The Code To Winning - GET PAID FROM HOME || EPISODE 009 || RICH STEBNICKI

Episode Date: September 11, 2024

GET PAID FROM HOME #009   In this episode , Rich Stebnicki and renowned salesman talking about his experiences in sales , particularly door to door and from and the 8 years he had in solar and the transition from solar sales to insurance remote. The program is 100% remote and work with leads. Building an agency generating 8 figures a year and the trajectory on the rise Rich created a lead program starting from schedule coordinator to underwriting policies. The lead program purpose is to be able help agents become as successful as possible. All for free as you start to get you going and starting all from the comfort of your own home How trainings and accountability are a crutial part of working from home. With a zoom operating 24/7 Policies such as IUL, life insurances and mortgage protections just name a few that help America families and directly working with the insurance companies to ensure that you get the best deals that benefit the day to day American families Great listen for those curious in wanting to work from home and start

The Code to Winning Insights you need today to seize the world tomorrow. Today we have a very special guest, Rich Stebnicki, founder of the Boundless Financial Group and Insurance Agency generating over eight figures of revenue each and every single year. So like I said, special guest, very insightful and amazing entrepreneur and a very, very good man as well. So Rich, welcome to the podcast. Yeah, thank you so much, KG, for inviting me on the. podcast. I'm glad to be here. So before we actually even start, like I said, by the way, Stepniki, where's that last name from?

Yeah, so it's going to be a Polish last name. Oh, Polish? Yeah. Are your parents like all from there? Yeah, so my grandparents. Yeah, so my dad's side of the family. My wife is half Russian. Okay. So her mother's side of the family and the entire side of the family are from Russia as well. Oh, wow. And so we've, she's never been there. She spoke Russian, I think, when they were super young and all. that but I think at age three they just started speaking English and so over time it's been lost as well so when I heard Stebniki I was like it has a bit of Scandinavian yeah yeah there's definitely uh some adjustments and changes you know just how how people immigrated over they there was shortnings and I'm sure there was some kind of a shortening uh to the last name and so that's uh that makes a lot of sense

awesome thank you for coming today boss uh I wanted to you know just you know dig deep and found and find out like what started your entrepreneurship journey? Yeah, so originally, so I'm from Northeast Ohio, originally born and raised, and pretty much I started my entrepreneurial journey after moving out to Arizona to go to school out there, to college, and I ended up not really resonating with what I was learning versus like the teachers, you know, what accomplishments, right? So it's like I was learning from teachers that weren't necessarily, you know, doing the thing that I wanted to do.

Right. And I had a little bit of a taste in network marketing entrepreneurship right when I moved up to Arizona. And then I shortly, you know, after after about a semester, I ended up dropping out of school to go pursue door to door sales all the way out in Hawaii. And that was that was pretty much how my entrepreneurial journey started over there. All right. Awesome. So from Ohio, you, you know, you went straight to Hawaii and which industry were you in when you're doing door to door? Yeah, so I started out to go to do smart home. So alarm, smart home, that didn't last very long because the program ended up falling apart. So my friend that invited me out there, it was a failing alarm or just smart home program. And so shortly, you know, a few weeks later, I had to figure out, well, what am I going to do now? I just sold all of my stuff and moved out to a state that I've never been to before. And luckily, I was able to fall into a couple opportunities within the solar industry. I had to sold. had no idea what solar was at the time. And I originally got to the big island of Hawaii, and I ended up needing to go from the big island to Oahu to go do the solar. And so I was just, you know what? I came out here to do door to door. I'm going to figure this thing out. I don't know what I'm doing, but let's just do it. That's awesome. And so I noticed, because when I did solar in California for like two and a half years, I was in the Bay Area and like the electricity bills were one of the highest in the area or like in the country as well.

Yeah. What I found to be fascinating is that the only place within like the America that was higher was San Diego, number one. And then what I found to be very interesting was Hawaii. Yeah. Hawaii had the craziest electricity bills I've ever seen. Like it's what was it like why? Do you know why?

Yeah. The reason why is because, you know, out in Hawaii, everything is going to be imported right to the island. And so whether it's, you know, groceries, you know, electricity, just oil, everything. has to be imported to the island so therefore because of that all of the transportation cost and everything like that to power you know an island with a wahu has over a million people on it a small little island the cost is significant you know to maintain the ground structure and everything like that awesome and now after you did like door to door and after you were in solar what was the transition in order for you to

go into insurance before you actually started your own agency yeah so after after doing you know solar door to door for eight years, running my own business in solar as well. And I ended up looking, one of my friends, Jordan, so that have known for about a decade at this point, he was involved in the insurance industry. And I looked at it for the first time back in 2021. And I was looking at, you know, the numbers. And I was like, wow, these numbers, they look fake. Like that story I told you earlier. Exactly. So it was a similar experience, you know, getting into the door to door. industry. I was like, wow, these numbers look fake. And I was like, hey, I mean, if, you know, you're not locked up in prison in two years from now, and if this is actually real and you're still

doing this thing, you know, I'll take a more serious look at it because I was in a comfortable position in solar and it was able to take care of my family and everything like that. And I mean, solar is still a phenomenal opportunity. And when did you do it? Which year was it? Yes. So this was back. So 2020, 2021, that's when I took a look at it. Actually, it was late 2020. 2020. 21 took another serious look at it and then I ended up not starting until 2022 just about at second quarter so I've been in it now for just about two years wow and just to elaborate again um while in this field you like the company's generating eight figures yeah so first year was obviously another amount right yeah so i ended up yeah so when i got into the the industry so i had no idea what i was doing again so i was restarting from a

completely different industry, so insurance, right? I didn't know what this policy was from that policy. I had no idea, right? So I started out just producing, just personally producing, right, going to sell policies and help families and clients and everything like that. And I ended up starting the agency in October of 2022. Oh, all right. And so, because I needed to figure it out, right? And so I was using like two, three different scripts at a time right when I got started within the industry. And just trying to figure out like what's going to work. And so that way I was able to help other people do the same thing. All right.

Right. And so that's how it started. And then 2023 was our first year. We did multiple seven figures in revenue. Our first year this year, we're going to do over eight figures in revenue as an agency. Wow. And that's only in the short space of two years. Yes.

Correct. Okay. And but what types of policies? Did you start selling before your agency ended up transition? Like what policy were you selling when you started off the insurance field? Yeah, so we pretty much specialized since the beginning and really just three main things, right? So we're doing number one mortgage protection. So we're helping families cover the the mortgage that they just took out, whether it was a new purchase, a refinance or a home equity line of credit.

So we're just helping them protect a plan or a plan that protects their mortgage, right, with living benefits to where they don't actually have to pass away for the policy. to pay out. So it protects them as they're paying down the loan over time, but also in the event, you know, they unexpectedly pass away. The policy covers the loan, right? Okay. And then we're also doing indexed universal life plans for, you know, individuals that want to use those for like retirement purposes or maybe becoming their own bank or, or, you know, just overall, just long term financial protection for their family. And then also annuities, right? So where we help someone protect their retirement by moving it from maybe they have their assets or their, their money in like a a 401k or like a savings account and we're helping them move that money into a vehicle that only

participates in the market gains and not the losses okay is that what you started selling is that what you guys are currently selling right now yeah that's what i've been selling the entire time okay so i focused in the beginning with the mortgage protection i did a little bit of general just life insurance i realized that i'd like the mortgage protection a lot better because we were with the mortgage protection it's it's quite literally the same people that you and i both have sold you know, door to door and homes, right, for solar. And so it's just all homeowners just like, you know, I've pretty much done my entire career. Okay. And I'm glad you mentioned that insurance. So I actually have a question personally for me. I had two gentlemen that I've actually came

towards me and they were talking about the IUL. Yeah. And so they both explain it very differently. Obviously, you're an expert in this field. So I want to ask you because I was fascinated because I've never heard of this thing in my entire life. And so when he broke it down, I'm like, that can't be real. And then I researched it. IUL. It actually is a real thing. Yeah. If you could explain to like our viewers, um, you know, what is IUL and how does it benefit a day to day consumer? Yeah. I mean, I'd say number one, it's not, it's not a perfect, you know, fit for everyone, right? So it's all going to come down to, you know, someone's actual situation and what their long term, short term financial goals are first. Right. And so basically what it is, it's permanent.

life insurance, right? So at the core route, it's permanent life insurance that the policy is going to be attached to an indexing strategy to where that some of the monthly premiums that are paid towards the policy are going to go inside of like the indexing strategy or accumulation value that grows at an interest rate alongside the market. And so as the, it's very very similar to like a 401k or like a Roth IRA in the way that it has compound interest in the accumulation value. And you could actually tap into the like savings account aspect of the policy. Okay. As it's building up over time.

And so you could do policy loans. And there's, there's a lot that you can do with them. And a lot of the time, you know, the clients that I'll help with the IE Wells, they'll even set them up for their kids to where they're able to, you know, help create generational wealth and set up these plans to where their kids have

financial protection, but also a possible like financial vehicle to pull from to, you know, maybe pay for college or start a business. or whatever it might be, you know, when they're 18, 19, 20, or older. And it's not text, right? Text, how do you mean? There, once you end up taking out the money before any life, Christway. Oh, yeah, it's taxed.

Sorry about that. I misunderstood. So taxed, yeah, so you're not, it's tax-free when you withdraw, or when you take a policy loan, I should say. I want to make sure I'm super clear about that. So when you take a policy loan, you're doing that tax-free because you're not actually withdrawing the money. And then the neat thing about it is the policy will continue to compound over time as if you did not borrow the money, which is one of the really awesome parts about the plans,

right? It's not necessarily for everyone. Realistically, you need to properly fund them in order to make sense. If somebody wants an IUL and maybe their financial parameters are going to be 50 bucks, it's probably not the best plan for them. Realistically. I was about to say that because when I was speaking to him like okay i want to like take a 100k in like a certain amount or x amount of years yeah and he was like yeah you have to pay that amount i'm like i'm not paying that amount for insurance so i think i get why you say that it has to make sense because it didn't really make sense for me to make pay that amount of premium so the people that take iU a lot of those like usually like the top 1% that do it because they try and get like that or is it like usually what's your what's your

take yeah so there's there's also simplified issued i i i you as well as that could be repurposed for even mortgage protection. So we actually use an IUL for the purpose of protecting a mortgage, right, as well. And so for the custom built ones, I mean, in general, depending on someone's age and health, because you still have to qualify for it with your age and health, I would say that it's not necessarily just for the top 1% of individuals. I mean, someone that's, you know, healthy maybe in their 20s, 30s, 40s, that wants to put a couple hundred dollars maybe a month towards an IEU.

well we can still well create like a well structured plan they don't need to be putting you know four or five thousand dollars a month like some of the clients i helped do they can they can simply even do a couple hundred dollars a month and it's still able to you know be structured in an advantageous way for the client yeah i'm glad you elaborated and then explain on that um one of the when i spoke to mark yeah very complimentary of you he was talking about when he went to your your place and as he was you know, cutting you and your family's hair. He just said that you were always on the move, taking a client, working with one of the, you know,

people that work before your company going, like he's just said, he's just so relentless at what he does. Yeah. Now, before we even get to that in the later stage, I want to know what is like, you know, bountless financial group. What is your company? Yeah, so it's an insurance agency

inside of the integrity marketing platform. Okay. So it's the same company that, so integrity marketing is where Patrick, at David, which I'm sure you're probably familiar with, right? So he's actually sold his agency, PHP, for a couple hundred million dollars to integrity marketing. So we're inside of that same platform, and we also have the ability to create an agency

and to be able to sell our agency as well. There's been over 40 acquisitions already within our platform, which is pretty awesome. So if you talk about the company structure, the agency, do you guys, are you guys anyway greatly close with world financial group or is that something completely no that's going to be something completely different so we have we have all of our carrier contracts they're direct so we get paid directly from the actual insurance companies okay so we're contracted through all these you know over 20 different insurance companies and so we have the ability to you know offer a lot of a wide

range of you know solutions to the to the families we serve right and so because integrity has different platforms within it and so pretty much the that like we're that we're involved with is going to be FFL or family first life right and so we're building an agency within within the platform because I look at you know integrity marketing or family first life is a platform they don't do any so family first life doesn't actually sell insurance they're not an insurance company it's they're an insurance marketing organization and so we're just leveraging the carrier contracts that they already had in place because you have to be doing certain amounts of volume usually hundreds of millions of dollars of volume to get an

contract direct with a mutual of Omaha or like an AITNA or like an AIG or whatever insurance company it is. Ooh, AIG. The reason I knew AIG, I used to support Manchester, and all I, not I used to, I still support Manchester United, but they were sponsored by AIG, 2007, 2008, 2009, and then they stopped 2009. But I never knew why they stopped, obviously because of the financial crisis that occurred over there. And it still exists today, right, AIG?

Yeah, so now they re-branded this Corbridge, actually. Okay, all right. Okay. So with, I saw from your bio that, you know, it says people can can work from home as well. Yeah. Okay. My point is with your insurance agency, do people like get leads? Are the agents given leads? So how does that work for them? Yeah. So everyone that's in our agency is independent. Okay. So that's one of the beautiful things about this is so there's not there's not a, you have to do things this specific way type of structure. Right. So with the freedom that it allows, so we're all investing into our own needs because somebody to get started with us, they're pretty much starting their own business realistically, right?

And so as far as the lead flow goes, the agents will get their own needs and everything like that. We do have a lead program. So we have a three-phase lead program to where when someone first gets started in our business, will have them start out as a scheduling coordinator. They learn how to set appointments effectively. Okay.

And then they move to stage two, usually about a couple weeks after that, to being able to write their own business, so they're doing the setting and the presentation side of it. And during those first two stages, I'm actually covering 100% of the lead cost. So on a per-agent basis for a new agent that's getting started, that lead cost is usually about like anywhere from about a third. thousand to 1500 a week okay and lead expenditure because we want to make sure

that one agent oh yeah per agent and the reason why we do it this way is so that way they're able to achieve achieve the results they desire as fast as possible there's exceptions to the rule to where maybe it's 500 to 700 per week you know for a part-time agent that's getting started with us but we want to make sure we put them in a position to where they're not having to really have this you know commission breath right they maybe they've spent their because the the structure that most agencies follow is they're having the agents you know put a thousand dollars into leads day one and then they also have to go buy the licenses

and everything like that and now the agent is you know trying to figure out how to sell this insurance then right and so we're just positioning it a little bit differently just to make sure that you know our new agent success rate is going to exceed you know the industry averages which it has which is awesome okay and how many agents do you have currently right now yeah so currently right now on an on like an active monthly basis. Right now we have about 40 to 50 actively producing every single month. That's a lot. Are they based in Utah or different parts of it?

So they're based all over the U.S. So we have agents in over 20 different states at this point. Well, that's awesome. And then if somebody is already currently in a job right now and obviously has something steady and wants to try this out on a part-time basis, do you guys also accommodate for that? Yeah. So, I mean, if someone wants to try this out, I mean, I would first figure out, you know,

why they want to try this out. I mean, because this is really not for everyone, just because it goes against, you know, the status quo of a nine to five job, right? Just like door to door does through like your experience and everything like that. Someone can do that. We have people in the process right now that are currently doing that, you know, and we have a lot of our agents are actually not from a sales background, actually. Like some of our best agents did not come from a sales background. You know, we have agents that came from, you know, a secretary position and, and this individual, so Frank, he came from, it was a secretary at a plasma donation center. And his first month with us, he almost wrote $30,000 in business, his first month. Personal commissions or, yeah.

Personal commissions with zero sales experience. Wow. Wow. And in this situation, is it also 100% commission or is like a basic in certain positions in the company? Yeah, so outside of the boundless employees that handle the back office and operations for the business, it is a hundred percent commission position. And so that's why we have it structured the way we do. So that way the new agent that comes on, we're basically giving them a non-charge backable spiff, right? Because in insurance, you have to have your license and everything like that to actually be written into a piece of business or whatever it might be.

And so it gives the new agent the ability to basically dial and work leads in any one of the 50 states. So they're able to get, you know, antiquated with the states they prefer over others. So by the time they start doing their own presentations, they're able to purchase the licenses in the states that they want to, you know, be writing business in themselves. The ones they maybe they're, you know, more comfortable with certain states rather than others, which is nice. I'm glad you mentioned that, which was going to segue to the question, which was going to answer. which sometimes when companies do start out, I think there's two problems that may. Sometimes they over-invest in employees or people that are working even 1099. Or sometimes they really under-invest and then require like people that are going to be working

for and behalf of them to really spend so much out of their own pocket as well. Is there like a specific balance between what you guys do? Because I mean, I would expect somebody to pay for their own insurance license. But is there like some sort of a headstock where you can actually like just focus directly on your sales. Yes, that's going to be the lead program, right? The three phases, because someone goes from phase one. So one of our newer agents, right, I'll give you an example.

So he came from a Medicare background and he's tried, you know, insurance before. His name is Vernel. And he just started with us this past December. So end of December, he started setting up appointments for me for about two weeks. And then he started, he got on the lead program to where I would send him, I was sending him about $2,000 to $3,000 a month of leads. for the for january and february those were his first two months of presenting and doing everything himself he was able to write just just under 20 000 of business his first month wow so he wrote

about 18 000 900 his first month with us and then out of that 18 000 900 how it works is on the lead program the agent will write me into the business because that's how the leads get covered okay and so his portion of that so he was able to net over 10 000 dollars his first month without having to invest a dollar into leads. And then so he was able to build that cash flow of his first month and his second month. He was able to do the same thing. His second month, he wrote over $20,000 of business. And he was able to bank over, I think it was about $14,000 his second month and did not have to invest in needs yet. And so he was able to use that as a boost to be able to start investing into leads in March. Wow. Right. And so that's the path to progression. So in March,

he invested his own money into leads because it's his business. Yeah. He stopped, he stopped, you know, the lead program because he didn't need it anymore. And he was able to go from, you know, the, the different stages of the business, right? So it started out as, you know, he was in the, you know, the dependent stage, right? Then he went to independent, right? And now he's working towards, he's actually dependable now because he helps a lot of our newer agents, too, when they're in presentations, appointments and everything like that.

And he just started in January, you say? Exactly. Okay. And then so I want to know, not necessarily like the top producers. If somebody would just do the hours, what would you say is a good mean amount that they could perhaps like make per month? If they're just putting like the regular hours just enough where they can still like have a good work, life balance with the family. Yeah, what could you make? Yeah. So this is the way I look to look at it from our data because we have a lot of data at this point. Right from all of our agents. So if you take away our top two producers that are doing.

over $100,000 a month in personal volume. So that's going to be myself and Nogan O'Brien. Him and I are currently doing over $100,000 a month and personal issue paid volume, just selling, writing the business on our own patent. If you remove our numbers from our agency numbers, our average agent issue pays just under $12,000 a month without us included, right?

Because I don't believe that counts, right? So we like to remove the top two. so Logan and I from those statistics. And so with Logan and I included, the average agent if she pays $18,900, but we don't like to count ourselves because it's realistically, you know, when we look at it from someone that wants to have the balance, you know, work, life harmony and everything like that,

that's why we don't count, you know, in those, we do, but we don't, right? And so our average agent that's not Logan and I doing over $100,000 a month, average is just under $12,000. that's more than an average American. Yeah. You can't even do that at 9 to 5 and at a basic salary. Nope. That's ridiculous.

That's actually good. Yeah. Because if you do like that amount, that is an easy six figure year while still having a normal schedule, while still being in the comfort of your own home as well. Absolutely. Absolutely. Now, the question, since this is more of a home-based environment and remote, how do you cultivate a culture of accountability, of course, and also performance-based?

excellence as well yeah so i mean coming from the door-to-door industry that's always been something that's been front of mind and really just having it's been a process to figure that out right because with the door-to-door industry you're used to going in for just in-person meetings like a correlation meeting with this how how we operate is we actually run our zoom 24-7 so our so our so we run our zoom that's where all of us work together so it's like our office basically So we all work together on Zoom because all of the business and families that we help is 100% just over a phone call. And so we're able to work together on Zoom. We have our cameras on and our agents are able to learn from our top producers as well as get real-time live feedback while they're running presentations and dialing the phone.

Because they'll unmute while they're dialing the phone and they're able to get feedback or they're able to listen to like myself or Logan or some of our other top producers like Brendan, you know, Frank. for now and the list goes on actually do the thing right so write the business dial dial the phone and everything like that and so we'll leverage the breakout rooms as well and work one-on-one with agents inside of the breakout rooms and and so the zoom is really just like our office right and then we're doing just everything on a phone call so that's that's how we operate you know just not having the in-person element on a daily basis right and when you say a 24-7 the zoom is just always on this Yeah, so the Zoom is on from 5 a.m. Mountain Standard Time all the way until about midnight mountain standard time seven days a week. And if you just want to try and record your calls to try and get corrections, you kind of obviously do the mute thing and you do the call and you get feedback.

Yeah. And then you guys often have like training or like scripts for people to learn. So if somebody were to like see this and like, okay, I want to really try this thing out. Like 95 is not working for me. Yeah. And if Rich is saying at least I could make it 12,000, which is a realistic amount and a good mean. Yeah. Like, is there like a training that's provided, like a certain script from people to read from that can actually like guide them throughout the process?

Yeah, absolutely. Because that's super important. And when we came or when I came into insurance, right? So that's where all the scripts have been developed by myself and Nogan. So it's developed by agents that are doing over $100,000 a month of personal production. And it works on a brand new agent level, an agent that maybe wants to go from $20,000 a month to 50,000 a month and also agents that want to go from 50,000 to 100,000 per month. We all use the same process and the same script that Logan and I both developed.

Okay, awesome stuff. I wanted to know, with that being said, we've done door-to-door and we know sometimes like the environment may not be so induceive and so inviting can be a little toxic sometimes. Are there certain ways, especially with things being remote, people getting a little, like not necessarily complacent, but very discouraged. Is there a way that people can find a route of like mentorship, guided and coaching, even like beyond just the hours they're aware,

like those private phone calls that those take place to try and help those people that are struggling at the back there? Yeah, every single day. We're doing that every day. So if someone runs a presentation and they're like, Hey, Rich, can I get some feedback on that presentation? Hey, Rich, can I get some feedback on the dial? I just made. And so we also have what's called a film room inside of our Slack channel,

which is where we, so the Slack channel is almost like a, just a company like messaging thing, almost like a group meet. It's, it's where everyone like will post like their, you know, the family they protect in there. But we also have a film room in there to where the agents can post recordings of themselves, right? And they can actually get feedback. And then they can also listen to real recordings from, you know, our top producing agents as well. So if they want to listen to a recording from one of our agents that's doing, you know, 30,000 a month or 50,000, you know, 80,000, 100,000 plus a month, they can go into the film room and just listen to live calls that were recorded. Oh, that's nice. That's awesome. And would you say there's any challenges with this

being remote? I mean, I've done door-to-door and I've only probably closed two or three deals via solar via Zoom, but mainly because I knocked on those. Would you say there's any challenges with this being like over the phone or through Zoom. Yeah. Well, I'd say, I'd say the, really the main challenges are going to be very similar to door to door, right? Because it's going to be, you know, people getting in their own way. It's going to be discipline.

It's going to be the habits that they, you know, had already in place, right? They were either consistently consistent or they were consistently inconsistent before this. Right. And so it's really the same fundamentals of door to door, right? The main thing is distractions, though. So people need to, you know, make sure they're able to, you know, set things up in a way to where maybe they have kids at home. Maybe they have, you know, a wife at home that, you know, they're like, hey, during these hours, this is like when I'm working. And then they also need to make sure they're actually working during those hours, right?

And I mean, realistically, like, nobody is in our agency because they're forced to be in our agency. Everyone shows up on Zoom every day because they want to be on Zoom every day. right and so just just like door to door i mean the reality is this is not for everyone it's not for most people but it's going to be for people that you know maybe want more out of life want to achieve a certain level of income uh and maybe they want more for their family they want more freedom flexibility and everything like that however it's really really hard work 100% right yeah i mean you've always been an entrepreneur what if somebody out there's like i don't know man rich is just gifted can i actually do this thing like how do you encourage those people

because I feel like it does make a difference, obviously having a sales background, but also sometimes those that are actually humbly enough to learn and understand the fundamentals and the importance of sales can pick it up. It just takes like hard work and grit. But what would you say to those people that want to give it a shot but are slightly on the edge on like, should I do it or should I'm not doing? Yeah, I mean, I would say number one, I mean, I'm still learning. I'm still learning every day.

I don't know everything. That is for sure. number one and i've been doing this for over a decade right i learned something new every day and so i mean for the new person that maybe does not have a sales background it can be a little bit daunting or intimidating right from the outside looking in but the reality is it's actually very simple with what we do we have scripts you know that were created so someone just needs to follow a script they're able to put a headset on while they're dialing the phone or running a presentation and i could be in their ear while they're doing that as well.

I could be giving them help and real-time feedback as they're doing the actual thing. And they're able to watch, you know, peers and just individuals like themselves that maybe didn't have sales experience do the actual thing on a daily basis on Zoom. And so, I mean, if someone that doesn't have that sales experience,

I feel like a lot of the time those individuals have a certain advantage as do people with sales experience, right? Because the people without the sales experience, the advantage that they have is not having bad habits from previous sales positions. Right? So maybe, you know, training was a little bit different. Maybe they came from a background of sales where it's like it's, it's just more adversarial, right?

100%. It's like, you know, coffees for closers, you know, all of that stuff. And it's like, oh, the closing happens at the end. You know, you have to know 15 ways to close the sale at the end. And so it's like our process is so much different just because we're just, it's more consultative in a way and we're just really trying to figure out if we could even help the person so it's more of a conversation and so when some someone is looking at this they're they come on the zoom and they're like if anything it's it's not very intimidating because they're just watching us have a conversation

with another human and we're just genuinely trying to see if we could help the person with what they're requesting 100% and that's actually perfect answer um i wanted to know I looked at a statistic actually recently that said to be top of the 1% in America. As of 2023, it wasn't a new one, is you only had to make about $5.3 million. And that's only the top 1%. Like, that's how much you need to make. And right now with the agency making clearly eight figures, my question is, what keeps you going? Because usually when people often reach a certain level, they're like,

I can take my foot of the brakes because from my conversation with Marcus, he was just seeing how relentless you are. Like, you are always, and I saw your schedule. Your schedule was like, you literally just had like my one-hour segment in between a full schedule of clients as well, which is very inspiring. I absolutely admire that.

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we're all about playing to win. So visit us today, winning dot store. Get your merchandise today and stay victorious. Going back to your statistics, so is that going to be net worth that we're talking about? So your top 1%?

I think it's gross, actually. It's gross, so it's not, so, okay, so it's gross, not net worth. Yeah, I think it's gross. Okay. So I thought, I could be wrong, but I think it's gross. Yeah, because I know I've seen some of the statistics before and so I'm not mistaken. I believe so like on an annual income basis, it's actually not that high. I believe it was closer to like, it was like $400,000 in a year just a few years ago on a, on like an annual like income earning basis. I think the 400 year was in the world.

I think that was a thing. I could be wrong as well. Yeah, I'll have to double check on that. But yeah, I mean, really could be wrong. I think you're right. But yeah, as far as like the, the data on that, I mean, that's something I've studied quite a bit just because it's like, okay, well, so in terms of, you know, the top 1% of income owners, you were just really just asking like, why do they keep going, right?

And so, I mean, I would just say just having a why bigger than themselves, right? So whether it's their family, whether it's, you know, accomplishing a certain goal or whatever it might be, I would say that really what keeps pushing me is I look at this from, I, I learned this from Alex Hormosey, right? He looks at things in segments of, like, decades, right? So I've learned this from a lot of, like, really successful entrepreneurs. So when I got into insurance, I looked at it in terms of, okay, so in 10 years from now, where do I want to be? In 10 years from now, the goal is to, you know, be at a point where we've either sold the agency for a nine-figure exit,

as well as, you know, have $100 million plus just sitting in my bank account with assets, right? So that's going to be the long-term goal because everyone's going to have their own definition of freedom, right? The person that has the definition of freedom of being able to spend a certain amount of time with their family and doing all those things, they're right. That's their definition. They're entitled to have whatever definition they want. And so I would just say, you know, what keeps me going and, you know, other people going. It's really just going to be understanding their definition of freedom and working towards that end goal or that goal that next, that next little. milestone that they're focusing on. I love that. I love that a lot, actually. And then what would

you say would be the hardest part of building an eight-figure business? Because it's very challenging. Nobody can do that, like just out of the blue. But what's the hardest part? Yeah, I would say the hardest part is not stopping the things that you were doing to get to each milestone. Right. So in the beginning, it was personal production, right? So focusing on getting our personal production. So I needed to get my personal production up to a high enough level to where I was able to help others, you know, do the same thing. But then when you start adding on the recruiting, when you start adding on the training and everything like that, I never stopped selling at the high level. I never stopped selling at a one percent, top one percent industry level that entire time when I kept adding more and more onto my plate.

And so I would just say continuing to do the things that got me to the place that, you know, I was at each milestone. Okay. Awesome. which leads to the next question, actually, how important is the ability to predict market trends in the field of insurance? Yeah, whether it's insurance, solar, door-to-door, any industry, I mean, being able to predict market trends is super important, right? And looking back at the transition from, you know, even solar to insurance, I was looking

at market trends of insurance versus solar, right? Insurance has been around for well over 100 years. solar is relatively newer, right? And so being able to predict the trend, if you look at Australia, so I have a friend that lives in Australia, he was a solar salesman in Australia. You know, solar salesman in Australia made very, very good money, just like they do here in the U.S., right?

But they're going to be about five to eight years ahead of the U.S. in terms of renewable energy. And so now at this time right now, the solar salesman that was making, you know, six figures or multiple six figures in Australia, is now making, you know, around minimum wage. And why is that? Because of mass adoption.

Because now it's not a matter of, you know, a homeowner, you know, being educated on solar by a door-to-door salesperson. It's they've already got the education based upon just the availability of the information. And so because it's been commoditized over in Australia. And so the bigger the industry gets, same thing in insurance, though. there's always going to be market trends to follow, right, with AI and everything like that. And so, you know, even insurance, there's trends of AI, you know, changing the industry as well. Right. And so just making sure that you're able to kind of predict and to the best of your ability, like when I left solar, it was at its peak.

Everyone thought I was a crazy person for leaving solar when I did. Right? In 2021, that's when, you know, that's when I started. Exactly. 2019 2018 2019 2019 2020 2020 2021 2021 2021 that's the peak of solar right there I left during the peak because I realized the market trend of solar and like where it could possibly go based upon you know other countries like Australia right because I was looking at solar okay do I want to do another 10 years because I was in door to door for almost 10 years right and so I was just at the end of my 10 year stent with the with the solar in door to door and I was like okay do I want to do this for another 10 years

Am I going to be able to actually build a business, sell a business, you know, like, who's going to buy my solar company in 10 years from now? Well, I really answered that question with probably no one, right? Because I really didn't see a history of acquisitions or anything like that. That was really something I could follow, right? And so I looked at insurance, being able to predict market trends in insurance, it's probably not going to be as good as it currently is right now forever. I believe that over the next 10 years, it's going to be really, really good. And it's going to be something that's sustainable long term. I mean, the insurance industry has created more millionaires than any other industry in the world.

Wow, that's interesting. Even, you know, more than doctors, you know, more than lots of other professions, even professional sports. So financial services is number one for millionaires. Wow. And I'm glad you mentioned these specific trends. The reason why I think I told you earlier on I was born and raised in South Africa, right? one of my best friends came and visited with me back in 2018 we went there by the way dollar to rent value going with a buck green yeah you know uh the dollar going back to south

africa you get so much more worth the dollar was the dollar so valuable but that's not the story what i wanted to share is as he was driving by we saw these newly developed homes because everything was like just given solar and so solar is so easily distributed like in my country in my home country where like it's hardly like people make a commission there because they're just so ahead with the technology there as well so i'm glad you mentioned that the reason i'm also bringing that up is because we were not prepared for what happened in 2023 so we were in the state of california and they implemented something called like the net energy metering 3.0 which means that those that were not grandfathered in they were required to get an additional battery but did the battery come from

our commissions. And so experiencing what we had, you know, when I first got married, I remember sharing my wife some of these checks of like just 15,000. Oh yeah. 20,000. And like it's just, it's unreal. Now imagine that converting that times 20 to my home base currency. I'm a millionaire in South Africa, respectfully. Oh, absolutely. You know what I'm saying? So now just sticking to that, like the money was more than I've ever made. You'd make like a certain like two paychecks would be equivalent to what you'd make in like pest control for like four months, four and a half months. And so it was something, it was like a gold rush. Oh, absolutely.

And so like what happened is, and the thing is people will still say, yeah, it's an opportunity and so forth. I'm a realist and the market just hit us unexpectedly. And it had like a lot of downside of some of the people that brought over. It was just not the most positive experience. And I'm not going to be unauthentic and not tell you like the real raw truth. They just hit us hard. Because we're not like calculating that into existence because we just thought, hang on, I've been doing this thing. This should be fine.

But then it hits because like, you're like, whoa. When you start seeing checks going down about like 60, 70% compared to what you're making. It's still relatively good, but it's, you know, market trends are so important. So I'm glad you shared that, man. Yeah, absolutely. What else would contribute regarding that? Yeah, I mean, in terms of solar, I mean, it's called the solar coaster for a reason. I rode I rode the coaster for, you know, about eight years, right?

And with what you said with the net energy metering, that was one aspect to, you know, being able to predict market trends. Well, solar has, you know, a lot of unpredictability in terms of, you know, public utility commissions, making a split second decision to change something as pivotal to the industry as net metering or the supply chain, right? Supply chain issues, things that none of us can control. You know, when I was in Hawaii for the, this was back in, I think it was back, 2015, Hawaii stopped in net metering overnight as well. This is not a new thing. This has happened in solar and lots of different markets as well. It's not just California. So it was back in like 2015, Hawaii Electric just stopped net metering overnight with no warning.

Zero warning. That's when I went to, so I went to go sell in San Diego, California for about three, four months. that connection. Exactly. So about three to four months went over there and then I went back to Hawaii when they figured out their stuff as far as then that metering goes. But that was that was like this, it was a scary time, you know, because it's like you're doing this thing and then things just change overnight and you can't control it. The only thing you can control is possibly, you know, moving locations or something like that. But with the batteries, I don't, I don't know a ton about exactly. I've been a little, I've been out of it now for a little bit.

But that's fascinating how now they're basically, you know, taking commission away from the requirement of additional batteries because of the net metering. I didn't realize that was. Yeah. And so it makes a big difference because, I mean, if people just started off and had that certain expectation, it's way easier. But when you're just accustomed to just like, you know, the price per watt, working with the numbers, where it benefits both the customer consumer, including yourself, it makes a big difference as well. My next question is we know obviously the importance of financial, sorry, not financial education is good, yes, but mentorship and getting people that are in a specific field of industry to try and like nurture and like coach as well.

When you made that specific transition from either solar into the insurance space, did you have somebody under the wing that was like teaching you all the ways as well? I would say that I've worn from so many different, you know, people over time. I've had a lot of mentors that I've, you know, known in person, but I also have a lot of mentors that I've never met, right? Through books and audios and YouTube videos and everything like that. I mean, during the transition from, you know, solar to insurance, I mean, that would, that would be, you know, Sean Mike,

the individual who started the, so family first life, right? I flew to his house and talked to him about the possibility of making that switch from solar to insurance. And in terms of like mentorship, I've gotten some guidance from him, which has been pivotal. Wow. Pivotal, you know, and so he runs this year, you know, his organization that he created will do, you know,

close to if not a billion dollars of revenue this year. And so being able to learn from that caliber of individuals, you know, along with others as well, has been, you know, a huge, you know, advantage within getting started into a brand new, you know, career. You know, one thing I asked him was, you know, if I switch from solar to insurance, This is like when I flew out to his house down in Florida before actually joining and starting insurance, I was like, hey, is it realistic for me to earn over a million dollars my first year in insurance?

And he was like, well, I mean, you're going to have to work really, really flipping hard, right? And he's like, yeah, the first thing you need to do is get to $50,000 a month of personal production and so on and so forth. But he's like, it's possible. I don't really know how many people have done it before, but it's definitely possible. I was like, okay, that's good enough. I'm going to do it. Did you do it? First full year.

Wow. And so that's- I was bragging of making six figures my first year and solar. People are watching seven figures. My gosh. It's, it's, you know, all, it's just the, everything that I've learned, you know, over the past decade, it's a, it's an accumulation of just knowledge and skills that I've learned over time, right? This is with everything.

everything that have applied to, you know, insurance from door to door and everything like that. I would say that our agency does does insurance in like a very door to door way, right? So we're not, you know, dressed up in suits and going to people's houses. We're in like, you know, like a door to door almost like uniform wearing a t-shirt and, you know, a flat bill hat, well, you know, helping families protect their mortgages over the phone, right? I love that. Yep. I love that.

I'm actually glad you mentioned all these mentors and, um, The gentleman that you flew to his house and making a billion dollar right now which is something we spoke about earlier on just the importance of like networking. I have been in America for eight years right now and one of the fundamental truths that I've learned in my experience been here,

it's not how much you know, but it's definitely who you know. Your network is your net worth and you literally one handshake away from a completely different lifestyle. Like this is the capital of capitalism. Like America is the promised land. Like I feel like there's so much opportunity.

I've never seen so much opportunity in my entire life. The minute I arrived here, I wanted to get to know as many people as possible. But also not necessarily just like get to know them, but also try and add a bit of value to them as well. And sometimes that's the hardest thing with somebody that really can't offer much. but sometimes those that are mentoring people appreciate like the small and tiny things that mentees can do appreciation showing gratitude and on all sorts because eventually you can get to a level we can add a bit more value as well absolutely so that's one of the things I wanted to share

I feel like you know your network is your network is so important because with all the connections you're making and talking about earlier on it makes sense why you're at that certain level of success because naturally the ship rises with the tide so the more you know high your network as well. So I wanted to share that what do you want to add regarding? Yeah, you're really able to elevate yourself. I mean, you hit it on the head right there.

Your network is your net worth, right? And so the people that are able to, you know, build quality relationships, you know, with, you know, people that are doing maybe not not what they, you know, necessarily are currently doing right now, but people that are, you know, they look up to you, right? People that are doing what they want to eventually be doing. that's a huge point that I'd say that you know most individuals that I've spoke with that have

attained a really high level of success have all talked about having really good mentors and and I believe that you know all of us are always learning right whether you're you know whether you're you know whether you're you know Donald Trump whether you know just a politician a high level salesperson entrepreneur whether whatever whatever you're currently doing there's always more that you can learn. And so in terms of, you know, the mentor aspect, I mean, even the mentees, I've learned lots from mentees that I've had, right? And it's, it's, you know, it's a humbling experience to hear a mentee. And they're like, okay, they say this one line. And I'm like, wow, that actually sounds really good. I want to test that out. Right. And so I would just say

that, you know, in terms of mentorship and, and, you know, learning, I would say that none of us should really ever, you know, become too good to learn from anyone. I love that. I love that so much. I want to read a statistic that I found recently, actually. Oh, it's not the full-time score line that my mother sent me. Yeah, I found it right now. Yeah, we're very big in sports.

My mom and I, we love sports. And so whenever a team wins, she always reminds me and vice versa as well. Anyway, so this is the statistic that I wanted to share. Listen to this, though. It says 20% of businesses don't make it in the first year. 30% of businesses don't make it in the second year. 50% of businesses don't make it in the fifth year. 70% of businesses don't make it in the 10th year.

30% of business owners don't take a salary. 98% of businesses have less than 100 employees. 64% of all jobs are from small businesses. 44% of US GDP is actually from small businesses. This is the one that I wanted to talk about is 9% of businesses ever break the gross revenue of $1 million, only 9%. And then 70% of the average profit of small businesses is 7 cents out of the dollar. Now, the reason why I kind of was reading out the statistics, we know that one of the the most important and successful routes in becoming super self-sufficient and self-reliant is mainly

through sales, you know, real estate insurance and so forth as well. Why do so many people fail in a hundred percent commission-based positions? Yeah, I mean, I would just go back to, it's going to be, you know, the paradigm and just the habits that they've, you know create or not created but they've had their entire lives right if so if someone if someone you know wasn't consistent before they got into a 100% commission position they're most likely not going to start becoming consistent overnight right and so a lot of people you know they go so there's there's a there's a whole like you know a chart right so you start out you're you're really excited about what you're doing right so you're really fired up you see all the

and this possibilities and opportunities ahead of you, right? And like, what's possible you hear your friend is doing this much per month, that much per month, and you're looking at it from a very optimistic viewpoint, right? And then you'll get into, you know, stage two to where it's like, okay, now it's like, you know, you're realizing that this is a little bit harder than it looked, right? And, you know, eventually you hit that bottom level to where it's like, oh, you're now pessimistic, right? Because everyone goes through these different cycles, right?

these different cycles and in a 100% commission position. And, you know, once someone gets into that, you know, that bottom, that like, you know, that bottom, the bottom part, right, they're like, oh, I hit rock bottom. Maybe they're having a little bit of a hard time, you know, they have a sales lump or whatever it might be. That's where most people are going to be quitting. Right. And so the reason why is simply because they're just not pushing through and being consistent, right,

with the things that, the things that they're being taught. everything like that. And, and, you know, a lot of the time people were focused on like the, the immediate results, right? Instead of instant gratification, right? Because most people that end up stopping, they were probably maybe a week, a couple weeks, maybe a month away from actually starting to, starting to go on the other side of that and actually make it. You see, most people quit before the miracle happens. That's a huge, that's a huge thing, right? They quit before the miracle happens they quit before they they you know had that pivotal moment to that aha moment where they were like oh wow i just need to make this tiny little micro adjustment and then everything changes

that's very very powerful that's that's a good answer i appreciate that and where do you see the insurance field heading within the next few years like do you feel like it's ever going to plateau within like the next 10 years or so yeah so within the next 10 years i mean there's going to be changes in terms of, you know, with AI evolving and everything like that. I mean, plateauing, I mean, with what we're doing with the mortgage protection and over the phone, this is like relatively new to insurance, right? When it comes to phone sales with insurance, so protecting mortgages over the phone with a life insurance policy or protecting someone's retirement with an annuity, I don't know anyone that does, you know, annuities over the phone call. Yeah. Right. I've only ever

done an annuity, so I helped someone move like a 401K in a couple of people in January into a fixed indexed annuity that I've never they've never seen my face. It was all over the phone. They moved their life savings into a product that was able to help them make sure they outlive their money. Right. And so I would say that this is all like relatively new in terms of, you know, how we're doing insurance. And so over the next 10 years, I mean, there's going to be, there's going to be, you know,

a lot of a lot more people starting to do it in a similar way. but I don't really see a huge, you know, dip or a huge plateau happening within the next decade. You know, anything's possible. However, I mean, I really don't see that, you know, from a standpoint of at least agencies that are continuing to adapt and continue to focus on, you know, elevating the scripts that they have, the training that they have for their agents and everything like that. you know, maybe there's going to be plateaus for like maybe average organizations that maybe didn't learn, you know, advanced skill sets with tonality and, and, you know, maybe learning how to actually like sell people in a way to where, you know, they don't feel like they're being sold. 100%. Right.

And nobody wants to really feel that way. And like nobody really. And I want to know you're a business owner. You're very successful in what you do, considering, like, the time frame you've been in this industry. what would you say you would how would you manage the harmony of your work life balance between family and running a business yeah so i'd say that answer is going to be different for everyone okay right so it's all going to be you know relative to the individual their definition of freedom right so if someone has so like for myself at least i have this this definition of freedom that might sound

you know just just way out there crazy to most people and that's okay right and so it's more of a so how i'm managing it right now the the hours that i'm working this will be my last year working as much as i am so i'm doing about 110 to 120 hours a week this is my last little stretch of that at the end of this year i'm going to be cutting down from that to about 90 to 100 then continuing to cut down from from you know so on and so forth just as the years go on right right Right. And so with creating this business in such a short time span, it's had a huge impact on the amount of hours if needed to put into the business to have the results, right? And so I would say that it's going to come down to the individual making sure that, you know, they're in agreement with, you know, maybe their family, whether it's a mom, dad, you know, siblings, or maybe it's going to be like their spouse if they have a wife. maybe they have a husband, maybe they have kids like I do. So I have four kids. I have a seven-year-old,

a five-year-old, a two-year-old, a nine-month-old right now, plus my wife, of course. And so there's six of us, right? So we have to figure out ways to be able to, you know, spend time together as a family. There's limited amounts of time, but we want to make sure that the time that we do spend together counts, right? And so it's going to be really nice to be able to put an additional like 10, 15 hours a week towards my family, you know, this next year, right? Well, still being able to, you know, develop the people in the business to where, like, I'll be able to cut down my hours progressively over time to be able to put more time towards my family.

But this is a temporary thing. This is not a forever thing, right? This is a temporary thing, a sacrifice that I'm making right now to be able to achieve the, the 10-year goal of, you know, having over $100 million, you know, liquid net worth. in addition to assets, right? In order to achieve that level of freedom, it's gonna, it takes, you know, an extraordinary amount of, you know, time, energy, and effort.

And there's certain things that you have to, you know, give up to go up. It's not forever, it's short term. But I don't want to, you know, look back at my life when I'm, you know, 50 years old, 60 years old, 70 years old, and, you know, look back and realize that I still have, I still left a lot on the table. that I still have, you know, a half full tank.

I want to make sure my tank's empty. You know, when you say you want to make sure your tank's empty, it reminds me of, I want to give it a specific example for me. I served a two-year mission for the church. Are you part of our faith, I would assume, right? So I'm actually not. Okay, oh, sorry. Yeah, my wife's family is.

Okay. So I served a two-year mission in Ghana. And so in those specific two years, like the first two years in my life, I gave 100% effort. Like, I literally, I promise you, I'm not saying I was the best missionary, but I promised I gave my best.

And the reason why I'm saying this is somebody once asked me, like, you know, would you do it again? I'm like, Matt, I did my best at that point in time because I knew I wanted to like just give it my awful one thing in my life. But I give it my best. Like I don't even want to think about doing it again. But of course, it was a testimony bill that was experience for me. The reason I'm also leading back.

to this, Kobe Bryant when he retired. And I think later on you, I know it was at a Patrick Bade David podcast or it was another interview. And they asked him like, if he misses it, it's like, nah, like, I did all I could. And that's one person that literally committed 20 years of his life

100% every thing, 110% every game. Absolutely. And I feel like when you have nothing left in the tank is when you have zero regrets in life. So I'm glad you mentioned that. Absolutely. Well, yeah. So, yeah. So, So you know how it feels like to leave it all on the table and give that 100%? And like you just said, just like when that question was asked to Kobe, I mean, that right there is just a testament to you playing full out during that time frame. And so there's different, there's different, you know, phases in life to where it's like, you know, by doing it for a very short period of time of two years, that wasn't that much time.

But looking back at it, I mean, do you feel like it was worth it to play full out versus maybe, you know, half out or just, you know, 50% oh yeah 100 you're asking a question yeah so yes the reason why I say that throughout like my journey being here I look at the moments where I was like like giving up was not an option but because I created those habits and that experience that I encountered back then like you can strip everything from here right now I can be homeless man I'll find a way to get a phone and network with somebody sleep on a couch for two weeks then you know keep networking because I feel like some habits are so important and are the grassroots and the foundation of everyone's character at the end of the day. If you can build those things super early, you'll hold yourself accountable in the long run

because you'll look back when times get tough and say, I am this person now. So I have a question again for you. There's somebody out there that would love to start a business and would really try to be at least half as successful as you have been when you started this agency, what tips or advice would you give to those people if they want to start a successful business? Yeah, I would say number one, you know, make sure to, so in 100% commission sales, I would say number one, make sure to, you know, commit to a year, right, a minimum of a year, because anything less than that, I mean, you're still working, you're not giving yourself the

opportunity to actually have success, right? So I'd say that's, that would be number one, Number two would be that you're going to go through ups and downs and to not, you know, to not allow yourself to let the lows get too low or the highs get too high. And number three would just be focused on, you know, getting better on a daily basis. Focus on improving, practicing, you know, executing, finding people that they can learn from and, you know, have as a mentor like we talked about earlier, to be able to, you know, increase their skill set, right, that entire time. So I would just keep it really simple with those three.

things. 100%. Looking back right now, before you start the Do-Dodoo industry, a few years back when you moved from Ohio to Hawaii, with the knowledge that you've acquired over time, the experience you've gained over time, what advice knowing what you know now would you give younger rich? Yeah, that's a great question. I love that question so much. Yeah, I would say, you know, I would say learn from your mistakes faster and don't repeat the same one more than once. That would be the main thing. I love that. You know why? Because I'm going to ask you the same question in 10 years time when you are nine-figure business and then you'll have a different form of advice from the 10 years you

would have gained from then as well. Absolutely. Last but not least, every single guest that comes towards the show because the code to winning the insights you need today to seize the world tomorrow. This question, I feel like everyone often has a different take. There is no right or wrong answer. it's just I love the insight that every specific entrepreneur give when they answer the specific question. What in your own words is the definition of winning? Yeah, so when it comes to winning, when Kobe Brian, the late Kobe Brian said, winning is everything that really resonated with me. And at this time of my life, I have to agree with that.

And that's how I feel about winning. Winning is everything right now. at least in this chapter in this phase it might change later on but as of right now it's everything boom there's a mic drop right there nothing else we can do after then winning is everything yeah the co-to winning insights you need today to seize the will tomorrow rich my brother thank you so much for your time coming in yeah really appreciate that and if you could tell like the viewers and guest any socials that you would like them to connect to and if they want to try um working with you as well in the insurance agency, if you can just give a whole description for our views as well, please.

Yeah, they can just find me on Instagram at Get Rich with Rich. So get rich with Rich on Instagram. That's my tag. And you can send me a DM on there. You can follow me on there to kind of watch the journey and everything like that. Awesome. Thank you very much, Sandra. Yeah, you're very welcome.