[00:00:03] Speaker A: Can I tell you what I want to talk about today? Yeah. I want to talk about you as a business owner. And by you, I mean obviously you, Peter, but but anyone else listening? Yep. And you're building a business as you are giving your blood, sweat and tears to something.

[00:00:18] Speaker A: How do you decide where your loyalty should lie? Because that is and it's not that is not a static conversation either. Right. It's a dynamic conversation. It changes regularly. Five years ago. In your scenario five years ago, it was absolutely, entirely all in and 100% justify.

[00:00:39] Speaker A: Yeah. But it's dynamic. Right. And just because they did. Doesn't mean you do. So that's that's some because I think so many agents spend their whole career laying down loyalty where it's not appreciated. Like it's they would have been better served to, to have moved quicker than other things. Moved them along.

[00:01:03] Speaker A: In other scenarios, obviously very, specific like microcosm. But it's not it's not it's not unique. It's like it happens. It's happening all over the place and it's more and more common. So, so I think that's something we could talk about is like, how does an agent. And it could be your loyalty to a company, your carrier. It could be loyalty to the lead company you're buying from. It could be loyalty to the CRM you subscribe to. It could be loyalty to the Facebook groups you you, participate in, like, whatever it may be. I, I think the larger conversation is understanding the nature of loyalty and, and how to allocate the loyalty that you have.

[00:01:43] Speaker A: Because loyalty is I think loyalty is an asset in every asset, is limited, like you have your cap. There's only so it's just like a dollar. There's only 100 pennies in a dollar, you know?

[00:01:53] Speaker B: I think that it comes down to. You pour into who pours into you. You know, People that are willing to invest in you. I'm. I'm willing to invest back in them exponentially. They're willing to invest in me. I'm willing to be invested in something. Yeah.

[00:02:10] Speaker B: Yeah. I mean, it really. For me, it is. It is kind of that simple on the surface level. There's like, hey, I want to take care of the people that take care of me. You know, or that or the take care of my family, or the take care of my friends or,

[00:02:26] Speaker B: Yeah. And that that was one of the things that I was super fortunate. Not only did I get one of those, I had two of those. You know, most agents don't even have one person who honestly really gives a shit about when they're starting their business, right? You know, it's there's a lot of times there's ulterior motives. There's, you know, people bring people into the business for the right reasons, but sometimes for the not right reason, sometimes it's because it's what's right for the person that's doing the recruiting, not necessarily for the recruiting.

[00:02:59] Speaker B: But man, I had I absolutely was the, the outlier in that. Like Cliff that brought me into the business like I couldn't have paid for a better mentor than him ever. And then when Cliff retired after a small, small stint on the island of Misfit Toys, I ended up in Bruce's agency and same thing was like, Holy cow. Like, I, I got it right twice buying dumb luck the first time. Perseverance and grit the second time. Because that didn't happen on. So I'm like, I made that happen.

[00:03:35] Speaker B: But there's agents out there that never even get that. Once, you know, I happened to get it twice, which is outstanding. Like that being said, like I would do anything for either of those two guys.

[00:03:48] Speaker A: So. So let me ask you this because let's break that down because we see a lot. We see hundreds. We see thousands of agents that, they, they don't have that. If they do have loyalty. But their loyalty is like, oh, well, I am being poured into. Right? I was brought into this business and given this opportunity, and I'm invited to every frickin ra ra meeting there is and and to them, that's what being poured into looks like.

[00:04:13] Speaker A: And so what I think like if the baseline is being loyal to to those that are pouring into you, let's establish what is pouring in. Because in my mind, being recruited in the business is not worth being loyal to. Like every fricking buddy in there, dog has been recruited into the business like, good heavens, it's rampant. It's absolutely rampant.

[00:04:36] Speaker A: Like, it's being an insurance agent is not an opportunity. Everybody, like one out of three Americans has got an insurance license in some point in their life. It's stupid, right? One out of three. So it's not an opportunity. The opportunity is to be poured into being invited to the training. In my opinion, that is not being poured into there's something else.

[00:04:58] Speaker A: And so I'd like to ask you that, like, based on your experience between Cliff and Bruce and, and all the other things, what is like if an agent was looking at their career and they're like, am I actually being poured into is is where I'm at worth my loyalty? Because my loyalty is worth hundreds of thousands of dollars per year. It's worth my family's effective outcome. It's worth. Did we have a good Christmas or not? It's worth like, do we do I get the. So we're fighting over money or not? Do I achieve all my hopes and goals and dreams? Like that's what. That's the price of loyalty, right? So what is being poured into actually look like? What did it look like for you?

[00:05:36] Speaker B: So I would say that first of all, it's kind of like your kids, right? Like it's discipline isn't something you do to your kids. It's something you do for them. It's something I do to beat their ass. Also, maybe we also do so due to them. But like, I think one of the things that stuck out in my mind. And it was something I didn't learn about until after I was already an agent, and up and running and doing my stuff was. Cliff and Bruce interview people all the time, and most people, they don't hire.