How Dylan Crane Built a Million-Dollar Life Insurance Business... | DSH #2139

0:00Literally the Wizards GM said, hey Dylan you don't fit the part. I didn't look like I could be on the squad. I'm obviously a minority in the game of basketball. If I started life insurance at 22 years old, I literally would be a multi over a hundred millionaire at this point. I would have a hundred million dollars in my account. I didn't know that this industry was so possible to get rich quick. So all I needed was someone just to actually teach me and show me how to make it work. So I just started reaching out to anyone and everyone to figure out how to this business work. This business is incredibly insane. All right guys we got Dylan Crane on the show today. We're going to talk about life insurance making money his crazy journey to get to where he's at. Former professional basketball player as well. Don't have too many of those on the show. Thanks for coming on man. Yeah absolutely. Appreciate having me shop. Absolutely. I was talking to you before we started filming about basketball. We got to play next time. Yeah yeah. I'm totally down. You know teach us to shoot a little bit. You still got that jumper? I feel like that's something you never lose. It's like riding a bike. The jumper know the touch and the feel of the handle zone.

1:02The little bit. And the speed. Yeah. Where you were catching shoot type of guy or could you make it on shot? Yeah. Great job. You were nice. Yeah. We could do that. So you did that for a while. You played in six different countries where you making a lot of money while you were doing that? No. Not playing. Yeah. I didn't make as much money as I wanted to. It was a journey from the bottom. I mean it was started. Went to a small kind of Christian college and an AI. And it was a tough journey to get to where I was because how they look at the professional levels since there's so many basketball players now is they all these guys that are 666, 6668. They want views. Just like here. We want things to go viral. Okay. And the NBA and professionally they want things that are going to bring fans. They want the dunks. They want all the other stuff right? Because now they have Europeans that are doing the same thing. So I can never actually break into the highest level. Because close, but I can never break in. Because you had the stats. You were shooting 47% from three swan paper. You had what it took to get and then be sure.

2:03Yeah. It wasn't the look though because literally the Wizards GM said, Hey Dylan, you don't fit the part. And I didn't look like I was a I could be on the squad. You know, I'm obviously a minority in the game of basketball. That's all right. I don't care. But it's like, I'm going to do whatever I can to get there. But I couldn't jump as high as the other guys. I couldn't handle. I wasn't as shifty enough. But I could work hard. I'd be first to practice. I have a great attitude. I'd be a leader. I could shoot the ball great, better than 99% of the world in basketball. So you know, just kidding. Get to the top. I was close. I was right there. I just you know, try out. Oh, yeah, yeah. I went all the time. I had workouts with NBA teams. I was close. Were you ever on a summer league roster? No, that was the next step. I was like, that was there my last step before, you know, I had to kind of retire from basketball and go into insurance. But I was close. I wasn't far. I was in a really tough transition. Oh, yeah. You wanted to be an NBA player your whole life. Oh, yeah. Yeah, it was a dream, you know, but you got right on the doorstep. Right on the doorstep. And like, I was supposed to play for the Clippers and I was like, it was pretty much finalized

3:06to go play for the Clippers G League team in 2023. Wow. So only three years ago. Yeah, yeah, 2023 and then, you know, got to take care of the family. That's okay. You were 29 then. Yeah. Yeah, I feel like it is that pretty late for starting NBA career. Yeah, super late. You're way behind the eight ball because they want people that are brand new, young, right out of college, right? They don't know I could get injured. I could, you know, I look like a liability right because I'm starting so late, but you only live once. You can't try this again when you're 40. Right. So try to give it everything I have. But gosh, shut the door on it. Shut it. Move on something else. You had another three inches. I think. Another three inches. You know, I was trying everything I could to grow. I got into my body. What are you? Six seven. I'm six six six six. And with the hair, you're six eight. So basically, yeah, on an NBA roster, I'm sure they'd add two inches. They have for sure. They added an inch to Kevin Durant this year. Oh, they definitely do. They definitely do. They definitely dream on green. I've seen him in person. He is not. Yep. I've been to the Delilah with him for six. I'm taller than him.

4:06I think he's about my height pretty close to it. Yeah. No, what I did was I have scoliosis. So I started hanging from a pull up bar because you're decompressing your neck all day on your phone. Yeah. And I grew an inch from that previously. Easy. Yeah, that's it. Exactly. Yeah. But let's talk about that transition. So first year transitioning, were you making a good income or did it take some time? Took some time. I was doing like a, I went from work in basketball. My whole life I did basketball training was playing professional basketball. I was making good money. I was making six figures. But I was like, that was my identity. That's the hardest transition for a lot of people out there is actually to transition from sports to then business. Right? Because you feel like you've lost everything you've worked for your whole life. Yeah. Well, I transitioned and I'm like, man, I got to figure out something to do. I got to figure out something that's going to make me a ton of money because my daughter's in the hospital. She had to have a heart transplant. She, we were at Texas Children's Down in Houston and we had to move our entire life to actually de-hucen so we could take care of her. And so I was like, man, I got to find something to do.

5:08I can't do basketball anymore. I can't travel over the world. I can't play in six different countries. You know, it doesn't work like that. So I was like, man, I got to go find sales. Basketball training and building my own business was sales. So I'm like, okay, if I can do basketball business and if I can build that, then I can go, try to build a sales team or I do some sort of sales because I can generate customers, generate clients just like I did with my own business. Yeah. So that's what I did. So I found sales, my first sales job. And I sold lights to food processing plants. That sounds awesome. So I was, yeah, I was literally going into food processing plants and watching our steaks get covered. Man, that sounds tough. Wasn't that a Florida door? No, no. Well, I would just go to food processing plants. And I would just, we had our book of business already and I would just go in, set up a meeting and then convince them to buy some lights or they needed. There you go. And then I quit that after three months because I had a pretty demanding boss that was, hey, where you at? Don't spend this. Don't spend that very controlling. I don't do all of those. Yeah. So then I went into commercial roofing and it was just the wrong vehicle.

6:10So if you guys are out there and you're like, man, I'm working hard and putting in the hours, but the money is just not happening. It just means you're in the wrong vehicle. So I went into roofing and I made $5 million of sales in three months. My commission, that was 1%. Cheese. So I made 50 grand, but that was on a, that was on a base salary. So I made like 150 grand technically in like three to four months. Not bad. Like no, they didn't pay the whole hundred grand, but it was like, you know, whatever, six grand of what, seven grand after taxes. So I made technically, let's call it around 90 grand in like three to four months. And I'm just like, man, I'm putting in the hours. I'm bringing on clients, but just saying good enough. Yeah. All right. So I started to search for something better. And I try to find all these different industries, whether it was AI, whether it's all these other clothes, which led me into finding a vehicle that would actually help me make the money I wanted to, right? Which is life insurance. And how did that process work? Just phenomenal in the beginning. Like it was, it was great.

7:11So just forget that you're out there. If you guys are trying to get your life insurance license, you literally only have to go take a test. It took me three days to take a test. And how I got into it, it was just a straight wolf, a Wall Street type of stuff. Like it was like this guy came every day's name. Kind of reminds me of your hair a little bit, but I'm wolf, a Wall Street. He had his hair came up to Leonardo DiCaprio. I was like, man, you like you show me a paste up and I'll come work for you. All right. Lots of it. And he showed him a paste up and I, you know, there's a guy that reached out to me from college that I knew and he's like, hey, come work for me. I'm like, okay, no, like he was way younger than me. And he was like the, I think the ballboy on my college basketball team. And I'm like, okay, that was a ballboy. I was a starter. You know, I just didn't click. Yeah, I just didn't click. And I was like, okay, if you can do that, then I can do that. So it was automatic like perception in my brain. I'm like, if someone else can do that, I know they're not better than me. Then that means I can go do that. And I should be able to at least do the same because I would be happy with what he's doing. And if I was happy with what he's doing, then I would be good because I can work from home.

8:12I could be with my family. And insurance, if you guys didn't know this or not, it used to be where you had to knock on people's doors. It wasn't virtual. So you had to go around knock on people's doors. And I'm like, I'm not leaving my family. I'm not going to go knock on the heat. I'm not buying leads because I didn't really understand it. That was a business and people don't look at it as a business. So I jumped into it. Got my license in three days. Sold $8,000 of personal production made six grand of my bank account. I was going to spend $250 to then make six grand. I was like, this is the greatest investment on the planet. That was my first week. That's nuts. What a star, huh? Yeah. Yeah. Yeah. Yeah. Because other businesses you tried, you were doing it for months with not as good results. But this time you spent a week and you already had some results. Yeah. I already made my base salary check in a week. That's crazy. So then I was like, what is this possible in this thing? So all I needed was someone just to actually teach me and show me how to make it work. So I just started reaching out to anyone and everyone to figure out how this business worked. And this business is incredibly insane. So if you guys don't know this about life insurance, you can actually purchase leads.

9:14Okay. So when I say purchase, I'm going to get some like people that are just going to like look in the other direction. I'm like, I don't want to purchase. Well, look, this is a business. If you're going to open up a restaurant, you're going to buy food. Okay. You're not just going to buy food for breakfast and you're not going to just buy food for lunch. You're going to go buy food for breakfast, lunch and dinner because you want people to come into your restaurant. You're going to build a facility. You're going to do all these different things. All right. And I realized that in life insurance, I understood that it's a business, but I had to make sure it worked for me though, because like I have a daughter that's in the hospital that has a heart transplant. I don't want to lose my insurance because that's health insurance that she needs or health bills were over millions of dollars. So I couldn't like actually quit that. So I had to keep that in mind, but I had to make my income. So this is another thing that I'll point up. If you're out there and you're like, Hey, I'm trying to do a side job part time. Well, don't work that way. The side job part time don't work. You have to actually go into it full time to then make it work, but do full time hours and then do full time hours the other way. So you're doing your side hustle full time and then you're doing your full time job full time.

10:15And then you'll actually see if it works because you're giving it the most time. People always talk about like, well, I'm just going to dip my toes in the water and see if it works. We know I've never met a successful person that dips toes in the water. I've met successful people that actually go out and can't embalm in. I agree. And we're going to come in and we're going to rock this thing and I'm there's no other option but succeeding to make this thing work. And I'm like, look, I have to stay up to 2 a.m. to make what you're making in a week. I'm going to do it. Give it your best shot. 100% give it your best give it your best effort. Try like legitimately try to be a master at it. So just like I applied it to sports, just like I go out and shoot a basketball a thousand times, I should figure out how to make a thousand shots in a row. Why am I missing? There's a reason it's because of me I'm missing. So if someone else was making a million dollars, but I'm not that means I'm missing and that means I need to practice my skills to get there. Absolutely. You were actually putting up a thousand data. Oh, for sure. At least. Wow. I'm against the odds. I'm six four white. You know, I don't I don't got it like everyone else. I don't got the bounce.

11:15So I had to actually put up a thousand a day and work harder than everyone else. And my the key moment was for this. If you guys are out there that are trying to figure out the mindset behind being successful. My mindset behind being successful was in sixth grade. My dad told me this story. He's like Dylan. I was like, Dad, why is my mind my shot off? And notice I'm how I'm like quitting business and sports together because that's what it is. And as I dad wants my shot off, he's like, I'm like, Dad, my dad's like, Hey Dylan, like, have you practiced all summer? And he's like, I'm like, no. So I'm like, so you're telling me if all I have to do is practice more than anyone else, then I'm going to get better than everyone else. Technically, yeah. So from that day forward in sixth grade, everything clicked in my brain. I was like, Oh, I just need to go out and practice. So I practiced 12, 14, 15 hour days as a sixth grader like every single summer. As soon as I got home from school, like one to two hours at minimum three, I'll wake up early, work out before school, all the stuff. I don't care if I was exhausted, fall in a sleeping class, whatever.

12:16I was determined that I will make the MBA. And so I worked harder than everyone else. And that was my mantra from sixth grade all the way to now. I love that. Yeah, same with me. When it came to sports, I did a bunch of sports. I was always one of the worst kids at the start of the season because I'm not athletic naturally. But just through hard work by the end of the season, I'd be a basketball starter. I'd be one of the best kids on the soccer team. I did track and cross country. I ended up running a 440 mile. Yeah. I was one of the fastest on my team all through workout. Not talent. That's it. No, no, I was not talented. I mean, I moved like a, I mean, just through work, I think I moved better, but it comes from the work ethic, though. Like you got to start with the work, I think because not everyone's naturally blessed. Yeah. And you are naturally blessed either. So you put that without putting the work in and it gave you the results you're at. Yeah. And I clouded to podcasting any business I've been in, you know, I filmed 2000 episodes in three years. But that's what, that's what America or just in general kids or whoever doesn't really get it. They're like, Hey, how do I be successful? Well, I just think I can just do this for a couple of weeks or whatever it is. But that isn't ever going to actually help you succeed.

13:17That's why there's only one percent of America or the world that's actually a millionaire. They're millionaire because they learned results, whether it was later in their life or earlier in their life where they had to work hard for something to actually get there. Right. And the where we kind of get out of balance is we're told as kids, Hey, if this team doesn't work for you, you can go ahead and quit it and find something else. Mm-hmm. Or we're told, Hey, this isn't work for you for you. So you can go ahead and quit. Or hey, they're not paying you as much so you can just go ahead and quit. Well, how about you take the frickin' opposite and you just go out there and actually try to make it work for yourself. And have the mindset that, Hey, this someone else did it, then I can do it too. So I'm going to go make it happen myself. We don't have the mentality in America anymore. No, at all. Yeah, don't quit it. You got it. You got it. Yeah. Even right now podcasts are pretty saturated. So I'm even adopting. So I'm doing a lot more debates now. Mm-hmm. They're getting way more views. So you get just got to be on top of things. That's it. You're constantly changing daily. Yeah, you have. Bill, you never mind so. So did you become a millionaire off of life insurance? Yeah. Yeah, came millionaire off of life insurance.

14:18I'd never made a million in a year doing basketball, doing basketball on basketball training, but I've made a million a year doing life insurance. And so I've only been doing it for two years. That's crazy. The two years. So the margins are high, too. Super high. Super high. If you scale it correctly. Scale it correctly. Yeah, I saw what Ed might let do it. I saw what PBD did. 100%. You can grow it so big and that's what people don't understand. I don't understand why there's not more people or more successful people in life insurance. So even if you make four or five hundred grand in a year, if you dump 200 grand into life insurance, so you would easily make probably around 1.8 to $2 million from that easy. All right. So how you do it is this. So you start off with, first of all, treating as a business in the beginning, going all in 100%, I'm going to buy every single thing I possibly can. I'm going to buy leads. I'm going to buy the try to find the best leads. I'm going to try to find the best leads on the marketplace to then help me make more money because the two problems that we have in life insurance are this. We don't have enough people to sell to and then we can't find enough people that want to work with us. Because if I had an unlimited amount of people that worked with me and then I had an unlimited

15:21amount of people that wanted to buy from me, I will be a billionaire. Because there's no cap in life insurance. I got so frustrated in other sales jobs because I got capped everywhere I went. I couldn't sell that product. That didn't work here. That didn't work there. Whatever it was. And I constantly was capped with life insurance. Everyone can buy life insurance. It doesn't matter if you're zero all the way to 90 years old. Really? You can buy life insurance all the way up to your 90 years old. If you're 90, then the insurance companies want to assure you because you're now at a risk because you're over 90. That makes higher risk. So from zero to 90, you can buy life insurance. I'm like, okay, if I find as many people as possible to buy life insurance with, that means I can make as much money as I possibly want. So I was like, okay, I'm going to put as much money into this business as I possibly can in the beginning and literally find as many people to sell to. So that's what I did. My second month in life insurance, I sold $180,000 of life insurance. And you guys might be hearing that, like, dang, that's a lot of life insurance. What did I put my pocket? So after bonuses and commission payouts and carrier payouts and bonuses and all that stuff, I made 120 grand in my pocket that second month.

16:23And that changed my whole perspective because you're telling me I can be on the path to a millionaire by simply investing into a business where people want something. If you're tired of paying for 10 different tools just to manage your podcast leads, funnels, email, SMS and bookings, I've got something that'll change the game for you. High level is the all in one platform, thousands of creators and entrepreneurs are using to run their entire business from one dashboard. No more app overload, no more misleads. And right now because you're part of the DSH community, you get a completely free 30-day trial when you sign up through my special link, go high level dot com slash digital social hour. That's 30 full days to test everything from funnels, automations, calendars, websites, even white label mobile apps for your brand. Click the link in the description or pin comment, lock in your free trial and start running your business like the pros. But there's a caveat to that fast forward a month before this is what people aren't willing to do. People do not master their skills. They have zero clue to actually master this you master podcasting you master it.

17:25How do I grow to millions of followers within a certain amount of time, all right? But people aren't willing to figure out how to master that stuff. I tried to master this because I knew someone else could master it that I thought I was better than so I'm going to go in and I'm going to be better than they were. So as a competitive mindset, so I tried to go out and be competitive and literally every single person that got in front of me, I will sell them. I'm not leaving the point without being selling someone and if I'm not doing that, then that means someone else is going to, but I'm going to sell them insurance not only because I want to help I want to make money for my family, but the same time I want to help them get protected. So I took that mindset, continued. I did 100 that over a hundred thousand dollars of production 12 months in a row. So that equaled $1.2 million in my bank account from June of 2024, all the way to June, June 2025. So if you're out there in life insurance and you're like, Hey, I'm not having those results or hey, I need to go out and figure out way to make more money. Life insurance is the answer for you, but you have to treat it as a business. If you don't treat it as a business, you will fail because all these people look like,

18:26well, you haven't even talked about the recruiting side. All these people look as well. I don't want to purchase leads. Well, great. You're not going to be an entrepreneur. Right. We have as Americans, we're taught to go to school, do science, do math, do English and start to shut up and just listen to the teacher. We're not taught how to grow money. We're not taught how to do real estate. We're not taught how to do tax prevention. We're not taught to do anything. Right. So we don't understand how to exactly be entrepreneurs. So we don't understand that if we find the right vehicle and put as much money into it, then we can make as much money as we want. Yep. That's what we're broke as Americans. Yeah, dude. Yeah, yeah. Yeah. Yeah. Yeah. And you can't give up. I'll share my story because I think it's relatable to a lot of people that get into leads. So the first two agencies I hired to get leads, we actually didn't make money. So I had to refine the offer. I ended up losing probably 30 grand. We didn't close a single lead. Now we close a lead today. You know what I mean? So we cracked the code. You got to refine your offer. Make sure it's a no-brainer offer.

19:26I learned that from Hormozi. I understand. So I think people miss what you just said because you said it. It said a little quicker. It said, I had to spend 30 grand to figure out the process. Michael Jordan would be Michael Jordan if he didn't fail. If he didn't not get into this JV team in 80, 80, 1980. He wouldn't be Michael Jordan, but he had to fail JV or get cut from JV to actually make varsity. Yeah. All right. I had to get cut from the NBA or I had to get cut or not be successful and basketball to then make me a better person. I had to have my dad tell me, hey, I'm outside practicing already, but my shot ain't good enough. So what do I have to do more of? What took actually doing the action to get there? You had to do it. You had to spend 30 grand to get there. Absolutely. That's what people wanted. You got to put your ego to the side too. I'm saying. Because a lot of people would have spent X amount of dollars, whether it's 30 grand, a thousand, whatever, and then give up. Yeah. Right? You got to really take a look at things, be objective, and figure out why that didn't work. Because people think they have the best offer, the best product and best service, but is that actually true? You're going to operate from a bias point of view as the founder of the company.

20:28Yep. Easy, buddy. You're amazing, dude. Yeah. Make it a no-brenner. With your stuff, it makes sense, right? You're helping people with insurance. Yeah. 100 grand. Or so you had to spend 30 grand to actually, what'd that make you? We made nothing off the first 30 grand. We actually spent 30 grand. Well, now we close a lead a day. A lead a day. And it's first paying 15,000. Okay. So we're making 400 a month. 400 a month. So you're making 400 grand a month. That's not profit, but. Yeah, sure. Yeah. 400 grand a revenue a month. Simply from just saying, hey, I'm going to spend 30 grand and try to figure this thing out. I'm going to spend 20 grand a month. Yeah. Basically, you know, monthly basis. It's going to end up being 100x. So if you're 19 or 20 years old or 21 years old, 22 years old, your first question to yourself is, how do I get capital? It's not 19 or 20 years old. Don't have capital. So how do I get capital? So I had a guy in my company who was like, he was 27, 27 years old. No money. He was trucking. No money. He had $100 in his bank account. He was just barely making it. It wasn't making enough money. It's like, dude, I'm going to come to life insurance.

21:29See all these guys actually make him money. I'm going to go do it. If we do, do you have 100 bucks? How are you going to get capital to invest in the leads? How are you going to get capital to find a team? How are you going to get capital to do all these things? I was like, oh, screw it. I'm going to go do Uber. So he did Uber. So he dialed from 8 to 8. He would do like 400 dials a day by his hand, by his hand, not a dialer, by his hand. So by his hand, he wasn't trucking. He was just doing this. So then he would go to Uber at night from 8 to 2 a.m. And he'd come back the next morning and go from 8 then to 8 again. Then he'd do it over and over again. Fast forward five months now. He's making 40 grand a month. That's nuts. Simply from just saying, hey, I'm going to go figure this thing out. I have the winner's mindset that I will succeed. Respect. So that's, it's a certain type of individual. So if you're 19 or 20 years old and you have your freaking broke and you have no money, you can do this with just 100 bucks, but it matters if you want to win or not. Agreed. Yeah, the Uber route's not about route because you can listen to podcasts, you can listen to books while you're driving.

22:29So I see that as a good opportunity to learn. You're not going to make a lot of money because once you factor in gas and car repairs, you're not making much on the front end, but you can learn a lot. Yeah. And secondly, I think 0% funding is underrated. That's how I started this podcast. If you have decent credit, you could get 50 to 100K in credit cards, 0% interest for a year. Yeah. That gives you a year to figure things out. 100% get alone from parents, get alone from somewhere, figure it out. It's just like when I get all these excuses all the time, well, Dylan, I can't. I feel bad asking my parents. Well, yeah, I bet your parents felt bad about asking for their money too when they were 20 years old too, but they did. And this is what made them either successful or this is what didn't make them successful because they didn't decide to make the decision. So are you going to change it for your family or not? Not enough people or winners? I don't believe in excuses. No. I really don't. I used to make a lot of them when I was younger, but it's all internal. Yeah. It's all just an objection you're telling yourself. And the fear that you're giving yourself by you not going to go on to it. Right. I don't know where that actually comes from. I think as kids, we're so green.

23:33And then now when we start getting high school and then college, like we have these like fears or what people are going to start thinking of us because we're trying to fit in. Yeah. And we're trying to be what other people think is cool or successful or whatever it is because we think the guy that either has a shirt off or something in high school that actually has muscles and puts on tattoos and all that stuff. We think that success in high school or we think that's what gets girls or whatever it is, but it ain't not at all. No, it's about the personality and becoming a better you every single day because we're so near-sighted for what's successful now. We don't see what the future looks like because school does not teach us to think broader. We think what we see every single day, we think math, English science, get an A in that and then go to college. Yeah, it's so funny how stressed it used to get about getting grades on tests. For an A. So irrelevant. So irrelevant. Like it's actually hilarious. No one's ever asked me for my GPA. No. Sometimes they'll ask where I went to college, but it doesn't really matter. No, it doesn't.

24:33It's about the person. Yeah. Becoming a better you. Yeah, it only matters like if you went to Harvard, sure, and you're trying to become a doctor. Okay, that's different. Yeah, so I feel like most colleges are basically a scam. It's good for networking though, right? It's good for networking. But what else? I didn't learn. I went to school for four years and my college professor failed me for starting a basketball training business that ended up turning to a multi-million dollar a year revenue stream. He failed me. Got jealous. Yeah. He failed me as an F and I'm like, I sent him. So this was a savage thing. I did. I probably shouldn't have done this, but I sent him a bank statement of what I've made a basketball training. We had a really good relationship. His name was Lonnie. I called on and said, hey, Lonnie, can I get my grade bank that you get me an F on can you make it a for in the class and so it was a joke that we have. But I was like, I just think that professors a lot of times are built on starting brick and mortars or not using AI or not using these new technologies that we now have afforded

25:33to us because there's, you know, 1920, even some older people that are building websites for AI and making hundreds of thousands of dollars off it because they're using the right technology for it. But we aren't told in college how to actually do it. So what's the point of going to college if we're figuring out things on our own after we're out of it? Absolutely. They're not teaching AI. They're not teaching social media ads. They're not teaching how to get leads, lead ads. No, nothing. Yeah. They're teaching out of a textbook. That's ancient. That's ancient. That's 10 to 15 to 20 to 30 years old. Absolutely. Are you running a lot of AI stuff with the business at the moment? Yeah. 100%. We have AI testing systems. We have, I don't believe yet in AI dialers with what we're doing. I've seen them though. They are out there. Yeah. They are out there. We're doing because we have such a high-performing business with all of our agents and all of our business partners that the thing about insurance, it's never going to way. It's a century-proof business that's been around for hundreds of years. And the reason why insurance is never going to way because people are talking about their financial futures if something happens to them. So they're going to trust a computer or are they going to trust an actual person that's

26:36speaking to them? They're going to constantly trust a person that's speaking to them because there's got to be an emotional connection there. People buy due to an emotional connection between you and the client. They buy because they like you. They buy because you were able to answer their questions. An AI person is not going to be able or a computer is not going to be able to handle all those technical needs centered around their family. Their families are one of the most important things in them in the entire world. And they need to know that they're guaranteed protected, not protected through a bond. That's why insurance is a century-proof business. Absolutely. Especially these days because Hormozzi is saying we're in a trust economy now because there's been so many bad actors in every industry. So when you're buying life insurance, you need to trust whoever is on the other side. 100% and there's these guys out there that are, I love the hustle to some of these guys and they're great. It gets views. It gets content. But this is not what will build you a legitimate business. Juliana Messerilli, love you, man. But it's just not what's going to build a legitimate business. There was no way in the world that I can pay my 75-year-old grandmother for her to call

27:37Juliana Messerilli that's playing music, playing rap music right before I call and trying to sell her on a 15-minute insurance policy that's going to charge back in the next 10 minutes because she didn't appreciate how she was taking care of his family and her family. That's not going to work for me. So what works for me is when I jump into the office, I put a suit and tie on and I'm going to sit down and actually help a family member because what's going to end up happening is I'm going to treat them as professional and as consultative as I possibly can. I'm going to care for their family. They're going to get my number. My assistance number, which is another key thing, they're going to get access to the company. They're going to get their policy numbers and they're going to call me and say, hey, Dylan down the line, I need you to get me another insurance policy for my child. Because now I'm building, the point of insurance is not to do a hit it and quit it. We have that terminology. We don't hit it and quit it. The point of insurance is to be able to hold it down the line and maintain clients to now where we can build a clientele base where we never even need to purchase leads ever again because we have a consistent clientele base. You have word of mouth. Exactly. You can get your business to that point.

28:38You're chilling. That's what we lose out on. We think quick money. We don't think long term money. We want things that are going to make us 100 grand a year, not a million dollars a year. A clientele base is going to give us a million dollars a year. A short, quick, hey, let me puff something real quick. That's going to give me a quick dopamine hit. Okay, no, that ain't going to work. What it's going to work is long term here for the long game and that's going to change your future. Yeah, you're playing the long game. The younger generation because you and I are millennials, but what's the one under us? Is it Gen Z, Gen X? From the 2000s. Yeah, something like that. Whatever it is. They want quick money. And part of me can't blame them because it's so expensive to live these days. Right? You and I were talking about growing up, how going to the groceries, you could spend a hundred bucks at Costco and it would feed your entire family. Yeah. Now you're spending four times that. Yeah. 400, 500 bucks. Yeah. So it's like, I get it from that angle, but they just want these quick results. Yeah. And that doesn't align with business. No, because we're taught as kids just to go to school and you have a test tomorrow.

29:38Oh, I have to do quick results. I got a, I didn't have enough time to study. I didn't have enough from prepare. What am I going to do? Okay. Someone that's smart, I'm going to reach out to them and I'm going to see if they can, they have the whole curriculum and they memorize. So what's the script? And I'm just going to cheat off their test. Hmm. So now when I cheat off their test, then now it makes it, I got a A, all boom success. Okay. Now what happens later on in life? Oh, I can steal this person's card to get from point A to point B. Oh, yeah. I'm going to go steal that. Or yeah, I can, I can just try to get some quick money or a quick, it doesn't matter the ethics behind it. I just need the money to try to get by. We build the principles as we're kids and we're taught and we're not taught how to fix them. And if we can get rid of those principles and we're actually taught how to do things as kids, it would change. But there's no ethics in our economy. There's no ethics in America because everyone just tries to get by with cheating. But eventually it's going to come back to bite you because you built the wrong print. Always, dude, always. I actually never cheated on a test. Me either. Low key proud of me either. I had the opportunities. Yeah. Yeah. Yeah. Same.

30:39I had a ton of the opportunities. But I'm like, first of all, is God going to bless that? No. Is God going to bless my future? No. Is God going to bring me the right, whether spouse or train up my kids the right way? Because it all starts with habits. And if I don't build the right habits as kids, it messes up my life in the future. And it could really damage it. Like, hey, I might lose my job. I might lose and might go be in jail. Because if I stole something or I cheated, then now that's going to potentially put me in jail or mess up my whole life. Yeah. It's a principle that we build more little that we still have when we're later if we keep doing it. Yeah. Sounds like you really live by Christian values. 100%. Yeah. I love working with people like that, actually. 100%. Then you're not guessing where they stand. Yeah. Most of the time. Most of the time. Yeah. True Christian values. I know there's a lot of want like, fakers, he's dangerous, especially the younger people. Yeah. Yeah. Yeah. No, I don't. And I've seen how God changed me. And if you're out there and you're like, hey, I don't know if I believe in God or I don't know if he's actually real, have your child one day go through the hospital, which my

31:39daughter did, be told that she wouldn't live if she has surgeries. She wouldn't live if she doesn't take this medicine. We're in the hospital for in total, or I think it's total 285 days. Crazy. We're in the hospital for that long. And you can see that God worked through that time. So you can either trust now and he can be there for you now or you can trust God later. And you're going to wait while he actually needs you or why you actually need him. And since my daughter got a heart transplant, we're in the hospital 285 days. She got a hospital out of 150 children that were in the hospital all at the same time. She hasn't yet had one problem. Wow. Since she got it. So there's a, there's a God out there for those of you guys that don't know, you just have to seek him and find him. Absolutely. What were they feeding her in there? Well, you would let her eat. And that's the last thing. Yeah, there's like it's crazy how the American society is everything is backwards. If we're in the hospital, we should have the best food, but instead we have the worst food. If we're in the hospital, we take the worst medicine, but we're outside the hospital, we take some of the best medicine over go find better holistic practices.

32:42But we're not actually taught that in the hospital, we should be taught that hey, if you eat this food, this can actually help your blood pressure. If you eat this food, you can actually help your cholesterol. So if your brain knew out there 18, 19, 21 years old, find a holistic doctor that's going to take care of you versus going to the doctor because the doctor makes money off of you every single time you go there. Right. And he just, it's a money driven society. And like you were just talking about like everything is built off of trust and it's hard to trust anyone anymore because even especially doctors, especially after pandemic, they lost a lot of trust from that. 100%. Yeah, look at the food they feed kids in public school. Look at what they're feeding the prisoners. You expect these people to be like optimized when they're eating shit. Absolutely. You know what I mean? Yeah. Like it's unreal to me. Yeah. And you and I grew up in doing athletics. We could have been even better if we were eating what we're eating. We didn't know any better. We've just taught that low fat or diet or whatever it was to eat that because that was what's healthy. Food pyramid. No, that ain't healthy now. All the stuff that it has in it with antibiotics and the vaccines and everything that was

33:47built in to try to make our food churn faster. So that corporations can make more money. Yeah. Messes all up. And they were making us get vaccines too. I just had Michael Porteduneron. He said almost every NBA player they had to get the C19 shot required. Yeah. He was able to get around us somehow but he said him and Kyrie got around it but most players had to take it. Yeah, 100%. Crazy. Required to take it. And that was one of the reasons that it was also hard to get into the NBA in the beginning too for me because we were required to take these shots and I was I'm not playing in the G league if I had to get this shot because it's going to mess up my health. Is it worth it for me to be paralyzed or potentially mess up from taking this vaccine later on a life or and or would I rather be with my family and kind of take the risk. Yeah. And back down we were conspiracy theorists but they just dropped all that information last week on the White House government website and now it's all legit. So now we're we're the good guys. Yeah. Yeah. I feel vindicated but also I'm like how did you not see that? We just we're fed everything. So we thought the TV is true. Our parents did.

34:48Yeah. And I think our generation was the first to kind of question it. Yeah. Yeah. We're starting to see that ain't not even close now for us at social media. What's true on there? The correct. I think they've shifted the post to social media. Yeah. And even when you go back to my industry like. There's just there's a there's different types of things that you can sell in life insurance. You can sell a newty's you can sell final expense you can sell mortgage protection you can sell life insurance you can sell. Even a bank you can sell you else. There's a lot of these guys out here that are doing final expense policies and I feel I really do feel bad for a lot of people here that were trying to help. What is a final expense? So final expense is like when you pass away right there it's really a small amount of money that's for a cheaper amount of coverage. But we're dealing with people that are in like the project. So we're dealing with people that are that only have there maybe making $1,500 a month on social security. So if they're only making that much money they're dealing with they don't like banks because if they're in a bank and they get charged the wrong way or they have an automatic draft coming out they get drafted now they have no money and then now they can't provide

35:49food and they overdraft. That's it. So if they're trying to get life insurance what ends up happening is they have a direct express card and if that direct express card is zero then now they have no coverage. So so now that messes us up so there's all these larger companies out here that have millions of dollars in a roll up debt which means charge back so people have cancel policy or have return draft insufficient funds and now it ends up coming back to buy them because they're doing final expense because they're dealing with the older generation that's on direct express cards or on chime or on these like cash app or whatever it is. That's not how you build a legitimate model because if you have people that are constantly canceling then you're going to have more debt than you are having profit over time especially as you start to build a team and build a and build a social media presence and all those things you're recruiting final expense. So I've taken the approach to where we now we have a more consultative sale where we're teaching people how to be planners or advisors or financial professionals versus hey read

36:49this script and force this person into a policy and then write it and then it's going to charge back next month because you're now getting an interest free loan if you lose it and then now you're messing up someone else above you if you end up leaving. Yikes. So I teach my business partners to be financial professionals not ordering someone around to give me their media info and that's approved and possible of a great business and now where we don't actually lose money like our chargebacks and what we have out of revenue that we do per month which is about 1.5 million we do per month maybe like 10 grand of that chargeback. Wow. That's nothing. Not even one person because of how we built our script and how we built our system. Yeah. I'm the same way. I've only gotten I think one or two chargebacks in three years. Simple. You got to provide a good service. Obviously there's some that you can't avoid. Sure. People that are going through whatever. Yeah. But yeah, your sounds really good for the insurance space because I heard there's a lot of chargebacks in that space. Yeah. You're good a lot of stuff. It constantly flips over. Yeah.

37:50And people don't again treat it like a consultative approach. I make all my individuals like get on video with all of my clients or with all of our clients because people like to trust face to face and they want things done live. I even think when I call people over the phone that I'm like do this guy's got to be a scam or whatever like this. I just get automatically fishy thoughts. But if I can see someone through video then I can actually trust them and then be more inclined to buy for them because I can see them. That's where we're heading. Trust economy. Yeah. You brought one of your agents here today. You said he did 90K in the first month. 90K. So if you're out there and you're like hey, how do I make a ton of money really quick? If I started life insurance at 22 years old, I literally would be a multi over 100 million area at this point. I would have 100 million dollars in my bank account. Because I didn't know that this industry was so possible to get rich quick. I mentioned earlier that there's two things we have as problems in insurance. Number one, we don't have enough appointments and then we don't have enough people to find. And if you can maximize those things, you'll literally be a billionaire because you get paid every time you write a policy, the average size policy size is $1,120.

38:53If it's $120, multiply that times 12. That's roughly your annual APV. It's around $140, $1,500. Well, I can't do math. $1,500 times 0.8 is what you make in your bank account the next day. Well. So 1,500 times 0.8 is what you make in your bank account the next day. So we get paid a lot of money in life insurance because it is hard. It is difficult. But if you can learn how to do it of something that's hard, you can make a ton of money. So Justin, who is with me today, one of business partners, he started. He was a fitness coach. He started in this business in life insurance back in March. His very first full month, which was April, he made $90,000. And you can do that literally in one month. So you can change your life. My second full month, I did $180,000. You can make $120,000 in your bank account just to make roughly $60,000 in his bank account from that first month. Wow. By simply just following the script, mastering his skills and becoming a business, not taking orders or treating this as one foot in, one foot out, or I'm not going to invest in the

39:55business, you can make a ton of money just by doing this. And if you decide that, hey, I want to put one foot in the door and just go make this thing happen or two feet in the door and make this thing happen, then you will win. I had another guy's name as Tyler. And he was on the Bradley podcast with me. He had $100 in his bank account, no money to invest in his business. But his desire to win was greater than anyone else's. So he decided to go out there and win. So anyways, he dialed $400, $500 in a day by hand. He would go out there eight to eight. He'd be ready to dial on zoom. We have a virtual office on zoom. So he dialed on zoom. We were listening. We were coaching him all the stuff. Later that night, he would actually go out and drive Uber to get more capital up so he could purchase more leads so he can invest in his business. At the same time, he was selling policy. So he was essentially doubling his income while he was working a lot and then he was driving Uber. So then he drove Uber, come back the next way, do it all over again. Fast forward five months later, he's now making 40 gram a month passive and he'll have roughly around $70,000 in his bank account paid off all his debt. He had a ton of debt $70,000 in his bank account by the end of next month.

40:57That's nuts. Six months, change your life. That's amazing. How can people watching this learn from you work with you and so what I want you guys to do is this and I want you guys to think about this is where my vision is going. We're going to be the first agency inside of an independent marketing organization, which is an IMO. We're going to be the first agency to do a billion dollars in agency inside of an IMO. That's what we're going to go do. So our vision is high. We're going to start seven other businesses and my goal is to have 1,000 millionaires inside of our company, 1,000 millionaires. You can find me if you want to work for me and you work together and partner together. You can find me at the insurance athlete on TikTok or on Instagram at the insurance athlete where you can find me at my website, Crane Financial Agency slash careers. You can go there. We do a webinar every single Thursday where we can teach you exactly how to do insurance. We'll teach you word for word. All these people out there that make you buy courses and all this stuff. All you have to do is get your license and it's like a hundred bucks. But I will teach you how to make it become a millionaire where no one else is willing

41:58to teach you how to become a millionaire. You have to buy a course. I'll teach you how to buy it be a millionaire. You can be there a little within six months if you'd like to be. Follow the system. Show up to our webinar on Thursdays at 8 o'clock and you can learn how to change your life. Beautiful. Check out the links below guys. Shoot them a message. Check out the site. See you next time. Peace. Be the best. The episode you're clearly not a casual listener. You're one of the few people who actually sits down to think about this stuff. If you want more conversations like this, hit subscribe now. It helps us continue to get better guests on the show.