InsurePodcast #5: Jason Ferraro
Published May 18, 2026

Machine-generated transcript supplied by the podcast host. It may contain errors.
Ben: We did it. Jason, thank you so much for coming onto the podcast. the end. It's I re I'm re recording, so yeah. So Jason, what what did you want to share?

Jason Ferraro: Yes. Can you s just let me correct this so I don't have it tipping that way on me. Good or up higher? Yeah. Hey, listen, I just want to let everybody know that I'm here to help. I wanted to let everybody know that if you wanted to get reach me, I'm gonna put a tag into this. ⁓ if you I'd really highly suggest that everybody try the advanced strategies that I've developed in the AI. So if you go to GatormouseSales.com, ⁓ Gator like an alligator, gatormouseales.com, you'll be able to use the advanced market sales strategies that I put together to help you go from final expense salesman to top annuity producer. I promise you it works.

Ben: ⁓ it needs to be a little bit higher, your eyes are cut off.

Jason Ferraro: Higher.

Ben: ⁓ I think this is good. This is this is perfect. This is actually great. We did it. We did it. It's all good. Jason, thank you so much for coming onto the podcast.

Jason Ferraro: I mean I'm gonna have to go in show mode. It's an incredible coaching strategy and technology that I've developed. And then I am also coaching agents basically daily. I've had a flood of people come to me over the last year, knowing I'm back in the industry and really coaching again. I took about two years off, so I'd like to get everybody my telephone number. If you want to reach me and text me, join ⁓ 904-850-4955. Take a look at one free session. Yes, thank you for having me. I really appreciate it.

Ben: ⁓ could you just quickly introduce yourself and your background in insurance?

Jason Ferraro: Sure, my name is Jason Ferrero. ⁓ just a little background on me is I have about 15 years in the industry, 16. I got about thirty-five in sales and creating companies on my own. ⁓ from the time I was age 15, I've never really worked for anybody ⁓ at all, to be honest with you. Started a window cleaning business back in the early 90s and then blew that up ⁓ to six trucks running at age 21. I sold that, started some ceramic towel companies. I was always into fitness, so I owned ⁓ personal training studios throughout my career as a salesman and as a marketer and as a fitness guru. And then it became something special that was actually marketed in. with me coaching and then I can help you along your journey and career and let's get you to a six-figure income.

Ben: Nice. And then w what was the webinar this weekend?

Jason Ferraro: I have a Saturday ⁓ QA. That Harsh will have the link to, unfortunately. I don't have that. But yeah, if we could get that from Harsh, that would be able to be put in there. And everybody can ⁓ come on board Saturday, 9 a.m. Eastern. We are doing a QA. I built that out. That's kind of like my representation of a podcast. ⁓ there's questions from all around the world, it's really cool. And I just do a kind of a QA and I answer everybody's questions. These are probably the questions that you're looking to ask, but too afraid to or embarrassed to. So you get the ⁓ input that you need just by listening to. To health clubs back before they all these box house clubs, I would install it into health clubs and you know, take the membership list and then set up personal training and sell personal training. And then I became a celebrity trainer along the journey. And that ⁓ and then a car accident took me out during that journey. And that's when I found the life insurance industry. I was on Craigslist and I seen earned $250,000 a year selling life insurance. I'm like, you know, what whoa, man, you know, okay, let me get let me try this out. So that's where the others ask these questions and and we get you the answers right on the spot and you have a better week next week and it's nine AM every Saturday East time Easter time. journey began about 16 years ago is due to a car accident. I found this on Craigslist and it was just ⁓ it's been a journey since

Ben: Amazing. Okay. Great. I'll make sure that I'll put that into the final cart as well. Cheers. Jason, thank you so much. This was awesome.

Jason Ferraro: Cool man, thanks, but

Ben: Do you think you were into life insurance because of the fact that you had this accident?

Jason Ferraro: Thank you, Ben. I appreciate it, dude. Anytime you need me, buddy.

Ben: We'll do. Cheers. Bye.

Jason Ferraro: Absolutely, I fell into that due to that. ⁓ I would have probably never thought about selling life insurance at all. I didn't know I couldn't spell life insurance, you know, before this. So it was just one of those things that happened and it was a blessing from above because my numbers were I worked a lot less and and made a lot more, to be honest with you. So it it helped tremendously change my lifestyle. Later.

Ben: So so walk me through how you got into it. You saw an ad on Craigslist. What did you do?

Jason Ferraro: I clicked on that ad and I spread, you know, that agents were ⁓ back then life insurance sales professionals needed to earn ⁓ you know, substantial grosses and commissional base money. And I was just like just blown away by it. So I said, let me go check this out. And my first practice company I worked at was ⁓ was something of a ⁓ like watching the the Wolf of Wall Street when I walked in. I mean everybody had nice suits. All the cars outside were fancy and just mind blowing rides. And at that time I had a little bit of money still left over from selling of the personal training studios, but I didn't have much. I was down to my like the last ten thousand bucks. I even pulled up on a Harley Davidson ⁓ that I eventually had to get rid of to get into this business. so I walked into the doors of this place and and and and and it was just blown away by what they were being able to pull off and listening to the leaderboard and saying, wow that dude just made eight grand this week selling life insurance on his own. You know what I mean? It was just mind blowing. So I'm thinking, what can I do knowing that I'm better than all of them? That's how my thinking was back then. I was very cocky. But ⁓ it didn't end up that way. It didn't start out very well for me. You know, it really didn't. I it took a lot for me to conquer this industry and and learn how to sell at the levels I have in the years.

Ben: So you said you've been in insurance for sixteen years. Can you and and can you can you sort of talk me through what the type of insurance products you sell? Like what what made you like what what type of yeah, what type of insights guided you to make decisions about where you are, where you're at?

Jason Ferraro: I've been in doing this for about sixteen years, yeah. Yep. Sure. Well, at the first couple of companies that I thought and this is very, very important for people that are new to the industry, that that they evaluate and they take a look at what they're about to get into. And they don't bamboozled by the by the by the smoke in the mirrors, if you will, of the individuals that are selling us and making a lot of money because this can be an MLM business and people can get wealthy by doing it to a certain point and then having some numbers that prove that they can make that money, but then turning it into an MLM business, which I was at at three pr different practice companies. ⁓ you know, and these particular companies are notorious for doing this to individuals. And I just, you know, I I I had to learn the hard way, which was back then before all this technology and what have you, ⁓ how to how to sell life insurance. And this is back in the time where where it was on a sheet of paper, you would do your quoting from it would say a dollar twenty-five per thousand. So literally I would have to take ten thousand one hundred one dollar and twenty-five cents to make times ten to understand what ten thousand dollars would be of life insurance for somebody. So I'd had to do the math on that and qualify. them and all that stuff. But the great news was this is a personable business industry that we're in. And and because of COVID, it's taken all that out of there. what I mean by that is staying belly to belly with this and and and selling life insurance from a point of view that you become the family's rep. Just like the old school guys did. I'm a true believer in that this is an industry that you can become the family's rep if you do it smartly and well. But you you know finding a good company to work for is very important. And you know, if you want me to, I can get into that, but this is it's it's very difficult. If you find the wrong company, you're gonna have a lot of struggles. A lot of struggles. I have sold

Ben: For sure. What type of insurance have you been focused on since starting?

Jason Ferraro: Mainly for me, it was obviously final expense life insurance is where everybody should start to get get get get the ball rolling, make a simpl a simple presentation that and I have a lot of techniques and strategies that can teach people how to ⁓ not just put three options in front of an prospect or client, but also teach people what they can afford. And I call that a my Bob Verblow method strategy, you know. I take Harsh above or below is the household income above or below five thousand bucks a month? And you say Harsh says five thousand bucks, it's a higher than that. Okay, is it around six seven? He says, Well, it's about seven thousand. I said, ⁓ great. Can you live on about sixty seven hundred dollars a month and save three hundred dollars a month? And Harsh says, Yeah, of course. And then what I've done is I opened up the fact that they each said yes to three hundred dollars is about the premium that I would get close to using. So instead of laying out thirty, forty, and fifty dollar premiums to People and saying which one works for you in your budget. I'm teaching people how to fit it into individuals' budgets and sharing with them why, because of inflation and tax increases. They're gonna need more later. You know, most agents deal with the fact that they're trying to cover burial services for today. But on top of that, then I became a giant in selling index universal life. And ⁓ that was a bomb too for like five years after doing so that I had to figure out ⁓ my god, there's cost of insurance. I had no idea. Nobody taught me that. I just thought it was a whole life on steroids. Now I gotta factor in that there's cost of insurance to these products, and I'm actually hurting people because I didn't develop the product to take care of the COI inside the product. And that has I had to go back and rewrite all these index universal lives that I wrote. So there's some coaching there. Don't don't just dive into things. Know what you need to know. And the simplicity behind it is you can hurt people really badly by doing this. And when they're 85. Five years old, an index universal life can act like a term. It can end. So you have to be very careful on that. And then I became a giant in the annuity arena. So selling indexed annuities from transitioning life insurance sits to annuity sales. So I became a giant in that. I mean millions of dollars selling indexed annuities.

Ben: Well. In I I it sounds to me the the typical trajectory I hear is for folks start in life insurance and then they either go in the direction of sort of independent wealth consultancy, right, and anything along those lines, or they go into the direction of P and C insurance. And it sounds like you took s the former and not the latter. What what made you cho choose, you know, to go down the route of annuities rather than getting into ⁓ property and casualty?

Jason Ferraro: Well, for me it was it was a no-brainer because I was like, you know, I was finding out I said, Whoa, whoa, I you know, some one time we had a trainer come in, a guy that was selling annuities and he started coaching us because back in the day, if you worked for certain individual companies, you were able to have locations around town that were like hot spots, they call them. ⁓ NAA has them, FFL has them, and they're like locations where you can go all over the country and just get coaching from a the organization, you know. So inside the development of their strategies to coach their agents, you can go to any one of these hotspots. So I started going to these and I was invited to a meeting, and then I heard what he learned selling just $2 million that year in annuities. And back then we were getting high compensations on annuities. ⁓ And he sat with like two people. So I said, wow, that is that is that's what me, that's me, right? So the secondary factor to me selling annuities was my demographics based upon mortgage protection leads that I was getting in wild in Wildwood, Florida, Ocala, Florida, and in the villages, Florida, which is a Mecca for retirees. Average household income was 72 grand, but people were buying houses in 65, 75, and 80 years old. But I couldn't get them life insurance to cover.

Ben: Yeah.

Jason Ferraro: the mortgage. So then I'd just buy them time and then I would use the index and index annuity pitch that I have ⁓ to be able to put illustrations on the table that made sense so they weren't volatile to the market and it worked.

Ben: That's very interesting. Th did you ever consider the P and C route?

Jason Ferraro: No, no. ⁓ for me It was always this way. There was just the this just had the abilities to make me a lot of money. And every set every sit that I had for a s a set sit and sale, you know, was based upon getting to the annuity money. It was based upon structuring Americans in a in a way that they wouldn't have the bottom of the barrel, they wouldn't have zero as their hero type thing, and that they only participated in the upsides in a fee-based pro process that was rushing them also. You know, in in their in their retirement plans.

Ben: Very interesting. Can you walk me through what the job of someone who's selling life insurance really looks like? What what is the day to day of ⁓ someone with your life insurance?

Jason Ferraro: Tell you what, that's that's more like ⁓ you know, if I were to start you show me your calendar and I'll show you your bank account too sometimes. It's kind of like show me your friends and I'll show you your future. So if you show me the structure of the the culture inside the company you're working with, I can show you whether your outcome is gonna be good or bad, right? So they have to have mental attitude, they have to have work on themselves harder than anything, I believe. And getting the right mental attitude is vital in this industry. You have to be a badass, you have to be tough. You've gotta be a you've gotta be tough, you're gonna take your lashings and you have to go for no. You know, you're gonna lit literally Get beaten, beaten down by a lot of no's, but that's where they pay you so well. So when you hit that yes, it's extraordinary. It's amazing. And that's where I teach people some simple language and strategies to make sure that they're selling proper premiums that aren't just good for today but best for tomorrow, basically, too. Because most of the time that we're selling life insurance, it's not like the guy's gonna die tomorrow, nine times out of ten. It's a futuristic visual. And what I started learning to do was buy people time. So I'd sell life insurance based on time. So the structure. good life insurance business, you need to have steady lead flow, you have to have dials, you have to track this stuff because I have a sheet, Harsh has it too, where we give it to our coaching clients that allow people to understand that if I have a lead order, it's 20 leads a week, I have a hundred leads, I dial a hundred times, I talk to a hundred people, I set I set 40 of that, I sat with 20 of that, and I only sold five. Then I can tell people where the faults are in their career and what. They need to straighten out and the scripts what they what what they need to do to fix the problems. But from today's world, obviously sitting behind a desk, I told just coached about 11 a.m. today for two hours a team that I told them go belly to belly again and don't be afraid of your warm market. Market outside this lead thing that we're having problems with, guys. I used to set 19 out of 20 appointments with the leads we used to create back in the day. Now it's like I don't hear that anymore. And that's an issue. So

Ben: Mm.

Jason Ferraro: So be careful on who you're who you're who you're trusting in this industry. And remember, you only get paid when you sell something, right? So very important to set up shop properly.

Ben: The one thing that agents tend to do, they don't take any of the risks themselves, right? They represent their clients to various different, you know, financial financial institutions, in in a lot of cases it's insurance carriers that basically offer the insurance products to them. A lot of the job, as I understand it, is finding the right product for your client. Is is that something that you you've also witnessed and how do you go?

Jason Ferraro: I've always found that I had to create first of all There's a need in that home because somebody had an idea when they went to fill out a form or they filled out a direct mail piece and mailed it back, right? Which me to me is one of the best. You can't, first of all, it's TV leads, direct mail leads, have the most, they have the they have the highest closing ratios. You're really going to talk to people, man. That's the best lead you can formulate format to selling policies. ⁓ getting into people's, you know, situations and creating the need that they weren't aware of. Like hypothetically.

Ben: Mm-hmm.

Jason Ferraro: think people are thinking about the cost of funeral, burial, cremation, things that I got today, the today's price, because that's all they know. So I just buried my friend at 7,000 bucks. No, well, wait, let's talk about 2030 where it's $18,000 to do the same thing. So this policy is really not going to work too well unless you want your family only to pay half of the funeral. You know so ⁓ what we need to do is structure these policies and find the what what fits into the budget and then find

Ben: Mm-hmm. Yeah.

Jason Ferraro: The right product, but that's pretty simple too today. You know, if I ask somebody like you, I say, Ben, you know, God forbid, have you ever had cancer, heart attack, or stroke? If I come out of the gates with that, I could kind of get an idea what I'm going to use. Because if they've had cancer, heart attack, or stroke, I know that they're not going to qualify for a standard or preferred rate, right? Nine times out of ten. Or an index universal life for that matter. So when you have things like a company called Best Plan Pro, FX quotes, me and Harsh are working on a quoting tool for agents too. ⁓ that they are capable of just typing that information in and all the carriers pop up, and then you're able to sell that product based upon the numbers that each carrier now. So for ten thousand dollars, Mutual Vomaha might be ⁓ forty bucks, ⁓ Forresters might be thirty-seven bucks, or or vice versa. So it helps to have the technology today to be able to kind of figure out what you want to do for that individual and just put the data into it: age, height, weight, and medications, and then it'll tell you exactly.

Ben: Were there any carriers where you have the feeling that you default to them because you know that they're gonna give a better product than maybe some other competitors?

Jason Ferraro: Yeah, absolutely. Well, ⁓ mine was always based upon premium and then the payout because I was in the career I'm in this career for longevity reasons and I've actually dealt with death. So, meaning that I wanted something I knew that I knew that I knew would pay out in three to five days, ⁓ or at least within the factor of them getting the death certificate over to the insurance company to pay out quickly. Because what happens is it's not that they take that money and actually go to a funeral. They actually want to buy time. So they they're trying to figure out all this budgeting stuff that they didn't talk about. They never talked about the money and death. Not not one of my clients ever talked about sat around a dinner table preparing. for death. But it's one of the biggest subjects that they shouldn't really handle in a family. So what I would do is handle that with them. And I would project the pit visualization of buying people time to be able to get ⁓ look, besides that, there's probate too. Does everybody on your podcast know what the threshold of probate is in their in their in their state or around the world? You know what I mean? And and that's where buying time plus paying debts off helps the l helps the survivor and helps the agent really become the pro by.

Ben: Yeah.

Jason Ferraro: talking like a professional who actually teaches people the things that they're gonna face in this dollar amount, we actually s we sell money. You know what I mean?

Ben: Yeah, yeah, of course. Future money, right? Or money in the event of a

Jason Ferraro: We still president if God forbid it were to happen today, I like the value of the product to be for the owner of the policy. I love it to be for the fact that God forbid, Ben, you had cancer, heart attack, or stroke, that the eighty percent of the death benefit it now is yours. But if God forbid that something were to h and and the cash value interest earnings compounding are yours also. So if God forbid your wife passed away, first that you could just take the cash value and pay for her debts. Now that's not an immediate solution because of cash Cash value accumulation over years. But what I would suggest is you take a look at one policy, all agents creating, learn how to create one policy and make it good for two people. And obviously the beneficiary receives the death benefit. And then there's the contingency plan too. God forbid they both pass away at the same time.

Ben: What is the biggest difference between what insurance was like sixteen years ago and what it's like today?

Jason Ferraro: ⁓ it was just a formula of which I think it was it was much more ⁓ it was a lot simpler then because it was more more directed towards It was guys like me coming up the ranks that brought the index universal life for a tax-free retirement. They've existed back then. You know, everybody's reading Patrick Kelly's Tax-Free Retirement back then to learn how and Frank Becker's how I raise myself from failure to success in selling. ⁓ you know, to to get to this era of which all these guys are out there selling index universal lifes and trying to be these big I sew index universal lifes when the simplicity is this guy is selling policies. Is beautiful, but getting overrides is a prettier future for you. So to sell whole life is is actually absolutely the smartest strategy you could possibly come up with and selling a thousand policies. I sold 2,800 policies in my career, right? And that doesn't sound like many. I got guys that sold a lot more than I have, but not at the numbers that I have. So when I'm able to budget it, tell these individuals that it fits into the budget at 100, 200, 300, 500, $1,000 month. ⁓ in premium because I built the value to the owner who's living still. Why do I want to buy something that I don't know the, I don't understand the value of it because I'm still alive. I'd like to see some value while I'm alive to it. And then if God forbid, yes I pass away that my family has enough time bought by cash flow coming in. And a lot of the death benefits I've also turned into annuities for for for for an income for the living too. So there's many sales opportunities, but you have to structure this correctly.

Ben: Mm-hmm.

Jason Ferraro: And make sure that years ago, bottom line, final expense was the big one, man. And a lot of these guys today have overrides coming in of anywhere between $20,000, $50,000, $100,000, $200,000 every single month because they did nothing but stick to final expense life insurance. And I think for me, for these young cats today, that's the smarter move to get your future taken care of, to have security and a pension of your own.

Ben: You mentioned a few different tools that you use, including ⁓ I think you mentioned Best Plan Pro. ⁓ what like what other tools do you use and how important are they for you to be able to do your job?

Jason Ferraro: think a tool would be something like, you know, even if I may, just failure. You know what I mean? Failure is a tool. ⁓ if you can fail enough and get enough pain from that, you're actually going to make the adjustments necessary to say it differently, post it differently, do it differently. So, you know, failing forward is what I say, and you must do that. But some of the tools out there just make your job easier, are going to meetings like this, listen to these podcasts. The number one thing that you've got to do is have your motivation, your your attitude equals your altitude. And without that, your structure is bombed. You will definitely not make it because I'm

Ben: Yes.

Jason Ferraro: I'm telling you right now, I've had my wife want to leave me. She said, get a job. Nobody understood what the hell I was talking about. Stop being an entrepreneur, go get a nine to five and pay the bills. And it ends up that way and it becomes a lot of stress on you. So when you can get past that, so some of the tools you have to have as leaders or readers, work on yourself harder than anything. Use things like best plan pro FX quotes, things like that. Use the carriers. Some of the tools that you Need to use is calling the carrier and understanding what that product does and how far you can push it and not push it so it's safe for the individual to have for years to come and it's not going to fall off the books. Use the carriers, make the calls. Call the existing life insurance companies that they already have. Find out if that product's any good. Because again, if anybody understands cost of insurance to index universal lives, they're gonna know that their policies that were created 15, 20 years ago, even 10, are eventually gonna fall off the books because they

Ben: Mm-hmm. Mm-hmm.

Jason Ferraro: Yeah.

Ben: No, I think that's the really big difference also between life and P and C, right? It's the life insurance game is a a game over several decades, ⁓ with you know a policy that will hopefully cover you for the next couple of generations and that's just not the case with with P and C at all.

Jason Ferraro: I I for me it you know, for me, I never was really, really introduced to it in a manner of which it was s it wasn't big. Like it wasn't something that tell I think five or seven years into my career that we started hearing about it, but it was like, you know, it it that that all c came about with people that were just new to the industry and then see when you're new to the industry and you see an ad on on online, you don't even know that there's other options out there. You just think like you're you don't even know life insurance, so you're like, Well this company has

Ben: Mm-hmm. Yeah, for sure.

Jason Ferraro: So that must cover everything, you know what I mean? So you don't know that

Ben: It it's i i th that that's definitely true. And I think one of the common themes I've also heard is that it's it it tends to be sort of accidental that people engage with insurance, right? There's something that happens, ⁓ they introduce it. Yeah. And then they end up seeking it out. Very interesting. What do you like what is w when you reflect upon upon your last sixteen years, like i are there particular things, like particular lessons that you wish you would have known earlier?

Jason Ferraro: ⁓ yeah, big.

Ben: Or something, you know, you can draw from those sixteen years where you said, you know, if I wanted to give my younger person some advice, this is what I would give them.

Jason Ferraro: It would be to stick out, don't be comp hungry, right? Try to get what I can out of these individuals and understand the difference between somebody really making money selling the products versus somebody sitting in an office MLMing the industry. So I wanted to do a little with both, but the best avenues I took was to get my own numbers in place so I could prove that it worked for me and then have braggadocious rights to teaching people to do it because it worked for me and look at my lifestyle. Now, right, and it really was that change that brought more people to me in a career that you know, whether they were failing in another organization or that they were just new to the industry, or they were veterans and they did couldn't ever come up with the numbers that I was able to do. The problem is that you know, Jason can sell way Jason does, but I had to find a way to make it duplicatable, and these days it's a lot easier to teach my strategies because of all the advanced markets now compared to when I was doing. This, I was selling annuities 15 years ago. I started like right out of the gates. And ⁓ for me, it's just making sure that you get your back and make sure that if I could tell myself something, it would be to stick it out, make sure that you stay the route. And I because I had times where I would get in and out too. I'd be like, I gotta go get a job, man. But it was really on me. It was about my dial sessions, and it was about my sets and sits and doing the job. And then when I was able to delegate it, I finally started making a little bit of money. And I got my girl involved and once she started setting appointments, ⁓ it was on. Like it really worked well. And we took a chance with that too. You gotta have some you gotta have some balls, if you will, because you're gonna be f scared to pay you like we would take the rent money and buy leads. You know what I mean? You gotta take a leap of faith.

Ben: Yeah. Yeah. Of course. I I mean this is I think the theme I see through this conversation is the the need to hustle, the need to really grind, grind it out, to be willing to take no for an answer because you know that the no after the tenth person saying no, ⁓ yes will follow and and it will just be able to guide guide you towards some economic independence. I guess ⁓ my question to you is there's a bunch of pains that must be arising in everyday life as an insurance agent selling life insurance. If you could focus on just one major pain point and you could wave a magic wand for that pain point to go away, what would it be?

Jason Ferraro: Consistency. And persistency. So the consistency to just of get that pain gone for once and for all is usually based upon staying consistent with it, driving through the pain. Because on the other s the only way that you can know that you're in the right place and doing going for the right things in life is usually you're there's a lot more pain because everybody would be doing it if it was easy, right? So there's there's that pain threshold that you gotta drive through. And when you drive through that pain threshold, you on the other side you start your

Ben: Of course.

Jason Ferraro: brain redevelops itself and has ⁓ you know a lot better functionality to it when you get another pain point in front of you. Now you busted through the first one, get it through the second and third and fourth.

Ben: That that's it. Yeah, I mean that I understand. I think my my question is more, is there a particular type of type of work in your day to day job that is the most painful to you? Like what part of your job like

Jason Ferraro: I would say that w by all means that it's the dialling. It's the it's the dials all day long. So, you know, having you know what delegate what you're no good at. God put me on the earth to present this stuff, not dial it and and set this stuff up, right? So but it's a part of me though. So if I you know I could pitch out the scripts and I've developed scripts, you know, Ben, you've requested some information on final expense life insurance. You remember doing that, I'm the agent that handles that area, I'll be in your area tomorrow at two PM. I couldn't say that unless I did that a lot, right? That fast. So at the end result is is

Ben: ⁓ okay.

Jason Ferraro: that you have to do it. The dials are probably going to be one of the what the problem areas in in somebody's career. But have a good time because if you do the math on it, I dialed a hundred times, I I made 2,000 bucks. Well then let's do the averages on that. It's like you made like eight, nine, ten bucks of fuck a a dial, you know, for every dial.

Ben: Yeah.

Jason Ferraro: You know, if you could visualize it that way. But whatever the case may be, that's a part of the learning sh curve that you need to get through anyway to get to newer leads. Because everybody goes through that. Just know this, you're not alone in what you're doing. We're you know, somebody else has written that story already. We've all gone through it.

Ben: Of course. Of course. ⁓ that's that that makes sense. Just from so the dialing is the first part, right? That's how you get the lead and how you talk to And and then and then the next part is you have to give them an assessment, right? You have to get some quotes from carriers. How do you select which is it is it the tools that you use? Like how do you select which carriers to go to?

Jason Ferraro: Smiling and dialing, right. But they make sure that you know they're tracking this too, because like I said, we can get over that tracking sheet and you could probably use it in your name and give it as a free gift though, because it's very important that they know steady lead order weekly is very important. I don't care if they're older leads, newer leads, whatever you gotta do, you gotta have steady lead weekly lead order. To get to the position of presenting the opportunities of them protecting their families and buying them time for whatever situation they might run into. But my selection process is pretty simple and I'm gonna always go back to starting right in the beginning. Let me get out of Out of way, Ben, and just so I can get you on your way, and just really, really, this will help me understand what we qualify for. If God forbid, have you ever had cancer, heart attack, or stroke? So once you do those three, you're gonna minimize what carriers you're gonna use. The carrier problem is like not that big of a deal, guys. Obviously, for final expense, we have a new product that's coming out, and I I I will unleash that to anybody that wants to know, Ben, and I'll give it to you right after the podcast, and we can develop some rapports ⁓ you know with others that may.

Ben: Okay.

Jason Ferraro: want to get on board with this because this new carrier this new product is blowing mutual Vomaha's final expense product out of the water and for me final expense is based upon the the less premium for the most paid out paid out right that's how it comfortably fitted into the budget so for for mutual Vomaha and ⁓ then from that point depending on health and age you know what would you use certain carriers for? Well if they're a smoker you go to Americo but to simplify this if you were you know if you if you wanted if people would

Ben: Mm-hmm.

Jason Ferraro: heart issues, most of the time you go to America American amical. ⁓ and smoker rates there are pretty good. And then if it's a height weight chart, you have royal neighbors, ⁓ because they don't have a high weight chart. Long story of the short is is you go to technology, use the technology, and like I said before, and they should be paying us to give this out there, but if you go to Best Plan Pro or FX Quotes, you're gonna have the ability to just type in the information, the age, ⁓ health, get the health issues out of the way, type it in real quick. All your carriers will pop up at once and you'll know the premium for the amount that you want, or vice versa. You could put the death benefit amount in to get the premium of what it will cost. It's the simplest way I can give it because there's so many different ways things you're gonna run into unless you know the s the the the medicational scripts per carrier and per product, like it's no way. You know what I mean? Don't do it. Just simplify it, guys. Really, just use the technology.

Ben: ⁓ yeah. Yeah. Do you need appointments with all of these life insurance carriers? Do you need an appointment with those insurance carriers?

Jason Ferraro: Excuse me? You would need to have appointments with these life insurance carriers to put them into the ⁓ You can put those pro you don't need those carriers to use that technology. You don't need to be licensed with the carriers. You just put which carriers you use in the technology. But to sell them, yeah, you would obviously need to be licensed with that particular carrier. But to get quotings, quoting tools out, you don't need that. You just put it in the best plan pro. It has a lineup of carriers that you would select that are use that you would use, and then it'll tell you what the premium will be or the

Ben: Mm-hmm.

Jason Ferraro: death benefit versus premium and based upon the health ⁓ the the health of the individual I've had cancer I take this I have diabetes I take this and then it's gonna pop up all the carriers that will accept it and then it's gonna lash out the ones that won't it'll it'll cancel them out.

Ben: ⁓ cancel out, yeah, that makes sense. amazing. Thinking of the next five to ten years, Jason, what does success look like for you personally?

Jason Ferraro: That's a great question because it used to be it was six figures. Then it was seven figures. And then it was seven figures plus. And then it was all the all all of the nothing but the math involved. Let me tell you what what where where I'd like everybody to be. I'd like everybody to be in a comfortable place where their overrides became their their their pensions one day of a minimum of ten thousand dollars a month coming in. For those stay at home moms and things like that that are really want to have some time to to develop ⁓ relationships with your family and and your kids or or families in general. and want to have extra income, you can do this depending on your wants and needs and what makes you happy. But if you don't do it right, you're gonna have the struggles and headaches that come along with it. So the journey sucks. You know what I mean? So I try to coach people so it's so easy out of the gates that they really start selling week one. And I do it ⁓ Ben, I do it on a 50-50 basis too. So I will tell people to call me, let's set an appointments, you set the appointments, I will close the deals for you. We'll do a 50-50 and then we'll get you lead money. And now you've seen a proper presentation, maybe once, maybe twice, maybe a couple times. And then, but you know how to do it now. Because when I was coming up in the ranks, that you were next to your manager sitting at a kitchen table and listening to them to provide the information necessary to sell that policy right there on the spot. I visually was there. I was a part of the sale. I was there. These days it's all different. You know, it's just not the same as sitting there with the people. It's very good. you it gets you very close to the individuals you're working with too. Hey, would you like any coffee, Jason? Yeah sure, Mrs. Jones. Do you want something to eat? Yeah, sure. I never said no to anything.

Ben: Yeah. I'm I I hear you and I I mean I'll I'll try and rephrase the a similar question again. So you said, Okay, ⁓ you know, it's like seven digits, then I wanted eight, then I wanted eight digits plus. If you think about where you are now, like what what does like what do you personally want for yourself in the next five five to ten years?

Jason Ferraro: What I'd like to do is I'd like to c I'd like to develop one of the one of the best coaching programs in the country for this and globally, to be honest with you. ⁓ I developed at GatorMouseSales.com was developed to transition life insurance agents from final expense and any kind of life insurance sale to selling annuities. So I created one of the first artificial intelligent coaching ⁓ technologies out today. And it's it works like a charm, but for me it would be to get engrossed. More technology like that. Me and Harsh are working on role-playing technology for different companies and then role-playing technology just for agents in general to have. Like, you know, I want to get this kind of stuff out there because there's so much failure out there, but people can succeed, but they have the wrong mentors. They have the wrong individuals. So, what I'd love to be able to do is build, I'm going to build one more organization too, Ben. I'm going to build one more company, okay? And we're looking to develop that, and I'm going to build the Final expense department out, but it'll also be the transitional place for people to come from final expense, life insurance, mortgage protection, things like that, to transition to the the the you know the $28 trillion in retirement money that's out there, or whatever the number may be today, that they have a piece of that puzzle too, because that's big. That's big numbers that everybody's leaving on the table when they sell final expense life insurance. So for me, it's to build a nice, ⁓ a great coaching company out of this ⁓ these days and then to write. a couple books and then to be able to ⁓ talk and speak ⁓ you know on some stages around the world and then be able to build one more company and and just you know you know develop I really the numbers are a hundred million dollars. I'd like to build a hundred million dollar company. It's always been my number.

Ben: So it's not what did we talk about? A nine it's a nine figure, nine figure sum.

Jason Ferraro: No, now or is nine. Yeah. And I ha I've had buddies sell their companies for nine, you know, Tyler Reese at ⁓ innovative insurance broker sold to Humana for that. I had a piece I had a part of that and I left the company. I was supposed to get five percent of that company. And I walked away from it, beating on my chest as a young man, trying to build my own IMO. Stupid moves like that. That's why I said earlier in this podcast, I said stay with it. Once you find a place, don't go don't go jump in the fence for comps that that that they're not gonna give you. Stay with the crew, go through Through the hard times and just stick it out, man. But at the same time, if there is a better opportunity, know why you're choosing it, you know?

Ben: Jason Ferraro, thank you so much for joining the podcast. This was eye opening for me.

Jason Ferraro: Thank you so much for having me anytime, brother. Anytime for you. Thanks so much, guys.

Ben: Cool. ⁓ let's just wait until this uploads. but yeah, you you had