How To Sell Bigger Life Insurance Policies! (Cody Askins & Louis-Xavier Savard)

You sold a $1 million annual premium life insurance sale. Bro, I've never heard of anyone closing a premium that large on one policy. [music] >> [music] >> What's going on? Welcome back to the CA Power Player podcast. I'm your real Cody Haskins. Today we got a gentleman flying all the way from Quebec, Canada to be here. Let me tell you about him before I bring him in. Here's what I want to say too. If you are someone who is you're building a little bit, you're recruiting and you would like to scale at a faster pace. One of the main questions we're gonna be talking about is what is the hack to grow so much faster. Here's here's the dude I'm gonna be talking to today. Unbelievable. Uh he he he he sold a he built a monster IMO and MGA in Canada which was impossible. They said it was impossible. Um he's now has over,200 agents and adviserss in the US and he's growing so rapidly. Um he one of his whole life insurance policies was a $1 million annual premium where a client was paying the insurance company $1 million every year and he earned commission off of that policy. Um he's training advisors and agents all over the both countries. Um he built a um an AUM that's assets under management because he works with the really ultra wealthy and larger clientele even though he can help everyone. He prefers that and you probably would too. uh he built a uh aum portfolio of $115 million in seven years and they are that was that was [snorts] past trending towards a billion dollars today. They also will get on the phone and Zoom and actually help their agents and advisers close deals which I love. He's built a very complex funnel to talk to the only.1% of the world. Um and again he is growing so fast. We got a bunch of cool things to talk about. He can help you grow quicker. Amazing, huge, big- time guest. Please welcome to the podcast for the first time ever, Louie Xavier. >> Hi, Cody. >> What's up, big dog? How are you? >> Great. Great. Nice to see you this morning. >> Yes, you too, buddy. You, too, man. Yeah, keep it in and keep it in English today. No French, okay? I I I don't know French, even though some of our audience might, right? Um, he's been lived in Quebec his whole life. can speak uh uh French, uh English, uh other languages, too. I >> understand Spanish as well. >> Spanish, too. Oh my gosh, dude. Like, come on, man. How awesome is that? Uh what does it feel like? I feel like I [snorts] feel like one of the things that's going to be like a topic of today is like when you think about somebody that's listening and and they've you know maybe they've made a couple hundred grand or or you know half a million bucks and or or they're building like this small agency or small team or small IMO but it's not going as fast as they would like. What comes to mind for you on how they could just build it so much quicker? Um for me it's it's very easy to relate to this type of situation because I build my own MGA. It's kind of the equivalent of IMO in here in the US and actually we need to do everything you know so HR uh we need to be in charge of comp like yeah contracting compliance tech and after that we need to fight with really like big guys that they have so much budget and there are so much structure. So after that it's difficult to say to an agent come to work for me when it's possible for him to work like for a giant that they have more tool and more technology and more advantage better comp because for sure when you build for example your own agency your own IMO you will not start with like top comp and you will they will have like limitation in term of company that they can sell so I did it in Canada and it was not easy to start from zero everybody was telling to myself it's impossible possible to do it. So for sure I think that everything it's possible but at some point when I realize that I was let's say that I'm able to come back in the time maybe I will just decide to plug and play a system that it's already built and I will be able to advance probably faster than what I did. So a lot of time we work with ego we want to have like let's say our own name we want to be [snorts] in top and to build everything but end of the day sometime that doesn't help us to scale at the level that we really want. >> Hey man I totally agree with that. Also, one thing I forgot to mention, too, if you guys are, as you're listening, um, I'm going to be tagging him in some content today, too. But LX Seavard, S A V A R D, his Instagram is LX Savv A D. Go follow him. He has a U Instagram in French. That is his main personal Instagram that's been crushing it. He's now building his English following as well, Alex. I'm going to be tagging him. Make sure you go check and follow that. And that's how you can reach out to him today. Ask questions, get help. If you're like, "Bro, I like this cat." You know what I like about you? And if you're like, "You guys are going to learn this today in the podcast." And and trust me, like, stay to the very end. Like, I've got some questions. We're going to even share behind the scenes for CA Studios. You can go to castudios.tv to listen to that. But I'm going to do some extra content, bonus content behind the scenes. What I like about you is you are someone who um who believes in who believes there's a way to get there faster. Where does that come from? Why is that a core belief of yours that there's just always a better way? >> Because I think all my life always like um I'm somebody that think a lot you know and all the time like for many years I was suffering from insomnia like many entrepreneur you know like so my brain never stopped to to work and I'm always thinking like what I can do to increase and optimize my business. So when you start to think in this way, you just try to check what is the next step to be able to advance like 10 times faster than normally. So most of the time like uh when I say okay I will triple my sale or triple my number of agent this year. Everybody feel that I'm crazy but I prefer to always like have an objective that actually is so much bigger than what I can realize normally. So at the end of the day if finally I I like let's say that I have an objective to triple and I double >> at least like I finish to double you know so it's always better to think bigger and try to find what is the act that you can use in your business to advance faster than anybody else that is the way that I'm thinking all the time and it worked for me like all the life always found like a new act to be able to be in advance of my competition because like many years ago everybody say like you cannot build an IMO MG in Canada is not possible because in Canada all the IMO and MG they're owned by insurance company. So imagine our competition you know. >> Really? >> Yeah. Yeah. So like it looked like to be a almost impossible to be in competition with them. But I think that they don't really understand most of the time what is really the work of an adviser. I start when I was 18 years old. Now I'm 36. So I know what is the struggle. Same age. >> Yeah. when I start like 18 years 18 years ago like uh it was cold calling all day long like door knocking [snorts] and like I know what is like the the real difficult job you know >> correct >> so after that when I'm leading other advisor >> I know what is the struggle I know what they think I know like so I know everything about them so that help me to be able to think what I can do to like if I want to increase my number in my business I need to help my advisor to be able on their way to be able to increase their own business. >> That's right. Yeah. You you you have this you have this thing where you like you like finding people who are doing well but want to do really well. >> Yeah. >> And you have you have a way of this like you know making increasing their belief giving them access to tools and systems to like help them grow quicker. Like it's really cool to see. Um also too um I started out cold calling and cold door knockocking as well back in the day. you know, 20 years old and can relate. And I feel like individuals that have to start that way. >> Yeah. >> Dude, like when you have to start the hardest way possible, like I almost think they should make agents have to do that nowadays cuz most people would quit. They don't have what it takes. They won't persist. But when you It creates something inside you of this like confidence and drive where you're like, "Dude, if I can accomp I can win this way." Like, "Dude, I can win anyway." Yeah. You know, like it's crazy. Also, I feel like when somebody tells you like when they did with the MGA in Canada, feel like when somebody tells you no, there's like something that gets lit, you know? Where's that come from? Was that Were you like that growing up? Like where's that where's that come from for you >> all the time? Like um when I was younger like um I already think in some idea like long time ago that they finished to be major invention. So I was talking to my when I was 12 I was having some idea was talking to my dad we start to build some plan everything but for sure I was not having all the resource you know so many time at least two time in my life I think in two major idea that 10 years later it was like insanely huge you know >> so always like been in this way as 12 I was already importing from China and like uh wow >> I started also very young >> after that like at 18 I start to sell insurance without to even have an insurance by my own you know like uh imagine how much it's difficult when you start at 18 but at this time at least you don't have like a limited belief that you cannot do it so I arrived there and after that 12 months later I was a number one of my agency >> just by like working hard you know like it's it's simple like if you just dial 200 time by day you will finish to have result so I feel these day the people they it's kind of like okay I call two time the leads and I stop If I receive a leads like my rate of non-answering from a leads that I receive it's less than 10%. >> Wow. >> So nine on 10 I will finish to talk to them. >> I agree with that. >> So >> if you want to >> yeah I always want is only way to earn money. That is the edge that that bring all the difference between you and other advisor. >> You buy the same leads and you call like I will call like 20 time if I need call, text, email everything. >> Yes. I was telling the team this morning, I have this story where I called somebody. I was I I was triple I used I was triple dialing my leads, but I was calling them three times a day and I would call them if I needed to. I would call them 27 times in 72 hours. Okay, which is extreme, but I got a hold of most people, right? Yeah. >> But there was one lady one time that she answered at like 8:59 p.m. on like day three, something like that. And I had called her, I mean, dozens of times. And she was like, "Cody, I I see your calls. I've got the text. I've listened to voicemails. Um, you've been the most persistent. I want to work with you. And I'm like, "Oh my gosh, that worked." You know, so when you're persistent and you really want it, because the average agent, and you guys listening, like you can't even most people listening can't even say it's not true about you because the average agent, average sales rep, >> Yeah. two or three times, man. It's crazy. Like >> Yeah. So like I never and I feel it's easy you know like every week I have at least like 60 appointment one after one like every 30 minutes I have an appointment >> and I use the time each no-show it's a time to call my follow-up and leads >> and each leads they are called super fast I schedule all my calendar by my own I don't have any like seller >> I don't need nobody like I can do it everything by my own and like I'm able to to fulfill my agenda of just I ticket and like leader of other IMO and like a a builder of a team, you know, like just with like people that really want to scale to another level, you know? >> Yeah. I mean, h what how long did it take because you you mentioned earlier like you built a complex funnel where you could only talk to the, >> you [snorts] know, top.1%. Yeah. >> Um what's it like talking to people with money and helping them versus people without? I feel to be honest like what I realized with all these years um you need all the factor that it's really work and it's one of the reason why I decide to since two years I was not like um seeing like no I was not seeing any client because I decide to just like put all my time in the growth >> but at some point I see that all the the case that all the biggest case that they was sold in my like we talk about like at least 100,000 of premium by year and more all this case they was closed because I talked to the client. So I say okay I will start to help back my advisor to be able to close this type of deal. And after that I say why not to just start to see a little bit like uh how it's going the business has an advisor these day with clothes and all the AI that we can use. So I decide to start to to build a funnel just for fun and to see what I can achieve. I say to my agent give me few months and I will bring million dollar of commission. So now I'm working in this uh in this challenge just to show them that it's possible to do it. But for sure to close very like high ticket client um you need like a special formula and this one I finished to do it in the past when I closed my deal of 1 million for sure I was not having the asset that I'm having today uh the success and everything. True. Um so it was very hard to achieve to do it you know >> and just this case like I fight with like at least four person try to teach me the this client so it's really like difficult you think that it's like when you try to let's say me and you we are advisor and we want to work for the same client it's competition but when you have $1 million on the table imagine the competition that you have >> bro >> it's not like they are like crazy competition you know so >> intense >> yeah intense competition so what I realized like the form formula to be able to really sell like very very very high ticket like is for sure you help you know you need to already have success. >> Sure. Because these people like you need to see to look them in the eyes. They will try to some of them when you talk to them it's kind of competition like it's cocky competition you know. Yeah. Sometime they try to test you like oh why you succeed so much you want to talk to client or like they they start with question that they're kind of rough you know. >> So after that you just put them on oh what is your title like I start at 18 years old. Uh now I'm worth like multi multi multi-million. And I like I own an accounting firm 25 company. I'm real estate developer and I I don't have the I don't have by myself any other credential than my life insurance and investment like license but other than this like I have the experience of the life and I have the asset so a lot of time they start to ask you this type of question to challenge you and they want to see how you respond >> so they are very difficult so most of the time like it's a little bit like cocky competition >> no doubt >> and after that you start to build the trust but all these people they are like they they are surrounded like so much like knowledgeable advisor like they are in private bank private wealth etc but most of the time all these people they don't specialize in very complex strategy >> so it's the way that I'm able to bring them on board because I challenge their actual strategy >> yes >> by proposing strategy that most of the time nobody present to them >> so when we talk about some act I always try to specialize myself in line of product that maybe 0.1% of the advisor they are proposing like in Canada we have a product that is like flow through share it's a product that you invest in mine that they are doing exploration >> so this product we just have like 3,000 Canadian that they are buying this product every year but it's one of the most nice product in term of like tax saving so just some little act helped me to build credibility faster and for sure I know like mostly everything about like accounting fiscality financial service I own a firm you know like so I know the game and by when you have like multiple trust by your own and like complex strategy it's easy to relate to this type of people >> and to guide them what is the direction to increase their asset >> is what they're trying to do right they're trying to increase asset value they're trying to decrease taxes >> yeah is only what they want and after that all the all the professional that they're work with them. They don't bother themsel to propose something special because they say you know what this guy he will it's already multi-millionaire. >> Yeah. >> But all the multi-millionaire they want more like anybody else you know >> whatever if you have 100 bucks in your account you want to grow to a thousand. If you have a million you want 10. So it's the same thing for everybody. >> It's very fair. You know what's interesting about that is too um I feel like there's this like cloud over an agent's head or advisors. They're like they they struggle if they haven't worked with big-time clients who are who are a little bit more difficult, a little more complex, a little more challenging, competitive, etc. It's like they struggle with what to say and then I feel like they say too much. Um, what are tips for talking to higher level individuals? I suggest to my advisor um to bring me with them >> because the chance that they succeed like if you have very good mentor that it's multi-millionaire that you already very you need to have close it ticket policy and as well what the help it's to have one by your own by myself personally >> correct >> I'm paying a policy of 200,000 by year every year >> that's awesome >> when you do that after that you can relate to the person to say I have one in the ice >> true >> so most of the people they try to sell strategy that they don't even have by themsel. >> If you're selling like IL, you need to have at least a small IL to be able to relate to the person and to say that you have one. >> If you don't even trust in what you're selling, you have a big trouble. >> Dude, I like you, man. I'm over here like, dang, dude. 200,000 a year on your own policy. I'm like, bro, like this is >> Yeah, we do leverage. >> The goal is to get you to think bigger today, right? So, we brought Louiesie in here to help you do that. Okay. So you talk about leverage ex talk talk talk us through leverage. >> Leverage is like it's what tell me to multiply my asset during all these years. >> So every asset it's always to refinance and to build more and to have more tax deduction. >> Yes. >> So most of my strategy they are related to leverage all the time. >> So okay on that note we just bought a short-term rental in my wife and I did in Florida. >> Yeah. um south of 3A in inlet Beach, Florida and right there on the beach. And we did that because whatever we put down, we can pretty much save in taxes. >> Yeah. >> And we and the rental revenue is going to pretty much come close to breaking even on the expenses. And then we have an asset that is appreciating and and we're able to take tax depreciation. Yeah. and maybe there's some cash flow along the way even though we don't need the cash per se, right? Um would you consider that leverage of what you as an example? M it's not my sort of it's not so much like what I love to do like in uh I love to do like land development and construction >> I love to be able in less than one to two years to be able to um to multiply my money by three or four or five fast >> and after that I build I refinance after that I'm doing always bigger and bigger project in construction >> for sure it's good like to be honest like uh to to buy real estate and to be able especially in US like you have so much rule about depreciation. Uh so in term of taxation, it's pretty great. Um but for us, let's say in Canada, we need to to be a little bit more creative because our depreciation level that we can use is so much low compared to the US. >> So we need to >> and taxes are worse. >> Yeah. Yeah. all depend like on my case in average I pay like 20% of tax because I use flow to share I use like a CDA strategy to so when you know like all the tool is not so bad >> but it's mostly just like 1% of the population that they know this type of tool so 99% of the other one they pay so much taxes >> oh my gosh >> so is a way that we try to train advisor to always check what is the the next strategy that we can use to have like huge impact but for sure like um I buy actually a condo in the area reserve in Miami. >> True. >> And this one I was need really to give a cash down like you did. >> Yeah. >> And that hurt so much my it was so much difficult that Oh, yeah. >> Because you're not used to having to do that. You do it in different ways. >> At least with my other investment, I know that I will be able to retrieve all my cash down in one or two years. Got it. >> This one like we never know when. But I really love the place. Uh >> I would love to to live there in Miami. >> Yeah. Yeah, cuz you do you know when you're going to move? >> No, because like uh I still need to work in the visa. Like it's very complex. >> The goal is to live in Miami though, >> I guess. No, >> maybe. >> Yeah, >> you might be hanging out with us down here, man. You know, >> I love US like always have the US mindset to I love everything about the growth and like I love that the country encourage actually everybody to to build if you decide to sell your property, you can decide to like to move your capital gain to another property. we don't have this type of like tool in Canada. So I really love the the mindset of all the US. I feel that here I connect so much better with the people than Canada. So I love all my friend Canadian >> but like I feel like sometime the politic in Canada it's a little bit heavy and like uh as I guess here as well like everywhere you know but I love to be like more with people that they have like business mindset you know. >> Yeah. and to don't like like in US I feel that somebody is successful most of people will say good it's nice they're happy for you >> but in Canada you you should see all the comment that I receive every day >> yes >> they are very like very mean very mean comments so >> so what kind of comments >> oh my god like I will not I would not say that here >> give us an idea an example without getting too deep or specific or using certain words maybe >> it's almost to say people like yourself should not exist or like oh jeez >> or like really like at least Every day I have one like this. >> Where? >> Huh? >> Where where do you get comments like this? >> Uh on some ads or video that like I try to say like let's say that I have a club for business owner and I just say like uh all the people surround yourself >> they like sometime let's say that you can have like bad friend or people that bring you down. >> Um we just say that like if you want to go up normally you need to to be with people that they have ambition and etc. You know totally but the people see it very bad. >> Dude it was cool. Um, I won't name name drop, but like I was at a I was at uh hanging out at uh Hickory Hills. It's like two miles from here, and it's a really cool club. I was there on Friday night. >> Um, and I was hanging out um with uh well, we'll just say, you know, someone that achieved a lot in the world in the in the world of swimming >> and then also um the head coach of our local football team like for actual university and then also a guy that owned like multiple car dealerships. like we're just all like hanging out at dinner, you know, and I'm just like, man, dude, I I freaking love this, dude. Like the conversations we're having and I and I stayed till like 11, 11:30 at night on Friday night, which is not like me like I'm early to bed, right? >> Um, but dude, you're right though. When you get in those rooms, that's why having access to listen to podcasts like this, that's why having access to go message and actually get on a call, right, with Louiesie, right, and message them on Instagram and actually taking that action whether you have fear or not, right? That's where getting in those rooms with big- time people that are okay helping y >> and sharing. And I mean, have you seen that to where there's some individuals that >> want to keep everything close to the chest and they won't share? You seem like somebody who likes to help and share. Yeah. In my opinion, have you noticed that? >> Yeah. like in my company like u what is one of what one of the main value that we try to help our everybody surround is to help the other because if we [clears throat] build a company that everybody sharing their tips will be able to grow so much faster >> so I really try to it's insane and like I never say that in any other company that the people help so much each other out so for me it's like top priority because in this way I say like if at some point you found a good act that is good for you and might help everybody else. Everybody will start to increase their business and at some point they will found something else as well that they can share to the group. So if we have this type of mentality, we are all able to grow more. So we need to try to stay open mind and to share with each other. Also, when you find a uh hack or strategy like you're talking about, >> you know what's cool about that is is that's where like that's again like getting to know people and seeing what's out there and like talking to, you know, wealthy individuals and people that are succeeding is because if Lou if you are going up against Louisie in Miami and somebody's looking at buying, you know, spending half a million dollars a year, you know, to fund a policy like In most cases, dude, Lou is gonna win because he's had the experience, but but the the strategy, right? >> Y >> the strategy. Also, the strategy when you find a cool unique strategy that other people aren't talking about like you're like you're saying, it excites you. >> Yep. >> And when there's excitement in promotion, >> right, like and and finding people and telling them, they can tell you're excited. So, like I'll give you an example. I was on the phone with a guy last night about putting together, we talked about this earlier, about to put together a plane partnership. Yeah. On the nine-seater PC12 plane. Sick plane. Love it. Like $3 million. Like excited about this. Excited about this partnership. I'm trying to get a couple other people in. Just make it easier to buy a plane. I don't have to fund it all, you know? And you having this conversation with this guy and he's like, it was funny. He said, "Man, I've talked to several people that weren't excited or serious." He's like, "And you're the first one I've talked to that's actually excited and serious." I'm like, "Bro, I'm not going to sit around and talk and waste my time." You know what I mean, right? Yeah. >> When you're excited about something. >> Yeah. >> How important is it to find things that you're like excited about that like are pulling you in a direction? >> It's all about that. Like u excitement is actually what you use to be able to close deal is the way that I was able to attract like so many agent. M >> they want to see that it's possible and as well to lead by example >> that is like in my organization it helps so much because I share the way I think my value and we talk about some act but the the biggest act actually is to try to take care of yourself >> I feel that that is the most important one because like it's a foundation so >> you need to have like kind of a protocol to be able to be at your best all the time and to listen your body. So >> true >> most everything they work with f you know faith family and as well like uh for me nutrition is so much important. >> I don't consume any alcohol. Uh let's go. So I try to do everything to just like to be at my best every day and lead by example to be the best example possible uh for my daughter for my wife and to be able to help other people out. >> Since I stopped to drink, many people in my organization, they are not drinking anymore >> because they see that it's possible. >> Let's go, bro. I love that you're being a good example for people. >> Yeah. As well to go to the church and try to >> Amen. to be present, you know, like uh to improve oursel, you know. >> Yes. >> To lead by example. I feel it's important. >> That's right. Actually, I had a buddy, that guy that owns a couple car dealerships I was hanging out with on Friday night. He said um he said um what did he text? He texted me earlier today. He he gave me a quote and I was like, "That's a really good quote." I was like very intrigued by this. I was curious your thoughts. He said, this was at 6:30 a.m. He said, "To be a good leader, >> yeah, >> you must be a good follower." What do you think of that quote? To be a good leader, you must first be a good follower. >> I think you talk about God. >> Yeah, >> that's probably what you mean. >> Yes. Yes. Yeah. We're talking about church. >> Yeah. He helps so much. Like um every day I'm listening like um Joel Ostein. >> Yeah, dude. Yeah. Great. >> Yeah. I like him. great >> like u really is a good motivator and to and to show that you can dream big you know >> 100%. So, I really like this guy, >> dude. There was a Let me see if this was it. There was a um there was a Also, you guys are seeing us just just, you know, just spitball and hang out and conversate, right? How sick has this been? Let us know in the comments below. Um Joel Yeah, there was a podcast Logan Paul >> Yeah. >> interviewed Joel Olstein. >> Yeah. >> In his church in his arena. Did you see that podcast? >> No. No, >> bro. So good. I loved that. It was so good. And I was like, "Oh my gosh." because he's doing these like um um these events every month called like um hope. >> Yeah. >> Something and he like tours around the country and fills arenas, these hope nights. >> Um Yeah. And and and the thing is like it's funny you say Joel like there's a lot of people in our country that don't like Joel Holstein. >> Yeah. >> A lot of people in our country that like Joel Stein. At the end of the day, I can learn something from anybody whether I agree with them religiously or politically or business or ethics or whatever, right? Like I don't have to be exactly like Joel, even though as a speaker, phenomenal. As a pastor, phenomenal. As a leader, phenomenal as someone who who's built something. >> Yeah. >> That's attracted a lot of people to Jesus. >> Yeah. >> Dude, phenomenal. Like this dude has been this dude has been an example for a lot of people. Now, does he do some things that are, you know, some people don't like? Sure. You do things people don't like. >> Yeah, freak. I do things people like. >> You cannot have everybody like you, you know, like when you start to don't live yourself, when you start to don't live just to like you just need to be yourself. >> Yes. And like you mentioned like I just listen him and he helped me just to start the day and to be pumped about God and the life and to achieve more and after that like uh like me I'm open to any I trust in God after that like uh >> it just like another messenger and I love to see somebody that start from for sure his dad was in industry so he don't start from zero but the guy achieved to a level higher than his dad you know his dad was like he was having a let's say thousand follower And now Joel is all across the world. >> So you bring that to so so we can >> I got literal goosebumps when you said that like literal goosebumps like I need some more muscles but I got literal goosebumps. >> This guy achieved it you know. So like as a human like you see that he really he did the work you know >> he don't leave to anybody he build like it's so much work to go to this point you know >> even before internet >> he start to be popular before internet. >> Yes. Yes dude. Yes. Like >> Amen. Good job. I would love to to have a meeting with you one day. Uh >> Joel, >> that's right. Yeah. Yeah. Yeah. That'd be cool. Why not? >> For sure. I will meet him one day. >> Yeah. >> I'll go to his church. >> Absolutely. You should. I want to go with you. >> Yeah. >> We'll go. You guys want to come with us? We'll go. >> We'll bring [snorts] Dylan. We'll we'll jump on >> every Sunday. Like we can go to >> Dallas, I think. >> Super cool. Yeah. Yeah. Yeah. Yeah. Well, actually, no. Is he in Houston? >> Houston. Houston. >> That's right. That's right. Yeah. because it was the old Rockets Arena that his church is in now. >> That is insane as well. Like >> yeah, it's like Yeah, they they they've reworked it to where it's like but yeah, it seats like I don't know I don't know it seats like 70 bunch of people 9,000 70,000 whatever it is. It's a huge place. Huge place. But at the same time, yeah, he's globally talked people around the world at the same time. >> Um it does take like it takes it takes getting told no a bunch. It takes, you know, you're going to get hate whether you like it or not. Um, it takes this resilience. It takes a lot of belief and confidence. Like, okay, you sold a $1 million annual premium life insurance sale. Bro, I've never heard of anyone closing a premium that large on one policy. Now, that means that when it comes to selling, I'm hanging out with agencies that are growing and recruiting. But as far as selling, um, I'm probably hanging out with some of the wrong people because I have been at some events with some big-time people, um, you know, that I can mention some names, right, [snorts] that have sold very large policies. What does it feel like? Does it feel different to help someone with a $1 million policy versus a hundred,000 or a thousand life insurance policy? >> Not really because at the end of the day just one zero more. >> So now I'm looking to close a 10 million policy. So >> it just is zero more, you know. So it's for sure like the it's a little bit more complex because you have competition like the accountant the everybody >> attorney. >> Yeah. Yeah. Everybody try to teach your client because >> adviser account because every attorney like accountant they have a good friend that they are selling insurance you know so >> it's important to be able to propose initially the best product >> and to be there for your client and to follow because everybody will try to teach the client >> and then if but but if they but if these other competitors don't have access to the strategy or the product >> at this point at this level they have access as well. Ah, [laughter] okay. >> So now he's not anymore like >> Dang. So then they're just saying who do I want to go with? But if you brought it to him first and they didn't bring it to him. >> No, the story actually. >> Please, please. >> This story initially like >> this is the $1 million. >> Yeah. Yeah. But finally this guy, he was buying a policy to another person. So I finished to take over the case >> and after that other people tried to take over my case. So the competition is real. It's not like uh >> dang >> like it's kind of the case of >> he was already working with someone that brought him the strategy. >> Yeah. So he loved the strategy but uh what they propose first they don't propose the best product >> and second like they it was not making sense in the way that they structure it. So after that all the other people >> that's why you said put your best foot forward and do it right on the front end. >> Yeah. Yeah. It's not question of commission like uh sometime in the way that we structure it our commission is so much lower >> because we we in we add a lot of investment inside of the policy. >> So at some point if you're too much greedy you will not be able as well to close this type of deal. >> Wow. >> So it's really like um it's a lot of it's almost like art you know to arrive to the end goal um you need to combine so many aspect together. Yes, >> it's kind of you're building a cake, you know, like it's uh it's easy when you it's easy sometime you see a receipt oh it look good but sometime it doesn't look like the picture you know so that is experience you know >> that's crazy that is experience but there's also like a lot of just there's just so much potential and two okay so here's something um I feel like a lot of people sell with their own wallet >> yeah yeah that's true yeah oh that it's a lot you know like uh Oh, $10,000 by year. I will never pay that by my own. >> Oh, no. >> Yeah. >> No, no, but that that's what's right for them. >> It's not to them to decide. They need to analyze the need of the client. What is this cash flow budget and not proposed by their own decision >> that's good >> and their own belief like I love that >> and to consume the and to have by yourself the product that you're selling that is the base. So everybody that sell like let's say IL they need one. Somebody that sell like they need to have one like same thing you know like you need to consume what you sell. >> Amen. >> That is the first rule the most important that the most of people forget these days. >> Consume what you sell. >> Yeah. >> I like that. You know I I heard it put a little differently one time. I heard smoke what you sell. >> Yeah. Yeah. >> Same concept. >> Yeah. Same concept but just a little bit more polite. [laughter] >> Correct. Correct. Yes. >> But actually they say to don't consume what you sell in this case. So >> yes. [laughter] Yes. Yeah. Don't consume what you sell if you >> Exactly. So it's better to don't Yeah. >> Oh, that's not supposed to hit the table. But that's hilarious. That's good. Oh my gosh. That's good. >> We're there to laugh. Like we are human after that. Sometime the people they tell that I'm a robot. No, I'm I'm real. Like [laughter] >> you can talk to me like I want to help and I want to scale and like uh >> for sure. I have two uh very unique questions for you. >> Yeah. >> Based on very unique questions based on something you said that I want to ask in our extra content for studios. But before we go there, if they want to learn more, they should reach out to you, follow you on Instagram and reach out to you on Instagram. >> Yeah. Yeah, for sure. And I will and I will talk to every person individually. >> Yes. Give them your Give them your IG one more time. >> Alex Savah. >> Savah. LX SAV A R D. >> Boom. I love it. Go follow Louisie LXAV A R D on Instagram and shoot a message. Let me know how much you enjoyed this. Let me know how much I can help you. Um, I would love for you guys to chat. Dude, this cat is so freaking impressive. I like being around this guy. We're going to get the plane and we're going to roll around the country together helping agencies. I can feel it. Um, dude, thank you for your time today. Thank you for being all the way here from Quebec and thank you for being on the Power Player podcast. >> It's a pleasure, my friend. Yeah, thank you. Also, thank you guys for hanging with us. Also, once again, I'm about to ask two very unique questions. Go to castudios.tv or click the links below to go hear that behind the scenes content of this podcast, which we do for all of our different podcast, all the different content, tons of courses, etc. Live coaching calls, listen to agents, live dial, all the stuff. Also, go follow him, LX SAVV AR D on IG. Thanks for hanging on the Power Player Podcast and we'll see you on the next one. Cut it. [music]