How They Grew Their Insurance Agency 300% in 12 Months

What the heck's been going on in your guys' world? >> Yeah. >> Yeah. It's been interesting over the last 12 months or so. >> We've had some insane growth. Insane growth. That I mean, >> what kind of growth? What are we talking? >> Just just that 300% growth. >> Wa. >> 12 months. Yeah, >> bro. >> That is insane. >> Yeah. What's going on? Welcome back to the Power Player Podcast. I'm your host, Cody Asins. Man, these cats have grown a freaking ton. and they are going to deliver so much value. I hope you have I don't I don't hope you have one paper. I hope you have the whole freaking pad today because they are going to drop some massive gold, some massive. We're also going to hang out and do some extra questions for some very unorthodox unique questions for CA Studios behind the scenes. You can check it out at casudios.tv or if you're an agency trying to scale scale.codaskins.com. Um I am incredibly excited to have them back. They've been here several times. Uh they go to every road show. They're speaking at every road show. They're always at the conference. like they're super supportive. Love working with these guys. They're incredible. And you know what I love about them is they're always thinking about their people. They bring a ton of value. They give. Like when I say give, you're going to hear what I mean. Like they give as well as if not more than anyone else I've ever seen in the entire world. Please welcome back. They call them the Rose Boys. We got Dan. We got Anthony and Michael Rose. >> Wow. How are you, >> man? That was a great intro. Humbling intro, man. That is we should have him intro us at every Monday sales meeting. >> Follow with us everywhere we go. >> Every road show introduce Oh, wait. No, I already do. Yeah, >> it is good to be back though. It's been a minute and uh we love being with the Cody Asin Group. So, >> thanks man. >> It's always a good crap. >> Appreciate you guys, man. It's been uh it's been it's been fun, man. Like we've been I've you know what's cool is you've we've done a bunch of interviews, but it has been a minute and so I told the team like, "Hey, I'd like to get the Rose Boys back and I'd love for them to share like >> what the heck's been going on in your guys' world." >> Yeah. Yeah, it's it's been interesting over the last 12 months or so. >> We've had some insane growth. Insane growth. That I mean, >> what kind of growth? What are we talking? >> It's just that 300% growth. >> Wa 12 months. >> Yeah, >> bro. >> That is insane. >> Yeah. the whole it was all a lot of the stuff that we talked about here we just kept sharing with more people going to the road shows doing the different things and all of a sudden people just started coming out of the woodwork and asking us hey can we work with the Rose Boys we want to work with you guys how do we work with you and those constant questions those constant uh approaches let us hear I guess you know podcast we recorded with you two years ago we still get hit up every single week saying hey I saw Mike's podcast I saw Anony's I saw Dan's >> you know I love what you guys had to say I like you guys I want to learn more and it just exploded Yeah. >> And then they said they always say to us every time, "Who is that guy in the black shirt that was interviewing you?" Like every time they always ask us that. >> There isn't a person in this business. >> Always in a black shirt, too. >> Always in a black shirt. >> On brand, man. >> And And then they always ask me like, "Man, who's that?" He He's probably the youngest and best looking one. His name's Anthony. >> Yeah. Okay. >> We get We get that a lot. We get that a lot. Yeah. >> I'm the youngest. Don't let anybody tell you otherwise. >> Uh still trying to fly that flag, man. I love it. It's amazing. Um, how in the world does someone experience 300% growth? Like what happens? How does that like for for those that are taking notes? I'm telling you guys, like they're going to really bring value and teach on like, okay, if you're an agent and you're trying to grow your an agency or you're trying to just grow your agency bigger. >> Yeah. Or we we could tell you it wasn't luck. 100% wasn't luck. >> That's cool. the word the word lucky does not fall into into play at any point as far as what it is that we we've done. >> Um the growth happened literally by us just being ourselves and continuing to positively impact other people's lives, try to help as many agents as we we could become successful. We have different >> different things that we try to do different in the business than than I think a lot of other agencies do. Um, >> yeah, >> you know, I always I always say the we're not the here's a contract box of supplies and a pat on the back type of people. You know, we try to, >> you know, we have a team of managers that we really try to bring people in and make them successful. >> That's one way that we're a little different. You know, >> I think the first thing we we when we start conversation with them, we say we're going to tailor an opportunity to them. You know, we're not sitting here saying you're going to we're going to come in. This is the box like Anthony says, and you know, you got to sit there and just go to work and this is the only way to work. You know, those kid toys, right, where they have the >> little shapes that they put inside the hole. You know, you have you got to take a square and you got to figure out where the square goes. You take the circle, you put the circle where it goes. We're never trying to squeeze the square into the circle. You know, sometimes some agents just don't belong with us. And we try to be as upfront and honest with them as possible that this is probably not going to work for you. I love that that you're honest about that because I I think more more companies need to be like that. Like it's not a one-sizefits-all. >> We have a rule that if you come online with if you work with us, we want to be able to put our head on the pillow afterwards if you're going to leave and know that we did everything possible. So, there's a commitment. We're committing to their family. We're committed to our family that if you're going to work with the Rose Boys, it's going to be a promise to not only you, but to the people that depend on you that we follow through on what we do. And those tenants that we've kind of surrounded that business with and what we do as a as the foundation of Diversified, it's not easy to keep going. I mean, it's a constant struggle for us to really discern is this the right move for us as a as an organization. How do we continue to be profitable while keeping these tenants in place? you know, we don't have to make a lot on every single piece of business that an agent writes, but we can't lose money as well. And and that that model's a little tough to f figure out. You know, there's certain things that we do. Number one is >> we invest in every single agent with leads. You know, they have free leads. And when I say free leads, it's it's genuinely free leads, you know, and we've developed that program over the years. We've gotten better at being able to uh conduct it. you know, like we have a a model in place now where every agent kind of has to produce to keep that going. You know, there's a there's a time where >> weird, >> you know, you'd be surprised how many agents were surprised to hear that actually. >> I want free stuff forever whether I do anything or not. >> Unfortunately, we kind of got a little upside down on some of those once in a while, you know, and and the business changed rapidly for us. So, first we were booking appointments for people and setting up those appointments and then all of a sudden >> uh some changes occurred in the industry and some large call centers closed and now all of a sudden call center members were coming from an employee position and saying, "Hey, I like what's happening with diversified. I want to work with you guys. Can you set up inbound calls for us?" And and those transfers that come directly to us. And we thought, "Yeah, sure. We can figure anything out. >> Sounds great." And >> so we started doing that, too. And we started booking well the booked appointments became one option. Another option is inbound calls. >> And we got really good at developing making our phone ring. We have people in in our business ring. >> How many a like it was thousands a day? It was stupid. Still we still get thousands every day. Yeah. We still get thousands of calls a day. >> But there was a problem we were having because we had too many people >> too many calls coming in and people weren't picking up the phone cuz they weren't employees. There are 1099 contractors that worked when they wanted to work. So remember, we had that push with you to say like enough is enough. Like if the phone is ringing, we can't have it and ending up with somebody that's not picking it up. >> When we talk about 300% growth, >> the examples he's giving, >> we also had our challenges with it. When he when he's talking about, you know, calls being dropped, there were kind of time I think plenty of times where we kind of went, "What are we doing?" >> Yeah. >> Yeah. you know, just like anybody in any business, you know, at any point like it it hasn't all been, you know, unicorns and rainbows here with with trying to grow it. >> But it's definitely been if you build it, they will come and the system was built and it continued to be built off of these pillars that Mike's talking about and the agents start kept coming and they're still coming and they're not stopping. >> It's insane. >> So, that's a testament to the growth. >> They truly are inbound calls like that. >> That's insane. That's awesome. That's a that's an old school Field of Dream rep there, man. You see what I did there? Yeah, dropping movie quotes. >> Oh, that's a king of movie quotes right now. He could literally >> from the rest of this podcast, he could easily We should test. Could you do it? >> I'll get at least three more challenge accepted. At least three more. >> Okay, I love that. >> It becomes quite annoying. As a matter of fact, >> you don't want to watch a movie with him. >> You do not want to watch a movie with him. >> No, you Well, keep in mind in all fairness since he is the oldest, he's watched more >> movies. The three of us are drinking liquid death water, which is also which is not really sponsored yet. And we've got open water over here. >> Look like we're sitting around having a beer. >> I was under the table to crack it open. And I'm like, they're going to think I'm drinking a beer here. >> So funny. >> We're getting loose on on a Wednesday, you know? It's kind of cool. >> Uh when you when you talk about the tenants though, um >> there's more to there's more to >> the first is is free leads. It's what set us apart in the beginning. You know, >> we we've been in our father started the organization in 1979. 1993 we got into final expense and since then we pretty much have had free leads throughout our whole >> whe whether you've done Medicare or >> Medicare final expense. It has not matter. We're heavy in hospital indemnity. We're generating leads for hospital indemnity right now which and well >> not that you're generating but you're cross-elling into it. I mean heck just talked about we're in a model right now where we're we're booking hospital or creating hospital indemnity leads which really nobody's doing in this industry right now everybody's focused on hospital indemnity being an add-on or a cross cell >> we're using hospital indemnity as people really need hospital indemnity I mean it's awesome it's an awesome product doesn't need to be a cross cell I don't care if you're >> well maybe 22 years old 23 years old you just got off your mom's plan >> right and and uppe is an awesome product just alone. So, >> that was part of my favorite thing we talked about with uh Helena recently was about >> crosselling and hospital indemnity and and she's having it early in the conversation talking about it versus just dropping it on at the end. Like >> we have a lot of agents on our team right now who just have big blocks of ACA >> and they've come to us and they just want to sell Hosponia on that and they see, wow, there's a lot of value with just being able to do this and >> maybe I should look at Medicare Advantage as well from that path. But it's kind of neat to flip this flip things upside down. Instead of you should cross- sell hospital and deny instead it's hospitality could stand alone. You could make a nice living on it just by itself. Um anyway that was a little >> but but no but even even sticking there though it kind of >> it kind of underlines the riding like just going with the flow and going with the changes or even trying to get ahead of the changes. I mean >> there's been a lot of changes in this business. There's always been changes in the business and there always will be changes in the business, >> but some stuff's gotten shaken up a little bit over the last year. And >> that's a good thing though because a lot of people ran from this business to life and what have you. Like I know you were talking about the lead thing, right? Like the free lead platform that you were just chatting about. I was talking to an agent last week in in Louisville and you know he got a little afraid of it. He was with us six, seven years. He didn't leave us. He's still rolling on his renewal, but he literally went out and started buying life leads and he's in $50,000 of credit card debt for buying life leads. >> I mean, that's insane. >> That is insane. >> You talk about free leads, you know, on a platform that we were able to provide. It's a huge deal. >> Yeah. it we we we first brought hospital indemnity in as a as crossome and then as we're looking at it we're saying wait a minute the things that we could fix right now during this time of the year agents make less money on the Medicare side because of pration we're like wait a minute maybe an agent could really make a good living on hospital indemnity to set themselves up for a fantastic a staying ahead of >> I won't say staying ahead of curve, but to a certain extent it was, >> yeah, >> yeah, let's get creative right now and make sure >> that these agents understand that they are building a block of business for themselves. They're building their which is one one of the tenants. I mean, >> yeah, >> we're getting we're getting there. We're going to hit the four. What a great way. >> Yeah. >> What a great way though with with hospital indemnity to to >> you I've never heard of anybody uniquely doing that to like build their book throughout the throughout the year, which is awesome >> when a comes. Yeah, I mean you got you got you got multiple things there on the hostile indemnity side. You got >> people that have a book of business that are losing that book of business >> because it's the only piece of business that they they have in that house. So clients are >> Yeah. >> are cancelling. >> Now all of a sudden it's a proven fact that when you have two products in the house, that person's going to stay on the books longer. >> For sure. >> So you got your book of business. Then you have clients that you're speaking to that you can that are on a Medicare Advantage plan right now has gaps already. You don't need to touch their Medicare plan, but you're putting them on a hospital indemnity plan. You just saved them a bunch of money. It's okay to then talk to them when AAP comes around. True. >> So, so you're you're doing multiple things >> and you're making a good living >> during a time of year where a lot of agents in this business aren't making. And on top of it, >> we're actually supplying the leads for you to speak to these people and set yourself up. You put that package together. It's a rough life. It's a rough life, right? As much credit for hospital indemnity sales as we do for or more in some cases than we do for Medicare Advantage. >> Like, wow. >> So, we're really trying to build it out where it's not the whole right now in the industry, it's about cross-selling and AI, right? Those are the two major key words that are in our industry right now. >> Crossell and AI. Well, we're trying to flip around the crossell and say, let's look at these products individually because they'll create more opportunity to cross-ell back into Medicare instead of starting with Medicare. That's good. >> Which is most what most people are doing. Not that we've stopped Medicare leads. We still work Medicare leads all the time, but it's it's just a different approach that we're trying to take. >> Um, >> but Dan, it's a small world after all. You know, >> he's still working on it. >> I was I had one of mine, but I was we got off topic. So, >> he's working challenge accepted. actually. But but he does best when he doesn't have to think about them. >> He'll come now that we put pressure on me. Smalls. Come on. Let's get to work here. >> Oh, let's go. >> Is that Sandlot? >> Yes, sir. >> Yeah, baby. Yes. That's good. >> All right. One one game on. >> So, that's the first tenant. We we offer free leads, you know, and that that has helped make us grow the way that we have, right? We we it's all based on tailoring an opportunity. That that was the key. Two, >> um you own your own book, right? So we, like I said, a lot of call centers closed. Agents came out of the woodworker saying, "Hey, look, I have a 10 an employee position. I want to start working with diversified. I'm not used to this. This isn't something new for me." Obviously, it's a scary business, right? It's the hardest part is to get to that first 100 clients. It's a scary business to get into, but now all of a sudden, these people are with us. And before they may have gotten, you know, a little bonus on top, maybe 25 bucks, 35 bucks, 50 bucks for that new sale that they'd have, but they had no ownership in the actual block that they had. So, who cared if it stayed? Who cares if it sticks? I'm going on to the next one. So, let me just let me stack up those numbers. >> That's been a tough move for us because all of a sudden, these people are like, I want to work with you. >> And we're like, great, but you don't need a lot of people. You know, in this business, you don't need to have thousands of clients. N >> and you probably don't want to actually you don't want to have thousands of clients cuz you're going to be overwhelmed by how many people call you on a regular basis. I mean, we've had podcast now with Helena and um Seth, right? They've got a little over a thousand, Joe, right? They have a little over a thousand clients and they don't want more at that point. They're like, "Enough. I can't do more of this. Let me just keep supporting the people that I have and they're going to keep coming to me." And that first hundred comes, we try to supply them with the leads or we we supply leads. we go to 300. We we're not stopping from that person. Sure. >> But they don't really want to work leads anymore. They're just working referrals and they own their block. >> And that's the thing. They own the block. They own everything that happens. So they can cross-ell. They could do those other things. But >> for years to come, that's still theirs and then it's not going anywhere despite and they still have free leads to do that, right? So those two tenants. The third is that >> go back one second. It's kind of like a doctor, right? I mean, we've all come across, we've all heard of a good doctor >> that says, "I'm not accepting any new patients." >> Yes. >> Because they're taking their time to make sure that they're managing the health >> of all those patients that they have. >> We're seeing that happen within the within the >> I mean, the Medicare business, you're basically talking about for every hundred clients you have, you're getting a renewal of about a little over $30,000 a year, >> right? So, you look at a thousand clients, it's $300,000 a year. I mean you you really can see this thing amplify quickly and it's renewal pace. It's not new business that you're not spending that investment >> and that's how you can change the way you look at this business right like if you look at the three products that you know put life and annuity together look at Medicare look at uh hospital indemnity hospital indemity can be your cash flow to run your business dayto day whatever you're doing can run you don't have to worry about the lead cost just hospital indemnity runs your business and then you take a life or an annuity that's your big investment right that's your uh vacation that's your uh your down payment your boat your fund whatever your country club membership initiation whatever it may And then you take your Medicare renewal and that literally becomes your 401k. And now you have a total package for the business for yourself. Um, anybody with the thousand thousand people block, we know there's value to that. You know, if you wanted one day to just, you know, you're 55 years old, you want to be done 10 years, 15 years, 20 years down the road, >> there's value in selling that block. And there's your retirement right there. We'll help you do that. Yeah. probably through that. But that that gives you the whole package to run your business with your cash flow, your big investment, and then your retirement plan right there. >> Yeah. I mean, Seth Finn became a integrity partner office. >> Yeah. Right. >> Yeah. We He grew to that point and then we invited him to have that >> conver. We have a bunch of those that we're super excited about that you you'll be hearing more as time goes on. >> We just had one come out uh yesterday. >> Yeah, for sure. >> I love that. I'm excited to learn more. >> Yeah, that's great. >> So, number three, >> street level comp. M >> so I I kind of just hinted at that when the $30,000 uh for >> Yeah. True. >> Right. But at the end of the day, we offer street level comp on top of that. People like, "Wait a minute, what you do what you you give free leads. You give a uh you have their ownership of that block of business and >> it's street level." Like it that that's unheard of. So it is it the growth is a part of a part of that formula that's kind of come to us, right? And um >> I said to a guy about a month ago, I'm like there is nobody doing this in the business. And I challenge them and I challenge you out there. Nobody out there has street level comp and free leads at the same time. If you find it, please email us. We'll talk we'll give you the email at the end. I'd love to find somebody else in the business doing it because nobody's in this business doing it. If you're building your agency right now, you are a unicorn by doing it this way. So find a way to do it. Make it work. Whatever you got to do comp, it's not easy to do, but if you can sustain it, if you can do it, your agency will be unique as you're building out right now. and and we're open to talking to other people about how to figure it out because we've had a lot of punches through that, right? >> Yeah. I mean, it's not an easy it's not an easy thing to do. It's, you know, >> we've worked through how to do it. I I think the biggest key though is >> the program doesn't work for people that don't want to work >> good, >> you know, and and an example of that is um talked about the inbound calls for example. We talked about all these call centers closing down. There's a lot of very very very talented insurance agents out there. Yeah. >> That were W2 employees working for a large call center that enrolled I didn't say sold. >> Mhm. >> I said enrolled. >> Yes. >> A lot of people every single day. >> Wow. >> And then these call centers closed down. And these very talented agents knew exactly how to pitch a product, but they only knew based on cost coming in, cost coming in, cost coming in, cost. Do you want to buy no click? Do you want to buy no click? >> We know the most successful people in this business. >> Yeah. >> Are successful by being able to find a need, >> whether it's an inbound call or an outbound call. >> Correct. You know, we have a lot of lot of people that we brought over. When I spoke earlier about some of the challenges we had, we had a lot of people that came over from these inbound call centers and they said, >> I'm not I'm I'm not going to pick up the phone and make an outbound call. And we're like, people called us and told us that they're interested. Can Can you just call them back and tell them that you want? People like, no, that means I have to call them. I need to say hello like first. I I can't say hello second. >> Thanks for calling. Yeah, it cannot be anything other. >> But you don't understand. You're so talented. So my point is the system only works for you that want to work leads and these are not for you cuz you're weak. Coffee is for closers. Is that what you had to do? >> You know, I I was going there. But the thing is, if you have to say this is where the quote is from, then it doesn't count. In fairness, that's part of the line. You >> That's part of the line. You have to you have to throw it in there audience. It was nothing. >> I don't think that hit the bricks. >> Hit the bricks, pal. >> Yeah, that I I don't think I >> You know what's funny is that's the only We're talking about the Glengary Glenn Ross the movie. The That's the only portion of the movie that is actually any good. >> Oh, it's such a boring movie. That's so good. >> It's such a boring movie, but it's so true. You need the stories better than actual proportion is amazing. >> Did you see the Saturday Saturday Night Live version? Always be cobbling. >> No. >> Oh, you so much better than the actual movie. >> Am I too young? You think? >> No. No. >> No. No. You're not too young. Listen to this nonsense. >> No, he it was the Saturday. It's fantastic. >> I'll always be closing. >> It's the Alec Bowling. Yeah, he does it Christmas special about being an elf and Glengary Glenn Ross. Always be cobbling. be cobbling. Found it. >> The tools are weak. >> So good. So good. Dude, that that speech by Ali Bald in Glen Gen Ross is like >> it's like the it's like the >> uh what's his name in boiler room like >> so fantastic the way Ben Affleck came in. >> Yes. There's these different moments in these sales or business movies like u Wall Street like like there's this section where it's just like so good. Sure. >> Y >> that's a good one though. At a young at a young age, my kids were were walking around saying, "Put the coffee down." At a young age, they didn't even know why they were saying it. They >> actually getting credit for this one. It's two to one. We've talked about it for 3 minutes. >> Yeah. The fact that we had to talk about it instead of it being slipped in. It's not yours, man. You don't get this one. I'm sorry. >> I'm sorry. I'm sorry. >> The group win. How can you How can anybody question that I'm the youngest one? How I'm getting beaten down by these guys. You see this? >> By the way, what year did Gungar come out? 80 80 something. We were just kids. >> I don't remember anything. >> I don't think I was born. >> I don't remember. So, >> but anyway, move on. >> Anyway, >> we have those three tenants. And then the fourth one, which I think >> 92. >> Look at that. >> 199. >> So, you graduated high school already when >> I was two years old. >> Were you? >> I was a little older than that, but much younger than those guys. >> Yeah. Yeah. Yeah. Yeah. It's good. >> Uh I love it. Amazing. >> Yeah. Um >> level comp. Okay. three level of conversation. Fourth, tech and we downplay this and unfortunately I don't know why and maybe I I don't know why >> it's so overwhelming. >> It it's too much but it's technology. >> Well, and it's not thought of. >> People are still afraid of it, right? People are still afraid of AI. >> Yeah. >> People are like they don't know how to use it. They're afraid they're going to lose their job, so they're afraid of it. But the tech is we provide free technology. Like we don't charge for anything. We don't charge for your RCR. >> It's not like a monthly seat fee. >> You don't have a monthly seat fee. You have your own phone number. You have your own website. you have your >> own um >> AI that will go through all the calls and give us summaries of every single call and then you can go search back on it again and and that's in addition to I mean we're integrity partners obviously we we run connect but we've been able to kind of really connect connect to their own books so we could upload their books and connect is fantastic I mean you start to look at what what we have in connect you're just overwhelmed by >> the the benefits that come from it with the calling and all that stuff and it just got even better. Yeah. >> By um >> I was waiting for So go ahead. So if you if you think about we were talking before about having your cash flow and you know one of the things we always heard is well I'm not be able to have a 401k or retirement plan because of you know this business whatever. The other one that we always heard was well I can't get health insurance >> and industry changing for the agent. Integrity offers you health benefits through the integrity connect association. Wow. So, at no longer in this business, while you're recruiting for your agency, will you hear the ability where I got to have health insurance or you know, my wife has to keep her job at the same time and she can't come into the business because we have to keep our health benefits. We literally had an agent two days ago, this is a 100% true story, tell us that his wife was leaving her job at the end of this school year because now in Integrity uh is offering health benefits and they can offer through the business. >> This is this is like brand new as of this week. >> So, super exciting stuff. You know, one thing that is industry changing for agents, right? >> It's absolutely industry changing. >> Totally. >> So, so having this whole package of all these different things put together >> is all based on all of the things that we've heard throughout the years on why an agent can't be in this business or why an agent who was a W2 that was getting those inbound calls with no renewals, with no block of business, with no ownership. They were scared because they couldn't get leads. They couldn't they they had no access to technology without paying for it. They couldn't get health insurance. They couldn't get training. They couldn't get >> So, we took all those things and that's what's kind of made us grow 300%. >> Yeah. And I think that all kind of culminates around, like I said before, the the tailoring, but you know, there's unfortunately there's like this mentality in our business where somebody will say, "My agents, my I I do this for my agents. I do this for my agent. I do this for my clients, my my and you know, I didn't really realize we lived in a a captive type of world like that, right? Where somebody owned by somebody >> they were thinking own your own agents." >> Yeah. like for sure own, right? Like no, it's not like why do we say that? Why do those words come out of our mouth? My agent. How dare we say that? Right. Correct. >> I think that that is just >> that that's why this business, you know, um there's a a gentleman who's in our business, uh Jeff Collins, he's been there with us well before all of us, right? I mean, >> good dude. >> Uh 91 >> 3 I was going to say 30 33 34 years. Maybe a little more than that. >> Well, not all. We've all grew up in this business. I shouldn't say it that way, you know, just same as you. We grew up in the business, but he's been >> since 97. >> 97. Okay. Sorry. >> When he was with Wow. >> But he was in the business since 911. >> Full time. Full-time with us, right? And we call him Uncle Jeff. Uncle Jeff knows everything, right? And he he'll come to us and say things. And when I first came into the business, the first thing he said to me is, "Mike, you sure you want to be a part of this? It's going to this business will bring you to your knees. >> This business will bring you to your knees." And I can tell you right now, he was right. This business has brought me to my knees many times. But I think it's been in desperation for sure, but also in gratitude, you know, and and the ability to say on my knees, thank you. Thank you. Thank you. Thank you for this opportunity to be a part of it. And I think that when people kind of look at the world or this business, this industry from the perspective of my agents, it's because it's going to bring you to your knees, you know, and >> you don't have to be fearful of allowing a person to say that I'm thankful for you being a part of my team, you know, and there's Yeah, there is my team. I think there is my team. I think we can say that word. Sure. >> But there is no my agent, you know. I think it's our team. It's my team. But it's partnership. My team is always to me whenever an agent says my team, you know, my group, my my my age, whatever it may be, it's always like an insecurity like they have to like claim them as if someone's going to come after them. And it's almost like a a language challenge that when you shift that belief, your your insecurity becomes security and you know that they're yours for life because you're providing the opportunity and then you're literally running the race side by side with them in the trenches. >> You're bringing something to the conversation just getting from it. It is such a cringeworthy phrase in this business. >> There there's a big difference between saying my and saying our. >> You know, when it's our team, now all of a sudden we're a team. >> Yeah. >> Versus my my my my my >> It's uh >> Yeah. Cringeworthy is probably the >> Are you going to pay my agents mortgage? Like you're not going to pay my agent. No, you're not. Sorry. It's not going to happen. >> But like our group is going to make sure that that mortgage is paid along the way, right? Like we have a gentleman uh Manish. He was he was working at AT&T locally call center thing. >> He's great. He's awesome, >> dude. He's amazing. He's making 160 grand a year. Great guy. They changed the comp and all this stuff, right? Some of the stuff we're talking about today. He left >> and we were in Scottsdale at the road show >> and um he was hanging out on vacation. Well, he came over to the event and first of all, he loves what you guys are doing and loves listening to y'all. >> He I was introducing him to somebody and I was like, "Yeah, me and Manish, we work together." And he's like afterwards he was like, "Thank you for saying it that way." Like, "Bro, how else would I say it?" You know, he's like, "Well, most people would say." >> Yeah. He's my he's my employee or, you know, I >> he's my you know, I don't know, my sales rep, you know? It's like, no, like >> we work together, you know, like >> there's I I think all of us cringe whenever anyone says this is my boss >> around us. I can't stand I don't love it. >> I can't stand that. It's, you know, we work together. whether it's a partnership. >> Yeah. >> You know, I want to hit I want to hit um I want to hit the bringing to your knees for a second. >> Business obviously brings us to our knees and >> it's tough >> a bad way, but it also brings us to our knees. >> Gratitude. >> True. >> I I always joke around with you about coming to For those of you that don't know, we're in Springfield, Missouri right now. >> You almost said it right. >> What? Oh, Missouri. >> Yeah, Missouri. Missouri. >> Missouri. Missouri. Springfield, Missouri. And getting here is uh it's a great place, but getting here, >> if you want to roast him in comments, feel free. >> Go for it. >> His name is Anthony. What's your middle name? >> The place is great. But getting here absolutely sucks, right? There's always a problem getting here. >> And and once again, for the eenth time, I had a challenge getting here two days ago. The day before yesterday, >> you had a big challenge getting a big challenge. Wasn't like a delay. And it was it was one of these things where you know you got to connect through Chicago and I'm in Chicago and they cancel the flight and >> they start setting CS up in the airports to sleep on. Swear to you. And and >> and I'm watching this I'm like there there ain't no way there's no chance this is happening. >> And and it's because it's weather related so that the the airlines won't help any of the hotels out. Then they're canceling this flight. Then they're putting me on another flight and then I can't get there. yada yada, all this stuff. Takes me 24 hours. In the middle of this, I end up in Kansas City in a hotel room. Five o'clock in the morning. I get there and I get into bed and I lay down and I'm just like replaying everything that just happened and the first thing that popped into my head, true story, this isn't like a four camera like BS story. True story. First thing that popped into my head was I am so thankful right now that I had the resources >> true >> to be able to get here to this hotel room right now to this bed. I'm thinking about those people that didn't have the money to rent a car, >> that didn't have the money to go get a hotel room, >> that didn't have just the knowhows of who to call and how to do this and how to push it with the airline and how to and I'm sitting there saying, "Man, this really sucked." But thank you. >> Yeah. >> Thank you that I actually had those resources to be able to do it. So >> true. >> This business has brought us to our knees in many ways and still does. And anybody who is struggling in any way, shape, or form >> or is doing well, you will be brought down to your knees in this business and then you will just get back up again on it. >> True. >> But be grateful as well. >> It's good. >> Of the successes that you have so that you're not sleeping on a cot in an airport. >> Amen. >> So true story just happened. >> That's cool. And he's only ever felt grateful in those situations because he was in the state of Missouri when that happened. Okay. However, >> who's going there? >> No, that's cool. That's awesome. >> I know. Port Missouri. >> I'm up to move after Also, why Yeah. Why do you think I want a plane? You know, it's like, man, dude, it's >> I got to eventually fix this issue, right? >> That's right. >> Um, that's awesome. >> And there'll be times where your plane that you will get >> is grounded for whatever reason. >> True. >> And we could and moan about it. >> Fly anyway. No, just kidding. >> But we could complain about it. We could be upset about it or we could say, >> "Oh, I have my own plane." >> Yeah. >> True. >> You know, >> whether I can use it or not. >> Whether you use it or not, >> grateful to have it. >> That's right. That's right. >> I don't yet. >> Yeah. >> For the record. >> Yeah. The year is not over yet. >> Yeah. Exactly. Amen to that. >> So, >> it's awesome, man. What What a What a good episode, man. Like, we've been >> Yeah. We're just kind of going through different stuff, but I got to tell you that that stuff with the hour really moved me. I'm ready to go back out into the field and just be like >> make sure that everybody knows fly it as high as we possibly can that we are our in this business you know we're whether we're on the same team or not you know like that's one of the beauties of this business too we were talking about Helena and we had the podcast with Helena Helena was a competitor of ours her family was the largest competitor that we had against in this one specific carrier that we were working with and for years for years and and we would go up against these car these other agencies and it would be one two whatever back and forth between us. But every single time diversified was called every person in their organization and her whole family would stand up and clap for us and vice versa. When their name was called we would be the loudest people in the room. >> There was an hour amongst competition as well. And um to be honest when we were offered the opportunity to get involved with integrity that was the excitement that was that was like we were going going home and saying man we are part of something bigger than we ever thought now like yeah it's awesome to be a part of this family to build this legacy for our kids to do the things that we're doing for our family is awesome >> but to be part of the family and the integrity network to have other partners involved that was next level for us that was like, man, >> we could do this on a level like we've always wanted to, you know, and >> and actually it's a testament because once upon a time, maybe 10 years ago, we would have never sat here and did this. We would never would have shared secrets to this business on how to be success, not because we were selfish, but we were afraid of competition, right? We were thinking in terms of my agents instead of our agents, right? >> Gets to a point where we we know we have so much to share that it's not taking away from any of our incomes. It's just helping the business, the quality name of the insurance business, a Medicare agent, Medicare space grow, amplify, and just get better and better. >> That's what makes us so excited to work with you. Like, at the end of the day, that's why we're here. This is why it's so exciting to work with you because it is just all of us getting better. You know, there's we're not up against that doesn't matter at all. It's just about rising tides >> and and doing this right. This business can make so many people so much money, but if it's just about the money, then frankly, they belong in the 92%. >> Yeah, you'll slow down. This morning, >> I walked in. I was talking to Lindsay. Um I was like, man, uh last night was a ton of fun. Um I'm like, I'm still full cuz Dan Dan Dan ordered, you know, 90 92 pieces of uh food, right? Which is incredible. I'm grateful. And I was like, I love those guys, man. You know, and Lindsay's like, >> I love him, too. >> It's mutual, man. It is for sure. >> What he doesn't want to say because we're on camera is that she said we're their favorites. But, you know, she's he's not allowed to say that because then there'd be too many other Don't admit to it. >> Don't admit to it. Don't admit to it cuz you don't want to get anybody in trouble. But, >> we know how it is. >> She loves you guys, man. Well, you guys uh you guys treat our people really well and I'm grateful for that. Like I can, you know, for those that are maybe new to the Rose Boys, like I don't have to say this, but it's true. Like I they they treat our people like they're a part of their family, you know, like there's a lot of people we work with where they treat unfortunately they treat Cody different or better than somebody else, you know, within the organization. >> Got it. >> They don't, man. Like they shoot, they treat Lindsay better than me half the time. You know what I mean? Like gosh dang it, we got to fix. >> We like her better. >> Yeah. Yeah. >> Yeah. So it's cool. We appreciate that. I >> I'm struggling. I don't know. It's I wasn't on the spot, but I got one. Right. Okay. Remember that. >> If you say I got this, he said three. Three. >> Say it. I'm struggling. >> It's got to be natural. >> No, this is a natural one. Right. So, John Adams, I don't know if you remember the show on HBO many, many years ago. >> Abigail Adams said on the show, "You don't have to quote great men to be one." >> So, that's what I'm going to end with. You don't have to quote I can't quote the ones I I wasn't coming at you good with good ones you know I'm going to say I'm gonna give you that one that was out of nowhere but I like where it ends nowhere you don't have to quote great so basically just put it back in my face >> but it's okay >> I couldn't I couldn't quote one but you don't have to quote one end the show with just saying I'm a great man because I'm not going to quote one right now so >> it's not what I'm saying it's not what I intended at least you don't have to be one to quot you don't have to be one to quote one so I can't quote But that's okay. I still just like uh >> cuz Dan doesn't watch much TV or many movies. >> I guess not. >> He's reaching. He's trying. >> I am reaching, man. >> You know what? You know what'll happen? They will all come out in our behind the scenes. >> I've got I got a question for behind the scenes based on this topic. Actually, I'm actually really curious. Uh if they want to learn audience wants to learn more, >> text me uh myself. I I'm happy to get back to you. It's 973-495-4704. >> It's I my phone gets blown up every single time, but that's a testament to what you guys are doing. And 973-4954704. Just text me. We can we'll get back to you. We'll have some conversation and figure out if we might be able to partner together to set you up with the opportunity to uh get free leads, to be able to own your own block of business, to have a street level compensation, and have the best technology in this industry uh that's going to serve you, serve the people that are in your in your life. and make a difference >> and a manager that will train you and work with you. >> Absolutely. Training, too. We We really should make a >> We really should talk about >> Yeah, we didn't we didn't talk about that at all, but that'll be for Cody's Extra. >> There you go. >> True. Thank you guys for being back. Awesome. Thanks for being here. >> Great being with you, buddy. The Rose Boys, Dan, Anthony, Michael. Love these guys. Grateful to work with them. They're with Diversified out of PC, New Jersey. And then second home, Springfield, Missouri. Either way, appreciate you guys. Thanks for hanging with us. Uh, we're going to go ask some extra questions for CA Studios. You haven't checked out Studios. If you're an agent and you're looking for more content to learn and train and grow, I would highly recommend you check out castudios.tv. Love you. We'll see you next time. Kaboom.