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so let's talk about the producer that's got a couple of years in the business i would argue that what they need to do is they're going to need to find a way to partner with somebody that can help them with that so if i was starting brand new i'll tell you what i did i would either find a an organization that is dedicated to helping newer agents find prospects training them helping them either get prospects or paying for prospects you know work at a call center work at a insurance company like i did find a place that will give you the training that you're going to need and will help you find not only prospects but prospects that you like working that's another i think challenge that some agents have they'll say yeah i've got leads but man i don't want to call them i don't want to i hate the you know i hate being told this or that you got the wrong lead you got to be looking forward to talking to people and if you're miserable because you got the wrong lead source you got to go find somebody that can provide you a lead source that you like it's never going to work if you fear the phone right i mean what agents do they look at that phone they're looking at oh man i don't want to pick it up and i don't want to talk to these people yeah you got to have a lead source that you like yes you do man you're absolutely right that's something you got to do for you it seems like you were just someone that embodied because when i think about uh when i think about andy i'm like okay he he he he he didn't quit he persevered he got better over time he made more money over time and and you deep down want to help people like the first time we spoke on the phone when i was trapped i think i believe i think i was driving to raleigh missouri to see my in-laws and it was like last summer maybe and i'm like man uh this dude gets it this dude cares about people this dude likes and does everything he can to help people and knows a ton about the industry and i remember getting off the phone i'm like that's just a good dude you know like you get off the phone and you're like and you think this is someone i want to start to really get to know is that someone is is that something that because of the way you were raised or you just always been that way like how is andy become the good dude that andy is today where is that where does that come from i don't know that i have a great answer but you definitely have um you definitely got me right i when i was producing when i am producing is the same thing when i work with agents i never think about money ever i never think is this going to make me money is this going to make me more money i never do that i am always thinking about how to help people yeah whether it's a consumer that i'm trying to help they got a problem and i'm trying to solve it and certainly every day the same thing with agents i'm only thinking every day how can i help more agents how can i help them accomplish their objectives and i love the success stories in fact one of the things that we're going to do at eight percent we're so excited about this summer is i'm going to be sharing with your um with your audience success stories and i'm not just going to talk about them i'm going to bring them and i'm going to let them talk about how how they got the kinds of things that they needed in order to be successful and that doesn't mean just getting started maybe it was just hey i wanted to get to the next level and i just couldn't figure out how to get over the hub that's a lot of what we do sometimes it was just you know i just wanted to be comfortable i didn't want to work to the point where i was struggling i just wanted to have good things happen to my family those i love you're gonna sue those at eight percent and we're proud of the fact that people view the things that we do as making their lives better if i can help more agents make their lives better then that's what keeps me going and you're exactly right when we were talking about that i think that's the kind of thing i was telling you about and i still think that every day and yeah you know what money will come you know it'll be there and if you know you're an agent and you're thinking how do i make more money how do i make more money you're asking the wrong question the question how do i help help more people that's what people who make money do they help people they help people with their problems and you'll find that it is constantly feeding itself as soon as people know you is the guy that helps people everybody wants to have to talk to you whether you're an agent or you're an fmo it's the same thing people know and just like you know you were saying it i really do believe it i don't never think about money i only think about how i can help people money will be there it's not going to work that's right i love that man i love that when i cuz when i first started on youtube i remember not really doing anything monetarily to monetize at all for the first 13 months you know it's like it you're right you do enough good in the world and the money will come yeah you know if you would have just done youtube for the purposes of making a buck well you wouldn't have made it 13 days much less 13 months you just said okay well this is putting money in my pot yeah now your intent was to try to communicate your intent was to try to help your i can tell it when i'm watching your videos as i mentioned i've been watching a bunch of them i really enjoyed them and um got a great message and uh unfortunately you're kind of out there on an island there's not a lot of cody's out there so if uh if i'm an agent i i would go onto cody's youtube channel and watch every single video you have time to watch and um if you've got five minutes go watch a cody video i mean you will benefit and uh i don't get paid to say that cody i just the reason i want to help you is because i know you're helping agents thank you thank you uh you bring up you kind of one of the things i wanted to pivot to based on what you just said is finding a mentor in this business finding someone that you can rely on that you can learn from that you can lean on is so much more important than people think and i know it's something that you talk about and believe as well yeah you know it not only do i talk about and believe it but we do that every day our organization is made up of producers and it is not only me and i still sell i still talk to consumers every day keeps me sharp but everybody all of our sales managers sales directors everybody involved in our organization our top producers and believe it or not they want to share with others and let me explain one of the ways that they do it i believe we may be the only fmo in the country that has their aging force be a community we have a community hundreds maybe thousands of agents that are all with our organization nobody knows about this because nobody else can see this but we have a closed group on facebook and it is an incredibly powerful group hundreds thousands of our agents are on there and they're all helping each other every day and the beauty of it is i'm a member of so many other facebook groups and i see some poor agent ask a question and they'll get 20 responses and unfortunately 17 of them are wrong and i'm just looking at that you know series of comments i'm like oh my gosh this is wrong this is wrong oh my gosh please don't do that please don't do that yeah but on our group it is moderated by experts only our top producers are the ones who comment our top producers are the ones who are telling you this is how this works or here's a phone number for the head of claims or here's how this benefit works or here's how underwriting works i just don't know of any other organization where top producers are that freely willing to share their best practices whether it's sales products carriers partners vendors they share everything and nobody has any qualms like am i helping my competitor i never talk that way they never think that way they just want to be a part of the community and you might say you know how did i get them to do that and the answer is i didn't i've never asked them to do it i've never intended that they would do it we've just built an organization of like-minded people that want to help others it's i guess maybe it's kind of rubbed off on everybody that you know we're we're all better off helping each other there's no benefit to hoarding all the good information and uh and not sharing with those that are really craving it i think it's something really different and unique that you just won't find in a lot of other places so true man that is is that uh is that also something that happens i know you guys do some events as well um yep is that something that really happens a lot of events as well because i'm a big believer in the power of getting people together to learn so you're exactly right cody we were actually going to have you be our keynote speaker at our last event last summer but as you know it didn't go so good because it's pandemic so we didn't have ours and i don't think we're going to have ours this year either but there's no question that if you ask first of all all of our top producers come in for this event all on their own dime wow even though you'd think they've already got it figured out they're already making hundreds of thousands of dollars why would they come what do they stand and every one of them says the same thing because i'm learning from others i still want to learn that's of course what top producers do right they're constantly learning you should never think of learning as having some sort of a ending there's no such thing you stop learning you're dead or retired or whatever right that's right so they they crave the learning they love the interaction they like being a part of that community of other producers that are like-minded yep the event is the same thing unfortunately pandemic has sort of handcuffed us a little bit but uh but make no mistake what you're alluding to is no different whether it's virtual or whether it's uh whether it's live hey if you enjoyed this i got another one you're gonna love it it's right there click on it see you in there how many people in the room are selling life insurance weekly simplified issue life insurance how many people in the room are selling medicare anybody selling mortgage protection how many people are selling final expense we specialize in