How To Go From $0 to $100K As An Insurance Agent

That's what got me successful. Yeah. >> Because at the beginning, man, what you lack in ability, >> you have to make up with activity. Yeah. Right. When you first get started, that's the worst you're ever going to be. >> True. >> And if you can just put in the activity. Cuz if somebody asked me, "Hey, what's the number one reason why people fail?" It's lack of activity. >> 100%. >> Right. And so if you show them, look, when I was in the field full-time, man, Mondays it was 10 to 8, Tuesdays 10 to 8, Wednesdays 10 to 6, Thursdays 10 to 8, Fridays 10 to 6, Saturdays 10 to 8. Sundays I was off 56-hour work week, right? And when I was in the field, it wasn't no social media stuff. It was in the field. And man, working a 56-hour work week, I won agent of the year, made six figures my first year uh here at NASBY, right? So, if that worked for me, then I know it can work for for others, right? >> [music] >> What's going on you guys? Welcome back to the CA Power Player podcast. I'm your host Cody Assin. Dude, we are back at another retreat. Man, when I interview my buddy Brian Celeststeine, I'm always at a retreat. This dude is seven figure man, phenomenal sales trainer, incredible leader, ridiculous speaker by the way. Like he's a upand cominging underrated speaker the industry. We travel speak a lot of road shows. We're hanging out at a retreat here in big a power play retreat in Big Sky, Montana. Last time we had him on the podcast, he we were in West Palm Beach, Florida for a power play retreat last December, maybe something like that. I don't know. Either way, it's been like nine months. He's an incredible dude. brings a lot of value to the industry and helps a lot of people. And last time we had him on, we talked through like a lot of sales type stuff that you guys were really intrigued by. A lot of positive comments. Also, as you're watching this, um, let me know in comments below, man. Like on a 1 to 10, how much do you enjoy our podcast? How well do we do? What's your thoughts? Uh, to get some engagement kicked off. And if you enjoy this thing, give it a like and share this thing out with another agent that need this. So, please welcome back to the Freaking Power Player Podcast. Let's go. >> Brian Celeststeine. >> Au, man. What's up, bro? >> Great, man. [snorts] Great. >> Welcome back. Glad to be back, man. You know, uh, last time in Palm Beach, >> uh, it was nice and warm, >> the ocean, now we got the mountains, and it's cold as heck in here. >> It is cold, man. >> You know, in summertime, but, you know, >> it was 44. We We went on a 40minute walk up the hill. It's 8,200 elevation right now. We were up up walking up and down hills this morning at 6:15 in the morning. >> Is that how high we are? 82. 8,200. >> Yeah. >> Okay. >> Yeah. It's 51 right now in Big We're in Big Sky, Montana. Um, we And then we got on your 7 a.m. conference call with your team, which was a blast, by the way. Dude, that was great. I haven't done an actual audio. I used to do when I first started on YouTube, I did audio only. >> I haven't done audio only in dude, it's been >> I haven't done audio only at all, literally, in I don't even know, dude, like eight, nine years. >> You're welcome. >> Yeah. Thank you. I'm back. >> He's back, bro. >> It was great, man. >> Yeah. Easy. I mean, you don't have to brush your hair. I mean, you can look how you want, bro. >> Yo. Yeah. I was sitting in the recliner in the, you know, master suite of this 12,000t house in Big Sky, Montana, you know. >> Um, >> how important it is to somebody I I feel like you do a good job of keeping people like >> inspired, motivated, encouraged. Um, how important is it for somebody to be plugged into constant motivation and inspiration and and and and stay encouraged along the way? Because feel like a lot of people are on like a freaking an island. >> Yeah. You know, so the thing about this business, man, is a lot of times people will feel alone, right? >> You know, be they're they're out, you know, I mean, they're independent a lot of times. They're out doing their thing in their city and it's not a whole lot of engagement and it's like being, you know, it's cold here, right? You want to warm up, you got to get by the fire, right? And you know, we we do things, conference calls for example that I shared with you that you were on, but we do them Monday through Friday. >> Monday through Friday, we do a conference call and we train for 15 minutes and then we report numbers uh and we hear from the top three agents for that day. And you know, these people are they hear somebody writing four, five, six, 10,000 in one day. and they may have had a bad day prior, but they see somebody else writing five, six, 7,000. So, the same leads sometimes the same city. And so, it's like there's no excuse. And you start to hear, okay, well, this is the activity that these people are putting in. And they're like, you know what? I didn't really put in that level of activity. I need to do more. You know, they you see the investment that these people are making by way of buying leads. Okay. Well, you know what? I'm not investing the same thing. I need to do more. Right? you see the mindset uh of these people and they they they really just it inspires them and it lets them look in the mirror and say, "You know what? If somebody else can do it, there's no excuse for me not to. I just need to do what other people are doing." So that's important. >> We do a couple Zooms a week, right? We do leadership calls. So all of that, man, it just keeps people engaged, keeps them close to the fire. Um, and you know, they don't feel alone. We like to get together. I like to do quarterly in-person meetings. We do monthly uh what we call coffee culture meetings where we come, you know, we drink coffee, we do a little training, then we all go out in the field, right? And we cross trainin. So all of that, man, is great to build culture. And the thing about building an agency is look, culture drives commerce, right? And so if you can drive, you know, just have the relationships, the friendships like you have with your team, right? Culture is important. And you've had instances where >> maybe in the past culture wouldn't great. >> That's right. >> Right. But now culture is great. And that's so big and so important to a company and their success long term. >> Yeah. You kind of learn too like, okay, you always hear the thought of like culture and I've never heard anybody say culture drives commerce. That's really cool. That's good. Um and it does, man. It's like it's the freaking epicenter of what of what we do. Like when when they're the culture is right, >> dude. Really good stuff happens. It's easy to talk about culture. But like how does someone go from say their culture sucks? >> Say they got an agency right now. They have a team, [snorts] an office. People are late. They're unreliable. They got tummy aches all the time. They ain't put in the activity. They're on their phone a bunch when they're at the office. They're taking long lunches. They're leaving early. Whatever, man. like the the culture I felt like at time a culture did not of the of our office did not represent me. Uh I feel like it represents me fairly well now today. I'm sure it can always get better but um what's your thoughts on like how to improve that over time? >> Yeah. So I read a book tribal leadership. >> Mhm. One of the best books that I've read uh on leadership and it's all about culture. And what they did was they studied these top companies and what they did was they would rate it if you have a 1 2 3 4 5 culture. So five is the best culture, right? And one is like you know people fighting at work type culture, right? And what they found is they did a study and they spoke to everybody that worked at these companies from the janitor, the the secretaries, you know, middle management, upper management to the CEO. >> And they found that the words there was a major word that popped up for bottom tier cultures and there was a major word that popped up that was most common to hear in top tier cultures. the bottom. What do you think they were? >> A word that was mentioned amongst the group. >> The word that that's was spoken the most. I'll help you. >> Spoken by people >> by people from everybody from the bottom to the top. >> I was going to say gossip. I feel like there's a lot of gossip in like negative cultures, but >> I me >> mine. Right. And for the top tier cultures, it was we. >> Wow. >> Us. Right. So if you want to build a culture, it has to be about we and not me. You have to consider your people, right? And not just yourself. And if you can get everybody in your organization talking about we, us, our And how do you do that? We're talked about in the book, you have to establish a we have something on our team 300 uh called a noble cause. >> That's something that and this is not that I came up with, right? We got together our leadership and we said this is what we want to we want to represent. This is what we want to push amongst our agency and our noble cause is that we are striving to help families and agents leave a legacy while becoming better individuals. Right. We are striving to help families and agents leave a legacy while becoming better individuals. So that's a a cause that everybody can get behind. True. Right. And you can say we to that. You can say us to that because everybody wins from that. So that culture that we not me is important. Also, what are your standards, right? Cuz it you said, listen, it starts with you. If you go into the office and you're, you know, doing the things that, you know, you're on your phone or, you know, you take long breaks, people do half of the good things you do >> and twice of the bad things you do. >> Yeah. >> Right. So if you set that precedent that is okay, then they're going to take it a step further. So you have to have a level of discipline, right? I if you want people to go out and work, well, guess who uh you got to do? You got to go in go out and work, right? If you want people to go out in the field for 8 hours, well, you better go show them, hey, this is 10, 11, 12 hours um what I'm going to show you today. So if you show them that, >> they're going to do you have to do what you expect of them, and you have to do that in access. They're going to do less. Listen, I like to show long days because people I believe do half of the good things. >> Do you do that because that's how you work or you do that because that's how you want them to work? >> Well, that's what got me successful. Yeah. >> Because at the beginning, man, what you lack in ability, >> you have to make up with activity. Yeah. Right. When you first get started, that's the worst you're ever going to be. >> True. >> And if you can just put in the activity, cuz if somebody asked me, "Hey, what's the number one reason why people fail?" It's lack of activity. >> 100%. Right? And so if you show them, look, when I was in the field full-time, man, Mondays it was 10 to 8, Tuesdays 10 to 8, Wednesdays 10 to 6, Thursdays 10 to 8, Fridays 10 to 6, Saturdays 10 to 8, Sundays I was off 56-hour work week, right? And when I was in the field, it wasn't no social media stuff. It was in the field. And man, working a 56-hour work week, I won agent of the year, made six figures my first year uh here at NASBY, right? So, if that worked for me, then I know it can work for for others, right? >> What was the six figures? How much commission? >> Um, my first year, man, commission-wise, I think I did like 135ish my first year. >> You just wanted to smoke me, didn't you, man? You just wanted to >> Well, you did like >> 117. I got beat by 18 grand, you know. >> Yeah. Well, I mean, were you working the same hours, bro? >> Apparently not. >> Yeah. You was in college, man. >> I was in college. That's true. I was not working 56 hours, >> man. You was kicking my butt. >> I was trying to work 56 hours, but Yeah. >> Yeah. That's a good lesson though because a lot of people I feel like they come into this and there's um >> there's uh they've had success and maybe they had success in other industries or maybe they assume that oh man this person's like crushing it like you know they work like four hours a day but they've been in the business 40 years. You know what I mean? Like we just assume versus really putting in the grind. Why do we do that? Why do we why do we like look at why do we why do we >> why do we expect our output to be the same as somebody else's? And why do we assume that based on what somebody else is doing, I can do that or less and still be just as successful as them? >> It's like a comparison versus like what is best for me? >> I don't know, man. I mean, I think you know people like comfort, right? That people like easy and since people are chasing easy, >> it ends up making life hard. Yeah. Down the line because people are constantly chasing the easiest route. Right. If you you have a left turn and a right turn, the the successful people are going to take the road less traveled, >> right? But the the everyday person, they just want it just want it easy, man. I mean, just just comfort. That's what our mind tells us that we want. We want comfort. We want comfort. >> What do you think if something's if you're able to achieve something but it felt too easy? What does your brain tell you? >> Easy doesn't make you stronger, right? I think about, man, the struggles that I've had in this business. And I remember, man, when my son was just born. >> Now, my my little boy, you know, shout out to Michael Celeststein. That's right. >> Coolest son in the world, by the way. You heard our affirmations, >> dude. You were literally walking him through affir You got to talk about that at some point. He was literally facetiming his son from Big Sky, Montana. His son's in Houston. And he was putting him through 10 affirmations >> and like telling him he loved him and you know what I mean? I was like, "Bro, I only heard like 60 seconds, 90 seconds." I was beyond impressed. I'm like, "Man, you're that kid is going to be a great human being, but uh an amazing, you know, husband and father and all this stuff, but he's also going to be a really successful business person cuz you are instilling >> some freaking unbelievable traits." >> Yeah. And character. How old is he? >> He's seven. >> Yeah. Freaking seven years old, man. Seven years old. So tell this is this is awesome because like if agents even you know like agents have a have a confidence and belief issue. What I see what's your son's name again? >> Michael. >> Michael. That's right. Michael 7 years old in Houston. Dude, you're FaceTiming him this morning downstairs in the kitchen and I'm thinking about like man you're instilling a lot of confidence and belief. Like if I look back at my childhood I feel like my we didn't walk through affirmations but I feel like my parents made me believe I could do anything and they instilled a lot of confidence >> right. Um, and I think that's the best thing you can do for a child and I feel like you are definitely doing your part in that. >> Yeah, absolutely. And you know, uh, so we go through our affirmations, you know, I say number one, he's like, I love Yahweh. Number two, I am smart. Number three, I am handsome. Number four, I can do anything I put my mind to. And we just walk it down. Uh, he does 10 affirmations. We do it every morning. And um, >> and he he he he knows it. >> He knows it. Oh, absolutely. We can call him right now >> cuz all you said was number one. Number two, and you had earbuds in so I could hear the other side of the conversation. I could just hear what you were saying. I'm like, what the freak is going on right now? Like what's what's this what's he got this dude saying? You know, >> right? You know, part of what I'm doing right now is instilling belief. >> Mhm. >> And you know, with agents is the same thing. Look, people don't make it because they don't believe they'll make it. M >> if you believe that you'll make it, if you believe that, you know what, this may be hard, this may be difficult, but eventually I'll get through. >> Yeah. >> Then you'll make it. That's the way it works. And you know what I was sharing with you? You know, some of the hardest times, like when my son was born, I remember, man, I mean, literally just born and I'm holding him and I'm just holding him and I get a call from one of my top guys back then. So, this is a while ago, right? And >> he was leaving. >> Yes. And you know, there were other people that were leaving. And I remember, you know, I looked down at my son and I was like, you know what? At least they can't take you. I said that. I was like, I said it out loud >> to him. You know what I mean? The B. I was like, at least they can't take you. And man, I buckled down and I field trained harder than ever. Right. Look, look, I was making money and I didn't, you know what? I was I was comfortable, right? But it got me field training harder than ever. It got me recruiting harder than ever. And if that wouldn't have happened to me that day, that hard, that stress, you know, that that incident, >> two years later, I was a partner here at my company. But literally, I owe that moment of difficulty to me getting to that point. So, you know, if something is too easy, okay, I'll do it. I'll accept it. I'll take it. >> Sure. >> Right. But I know what makes me stronger. And the harder things in life make you stronger. It's just like lifting weights. If you go to the gym and you're picking up five lbs and ah ah I mean nothing's happening really, right? >> You know I mean yeah maybe little kids are wow he's strong. But no, you're not going to build any muscle from that. In order to grow in order to build muscle you need resistance. The more resistance the more growth the more muscle the stronger you get. And that's what it is in life. >> That's right. That's what we talked about on your conference call this morning, too. >> Right. >> Um is Yeah. If if if the more resistance we've had, and this is for anybody listening, like, dude, the tougher it has been, [snorts] the tougher it has been, the better it has been for us. It almost worries me if it is going really well and there's no resistance and it's easy or there's like not crap happening or problems to solve or issues or conflict or tension. Like it it worries me because I know if there's not, it's coming around the corner. It's coming soon. And but frankly, when you feel like you do grow and learn and improve from the tough times in life, you almost like welcome it. Now uh uh you know uh God I've had enough for for now. But you know what I mean but like >> for a few years >> for a few years [laughter] but like for but but but when you see yourself grow and learn you see everything get better and improve in the business and grow >> and you improve as a leader and grow at some point you're like dang dude like >> I I'm okay with more >> cuz it's it's it's leveling me up. >> Absolutely. >> You know what I mean? Like >> it's just one of those things, man, that it's just like I think about it all the time. I'm like, man, is it how is it right now? And right now there's a there's actually some resistance in our business what we're doing. And I'm pushing hard. This last 30 days, I've probably pushed >> uh at least the last 3 weeks. I've pushed harder than I've pushed the rest of the year >> really. >> And we're coming off of an amazing 8% and some cool power player stuff. Like you wouldn't think I'd be pushing hard right now, >> but like I feel like there's a we're in a pivotal moment. You know what I mean? like you you felt [clears throat] that where you're like, "Bro, I can feel I'm in that moment right now where if I will buckle down and double down and get after it and go for it, like, >> bro, we have a chance to really explode." Like, I I believe I truly believe we have a chance to double in the next 12 months. Like, we bought double the last 12 months and then we can double again, right? >> You know, what what do you what what do you see when you look at people that are like you can tell that they have they have so much more in the tank? How do you coach them through when you see somebody that like they talk a g a big game, >> they say they want it, but they're not really backing it up with action. >> You know what I think? You got to find out what their why is. You know, we talked about that on you guys' training call. >> You got to find out what their why is. And you know, when I ask that question, what's your why? You can't just take the surface answer. I want to for my family. >> Yeah. >> Right. Because okay, you always had your family, but you're not working. Right. >> Correct. >> So, that's not really your why, you know, cuz a why is something that should wake you up early, keep you out late. That's right. You know, have you in a place where you refuse to quit and give up. So, if it's not, that's not your why. And I'm okay with telling that. I'm like, well, that's not your why if it doesn't motivate you. And so, you got to keep digging. You got to keep digging. Cuz initially you'll hear that from everybody, you know, my family, you know, or this or whatever. But once you dig deep and you can get them to connect with their why, then you formulate a plan, a schedule, you know, a lead investment, uh, budget, um, >> learn it, teaching them their presentation. Once you can do all that and connect them to their why, >> and now you can, >> there has to be some accountability aspects to it. Yeah. Right. And accountability is accountability is not if I'm coaching you, I'm calling you. Hey Cody, what'd you do today? If I'm coaching you and you're being accountable, you you're the one supposed to be calling me. >> That's how it should go. That's real accountability. And when someone says, "Hey, hold me accountable. Hold me accountable." And if they're not calling you, they don't really want to be held accountable. Mhm. >> And for, you know, for those people, it's like until they get in a place where they're tired of being sick and tired, you know, t like Mystical said, you know, sick and tired of being sick and tired. You don't know mystical, bro. You ain't from the south. >> I don't know. But I but but I've heard I've heard that phrase a lot. >> All right. Yeah. Sick and tired of being sick and tired. Shout out to Mystical. But um >> Mystical. >> Mystical. The rapper >> from Louisiana, New Orleans. >> Before you time, you're a young dog. >> No, that's true. I'm 36. >> You was Weren't you dancing? Line dancing. I was line dancing. Yeah. >> You know, I know country. I know country. >> You know country. You know country. A I'm from Arkansas. >> Gar Brook said it. You're sick and tired of I think it's a song. >> That's right. >> But uh but >> Toby Keith, I got you. >> Yeah. Yeah. Yeah. [snorts] Um but man, until they get to the point to where they're just like they're tired of the being in the same place. >> Yeah. >> It's hard to motivate people like that. And you know, you may want it for them, but you can't want it >> no >> more for them than they want it for themselves. you know, >> is the why when you're trying to like push and and go deeper and figure out what it actually is? Cuz a lot of people are like, "Oh, it's my family." But they're but they're but they ain't doing nothing. To your point, >> do you think it's uh >> do you think it's related to some type of trauma or something they went through or or or like a deep struggle or conviction? Like what do you what do you what do you notice, >> man? I mean, so many things, man. I mean, different people. That's why you really got to talk to them. >> You know, life happens, right? >> And people are in different stages of life. >> I mean, you'll talk to some people, man, and they're not they're like, "What's going on right now?" >> And they're depressed, >> right? And it's not that they can't do the business. >> It's that they're they're they're stuck in this depressed state. >> Yeah. >> And so, you have to coach them through that. Some people might be going through a divorce. >> They've somebody's died. >> Um they're suffering from a lack of belief in themselves, a loss of confidence. Common, >> right? And so the way you find that out is to communicate with your guys cuz it's not a one-sizefits-all for everybody. No, you know, I mean, talking to somebody like I'll give you this example, >> you know? You know, I talked to this was years ago, man. But I remember this guy and he was a he was sharp, but he wasn't putting in what I know he can do. >> And you know, we talked, we spoke, and he confided in me. And the dude was thinking about suicide, >> you know, and so if you hear something like that, you can't start talking to them about their schedule, >> right? >> You know, they're they're why aren't you working harder, right? I mean, you know, so you got to understand what that person is going through and you got to you got to come to them on a human level and just talk to them about life. Like, why you feeling that way? >> Yeah. >> You're better than that. >> That's right. >> You got a lot to give. You got you have a family >> and you got to get away from it. And once they can move past that, >> then you can, you know, start talking about these other things. But you got to communicate to find find what's really going on with your guys and your girls. >> Yeah. A lot of people are going through I've learned this probably more the last few years than ever before. A lot of people are going through stuff whether you realize it or not, >> right? >> Um, one of the things we started doing, which you're you're so in tune with what's going on with your team and you're freaking on calls every 4 seconds. Like I'm uh I started doing tagins every month with sales reps, >> right? >> And dude, there's been sales reps that that Yeah. were were extremely depressed, total loss of confidence, you know, contemplating killing themselves, like just all kind of stuff, man, that that >> you know, or or or just health was in a rough spot. Like there just marriages in a rough spot. Like the amount of stuff that comes out when you just like >> spend time getting to know someone and not really talking about work like you're talking about. >> Um, you learn a lot. But honestly, those conversations have helped people grow the most, >> right? >> Because you're able to talk to them like a human being and coach them >> right >> in whatever way you can and sometimes you just got to listen, you know, right? >> But but man, there's a lot of people going through stuff. And somebody told this, somebody said this a while back, um heard this years and years ago. I'm curious [clears throat] your thoughts on this. Years and years ago, somebody told me that uh insurance is a survivors industry. Um, I don't think that's was true for me, but I think it's true for a lot of people that they've tried other stuff >> and they ended up falling into insurance and it was like a last stitched effort like, "Bro, I got to make this work." Like, this is this is it. >> I mean, I'm not saying that's true for 100% people, but >> No, but I I've heard that too. Yeah. >> From a lot of people and that's that's true for a lot of people. >> Um, for me, that wasn't my situation. You know, I looked at insurance like >> this is something that I can scale. >> Yeah. Because my thing is, you know, one of our last episodes, man, I told my passion was music. And when I got out of music, man, I didn't know what I wanted to do with my life. >> What kind of music? >> Rap. >> Yeah. Many people call me >> the next mystical. >> No, bro. No. No. No. Not not mystical. >> Uh, some call me the best rapper alive, man. I'm just >> at least of of of of Lafayette, Louisiana. >> No. No. Best rapper alive in the world, bro. It was me. I was calling myself the best rapper alive. >> Somebody said it. Somebody said it for sure. Now, we're going to have him rap at the next 8% road show just for you guys. Okay. >> Um, >> could you still spit some bars? >> Yeah, bro. I I've wrapped on your show off. I've wrapped on your show before, bro. >> You remember? >> Yeah. >> Okay. All right. >> No, you still got it, man. The problem is when people say that kind of stuff, I'm like, man, I got I got to hear it, man. You know? >> Yeah. >> I I mean, I' I've been said, you know, you're like the next Eminem, but >> I never saw it, so I don't know, man. I don't know. >> Sure. Sure. Uh [laughter] but you know but yeah no I do think that a lot of people fall into this >> but like I said for me man it was I looked at this as opportunity. I was successful. I was selling cars prior to this >> you know. >> So so what' you say about insurance cuz you said a second ago like you saw insurance as like something you could scale. >> Yeah. Cuz I made six figures selling cars. >> But the thing about the I was a hustler on the lot. Like I hustled and you had to keep doing that. >> Yeah. And I I knew that, okay, I hustle. There's no I'm going to sell give or take this amount of cars every year. Yeah. Because I'm not just chilling. I'm working. And I'm like, okay, how do I get to the next level of income? >> And I saw insurance as, okay, building an agency >> is is the way to go. >> How many X multiple do you make more now selling insurance than you did selling cars? >> Oh, 10. >> Wow. >> Yeah, >> that's awesome. >> Yeah, for sure. >> It's cool. So, >> just shows what's possible. But you're also Brian's also really, if you're new to Brian, maybe you haven't heard some of his other episodes or seen him at our events. Brian's really good at uh Brian is a I view you as someone who is good at rallying people together to go conquer a mission, you know? You know what I mean? like I view as like a guy in the trenches, >> you know, building this team that would die for each other that's just like, you know what I mean? Just like growing and building and like, you know, like this military unit of Navy Seals that's like going to take over the world, you know, like that. I don't know. That's how I see you. >> Um, you have that, you know, that that magnetic type of personality, but but you're also you don't put up with stuff either. You know what I mean? like you're you're you're direct and and you but also I can tell when a leader has had a lot of experience because they just uh they talk a little differently. >> Sure. >> You know, and they're not they don't think like, oh, everybody's going to be a millionaire and they're just like super easy on everybody and petting everybody on the back and you know what I mean? Like patting or petting or whatever. You know what I mean? Like they're not they see they they see they see potential but they let people know when when they're falling short, >> right? >> You know. >> Yeah. We have a great culture, man. A great group of leaders, a great group of guys and girls, man. And you know, I really I genuinely care about them and their success. >> And you know, I mean, I they know that. >> And see, when you care about somebody, when you love people, when you're you have the best interest at heart, then people will let me say things to them >> that they may not let other people say to them because they know my intent. >> Correct. My intent is for you to grow, to get better, to get the things that you said you wanted. And you know, so I can push in a way that maybe again somebody who hadn't earned their trust in the way that I have, who who genuinely care about them the way that they know I do, right? >> Um so so yeah, man. Um >> if you're going to be in leadership, you got to be able to have those tough conversations. >> Yeah, you do. >> You know, you can't just tell it's not always good. You know what I mean? Cuz look, I don't have uh you know, easy conversations with myself. >> Cuz it's like, you know, if you got to grow, you got to be honest with yourself. >> You know, the hardest thing philosophers would say, the hardest thing for a man or woman to do is to know thyself, >> I see sharp people, >> they never make it to the next level because they're not truthful with who they are, >> right? They're always pointing outwards. It's always someone else's fault. Yeah. >> And a wise man told me that whenever you got that finger pointed out, >> you got three pointed back at yourself, >> right? And so you got to get to a point to where you can be honest with yourself, be honest with your guys and girls and and care about it can't just be about money, >> you know, how what your overrides are, >> right? So that's important. >> I saw I heard this one time. I forget what uh >> personality test it was, but the whole the whole basis of the test was to see if you saw you the way that other people see you. Mhm. >> And if you see you different other people see you, then there's a clear disconnect. >> You know what I mean? And you have a higher view of yourself than other people do. >> Sure. >> Or or vice versa. Or other people have a higher view of you than you do in yourself. >> Right. >> Right. Either way either way is not good, you know. Um one one's one's ego and one's just, you know, >> a lack of, >> right? >> Right. But either way, like the goal is to to to see you how other people see you, >> you know, and you want that to kind of balance out. If anything, heck, you you want you want you to be confident but humble, you know, and people It's okay if people still see you better than, you know, or in a higher level than maybe you see yourself, you know, I think that's okay. But, >> right, >> um, if they want to continue to, uh, there's so many things we can talk about, man, like this has been amazing. Um, I want to keep having you back. If you enjoyed Brian, let me know. Um, if they want to learn more, man, like you get freaking calls every day. Like, you could train people like crazy. If you guys are like looking to make some money, like this dude's really good. They want to learn more or stay connected, man. What should they do or where should they go? >> Yeah, man. Call me. You know, I like uh phone calls 3374122082. Shoot me a text and just say, "Hey, Brian, uh, interested in partnering with you or need some training, need some help, would like to talk, give me a call directly." And um you know like something that we're heavy on that the industry is moving away from unfortunately is training mentorship. And that's something that we pride ourselves on that I pride myself on. We train people. We support people and we teach them how to make a six-figure income in this business. And if you're looking to make a six-figure income and look, eventually get to a seven figure income, teaching other people how to make six and seven figures, then listen, I I know that we're the organization to do it with. So, man, I appreciate you having me. >> From from Palm Beach, >> let's go >> to Big Sky. >> From the heat >> to the mountains. Y see the mountains in the They don't see the mountains in the background, do they? >> No, dude. There's a huge mountain on this side of the the the mansion on that side. Actually, all around it's like a ski resort. >> Yeah. >> Uh it's something amazing having you back. I love having this stuff, dude. Great energy. Very positive. My team was bragging on you earlier. They're like, "Man, we love Brian." So, thank you for being a good person. Thank you for continuing to to show up and help out and continue to pour into our audience. Uh means a lot. You're a good dude. >> Thank you for having me, man. I appreciate being on. And shout out to team 300. >> Let's go. Text this dude. By the way, who freaking gives who at this level? Who in the world gives out their freaking cell phone number? He He's probably the wrong number. I would test it and see if it's real. >> It's real, bro. >> Either way, >> unless you're a telemarketer, don't call me if you're a telearketer. >> If you're telemarketer, call him. Thanks for hanging. We'll see you on next episode of the Power Player Podcast. Kaboom. Love you guys. >> [music]