Transcription
You know, I know people that try to close songs in like, you know, 14 minutes, 19 minutes. It's like, it's just not how it works. That's not gonna stick either. Yeah. It's not going to stick. Chargeback waiting to happen. Oh, for sure. Right. Which is good for you guys to hear. You hear it from Mike, right? And from a from a um from a process standpoint, if you're doing it correctly, I don't know that I've ever had a final expense call last less than 35, 40 minutes. You know what I mean? Like, and if you're doing it that fast, you're not doing that person a favor. You're not doing yourself a favor. No. And it's just a waste of time at that point. You're just building a chargeback. There's no way that you can get through that process that fast. Y and that person stays [Applause] [Music]
What is up? Welcome back to the CA Power Player podcast. I'm your host, Cody Haskins, and today, man, we got a cool interview in store in studio. By the way, uh we're going to talk through um final expense field versus phone. And if you're using the phone, how can I improve my conversion rate when I'm talking to people? I'm someone I'm sitting here with someone who has had a ton of success. His family has been in the business for decades. Um he has physically sold in the field and over the phone final expense and Medicare. Uh their company is at is diversified out of Precipity, New Jersey. Uh the Rose Boys who I spent a lot of time with the last couple years. I can tell you what they're top-notch people. They do what they say they're going to do and they take care of their people in a unique way by a lot of people won't like co-op and actually buy and invest in marketing to help agents get in front of people. They actually do which is very unique. So, please welcome back to the channel or if you've never seen him before, Michael Rose.
Thank you, sir. Thank you for having me. Yeah, man. Appreciate you to be here. Yes, sir. Um, you know what? Uh, we talked about how you started out your career selling final expense.
Yep. In the field. Yeah. Last thing I thought I was going to be doing, but I ended up there. Yeah. Doornocking. Yeah. I mean, my father said, "If you want to work for me, you got to go in the field first." So, that was the first step. and um you know having had his success in the business and the legacy of the of the the time that that he had built it up.
Yep. I kind of just that's how I learned. So my older brother Anthony indeed he is my older brother. Um that's right. I always try to make sure I point that out. Amen. And um I'd love to say that Dan is my older brother too, but that's not the case. But nevertheless um he he said, "Listen, you want to work for me, you got to go out into the field." So Anthony trained me and I got to go. and I actually trained with some of our agents that are still with us today. Uh pretty awesome guys.
Yeah, that's great. Uh who was training you in the field back then? Um so Lzandre Zeniga is with us still, you know, he's one of just a stellar guy. Bunch of other agents uh that are still in the business or maybe not with us anymore, but others that have. Dennis Goslin is another one who's still with us 25 years.
That's crazy. Yeah, it's been a it's been a great journey. Um, those guys, one of the things that they taught me though was it's all about creating emotion, you know, and getting in there and getting uncomfortable doing things that you maybe don't want to do and then get uncomfortable and talk about the things that you don't want to talk about. With Final Expense, you have to talk about death. Like, it's it's literally
Yeah. the part that people don't I don't think they always think about.
Correct. The fact that, you know,
Correct. We have to talk about death. We have to talk about our mortality. And so, um, being in the field, I think there's a different approach to do that in the field as opposed to on the phone. You know, I see most of the scripts that are out there right now for final expense, they really kind of get into just asking questions like move to one to the next and the next to the next to the next. It's very order taker like step one, step two, step three. And I've heard agents do it. They're successful at it. But there's something about the tone that they do it, right? They they're doing it in a way that
Yeah. I'm going to ask this question about, you know, have you ever had the unfortunate experience of placing a loved one in the ground? And an agent and the client says, "Oh, yeah, my husband passed away." And then they move on to the next question. Did you, you know, hold up, stop this is big. Stop. You have got to stop. You ask the question, you got to wait for the answer. And then when they answer, you got to keep going.
Right. Correct. you know, like and it's a very vulnerable answer that um like that's a very personal thing to share that like, you know, hey, my husband passed away a few months ago or whatever, you know, like or or you're getting in health stuff and yeah, my parents had cancer, you know, like um like when you're when they're opening up and sharing like this, you got to slow down.
That's a big rapport building opportunity. Absolutely. It's it's not only rapport, but you're also figuring out what you're going to do next. You know, like I always talk about the three hats in this business, right? Like that we have to be a delivery man first. When we get to the door, maybe we're not so concerned with what's inside of the box, but we bring the box to the door and that's the lead, right? If you're door knocking or the person, you're calling on the person. You're not really getting into the meat of what's inside the box. You're just delivering it the box. But at some point, you take that off and now you become a detective. you know, you're talking to this person for as a because they they want, you know, a crime was committed. What was the crime? Well, if it's a mailer lead, they sent back the the piece of mail. If it's a social media lead, they they filled out their information. If they're if it's an inbound call, which is really the way we work our call center process with. If it's an inbound call, they called you, right? So, now the detective is on the scene and he's got to figure out a crime was committed. You called me. Now, it's time to figure out what exactly went wrong. And that first question of have you ever had the unfortunate experience of placing a loved one in the ground? It's got to keep going. It doesn't stop. You don't just leave it there. You you get into, okay, well, how long ago was that? You know, do you remember how much that funeral cost? Do you remember how uh in that experience the way you felt, the way your family members felt, did they make decisions quickly or was it a like a long time?
Right? You know, I I don't know. Personally, I I love this side of the business on final expense. We haven't really been in it for um for a few years to be honest. Like we we were in Medicare.
You were in it heavy years ago. Oh yeah. Number one with multiple carriers for final expense from 93 until I'd say about 2018.
Wow. Wow. Um 2005 we got into Medicare and uh 2018 we went full guns into Medicare and final expense behind a little bit.
Yeah. Yeah. The last few years has been really heavy final expense, but then hey, you're like, it's a cool opportunity. It's cool that you're bringing it back. I'm excited. Mainly because of people that came to us from the Cody's uh podcast. Tell you the truth, like mainly um we were getting phone calls like crazy. Hey, do you guys do final expense? We love what you guys are doing. The Rose Boys are awesome. We're so excited about what the Rose Boys are doing. I heard you guys do free leads. I heard that you have a commitment to your family and to being able to serve the way that you do. I want to be a part of this. If you guys get final expense contracts and final expense going up again, you think you can bring me in? And um
And most time most times that I get that phone call, I'm like, "Yeah, we're going to get to it. We're going to get to it." But over the last few months, we built it back up again. And so it's exciting for the path that we've taken and and we're we're in it. We're back in it. And it's exciting because you get to talk about the emotional burden that someone is leaving behind, right? And then solve it with the financial burden.
That's right. And um what what's
Yeah. Well, what's the elements too? like you mentioned um something that kind of triggered a question like you have what's the different pieces? So if someone's like new to final expense, right? They want or they do it in the field but they're like man like you said they really want to do this over the phone, right? Which y'all you all teach and help with. Now you've got leads, right? You got to prospect people to talk to. You've got some type of script or process.
Yeah. So I mean we really believe in holding an agent's hand and being truly partners, right? So, we're not going to sit there and just say, "Hey, here's a a contract, a pat on the back, and go off and do it on your own. Have some fun." There's enough of that in the industry. Let's be honest. What we've built our business on. And the reason why we don't lose agents is because we literally sit there and walk them through almost maybe too much, right? Like we really walk with them through the process. So, first step is we don't get everybody contracted with every carrier. You know, we try to pick a few carriers that they need right away just to get off get them contracted. Um once they are contracted, we'll get them through our training program. Um it's like a module-based training program at first. So they just go through, they watch the videos, they answer the questions, and then once they've completed that part of it, they'll um they'll work with their manager to kind of go to the next step. They'll do some role playing. Um one of the really neat parts about our technology is that when you're in our system, you're rece you're all of your calls are inbound calls that are coming in. Uh we pay for those calls. you know, we've generated it that call to come in and as you're answering questions, it's taking s like just like Siri, it takes the the voice that you hear and turns it into text. It will take the voice and turn it into text and then what live while that call is happening give you feedback to say, hey, you just the client just said, you know, my husband passed away three years ago that most agents that are successful will now say this, say this, say it right now. You're missing it. or on the Medicare side, even like if you're missing the scope or the TPMO, it flags you right away. You waited a month. You waited a minute and you didn't do it yet. So, let's get that TPMO stated. So, the system is intuitive enough to be able to keep you going. It's like AI.
It is AI. Yeah, it's AI. Um, that's amazing. It It's really the tools that most call centers have, but people are working as employees. And what we've been able to do, we've built a call center hybrid style where agents are still able to work as agents. And so they're 1099. Um they're still LOA paid. They're still or they could be advanced. You know, there's different ways that we've been been able to kind of tailor programs to make it work for each agent. Um we got good on it again on the Medicare side and built that out and now bringing it over to the final expense side to kind of continue to grow it. It's exciting. So you mentioned carriers, training manager, really some AI that's incentives.
Yeah, the the technology that's there. Um we try to make it so that uh it's as simple as possible for the agent. So within our CRM, you're you're working with the client directly within there. You're able to go into the enrollment tool, figure out the pricing um that you for based on the different carriers. Um we we're an integrity company, so we have full access to Medicare center, but CSG and the final expense uh quoting systems. um which are I mean I I kind of glanced over that but that stuff is fantastic. I mean that technology alone is fantastic and um absolutely and then you know we're we're paying for the CRM we're paying for the the the the leads we're paying for the phone itself to be able to dial. So you're covering the phone you're covering the lead cost you're covering the dialer the phone.
Yeah. That's for every agent. I mean honestly whether you're at a free lead system or you're just on on our contract with us the same way that you have access to Medicare center or um you know the CSG you'll also have access to our technology as well. It's a big question I get too especially when we talk about final expense over the phone. We get a ton of questions about tech and this tech and what should I do and where should I go and I like that y'all help with that because man agents are lost when it comes to tech.
I mean so what do you mean by that? like lost in terms of like what there's just so many they got to pay for their own CRM or
Yeah. Yeah. They have to pay for I know I know a bunch of agents right now that that have that they literally pay for two to five different CRM.
Mhm. Every month because they just like this one has this, this one has this, this one has this. I didn't know this, you know, or or they just signed up because it sounded cool, right? But they don't use any of them really.
Right. So you've been you've been to our awards banquet before.
Yeah. You know, and um
Very cool, by the way. Very cool. Thank you. Um, we have an award that was that's 25 years old at this point. It's called the the President's Eagle. It's like the number one award that everybody Seth in 24 24 was Seth.
Yep. And um 25 Dave Rafus was 2025.
Yeah. Um and Dave Rafist. Talk about a final expense genius. That dude was writing literally like $30,000 a week in final expense back in 2000 1999 2000 a week.
Yeah. He's like the original monster in the OG FE gangster. Yeah, absolutely. And uh man, you know, he's a he's been a partner of ours forever, but he's a he was a presence eagle in 2025.
Awesome. And um but we have the eagle, right? And the eagle was represents someone who who soarses and rises above the rest, you know, and so um we kind of wanted to lean into that as we build out this technology and a better approach. So, we actually built something called the nest where the eagle, I don't know if you've seen on the news, they've been following these eagles that are sitting in a nest, these baby eagles that are kind of going through and they're just growing and they're nurtured by their parents constantly. You see the the older eagle, the mother eagle will come in and feed them and stuff. And it occurred to me, you know, we need something like that within our organization where we we're we're raising up more eagles. We're and so we created the nest. It's called the slogan is built to nurture, designed to soar. And um I like that and sorry designed to nurture built to soar and um and the idea of the nest is that you know you come into our technology you have your phone system so we pay for completely for your phone system we use 59 and within 59 we can uh generate outbound dialing leads for campaigns if you wanted to work outbound calls or inbound calls and prioritize them based on tiers. It's a really good phone system by the way.
Yeah, it's been fantastic for us. We've been with it now for about 8 years and my first like teles sales experience like mini call center we implemented 59. This has been way back in the day but incredible incredible tech.
That's cool. Yeah, it's it's been around forever. It's really impressive and it's developed to the point that we we've built it for our needs so that we can call outbound and inbound and and create tiers and campaigns based on states and keep people in one state versus another. Um, so we we work with the with the 59 process as the first part. Um, we work on a go high level system. So it's a CRM that's able to manage your agents as well as your agents, uh, your clients. But, um, what we've been able to bring into it and and frankly just building out the 59 and the go high level integration was a big beast of a burden to be able to get through.
Work to do that. Yeah. But we brought this other AI into it. So now we're able to use that AI so that we can keep people um getting better at what we do because we had this this other AI system. It's called Cresta that we pay for. Um it was sitting over here in a different window. So agents weren't using it as often as we wanted them to. So we've integrated it now into our nest so that we can help you soar. You know, we're nurturing that agent throughout the process. We're helping them get better at what they do. We could bring leads into the system. They're able to have full street level compensation during that process and they still have their full renewal. They still have everything that they need to have to be able to succeed, but they're one day going to be an eagle, right? They're they're they're going to soar. And um the other part about it that I love which go high level gave us that really Salesforce didn't when we were working on a Salesforce plat platform is that uh we can text, we can email very simply, we can count, we create calendarly invites which Salesforce is like wonky sometimes with trying to get that simple simplified in go high level. We incorporated it right into the process. So now we have a system where agents are getting appointments booked on their their schedule automatically. Their calendar's being filled up because of it. And if you call us, and this is the model that we're trying to really focus on is if an if a p if a client makes the poor decision of calling us, if you will, then we're never letting them go. We're going to make sure that we keep in contact with them. Even if we don't close them today, we may close them tomorrow, maybe next week. And maybe, you know, we're going to compliantly find ways to be able to keep touching that person and and get them to the next step.
Yeah. And you know that's that's stuff that we're investing in. Like that's not something we're asking our agents to invest in. That's stuff that we know we're going to make our agents soar within the nest because they're able to do that. So pretty proud about that. Excited about what the future holds with it. And I think it changes the game for making agents become more like eagle. All of our agents become a eagles within an organization, you know.
Yeah. Yeah. It's good. Um that's too like it makes me think about as well like you have um obviously you're bringing up final expense helping people do final expense really field or phone but like we're talking about more phone related right when it comes to leads um what's as as agents are thinking about the different pieces of a phone sales process right scripting we talked about not you know the lack of emotion in a lot of um final expense related scripts and sales processes which is a big
Um I get, you know, I know people that try to close silence cells in like, you know, 14 minutes, 19 minutes. It's like it's just not how it works. That's not going to stick either. Yeah. It's not going to stick. Charge back weight. Oh, for sure. Right. Which is good for you guys to hear. You hear it different from Mike, right? And from a from a um from a process standpoint, if you're doing it correctly, I don't know that I've ever had a final expense call last less than 35, 40 minutes. You know what I mean? Yeah. And if you're doing it that fast, you're not doing that person a favor. You're not doing yourself a favor. No. And it's just a waste of time at that point. You're just building a chargeback. There's no way that you can get through that process that fast. Y and that person sticks. I know a big big big call center that did like uh they were at one point they were doing this is back when we were working with them years ago. They're doing I don't know 40 50 million a year. They in final expense. They um would not allow a final expense sale to go uh to be under 90 minutes. Maybe a little extreme, but but but think about what you have to if you're being forced to to keep to a 90-minute excellence, right? Yeah. Then you have to come up with questions. You have to ask those questions and you have to develop those questions, right? Like you're you're a master at this, right? You're in a conversation with somebody. You keep developing those questions. And that's something that I'm I'm a student of. I want to be better at that. I want to I don't want to be thinking I've got my primary questions. You know, when I was in the field, I would go in the house and I knew I was going to make sure that the first question I ask is, you know, um, how long you been in the neighborhood? Why? Because it it gave me a chance to kind of survey everything that I walked into. So, I open that door. Oh, so, Mrs. Jones, how long you been in the neighborhood? And I'm checking, okay, I see the picture over there of the grandchild. I see the ugly grandchild on that side. I'm going to ignore that. Okay, here comes the dog that's about to attack me. And there's the ratinfested couch. I'm not sitting on that. I'm going to the kitchen table. You know, like I knew I was mapping myself out with those primary questions. It's good. But when I was asking my my my preliminary factf finding questions and then my secondary factf finding questions and my tertiary factf finding questions, you know, those are the ones that I wanted to make sure were honed. Those are the ones that that set me apart from the other guy who just followed the script, right? And so I think one of the challenges with the call center mentality and the scripts that I've seen of the final expense industry right now is that they're they're too they're just only preliminary. They don't get into those tertiaries. And I think that's what sets us apart when we can figure out, okay, yeah, I asked you how long ago did, you know, Mr. Jones, have you ever had the unfortunate experience of placing a loved one in the ground? Okay, that's a that's a great question. If you're not using that in your fac in your final expense scripts, you're crazy. I mean, you're getting everything you need to know in the detective process. You just found out exactly what crime occurred, right?
100%. But it doesn't stop there. It doesn't stop there. It's okay. So, it passed. Your husband passed away 3 years ago and then you're developing it from there. So, tell me, how did you feel? You know, was he buried? Was he was he cremated? You know, was it a funeral home that was down the street? How did you come up with that money? Did he have money inside? Did you did you have those decisions in advance? Did was there any fighting when those decisions were made? Has anybody been unhappy with the decisions, which happens a lot all the time, right? And a lot. And now you start answering those questions. Well, like master salespeople know how to ask those questions and keep them going to the point that they never really shared anything about themsel, but they were talking the whole time and asking questions, right?
Yes. I think I get so excited about final expense because that stuff drives me. It makes a difference. You're you're able to be a servant leader. Yeah. Um, in our experience, the people we brought on that, um, have been most successful came from like a
Maybe a field that they never thought they were going to serve in, right? You know, maybe automotive sales. Okay, fine. But I'm talking like stuff like a teacher, someone who was like in social work. I loved hiring social workers. Makes sense. And continue to, because that person was going out there to go serve a person, help a person, and at the end of the day, they were never getting paid to really do it. Now they come on board with us, they're still helping people at the highest level and they're getting paid. That's right.
You know, you're also uh, personality-wise. Um, and anybody can get good at this. You, man, you really deeply care. This is the whole, whole family, the whole organization. Like you deeply care about the people that you help. It shows. You also, I can't—I would love to see you in like a, in like a sales, in like a middle of a cell, you know, in a home, like just sitting there watching. I would love that, man, because you would be so good at like building trust and rapport and like becoming literally like they would want to adopt you by the time you left. I could sell these.
Well, I came into business because I was 22 years old, started selling, right? And it was, it was hard, man. Like I, I struggled. I, I genuinely struggled. I was, I was talking to people about their death and I was 22 years old and I had my presentation book out and you know, I was building rapport for my first thing so that I had my picture of um, who was supposed to be my son but he was my nephew at the time that was Anony's son and now he's, you know, 23 years old but you know, but he's uh, he was my kid by the way. Yeah, he's awesome. One of the, one of the times a lady said to me, "Oh, you know, he's so, he's such a cute kid, you know, how, how old is he?" I'm like, "Oh, he's 3 years old." And, and she's like, "Oh, is he walking yet?" I'm like, "No, no, he's not walking yet. I'm making stuff up like the whole time." Like, "Oh, man. I better prepare this a little bit better in the future." That's amazing. Dylan, you hear that, right? Three years old, not walking.
He's got a, a daughter, uh, 18 months, I think, something like that. Yeah, Harper. Yeah, it's cool. Not like 18 months. I have an 18-month-old at home. Yeah. And for those that Mike has a big family, man, right? Uh, eight kids. Yeah. Yeah. 18 up to 16 years. Yeah. Just got a driver in the house now. Whoa, dude. Um, yeah. How long have you guys been married? 20 years this year. 20 years. July. Congrats. 20-year anniversary. That's amazing. Absolutely. High school sweethearts. We, um, we were in high school, we were high school sweethearts. And I actually, uh, broke up with her to become a Catholic priest and uh, went into seminary for a couple years. Uh, but uh, I guess the Lord had a different plan for me. So, and uh, we walked away from that and begged her to go back with me and after a little bit of time, finally she said yes and uh, I guess this history is never let each other go since. Yeah. Absolutely. Incredible.
But that's I think that's the reason why I care so much, like when you, when you talk about like that, I, I, We, we have a rule in our, our business that we will not let an agent leave or an employee leave or even a carry relationship get broken if we can, if we can put our head on the pillow and say, "I could have done more," you know, and so we have a rule that we hold each other accountable, we hold our management accountable, we hold a—my brother will hold me accountable, I'll hold them accountable, "Did you do everything you can so you could put your head on the pillow at night and say you did everything you can?" And that's awesome. I think you said that on the very first interview ever when you were in here, somebody did. I remember that so vividly, right? It's something we go back to daily, daily. And there's times, man, we, we are struggling in so many different areas. I mean, we've been overwhelmed by the amount of contracts and people that have come on board with us. So, it's a good problem to have. That's—Oh, yeah. But it's great, but you know, we're kind of feeling like, "Shoot, we've got to do better here. We have to get, we have to improve our, our processes. We have to improve a lot of different things." And we're always trying to get better at it. So, we're looking at ourselves in the mirror and saying, "Yeah, we, we care, but correct, am I missing the mark here?" And my wife knows like if it's 3:00 in the morning and she, she sees me up and I'm just like in bed like scrolling. She's like, "What's up? Are you okay?" I'm like, "Yeah, I'm fine, but I'm struggling right now." 'Cause we made promises to these agents. They are expecting us to follow through. And we got to catch up here. Like we're missing the mark here. We're missing the mark here. And it, it's what matters most.
And you know, when I say that I was, I wanted to, I went to seminary, I had this vision that I was going to serve in ministry, you know, like I was going to do this for my life. And I feel called to that still. I do. Um, but I think that, uh, I think the Lord's given me an opportunity to do that within this business, you know, to really truly be able to serve people and I can do it in a bigger way here, you know, and that's, that's the way that we've kind of taken the path. I think Dan, Anthony, they, they believe in serving and I think that's part of the family mission that we've had. My father started that, you know, in us and instilled that in us and I think each of us have kind of taken it to the next step and, and done it as best we possibly can. And that's awesome. Yeah, you've done a good job with it and you can, it, you can feel it and it resonates amongst everyone. Thank you. I hope so. You know, I'd hate to be inauthentic about that because it's, it hurts when you lose somebody, man. Like it hurts, like even, even when you're talking about, uh, when you asked who was the pe, who was the person that taught, trained, you know, there was one agent that trained me, um, he, he was like one of the, my mentors in many ways, he's older than me but he, he came in and then I started kind of growing but he taught me the, the business and uh, for whatever reason a few years after that he left and went to a different agency and it hurts, it hurts, it doesn't—that feeling doesn't go away, that feeling doesn't go away. You feel, you feel betrayed, but you also look at yourself in the mirror and say, "Where can I, where did I miss the mark?" Correct. What could I do better? What, how do I make sure this doesn't happen again? That's where really good leaders, that's what they do, man. They, they don't get offended and lash out, you know? Yeah, you may be hurt, right? But, but like you said, we got to learn. I mean, I've made so many mistakes with team members over the years that they left because of me. Yeah, they did. They did. And I had, and it because it was because I didn't, I hadn't grown enough to hold on to that person yet, you know. And so I've just had to realize that and learn and not everybody wants, you know, aggressive psycho crazy Cody all the time, you know, like I can't imagine like Dylan's been here almost seven years. I, number one, it's incredible he stayed. I freak—he stayed through some of the stuff we went through in the first few years, you know. It's pretty awesome. I can't imagine, you know, you got a winner there for sure. Yeah, no doubt. Like that. But that's what's cool about you guys—you're listening and you're like, "Dude, I'm struggling. I'm not making money. This industry is tough. Final expense phone sales is tough. I'm not going to help with leads or training or whatever." That's why people in this business matter more than anything else. Matters more than compensation, 1000%, matters more than where you're working, who you're work, you know, whatever. Like, you know, the carrier you're right, the lead you work, like it—the people matter the most. Yeah. And we are so blessed. You know, we have agents that and employees that have been with us 20, 25 years, right? But right now, this core management team that we have in place right now is just so exciting. Incredible. Incredible. You got Fred Murphy and, and Denny Shabbat who are, um, they're, they're out of Maine, Mainers. I know that you never think that could happen, right? Like did any good come out, out of Maine? I'm just kidding. But they're awesome. Seth out of Maine, too, right? Seth too. And um, but and Helina D and Josh Davis. I mean, rock star people, just Joe at his age. Joe Navo like at his age, bro. I didn't realize he was like 25 years old, man. I'm like, what? He's amazing. Like, every single one of them. Every single one. They're listed partner. Yeah, we can keep going. You know, ton and I've met all of them. Unbelievable. Dan Basano's working with Fred Murphy who, who just knocked it out of the park over the last year and being able to bring more people on, but sharing the culture that we've got, you know, like, and, and committing that culture. It's scary to bring on managers too because you know, we're not, we've never tried to be that pyramid style organization where we grow high. We want to grow wide and we want to bring management in based on an invitation. Not you, you don't have to get rich in this business by being able to bring people underneath you, right? Some people aren't called for it and frankly they're the reason why some people end up in the 92%. You know, because they really didn't belong in, in with that manager. But the management team we have is so committed to, to truly fixing that and, and serving people properly that, um, I'm, I'm proud of that and you know, and, and I'm excited to be able to continue to grow that out and, and to be able to work with them and, and let them continue to grow—that they are the ones that keep me working and pushing as hard as I do, honestly, and I believe it and, uh, and Dan and Anthony the same way, like they, they're committed to these guys because of the promises we made to them and to what they're doing and the exciting process of what they're doing next.
Out. You guys work so hard, too, man. It's unbelievable. Thank you. Well, if they want to learn more about what you guys do, where do they do or where do they go? So, you could text me. Um, I, I'll do my best to, to get back to you. And if even on his cell phone, I mean, it gets overwhelming after the podcast to tell you the truth. I get, I get bombarded every time, but um, you know, I, I've tried to respond every single time and, and if I haven't, you know, I get it to the right manager or one of those guys to be able to make sure that they get back to them. Um, so, yeah, you can use my cell phone. It's 973-495-4704. Uh, shoot me a text and, and I'll definitely get back to you and get you some, somebody to talk to to be able to work with you. You know, um, we are hiring and bringing people on for the Medicare and the final expense side, both sides of the house. Um, we tailor opportunities for you. So, you may be an LOA agent, you may be a, um, like a street level compensation agent. um, whatever you're looking for, we can make something work, you know, and, and, and try to focus on it. But we do do it from the po—purpose of tailoring partnerships that last. You know, there's no reason for you to, u, kind of come on board, make something that doesn't fit. So, if it doesn't fit, we'll figure it out. And if it doesn't work, then we'll move on and shake hands, you know. Amen. It's always been our goal and the way we'll continue to move forward. Yeah. You guys have done a job, good job of that. Uh, thank you for being in town again. Thanks for having me. It was a great trip. I got in here without any issues. I mean, I'm not gonna even call it misery this time. I promise. The way out. Hopefully the same thing, right? Yes. Uh, and for all you guys do and the support and for all the value you bring to our audience. Well, thank you. Thanks for being, for being in our lives and everything that you're doing for Diversify to help us positively impact lives. Amen. Likewise. And also, thank you guys for hanging with us and watching the podcast once again. Uh, if you've been around the podcast for a while, you've seen uh, Mike and the whole Rose Boys, the whole family be on multiple times. And they bring a lot of value, they care a bunch and I am always looking for good people that can bring value to your industry that want to give back and help people and that's what, that's why we do what we do. That's why you know, Dylan and I and the whole team have been putting out 30, 3500 videos for free on YouTube and over 10,000 videos online. It's like, man, we want to see whether you're in London, which is a big, big market for us surprisingly, uh, San Francisco, Jersey, Missouri, wherever, uh, we want to see you win and, and so we're going to keep putting out content. If you enjoyed this, share this with somebody else that could use it. We will see you on the next episode of the Power Player Podcast. Kaboom. [Applause] [Music] [Music]