3
Doors in
Everything you need is on this one page. Read it your first night, then come back to it every day until you're closing. It covers the space between your YES and Training Camp — licensed, contracted, first carrier. On average, 14 days.
There are three ways into this business and they don't run the same clock. Your manager assigned yours on your offer call — you don't pick it here. If you're not sure which one you're on, ask before you do anything else on this page. Reading the wrong door's rules is how people show up on the wrong day with the wrong expectation.
Your upline funds the operation. But not on day one. Week 1 you're hand dialing the Gold Mine. Earn that and the AI dialer is sponsored for weeks 2–5. The month after, you jump to 85% and fund your own business.
▸ How you earn your stripesSelf-funded from day one, higher comp from day one. Two months of desk free and four free weeks on the Gold Mine — our shared manager lead pool — then you're buying your own. You chose independence, so there's no falling back to sponsored later.
No money to start with — so you start unlicensed, dialing warm leads and transferring to a licensed closer while you study. Your clock is 30 days to pass your exam, not the 14 on this page. The day your license is confirmed, you come back here and run the same standard as everyone else.
▸ Your 30 days — read this firstDoors 1 and 2 run the 14-day pipeline in section 02. Door 3 runs the 30 days below, then joins them. Different clocks, different pay while you ramp — don't read the wrong one and show up on the wrong day. What does apply to everybody from hour one: the standards in section 07, the pay rules in section 10, and the close in section 06. Every door ends in the same seat — licensed closer, running your own book.
We fund your operation. We just don't hand it to you on a Monday morning. You get the tools in the order you earn them, and the first week you get almost nothing on purpose. Here's the whole ladder so there's no guessing.
Week one you dial by hand off the Gold Mine, our shared manager lead pool. No dialer. No automation. Just you, a phone, and a list.
We are not trying to get you to close this week. Read that again. Nobody is grading your sales. What we're grading is simple and it's all stuff you control: the hours you put in, the work equity, and your attitude when it's boring.
Why we do it this way: a tool you were handed is a tool you drop the second it breaks. Every system goes down eventually — the dialer glitches, the leads run thin, the internet dies. The agent who spent week one hand dialing just picks up the phone and keeps going. The agent who never learned that sits there and waits for somebody to fix it. We're building the guy who doesn't need the system to work.
Week one goes clean and the AI dialer gets installed in week 2 — sponsored, on us, for four straight weeks. Weeks 2 through 5. This is the same weapon the producers upstairs are running, and your volume jumps the day it turns on.
"Goes clean" is not a mystery. It means you were here every day, you put the hours in, and you were somebody people wanted in the room. Your manager is not counting closes in week one. They're deciding whether you're worth investing in.
Use these four weeks hard. This is the window where you build the book that funds the next chapter — because the sponsorship has an end date and it comes fast.
The month after your sponsored window, you automatically jump to an Independent contract at 85%. No application, no waiting on approval — it's the built-in end of the ramp.
From that point you fund your own business from day one of that contract. Your leads, your overhead, your call. And you keep a much bigger piece of everything you write.
That's the whole design: sponsorship is a launch pad, not a couch. We fund you until you can fund yourself. The day you can, you should want off the pool — because 85% of a business you own beats 70% of one somebody else paid for, every single month.
You start on a Monday. Your exam gets registered through the portal on Day 1, same as everybody else. From there you have 30 days to pass your state exam — and this is the one number on this page with no flexibility in it. Miss it and you're cut. Not because we're harsh, but because this seat was never designed to be permanent: we don't hire career dialers. The dialer chair is a bridge to the closer chair. If you're planning to sit in it indefinitely, you're in the wrong building.
It doesn't make sense to continue wanting something if you're not willing to do what it takes to get it. If you don't want to live the lifestyle, then release yourself from the desire. To crave the result but not the process is to guarantee disappointment.
The short version of the full orientation. Your manager walks you through the complete version in person — this is the map you keep.
You're on the path to licensed closer: you run the full call — open, qualify, quote, handle objections, lock the app, submit. 1099 independent contractor. Products: Final Expense, Term, IUL, Annuities. Mentors on-site, but your execution decides your outcome.
Three streams: upfront advance ($700–$2,000+ per policy, week of issue), back-end commission, and residuals. Closer in Training: $500–$4,500+/wk building to $8K+/mo. Full Producer: $20K+/mo. Agency Owner: uncapped. Dialer transfers pay too, before you're ever licensed — full breakdown and the rate table in section 10.
Stage 1: Closer in Training — first 30 days, heavy mentorship. Stage 2: Full Producer — 10+ policies/wk floor. Stage 3: build your own agency — overrides + residuals, uncapped. First sale is required learning; building a team is optional.
① How to get your first sale. ② How to get your first recruit — A to Z. ③ How to get that recruit paid, start to finish, because a recruit who doesn't get paid quits and takes your override with them. The first one is required. Two and three are yours whenever you want them — nobody here is forced to build a team, but the blueprint is on the shelf the day you ask for it.
None of it starts until you're licensed, contracted, and through the Gate. That's what this page is for — and it's where most of the industry wastes a month. You won't.
Two logins and one piece of paper. That's your whole kit.
Orientation Day is a quick walkthrough of each — what it is, where it lives, what it's for. That's it, on purpose. The real training on each tool comes when you can actually use it. No point memorizing a carrier portal you can't log into yet. Learn the names now, learn the buttons when they matter.
You take advances, so a lapsed policy charges back. Don't fear the 4 — out-write them: our average agent runs 96% persistency. Close 2+ policies in a household and it's 90% more likely to stay on the books. If one hits: call them — "what happened, do we need a different bank account?"
You're a 1099 business owner. Desk fees: first 2 months in office FREE, then $300/mo. Agent house (if you stay in one): first 30 days covered, then $300/mo bunk or $600/mo private room. Leads are the fuel — your manager breaks down average lead cost and your weekly budget. These are business expenses building YOUR book — we keep the first stretch free so you stack wins before you carry overhead.
Every stage is the same job done better, not a different job. You do not skip one.
The window between your yes and your contract clearing is not waiting time — it's the highest-leverage training window you'll ever get. You'll study, shadow real closers daily, drill objections with the floor, and dial as an appointment-setter before your paperwork even clears. Agents who complete this pipeline perform about 90 days ahead of someone handed a headset on day one. That's why our week-one closers land 2–3 sales.
Open today's day. Everything you owe that day is inside it — script, objections, study, Discord, floor time, end-of-day. The recurring clock (what time each block runs) lives in section 03; this is what you're completing, day by day. Check things off as you go (progress resets when you close the page — your portal is the official tracker). "Day 3" means day 3 of YOUR plan — if your exam moves, the days slide with it.
Five dates decide everything. The rest is reps. Only one of these five is in your control — the exam date. Move it earlier and every date after it moves with it.
Non-negotiables, Day 2 until the Gate: ① Blackout Drill in the block right after morning training. ② One script section drilled to memory. ③ Five objection handles added and stacked. ④ One self-recorded full script run, reviewed by your own ears. ⑤ Evening manager check-in. Miss a day and you're not behind us — you're behind the version of you that was two months ahead. The agents who outwork the average 2-to-1 in their first 30–60 days cut the learning curve in half. That's the whole trick.
Days vary — the standard doesn't. Some people clear this in 10 days. Some take 20 because of exam scheduling or another job (ask about the part-time track — same days, stretched to ~28). If your exam moves, every day after it slides with it. What never changes: in office every day you're able, script from Day 1, the ladder verified, and nobody touches closer calls without the Gate.
Want to beat the 14-day average? There's exactly one lever, and you're holding it: the exam date. Everything else on this page is already sequenced and pre-booked for you — the contracting call, E&O, the carriers. The people who finish in 10 days booked the earliest exam slot available, even when it scared them, and put in the extra XCEL hour every night. And we pay you for it: licensed within 7 days, your state exam fee is reimbursed 100%. Book scared. Study anyway.
Monday through Saturday. Your day changes as you move up, so there are three versions plus one for working from home. Open the one you're on. Sit down with your manager on Day 1 and write out your real times. Times shift a little by office day. The blocks don't.
If a closer goes live while you are studying — close the laptop and listen. Every time. That is not a distraction from the plan, that is the plan. A live call you overheard is worth more than the module you were on, and the module will still be there in twenty minutes. Shadow beats study whenever a real call is happening in front of you — just make the hour up at home tonight. The only thing that does not move is your exam date.
Three ways to dial: hand dial (your phone) for leads on a sheet · manual/single-line = Ringy · auto/inbound = Readymode. The double-dial: call → hang up after 1–2 rings → call right back → let it ring through (not triple — Apple blocks it). Beats Do-Not-Disturb. Dial from your laptop/iPad, not your phone. Stay on your assigned lead pages so you're never dialing behind a teammate. Dispo every call in the CRM: closed = "[Your name] Closed" · think about it / spouse / banking / social = "[Your name] 48-hr follow-up [date]." Set it, work it — if you skip the follow-up and someone else closes it later, that's on you.
Your tracker card runs your business — and you get one on Day 1, not after the Gate. T1 (Dialer // Pre-License) covers these 14 days, T2 (Closer in Training) your first 30 days licensed, T3 (Full Producer) after that. Print + laminate the one for your tier, fill it daily with an Expo marker, and send a photo to your manager at EOD. Section 08 has all three as fill-in cards that do the math and build your EOD block for you. Track inputs (what you commit to) and outputs (what pays): pickups, health questions, presentations, closes, premium. Race to 100 presentations — presentations are the first craft; weeks 1–2 feel stuck, week 3 you're better, week 4 you're unstoppable. Grade your non-negotiables daily. And on every single call: ask for the referral — a referral is a free lead. Round it out with 2 call reviews a day (you bring them — we don't chase you) and 1 hour of self-training: script, objections, mindset. Get 1% better.
Half of the best teams in this business run virtual — same process, same gates, same clock (8:30 AM Central, wherever you live). Virtual is not the easy track; it's the same track on camera. Here's how every block maps to Discord:
Camera off = absent. No camera, no mic when it's your turn, ghosting the voice room — you're marked absent for the day and it counts toward your three strikes, exactly like an empty chair in the office. The closers you shadow virtually report back every evening just like in-office: was this person engaged, asking questions in chat, following the script — or was their camera conveniently "broken"? Your reputation builds the same way at a distance. And when a live call fires while you're studying: you'll get pinged. Hop in, listen, take notes. Every live call you overhear is a free rep.
So you never measure yourself against the wrong ruler. These are averages from teams running this exact system — including one that went $478K to $878K a month in five months.
| Milestone | Average | Reality check |
|---|---|---|
| Week 1 live | 2–3 sales, $3–4K submitted | Goal is reps and first blood, not perfection. You WILL get your teeth kicked in. Normal. |
| Weeks 2–4 | 1 → 3 → 4 sales/week | The week-2 dip is real and expected. We're telling you now so it doesn't rattle you then. |
| Week 5 | Production stabilizes | This is where it starts feeling like a job you know how to do. |
| Month 1 | $10–12K submitted | Covers your bills. Sets your floor. |
| Month 2 | $20K submitted | Non-negotiable — this is what funds your own lead spend and makes you independent. |
| Month 3+ | Self-funded, snowballing | You've been buying your own leads since week 3 and paying for them out of what you wrote. No gap, no subsidy, no going backward. |
Week one live: a pulse check every hour or two, and a personal end-of-day recap call, every day. Week two: about once a day. After that: every few days, while we watch the numbers in the background. It tapers on purpose — independence is trained, not hoped for. If it feels like a lot, remember: if you make money, we make money. This is mutual.
93% of people who start in this industry wash out. 7% last and build an actual career. That's the whole game — there is no third group. Everything on this page, the drills, the gates, the schedule, the check-ins, the standard, exists for exactly one reason: to put you in the 7%. Nobody lands there by accident and nobody lands there alone. Which side of that fence do you want to be on? Decide now, because the 93% don't know they're in it until it's already over.
Your exact channels for each day are already inside your day dropdowns (section 02) — this table is the overview and the rules. The whole ladder — candidate through Pre-Training Camp, including all product boot camps — gets finished before in-person Training Camp. In order, with proof. "I read it" doesn't count; posts do.
| Days | Channels | Your proof |
|---|---|---|
| Day 1 | Candidate Start + Candidate Pipeline (welcome-to-the-process, pipeline-questions, wins-and-momentum) | Post your intro; ask one real question |
| 1–2 | Onboarding (start-here, rules, company-values, pre-onboarding-videos, access-training) | Acknowledge the rules; videos confirmed |
| 2–4 | Bootcamp (clearance, all-star-boot-camp, training-videos, intro-yourself-here, personality-assessment, bootcamp-check-ins) | Intro posted; assessment submitted; daily check-ins start |
| 4–8 | Final Expense (quoter-tips, guides, script, objection-sheet, faq, cheatsheet, e-signature-vids) | Manager asks you 3 questions from the cheatsheet — out loud |
| 8–10 | Mortgage Protection + IUL | Same spot-check |
| 10–12 | Annuity Hub (training, guide, scripts, faq) | Same spot-check |
| 12–14 | Pre-Training Camp (start-here, the-standard, study-materials, daily-study-tasks) | Daily study tasks logged; the-standard acknowledged |
Why Final Expense comes first: FE is what you'll sell first and what the Gate tests. Mortgage Protection, IUL, and Annuities layer on after the core is solid. If you blast through four categories in one night with zero posts, you skimmed — and you'll be reset to the last rung you can actually answer questions about.
You didn't take a job. You opened a business — and on day one of any business the owner asks two questions: who are my customers, and who do I want working here? Every restaurant owner in San Antonio knows the answer to both before they unlock the door. Most new agents in this industry never ask either one, which is why they treat their own circle like it's off-limits and then wonder why month one is empty.
If you opened a pizza place, you'd want your friends and family eating at your spot — not the one across town. You wouldn't apologize for it. You'd be insulted if they drove past you. That's all this is. You're not begging anybody for anything. You just opened a shop, and you're letting the people who care about you know the door is open.
One link, bookmark it Day 1. The full playbook lives here, and so does the worksheet you'll actually fill in — a pre-built workbook with three tabs: instructions, Coverage Top 25, and Opportunity Top 25, with the score columns already calculating for you.
▸ Open the Warm Market Playbook ⤓ Download the Top 25 Worksheet (XLSX)Keep it clean: names, contact info, and the score columns — that's it. No social security numbers, no dates of birth, no medical notes, ever. You're holding real information about real people who trust you; treat the sheet like it's their file, because it is.
You write both on Day 1, with your manager asking the questions out loud while you write. Phone contacts open, Instagram and Facebook open — memory alone gets you twelve names, your phone gets you fifty. Nobody gets dialed on Day 1.
"If you had the chance to hand 25 people a high-paying sales job — who would actually prosper from it?" Think about who you'd want in your kitchen: hungry, coachable, sick of their ceiling. Not who needs a favor — who would be good at this.
"Who are the 25 people in your life who could use the information we provide?" Who would benefit from coverage — or who already had something happen in their family and would want to know how this works. You're offering information, not a pitch.
You build it in week one. You work it licensed. Day 1 you write it, Day 2 you score it, Day 8 you drill the openers out loud — and then it sits in a folder until the state issues your number. Nobody gets dialed before that, either list. Read the next section on why the list still belongs on Day 1 anyway.
Plenty of names land on both lists — and those are your strongest contacts on the page. You never know which door a person walks through. Somebody you pegged as a client hears the comp structure and asks how to get licensed. Somebody you pegged as a recruit says no thanks, then buys a policy for their mother. Tag them C, O, or both, and let them choose.
Fifty names is not a call list until it's ranked. You score every name on Day 2 with your manager. This takes about twenty minutes and it decides who you reach first while your energy and your manager's calendar are both fresh.
| MACHO — coverage side | What it tells you |
|---|---|
| M — Married | Two incomes to protect, and a spouse who has an opinion. Both matter. |
| A — Age 25+ | Old enough to have something to lose. |
| C — Children | The single strongest reason anybody has ever bought coverage. |
| H — Homeowner | A mortgage is a debt with a family attached to it. |
| O — Occupation $45K+ | Can afford the premium without it becoming a chargeback in four months. |
Nobody on this list gets called until your license is confirmed. Not the coverage side, not the opportunity side, not "just to say hi and feel it out." One line, no gray area. Talking to somebody about coverage, rates, products, or what we do for families before the state issues your number is soliciting insurance unlicensed — that's a Texas Department of Insurance matter that lands on you, your manager, and this agency, and it can sink the license application you're in the middle of. We're not carving out a clever exception for recruiting calls either, because we know exactly what happens: you get your cousin on the phone about the opportunity, he asks "wait, so what do you actually sell?", and you're over the line before you knew you crossed it. So: build it, score it, hold it. If somebody on the list reaches out to YOU first, take no details, quote nothing, and say "I'm finishing my license right now — let me get my manager on with you, he handles these." Hand it off same day.
So why build it on Day 1 if you can't touch it for two weeks? Because the list isn't the point on Day 1 — the way you start seeing people is the point. An owner knows who his customers are before he unlocks the door. The day you write fifty names down and rank them, you stop thinking like somebody who got hired and start thinking like somebody who owns a shop. That switch is the actual asset, and it's the reason this is Day 1 instead of Day 15. The scored list is just what's left over when the switch flips — and by the time your number comes in, your first two weeks of appointments are already sitting in a folder while everybody else is starting from zero.
Admin confirms your number, your manager puts the Phone Zone on the calendar that same week: 60–90 minutes, both lists live. You drilled these openers out loud back on Day 8, so this isn't your first rep — it's your first live one. Your manager sits next to you. List open, calendar open, CRM open. You dial; your manager runs the appointment you just booked.
Drilled out loud on Day 8. Used live once your license is confirmed — both of them, not one before the other.
"Hey [Name], it's [You]. So I just started a really good high-paying sales job in financial services and it's going well. I thought of you because I think you'd actually be good at it. Curious — where's your head on sales in general? Would you be open to hearing about a real high-paying sales opportunity? Let me get you on a quick call with my manager [Manager] so you can hear it straight from him."
"Hey [Name], it's [You]. I got licensed in financial services — life insurance, retirement, that side of things. I thought of you because I figured you'd want to at least know how it works. [Manager] is the one who walks people through the actual breakdowns. Can I get you fifteen minutes with him this week?"
"Totally fair — most people aren't until they see how it works. No pressure at all. Real quick before I let you go: who are 5 people in your life who might want to know about this? I'll add them to my list."
"Good — most people we talk to do. [Manager] does a free review to make sure what you've got still fits where your life is now. Worst case you find out you're covered right. Fifteen minutes with him?"
Fifty names sounds like a lot until you've worked it for three weeks. It never runs out because every appointment produces five more names. Ask at the end of every single one — sold, didn't sell, joined, didn't join. No exceptions, no reading the room, no deciding today isn't the day.
Once you're producing, this stops being an onboarding task and becomes a standing monthly standard: 4 recruits through an opportunity appointment, 4 personal applications submitted. Four recruits at 25 names each is 100 new warm leads a month — leads nobody invoiced you for.
| Day | Action | What it looks like |
|---|---|---|
| Mon | Refill | Last week's root-tap names go onto the Top 25. |
| Tue | Phone Zone | Dial 10. Target 3–5 appointments. |
| Wed | Appointments | Run them. Close. Root tap all five names. |
| Thu | Phone Zone | Dial 10 more. Target 3–5. |
| Fri | Appointments | Run, close, root tap. |
| Sat | Post | Social. Show the wins. Your feed is a lead source. |
| Sun | Audit | CRM clean, list refilled, week planned. |
No effort on the list, no seat. But hear the whole standard: twelve real names beat twenty-five fake ones. A page padded with cousins you haven't spoken to since high school isn't a list, it's a way of looking busy — and your manager will spot it in about ninety seconds because they're going to ask you about the people on it. You get exactly one honest first pass at your own circle. Do it right the first time; you can't rebuild it later.
Two gates. A small one to dial as an appointment-setter. A real one to take closer calls.
This is the whole call, start to finish. You learn one stage a day from Day 2, you run all five cold on Day 6, and the Gate walks you through every one of them with the script face down. Know the stages by name — when your manager says "you lost them in stage three," you need to know where you are.
Ten minutes with your manager: the intro from memory + the first 3–5 objection handles off the Blackout sheet. Can't open a call? Then you can't set appointments yet. Drill tonight, retry tomorrow.
One-on-one, script face down. "Ring ring — call me." Intro word-for-word. Rapid-fire objections. Quote presentation (age + state → three options → present the middle). Walk the full call from confirm to submit. 70% to pass.
You read every word of this before you were hired — on the application page, then again in the videos. Nothing softened when you signed. That's the whole point of a standard: it doesn't bend because you had a bad day, a bad call, or a bad week. This is the section you come back to on the days you don't feel like it.
Culture sets the standard. The standard is held by process. Process, run through culture, becomes the vision. Never the other way around.
We didn't hire you for a résumé. We hired you on four traits, they were printed on the page you applied through, and your manager is grading you on them every day of these 14 days. Not at the end. Every day. Here's exactly what each one looks like right now, in your seat — and what it looks like when it's missing.
"Told to sign up for your exam today? You do it today — not in two weeks."
"Energy regardless of the scoreboard. It's contagious — so is weakness."
"Listen AND apply, fast. Ego off, reps on."
Coachability and Confidence are the two C's. You need both — coachable without confidence is a passenger, confident without coachable is a problem.
"What you do when the dopamine's gone. Discipline over motivation."
Print this. Answer it honestly at 5:15 before your manager check-in — they're going to ask you two of these out loud, and they already know the answers. A no isn't a problem. A no you didn't notice is.
How this fits with your card: your tracker card (section 08) takes three letter grades every day — A / W / C, the three non-negotiables. That's the fast daily read. These six questions are the diagnostic behind the letters — when you can't decide whether today was a B or a D, the six answers tell you, and they add Speed, which is the trait a letter grade hides. Card first thing at 5:15, these six right before it.
① The business. Every word you say about it either builds the foundation or chips it — there is no neutral. ② Your peers. We move as a unit. Got a problem with somebody? Take it to a mentor with a solution attached. ③ Yourself — and this is the important one. Your identity is the ceiling on your performance. Men who build something don't talk like losers, not even as a joke. And no victim mindset, no excuses — the market doesn't care who wronged you.
In office every day you committed to. Three unexplained misses and we part ways — kindly, with the door open for when your life allows it. First miss: things happen. Second: we'll say it out loud. Third: same-day, final.
The closers you shadow report back every single evening: were you engaged, asking questions, following the script — or on your phone? Online: camera ON, unmuted, locked in — especially in voice/video channels. Closing online means you're visible and engaged, period. Your reputation here is built in week one.
One lie on a call, one inaccurate clean-sheet, any fraud: terminated same day, no conversation. We help real families, and we do it right. We doubled the business doing it by the book — there's no excuse.
Nothing in Discord is real until it hits issue-paid with strong persistency. Your only scoreboard as a new agent: 1–2 sales a day once you're live. Miss today? Get two tomorrow.
Don't recruit till you're paid. Post your content, show your work, build your face-to-camera reps — that's part of the 4-for-4 and we want it from day one. But you do not pitch anybody on joining this business until you've been paid by a carrier. Not your cousin, not your old coworker, not the guy in your comments. You cannot sell a career you haven't been paid in yet, and the person you recruit at week two becomes your problem at week six when you still don't know how any of it works. Get paid. Then build. Your manager will hand you the recruiting blueprint the week your first commission lands — it's step three of what we teach you, and it's not optional forever, just not now.
There are two ways to collect a strike here, and most people only know about the first one. Missing days is one. The traits are the other. You can be in your seat every single day, camera on, never late — and still be on your way out because you argue with every correction, or you move on everything two days after you were asked. Same three steps either way: first time we name it out loud and log it. Second time it's written down with the exact behavior you're fixing and the date we check it. Third time is a same-day conversation, kind and final. You will never be surprised by where you stand — that's our end of this. If you're off standard, you hear it that day, not in a review 90 days from now.
A standard that only runs one direction is just extraction. Here's our half, and you can hold us to it out loud.
Real access to closers actually putting up the numbers — not a course, not a replay. You rotate to a different one roughly every hour instead of getting parked with whoever happens to be free. Ask them anything between calls; the room respects good questions.
Morning training, the drill block, two call reviews, an evening check-in, and the truth said out loud. Your manager earns their override on your business every single day — with coaching, not charisma. If you're not getting that, say so.
No recruiting fee, no starting fee, no training fee. First 2 months of desk free. Four free weeks on the Gold Mine — our shared manager lead pool — so you're dialing real people from day one without spending a dollar. First 30 days of the agent house covered. And your state exam fee comes back to you 100% if you're licensed within 7 days — we pay you for moving fast.
You'll know where you stand at the end of every day, not at the end of every quarter. Nobody here gets quietly written off while being told they're fine. If something needs to change, you'll hear it from us the day we see it — and you'll get the specific behavior, not a vague complaint.
Your tracker card runs your business. Pick your tier, fill in today's numbers, hit Build My EOD, and paste the block into your manager's DM. The math does itself — dial velocity, close rate, premium total. Then print the same card, laminate it, and fill it with an Expo marker for your running totals, because that's the version that remembers.
This page does not save anything. Close the tab and today's numbers are gone — that is on purpose, not a bug. Your laminated card and NEO are the record; this is the calculator and the send button. Anything cumulative — your running count toward 100, your week view, your MTD — you copy in from your laminated card so it rides along in the EOD block. Once NEO is fully live, this section retires and you log it there instead. Until then: KPIs submitted and EOD sent by 7:30 PM. Every day, no exceptions.
Most agencies hand you six logins and call it a tech stack. We built one. NEO — the New Era Operating System — is where your entire business lives. Every call, every lead, every number, every script, every training. If you are doing something for this business and it is not in NEO, ask your manager why.
NEO stands for New Era Operations. It also stands for New Era One — one login, one system, one place. And neo already means new. That is not an accident. Every other agency in this business is running six tabs and a spreadsheet. You are running one thing, and it was built for you.
The dialer is built in. No second tab, no separate login, no copying numbers between screens. Your lead pages are assigned here so you are never dialing behind a teammate.
Automated follow-up text goes out on your behalf. Your 48-hour dispositions — think about it, spouse, banking, social — fire on schedule instead of dying in your notes app.
Dials, pickups, presentations, closes, premium. Everything that is on your paper tracker card today ends up here, and it adds itself up. KPIs submitted by 7:30 PM — in NEO.
Your numbers against the floor. Leaderboards, the competition, who is up this week. The scoreboard is live and it does not care how you feel about it.
Every lead you own and every person you bring in, tracked in one place — including your warm market list once you are licensed and working it.
The full script, the objection sheet, the product guides, the training modules. Same place you work, so there is no excuse to be guessing on a live call.
The reason this matters to you and not just to us: every minute you spend hunting for a script, re-typing a number into a spreadsheet, or trying to remember who you promised to call back on Thursday is a minute you are not on the phone. That is the only activity in this building that pays. One system means less admin, more dials, and a manager who can actually see what you need help with instead of guessing.
While NEO is still being built out, some of this lives on paper. Your laminated tracker card, the fill-in card in section 08, the shared Google Sheet for your warm market. That is temporary and it is fine. Do it on paper today, do it in NEO tomorrow, but do it either way — the tool changes, the standard does not. Your manager tells you which pieces are live in NEO right now.
Two ways money reaches you here, and which one you're on depends only on whether you're in a dialer seat or a closer seat. Every door passes through the dialer seat — Door 3 lives there until they're licensed, Doors 1 and 2 sit in it Days 8 through 14 while contracting clears. Same seat, same pay, same rules. Read this before Day 8 so nobody has to explain it to you twice.
| Monthly premium on the app | Apps 1–5 | Apps 6–10 | Apps 11+ |
|---|---|---|---|
| Under $50/mo | $25 | $50 | $75 |
| $50 – $99/mo | $50 | $100 | $150 |
| $100+/mo | $100 | $200 | $300 |
What that looks like in a week at the $100+ tier: 5 apps = $500 · 10 apps = $1,500 · 15 apps = $3,000 · 20 apps = $4,500. Notice the jump from 10 to 15 is bigger than the jump from 5 to 10. That's the tier working. Push through the middle.
The premium tier is decided by the app, not by you — but the app is decided by the conversation you ran. A rushed qualify puts somebody on a $40/mo policy and pays you $25. The same person, qualified properly, lands on a $110/mo policy and pays you $100 for the identical amount of dialing. Four times the money for the same hour, decided entirely by whether you did stage one right. This is why we make you memorize the script before you touch a phone, and it's why "just get them on the line" is the most expensive shortcut in this building.
The reason we pay you to dial instead of just making you wait for your license: most agencies hand an unlicensed person nothing, so they burn savings for a month and quit before they ever see the seat that pays. You earn while you study. But be honest with yourself about the math — dialer money is bridge money. It exists to keep your lights on while you build the skill that pays $700 to $2,000 a policy. Anybody who gets comfortable at the transfer rate and slows down on their exam has turned a bridge into a parking lot, and that's the single most common way people waste a year here.
This is the whole argument for getting licensed fast, and it's easier to see than to explain. Take five identical clients on $100/month policies. Once you transfer them, you're paid at the top dialer tier. Once you close them, you're paid an advance — and we'll use the bottom of the published $700–$2,000+ range to keep it honest.
$500
≈ $3,500 upfront
| In one month, at $100/mo premiums | As a Dialer | As a Closer (upfront only) | Difference |
|---|---|---|---|
| 5 apps | $500 | ≈ $3,500 | 7× |
| 10 apps | $1,500 | ≈ $7,000 | 4.7× |
| 20 apps | $4,500 | ≈ $14,000 | 3.1× |
Notice the gap gets smaller as volume goes up — and we're showing you that on purpose. A dialer grinding 20 apps a month is genuinely earning, and the escalating tiers are real money. But look at the column header: "upfront only." The closer's $14,000 is the advance — the back-end and the residuals are still coming, every year, on business already written. The dialer's $4,500 is finished the day it hits the account. The 3× on the table is the smallest the difference will ever be. Five years from now it isn't close, and the only thing standing between the two columns is an exam you can book this week.
Figures shown are examples of what producers have earned — not a guarantee. Income depends on effort, activity, licensing, and results. These are 1099 independent contractor roles, 100% commission: there is no salary and no guaranteed income. Dialer rates are current as of this page and are set by your agreement; confirm your rate with your manager before you count on it.
There's a part-time track: minimum three office sessions a week plus Saturday, the ladder pace stretched to ~28 days, exam by Day 14. It comes with a conversion date — 6 to 8 weeks out, on the calendar from day one — where you go full-time or we part as friends. One foot in forever isn't an option here.
Retake booked within 72 hours. Shadowing, drills, and the ladder keep moving. A failed exam pauses your clock; it doesn't touch your pipeline.
Your first advance hits the week your first policy issues — realistically inside your first 2–3 weeks as a Closer in Training. Week-one goal is 2–3 sales ($3–4K submitted is the average start). The Gold Mine — our shared manager lead pool — carries you free for your first four weeks while you build, then you're buying your own.
Because a headset handed out free is a headset nobody values — and because agents who go through this whole pipeline outperform day-one dialers by about 90 days. The two weeks you think you're losing are the two months you're gaining.
Not for the first two weeks, no. You have to make the list — that part is mandatory, on Day 1, because an owner who can't name his own customers isn't running a business yet. But you don't contact a single person on it until your license is confirmed, either list, and that's a legal line we don't bend for anybody. Day 1 you write it, Day 2 you score it, Day 8 you drill the openers out loud with your manager, and then it sits in a folder. When your number comes in, you and your manager sit down for 60–90 minutes and work it together — and all you're doing on those calls is booking a 15-minute conversation with your manager, who runs the whole thing while you listen. Nobody hands you a phone and says "go sell your mom." And if the idea still sits wrong, read the frame in section 05 again: you just opened a restaurant. Letting the people who love you know your door is open isn't imposing on them — driving past your own shop is.
You're a 1099 business owner, and we keep it cheap while you ramp. Desk fees: first 2 months in office are free, then $300/mo. Agent house, if you stay in one: first 30 days covered, then $300/mo for a bunk or $600/mo for a private room. Leads are the fuel — your manager breaks down average lead cost and your weekly lead budget on Day One. Your first four weeks run free on the Gold Mine, our shared manager lead pool. After that you buy your own, and by then you should be funding it out of what you wrote. Know your numbers. These are business expenses building YOUR book, not the company taking from you.
Yes — same process, same gates, same 14-day average, same 8:30 AM Central clock. You'll run everything through Discord: training and drills on camera, studying inside the live floor channel so you hear real calls while you work, shadowing in a small private room following one closer at a time (camera on, mic muted), and both Gates over video with the script face down. The only real difference: your camera is your chair. Camera off = absent, and it counts toward your three strikes. You'll also need the setup before Day 1: laptop, headset, camera, quiet dedicated workspace.
It's the average, not a stopwatch. Exam availability, another job, life — dates move. What we hold you to is the plan: daily presence, the ladder, the gates. Follow it and the calendar takes care of itself.
Manager access required. This section holds the 14-day clock, stage owners, intervention rules, screening flags, and the cut protocol.
Layer A. The candidate never needs to see this — but everything they experience above is produced by what's below.
| Role | Owns | Never owns |
|---|---|---|
| Hiring Admin | THE CLOCK. First contact, anchor-day booking, exam/fingerprints/E&O, contracting call pre-booking, portal tracking, slip alerts, daily pipeline check | Sales coaching, the Gate |
| Manager / Mentor | Shadow rotation, end-of-day closer debriefs, Blackout Drill, dialer mini-gate + supervision, ladder spot-checks, warm market: both discovery questions, scoring, the Day-8 Phone Zone, running every warm appointment, weekly refill | Contracting logistics |
| OAKMAN / team lead | Intro 1:1 + personal 1:1, THE GATE, keep/watch/exit calls, three-strike decisions | Day-to-day scheduling |
| Stage | Old avg | New max | Rule | If it slips |
|---|---|---|---|---|
| First contact | — | Day 0–1 | Call same day/next AM; anchor day ≤72 hrs | OAKMAN calls personally |
| Stage 1: Day-One tasks | 2d | Day 1 | Done IN OFFICE on the anchor day | No shadowing until done |
| Stage 2: Exam + prints booked | 2d | Day 1 | Booked before they leave; exam ≤7 days out | Admin books it FOR them, on the spot |
| Stage 3: XCEL setup | 3d | Day 1 | First module started same day | Same-day call |
| Stage 4: Exam + license applied | 7d | Day 7 | License app + prints SAME DAY as exam | Fail → retake ≤72 hrs |
| Stage 5: E&O active | 4d | Day 8 | Within 24 hrs of passing | Admin walks them through it live |
| Stage 6: Contracting call | 16d | Day 10 | PRE-BOOKED Day 1 for exam+3 | KILL ZONE — see below |
| First carrier approvals | — | Day 10–14 | Admin chases status daily | Escalate to upline contracting |
| The Gate | — | Day 14 | Attempted as soon as first carrier lands | Fail → retest next morning |
Sixteen days average for a contracting call is where the old 34-day funnel died. The fix is sequencing, not effort: the contracting call is booked on DAY 1 — calendared for exam-date-plus-three — instead of scheduled reactively after E&O appears. If the exam moves, the admin moves both bookings the same day. Nothing about contracting requires 16 days; it averaged 16 because it started from zero after every prior stage finished.
Attendance is the easy path to catch and it is not the one that costs us the most. The agent who is in his seat every day and coachable to nobody burns two months of your calendar and leaves anyway. The four traits on the candidate page — Speed, Attitude, Coachability, Work Ethic — carry strikes exactly like missed days. The whole point is that it's documented before it's terminal, so nobody gets exited on a feeling and nobody gets to claim they were never told.
| Step | What you do | What gets logged |
|---|---|---|
| Strike 1 | Name it out loud, same day you see it, privately. Not "be more coachable" — the specific behavior: "Three reviews in a row you've opened by telling me why the call was fine. That's the thing I need you to drop." | Date, trait, the exact behavior, what you asked for |
| Strike 2 | Written. One paragraph, in their file and in their hand: the trait, the behavior, the specific replacement behavior, and the date you're checking it. Say the words "this is strike two." | The paragraph + the check date on your calendar |
| Strike 3 | Same-day exit conversation, run by OAKMAN. Same script as the attendance exit — kind, final, door open. | Exit logged with both prior strikes attached |
| Situation | Rule |
|---|---|
| Can't do anchor day within 72 hrs | Push once. Twice = they told you their priority. Strike 1 |
| Exam not booked by end of Day 1 | Admin books it for them before they leave |
| Exam failed | Retake ≤72 hrs. Clock pauses, pipeline doesn't |
| Contracting call somehow unbooked | Booked within 24 hrs + escalate to OAKMAN |
| Wants phones without the mini-gate | No. Ten minutes with the manager first |
| Wants closer calls without the Gate | Never. 70% from memory or retest tomorrow |
| Ladder "done" but fails spot-checks | Reset to last verified rung; log a flag |
| Has another job | Part-time track: 6–8 wks, conversion date in the portal, or pass |
| Nods at every correction, changes nothing | Coachability strike. Name the pattern out loud, log it, check the next call — not the next week |
| Needed a second reminder on the same task | Speed data point. Two on the same task in week one = strike 1 |
| Negativity in the row, witnessed | Attitude strike. Write what was actually said or done — never "bad attitude" alone |
| Trait behavior you never coached the mechanic on | Not a strike yet. Coach it specifically first, THEN it counts |
| Two attendance strikes + two trait strikes | Escalate to OAKMAN now, not at strike three |
| Third strike (either path) | Same-day exit. Kind, final, door open |
| Any fraud, any lie on a call | Immediate termination. No conversation |
| Milestone | Target | Manager action |
|---|---|---|
| Week 1 live | 2–3 sales / $3–4K submitted | Hourly-ish pulse checks + personal EOD recap call every day. State the expectation out loud Monday. |
| Weeks 2–5 | 1 → 3 → 4 sales/wk, stabilizing wk 5 | Pre-frame the week-2 dip BEFORE it happens. Taper check-ins to once daily, then every few days. |
| Week 3 | First fresh-lead order placed | Enforce the Gold Mine overlap (below). Their four free weeks end at week 4 — the order goes in at week 3, not week 5. |
| Month 1 | $10–12K submitted | Floor set. Personal 1:1 recap — goals vs. reality. |
| Month 2 | $20K submitted — NON-NEGOTIABLE | Say why out loud: at ~75% advance they deposit ~$9–10K; next month's leads cost ~$3,600. $20K = bills + leads funded + margin. |
| Month 3 | Self-funded leads, ~$15K+ deposited | Lead spend is fully self-funded out of production. Subsidy ended two months ago and was never missed. |
The 2-week Gold Mine overlap — this is the independence mechanism, and the window is tight. They get four free weeks on the Gold Mine, our shared manager lead pool. Their first advances land in weeks 2–3. So week 3 is when the first fresh-lead order goes in — with two weeks of Gold Mine still on the clock, funded by money they already earned. Never at week 5. Daily rule from there: fresh leads dialed first, Gold Mine fills the gaps. By the time the free weeks expire they've already got fresh leads flowing and the snowball feeds itself. The failure this kills: "ride the free leads till they're gone, then start buying" — which buys you a dead week, a confidence crater, and an agent asking to go back on the pool. Four weeks is half the runway we used to give. Put the week-3 order on your calendar the day they're licensed, because there is no slack in this version.
The one rule on this page that is not ours to bend: an unlicensed candidate does not contact their warm market. Either list. Period. No coverage calls, no product talk, no rates, and no "just feeling out the opportunity" either — we deliberately did NOT carve out a recruiting exception, because a nervous new hire on the phone with a cousin drifts from "the opportunity" into "what we sell" in about four sentences, and at that point they solicited insurance unlicensed. That's a TDI matter that lands on you and on this agency, not just on them, and it can sink the license application they're sitting in the middle of. Say the rule out loud on Day 1 — do not assume they inferred it. Their list is built, scored, and held. It activates the day the state issues their number, and you are on the line for their first calls and the agent of record on every appointment until they're licensed and carrier-appointed.
This is the handoff from pipeline to production — the same checklist as the orientation site's manager section. Run it live, they type notes as you go, nothing gets skipped. Every box is checked before their first unsupervised dial block.
| # | Item | Owner |
|---|---|---|
| 1 | License confirmed (or exam registered if retaking) | Admin |
| 2 | Dialer access live — Goldmine / Ringy / Readymode | Admin |
| 2b | Warm market sheet open, scored, shared with edit access — Phone Zone on the calendar this week | Manager |
| 3 | CRM access + full walkthrough — dispos, closes, KPIs, how it all runs | Manager |
| 4 | Close-deal quoter set up (MMM Senior Choice / ForBridge quote, Americo app, eApp) | Manager |
| 5 | Lead pages assigned — nobody dials behind a teammate | Manager |
| 6 | Day-to-day schedule walked through (Phase C, section 03) | Manager |
| 7 | Tracker card (T2/T3) printed, laminated, how-to-fill walked through | Manager |
| 8 | Web pages pulled up and bookmarked | Agent |
| 9 | Bootcamp + Training Camp 100% complete — verified, before any dials | Manager |
| 10 | Fees, leads + agent-house expectations explained — desk fee, lead budget, know your numbers | Manager |
| 11 | Every training (in-person + online) set in their phone calendar before they leave the room | Agent |
| 12 | Shadowed a top closer today | Manager |
| 13 | First live dials made — supervised | Manager |
"Most people will do 3–5 sales this week working 12-hour days, ~500 dials a day. Our focus: one a day. Three bare minimum. Five is the week won. Don't measure yourself against the guy at $18K by Wednesday — measure against THIS."
"You put up $[X] last month. Here's the standard from today: [dials/day], [sales/day], [training attendance]. Do it and the money problem ends. Don't, and nothing I do can stop you from staying broke and being out of the business. I'll check these numbers with you every week — and I'm going to hold you to them."
"You're a dog — I've watched you do it. First two hours every day rebuilding your book. Gold Mine leads for two weeks as a one-time bridge. Twelve-hour days like when you earned your $40K. Two miserable weeks, then you're out of the hole. Minor setback for a major comeback — and I'm not going to let you fail."
"I don't think this is the right fit for you at the moment. No hard feelings — when your schedule and situation change, reach back out and I'll be glad to help you then."
Every new agent walking in was you at some point. Top priority: get them paid — fast. Rent is real, the debt is real, and if you fail at that, you eat the turnover. You earn your override every single day — with the check-ins, the drills, the Gate, and the truth said out loud. Systems, not charisma, are why organizations scale.
Full documents: the complete SOP and the Musa system playbook live in the ELITE NOTES project — this page is the daily-drive version.
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