: Let's get into more mindset now, because the mindset is is where we we grow or we shrink or we stay the same size, right?
19:29
SPEAKER_00: And the mindset is important.
19:31
SPEAKER_00: So when you when you're talking to clients and customers, do you do any kind of mindset work with them, trying to get them to understand uh a little bit more about uh their ability to create wealth or build, or do you maybe show them where they are right now mentally, how they got to see beyond that?
19:46
SPEAKER_01: Yeah, so the the hardest thing in what we do is that you're trying to connect with somebody that you don't know, and you're trying to find, and we call it obviously building rapport, but I say every single person I sit down with, I'm trying to find common ground.
19:59
SPEAKER_01: Where is it that we can be common ground human beings and souls?
20:02
SPEAKER_01: So you know, hey, I'm not here to try to sell you something, even though it is a sales process.
20:07
SPEAKER_01: I'm here to provide a service to you, right?
20:10
SPEAKER_01: I'm here to educate you.
20:11
SPEAKER_01: And the truth is, it doesn't always turn to sales when you're educating or learning the client.
20:15
SPEAKER_01: Sometimes they're gonna tell you no, but if I did my job and telling them, hey, this is the value that you have for your family, for your wife, for your kids, then maybe the next person will be able to make that sale.
20:27
SPEAKER_01: So the mindset work is I try to get them and we try to get them as an organization to understand what their true value is.
20:35
SPEAKER_01: Because they say, Oh, I don't have the money, I only make$5,000 per month, or I only make$10,000 per month.
20:40
SPEAKER_01: Well, now I'm like, well, okay, if you make$10,000 per month, that's$120,000 that you make for your family in a year.
20:46
SPEAKER_01: Yeah.
20:47
SPEAKER_01: You should have a policy at least for$120,000 so your family can have a year of breathing room when you to grieve.
20:54
SPEAKER_01: And because once you die, you're unfortunately you're not coming back.
20:57
SPEAKER_06: Yeah.
20:57
SPEAKER_01: You might be reincarnated into somebody else, right?
21:00
SPEAKER_01: Or another being, or you know what I mean, whatever that may be.
21:02
SPEAKER_01: But for your specific family, you're you're not going to be able to provide the way that that you are.
21:07
SPEAKER_01: So unfortunately, sometimes it's tough conversations, um, but they're conversations that we just try to get them to see a different perspective, and then hopefully that different perspective creates that emotion within them to say, you know what, I can find the value in this, and I can find the the monetary need to be able to invest into it.
21:27
SPEAKER_01: Gotcha.
21:28
SPEAKER_01: And most people don't understand, like it's not a life insurance, isn't a bill.
21:31
SPEAKER_01: A bill is something that your family never sees.
21:34
SPEAKER_01: This is something that it's guaranteed that we're all one day not going to be here, at least on this earth.
21:39
SPEAKER_00: Yeah.
21:39
SPEAKER_00: Yeah.
21:39
SPEAKER_01: So it is something that is going to happen, and you want to be prepared for it versus not prepared because GoFundMe's, you know, even there, they take percentages out of that.
21:49
SPEAKER_01: Yeah.
21:49
SPEAKER_01: Or car washes, you know, in those different situations.
21:52
SPEAKER_01: And um again, most people are starting way behind every single generation with their thought process, their mindset when it comes to money.
22:01
SPEAKER_01: Yeah.
22:02
SPEAKER_01: Right.
22:02
SPEAKER_01: Um, but it's even funny because even on the flip side, as a person who sells life insurance, there's also ideas about money that we have as salespeople where we have to do the mindset work to understand, like, hey, we're money magnets, we attract what we want.
22:20
SPEAKER_01: And it's based off of what we can give.
22:21
SPEAKER_00: Yeah, gotcha.
22:22
SPEAKER_00: Yeah, and in sales, you have to get past your own uh blocks, your own money blocks, right?
22:27
SPEAKER_00: So there's these ants, automatic negative thoughts, I call them, that come in.
22:31
SPEAKER_00: Uh, and when you could be in the middle of a sale, and then in some way, uh sometimes just as being humans, we want to judge what the person can and can't afford.
22:41
SPEAKER_00: Yes.
22:41
SPEAKER_00: We want to judge how much money they have in their bank account.
22:44
SPEAKER_00: We may look at some look at them and and see what they're wearing, or what kind of car they have, or what kind of house, or what their zip code is, and and then pre think I gotta put them into this package.
22:52
SPEAKER_00: I could probably sell them the hundred thousand dollar prop package, but now think, well, maybe this person can afford a million dollar package.
22:58
SPEAKER_00: We don't know.
22:59
SPEAKER_00: Right.
23:00
SPEAKER_00: So we have to also break through that shield that we, that lid that we put on ourselves as salespeople, uh, to be able to be fully open and aware, and like you say, find that common ground so we can understand where they are.
23:14
SPEAKER_00: And by doing that, then you find that common ground, you find out you'll be able to get some clues as to where they are through asking questions and getting answers.
23:21
SPEAKER_00: Now you're building data.
23:22
SPEAKER_00: And when you get the data, now you can make a smarter decision.
23:25
SPEAKER_00: But it's so intriguing to me how human beings, as we are, we kind of um, you know, we we have these preset ideas and concepts, and we fall into these little categories, and those are the things that hold us back.
23:37
SPEAKER_00: Yes.
23:37
SPEAKER_00: You know, and whether you're the client, whether you're the salesperson, it doesn't matter.
23:41
SPEAKER_00: We've got to break through all of that.
23:43
SPEAKER_00: It's a consistent process of working on yourself.
23:45
SPEAKER_01: Yeah, and and that goes to it because it's so funny because it's happening literally in the sale from both ends.
23:51
SPEAKER_00: Yeah.
23:51
SPEAKER_01: You have the client who's saying, Oh, in their mind, I don't know if I can afford this, I don't know if I see value in this, which is really just saying, hey, I haven't done the work to be able to know that money comes and goes.
24:01
SPEAKER_01: It's a tool for me to be used and I can attract it.
24:04
SPEAKER_01: It goes into self-worth.
24:06
SPEAKER_01: Hey, what is it that I subconsciously have been programmed my entire life, right?
24:10
SPEAKER_01: Based off of the generational curses that I'm trying to break or, you know, the wounds that have been there and traumas.
24:17
SPEAKER_01: And then on the flip side, you have the salesperson or the agent or us that are going through the same exact thing just from a different thing.
24:25
SPEAKER_01: I don't know if I can make this sale.
24:26
SPEAKER_01: I don't know if I believe in this career.
24:28
SPEAKER_01: Yeah, it's commissioned.
24:29
SPEAKER_01: So I don't know if I could bet on myself.
24:31
SPEAKER_01: Oh, I see this person.
24:33
SPEAKER_01: Uh I think$250 per month is expensive.
24:37
SPEAKER_01: So I don't think that they can boom.
24:39
SPEAKER_01: I don't think that they can afford it.
24:40
SPEAKER_01: Like we're pit, I say I tell my clients or and I tell my agents, I mean, all the time, like, hey, don't pitch on your budget.
24:46
SPEAKER_01: Even if you're just starting, don't pitch on your belief system because right now you might not believe, and you your budget might be very, very low because you're just starting.
24:53
SPEAKER_01: Exactly.
24:54
SPEAKER_01: But you have to go in there and you have to say, I'm providing value to somebody that's valuable.
24:59
SPEAKER_01: You know, and that's where it needs to meet.
25:00
SPEAKER_01: And you need that, the sale is made where that person feels like, hey, you know what?
25:04
SPEAKER_01: I am worth this.
25:05
SPEAKER_01: You know what?
25:06
SPEAKER_01: I can make that money.
25:07
SPEAKER_01: You know what?
25:08
SPEAKER_01: I can bet on myself to be able to provide and take care of my family even when I'm not here.
25:13
SPEAKER_01: And then the agent is going through the same exact thing.
25:16
SPEAKER_01: I can do this for a career.
25:18
SPEAKER_01: I do have value in what I'm providing.
25:20
SPEAKER_01: I can see somebody and tell them how important they are to their family and get them to believe that.
25:26
SPEAKER_01: It's all transfer belief, either way.
25:28
SPEAKER_01: And, you know, um, that subconscious programming that we have within us is something that we can either meet on and work on together, or we don't bring it up, and then in the back of our minds, it's always there and it's making all of our decisions.
25:43
SPEAKER_00: That's right.
25:44
SPEAKER_00: It's controlling every aspect of reality, and we don't even realize it.
25:48
SPEAKER_00: You know, I was at a restaurant one day and um I was asking a lady for a glass of water, and she said, with ice, and I said, Oh no, no ice.
25:55
SPEAKER_00: She said, It's gonna be room temperature.
25:57
SPEAKER_00: I said, That's fine, I drink room temperature water.
25:59
SPEAKER_00: She comes back with a glass of ice and a and a bottle of water.
26:02
SPEAKER_00: And I said, Why'd you bring the ice?
26:03
SPEAKER_00: She goes, just in case you want to have that ice, because she likes ice.
26:07
SPEAKER_00: Right.
26:07
SPEAKER_00: Right?
26:08
SPEAKER_00: Right.
26:08
SPEAKER_00: So I picked up on it right away.
26:10
SPEAKER_00: I'm like, this is like just ingrained in us.
26:12
SPEAKER_00: She's judging what I would want based on what she would do, you know, and and we get caught up in that all the time.
26:20
SPEAKER_00: Just like you said with the salesman, you know, thinking, well, my budget's so tight, they they probably can't afford this.
26:25
SPEAKER_00: You know, another another situation was uh real estate, real estate.
26:28
SPEAKER_00: Yeah.
26:28
SPEAKER_00: Um, and uh one time I was out with a realtor, and a realtor, you know, they usually take you to three properties.
26:34
SPEAKER_00: And I gave the realtor my budget at that time.
26:36
SPEAKER_00: The budget was like um uh one point four million dollars.
26:42
SPEAKER_00: And the realtor took me to a house that was about two million dollars first.
26:47
SPEAKER_00: And I'm like, wow.
26:50
SPEAKER_00: You know, and and the kids are there with me, they're running around through the room.
26:54
SPEAKER_00: This is my room, this is my room.
26:56
SPEAKER_00: You know, they fighting over the rooms already.
26:58
SPEAKER_00: I'm like, I can see myself living in this house, you know.
27:00
SPEAKER_00: Then I don't I don't know the price yet.
27:01
SPEAKER_00: Right.
27:02
SPEAKER_00: What's the price?
27:03
SPEAKER_00: The price.
27:03
SPEAKER_00: Oh man, this is like 30 years ago.
27:06
SPEAKER_00: And so I'm like, damn.
27:07
SPEAKER_00: Okay.
27:08
SPEAKER_00: So we go to the next house.
27:09
SPEAKER_00: The next house is like 1.5 somewhere in there.
27:13
SPEAKER_00: Still out of the budget.
27:14
SPEAKER_00: Yeah.
27:14
SPEAKER_00: I'm looking around.
27:15
SPEAKER_00: This is okay, I can kind of settle for now.
27:16
SPEAKER_00: I'm feeling like I'm settling for this.
27:18
SPEAKER_00: Okay, I can I can kind of settle for this one.
27:20
SPEAKER_00: Right.
27:20
SPEAKER_00: Third house in the budget.
27:22
SPEAKER_00: Now it's like, uh, you know, I guess so.
27:24
SPEAKER_00: You know what I'm saying?
27:25
SPEAKER_00: Like there's no excitement because the mind once stretched can never go back.
27:30
SPEAKER_00: Yes.
27:30
SPEAKER_00: Uh huh.
27:31
SPEAKER_00: And so now I've been they took me to the wrong house first.
27:35
SPEAKER_00: You know, you should have took me to a the house that I could fit in my budget and then try to stretch me that way, but now you stretch me too far.
27:41
SPEAKER_00: Now you're gonna you're gonna potentially lose my sale or have you know have me as an unhappy person.
27:46
SPEAKER_00: Um, so it's all these perceptions, perceptions, and perspectives and the technique and everything else that goes into play with all of this, the psychology of it all, the making the sale, yes, you know, um, it's so intricate.
27:58
SPEAKER_00: And when I saw that, I recognized it, and I saw others, other realtors duplicating that same system.
28:04
SPEAKER_00: And I started telling them to take them to the house so they can actually afford first.
28:08
SPEAKER_00: Forget trying to make the extra commission.
28:10
SPEAKER_00: When they say this is my budget, clarify if this is really the budget.
28:13
SPEAKER_00: See how far beyond that, but ask them, say, if I can get you a property that's you know, X amount of dollars above that budget that fits all your needs, needs, are you willing to stretch yourself to get to that?
28:24
SPEAKER_00: Well, yeah.
28:24
SPEAKER_00: Oh no, I can't.
28:25
SPEAKER_00: I'm already stretched as it is.
28:27
SPEAKER_00: You close, and then when they said they started closing more deals.
28:31
SPEAKER_00: But taking somebody to that bigger house first, what was happening was a lot of the times they were way out of the budget.
28:37
SPEAKER_00: Now, sometimes you can still close them.
28:39
SPEAKER_00: Right.
28:39
SPEAKER_00: It was such a tricky thing with the with the way the mind works.
28:42
SPEAKER_00: So the person now always lives for that bigger property.
28:45
SPEAKER_00: It's so it's so crazy.
28:47
SPEAKER_00: But the thing about the insurance is that I saw is a little bit of the opposite.
28:51
SPEAKER_00: You can get somebody onto a bigger policy because you can build a value within their life and what they're gonna be leaving behind.
28:57
SPEAKER_00: And from the from the real estate standpoint, it was like the opposite.
29:01
SPEAKER_00: So it's so tricky.
29:02
SPEAKER_00: You know, each field of sales is so, depending on if you want to do sales volume, if you want to do high numbers and get a big commission and lower volume, you you got to know all these little things about everything, every every product that you're selling, what you're dealing with.
29:15
SPEAKER_01: You know, yeah, something that we teach and what we talk about when it comes to you know any any sales position, but you know, more importantly, when it comes to you know, our industry, life insurance, is that the the two things have to be there.
29:26
SPEAKER_01: It has to be common sense and desire.
29:29
SPEAKER_01: Common sense in that situation would be hey, let me take them to what they're asking for first and then say, hey, but let me show you what your future could be.
29:37
SPEAKER_01: Right.
29:37
SPEAKER_01: You know what I mean?
29:38
SPEAKER_01: Exactly.
29:39
SPEAKER_01: Because now you're thinking, yo, okay, 1.4 to 2 million, that's 600,000 more.
29:43
SPEAKER_01: If I just put in a little bit of time here or I move some stuff around here, yeah, I might be able to get there eventually.
29:48
SPEAKER_01: Or it could be like, hey, you start here with the 1.4, yeah, and then a couple years we can flip this.
29:53
SPEAKER_00: Equity, boom, boom, exactly.
29:54
SPEAKER_01: Right.
29:55
SPEAKER_01: So that would be a better sales, sales than that.
29:57
SPEAKER_01: But um, you know, really just thinking about that.
30:01
SPEAKER_01: What we try to do is we actually try to do the opposite.
30:04
SPEAKER_01: Like if somebody looks at whatever it is that we're telling them, and it could be a million-dollar policy or$500,000 or whatever it is, yeah.
30:11
SPEAKER_01: The moment that they tell us, yeah, Carrington, that$300 or that$250 or whatever it may be, it's gonna take food off the table.
30:18
SPEAKER_01: Yeah.
30:18
SPEAKER_01: Like what we explain is then let's just not even do that.
30:21
SPEAKER_01: Because this is something you're gonna need to be here forever.
30:23
SPEAKER_01: So I'd rather you have something that's comfortable for you.
30:26
SPEAKER_01: Yeah.
30:26
SPEAKER_01: Because uh a life insurance policy that you pay for a year and then you it you don't have it anymore, it needs to be there when you need it.
30:33
SPEAKER_01: Gotta be there.
30:33
SPEAKER_01: You know, so we try to put people in a position where it's like, hey, we don't care what you do as far as as long as you do something.
30:42
SPEAKER_01: You know, and what if you're doing something for yourself that is setting your family up, you know what I mean?
30:48
SPEAKER_01: Then that's the most that's the most important thing.
30:50
SPEAKER_01: Yeah.
30:50
SPEAKER_01: Like obviously when it comes to sales, obviously when it comes to generating income, you know, we want to provide um value first, client take need second, us last, as far as any commissions that we make.
31:02
SPEAKER_01: Yeah.
31:03
SPEAKER_01: Um, and I think that if you have that servant mindset always when you're meeting down with somebody, yeah, they're gonna stretch themselves.
31:10
SPEAKER_00: Yes.
31:11
SPEAKER_01: You know, if they feel like, hey, this person doesn't really care about anything other than my family being in a better position than where they found me today, then they're gonna say, you know what, I'm gonna try to stretch myself for this.
31:22
SPEAKER_01: And if I can't, the good thing about even life insurance policies is you're not writing anything in blood.
31:27
SPEAKER_01: You can always adjust them up.
31:28
SPEAKER_01: Exactly.
31:29
SPEAKER_01: You can adjust them down.
31:30
SPEAKER_01: That's true, you know, like that's the biggest thing.
31:32
SPEAKER_01: Yeah.
31:32
SPEAKER_01: And, you know, one tactic, and not even tactic, just honesty.
31:36
SPEAKER_01: I always tell, you know, clients and and we we have our agents say, hey, you can do something today, and if it's too much, we can always, like I said, bump you down.
31:44
SPEAKER_01: Yeah.
31:45
SPEAKER_01: But if we don't try to do more today, right, there could be a situation where you're not here, right?
31:50
SPEAKER_01: Or your health could change and now you can't get any more coverage.
31:55
SPEAKER_01: So let's try to, in this situation, go with what you can stretch yourself for and put your family in the best situation.
32:01
SPEAKER_01: But guess what?
32:01
SPEAKER_01: We can always adjust this down because this is something where we we want them to have it forever.
32:05
SPEAKER_00: Yeah, yeah.
32:06
SPEAKER_00: Exactly.
32:06
SPEAKER_00: This it's best to have it than have nothing at all.
32:08
SPEAKER_00: Yes, yes.
32:09
SPEAKER_00: Yeah, man.
32:10
SPEAKER_00: When you're uh dealing with your sales team, are you what's your technique for motivation and mindset work with them?
32:17
SPEAKER_01: Honestly, I think out of everybody, and they they call me a little crazy.
32:20
SPEAKER_01: I'm a little bit intense, you know.
32:22
SPEAKER_01: But the reason why I say that I'm intense is because my mindset is like I know every day, hey, I gotta pour into my team and I gotta get their self-belief system and self-worth together first.
32:31
SPEAKER_01: Like I got to get them to the believe in the opportunity that when they're sitting across from somebody, they're changing their lives.
32:38
SPEAKER_01: You know, like you have to really believe in what you're doing and in any product that you're selling, any knowledge that you're providing.
32:45
SPEAKER_01: You have to truly embody what it is that you're talking about.
32:48
SPEAKER_01: And the first thing is this how can I get a client to believe in their value if I don't have value first?
32:54
SPEAKER_01: How can I believe in to a client that they can afford something if I can't afford to bet on myself?
33:00
SPEAKER_01: So we do a lot of mindset work.
33:02
SPEAKER_01: Honestly, today I'd sent my team, I told them, um, I tell them all the time, what you want is already yours.
33:08
SPEAKER_01: You just have to become the person that deserves to get it.
33:10
SPEAKER_01: Yep.
33:11
SPEAKER_01: I sent them affirmations today.
33:13
SPEAKER_01: So um as far as like money affirmations, you know, I am, I can, I will.
33:17
SPEAKER_01: You know, I have uh affirmations tattooed on me.
33:19
SPEAKER_01: I love it.
33:20
SPEAKER_01: Um, you know, all those I am.
33:22
SPEAKER_01: But um today was like, I'm a I'm a money magnet.
33:24
SPEAKER_01: You know, money flows to me effortlessly and abundantly.
33:27
SPEAKER_01: I love it.
33:27
SPEAKER_01: You know, and those are the things where, especially in the industry of betting on yourself, most people are like, I need a salary and I need an hourly wage.
33:35
SPEAKER_01: Yeah.
33:36
SPEAKER_01: And they don't understand that that salary and hourly uh hourly wage is actually not fitting what you're providing and you're worth.
33:43
SPEAKER_01: So when you're in a commission space, yeah, you you uh eat off of what you kill, you know what I mean?
33:49
SPEAKER_01: You eat off of what you sell, yeah, and I tell them that, hey, it's not about work-life balance, right?
33:57
SPEAKER_01: It's about bank account balance, and your bank account is gonna continue to overflow and run it over the more that you become the person you're meant to be.
34:05
SPEAKER_05: Yeah.
34:06
SPEAKER_01: And that's all of my my talk tracks when I talk to my team is getting them to understand that, hey, you have a you have one life that started at one time, yeah.
34:16
SPEAKER_01: It's gonna end whenever it's supposed to end.
34:18
SPEAKER_01: And the most important thing is what's that line in the middle gonna be for you?
34:23
SPEAKER_01: You know, and um, you know, my life hasn't been perfect, sales haven't hasn't been perfect.
34:27
SPEAKER_01: Of course.
34:28
SPEAKER_01: Um, many obstacles and things have happened, but I tell them that no matter what, you find out who you are in those in the peaks, yeah, and you can celebrate sometimes.
34:38
SPEAKER_01: Uh or sorry, you find out who you are in the valleys and you can celebrate a little bit uh at the peaks, but just know it's eventually gonna come back down here again.
34:45
SPEAKER_01: And that's the character building that we try to instill in everybody.
34:48
SPEAKER_00: It's a cycle, absolutely, for sure, man.
34:50
SPEAKER_00: Yeah, I love it.
34:50
SPEAKER_00: Yeah, that mindset working sales is so important.
34:53
SPEAKER_00: I remember I was um, this is a long time ago now.
34:56
SPEAKER_00: I went and found this company that was selling pots and pans.
34:59
SPEAKER_00: So I became an independent contract.
35:01
SPEAKER_00: This is when Teflon first came out.
35:03
SPEAKER_00: I've aged myself now.
35:06
SPEAKER_00: So I got the pots and pans, um, and I got like, I don't know, four or five cases of them.
35:12
SPEAKER_00: And you get an order sheet, and they take you down and do this motivation class in the morning at this warehouse way down in Miami, down in Coral Gables, Coconut Grove area or whatever.
35:21
SPEAKER_00: And you go in this warehouse, and it's like, you know, how are you today?
35:25
SPEAKER_00: I am fantastic.
35:26
SPEAKER_00: How are you today?
35:27
SPEAKER_00: I am fantastic, you know what I'm saying?
35:29
SPEAKER_00: That's my first real time being a part of something like to me at the time was a little radical.
35:34
SPEAKER_00: Yeah.
35:34
SPEAKER_00: Like screaming at the top, you know, I am fantastic.
35:37
SPEAKER_00: And it became such a part of who I am.
35:40
SPEAKER_00: How are you doing?
35:41
SPEAKER_00: Fantastic.
35:42
SPEAKER_00: Yeah.
35:42
SPEAKER_00: You know, I still do that to this day.
35:45
SPEAKER_00: But I learned, like, after I would come out of that warehouse, I felt a shift in my vibration, a shift in my body.
35:52
SPEAKER_00: I noticed that I felt different.
35:53
SPEAKER_00: Yes.
35:54
SPEAKER_00: And it really did hype me up.
35:56
SPEAKER_00: I was going door to door in all those offices down there, handing the secretary the sheet and one set of pots, and then coming back a week later to see if I have any orders.
36:05
SPEAKER_00: You know?
36:06
SPEAKER_00: And the first time I drove down there, I drove down there with about$1.25 worth of gas in a Cadillac sedan deville.
36:12
SPEAKER_01: $1.25?
36:13
SPEAKER_01: That was a long time ago.
36:15
SPEAKER_00: Everything gas was like 69 cents a gallon.
36:17
SPEAKER_00: And you drove a few blocks to get that 69 cents.
36:22
SPEAKER_00: I used to drive all the way to Hollandale just to get the 69 cents.
36:25
SPEAKER_00: But uh I drove all the way down there, man, and I was like, man, I got no money, you know?
36:29
SPEAKER_00: And uh these sales got to go through.
36:31
SPEAKER_00: But I I went and did my thing.
36:32
SPEAKER_00: You know, eventually I became the number one, you know, salesman in that uh that program.
36:37
SPEAKER_00: And uh like our own independent contractors or whatever, but I learned so much hype, the energy, the affirmations, you know, just becoming a self-starter.
36:48
SPEAKER_00: It's so important.
36:49
SPEAKER_00: Like for you, when you wake up every morning, you're you're your own boss.
36:53
SPEAKER_00: Yes.
36:54
SPEAKER_00: So there's nobody coming to wake you up, there's nobody coming to make you go punch a time clock.
36:58
SPEAKER_00: How do you work through that?
37:00
SPEAKER_01: Um, I think that you have to really be in touch with who you are first, who you were second, and who you're trying to become third.
37:08
SPEAKER_01: You know, because that gives you what you need to be more disciplined on, that gives you what you're ambitious for.
37:14
SPEAKER_01: And then more importantly, when you're in contact with your purpose, yeah, right, that is gonna overflow what your passion is.
37:21
SPEAKER_01: So for me, my biggest thing had always been, you know, the reason why I even started the opportunity was um before life insurance, I was Instacarting.
37:30
SPEAKER_01: So during COVID, I was living in California.
37:32
SPEAKER_01: Yeah, funny enough, I used to listen to your page.
37:36
SPEAKER_01: Oh, wow.
37:36
SPEAKER_01: I used to be like, man, this guy is great.
37:38
SPEAKER_01: I remember one thing that sticks out.
37:39
SPEAKER_01: You said something like um you could put on a TV and you could start predicting what was gonna show up on the TV.
37:47
SPEAKER_01: Yeah, yeah.
37:48
SPEAKER_01: Remember that?
37:48
SPEAKER_01: Yeah, so I remember that.
37:49
SPEAKER_01: Yeah.
37:49
SPEAKER_01: I was in Ontario, California.
37:51
SPEAKER_01: I had just walked off my job, COVID had just hit, and I was Instacarting, selling groceries seven, seven days a week, 13 hour days.
38:00
SPEAKER_01: Wow.
38:01
SPEAKER_01: Because California was hit the worst.
38:02
SPEAKER_01: Like you couldn't do anything.
38:03
SPEAKER_01: Everybody had to do Instacart, you're right.
38:05
SPEAKER_01: Exactly.
38:06
SPEAKER_01: But Instacart was an essential worker, so that was the only really job that you could do.
38:10
SPEAKER_01: Yeah.
38:11
SPEAKER_01: So we were at me and my me and my my brother PJ, we was hustling in Costco.
38:14
SPEAKER_01: But wow, why I bring that up is because that those habits instilled the ambition of like, hey, no matter what the situation is, I have to go and wake up every day and go get it.
38:26
SPEAKER_01: So, you know, the biggest thing is sometimes we're chasing materialistic things, and I've been in in the uh position to do that at times.
38:34
SPEAKER_01: Yeah.
38:35
SPEAKER_01: And then you get to the point, or hopefully you do, like right now, okay, you've gotten everything that you've thought about manifested.
38:42
SPEAKER_01: So what's gonna keep you going?
38:43
SPEAKER_01: Yeah.
38:44
SPEAKER_01: So for me, the biggest thing that keeps me going every day is understanding that um I have people who depend on me.
38:51
SPEAKER_01: And it's not depend on me just always just financially or depend on me to go to work.
38:56
SPEAKER_01: They depend on me to show them that, hey, the dream can come true if you believe it.
39:01
SPEAKER_01: That's right.
39:01
SPEAKER_01: So what motivates me to get up and every day is that I know that there's somebody somewhere watching what I'm doing and saying, hey, if he can keep going, if he can get through this adversity, if he can show up even when he has all pretty much all the things that he wants, and I don't have everything, but I have at one point what I dreamt dreamt of.
39:24
SPEAKER_01: Why would I stop?
39:26
SPEAKER_01: Yeah.
39:27
SPEAKER_01: Because the truth is there's something within me of why I have a tenacious appetite to give so much, is because I know one day I'm not gonna be here.
39:36
SPEAKER_01: Right.
39:36
SPEAKER_01: And truly what my worth I believe is gonna be is how many lives I've impacted and how many of lives those people have impacted.
39:45
SPEAKER_01: I love it.
39:46
SPEAKER_01: So that's what that's what motivates me every day.
39:48
SPEAKER_00: Nice, man.
39:48
SPEAKER_00: I love it.
39:49
SPEAKER_00: Yeah.
39:49
SPEAKER_00: And that's a powerful motivation because that's the same, pretty much the same reason why I keep going myself.
39:54
SPEAKER_00: It's not just me.
39:55
SPEAKER_00: You know, there are single women that, you know, have children that are relying on me to get their baby diapers.
40:01
SPEAKER_00: I mean, it's just, you know, they're working for me.
40:04
SPEAKER_00: So uh and and all the people that have been watching my account and all my videos over the years, you know, and it's like if I get knocked down and they see me stay down, then I'm having a negative impact on them.
40:14
SPEAKER_00: Or billions down, I'm staying down too.
40:16
SPEAKER_00: Right, right.
40:17
SPEAKER_00: They gotta see you stand back up.
40:18
SPEAKER_00: Exactly.
40:19
SPEAKER_00: They gotta see you walk straight up, chest out, head up, no, no dipping to head down.
40:23
SPEAKER_00: You know, we're gonna we're going right at right back at it, you know?
40:27
SPEAKER_01: Exactly.
40:27
SPEAKER_01: And that's what I I kind of told my team today, because uh I actually was in in the my vocal office um that we have at Apex, and um, they were like, Can you speak today?
40:35
SPEAKER_01: And I was like, What am I gonna talk about?
40:37
SPEAKER_01: You know, things are going well, um, but that's from my perspective.
40:41
SPEAKER_01: And I know that even when things are going well, there's still something either within us or in our life that we have to have some type of resilience for.
40:47
SPEAKER_01: You know, and um you don't realize, you know, even you, you say that you know people who depend on you, but there's probably millions of people that you have never talked to that depend on you that might not even say anything.
40:59
SPEAKER_01: Right.
41:00
SPEAKER_01: Same person, Carrington Hannah, back in Ontario years ago, you didn't know what you were were doing.
41:05
SPEAKER_06: Yeah, right.
41:06
SPEAKER_01: But you just know, hey, I have this this energy, this thought, and this information I have to give to back to the universe.
41:13
SPEAKER_01: Right.
41:13
SPEAKER_01: And you never know who's ingesting that.
41:16
SPEAKER_01: So that's kind of what what I think about.
41:18
SPEAKER_01: And and more importantly, I think that um the adversity and the challenges and being knocked down isn't the that isn't the thing to be afraid of.
41:27
SPEAKER_01: It's staying there.
41:28
SPEAKER_00: Yeah.
41:29
SPEAKER_01: And then um, I think that when you get back up, I I kind of said this the other day as well.
41:34
SPEAKER_01: It's like when you're about to level up in life, that's when it's gonna get the hardest.
41:38
SPEAKER_01: Like in a video game, when you're trying to beat the boss to get to the next level, yeah, um, that's when you're like, yo, I can't beat, I can't beat this person, or I can't beat this version of myself, or I keep running into the same pattern or situations, and then you realize, like, oh, I have to just break through it, you know, and then that delayed gratification and that resilience is what's now, hey, I'm strong enough now to handle the next step in life or the next um the next opportunity.
42:05
SPEAKER_00: Right, right, exactly.
42:06
SPEAKER_00: And that's I was getting to that question, like, how are you dealing with adversity and business and even personal growth?
42:12
SPEAKER_01: Yeah, so I I think that uh I kind of um been thinking about this lately is that you know, all the things that we experience externally, whether it's good things, bad things, um, relationships, right?
42:24
SPEAKER_01: All of these things are mirrors of what we need to heal or what we need to pay attention to internally.
42:29
SPEAKER_01: Yeah.
42:29
SPEAKER_01: And a lot of it, like you said, like you know, going to the warehouse and saying, I am fantastic, I am fantastic, I am this, I am powerful, I am abundant, I am all things, I am love.
42:39
SPEAKER_01: Those are things that uh we do, but we do it on the complete opposite.
42:45
SPEAKER_01: Yeah, we have a lot of negative thoughts that we reaffirm way more than than positive thoughts.
42:50
SPEAKER_01: Correct.
42:51
SPEAKER_01: So, you know, handling um those things, I think most people don't also understand that success does also come with a price.
42:58
SPEAKER_00: Oh, yeah.
42:59
SPEAKER_01: And that the price that success comes with is you know, people analyzing you, you analyzing yourself, an insatiable appetite at times to do more, right?
43:08
SPEAKER_01: Uh an appetite to chase instead of attract.
43:11
SPEAKER_01: Um, so I just think that you know, being on the right frequency in the right moments and being having your eyes open will show you if you are on the right path.
43:20
SPEAKER_01: Um and like even right now, like I said, like for anybody watching, like this could be you right here.
43:26
SPEAKER_01: Yeah.
43:26
SPEAKER_01: If you believe it, if you receive it, and if you know what it is that's actually how powerful you are.
43:32
SPEAKER_00: Yeah, yeah.
43:33
SPEAKER_00: It is it's so it's so true.
43:35
SPEAKER_00: Like, we really have to believe in our own power.
43:37
SPEAKER_00: I think a lot of us get stuck relinquishing our power to outside sources, um, giving it away to things on the outside and succumbing to situations.
43:48
SPEAKER_00: And like I say all the time, we can't be warriors, we have to be warriors.
43:52
SPEAKER_00: And I think the warrior mindset in terms of being in business like you are and I am is all about really um when the problems arise, we just become solutions providers.
44:02
SPEAKER_00: You know, we know the problems are gonna come.
44:04
SPEAKER_00: Like we ain't surprised.
44:05
SPEAKER_00: Like, okay, something new, okay.
44:07
SPEAKER_00: I didn't see this one coming, but it it hits here.
44:10
SPEAKER_00: I don't know.
44:10
SPEAKER_00: And it just hit me from the side, it didn't come straight at me, but okay, now how do we solve this?
44:15
SPEAKER_00: Right.
44:15
SPEAKER_00: So instead of the panic and oh my God, and it's okay, well, we gotta figure this one out, you know, and we're gonna figure it out.
44:21
SPEAKER_00: And if we can't figure it out, we find somebody to help us figure it out.
44:23
SPEAKER_00: If we can't find some, we could become part of the solution for the problem.
44:27
SPEAKER_00: Right.
44:28
SPEAKER_00: It's all about problem solving when you get to the higher levels.
44:30
SPEAKER_01: Yeah, and that's one thing, um, you know, that my business partner, my brother Enzo, um, who's, you know, right now one of the most successful people in um AO Globe Life, you know, he says one thing that stands out so much is that um you get paid based off of all the things you can handle.
44:46
SPEAKER_00: Boom.
44:47
SPEAKER_01: That's it.
44:48
SPEAKER_01: Most people think like, oh, I'm gonna get the money and I'm gonna chill.
44:51
SPEAKER_01: It's like, no, that that success comes with a lot.
44:54
SPEAKER_01: That success comes with a lot of things that you don't even see behind, you know, closed doors and a lot of things and and parts.
45:00
SPEAKER_01: Places and people and relationships and decisions that you have to navigate.
45:04
SPEAKER_01: Um, I'm sure it's even prevalent in your life.
45:07
SPEAKER_01: You know, when you have millions of people that watch what you do, you have to move it always, you know what I mean, as best as possible, because none of us are perfect, yeah, in the light that you want to be seen, but more importantly in the power that you are.
45:20
SPEAKER_01: Yes.
45:20
SPEAKER_01: You know?
45:21
SPEAKER_01: True.
45:21
SPEAKER_01: So, you know, that's what he's instilled in us and and all the leaders at the team is just like, hey man, you're gonna get paid based off of the things you can handle.
45:29
SPEAKER_01: So if you're gonna ask for more, expect to be able to handle more.
45:33
SPEAKER_01: You know, and that's something that that is a hundred percent true because you think, oh, once I get to a certain place in life, like, oh, I'm gonna relax and things are gonna be easy.
45:42
SPEAKER_01: It's like, uh more money, more problems.
45:45
SPEAKER_01: More money, more problems.
45:46
SPEAKER_00: That's exactly what they say.
45:48
SPEAKER_00: Unexpected bills, unexpected expenses, you know.
45:51
SPEAKER_00: And I I got hit over the head today with a$75,000 expense that I didn't see coming for something, you know, in the transition of companies and this and that.
45:58
SPEAKER_00: I didn't even know they didn't know that bill even existed in terms of like what that fee would be.
46:03
SPEAKER_00: Uh it was something totally opposite of what I thought it was gonna be.
46:05
SPEAKER_00: Right.
46:06
SPEAKER_00: And it's like, oh my goodness.
46:08
SPEAKER_00: So every day is something, right?
46:09
SPEAKER_00: Every single day.
46:10
SPEAKER_00: But but these are the challenges that we take, and these are why we, you know, we we are where we are.
46:16
SPEAKER_00: Yeah.
46:16
SPEAKER_00: You know, and uh and you know, when you get to a certain level, uh some people just want to stay there because they get into a comfort zone.
46:24
SPEAKER_00: Yes.
46:24
SPEAKER_00: They get into a comfort zone and they get locked in.
46:27
SPEAKER_00: Um and it there's nothing wrong with that.
46:29
SPEAKER_00: I think some people are designed to maybe live in a comfort zone, but there's other people that are wanting to break through that comfort zone and just can't figure out why they're stuck there.
46:40
SPEAKER_00: They don't realize that they're self-sabotaging and locking themselves into a comfortable place because expansion is right when they're right at the edge of expansion, is where they they break down and they're gonna go back to what feels comfortable.
46:54
SPEAKER_00: Um, and the self-sabotage is a real problem.
46:57
SPEAKER_00: I see it all the time.
46:58
SPEAKER_06: Yeah.
46:59
SPEAKER_00: And uh, especially in sales, you know, oh man, I made five sales this week, my bills are covered.
47:05
SPEAKER_00: All of a sudden I can't make no more sales.
47:07
SPEAKER_00: You know, yeah, I'm gonna take off.
47:09
SPEAKER_00: I'll see you next week.
47:10
SPEAKER_00: Yeah, yeah, exactly.
47:11
SPEAKER_00: Exactly.
47:12
SPEAKER_00: You know, I had a call center one time, and those people were like the most aggressive salespeople because um a lot of them, you know, unfortunately, they were on substances.
47:20
SPEAKER_00: Yeah.
47:21
SPEAKER_00: The telemarketers, the best telemarketers are the ones on substances.
47:23
SPEAKER_00: Right.
47:24
SPEAKER_00: But but by by Monday, you pay them on Friday.
47:27
SPEAKER_00: By Monday, they need an advance.
47:29
SPEAKER_00: You know, all the money's gone.
47:31
SPEAKER_00: Right.
47:32
SPEAKER_00: If they have a really good week, you might not see them for two weeks because they're gonna go on a binge, you know.
47:37
SPEAKER_00: Uh, but that is a real problem.
47:39
SPEAKER_00: So do you have any techniques that you utilize to teach people or how you how do you break people through or even yourself through that self-sabotaging mindset?
47:47
SPEAKER_01: Yeah, I mean, you know, to be you know transparent, you know, I think that the energy that, you know, even right now I have to give off is the truth.
47:54
SPEAKER_01: And the truth is like I didn't come from a financially stable background.
47:58
SPEAKER_01: You know, I came from uh, you know, a background of, hey, we were doing well, but we weren't always doing the best.
48:03
SPEAKER_01: Like sometimes it was spaghetti o, sometimes it was spaghetti that was left over for three days.
48:08
SPEAKER_01: Yeah.
48:08
SPEAKER_01: Um, hamburger helper, that was definitely something that my mom used to cook up all the time.
48:13
SPEAKER_01: Yeah.
48:13
SPEAKER_01: Um, I even remember, like, I told this story the other day.
48:16
SPEAKER_01: I used to do take hot dog buns, put them in the toaster, put butter on them, and then put cinnamon and sugar on it and be like, oh, that's cinnamon toast crunch.
48:24
SPEAKER_01: Yeah, yeah.
48:25
SPEAKER_01: Or the cereal, you know, it was like instead of Captain Crunch, it's crunch captain, you know.
48:29
SPEAKER_01: So, um, but we don't understand and that, you know, generationally those things are programmed into us, and then we have that scarcity mindset.
48:38
SPEAKER_01: And that scarcity mindset is that um, you know, in those situations that you're expressing, it's just like we've never had much, yeah, so we don't expect to keep much.
48:47
SPEAKER_01: And then we expect, even when you say like the the people who had assistance, well, they're they're spending money understanding like, hey, I still got this the safety in that back here, so I don't really need to go outside of my means.
48:59
SPEAKER_01: And yeah, what people don't know is that true growth, right?
49:03
SPEAKER_01: You can't have that without uncomfortable things.
49:06
SPEAKER_01: So, you know, for me, what I tried to instill within myself is that um scarcity is something that I can control.
49:15
SPEAKER_01: Yeah, you know, and it's something that even like right now, my my mom or my family does deal with, but I've finally been able to show them the other side that hey, if you just keep going, right, you're gonna be able to break through and you have to stretch your mind, stretch what what your beliefs are and and break through.
49:31
SPEAKER_01: And I think that when people see somebody that they know, like truly know where you came from since the moment that you came into existence, it's easier for them to grasp onto that, not understanding that um no matter who has done what, you can do it too.
49:51
SPEAKER_01: Yeah, like you think it, you speak it, it becomes.
49:54
SPEAKER_01: Yeah, yeah.
49:55
SPEAKER_01: So, you know, that's what I try to do when it comes to like I still go through scarcity things at times.
49:59
SPEAKER_01: I mean, even for you, like the reality is you didn't expect to have to have a$75,000 bill.
50:04
SPEAKER_01: You're probably like, yo, I don't want to pay that, but I gotta pay it.
50:07
SPEAKER_01: So, all right, well, what I gotta do to make that back.
50:09
SPEAKER_01: That's it.
50:09
SPEAKER_00: I had to switch up real quick.
50:11
SPEAKER_00: Okay, how are we gonna make this money?
50:12
SPEAKER_00: Yeah, exactly.
50:13
SPEAKER_00: It is what it is, yeah, yeah.
50:15
SPEAKER_00: That happens every day, right?
50:16
SPEAKER_00: You know, right, exactly.
50:17
SPEAKER_00: Yeah, now it's powerful.
50:18
SPEAKER_00: You know, this scientist did an experiment with fleas, so he took the fleas.
50:22
SPEAKER_00: Now, fleas can jump very high.
50:23
SPEAKER_00: A flea, you can, you know, a flea can jump from the carpet all the way to your shoulder.
50:27
SPEAKER_00: And they took these fleas and put them in a jar.
50:29
SPEAKER_00: And then you put a lid on the jar and left that lid, that lid sealed and that jar on a counter for a few weeks.
50:37
SPEAKER_00: Fleas are jumping, jumping, jumping, jumping, you know.
50:40
SPEAKER_00: They come back, they take the lid off.
50:43
SPEAKER_00: No fleas jumped out of the jar.
50:45
SPEAKER_00: Now a flea can jump 10, 15, 20x its height.
50:48
SPEAKER_00: All of a sudden the fleas had an invisible lid on their environment.
50:53
SPEAKER_00: They thought that that lid was there, so they wouldn't jump past where that lid used to be.
50:58
SPEAKER_00: Right.
50:58
SPEAKER_00: The lid is gone.
51:00
SPEAKER_00: And I think that we do that as people, you know, we we have these uh these invisible ceilings that don't really exist only in our minds.
51:08
SPEAKER_00: And we gotta recognize that those are just limit self-limiting tensions, limited beliefs that we have there that we can break through and break free.
51:16
SPEAKER_00: And you've you've been able to crack that code, so that's powerful, man, to be able to break that.
51:20
SPEAKER_00: Because now you've literally crossed out, you know, the generational curses.
51:25
SPEAKER_01: No, yeah.
51:25
SPEAKER_01: And I mean, I think I think I was just saying it and really thinking about it the other day.
51:29
SPEAKER_01: I was like, man, I remember I used to make a thousand per week or two thousand Instacarting, and like I started this opportunity because I just wanted to go to dinner and not look at the menu and worry about how much it costs.
51:39
SPEAKER_06: Yeah.
51:39
SPEAKER_01: Whether it was a date, whether it was my family, I was like, uh, you know, we're gonna just get some sides today.
51:44
SPEAKER_01: We're gonna split everything.
51:45
SPEAKER_01: Right, you know, and um you don't realize that a lot of who you are is not actually who you are.
51:52
SPEAKER_01: You know, I've heard you talk about it, but like the things that you pick up and you ingest as a kid, you know, from what you see, what you hear, what your life is like, typically that is the fleas in the jar.
52:03
SPEAKER_00: Yes.
52:04
SPEAKER_01: That hey, even though you get to the point of your 18 and you can take the cap off and you can go be whatever it is that you want to be, you end up typically being uh a big part of what your family or what your parents were or what you've seen, yeah, not understanding that, hey, each generation should be expanding more.
52:20
SPEAKER_01: Yeah.
52:20
SPEAKER_01: You know, it should be the platform of, hey, this is the bare minimum and taking the lid off and saying, hey, you can get out of this because here's the things that we did well, here's the things that we didn't.
52:32
SPEAKER_01: But a lot of times, you know, people, um, you know, especially, you know, our people, you know what I mean, African African Americans or, you know, um black, whatever people want to call them, um, is there's things that we've experienced that we continue to hold on to, and that's the that's the jar.
52:49
SPEAKER_01: That's it.
52:50
SPEAKER_01: That's the invisible lid.
52:51
SPEAKER_01: There is no lid now.
52:52
SPEAKER_01: You know, the lid is you can truly be what it is that you want to be.
52:57
SPEAKER_01: But I think that everybody from all walks of life, that power also scares them.
53:02
SPEAKER_00: Yeah.
53:02
SPEAKER_01: Because now we don't have a place to blame on why we're not where we want to be.
53:06
SPEAKER_01: Or now we've accountability.
53:09
SPEAKER_00: You got accountability now.
53:11
SPEAKER_01: Message.
53:11
SPEAKER_00: Uh-oh.
53:12
SPEAKER_00: We don't want that.
53:14
SPEAKER_00: Listen, with more responsibility, but more money comes more responsibility.
53:18
SPEAKER_00: You know.
53:19
SPEAKER_00: And uh, and that's a thing, that's a real thing.
53:22
SPEAKER_00: I see it.
53:22
SPEAKER_00: There's so many people I see that just don't want to take that accountability.
53:27
SPEAKER_00: Uh they want to get to the higher levels and they want to be better, they want to be financially free, they want to be more successful, they want to do this and that, but just that accountability factor, oh man, I really gotta, I gotta own up, I gotta be this every day.
53:40
SPEAKER_00: Right.
53:40
SPEAKER_00: Like yeah, it becomes a lifestyle.
53:42
SPEAKER_00: Yes.
53:43
SPEAKER_00: It ain't just like some part-time, you know, two hours I'm gonna be this motivated individual to get all this stuff, then in the rest of the day, nothing.
53:50
SPEAKER_00: You know, it's like I gotta be this person, I gotta live this person, I gotta become this person if I want to sustain this level or even higher.
53:59
SPEAKER_00: Uh, but it's important because I think that the people that break through that invisible ceiling are the ones that then find a way to become the creators of the new world.
54:09
SPEAKER_00: Yeah.
54:10
SPEAKER_00: You know, we're not really in the sheep mentality, so to speak, all the time.
54:15
SPEAKER_00: Uh now, there of course some are going to be political or maybe religious and things like that, but I'm talking about like the people who are actually moving and shaking economies.
54:23
SPEAKER_00: If it wasn't for people that had the ability to break through those ceilings and to live within their passion and to then find a need for that passion in the world to generate this movement of energy through the economy, which we call money, then they'd be stagnant.
54:38
SPEAKER_00: We have to have people like us that get out here and make things happen.
54:42
SPEAKER_00: Otherwise, um, you know, uh they you know what they're trying to do now is replace us all with robots, you know?
54:47
SPEAKER_00: You're right.
54:49
SPEAKER_00: A AI, ChatGBT becoming smarter than all of us.
54:52
SPEAKER_00: Oh my goodness, you know?
54:54
SPEAKER_00: The beautiful thing about what you do is it takes a human touch.
54:57
SPEAKER_00: Yes.
54:58
SPEAKER_00: You know, it's still they're not close to being able to replace, you know, there's no robot that's gonna come here and sit down with me and sell me a policy.
55:05
SPEAKER_00: Right.
55:05
SPEAKER_00: Because it's not gonna be able to connect with me on that way at this moment in time.
55:09
SPEAKER_00: Right.
55:09
SPEAKER_00: Maybe 10 years, I don't know.
55:11
SPEAKER_00: But right now, it's not gonna happen.
55:12
SPEAKER_00: Right.
55:13
SPEAKER_00: Let's talk about building residuals in your business.
55:15
SPEAKER_00: Like, how do your residuals residuals work?
55:17
SPEAKER_01: Yeah, so basically how how the residuals work in the business is you know, once you make a sale, um, you know, then you get paid a year later from that sale, you get paid once a month.
55:26
SPEAKER_01: Um, and those residuals, your back end builds, um, not just off of a team that you're building, but off of your personal business as well.
55:34
SPEAKER_01: And then um the great thing about it is you're making a percentage off of the premiums that's being paid every single month.
55:40
SPEAKER_01: Nice.
55:41
SPEAKER_01: So it's something to where you earn residuals right away, right?
55:44
SPEAKER_01: From making that initial sale.
55:46
SPEAKER_01: And then the idea is, you know, that following year, the client doesn't have to do anything to call in and to renew anything, they just continue to pay their premium and then that goes into your back-end account.
55:56
SPEAKER_06: Wow.
55:56
SPEAKER_01: So there's people right now, you know, on my team that are making a couple hundred dollars in residual, some are making$10,000.
56:02
SPEAKER_01: Wow.
56:02
SPEAKER_01: There's people in the company that are making, you know, six figures residual income because they've built their business for a very, very long time.
56:09
SPEAKER_01: And the best part that I like about it is if something happens to you, you can designate a beneficiary and that money still gets paid out to your family.
56:17
SPEAKER_01: Nice.
56:18
SPEAKER_01: So if anybody wants to know anything about building wealth, which I know you educate them all the time on, it's you gotta get paid from work that you already did or while you're not working at all.
56:28
SPEAKER_00: Man, facts.
56:29
SPEAKER_00: You gotta have I have several streams of revenue coming through my business, and several of them are residual-based.
56:36
SPEAKER_00: You know, MRR, you gotta have that recovering revenue coming in.
56:40
SPEAKER_00: You know, you can make money while you're sleeping.
56:42
SPEAKER_00: It's so it's so important.
56:43
SPEAKER_00: Now, in your business, is it possible also to build a book of business and then even exit that book?
56:50
SPEAKER_01: Gotcha.
56:50
SPEAKER_01: Yes.
56:51
SPEAKER_01: So when it comes to like two people talking about like selling their book of business and those different things, sometimes the misconception is like, oh, you can sell the clients that you're selling.
57:00
SPEAKER_01: But really, when it comes down to like what we do, the value is in the actual sales force, right?
57:06
SPEAKER_01: Because what you can do is you can get evaluated at, hey, you're this much evaluation, let's say 50 million.
57:12
SPEAKER_01: Yeah, right.
57:13
SPEAKER_01: Well, then typically what happens if somebody wants to buy your sales force, you'll go to either like a uh a private lender, you'll get evaluated at what that may be.
57:21
SPEAKER_01: Typically, it's 10 times whatever it is that you guys are doing.
57:24
SPEAKER_01: Okay.
57:24
SPEAKER_01: And then they'll buy the sales force, they'll pay you the money, and then you guys continue to agree on, hey, your sales force is gonna work still for these next five years, and then you can exit.
57:34
SPEAKER_01: You know, so that's a lot, that's more of like the way that people say that they they sell their book.
57:40
SPEAKER_01: Um, and then there's different, you know, industries or not even industries, but different um life insurance companies, you know, versus captive, which is like you sell just the products of that one company, and then there's you know, brokerages where it's like, okay, you're selling multiple different pro uh products at different places as well.
57:57
SPEAKER_01: You know what I mean?
57:58
SPEAKER_01: So um, but when it comes to selling the book of business, um, really you're selling the sales team um and you're getting valuated at the production and your your sales force.
58:07
SPEAKER_01: Gotcha.
58:07
SPEAKER_01: Um, and that's something where you know people always are looking to do um to basically make money from what they're already doing and then get valuated so you can maybe have an exit plan, but um other times, you know, the thing is then what are you gonna do from there?
58:24
SPEAKER_00: Yeah, yeah, exactly.
58:25
SPEAKER_00: You know, this is and so what I'm thinking from the perspective of somebody that wants to acquire uh existing residual business, they can buy a book of business through that method, right?
58:37
SPEAKER_00: Yeah, and then they'll instantly then have an acquisition of that of the of those clients, and that residual then will go straight to them.
58:45
SPEAKER_01: Yeah, so the acquisition um of the clients, depending on who owns the book, is at different places.
58:50
SPEAKER_01: Um so like at a captive company, the company will own the book as far as that, but you own the residual.
58:55
SPEAKER_01: So like once um you're with our company 10 years, now you own you're 100% vested.
59:00
SPEAKER_01: So all the policies that you sold, all the policies that your team sold, they owe you 100% of those renewals until those policies pay out to the client, um, or until the client cancels the policy and there's no renewals there.
59:12
SPEAKER_01: Gotcha.
59:12
SPEAKER_01: So once you're 10 10 years vested, you're they you own your 100% of whatever your renewals are, which is really, really great.
59:19
SPEAKER_01: Some people continue to work and continue to build the residuals because you you've been there for a while.
59:23
SPEAKER_01: Yeah.
59:24
SPEAKER_01: Um, so that's specifically kind of how like like our company works.
59:27
SPEAKER_01: Um, other companies, you know what I mean, um, they do things a little bit different.
59:31
SPEAKER_01: So it just depends on what specific avenue that that you're in.
59:35
SPEAKER_00: Okay, cool.
59:36
SPEAKER_00: Nice, man.
59:37
SPEAKER_00: Are you looking to continue to expand your sales force?
59:40
SPEAKER_00: You still building?
59:41
SPEAKER_01: Yeah, yeah.
59:41
SPEAKER_01: So we're still building right now.
59:43
SPEAKER_01: I mean, and we're having an amazing, uh, amazing year.
59:46
SPEAKER_01: Um, it's it's so crazy to see where we started literally seven years ago, or myself seven years ago.
59:52
SPEAKER_01: Uh Eno and some of our partners started a little bit earlier than that.
59:55
SPEAKER_06: Yeah.
59:56
SPEAKER_01: Um, and to see how fast we've grown.
59:58
SPEAKER_01: Um, we're up over 300% year to year, you know, in sales.
1:00:03
SPEAKER_01: Um, to put it in perspective, my team, you know, last year did five million in sales all last year.
1:00:09
SPEAKER_01: And then this year, as a partner in our agency, we did like this past week like 5.7 million in sales.
1:00:15
SPEAKER_01: Wow.
1:00:16
SPEAKER_01: So the growth is coming from the opportunity getting better, the growth is coming from the company investing, you know, into us, and the growth is coming from adding people who are looking to bet on themselves and to uh um you know evolve into a higher form of themselves and say, hey, you know, I believe in what you're doing.
1:00:33
SPEAKER_01: You know, so we're always looking to expand, we're always looking to add people to um our team, you know, and the great thing about the reason why I love what I do is, you know, it's not just a face.
1:00:43
SPEAKER_01: It's you're gonna see me on Zoom, you're gonna see me in the office, you're gonna talk to me every single day.
1:00:48
SPEAKER_01: Yeah.
1:00:48
SPEAKER_01: Um, and I'm gonna be there helping you, which is the most important because sometimes you could get to a level where it's just like, okay, I see that person, I hear that person, but once I'm in the industry, I can't touch that person or I can't get time with that person.
1:01:01
SPEAKER_01: And we believe in, you know, creating everything like a like a family.
1:01:05
SPEAKER_01: You know, if you need me, like there's times where I'm working till 2, 3 a.m.
1:01:09
SPEAKER_01: because I got a team all the way in Hawaii.
1:01:11
unknown: Right.
1:01:11
SPEAKER_01: And then sometimes I got to get up by eight, eight, nine o'clock in the morning to be available.
1:01:15
SPEAKER_01: Yeah.
1:01:15
SPEAKER_01: Um, but that's what you do when you love what you do.
1:01:18
SPEAKER_01: You know, so we're looking for individuals always that are looking to expand, you know.
1:01:23
SPEAKER_01: And I tell people that even if you come into this industry and it doesn't always lead to the financial freedom that you want, because that's what we preach, yeah, you will leave the opportunity better than you can.
1:01:34
SPEAKER_01: I love it.
1:01:34
SPEAKER_01: Because it's not just about money, it's about hey, the impact of just thinking different, believing different, yeah, betting on yourself.
1:01:41
SPEAKER_01: And there's times where people leave and they go to a whole different industry, and then they're like, they blow up and they're like, hey, if it wasn't for this time I spent with you or this time I didn't spend with Apex or in the company, I wouldn't have known these different things.
1:01:55
SPEAKER_00: Yeah, it's the mindset.
1:01:56
SPEAKER_00: The mindset knowledge is incredible.
1:01:58
SPEAKER_00: When they can implement it, when they can take when they can take action behind those those things that you've taught them, they're gonna get a better result.
1:02:05
SPEAKER_00: 100%.
1:02:06
SPEAKER_00: Yeah, man.
1:02:07
SPEAKER_00: Where can people find you online?
1:02:08
SPEAKER_01: Uh so you can find me online.
1:02:10
SPEAKER_01: Uh first my my Instagram is Carrington C A R R I N G T O N Marcellus, M-A-R-S-A-L-I-S.
1:02:19
SPEAKER_01: That's my Instagram.
1:02:20
SPEAKER_01: Direct to my personal page.
1:02:22
SPEAKER_01: And then you can also find us at um Apex, A-P-E-X agency.
1:02:27
SPEAKER_01: Um, find us on Instagram, and then the company is A-O Globe Life.
1:02:31
SPEAKER_01: So Globe Life is like uh one of the biggest companies in the United States, have the most policy holders.
1:02:36
SPEAKER_01: They're on like the Dallas Cowboys Stadium, um, they're official sponsors for the LA Lakers, um, Texas Rangers, Atlanta Braves.
1:02:44
SPEAKER_01: Um, and then yeah, we have a big online presence.
1:02:47
SPEAKER_01: You know, nowadays Instagram is like your resume.
1:02:49
SPEAKER_01: So you can go see the team, you can go see um, you know, what we do and and really we preach, you know, family, you know, lifestyle and freedom.
1:02:56
SPEAKER_00: You know what I mean?
1:02:57
SPEAKER_00: Beautiful, man, beautiful.
1:02:58
SPEAKER_00: We'll make sure it's all linked in the caption of this video, in the caption of this audio.
1:03:02
SPEAKER_00: Carrington, listen, this man is smart, very intelligent.
1:03:06
SPEAKER_00: If you're looking to expand, maybe even get into a different industry, check him out, check out his social media.
1:03:10
SPEAKER_00: And if you want life insurance, if you want to learn more about it, check him out as well.
1:03:15
SPEAKER_00: I'm telling you, it's well worth it.
1:03:17
SPEAKER_00: I've had mine now for over two decades.
1:03:20
SPEAKER_00: And for me, twice, I've been able to be become my own bank.
1:03:24
SPEAKER_00: Something you just can't do out here on these streets normally.
1:03:27
SPEAKER_00: So I highly recommend it.
1:03:29
SPEAKER_00: Check out his work, become one of the clients, or maybe work for him.
1:03:32
SPEAKER_00: Send your kids over there too.
1:03:33
SPEAKER_00: Maybe you got some uh older kids in you know younger 20s and they're hungry and and and got energy.
1:03:39
SPEAKER_00: Get them out there, get them some mindset knowledge and get them selling this insurance.
1:03:43
SPEAKER_00: All right, peace.
1:03:46
SPEAKER_04: Feel the waiter within you, you, you, you, you, you, you, you every cell wave, way, way, way, way.
1:04:02
SPEAKER_04: Every wave, way, way, way, way, way of frequency.
1:04:16
SPEAKER_04: Breathe in the feel breathe out.
1:04:23
SPEAKER_04: Release You are the current, you are the flow, no separation.
1:04:33
SPEAKER_04: You already know.
1:04:34
SPEAKER_02: No, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no.
1:04:50
SPEAKER_02: Waveform shift when I quiet them Quantum field, then I'm bending the frame.
1:04:57
SPEAKER_02: Nothing is fixed, it's the loop, it's the game Drip, drip, drip, drip, code in the flow, energy moves where attention can go.
1:05:04
SPEAKER_02: Go, go, go, go, go, go, go, go, go, go, go.
1:05:07
SPEAKER_03: Teaching's a fuck in the light, light, light, light, herma, stress me, just a second, night, light, light, light, night.
1:05:13
SPEAKER_03: It's above.
1:05:13
SPEAKER_03: So below, below, below, below, low, low, low.
1:05:19
SPEAKER_03: Mystery schools hidden in sound now when the frequency all around.
1:05:40
unknown: Bring them back.
1:05:59
unknown: Do you need an evening movies?
1:06:33
unknown: Deal, deal, yell, deal, yellow.
1:06:47
SPEAKER_05: You are the wave.
1:06:52
SPEAKER_05: You are the ocean.
1:06:57
SPEAKER_05: The field responds when you become still, still, still, still, still, still, still, still, still, still, still, still breathing.