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you know I was at that company for a while but mail started drying up and that was the only lead source and so I started looking at leads and I got a contact from another IMO that was like Hey we got we got these Facebook leads we get these Facebook leads for and they're super cheap and and fast and I ignored it I ignored it because I really liked working at this other I know like the people I worked with but then the lead started coming up and at some point it's like I need I need a way to generate money this is the lifeblood of my business and I literally just responded it was on LinkedIn I was like hey man tell me about these leads I didn't even care about the comp it was just leads like talking about the leads and uh he was like yeah let me get you some in your hands and they were they were your leads that was the first that was the first Facebook leads I ever ran that's crazy so that's wild so um how are they this has been years ago this has been years ago bro um my first batch I bought the minimum order which I think was 15 at the time no they're 15 20 minutes 20 leads yeah 20 leads made a mortar yeah I sold two okay off my first batch yeah um I bought another batch of 20. I sold one and you're probably like and I'm like what the I thought these leads were good yeah and I'm like what's going on and I was like because I was having problem getting people on the phone and I talked to this uh top producer at the company right it was at the end of 2018. I just I'm I'm like just transitioning in coming in starting to transfer all my contracts over and uh talking to this top producer and he ends up meeting me and this is where the the fundamentals come in yep and and I'm telling him about like what I'm doing and you know what my performance is and I'm like and he he 'd come to Dallas you know he flew in he got leads for three weeks stockpiled him random in three days and he sold like 36 000 AP in three days two and a half days and I was like dude I can't even sell 3000 AP a month bro with the leader what are you doing like there's a secret to this sauce give it you know and that's what they're thinking right now yeah yeah give me the secret sauce bro like don't stop stop jerking me around yeah and um you know he he's like hey let me ask some some questions Greg he's like hey uh hey how many leads are you buying each week all right and any as he's asking questions dude I'm tap dancing I'm just like I'm like trying to answer as best I can without seeming like I'm a piece of but I was being a piece of so I'm like well you know I bought leads like a week and a half ago and you know I'm still calling them I'm trying to get a return off of them before I buy him again he was like okay talk to me about your dial days I cower your dial days you you you like walking that day you're doing two two days a week and I was like you know I'm down I'm dialing every day I'm dialing at different times because I'm trying to see what's the best time for these people that they would be available all right all right so you said you said in the right amount appointments a week you know how many points you spend a week I was like I was like last week I said three I sat with one and sold it I shot once and I made it I like 100 yeah I'm 100 I'm 100 closing ratio and he was like uh-huh he's like how about how about training you going to training each week and does it mean you know I've been in the industry for almost two years now like a year and a half or it's I showed that time of year I've been an industry for a year I've been to a bunch of different you know trainings and all the stuff I know I was like you know I went to this iul training I didn't know that what an iul was you know I didn't know we could do Investments like that it's pretty cool you know I went through that the other week and he was like huh okay and he like looks at me and just straight up serious is how he's like dude Greg I know what your problem is you think you're special and you're not um and and like yeah now I'm a confident person I got a little bit of a and a big dude and a big dude and I got this person across from me jeez literally being like telling me you're not special but he was right man it was what you need to hear at that time it was exactly what I need and it changed it changed the trajectory of where I was do you remember what you thought when you said that yeah I was like this indeed f is this guy yeah talking to me how well did you know this guy this is the first time I ever met in person first time I'd never met this guy before in person like this dude's a dick yeah I know like and like we talked on the phone one time previously wow so your buddy but he was he was not wrong he was not wrong he was right and so he and he basically he broke down all the fundamentals right there in front of me he said dude I'm able to do what I can do because I'm not special either and I realize that I invest in leads every single week that forces me to make sure that I run the leads every week appropriately to the best of my ability so I'm not leaving money behind I structure my schedule appropriately and I control it because this is a business it's not a hobby he's like and this this is actually um this was the Saturday before Thanksgiving in November uh 2018. wow and he was like for instance um this next is Thursday is Thanksgiving he was like that's my dial day what do you think I'm going to be doing on Thanksgiving he's like I'm going to be dialing wow you know why because everyone's home and people will answer and when they answer they're gonna be like you're working on Thanksgiving I don't think yeah my boss he's just making me die like I want to go spend time with my family he's like I'm gonna guilt them and I'm gonna set an awesome weekend he was like you know how many people are going to be like it's Thanksgiving I gotta spend time with my family this that the other he was like I don't give a it's a business get to work right he was like you know he's like I train I go to every single training because I can always learn something from somebody and the second I stopped going training I think I Know It All I'm gonna start going backwards he's like I said 30 appointments a week no matter what it controls my schedule it it makes sure that I get there I know my metrics because I know if I do 30 appointments I'm sitting with 20 I'm selling 10 no matter what like worst case scenario he's like those are my metrics he was like I do better now but those were my beginning metrics and then he showed me his phone and he was like also I set my goals he's like you said you go what's your goal I was like and he showed me his phone and on his phone he had wrote down on a piece of paper I'm gonna sell four hundred thousand dollars of annual premium in the year of 2018. an issue pay twenty four hundred thousand he had taken a picture of it it was his phone's lock screen and his home screen and he was like I see this every single time I look at my phone it reminds me of what I'm supposed to be doing because this is my first year full year in insurance he started the year previous same it was his first full year that was one of my questions yeah 600 000 that year over six hundred thousand and so I like I I I was dumbfounded because I was looking at this guy it's like he was not special by any stretched imagination yeah you know and I'm like dude it's just an insane work ethic and it's just following these fundamentals and I just I I listened to what he said and I applied it and so I literally I went home that night I wrote down on two pieces of paper I'm gonna do 400 000 in the in the year 2019 issue paid boom boom I took a picture of it put up my lock screen my home screen and I put one in the refrigerator I put one by the my bed on the wall so I saw it every night when I uh before I went to bed sought every morning when I woke up hey if you enjoyed this I got another one it's right there click on it see you in there welcome back to the ca Power Players podcast we've had the Mr David Dufour back in Springfield MO in the studio Dave welcome back greetings and salutations dude I love spending time with you man well thank you it really did it's fun you're such a great host