Jeremy Springer - LB Ambassador Spotlight Podcast

Speaker 1 (00:03):

All right. Welcome everybody to another episode of the Alliance Group podcast. And we got an agent spotlight today, uh, with Jeremy Springer. This guy is an absolute monster for Pike Creek Financial. Uh, he is one of the best mortgage protection guys in the country, uh, and he has seen, uh, incredible success. Uh, your career seems to just be going like this, Jeremy. Uh, it's pretty awesome. Welcome to Atlanta, man. Thank you. Thank you. Yeah. So we were just actually talking before we started rolling, uh, about how you got into life insurance. So let's actually back up for a second. Mm-hmm. <affirmative>, uh, what were you doing before you got into life insurance? You were, you were bouncing around to several other things,

Speaker 2 (00:39):

Right? Yeah. So I graduated high school in 2003, and I went into the military three or four

Speaker 1 (00:44):

Years. Army, right? Yes.

Speaker 2 (00:46):

Army. And then after that, I kind of bounced around from career to career. After that, I was, uh, in the union as a chemical operator mm-hmm. <affirmative>, and then, um, things didn't work out with that and everything. And then I was bouncing around. I taught actually for five, six years. Oh, wow. Liked everything about teaching, but teaching, yeah. I liked the weekends and the holidays and all that. So that kind of, that burned out quick and everything. Yeah. And, um, then my coach from back in high school, he had a family business, um, Royal Pest Solutions, and they did like pest control fumigation, things like that. So he offered me a job and I was like, all right, I'll try this out and everything. And I was there for probably about seven, eight years.

Speaker 1 (01:24):

Seven, eight years. Wow.

Speaker 2 (01:25):

Yeah. Doing a lot of sales and things like that. And then they ended up selling the company, the family sold it and everything. And then, um,

Speaker 1 (01:30):

You were on a softball team with John Nelson,

Speaker 2 (01:33):

Correct? Yes, yes. Yep. John Nelson. So I, the

Speaker 1 (01:35):

Pi Creek Financial, you guys probably know John Nelson. He's, uh, he's, you know, one of our founding MGAs up there with Frank Thomasine. Yep.

Speaker 2 (01:41):

So, um, didn't know John personally at all, but we had, uh, acquaintances that we all knew from each other. So I knew of John Nelson, but I didn't know him personally or anything. And we were getting ready for a softball tournament and we were in a group text and, uh, he just sends out a random text saying like, who's tired of working, where they're working, you know, who wants to be their own boss and who wants to make X amount? And I was like, man, that sounds pretty good to me and everything. So start texting some people. Very

Speaker 1 (02:03):

Effective, effective recruiting text

Speaker 2 (02:06):

By John Nelson. Yeah. So, I mean, definitely got my wheels turned. So like, I kind of like vetted it out and everything and be like, all right, first, who's John Nelson? What's he's about? Mm-hmm. <affirmative>, what's this Play Creek Financial about? What are they selling? Make sure, you know what I mean? Cause I was like, it kind of sounds good, but I wanna make sure. And I mean, everything checked out. Everybody's like, yeah, John, you know, he's legit. Frank's legit. Um, you know, this is what they doing and everything, and all that was like, all right. So, you know, so I start looking more into it. And, um,

Speaker 1 (02:30):

This is up in, in, you know, you're, you guys are up in Delaware. Yep. So it's pretty easy for you to check around on John.

Speaker 2 (02:34):

Yeah,

Speaker 1 (02:35):

I understand. Delaware's

Speaker 2 (02:36):

Pretty small. Yeah. If you need to know anything about anybody, just ask your neighbor and Nick and

Speaker 1 (02:41):

They can tell you.

Speaker 2 (02:41):

Right. And, um, so I got licensed back in about 2015, 16, and I was still at my old sales job. And I was looking at, at the time as something like I could just do like part-time, sell some policies, some family and friends just for some extra spending money and things like that. Never, I mean, I always envisioned like going out on my own, being my own boss and being self-employed, I was always a dream of mine, but I just never thought it would be like, you know, a reality, you know what I mean? Because I'm very, I'm not a, a risk taker. I like comfort. I like knowing what tomorrow is as best as I can with tomorrow's gonna come.

Speaker 1 (03:15):

I'm, I'm the same way. Yeah.

Speaker 2 (03:17):

So the idea of leaving this job that I honestly hated, but provided a stable paycheck, health benefits, things like that, I was like, well, that's just something I had to swallow for my family. Yeah. And I'm fine with doing that. And my wife just nonstop was like, you know, I really think you'd be good at this. And like, if you know anything about me, like I'm not a salesy person. Right.

Speaker 1 (03:37):

Which I think is actually part of the reason for your success Yes. Is cuz you don't come across as a, as a, you know,

Speaker 2 (03:43):

A salesperson. It's like, yeah, I'm not salesy in terms of like, I'm not gonna push it down your throat, but if I'm passionate about something and if I believe in it, like I'm gonna push it down your throat, but in a way of like, not sales, you know what I mean? Like, I'm gonna make sure you realize, like in my mind I go, and you are the biggest fool right now for not taking this and everything. Yeah. So that's, but I'm not gonna say that to you, you know what I mean? Like, I wanna make sure, you know, it's not the smartest decision, but at the end of the day it's on you. If, so that was another big hurdle was I was like, man, I was like, you know, I was in teaching for a while and, and things like that before that. And that was the biggest obstacle was like going into the classroom every day in front of all these people.

(04:17)
It's like, I, I just, I was outta my conference zone and I didn't like it. I'm good in one-on-one. I'm good in very small settings, but not like all eyes on me. Mm-hmm. <affirmative> know what I mean? Like, it was never, so I was like, now I'm gonna do this for the rest of my life, sitting in front of people and selling myself and selling. So I was like, I don't know. So I st stuck. So kept my license active and everything for years. Did family and friends and then like, I think John and Frank started seeing like the potential of like, hey, like you need to quit your job. Like you need, you need to do this full time. Yes. And I'm just making like, not an ultimatum, but being like, you're gonna regret not doing this sooner than later. And I'm like, whatever.

(04:51)
I mean, like, I'm gonna do what I wanna do <laugh>. And then, but the whole time my wife's like, you know, I really think you should do it. I really think you should do it. But like I was telling Travis and everything last night, my wife's also the type of person that nothing bad can happen. Right. You know, omni the opposite. If something bad's gonna happen tomorrow, it's gonna happen to me. My wife's is, nothing's gonna happen, everything's gonna take care of itself. So. Right. It's a very good balance. But I'm like, I don't know, this isn't gonna work. And so what happened was a lot like, I kept on know, telling God, just gimme signs that you think this is where I should be. You know, gimme one sign about like my job getting worse, but I took a big pay cut and this and that.

(05:27)
But still I'm like, all right, I need more signs, I need more. You know what I mean? Right. Like to a point where like, I joke with like family and friends, I'm like, I feel like God's up there going like, I'm done to science, dude. Like I literally opened the door for you. If you don't wanna take it, you're not getting it. Whatever. Like, he's not understanding the science. Yeah. Yeah. It's on you. <laugh>. So the final straw was, the funny thing is it was like, I joke around, but like, I owe, uh, like I love softball. Like besides working softball is just my release. It's fun. Yeah. Hang out with guys and everything and all that. And like, I joke cuz it's like I owe everything almost to softball because like, I found out this job through softball and then the way I even got into it a hundred percent to where I'm now is through softball.

(06:02)
Right. Because about three years ago we were having one of our end of season tournaments. First game of the day, hit a ball. I'm like, man, that's a good freaking hit. And everything I'm running, next thing I know I'm just on the ground and I'm like, man, what the heck? I literally get up, I'm looking around, what the hell I trip on and everything. Get up, take another step, fall down again. Look down at my calf. It's completely ripped off. Completely blew my calf out. Like awful car, car off the field. I'm like dry heaving sweat. Like it was, it was bad. And oh my gosh, ambulance comes, gets me and get to the hospital and all that I'm out of. So now I'm not even thinking about anything other than, first thing that pops on my mind is how am I gonna pay my bills? Like this is a nightmare. Uhhuh <affirmative>. So outta work. Can't do my job. This is still, you're still, you sell my at the job. Right. Sell my So you're,

Speaker 1 (06:50):

Are you part-time with, with Pike Creek at this point?

Speaker 2 (06:52):

So at this time I don't even know. So when I first got licensed I might have done, um, can you edit things?

Speaker 1 (07:02):

Oh, I hope so.

Speaker 2 (07:03):

Okay.

Speaker 3 (07:04):

<laugh>,

Speaker 2 (07:06):

I'll get into numbers and all that. So I didn't know if you want me talking numbers. Sure, sure. Yeah. I know some guys love talking numbers. Sure. Talk numbers. Yeah. Okay. Um, <laugh>, could you, could you edit?

Speaker 3 (07:16):

Well have to now <laugh>

Speaker 2 (07:19):

Like Alright. Does you have to document it? Um, I'm showing 30 on paper, but I did 300 now <laugh>. But um Right. Um, so my first year when I first got licensed I did like 30,000 and I was like, man, that's good side money. And then the next year I did maybe like 50,000, something like that. That's when I started doing not, I wasn't into the lead program yet, but like John and Frank and Mortgage protection similar people. Yes. They were like, Hey, can you go do this appointment for me and this and that and everything, you know, start getting here and

Speaker 1 (07:45):

There doing some leads here and

Speaker 2 (07:46):

There. And then, um, background a little bit. The job that I was at currently gave me like a real nice raise at the point mm-hmm. <affirmative> before they took it all back. So then it got to the point where it's like, I don't even need to do this, all this stuff. But it was also because I was just so consumed with the job, I just had no time to do anything. So I went a year where I did nothing like no sales at all. And um, that's when the year before I did absolutely nothing. So then I, so then at the softball tournament I got hurt. And so insurance is not, what I'm saying is like insurance was so far outta sight at that time. Yeah. It's not like I was like, okay, I can go do this now. I was like, I wasn't even thinking about that.

(08:26)
So I was like, what am I gonna do? What am I gonna do? So I just remember like my doctor telling me like, you're gonna be outta work for at least three to six months at this point because you can't do your job. Wow. The condition your legs in. I'm like, okay. So I'm like, all right, I'm looking at the, the very low amount of short term disability. I'm getting through my job, which is, you know, X amount of what your max was before overtime then tax. And it was just like, okay, I got not to pay my mortgage. Okay. You know what I mean? Yeah. I got two kids, a wife and all that stuff and everything. So then I was like, and I think it was my wife, she was like, why don't you start looking into insurance? I'm like, first off, we're pinching pennies now I'm on disability now.

(09:06)
You want me to pay for these leads? I was like, I don't know. And also like it was almost like I probably haven't even talked to like John and Frank maybe for like that entire year beforehand. Cause I was just so outta sight with it and I was like, what am I gonna like call these guys? Like hey, I kind of went back in and Yeah, yeah, yeah. All that. But I was like, you know what, you know, Swed my pride and reached back out to them and they were totally receptive and cause I didn't know if like I burned my bridge cause I kind of was just like, Hey, this isn't for me. You know what I mean? Step back from 'em. Yeah. Yeah. So I mean, reached back out, actually saw John at a work event for my wife. Um, she was working for a company that John knew the owner.

(09:37)
So we were kind of there together. He, Hey, what's going on? And I kind of filled him in and he was like, so you wanna sell again? And all that. And I was like, well yeah, I'm thinking about it and all that. And the next thing I know the following week we're back talking and I'm like, you know what, just pull the trigger on the leads. You know, I'll figure out ways to get paid, let's and everything. Let it's either gonna work or not work. Yep. And I was like, I'm gonna make this work. And so I started getting leads kind of had to Right. Yeah. I back that thing against the wall. Yeah. Yeah. It was like, I'm going to make this work. Yeah. I was like, talk to all these different people and they tell you how it's not gonna work or why it won't work.

(10:08)
And I'm like, well I'll make that decision once I do it. Yeah. If it works or not. And uh, so start getting leads and I mean literally, I mean just took off like fire. And my goal was I told myself, okay, I have at that point I probably had about three months to go that I was on disability, disability and not being able to work and all that stuff and everything. And going, okay, well if I can get, if I can make as much as what I was making at my old job, which you hated, which I hated it, I'll consider mm-hmm. <affirmative> leaving not guar. Cuz I'm like, cuz I'm like, this is sales, it could be gone tomorrow. Absolutely. Yep. And all that could be just a good three minds. I was like, it'll have to take a lot for me to go, okay, I'm all in.

(10:50)
Right. So first couple weeks go by, not much is going on. Then the first month ends, I'm looking at numbers. I was like, damn. I was like, that's pretty close to where I was making. And nobody over my head, nobody planning about what's going on and why I asked me where I'm at nonstop. Yeah. None of that. Just peace of mind and you know, still providing. I was like, you're enjoying it. Yeah. Right. And I was like, all right, lemme try this for another month. So the next, next thing you know, my leg was not healing. Doctor kept on putting me in like boots and air casts and everything. And it was just like now my, uh, the short term disability stuff and everything ran out. So now I can't go to work. My employer would not let me back because I couldn't safely do my job.

(11:31)
Cause I was in an aircast and boot and everything. Oh wow. My benefits ran out. So now I'm like, I need this. So now I was like, I forget what it was called. I think it was like, uh, F M L A or something. Or basically I could keep my job, but you ain't got no pay, you ain't got nothing but the job's there for when you want job there. It's like, well thanks. You know what I mean? Yeah. <laugh> good know. Thanks. I'll be sure to feed that family. It's, it's like the dolphin telling me I have a tight end spot. Right. <laugh>, when you'll never get back. It's like, all right, cool. Sounds good. Right. So, um, so now I'm like, okay, now I need to hit this like, as hard as ever. And so

Speaker 1 (12:04):

Just So where are you at at the end of those three months?

Speaker 2 (12:06):

So I think the first, so I know my f I think I probably did. So that was probably in the summer of 2019 mm-hmm. <affirmative> that was going on. So I finished 2019. I forget exactly, but I think I finished that year with maybe I did like 60,000. It was getting closer to the point to where I could have possibly qualified for convention. Cuz I still would, I was, even though I was licensed years prior, I wasn't really selling, but I think I got close to actually Right. Possibly being considered for convention for first year. So it might have been like fifties, something like that. Mm-hmm. <affirmative>. Um, cause I think like first time it's like 60,000 or something like that for first time. Yep. So it got, and that was only in four or five months, you know what I mean? And it got to a point to where I literally remember telling my wife, I was like, Hey, I think I'm sending an email to resign from my job.

(12:54)
She's like, what? Like, holy crap. I was like, I know. I still can't believe it. Yeah. So I remember typing it up, sending it in and like instantly like them getting back to me like, you're a fool. You ain't gonna get nothing like this anywhere else, blah, blah, blah. Mm-hmm. <affirmative>. All right, well, you know, we'll see. It is what it is. <laugh>, you're like, maybe you're right. You probably are. Right. You know what I mean? Like, but you know, I'll come back to you. You know what I mean? Right. It doesn't work out. Um, so,

Speaker 1 (13:20):

And 2020 hit,

Speaker 2 (13:21):

2020 hit and I did. Okay. So, no. So that was the summer of 2019 going into 2020. And that's when I did about 50, 60,000. And then when 2021 came around, um, I was like, you know what, like with the leads and everything, it's, it's a, it's a numbers game. The more people you can sit with, the more sales you can get and everything. And like, I try like when, when I talked to new people and all that, like they're all about, well, leads are so expensive and I only wanna get five or 10 leads a week and this and that. I'm like, that sounds great. If you could sell all five or 10, go 10 for 10. But I'm like, those 10 that come in, you'll be lucky if you can get hold of five or six of them. Right. You'll be lucky if you can sit with four or five of them. You'll be lucky if you can get three to four of those sold and everything. So. And I always tell people like, flip over any baseball card. Like the guys that hit 50 home runs are the ones that are getting five, 600 at bats. Yep. They ain't getting 50 at bats. That's very true. I mean, so it's like the the, so I need

Speaker 1 (14:16):

The guys that 300 fail seven outta 10 times.

Speaker 2 (14:19):

Exactly. Yeah. Exactly. So, and I'm like, you know, if I want those 50 home runs, I need those 500 leads. Mm-hmm. <affirmative>. So, you know, it's just, just how it's, so I was like, you know what? Okay. So I initially started in like one area where that was another sign from God and everything was going like Delaware was taking up. Cause John and Frank, you know, that's, that's our area. So I'm looking at, at different areas and everything and I see like something kept telling, telling me like, oh, look into Philadelphia. I'm like, oh, Philadelphia's Right. Who doesn't have Philadelphia? Like Right. Major city people constantly moving there. Yep. And all that. So send, you know, request to Philadelphia. Oh yeah. It's, it's open. I'm like, it's kind of weird. I'm like, all right, so I'll take Philadelphia and you know, here are some gripes from family and friends.

(15:01)
Oh, you wanna go to Philadelphia, blah blah and all that stuff and everything. And like, if you know anything about me, like I'm, uh, that's who I relate to. Like the hardworking, the, some people love sitting with those bank CEOs. Yeah. I'll take 'em when I can take 'em. But I'm more comfortable working with the guy working at the blue collar factory, blue collar. Yep. You know, they have three kids. Wife stays home, they make 50, 60,000 a year and everything. That's my market. You know what I mean? It's like all right. That's because who you relate to, right? Yes. Yeah. And you know, going on sidetrack a little bit, like that's how I grew up, right? Single mom. Yep. Three brothers. I saw the crap she had to go through just to make ends meet and everything. And like looking back now, doing my job, like the fire she played with all the time of thankfully never getting sick or injured or we would've been screwed.

(15:45)
Yep. You know what I mean? So it's like absolutely. That's why like when I sit with these people, it's like, no, do you need it legally? Do you need it? Do you have to sign up? No. But like, do you need it? Yes. Yes. You know what I mean? Especially when I'm sitting here telling you it's, you know, most times 50 bucks a month for you to cover your, what you would need all this risk. Yes. Not just if you pass away, if you get sick, you get, if you want more, get hurt, marry, you're great. Yeah. But, um, so I mean, Philadelphia's been just the best. And then I was like, all right, well now I need more areas. So then I start reaching out to like the communities around there, like box and Burkes. And then I'm went into Baltimore and it's like, so, I mean, they're not in the most glamorous areas, but I don't want, if somebody offered me, uh, Santa Monica Right.

(16:31)
And it was the same distance to drive, I ain't going. Yeah. I want, you know what I mean? The more creakier the, the boards are walking into the house, I want it. You know what I mean? That's awesome man. It's just it. And, and I think it's a relatable because like I come walking in there and like, I break them down real quick, like their comfort because like normally people walk in there and they're like, okay. Basically like, what's your budget? Oh, you can do a hundred, you can do one 50 a month. You know, just make some sacrifices, some cuts and everything. But I always put myself in that chair. I'm like, I ain't making no sacrifices or cuts. It's like, right, I'm doing this just, it's, it's life insurance. Right? Yeah. I kind of have to do it for my family and all, but it's like, I also still want to enjoy my perks of everyday work life and everything.

(17:09)
Exactly. So I always tell people like, okay, this is what you, you wanna cover your whole house plus a couple of your salary. This is what this is. And I always tell people, and some people tell me it's a bad idea, but it works for me. Mm-hmm. <affirmative>. So whatever I go, if that's too much, don't do it. You know what I mean? If things get tight, if you, you know, you're basing that off of your overtime you're getting right now or your wife's bonuses, that's not all guaranteed. Right. So what if things got tight and you had to make cuts and everything, would you still be able to afford this? And if they say yes, I take their word. Yeah. Sometimes people go, you know what? And I tell 'em like, just cuz you picked this today doesn't mean you're stuck in stone for the next 10, 20 years. You can make adjustments, you can add to it. Yeah. If you wanna make it last longer, you can do all those. But what would you need for at least the next couple years if something was to happen? And then if nothing happens, hey good for you. You know what I mean? Like you're, you're beating the odds and then we can reevaluate and make adjustments and everything. That's

Speaker 1 (18:00):

Something that I always tell people as well. I always say, you know, now this needs to be a number that fits comfortably into your budget. Yes. Because you don't want to be stressing over this number because it is going to be coming out. Yes. Every month for the next 30 years if we're talking

Speaker 2 (18:11):

About, and it'll be the first thing they cancel when they Yep. And, and when they're looking at their bills and they're seeing Netflix for 10 bucks. Mm-hmm.

Speaker 1 (18:17):

<affirmative> it's like 15 now, 20, I don't know. Yeah.

Speaker 2 (18:19):

And then, you know, DoorDash and food and all that. And then they see, oh life,

Speaker 1 (18:25):

Life insurance I can do without that.

Speaker 2 (18:27):

That's the first thing they cut and I get it. You know what I mean? I think it's stupid. I get so annoyed when I see it happen, but I get it. Mm-hmm. <affirmative>, you know what I mean? I'm, I don't sit there and go, oh, I don't get it. I do get it. So that's why I have to make sure it's comfortable for as soon as they know, like I'm not there just to get all their money and all that stuff and everything. They just get like real relaxed. And a lot of times they go, you know what, I only planned on doing X amount. I know now you told me about how the living benefits and this and that. Mm-hmm. <affirmative>, I want even more now. You know what I mean? I wanna make sure if I, something does happen. I originally want my house covered now. No, I want my house covered and I don't wanna have to go back to work for my job. Tells me I have to come back to work and things like that. And I think Do

Speaker 1 (19:05):

You do, do you do that a lot? Do you, you know, because mortgage protection we kind of see is it's kind of like a, a foot in the door, right? Yes. Because we're just saying, look, we're showing you how you can make sure that your home is covered and make, you know, ensure that your home remains a home for your family if something happens to you. And if you get sick, you can pay the mortgage with the money. But really that's like a foot in the door, right? That's just like, that's just talking about the mortgage part. Yes. If we talk about the, the dme uh, needs analysis, we're just talking about the M right? Yep. So do you, do you get the foot in the door and then talk about other things or? Yep. So do you just stick with the mortgage protection and then try to come back on the other things? So

Speaker 2 (19:37):

What I do is as soon as I get, so as soon as the appointment's set and everything and I get to their house and everything, very first thing I ask them is, Hey, you know, did you guys just buy? Did you refinance? Feel 'em out. They've been there a while. And then I go like, you know, do you know how long your loan is for most time it's 20, 30 years. So I try to base everything around, okay, if, if you took your loan out for 20 years or let's look at a 20 year term and if it's 300,000, I always tell people what I do is I tell 'em, Hey, I'm gonna start at the full mortgage amount. Mm-hmm. <affirmative>, if that's too much, we can lower it. If you want to go more cuz you think that's cheaper than what you thought it would be, we can go more, but let's start there and then I'll fill you out and everything. So if I sit there and tell 'em and they go Yeah. And most times once I tell 'em the number, it's either very hardly does anybody ever say yes I'll take that. Cuz now they're like, oh you told me that I have options. Right. Everybody

Speaker 1 (20:26):

Loves options. What are the other options?

Speaker 2 (20:28):

Right? So they're like, well, you know, well what would it be for 200,000? So we go low and now, and then I start asking questions like, well is there a reason why you won't want the full mortgage covered? Especially if the prices I know working for them and things like that and everything. Cuz I tried so many people, like something is better than nothing. At the end of the day, nobody's ever gonna be upset if you hand them 50,000, a hundred thousand dollars. Right. Nobody's gonna be upset. They will be upset though if they knew that they were shortchanging themself. Right. For 10, 20 bucks a month than they could have gotten much more. Right. Um, so I worked their way out and everything. And then a lot of times what people ask is, well if my mortgage is only 300,000, why can't I do more? Now? I explained to him about the process of it, of like the mortgage protection policy. It's not tied into the mortgage itself. It's standalone. Your mortgage company doesn't have to know about it if you don't want 'em to. Which is nice. You know what I mean? If you move and all that stuff and everything, you don't have to tell me you bring it to your new house. Always just keep telling people it's very flexible and

Speaker 1 (21:24):

It's not, it's not only paying off what's left on your mortgage. It pays the full amount today.

Speaker 2 (21:27):

Yes. And that's another thing, um, again, if you have the edit, I'm going off track about what I'm doing is what I tell people about like, um, cuz this goes into parts of like, uh, I think the training aspect Sure, sure. About how to get sales.

Speaker 1 (21:45):

Yep. Yeah. And we're gonna have a training course on mortgage protection that Jeremy's going to to feature. So make sure you check it out on Alliance Academy. Sorry

Speaker 2 (21:51):

If I'm messing this up. No,

Speaker 1 (21:52):

You're good man.

Speaker 2 (21:53):

<laugh>. But, um, I was gonna explain something about like sometimes when the price is too much, you can tell 'em like, sometimes, you know what? You don't need as much coverage as you think. Okay. Do you have another policy already in place, like a generic death benefit and your sole worry is if I die, I just wanna make sure my kids or my husband have a place to live. So if your mortgage is 500,000 and they don't like the price of the 500,000 because they're either a smoker or some health conditions and everything. I get it. Okay. Do you have something else in place as well? Yeah, I, I had this $200,000 policy I picked up a few years ago and everything. Okay, well let's do two or 300,000 if you pass away that pays the house off. But while you're alive, if you get sick or injured, you have access to that.

(22:32)
You can use that like, um, I dunno what you guys call it and everything, but I've always been taught from John and Frank and everything, it's called like the buying time concept. Mm-hmm. <affirmative>. So if your mortgage is 500,000 but you only got 300,000 in coverage and you're able to take that money out and everything, no, that's not enough to pay the house off, but that's gonna give you 15, 20 years worth of monthly payments if you just set that aside. So you're buying time to figure out do I need to move? Do I need to refinance? Absolutely. So I need to sell instead of just being told crap, I have all this going on, I have no money in now I have six months before my house is foreclosed. So it's a buying time concept

Speaker 1 (23:03):

And everything. Yeah, I like that.

Speaker 2 (23:05):

Yeah. It works well on everything. Um, so,

Speaker 1 (23:09):

So you were, you, you did 2019 was the year that you got hurt, is that correct? Yes. And then 2020, you, you took a big jump. Yeah. 2021. Yeah, I

Speaker 2 (23:17):

Did.

Speaker 1 (23:18):

Was a huge, huge leap for you. What, what did you do in

Speaker 2 (23:21):

2021? I 174,000. Um,

Speaker 1 (23:26):

You qualified, we saw you qualified

Speaker 2 (23:28):

In Marco

Speaker 1 (23:28):

Island. You got your ring.

Speaker 2 (23:30):

Yeah, it was, it was, uh, it was all like, it's still like, I still can't wrap my head around like where I'm at now. Like it's very, is not,

Speaker 1 (23:39):

It's

Speaker 2 (23:39):

Not like, for example, like successful last night I was in the hotel and uh, when I'm pressing elevator button, there's a, uh, soap dispenser and uh, I'm not gonna give any credit to my old job any shout outs or anything. But soap dispensers, if anybody gives it any bathroom soap dispenser, they, they're taking over the world with their stuff and everything. And I see it and I go, man, like I was there like two years ago, hated my job. Hated everything. Yeah. Now I'm here at the Lions Group, you know what I mean? Like, it's just, it's very, uh, making more than I think nothing for granted. Yeah. I, I know. And that's the thing too, it's like the money and everything, it's just, it's just something like, and like, so at the end of 2021 I was like, all right, you know what, that'd be cool to do the same maybe 200,000 like Frank Tomey.

(24:25)
And he was like, what's your goal? And because Frank is big on goals. Yes. And I get it. Yes he is and he's gonna hate me for saying this and everything, but like, we're different people when it comes to that and everything. And he needs, like, every week he has a goal, like his, uh, like, uh, weekly goal that he wants to write a weekend, everything mm-hmm. <affirmative> and I understand that mindset of needing to hit that goal and if you don't double up the next week or you know, things like that and everything. But I've never had goals with anything in life mm-hmm. <affirmative>, if that makes sense. But like I know what I want to do. You know what I mean? Right. So like, like when he said like, cuz he is always gonna over us, like what's your goals? What's your goals, what's your goals?

(25:09)
Weekly goals? And I go, I don't know, I don't know. I just said every single day I wanna maximize myself. That's my goal. Right. I can go to bed at night and go, I call every client I needed to. I did everything I possibly could and yield it zero in sales. Oh, well. You know what I mean? It sucks. I'll lose sleep over it. But the next day I'm, we do it again. Yeah. The problem I don't like about with goals, especially when it comes to this is because see my goal is 5,000 a week. If I get the 5,000 on Monday, I don't care. Right. I'm still gonna try to get 5,000 next day. Exactly. So it's like, it doesn't matter. My my goal is just to sit with as many people as I can and to get as many people as I can to see the importance in it and say yes and the rest works out for itself and everything.

(25:53)
Yep. So take a day at a time. Yes. And I, like I said, I do understand where Frank is coming from cuz like if you don't have set goal, but I, I think like people that could wander or lose their work ethic mm-hmm. <affirmative>, they need those strict things because even like when I was in the Army and everything, I remember getting done basic training and the the drill instructor coming up to me saying, I don't even know what your name is. Like, he kind of knew my name is, and he was like, that's the best thing you can hear moving out because the ones that are constantly getting called out right there goes springer again. You know what I mean? Like, that's not good. You know what I mean? Yeah. So it's like, just tell me what to do and I'll do it. Yeah.

(26:26)
<laugh>, you know what I mean? And if you tell me I have to be done by 12 Okay. But that doesn't mean I'm gonna go home at 12, you know what I mean? I'm still gonna find something else to do. Like I, I'm all about flying under the radar. Yeah. Like, just don't bring attention to myself. So when we're going over year, like, oh, this year I was like, you know what, that'd be that'd be cool to like 200, 2 25. Like, man, that'd be crazy. It's like what a doctor makes, you know what I mean? Like, I'm just like in, you know Yeah. Right. Little on me. So year starts off flying, like

Speaker 1 (26:55):

Yeah, you got up to it really

Speaker 2 (26:56):

Not start insane. Yeah. Just, just insane and everything. And like, just going like, this just seems so odd and like I didn't change anything that I was doing last year. It was just, I had just, just following up, just staying on people and everything and like the first, I mean, I think I hit a hundred thousand in the first, I mean, geez, three months. Yep. And I mean, I just passed 200,000, I think I'm at like two 10 now.

Speaker 1 (27:21):

That's incredible, man. And my goal,

Speaker 2 (27:22):

My goal

Speaker 1 (27:23):

Was we're we're August 2nd. Yeah. Got a lot of year to go. Yeah.

Speaker 2 (27:27):

And my goal was, I don't even know, I don't even think I even picked one. Right? Like I had, I had a goal of like 200, 205 and Frank was like, you could do two 50, you could do two 50. And I'm like, I remember this hanging out with the phone. Like I was driving to a client's house and he's like, you could do two 50, you could do two 50. I'm hanging up. I'm like, he's out of his mind like two 50. I'm like, why is he saying numbers like that? Like two

Speaker 1 (27:47):

50 is well on your side

Speaker 2 (27:48):

Now. Yeah. Yeah. And I'm like, he's so unrealistic and are, you know what I mean? <laugh>. And, and then, um, uh, because I'm also not type of guy where like, uh, um, I'm a self motivator. Mm-hmm. <affirmative>, I can sit around people all day, motivational speakers and all that and I Oh, that sounds good. You know what I mean? Like whatever self, nobody motivates

Speaker 1 (28:07):

Much the same way except me. I don't need anyone to motivate you. Yes.

Speaker 2 (28:10):

Yeah. There's nothing you could sit there and say that's gonna make me work any harder. Right. There's not So like I know where Frank was coming from. One, he saw the potential. I know he saw I had it in me, but I also thought maybe that was like a little bit of him saying like, all right, shoot for the stars. You know what I mean? But I remember not getting aggravated, but just being like, man, like why is he setting unrealistic goals for me now? Now looking back, it's like he knew I could do it and now it's like two 50. I wanted to get that. No problem. You know what I mean?

Speaker 1 (28:34):

300 is more Yeah. More of the trajectory that you're on, man. Which is rarefied air. I mean, we

Speaker 2 (28:39):

Don't for second year in, I mean, that's unbelievable. Straight mortgage leads, its, you know what I mean? Yeah. And um,

Speaker 1 (28:46):

So talk about that. Talk about, um, you know, uh, mortgage protection. Um, obviously there's some things happening right now with the interest rates going, you know, uh, up and you know, less, less people are refinancing. So, um, there's always challenges, right? Yeah. Uh, and you know, you were talking about God earlier, sending you signs or, you know, challenges and just things to overcome. Yep. It's never gonna be smooth sailing again. No. And then I made a ton of money and Yeah. And then we all lived happily ever after. Yeah. And I made

Speaker 2 (29:14):

A funny story about that when I, when I first started, I remember going to the first appointment by myself. I did a few appointments with John, did some ride alongs, stuff like that and everything. It was more like policy drop offs and just showing me like how to like present yourself in a client's house and hold yourself and, you know, just show him that like you're there to be their friend, but you're also there more like to help them. You know what I mean? Mm-hmm. <affirmative>, like you're, you're there to serve them. And like, I don't think he had anybody tell him no, like we're

Speaker 1 (29:46):

Doing, he's amazing

Speaker 2 (29:47):

Conversions and stuff like that. Yeah. But like, it wasn't like any, um, normal like, oh I just set this appointment now I'm going out like brand new. They all kind of knew John was coming and stuff like that and everything. So I was just under the impression you can't say no <laugh>. So I still remember going to my first appointment. <laugh>, well my first appointment was a NoShow. I remember that. Right. Which they're writing the mortgage leads.

Speaker 1 (30:11):

Those are fun. Those are fine. Its like you drive 45 minutes out and

Speaker 2 (30:13):

You drive 45 minutes to an hour. You literally talk to the person night before and saying, what is the best time for me to come to your house tomorrow? Yep. One o'clock you get there and nowhere to be seen.

Speaker 1 (30:21):

Unbelievable. So

Speaker 2 (30:22):

I remember the first time sitting with a client going over everything. I have the application out, filling it out. And then them being like, what are you doing? I'm like, oh, we're doing the application. And he's like, I don't want it. And I remember I was like, what do you mean you don't want it <laugh> like,

Speaker 1 (30:36):

Wait a second. Yeah.

Speaker 2 (30:37):

I was like,

Speaker 1 (30:39):

This is what happens to John Nelson.

Speaker 2 (30:40):

I know. I'm like, you don't want it. I'm like, like no. I'm like, okay. I'm like, all right. I remember going out to the car and calling John. I'm like, dude, who's a have an appointment guy? I was like, they said no. And he is like, okay, go to your next one. I'm like, they're not allowed to say no, are they? And he's like, yeah, they,

Speaker 1 (30:57):

He's like, I like that attitude. Yeah. But technically they're, yeah.

Speaker 2 (30:59):

He's like, yeah, they can say no. I'm like, okay. He's like, and he was kinda like, you didn't like tell 'em they had to get, I was like, no, I didn't tell 'em they had to get it, but I was like, I just stupid.

Speaker 1 (31:07):

I was just shocked.

Speaker 2 (31:08):

They filled the form out. They wanted the information. I gave 'em the information. They liked it, it was affordable. They said no. And he is like, welcome to the visit. You know what I mean? So that was like, it happens sometimes. I just thought that was funny. And I tell people that story cause I was just like, you know that like it was, it was just very funny. Like said no.

Speaker 1 (31:24):

Like well you must not be getting too many nos these days. I'm sure you're getting a lot less minutes. So why, why don't you walk me kind of through um, your typical day, like quickly like 60 seconds. Like what is your day for someone who's doing I'm pace to do $300,000 of production.

Speaker 2 (31:38):

So I have same routine every single day. I wake up and I have my, I have a black folder with all my leads on the left. I have the ones I have at least made contact with. Have said yes they're interested or I've set the other ones. I've had no luck in getting a response. Uhhuh, I go through all those. I call every single one. I don't care what time it says to call 'em on the form. Two o'clock on a Thursday. I don't care if it's nine o'clock on a Friday. Right. I'm calling you. Right. I'm calling Ver go. Hey Mr. Mrs. Smith, my name is Jeremy Springer. I'm calling you in regards to your Bank of America mortgage protection policy form that you filled out for us. I just need a couple minutes, go over a couple things that you filled out. Oh yeah. I remember filling out. Okay. You're born on June 18th, 1984. I've used a non-smoker, blah. Okay, great. When is the best time for me to come out to meet with you and your wife to go over your options and that, you know, figure out her schedule works.

Speaker 1 (32:26):

So you verify, you verify that information cuz that's kind of lets 'em know that you're, you're this guy, this guy knows my birthday. Like

Speaker 2 (32:31):

Okay. He's ask, ask quick questions, the health ones just to make sure they're eligible. You know, I got a couple health questions just that they ask you just to, you know, in case I need to bring any extra forms, you know, we're good to go on everything, you know, um, any current or previous cancer, heart attack, stroke, diabetes, you know, any daily medications. Cuz like a big thing we're leading, some of us are going into now is just asking people about the four core, the cancer, the heart attack, the stroke, diabetes, there's other things now popping up more than usual. Um, you know, als um, hiv aids is something that's popping up a lot and everything. Huh. And so now you, you know, you should always ask them also, you know, are you on any medications?

Speaker 1 (33:08):

You on any medications? Because

Speaker 2 (33:09):

Then that kind of airs. Yeah. But at the end of the day, and anybody in the mortgage lead business knows this, if you get a random call from somebody set 'em an appointment, the oftentimes they're not gonna openly tell you about their HIV diagnosis. Right. Or the what their, what that just got diagnosed with cancer last weekend. Everything. Yeah. So you kind of have to realize that. And then when you go out in person, they tell you that you can't be so upset.

Speaker 1 (33:29):

Yeah. It's

Speaker 2 (33:30):

Always gonna, it's a reality. It's just a

Speaker 1 (33:31):

Gamble. It's the reality of the, of the business. Yes. It's the nature of the business. Yeah.

Speaker 2 (33:35):

So I set the appointment, um, make sure they're healthy enough tentatively to go out and everything go out. And then so

Speaker 1 (33:42):

You actually, so you're, you're calling, you're calling and then you're actually booking your own appointments. Yep. And you're booking 'em what, two days out? Three days out? So

Speaker 2 (33:48):

That was the thing when I first got started, there was pretty much no issue. If you leave came in on Monday, you could set that thing up comfortably for the following Friday and not really have to worry about them going somewhere else. Right. The competition is so crazy these days and with just nonstop people calling. And not only that, like people buying data, not illegally, but just shit like people getting data and like, not even bothering to call, just showing up at the house Wow. And saying, Hey, I got your info. I was in the area. And then, and them saying stuff like, oh, already have an appointment with Jeremy. Oh yeah. Jeremy can't make it.

Speaker 1 (34:25):

Yeah. I'm

Speaker 2 (34:26):

To talk to Jeremy. Yeah. Or I'm here form you don't this place. It's just like the integrity of that's kind of, and that can be for a different day and everything about just, you know, I can get into that about just hold yourself

Speaker 1 (34:36):

To a standard. Yes.

Speaker 2 (34:38):

Because it's gonna come back and bite you. It doesn't matter if you lie to 'em about if they find out you're lying to 'em about anything, you can just shoot that. Yeah. It's Cause I've had clients that come back to me and said, oh, that person didn't say he worked for you and I'm not dealing with that and they've come back. You know what I mean? So don't, it sounds easy to sit there and say yes to what they want to hear yes to. Mm-hmm. <affirmative>. But if it shouldn't be a yes, don't say yes. You know what I mean? Yeah, absolutely. Like, oh, you work with my mortgage company? No, I don't work for Bank of America. Right. We got your info from them and we are the ones that handle the mortgage protection policies in your area. Okay. That sounds great. And everything. Right. Because you could do that line of Oh yeah, I work with them and they called me. You're asking for trouble. Absolutely. And most people don't care who you got it from. As long as you're legit and the product's legit, they don't care. Exactly. You know what I mean? But like, don't lie, just

Speaker 1 (35:25):

Hold yourself to a high standard. Even even in an industry where there are a lot of people willing to stoop very

Speaker 2 (35:30):

Low. Yep. So when elites come in, I, I make my calls, um, and if I can't get ahold of 'em, what I do now is, you know, text messages. So normally I, I call once or twice if they don't answer, um, I'll leave a a, a text message or a voicemail and then usually, I mean, I'll stay on a lead for a month or so, but by that point they're probably just ignoring you or blocking you or they want somebody else and you know, there's really nothing. So

Speaker 1 (35:54):

You call them if, if you don't get an answer, you call them what? Every day for a month

Speaker 2 (35:57):

I'll call 'em twice a day. Twice.

Speaker 1 (35:58):

Twice a day. Twice a day for a month. Yeah. That is I think a huge part of your success.

Speaker 2 (36:02):

And, but you have to do it in a way that you're not coming off desperate or Sure. Annoying. And I always, when I leave a voicemail or text message,

Speaker 1 (36:11):

When do you leave a voicemail?

Speaker 2 (36:12):

So if I call the first time and they don't answer, um, I'll call back the next time. So either if I called 'em in the morning and I call 'em back that night, then I'll leave a voicemail. Mm-hmm. <affirmative> the next day. If I still haven't heard back, I'll call 'em again. Um, leave another voicemail. And then when I call again I'll stop with the voicemail. Cause I'm like, come on, you got two voicemails.

Speaker 1 (36:30):

Right, right. And then that's why you know who I'm

Speaker 2 (36:31):

Text messages. Yeah.

Speaker 1 (36:33):

And, and then you got a text message. Okay. Yes.

Speaker 2 (36:35):

But I always

Speaker 1 (36:35):

Make sure, so voicemail. Voicemail. So

Speaker 2 (36:37):

I always make sure Sure. Text messages in the voicemail and text messages. I make it very clear, if you do not want me calling you or following up, just tell me. Yeah. And I won't, and you know, I'm not gonna, if you sit there and telling me you don't want this, I'm, I'm

Speaker 1 (36:50):

Not, I'm not chasing it's, I don't have time to chase it. Yeah. I'm

Speaker 2 (36:53):

Not gonna call you back. Like, uh, what was that? Uh, it's funny like, uh, that uh, that Jim Carrey movie running's like, Hey, did you call me? Uh oh yeah, I heard a phone call. I think, think you called me. It's not like that. So it's like if you tell me no, okay. I ain't gonna be like, hey, she no. Like knows and no. Right. Um, so, and a lot of times that's when I'll start getting the people that don't initially answer or respond back text messages work. And that's working with people that are 18 to

Speaker 1 (37:22):

65, 70. I mean, text is everything man. Yes. I don't ever want anyone to call me. Yes.

Speaker 2 (37:26):

It's funny, just texting. Like my uncle said the same thing. And, and to me, like I'm only 38, but I love texting everybody that knows me. I prefer texting. Yes. But when it comes to this, it's like I prefer doing everything like over the phone. So it's just, it's still weird for me. Like

Speaker 1 (37:42):

The, some things are a better phone conversation, texting for

Speaker 2 (37:44):

Sure. Text. And that's the thing, I mean, I'll get text messages saying like, Hey man, yeah, I got your voicemails. It's not a good time. Follow up next month. And that's when the communication starts. So it's like, okay, they're at least communicating. Yes. I'm back with them. And then

Speaker 1 (37:56):

We got a lot going. I

Speaker 2 (37:57):

Always tell people, if you tell me to follow up, I'm going to follow up. Mm-hmm. <affirmative>. So when you tell me to follow up next week, I'm gonna follow up next week. Yep. And but then it gets to a point to where if they say to follow up or come meet you just gotta cut your ties and you know. Right.

Speaker 1 (38:08):

Take your once they say next week, next week, next month. Next month. Okay. Yeah. But that's good. Obviously

Speaker 2 (38:12):

Serious fire, especi, new agents or even agents have been around for a while, you know? Cause I've talk to the agents that have been around for a while and like, I ain't following up that much. I'm not doing all. And that's great. Like, um, if you're at that point in your career where you're good mm-hmm. <affirmative> with turning down, nah. Possible sales.

Speaker 1 (38:29):

I don't know, man. Okay. I think that you're,

Speaker 2 (38:31):

Or if you think it's, or if you think that's beneath you, okay. But that comes back to I'm not calling or texting these people to sell them bottled water. Mm-hmm. <affirmative> or, um, something they don't need. Right. Yes. It's like, I, like, I think I was like telling you guys, I even made a post on my foot. Like I feel like I was driving. I was like, I literally feel like this is like the golden ticket for people. Like if they just understood the importance of like what I'm trying to give them. Yep. You would not say no. Yep. You know what I mean? Like, have

Speaker 1 (39:02):

You had any, any claims,

Speaker 2 (39:03):

Uh, on your first Just had my first

Speaker 1 (39:05):

Just had your first tell me

Speaker 2 (39:06):

About it first. Yep. And I was r different, so I was leaving an appointment in Baltimore and I saw this Baltimore number called me like two or three times. And, um, at that time of day I was like, I was clocked out. It was a rough day. Mm-hmm. <affirmative> selling and everything, just driving all over, nothing going my way. And I was like, I ain't dealing with that anybody today. You know what I mean? Mm-hmm. <affirmative>, I see a voicemail pop up and I'm ran in front of Wawa. I was like, lemme get something to eat and I'll call then sitting there driving and I was, oh shit. I was like, I didn't listen to that voicemail. And I was like, all right, let, let me listen. So I pulled over and um, pulled over and soon as I hear a voicemail I was like, man, I don't know who this person is.

(39:49)
You know what I mean? Like, never heard this lady's voice before. So I'm listening to it more. And like, I didn't get much info first voicemail. And then apparently they called me a second time. I left the voicemail and I didn't even notice it. So I played that one and I was like, oh, hey by the way, um, this is such and such as, uh, mom, um, gimme a call when you get a chance. And I'm like, man, that's why is their mom calling me? Right? Yeah. The first thing that pops to my head, everything bad happens is gonna happen. This girl was young, she was only about 35, maybe a little younger. And I was like, oh, she probably told her mom, her mom probably told her she had somebody better she can get the policy through. She's scared to call me to cancel.

(40:27)
Her mom's gonna cancel the policy for her. I'm like, this is the last thing I need. You know what I mean? It wasn't even like a, a big policy, like if I had to get the charge back all well. Right. But it was just a point of like, oh my gosh, like this person needs that, like, right. Yeah. This girl had two or three kids. She was a single mom. It was, I stayed on her for probably about two or three months because it was around, I think it was around like Christmas when I initially got her lead Uhhuh, and she, um, worked in Baltimore as a prison guard and she was like trying to get all the overtime she could get and everything. Mm-hmm. <affirmative>. And she's like, I just don't have time. But I, I remember getting to a point, I was like, do you want this or not?

(41:03)
You know what I mean? Like, I, I know you say you want it, but like you're just not setting any time away to get this done. I was like, it takes 20 minutes to do the application. Yeah. No, I want, I want, I want to. I'm like, all right, whatever. Just kept on pushing off, pushing off and pushed it off for months. Remember one day pulling in to a parking lot and she popped in my head for some reason. I was like, uh, lemme just call her. And it was that time that she originally told me, don't call me at this time. She's usually when I'm at work I can't answer my pH phone and everything. Right. I was like, what she gonna tell me? No. Like she's already told me no 500 times anyway. Right. So I called her and soon as she answered the phone, she starts laughing and she was like, I knew you were gonna call me today. I knew it. I was just waiting for you to call me. You always call me. I was like, is that good or bad? She was like, I don't know. And I'm like, I have 20 minutes. You have 20 minutes. I was like, we could do this all over to her phone together. Do a zoom call. Yeah. Um, send it to you electronically and all set up. She's like, yeah, I could do that. Okay, great. Does the policy, she gets approved two day, two days later, something like that. Tell

Speaker 1 (42:02):

Us how much, how big was

Speaker 2 (42:03):

This policy? Uh, 250,000. Two 50, right. Yeah. And she was paying like, and that's why I go, sometimes people feel like the stuff costs an arm and a leg. I think she was paying 25, 30 bucks a month. Wow.

Speaker 1 (42:12):

Like a 20 year term?

Speaker 2 (42:13):

Yeah. Cuz she was only, I mean she's great health, non-smoker, young. I mean, it was maybe 30 bucks a month. So about two months ago, it was only two months later because she only made one payment on the policy. So her mom's calling me, so I call her mom. I was like, Hey, this is uh, Jeremy. She said, Hey, first thing out of her mouth, um, she sounded all frazzled. She's like, Hey, um, I, I saw your card and this folder for an insurance policy on my daughter's uh, table. I'm like, okay. And she's like asking me questions and I go, yeah. I was like, yeah, it's still intact. Cuz she was like, you know, is everything up to date with it? You know, she made all her payments and I'm like pulling up her files, like she's only had it for about two months, but I'm like, yeah, everything's up to date and all that. And she was like, oh, okay. Um, then she, she had like some other questions. I was like, honestly I can't keep ta I was like, where's right? She

Speaker 1 (43:04):

At, I can't keep answering questions. Yeah.

Speaker 2 (43:06):

And she was like, oh my gosh. She was like, I thought I told you in a voicemail. She's like, she died. And I'm like, oh my gosh, what? And like literally like only had her policy in place for two months, was literally just texting back and forth with her cuz she had some questions about some things. Um, where I, where I dropped off her policy one day and she wasn't there when she thought she was, she went to work more overtime. I was like, all right, I left your policy, you know, between the doors. Just call me when you get it. That way I can tell you where to sign for your policy delivery receipt and things like that. She said, okay, yeah. Sounds good. And that was only maybe a month before this. And so I'm like, what you mean? She's, she died and she was like, uh, yeah, she, she was in an accident yesterday coming home from work.

(43:45)
So now I'm like literally pulling up my iPad and I'm like, all right. Like, who knows? So literally I just Googled her name, put the state she lived in and there was a million articles about, it was a bad car accident and everything. Gosh. Coming home from work and things like that. So I'm like, holy crap. And I was like, yeah, everything's up to date and all that. So, you know, we filed a claim and then, you know, rule, since it's within a certain amount of time, everything's gonna be sure, sure. To look back and all that stuff and everything. But, um, yeah. And you know,

Speaker 1 (44:16):

It must have been crazy, uh, you know, delivering that check her, her benefit, she had two, she had kids,

Speaker 2 (44:21):

Right? Two kids. Yeah. And I think, think it's still going through the, um,

Speaker 1 (44:24):

Probate.

Speaker 2 (44:24):

Yeah. Because, you know, they got the, since it was so new and all that, just making sure, but last time I checked it still, you know, everything was looking fine.

Speaker 1 (44:32):

Oh, okay. So Oh, so process. Yeah. It's

Speaker 2 (44:33):

Still in the process. The claim was only filed maybe a month and a half ago. Wow. Yeah, it was brand new.

Speaker 1 (44:39):

Yeah. So the company's doing the, the, the two year look back diligence.

Speaker 2 (44:42):

Yeah. Look back period and all that stuff. But this thing was fine. Cause it's not like her mom called me and said she died of cancer or a heart attack. I'm like, well, right. That's not good because when did that happen? Right. You know what I mean? Right. So, um, but awesome family. Like not, you know, how sometimes money can tear families apart and like how much, not once did a mom ask how much it was all she wanted to know was who are the beneficiaries, which they explained to her and everything. And I was like, oh, this is gonna be bad. Like, hope her mom's not looking. And she was like, all right, I just wanna make sure her kids are taken care of. Yeah, of course. Two,

Speaker 1 (45:09):

Of course,

Speaker 2 (45:09):

The beneficiaries, you know, so very, you know, and I've talked to the son and everything and, you know, talked to him about some things and, um,

Speaker 1 (45:18):

Yeah. So you have, you have how many clients now? Uh, what would you say that you have over?

Speaker 2 (45:23):

Yeah, so I mean, basically three or

Speaker 1 (45:25):

Four years.

Speaker 2 (45:25):

Yeah. Three or four years of being licensed, but really only a year and a half of like actual, so I mean, I might have picked up 20, 30 clients before full time because like family and friends Sure. But now, I mean, I'm probably pushing has to be 2 50, 300 now. Yeah. And

Speaker 1 (45:41):

I mean, I know that that's your only claim out of 250, 300 clients. Yes. You're, you're, you know, you're gonna have a lot of claims

Speaker 2 (45:48):

Going forward. Yes. And, but that's why like, and I joked, not joked about it, but like I told a couple people and everything. I was like, people thought I was crazy before about follow ups. Oh yeah. This is why. Yeah. You know what I mean? Like, I could have sat there and told her, all right, you said no you don't want it, whatever. And I could have looked at it like, oh, I'm getting outta this is 30 bucks a month. Like, is this really worth my time? Right. You know what I mean? But it's like I pursue each potential client. I don't care if there's a possibility to get $10 or a thousand dollars a month, I want 'em all because I know how it's gonna help them. Yep. You know what I mean? So it's like, and I know sometimes I tell people, and I know they probably don't believe me, but ask my wife, I lose, I get as annoyed and upset and lose sleep more so over those 25, $30 a month policies.

Speaker 1 (46:36):

Yeah. Because, you know, they're the ones

Speaker 2 (46:37):

That are the ones that need it. The ones that cancel my 500 a month, they have, you know, they still need it. Right. They think they don't, but they do. But I'm like, they're in a position most times to at least

Speaker 1 (46:49):

Absorb gap

Speaker 2 (46:50):

Some things together and everything. And that's the thing, I was like, I could easily sat there and been like, no, I'm whatever she doesn't want to and everything. But it's like, I mean, and like she was so happy. Like, like she was just laughing the whole time doing the policy and everything. She was like, she was like, man, I was telling my friends about you. And they all said, man, you better answer that phone for that crazy white boy keep calling you and blah blah and all that. And, uh, she was like, I'm so happy you called me and everything. I got time and blah, blah, blah. And I was like, yeah, awesome. And, and then it happened. So I mean, yeah. Yeah. And that's the thing, like young pe like people just never think something's gonna happen and

Speaker 1 (47:26):

It's gonna happen to them, man,

Speaker 2 (47:27):

They think they're young. Oh, my mom is still alive and that's great. But like, this literally was just driving home from work.

Speaker 1 (47:32):

Yeah. It can happen at any time to anybody. Yeah. And if you hadn't followed up, if you hadn't exactly. Been dogged and, and determined to Yeah. To get her what she asked for. Yeah. You know, she, you know, there'd be $250,000 that wouldn't be on the table for that family. It's, uh, like, like you said, you know, this just strengthens your resolve even for Yeah. Even more going forward because you're like, look, I'm, if you tell me to follow

Speaker 2 (47:53):

Up. Yeah. I'm gonna follow up. I'm gonna follow up. Yeah. If you don't want it, just tell me you don't want it. And Absolutely. Yeah. I'll call the,

Speaker 1 (47:57):

So Jeremy, we got a, a, a little thing that we do. It's called rapid fire questions, um, where I'm basically going to ask you questions and you need to answer as quickly as you possibly can. Um, this is rapid fire. I know this is gonna be hard for you, Jeremy. Yeah. I don't like to say,

Speaker 2 (48:14):

And you gave me no heads up about this either, <laugh>.

Speaker 1 (48:17):

I know. We, we actually really like to surprise people with this. All right. So I'm gonna ask you a question. You just go with the first answer off the top of your head. Ready? Mm-hmm. <affirmative>, what is your favorite drink?

Speaker 2 (48:27):

<laugh> Whiskey. <laugh>.

Speaker 1 (48:29):

Very good. I I already know the answer to this next one. We talked on the, in the car on the way over this morning. Morning person or night owl? Uh, night. A hundred percent a night owl. This guy. What was your favorite subject in school?

Speaker 2 (48:39):

Uh, I liked history and PhysEd.

Speaker 1 (48:43):

What was your least favorite subject?

Speaker 2 (48:44):

Math.

Speaker 1 (48:45):

Yeah. Well, we get that. We get that a lot. Yeah. What advice would you give your younger self?

Speaker 2 (48:51):

Just follow. I mean, I know it's cliche and everything, but if you know you can do something, just, just pursue it. All right. Don't be scared of failing cuz you're gonna fail you even if you stick with something you think you're gonna be successful at. So at least fail doing something,

Speaker 1 (49:05):

Something

Speaker 2 (49:05):

Love doing. Yeah, absolutely. Just, just do it.

Speaker 1 (49:08):

If you could live anywhere in the world, where would that be?

Speaker 2 (49:11):

Delaware. <laugh>. I know people think I'm sick. I love Delaware. My wife, I could tell, I could text my wife right now and be like, Hey, a Lion's got me a job in Alaska and she's like, let's go. We're packing. I just love Delaware found. It's all I've ever known. I love Delaware. Yeah. I mean, if I could get like different like places like to have like a, I know Travis's wife talked about like having like a vacation home somewhere. He is like, oh, well. Right. How about just a normal home like <laugh>? It would probably be like a beach area. I love the beach Uhhuh and everything, so maybe like, uh, somewhere by the water. But if, if I had to pick where to live the rest of my life, it'd be Delaware.

Speaker 1 (49:43):

Delaware. Love Delaware. Delaware. All right. Uh, any phobias?

Speaker 2 (49:47):

Snakes?

Speaker 1 (49:48):

Scared of snakes? Yes. You have snake dreams. I, I have, I've had snake dreams. Like it's just every now and then the snakes are everywhere. It's

Speaker 2 (49:55):

Just in the snake. Could be like a little black garden snake. I feel like it's gonna just swallow me whole <laugh>. Yeah, it's, so my wife just started watching this show called it alone on like net. I think it's Netflix where they get dropped off in woods and they have to stay there for a certain amount of time. Right. And I mean, I could have bears walking by me. I could have tigers. I can manage that. If I see a snake slithering, I'm calling the emergency people. I'm out. Yes. Snakes. Snakes by far, like worse year of anything.

Speaker 1 (50:24):

What do you believe is your best non-physical feature?

Speaker 2 (50:30):

I don't have any good physical features, so,

Speaker 1 (50:33):

Well, we're talking non-physical, Jeremy.

Speaker 2 (50:34):

I know. That's good. <laugh>. Uh, I would just say like, you know what you get from me, like, I

Speaker 1 (50:43):

Don't, you're an open book. I'm not

Speaker 2 (50:44):

Good with small talk. I'm not good at beating around the bush. I wear my emotions on my sleeve. I never leave a room. People going, oh, I wonder what Jeremy thought. Right. <laugh>, I'll tell you what I thought for good or bad, and it's caused a lot of problems, but it's also, you'll never, people always know like, um,

Speaker 1 (51:05):

Where you stand, what's on

Speaker 2 (51:06):

Your mind where I stand and there's never, um, oh, I think Jeremy meant to say this, or I think Jeremy meant it that way. It's right. And not even in a, a, uh, abrasive or co and, and that's, I don't

Speaker 1 (51:17):

Know if that's

Speaker 2 (51:17):

One just a honest, just yes. And I don't know if that's one of the questions on there, but that's my, my biggest pet peeve is cockiness and arrogance. Like, just be real. You know what I, yeah. Just, just be down to earth and relatable. I mean, so that's my biggest thing is I'm just very relatable. I can relate to the single mom that has debt beyond belief and everything's, anything's gonna get better in life. And I might not be able to relate to that very, you know, successful. You can bad person, but I can. Yes. But I can at least sit next to him and carry a conversation. I might not be able to relate to him as much. Right. But you know what I mean? I can just, just very relatable.

Speaker 1 (51:58):

All right. All right. Fair enough. Uh, the last question, which my phone just went off, so let me try to find it here, is what would you change about yourself?

Speaker 2 (52:11):

What would I change?

Speaker 1 (52:13):

Always the deep

Speaker 2 (52:13):

Question. I know, I know <laugh>, and I'll just be honest. I think just more cnce. Like I'm not a very, I'm confident when it comes to certain things. Mm-hmm. <affirmative>. Um, but overall I'm not, that's probably not what you hear most from people. Like, and it's even hard for me, top

Speaker 1 (52:35):

Producers.

Speaker 2 (52:35):

Yes. Yeah. Yeah. I was just gonna say that. But like, even saying that outta my mouth. Yeah. I don't like saying you're

Speaker 1 (52:40):

Very humble,

Speaker 2 (52:41):

Cocky, and I hate saying that. So I'm sure if you brought in like the top 10, 20 producers for a year, you're gonna stand

Speaker 1 (52:47):

Out like a sore

Speaker 2 (52:47):

Thumb. I'm the most confident person in this world. Right. I walk into a room and people, I walk into a room and it's like, I don't want anybody looking at me. I just wanna be by myself. You're shy, you're, but if you want something, yeah. If you want a policy, I'll come to tell your policy. <laugh>. But yeah, I think just more, more confidence. Not so much confidence in just confidence in my, and that has a lot to, to do with like my upbringing and stuff like that and everything, but like confidence and also, um, be willing to take more risks with things. Mm-hmm. <affirmative>, you know what I mean? Cuz it was a huge risk to take this career.

Speaker 1 (53:17):

Yeah.

Speaker 2 (53:18):

But there's still risks that you still have to take within this career to keep it going. Yeah. Yeah. And you know, it's, I always just tell myself, you know, I'm a very faithful person and I'm just like, I got to this point. God got me here with me asking him to show me a million doors. I don't think he's gonna turn his back at this point. I don't think he's gonna be like, Hey Jeremy, you got there now. You know what I mean? Like, it could, that could happen. But I just feel like too many things have worked out in my favor to get here for it, not to

Speaker 1 (53:46):

Work out on the end. Keep

Speaker 2 (53:47):

Going. You know what I mean? So.

Speaker 1 (53:49):

Well I think that, you know, whiskey

Speaker 2 (53:51):

Helps with confidence though. <laugh>, so I've learned

Speaker 1 (53:53):

That. So liquid curate. Yes. Yeah. Uh, well, you know, I I I I like asking that question because it sometimes reveals actually the strengths mm-hmm. <affirmative> of a person. You, you know, you said that you would like a little more confidence, you know, and things like that. And I'm like, yeah. But that's, I think what, what people like about you is that you are humble and that you are approachable and that you're not a cocky, overbearing mm-hmm. <affirmative> type of salesperson. Mm-hmm. <affirmative>. Which to me, if you want to not sell something, I don't care what it is, but don't come at me like that. Yeah. The don't, don't try to close me. Yeah, yeah. You know, don't try to do some sort of Jedi mind trick on me. I I can see through that. I like someone who's approachable, someone who's humble and someone who's passionate about what they do. And that is what you are in spas, Jeremy. So I appreciate it. Thank you so much for joining us. Yep. Uh, on the Alliance podcast, uh, everybody, Jeremy Springer, uh, the guy is on track for $300,000 this year. I'm gonna go ahead and put it out there. Yes. Uh, he doesn't like to name goals, but I'm gonna put my personal goal for Jeremy at 300,000 inside

Speaker 2 (54:48):

Joe, Joe Lucas. I have a bet with him for the 300,000, so, oh yeah. I need to get 300,000,

Speaker 1 (54:53):

So. Oh, well then we'll be rooting for you, man. Yes. Yep. Jeremy, thanks so much, man. No

Speaker 2 (54:57):

Problem. Thank you.

Speaker 1 (54:59):

Listen to this interview and more on the Alliance group.

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