Making It in the Health Insurance Industry I Perry Lunsford DSH #361

Look at my computer and find out how much people hate me.

But the thing about human nature is we always see that,

right?

And we don't see the

love.

Just that, the hate.

The one comment.

The one comment

about

something stupid that just really, that really sits on you.

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All right, Perry Lunsford here today.

We were just talking.

You used to have an afro.

I had the most beautiful fro.

I mean, I don't know if it was afro.

It was more.

We're going to have to throw up a picture on the video.

Yeah, I'm going to have to find you one.

That was when you were in the Air Force.

I was in the Air Force when I was in high school.

My aunt was cool cool enough i have this aunt chrissy and uncle ray that uh always took really good care of me and and i and i had just a little bit of curl and and they there was this product they'd give me they would curl it up just a little bit more and for me it was always just even today whatever makes me stand out a little bit more than everybody else you know why do i wear a

puka shell necklace like a douche

uh well

Whatever, even if it even if it means you're just making fun of me, I'll take it.

Whatever makes me stand out.

Now I want to know why you wear that necklace.

My grandmother gave me a Puka Shell necklace

when I was in fourth grade.

And I put it on, and all I ever wanted to be was a surfer when I was a kid.

And growing up in

Texas, there was no surfing.

So I surf.

I love surfing now.

Learned to surf.

I'm a half crappy little surfer, but I love it.

And it was just, I put it on in 1984, and I haven't taken it off since.

It's certainly not the first.

You know, they last about three years before they explode all over the place.

But

I don't know.

I like that people make fun of me.

When anytime anybody makes fun of me, it just means

they're paying attention.

So interesting.

Yeah, I'm dealing with some haters and it's always from below, as Grant Cardone says, right?

Right.

Yeah.

You know, I wake up every morning at 4 a.m., not because that's what successful people do, but because that's when I get up.

And I wake up every day.

And the first thing, and yours is going to be worse than mine.

The first thing I do is look at my computer and find out how much people hate me.

But the thing about about human nature is we always see that.

Right.

And we don't see

the love,

just that, the hate.

The one comment.

The one comment

about

something stupid that just really, that really sits on you.

And you get to this place where you're like, is anybody listening?

Does anyone care?

Right.

And then all of a sudden you'll be in an event and there's like a line of people who want to talk to you.

And they're like, you know, when you said this, that affected me me this way

and you know and so i always try to work really hard to keep that mental note in my head when i'm when i'm reading what how many people think i'm a douchebag but haven't you ever noticed that every single one of those people when you go to their profile there's either a picture of their dog

or their profile is always locked down if it's not locked down it's full of jesus quotes A lot of them do seem like alternate accounts.

Yes.

I've noticed that.

It's like a private account.

That's not their main account.

Right.

Well, because everybody's tough when nobody's listening.

Right.

Yeah.

It's never like a real person.

Rarely.

It's rarely like an actual person with actual photos of themselves.

It's usually some weird account I've noticed.

Right.

Yeah.

And everything they're saying is...

But isn't that life, right?

Everybody's just projecting everything on other people.

Yeah.

Every opinion you have of other people is most of the time, until you get to know them, an opinion you have about yourself that you're just protecting them.

That's deep, man.

Is it?

But it's true.

It's just true.

It's true.

Cause I used to be a hater, not online, but just like from a distance.

Right.

And it was all my insecurities I was projecting.

One of the things that I've learned, one of the things that I try to preach to people all the time is you will never know love until you learn to love yourself.

Right.

The day that you can learn to love yourself the way you love your children.

Right.

So if you have kids, I would say, you know, what could your kids do to you to make you not love them anymore?

Right.

If they became a drug dealer or a drug addict or they went to prison for doing something bad, would you stop loving them?

No, of course you would.

There's nothing your kids could do that would make you stop loving them.

There might be things that they could do that would make you stop talking to them, but you would never stop loving them.

And if you can learn that same thing about yourself,

the whole world changes.

Like when you love yourself, your relationship with your spouse, your relationship with your friends, your business partners, your children, man, it goes from, you know, it goes from what you think is a level 10 to a real level 10.

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Absolutely.

Yeah.

I just started doing it so I can speak from experience.

But yeah, I went on some self-love journeys recently and, you know, it really impacted my relationship with my fiancé and my friends.

I mean, it doesn't mean you think you're perfect.

I know I'm not perfect.

I'm like the most far-removed thing from perfect, but I love me, right?

I know I'm flawed.

Now, I'm working every day to stop being flawed, knowing I'll never achieve that goal.

But yeah, the day you learn to love yourself, no one can hurt you.

Those haters doesn't mean that they're not going to kind of like sting in your head.

Maybe I need to get rid of this Puka shell necklace.

Right.

But if you learn to love yourself, no one can hurt you.

Yeah.

And that's when real love starts.

When was the moment you realized that?

Was it after the Air Force?

Yeah, it was way after the Air Force.

When I was 25, I moved to Korea.

And I moved to Korea for the Air Force.

But I decided if I was going to go there, I wanted to take something out of it.

I wanted my kung fu journey moment and doing it in Korea seemed appropriate, even though wrong country,

right continent.

And so I was like, I'm going to go there and I'm going to begin working every single day to be a better person.

Right.

And so the first two laws that I wrote myself were, I'm never going to go to bed.

without knowing what I did to make myself a better person mentally and physically.

And so if I would lay in bed and I go,

I didn't do anything today.

I'd put an audio book in and I'd get up and it didn't matter if it was midnight when it occurred to me.

I'd throw an audio book in and I'd go for a five-mile run.

Wow.

And so I started that journey at 25.

I'm 49 now.

I am the old dude in the room typically.

And so, you know, you always hear people say 1% better every day over decades.

Man,

my life is crystal clear.

Like I can, I can see the future.

I can see in multi-dimensions.

Wow.

I know everything that's about to happen.

Now, I don't know exactly what's going to happen, but I know one of 10 things is going to happen.

There's always that weird like outside thing.

So here's what I came up with.

Here's the rules of life.

And these are my offices that I run, the companies that I run, we only have these rules, right?

I'm in control of myself, my future, my attitude, and my income.

Always be on time.

Try to help people smaller than us.

Treat other people the way we want to be treated.

Work every day to be a better person mentally and physically smarter stronger forgive be happy and have fun wow right and we put be happy and have fun in the back because if you try to be happy and have fun without the other ones it ain't gonna work right that just makes you a

so yeah those are the only rules we have i love them i don't i don't care how you dress i don't care

you know

i don't care anything because if you follow those eight rules and then so i have five kids too Wow.

And the other thing, I made two, my wife made three, which pretty much means I have five kids.

And the other thing is every single time something bad is happening in life, like every single time things aren't right,

I promise you, Sean, you go back to those eight rules and you'll figure out where you're up.

I promise you, you go back to those eight rules.

And so when I was, when my kids were young, every night they would get on their knees, they'd say the prayer.

And that's how we ended every prayer.

I'm in control of myself, my future, my attitude, my income.

And so you've got these, like, you know, I've got videos of my son and my daughter when they're like, you know, barely able to speak.

And I would say it and they'd repeat themselves and they'd end it with an amen.

But yeah,

they have those printed up in their rooms, hanging on the wall.

And then in my companies, every Friday, we say it like a, like a chant together.

I love that, man.

Sounds like you're really in touch with your purpose.

There's a lot of people my age that struggle finding that.

I was just talking to my friend the other day about it, and he's actually depressed.

And it's a common issue.

When would you say you really found that purpose and locked in with that?

25.

So pretty early.

Yeah, I'm the same person now that I was then.

I'm, you know, I've made a lot more mistakes, right?

Because I think wisdom is just learning to not make the same mistake three times.

So you see a hole in the wall, you stick your finger in it, you get bit, you go, okay, well, let me, let me stick in the hole, let me stick my finger in there one more time.

Okay, we don't do that.

But as far as who I was at 18 and who I was at 25, two totally different people.

But who I was at 25

at the beginning of this journey and who I am now is just a more mature version of that.

And as long as you stick to those things, right, you do the right thing, you treat other people the way you want to be treated.

You fall in love with yourself.

So, what is depression?

Depression, in my experience, and I never think I'm right.

It's all I can speak about is my mistakes.

Is if you don't feel you deserve to be loved by you,

how the hell is anyone else going to love you?

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Well, click the application link below in the description of this video.

We are always looking for cool stories, cool entrepreneurs to talk to about business and life.

Click the application link below, and here's the episode, guys.

Right?

And if you can love yourself, and I know we're repeating ourselves, but like, how do I run my companies?

Well, first off, I believe in myself completely.

It's the only thing I invest in is

my companies and me.

Right.

I believe in my clients completely.

I believe in the people that are my business partners completely.

And,

man, that's all depression is,

is not thinking you deserve to be loved.

A mindset, you're saying.

Yeah.

I mean, I feel like my parents, they did a good job of teaching me that.

That's what we're doing.

I don't know that they know that.

I don't know that that was their intention to teach that.

I don't even know that my parents love themselves at all.

Right.

But they did a great job of teaching me.

Was Air Force their decision or was it yours going there?

I think that the Air Force was the best, worst decision I've ever made.

I was going to join the Navy and my dad sat me down and he was like, son, I know you.

And he was Air Force.

Okay.

He was Air Force and No.

And

he really wanted me to go Air Force.

And he was like, he's like, why are you going in the Navy?

And I was like, well, you know, they have more money for school.

And he was like, isn't the GI Bill just pay for school no matter what?

And I was like, yeah, I don't know.

That sounds good.

But I really want to go in the Navy.

It was probably because of the movie Top Gun, honestly.

And he was like, I know you, Perry.

Really, the only thing you care about is girls.

There's not a lot of girls on that boat.

And so I joined the Air Force.

There's more girls in the Air Force.

There's way more girls in the Air Force.

And so.

My dad always told me if I had to pick one branch, it'd be the Air Force, actually.

He was in the Navy.

Yeah, it was great.

It's an amazing experience.

And it's frustrating to me that more people don't do it.

You know, like,

so I grew up remarkably poor.

Oh, yeah.

Very, very, very poor.

My father owned his own business.

But when I was a kid, like, we didn't have running water.

Damn.

We didn't have,

we didn't have carpet.

We just had particle board on the floor.

We didn't have paint on the walls or texture.

We had just sheetrock up.

And we would sneak into town in the middle of the night and steal water from fire hydrants and then.

and bring it back.

My brother and I would share a bath and then my other brother and my baby sister would share a bath and then my parents would share a bath.

Now, my dad worked really, really hard for his company

for the company he was building.

Uh, so by the time we graduated high school, we lived in a normal neighborhood.

Okay.

Um, but you know, I'd never been on a real vacation.

Damn.

I'd never left Texas, really.

I think one time I visited an aunt in South Carolina, but I was so young, I don't remember.

Yeah, I'd never read a book.

Um,

growing up in Texas in the 70s and 80s, I think I'd met one black person.

I'd never had a gay friend back then.

And then I joined the Air Force.

They showed me the world.

They paid for three degrees.

My first best friend is a black guy.

And I'm like, this is the most amazing shit on the planet.

Right.

And so, you know, when I said I was a different person at 18 than I was at 25.

And all it was was I started reading

and I started caring and I started exploring and I started traveling the world

and seeing

and learning that i wasn't important

because i'm not you got humbled yeah i mean we're nobody i mean we're we're what are we like listen you know you have in the grand scheme of things yeah you have millions of followers and the truth is man you you're nobody yeah there's billions of people yeah nobody and then and then if you pan back right it's all relative einstein just keep panning back i mean in two three generations no one will even know us you think we're gonna you think it's gonna take that long you think shorter i think it's much shorter I think it's way shorter.

I read this short story one time, and I wish I could give credit to the person who wrote it.

I can't think of their name, but they wrote this short story.

And the idea was that when you die, you go on to a subway train.

And that's like your purgatory.

And you have to stay on this purgatory subway train until the last person says your name.

Right.

And so, you know, some people might come on and they're homeless and they're only on that for, and maybe they're not, maybe they just walk right through.

Right.

And then you got other people and, you know, their great-grandkids or their great-grandkids.

And then, you know, you got poor Henry VIII, who's still stuck there.

Right.

Yeah.

And

that really affected me because I was like, you know, how do you, how do you, how do you live the longest?

Right.

I mean, I could die on the way home today.

Right.

I've lost three friends in the last couple of weeks.

Wow.

It's

depression

and cancer.

Yeah.

it's hard.

But how do you live longer?

So you could build a building with your name on it and stay on that subway longer.

But maybe the idea isn't to stay on the subway longer.

Maybe the idea is, you know, Steve Jobs talked about putting a dent in the universe.

Okay, well, I'm not smart enough to build an iPhone.

Not.

But what I can do, maybe,

is affect you

in a way that it affects your kids,

in a way that it affects their kids, in a way that it affects their kids.

Right.

And that's how you stay on that subway.

That's how I stay on the subway.

So you want to stay on the subway, you're saying?

I want to make a lasting impact that changes as many people's lives as possible.

You know what I want to be when I grow up, Sean?

I want to be dead.

And here's what I mean by that.

This is really my only real goal in life.

When I die, I want a line around the block

as long as possible of people who want to speak at my funeral about how I changed their grandkids' lives.

Wow.

And that's what I get up every day and do.

Right.

That's special, man.

Well, we'll see how long the line is.

Yeah.

What caused that spark, that drive, you think, was it?

I think it was that story.

Wow.

I think it just might be that story.

Plus, I think your childhood was kind of traumatic, too.

Yeah, of course, everybody's childhood is traumatic.

You know, my parents were wonderful and horrible and fantastic.

They're humans, just like you and I.

Right.

You know?

Like, I mean, how many times do you wish you could go back and go, well, that's probably a bad idea.

Oh, I was a back kid now.

Yeah,

I was in the principal's office, like, every week at least.

Joining the Air Force was

almost, it was a necessary.

Yeah, if they hadn't shown me the world and shown me how insignificant I was, because that was

one thing different about the way that I was raised than the way I raised my children is, you know, we thought we were important

and we weren't, right?

And so I try to teach my children that they're not important.

So therefore, you better work a whole lot harder if you want to be somewhat important.

Yeah.

Right.

When I say bad kid, it's funny looking back because I talk to my friends now.

similar things, right?

They ended up in the principal's office, but I think we were just a little different than everyone, not trying to fit in the mold.

Right.

And it's actually actually like a good thing to stand out.

Yeah, nobody wants to do that.

Yeah.

Everyone wants to conform and

that's why you were talking right before we started, like between the Puka Shell necklace and the fro and the sweats.

Yeah.

Just be yourself.

Just be you, bro.

Stand out in a crowd.

Be awesome.

You know, I have zero

interest in being famous.

Right.

But

I've also learned that it's a lot easier to

affect people.

Uh, it's a lot easier to make money.

It's a lot easier to help people.

Uh, it's a lot easier.

It's an amazing megaphone.

Right.

Right.

I mean, your thoughts reverberate around the world.

Every day, your thoughts reverberate around the world.

But, you know, there's other great people

whose thoughts should be heard.

But because they're afraid of standing out in a crowd,

those are my favorite guests.

The ones that don't have a following, but they have so much value and they can't really articulate it in a way of the modern era of social media because they don't want to be on there or they don't like it.

You know what I mean?

Yeah.

Well, I mean, like, I'm 49 years old.

I have the very best life in the world.

I think most people, if they knew that life intimately, they would think it was very provocative.

It's not.

It's just a life, right?

I just don't give a shit

what people do or do not know about me.

But

in order to help the people I need to help, in order to create that line,

I've been doing this for a long time.

You know, I used to own a chain of fitness centers.

That's where I met my wife.

And

we did really well.

And then one day,

I opened the last gym and it was supposed to open with 2,000 members.

Instead, it opened with 75 and 75 members oh wow nice big change giant it was supposed yeah so what had happened was we signed the lease and then evidently at the exact same time Planet Fitness had signed a lease like two blocks away

and so

I'm like freaking out right I'm going from living large

having a great life building this company having fun, working out all day, surrounded by amazing humans.

And all of a sudden, I'm like,

I'm going to lose everything.

So I started reaching out to

consultants and I'm like, hey, I need help.

And I would kind of describe my situation to them.

And they're like, yeah, yeah, we're not really interested in you.

But here's what we would recommend.

Just go be famous on social media.

And I'm like, yeah, I don't want to do that.

And

everyone I talked to said the same thing.

Just go be famous on social media.

Just, you know, you own a gym.

You don't need to be famous all over the world.

You need to be famous in a five-mile radius.

And I would say, yeah, I don't want to do that.

And they all said the same thing.

And they go, well, then go broke.

Ding-dong.

And so I'm like, okay, well, here we go.

And so we just started doing that with the gyms.

And it worked, right?

We were able to, you know, that gym never had a chance.

And it worked for a few years.

And then Planet Fitness came in, opened up next door to every other gym I ever, that I owned.

And then, like every other entrepreneur in the world, you should just drop it, walk away, fail fast.

Everybody says fail fast.

The books say fail fast, but entrepreneurs don't fail fast.

We're not capable of it.

Right.

Right.

I mean,

you, the personality trait that

makes you build that is the same personality trait that's not going to let you walk away from it.

So instead, I sunk everything into it

and lost everything.

Ultimately, Planet Fitness destroyed us.

They were cheaper than you, right?

I mean, it's a different business model.

Our business model was helping people, and their business model is pretending to help people.

And I'm just no good at being fake.

I can't fake.

I can't fake it.

I've been to one, and it's not a pleasant vibe to work out in because you it's all about energy right now i pay for the highest membership here lifetime right it's like 250 a month and i just feel amazing right in that environment but that's because lifetime's goal is to make you pay 250 to make sure you come to make sure that you achieve your goals theirs is they got rid of everything that that makes people come.

So there's no bench press because people who come use a bench press.

There's no squat rack because people who come use a squat rack.

There's a whole lot of treadmills.

Why?

Because treadmills are a waste of your time.

And so you can't even grunt in there.

No.

So

the traditional gym model was

you work hard to make sure everybody comes and you help people.

But the problem with that model is you can only fit so many people in your gym, which means you can only have X number of members.

And then, so every time you get a couple more members, then it gets a little more full.

So a couple more people fall off.

And that's been the traditional gym model.

And that was fine when there wasn't, before inflation, that was fine when there wasn't wasn't 15 gyms on every street.

And then when the 15 gyms on every street came and inflation comes, so Planet Fitness, their business model works like this.

What if we get rid of all the people who show and only keep the people who don't?

Well, how do we get rid of those people?

Well, we just get rid of the equipment that they want.

We get rid of the bench press.

We get rid of the squat rack.

We get rid of the...

That's what they did?

Yeah, that's exactly what they did.

It's brilliant.

It's creepy.

It's disgusting, but it's the most brilliant business model for a creepy

on the the planet.

And so they got rid of everything that makes people come.

And then if you do come, we'll kick you out for grunting.

Because we're not judgmental.

Yeah.

Like the most blue-haired ever, right?

And so, so, yeah, so they destroyed me.

You know, I'm living on callanopin and crying in the closet.

I don't know what to do.

You lost everything.

I lost everything.

Wow.

Like I'm a car.

I'm a millionaire at the time.

I was not a millionaire.

I made a really good living.

But in the gym business, now that's really difficult to do.

I mean, I had friends who were, but that's really difficult to do.

And losing those gyms was the best thing that ever happened to me.

Wow.

By far, right?

By far, the best thing that ever happened to me.

At the time, it did not feel like the best thing that ever happened to me.

But I know you just talked to Cardone, right?

Yeah.

Yeah.

And so I had just read Cardone's 10X.

And I've been an entrepreneur.

I was in the Air Force for 10 years.

Even when I was in the Air Force, I bought, built, and sold hot rods.

I've never had a job.

I worked at RBs for two weeks once.

I've never had a W-2 other than in the Air Force.

And I'm like, well, I got to get a job.

And I can't afford to start my own company because I don't have a runway.

I'm driving a smart car because my payments are $95 a month on this thing.

I don't know how to feed my family.

I have this big, beautiful home.

I'm going to lose.

And so I'm starting to feel that depression, right?

I definitely have major anxiety.

And so the first thing I did was get that under control.

And the way I get it under control is for me, I go to the worst case scenario.

Okay, what's the worst thing that could happen?

Okay, I lose my house.

Okay.

I lose my smart car.

Okay.

Well, what do I still have?

Well, I still got my smoking hot redhead.

She ain't leaving me because I lost a company.

That's a real one.

Yeah, that's my girl.

She ain't going nowhere.

Some people would leave for a lot, you know.

Not mine.

Not my smoking hot redhead.

My girl is the best,

i still got my kids and they ain't gonna leave me

you know we grew up poor i didn't care we were poor right my kids don't care we've been poor we've been wealthy we've been everywhere in between

uh and we've done both right back and forth there i'm not losing my kids i'm not losing my friends

so what am i losing a house

a fancy dinner okay there's my worst case scenario i have i still have all the great things and so as soon as i identified that, the anxiety went away.

Right.

And then I go, okay, well, I got to get a job.

Now, I just read 10x.

I got a cousin who was in insurance.

Called him.

And he's actually the person who told me to read 10x because he saw this coming.

So I called Blake, my cousin.

He's like, I go, listen, man, I've never done anything for money before.

Like, everything I've always done was just to do good into the world.

And then the world would return that with a little bit of money.

And he's like, that's true.

But there's such a thing as margins,

right?

Why don't you do do good in the world in a direction where there's margins?

And insurance is a great way to do that.

And I go, well, where do I do that?

He was like, well, why don't you just start with Indeed, ding-dong?

Right.

So that's what people always, people message me.

I probably get 10 a day at least.

Like, hey, how do I get started?

Where do I get started?

Indeed, that's where you get started on Indeed.

Go find a commission sales job.

And then that's where you'll find your mentors because those are the people who need you to be successful.

Right.

The incentives are aligned.

The incentive.

That's so much better than I put it.

So the incentives are aligned.

So you just go on a D and find a commission sales job.

And now, is that one going to be the very best position for you for the rest of your life?

No, man.

Like, do you do, like,

is talking to me today the very best thing you could do for the rest of your life?

Probably not.

This is a good interview, man.

But I mean, that's not why we do things.

We do things because, like Jim Rome says, it's not about how much I can make.

It's not about what you're going to give me.

It's about who I become along the way.

And if you want to become something more, go do something really really freaking challenging.

And commission sales is the great, the greatest way to fix your problems.

So

go make some money, learn from a mentor, and then once you're in that world, you can go find something better.

You can go find something.

Maybe you can find a better product.

Maybe you can find a better mentor.

Maybe you're the better mentor.

Right now you know which books.

Now you're in there and you go, well, I'm failing at this.

I'm failing at that.

I'm failing at this.

Therefore, I need to go find a book on this, this, and this.

I'm failing at marketing.

Well, I better go read, you know, $100 million leads, right?

I'm not grinding hard enough.

I better go read 10X, right?

I'm not, I don't like sales.

Well, I better go read sell or be sold, right?

And so once you're in there, then you can go.

Right.

And that's how you get out.

And so I went in.

I went on indeed.

I put my resume in and nobody called because I've never had a job.

And I got one call or one email that said, show up at this time at this place.

And I looked at my wife and I was like, this looks like I'm not going.

And she's like, yes, you are.

And I go, baby, I love you.

These people are going to try to make me sell some MLM junk.

I'm not going.

And she said, baby,

you've never had a job in your whole life.

You've never been in an interview in your whole life.

You've interviewed hundreds of people.

You've never been in an interview.

Put an effing suit on and go practice.

And so I walked in and I met the people that are still my friends today.

They were bragging about how much money they made because that's how you do a commission sales thing.

What was the company?

It was just, it's a health insurance company.

Okay.

Yeah.

And that's what you ended up getting into?

That's what I ended up getting into.

And so I started there.

I said, they were like, well, I make $350,000 a year.

And I was like, and back then, this was before they were my friends.

I was like, these guys are goofballs, man.

These guys can make $350,000 a year.

I'm going to do that in my first six months.

And they've been there for six years.

I'm like, I don't blow the away.

And so

I started.

And then the first day they gave me a list of phone numbers, like B leads.

Yeah.

Just numbers.

And they were like, all right, call these people.

And I was like, really?

Like, this is

2018.

This is how you're getting leads.

And they're like, yeah, it's been working like this for generations.

I'm like, okay, bro.

And so I start making those phone calls and I'm annoyed and I'm not doing anything.

And the girl next to me who started the same day, she got a sale.

Wow.

And I was like that

right and so uh i heard i heard her in the office with my friend the guy who's now my friend nate and he closed this deal and he came he comes in and they're like well you know stephanie or whatever her name is got a deal and i was like that so i started grinding so it took me about an hour to get a sale and then the next day i come in and i find out that she sold her aunt chrissy and it wasn't from those hot dollars and so they give me a new sheet of paper and i was like and they go all right i go well what am i doing today and they were like well you're gonna dial these and do it again you got a sale yesterday, do it again today.

And I was like, okay, cool.

And then they walked back out of the room.

And so I was like, screw this.

I'm going to do the same thing I did at the gyms.

I'm just going to start blasting social media.

Got two sales that day.

Nice.

And I did that every day for the next six years.

And the commissions on each sale are pretty good, right?

They're insane.

Yeah.

So the nice thing about it is, you know, like when is it, when is sales right?

And sales is right when it's the right thing for the client,

the right thing for the company you're representing at the moment, and the right thing for your family.

When it's all three of those, that's when sales is ethical.

That's when sales is right.

Yeah, because you're helping the client save money, the company's making money, and you're making money.

Right.

And so, and that's, and like, I just have this thing.

I can't sell in an unethical way.

I can't do it.

Again, you know, I've been that

in life, and I won't be that again.

I've done things I'm not proud of in life when I was younger.

I'm not going to be that again.

Right.

Like maybe you when you were a kid, there, there probably was times when you probably should have gone to jail for that, right?

I was willing to be in the gray area when I was younger, and now I would never because I believe in karma and energy.

Yeah, karma is everything, bro.

Yeah.

Yeah.

And so I just can't put that out in the universe.

And so I got lucky enough that I walked into a place where, you know, they didn't know how to run it like a business yet, but they, but they were good people.

And then, and so basically I did that for a while.

And then they kind of were like, well, how do,

can you do this for a bunch of people?

I was like, yeah.

This is completely scalable.

How many leads do we want a day?

You want 200 leads a day?

Bam, we got 200 leads a day of people reaching out to us instead of us calling them.

And you were running Facebook ads?

Running Facebook ads.

I've been running Facebook ads.

That's how I found out about you, man.

Yeah.

You popped up on my feed.

I'm like, I'm reaching out to this guy.

Once I'm on, bro, I'm not, you're stuck in my healthy insurance dude, right?

Healthy insurance dude.

Yeah, I love it, man.

I love what I do.

I love helping people i i love making money off of it i love helping agents i love creating content i didn't at first same

i was scared for six years i didn't want to put myself out there but now it's the best decision i've ever made yeah so when people ask uh you know

asked what do you do for a living i was like i don't even know how to answer that like what do i do i i create content and try to and try to

i try to make people feel good

and i monetize that through health insurance.

The healthy insurance dude is about to go live with more than just health insurance.

It's going to be P and C.

It's going to be every version of insurance by this time next year.

The healthy insurance dude will be a household name.

Nice.

Because,

do you know what sales is?

So here's what you sell.

Here's what I sell.

Sales is

trust.

People like to say, people buy from friends.

I don't agree with that.

People buy from people they trust.

Do you trust me?

It doesn't matter if you like me, Sean.

Do you trust me?

If, God forbid, your

spouse or girlfriend or daughter was in the place and something bad happened, do you want Perry Lunsford there?

Don't matter if you like me.

Do you want Perry Lunsford there if you can't be there?

Right?

The answer is, yeah, I have a superhero complex.

Your daughter, your wife, your spouse is going to be okay.

I might not be, but they will.

Right?

And so that's what we sell.

We sell trust.

And I, and, and we, and the healthy insurance dude will be a household name.

It will be the most trusted name in insurance in the country.

And it will happen within two years.

That's beautiful.

To see you give the insurance space a good light because sometimes there's some negative experiences with the insurance.

It's always negative experiences.

Yeah.

Always.

I mean, why do we have thousands of five-star reviews?

Well, not because what we gave you is the best, because you can't afford the best.

In health insurance, you want the best?

Sure, it's $5,000 a month.

You don't want to spend $5,000 a month?

What do you want to spend?

You want to spend $500?

Okay, let's get you the best for that.

But the difference between

being happy with what you have, whether it's a car

or it's insurance or it's a house, is do you understand what you have?

And did you enjoy the process?

And is there customer service when you have a problem?

Right?

I mean, let's say.

Let's say I brought you and showed you a car, right?

And it's a Volkswagen and it's $1,000.

And I convince you that you're buying a Porsche for $1,000.

You're going to drive off in this Volkswagen happy as a puppy with two peckers, right?

Right.

But it ain't going to take long before you start realizing that that's not a Porsche.

But if you come to me and you go, listen, I have $1,000.

I need a car.

I go, listen, I got a car for you for $1,000.

It's a Volkswagen.

Any Porsche is a Volkswagen.

But it will get you from place to place.

It's going to get good gas mileage.

The air conditioner might break occasionally, but if it does, bring it back.

We'll fix it for you.

Now you're going to be happy with that Volkswagen for the rest of your life.

Right.

Because you're honest, you're upfront, you're not misleading.

But that's not how people teach sales.

No.

I went through the most miserable, embarrassing, disgusting thing a few weeks ago.

Like a major influencers people reached out to me

and

they insinuated, they reached out that they wanted me to come on their podcast,

like you, just like you did.

Only it was just a sales pitch to get me to write a $20,000 check for their.

And I went from holding this person at the absolute highest levels of respect

to when I hear their name now,

my stomach turns.

I know who you're talking about, too.

Yeah.

And it was just, and

I was, and the thing was, like, I, like, I called my friends.

You were pumped a ton of friends.

Oh, my God.

And then, and it, and then the next day, I was like, this felt like it might

be.

But let me explore this opportunity till I find out.

Yeah.

It was a week and a half later before I'm completely 100% know

that I got snowed.

And I'm like, and this is someone who like teaches ethical sales, right?

And their team is the one doing this.

And I just was like, and so then here's the worst part, Sean.

I got to call my friends

because I'm not going to just let it sit.

I got to call them.

Yeah.

Because I'd rather you find out from me than considering, hey, when are you going to be on Ding Dong's podcast or whatever?

Or Mr.

Ding Dong's.

It is a shame, but it's also a life lesson and it's also funny.

And it's also a nice lesson for someone who's learned a lot of lessons before.

I love that, dude.

Yeah.

What are you going to do?

Perry, it's been fun, man.

I wish we could go another hour.

You're a fun man to talk to.

Anything you want to close off with or promote?

HealthyinsuranceDude.com, Healthy Insurance Dude, Everywhere.

Perry Lunsford.

We will be the biggest brand in insurance.

Love it.

We'll do a follow-up episode in two years when you're the biggest, man.

I appreciate you, man.

Do it for your kindness.

Absolutely.

Thanks for watching, guys.

As always, see you tomorrow.

Bye-bye.