← Win With Paid Ads
Loading summary
Transcript275 lines
- [00:00]
A
Welcome to the Win with Paid Ads podcast for small business owners, entrepreneurs and really anyone who has anything you want more people to find. Whether you're starting from ground zero or scaling an eight figure business, you are exactly who this podcast was created for. Because you being the best kept secret helps no one. Right? That's why in every episode I'll show you how you can use paid ads to hit your goals 10 times sooner. It's time you finally learn how to win with paid ads. You or someone on your team can do this. I'll show you how to score and be known by more. Let's get started. We're here today with Kelly Bush. She owns a life insurance agency and she has become just a friend. She's also a client. However, we just have so much fun. Like, I have enjoyed working with her so much because she is so coachable. She is absolutely a rainmaker. She loves being able to like learn something new even when it's challenging. And her mindset about it is so good. So I'm really excited to introduce someone who I've loved getting to work with.
- [00:58]
B
Cat.
- [00:58]
A
Kelly, Tell everyone who you are about your business. Tell them how you got started in life insurance. Give us a story.
- [01:04]
B
Yeah, I can give you that story. So my name is Kelly Bush and I own Bush Life Agency. And I, before I got into life insurance, I was an ICU nurse for 10 years. That's right. I also married a man in the military and so he was in the Navy. And we had just moved for the eighth time to Washington state. And, and I had stopped working as a nurse because he was constantly gone all the time. So I couldn't have kids and have him gone all the time. I would always joke like, he was the most dependably, undependable man that there ever was. Um, because even like when a ship needs to do training, they like float off into the ocean. So he's always gone. So I couldn't work shifts and we had a four year old, a two year old, and I was pregnant at the time. And now that I've like gone through this journey and I'm more personally developed because life insurance does that to you, I can put words on it like I was in a really depressed state, like I was not meant to be a stay at home mom. It did not fill my cup. It was not something that I wanted to do. So every day was just feeling like Groundhog Day. And I, I remember at that time I was like, surely there's a way I can go work shifts. Surely there's a way that I can go work a 12 hour shift. He's gone all the time. But maybe I hire and au pair a nanny, something. There's got to be a way. And I remember looking at jobs and looking at how much a nanny or a pair or something would cost, and it would be like $30 an hour and I would make maybe two or three dollars difference going to work. And the thing that made it the worst of all was it was worth it. That that was going to be worth it to me to go feel purpose to go make two or three dollars an hour. Which then made my mom guilt so much worse because I was like, I'm willing to go leave my kids to go make two or three dollars an hour. And that just made my mom guilt worse. But I was just, I had an empty cup and I had nothing to pour from. And then that was just making me not feel like the greatest mom or greatest wife. And then I had a friend tell me, like, hey, I know somebody that does life insurance. I don't really know what she does. I just know that she absolutely kills it and slays it and here's her number. Give her a call.
- [03:18]
A
Yeah.
- [03:18]
B
And then they're like millennial or generation. I don't know. What. I don't know.
- [03:22]
A
Who are we?
- [03:22]
B
I don't know who we are, but
- [03:23]
A
what year were we born in?
- [03:25]
B
I don't call and I text and I just said, like, hi, my name's Kelly. I hear I can make a bunch of money from home. What do I need to do? And then I got into the life insurance business and I fell in love with it. It became so much more. It started off with, I wasn't even looking for income back then. I was just looking for purpose. Yeah, that's all I wanted. I wanted something to feel purpose and fill my cup so I had something to pour from.
- [03:48]
A
Okay, so let's talk about this for a minute. I didn't know we were going to go down the tunnel we're about to go down on, but let's talk about it. It is there. I think there's so many people that do feel purpose from their work, and because they feel purpose in their work, they feel guilt that as a mom going through Groundhog Day and doing diapers, dishes, and all these things every day, like, I like, there's totally a thing where you feel guilt because you feel not 100% fulfilled from just doing that. And so I think here's my perspective, and I'm curious yours. I believe that we were all, every single one of us were created to create. And that there's this. And I'm reading this book the Artist's Way and it's like talking about how there's a creator and there's an artist in all of us. And so yes, being a mom, I love it. And I've also realized it is just simply a different full time job. So like I sit here and I was talking to my mom about this. I was like, mom, did you realize that I used to think like when I would hear of a stay at home mom, I did not realize, I really didn't realize how much of a full time job it was. Then I realized, oh my God, I now have a cleaner. I have an organizer, I have a chef, I have a house manager. I have someone I'm like, I.
- [05:03]
B
That do all those jobs as a stay at home moms.
- [05:06]
A
Exactly. And I'm like, it is just all it is different full time job. And I'm saying not all it is. I want to make sure everybody hears this fully. There are different jobs and all of us get different satisfaction from those different jobs. There is a woman downstairs in my house right now and is Kyle's grandmother. The way that her utter fulfillment and enjoyment to wake up comes from getting to wake up and cook and clean and take care of those kids, like, just because that is not the thing that fills my cup the most doesn't mean that. Like it doesn't mean one thing.
- [05:37]
B
It's not that it's wrong.
- [05:38]
A
No, it's not.
- [05:38]
B
That's what's wrong.
- [05:39]
A
I love those things.
- [05:39]
B
I despise cooking. I am not. I am not that person. The thought of the whole process from like going to the store to planning the meal to like what's for dinner, like, I hate it. I know I was not meant for that life.
- [05:54]
A
And I think that that's the thing. I want to communicate and I'm trying to figure out the best way to say it, but it's like everything fulfills each of us differently. And you love your kids more than anything. I love my kids more than anything and I love being able to be there. But 24 7, 360 65. I just know there's other people in life that I'll also get to impact. They're the greatest gift. I completely agree. But I do get fulfillment for my work so much.
- [06:16]
B
Yeah. Which then makes you a better mom. I think it's like letting go of that, that guilt piece to know that you show instead of showing up like we were probably showing up 20 our best selves. Right. Because we were doing things that we. That didn't fill our cups. So now when we do show up, we're showing up as the hundred percent that they deserve instead of the drained. Because our cups weren't getting filled with what we need it to be told.
- [06:40]
A
Yeah. I really do feel like I'm working with on it right now. About. I did it last night. I did it last night. I did not open my phone again after 5:30.
- [06:48]
B
Oh, good for you.
- [06:49]
A
I know my husband saw my phone on the counter. He's like, you okay? What was your phone? He literally asked where my phone was. I was like, I don't know. And he was like, this is odd. And honestly, it did feel a little uncomfortable in the beginning, but we had family here, we had the kids here. And I was like, I just want to be present. And I felt so good because I think I'd already planned to tell myself I'm going to be present during the workday and I'm gonna go be present over here. But I just know that if I had done the whole day as only in full mom mode. And I just. It's hard to explain.
- [07:19]
B
You feel guilty doing both and then you're doing both. Half, half or, or a quarter or just not. So you might as well just show up as your best person.
- [07:28]
A
Yeah. And I feel like those two and a half hours that I gave the kids last night were the most present all in. And it filled my cup and filled theirs more. Because if you're stressed and, you know, frustrated the whole day, you can't give. Right. You know what I mean?
- [07:41]
B
So anyway, it's this internal anxiety ball in you and you're not like getting out what you want with your kids.
- [07:47]
A
I agree. So I just want to acknowledge that you're not. I just didn't want to like, blaze over that and be like, oh, that sounds terrible. I'm so sorry that happened. But it's like, no, you're not the only one that experiences the fact that we are fulfilled and so grateful we get to be parents and so grateful that we also get to do something else that also impacts other people in a good way. So I just want to acknowledge you're not alone.
- [08:05]
B
Yeah. And anyone out there, you're not alone. If you. If those moms that are the stay at home moms, like, you guys are incredible. And you, you rock it. And like, I wish that I could be like some of them. Yeah.
- [08:17]
A
Like, I see people bacon and I'm like, God, how is that cookie so good? I'm like, and they love make. And I'm like, I am so grateful. We all have our gifts. And I think no matter what that gift is, whether it's business, not business, stay at home, mom, whatever it is, we all should just do the thing that fills our cup that we're the best at.
- [08:31]
B
Yeah.
- [08:31]
A
Yeah.
- [08:31]
B
Yep. Absolutely.
- [08:32]
A
Okay.
- [08:33]
B
Yeah. So that's how my journey of life insurance started. And I. I started that with not even wanting to grow an agency. I was like, I just. I just. I wanted to feel purpose. And then once I started doing life insurance and seeing what it did for me, that purpose, that cup getting filled, I was like, how would I not share this with other people?
- [08:50]
A
Yeah.
- [08:50]
B
I was like, how other people need to know that this exists, that you can work from home and you can bring in an income. You can feel that success and still be a present, Mom. I was like, other people needed to do that or know about that. And then we ended up just like trailblazing and growing a really big, huge agency all off of warm market. Wow. All off of just, you know, word of mouth, attraction, marketing on social. And then when I found you, I was, what, three years into my business and I had a friend tell me about your in person event because she
- [09:25]
A
saw an ad for my in person event.
- [09:27]
B
Yep.
- [09:28]
A
So the. The ad byproduct was Kelly had some fomo.
- [09:32]
B
Yep. And she was like, I'm going to this event. And I was like, well, I don't know what it is, but I have just FOMO in my body. Like, I want to know about this event. And so then she showed it to me, and I think I didn't even know anything about you whatsoever. And I just went to your landing page first, and then I signed up for the event because I was like, I don't know what it is, but I'll go, yeah. And then once I signed up, of course, I started getting retargeted by your ads. And so then I was like, o, oh, now I know what I'm going for. Okay. So I remember going onto your Instagram, and back then it was more of a direct, Like I could sign up for a sales call. And so I was like, well, let me just like, I'm going to this event. We can do it now.
- [10:12]
A
Go to.
- [10:13]
B
Yeah, what do we need to do? And then I booked a call with you, and I was just like, I have no idea what I'm doing here, but let's talk about it.
- [10:20]
A
And you were so. I love. I'll never forget our call. I feel like I was at my old. I was at my old house. I was in my bedroom. I remember seeing you on Zoom. You were in your office at your other house. We were both in our different settings. And I remember, I'm like, she's so confident. She's so realistic. Like, you were very.
- [10:38]
B
Just.
- [10:39]
A
This makes sense. I don't know. You just had this. I understand the process. Like, you just saw the business strategy in it.
- [10:46]
B
Okay.
- [10:46]
A
If people understand who you are. Like, I felt like you were just, like, not. I didn't feel like I had to sell you on ads very much.
- [10:52]
B
You didn't have to sell me on ads, but I think that's also. I mean, I was at a place in my business where I was, like, I felt a plateau in my business. Yeah. I felt that we weren't growing as an agency like I wanted it to, and I was like, well, I can either continue to sit here in this plateau, or I can do something about it.
- [11:08]
A
Yeah.
- [11:09]
B
And so I remember doing the sales call with you, and I was like, no brainer. I'll do the mastermind.
- [11:15]
A
Yeah.
- [11:16]
B
And then you were like, okay, sure. And then the next week was the in person event.
- [11:24]
A
Yes.
- [11:24]
B
And then at the in person event, I was like, oh, well,
- [11:28]
A
I'm gonna upgrade to the top tier.
- [11:30]
B
Let's just add the FOMO to this. Like, we're just gonna go all in. And we're gonna do the hall of fame instead.
- [11:35]
A
Yes. And it was so good.
- [11:37]
B
So good. Like, I.
- [11:39]
A
You. The way that you buy is the way that I buy. We're pretty quick.
- [11:45]
B
Yeah. Because you know, when your gut.
- [11:46]
A
You do.
- [11:46]
B
When you. When you have the ability to listen to, like, it's telling you something.
- [11:50]
A
Yep.
- [11:51]
B
It's up to you if you want to listen to it.
- [11:52]
A
You're like, I can't stop saying this.
- [11:53]
B
It's gonna continue to sit here.
- [11:55]
A
It will sit there, and then it will bubble up. I remember feeling the same way for every investment I've made. I was like. I just knew. I'm like, this is what I need to do. And I. And the thing is, I knew I needed to, and I wanted to.
- [12:04]
B
I wanted to.
- [12:05]
A
Yeah.
- [12:06]
B
Yeah.
- [12:06]
A
I was like, I want this. And I'm thrilled for it because I already knew. Just like you do.
- [12:10]
B
You.
- [12:11]
A
You already knew that you would get the most out of it.
- [12:13]
B
Yeah, Absolutely. We were living in D.C. at the time, and I flew to here to Georgia to go to your in person event. So I left my husband and the kids there and I remember texting him and I said, so I did a thing. I said, we can talk about it when I get home, but I paid for it.
- [12:32]
A
You did? Yeah.
- [12:33]
B
And he was just like, okay.
- [12:35]
A
Jake's so great.
- [12:36]
B
Yeah. So he knows.
- [12:37]
A
He was like. Was he supportive? Oh, yeah, of course.
- [12:41]
B
I mean, I think the number one killer in any entrepreneurship journey is if you don't have a supportive spouse.
- [12:48]
A
It is really hard. It's very hard when you feel like you're having to prove to the person
- [12:52]
B
that you need support from the most.
- [12:54]
A
Yeah. It's like you want them to believe that you make good decisions too, you know? So I agree. And not everybody has that, so that makes me happy.
- [13:02]
B
Yeah.
- [13:02]
A
And honestly, it probably was one of the reasons, whether you realize or not, you were so happy and quick to do it. Yeah, he's going to be cool. Oh, he's going to laugh. And we might have a quick conversation. But, like, it's going to be fun.
- [13:11]
B
Yeah. It'll be totally fine.
- [13:13]
A
And you'd already work so hard to get your business to a certain point. And so that's the thing is people come in and they're like, they're either at zero or they've established something. And you had established something. Like, you already knew people wanted life insurance. You knew that they wanted to be a part of your team. You knew you had a good model. You already had some confidence built up. And so I think that confidence bled into. Like, your confidence and success in your business bled over to, like, really anything you do. Like, you have this confidence as you approach new things. You're like, we'll figure it out.
- [13:37]
B
Yeah, absolutely. Like, everything's figureoutable.
- [13:39]
A
Yeah, that's it.
- [13:40]
B
Everything.
- [13:40]
A
And I just. I sit here, and today. You're the third person I've gotten to sit with today. And there's one commonality between all three of you so far. And it is simply just like, your mentality that it's gonna work out. It's like, it will work out. I will figure it out, and it's gonna be hard, and it's gonna be worth it. So have you always thought like, that? Or you said. Or you said when you were a nurse, maybe you didn't have the same beliefs that you do now. Like, did something change?
- [14:05]
B
I think. I don't know. Cause I never thought about, like, the entrepreneur life as a nurse. Like, I grew up and I was just told I was gonna be a nurse.
- [14:14]
A
Yeah.
- [14:14]
B
And that's just what I was gonna do. So I never even thought anything different. Of it. But I felt so un. Not unfulfilled as a nurse because I loved taking care of people. I loved helping them in some of the hardest times. But I remember, like, clocking in and clocking out of work, and no matter how hard I was gonna work that day, I was gonna make the same exact money.
- [14:33]
A
Yeah.
- [14:34]
B
And it always drove me a little bit nutty because I was like, there's got to be something else. There's got to be something else.
- [14:39]
A
Because you get, like, just for my own knowledge in nursing, like, do you get, like, big raises? Like, can you get big jumps? It doesn't. So it's like, there's pretty small.
- [14:50]
B
Small jumps. It's like, Normally, like, a 1 to 3% raise.
- [14:54]
A
1 to 3%?
- [14:55]
B
Yeah.
- [14:56]
A
Really? Wow.
- [14:58]
B
It was never very much, like, hospital. I remember Christmas bonuses were like, $50. Grocery store gift card.
- [15:06]
A
Oh.
- [15:07]
B
Yep. Where your bonuses. And then the only other way for you to make more money was to get extra certifications. So, like, I went and got my master's degree to.
- [15:15]
A
Which also cost money.
- [15:16]
B
Yep. And I think I got, like, maybe one or two more dollars an hour by doing that.
- [15:20]
A
Wow.
- [15:20]
B
And then, like, you can get, like, I was an ICU nurse, I could get extra credentials again, which was like, one or two hours. And then you're capped. You're like, I'm at the. The most I can do except working overtime. And then there's only so much you can do.
- [15:33]
A
Wait. So as a nurse, there is a time where you can't really get more per hour at a certain point. Wow.
- [15:39]
B
Especially for those seasoned senior nurses that have worked at that same hospital for maybe 20 or 30 years, they're straight up capped. There's like. They're like, you'll never have more money than this. And so every shift, they go work. No matter if they work their booties off and. And don't have a lunch break and don't go to the bathroom, they're going to make the same exact money that on an easy shift where maybe their patients were sleeping. And I worked in the NICU some, and sometimes you just got to cuddle some babies in there. And, like, they were gonna make the same amount of money no matter what.
- [16:10]
A
I didn't realize that.
- [16:10]
B
Yeah.
- [16:11]
A
Wow.
- [16:11]
B
Okay. Yeah.
- [16:12]
A
So this burning desire, like, is there a way we can speed some of this up a little bit? Yeah.
- [16:16]
B
So then.
- [16:16]
A
Okay.
- [16:16]
B
I think the entrepreneur journey of life insurance. Like, yes, we sell life insurance, but we're also a personal development company because sales is hard, and you have to develop Your brain, you do. Like your business is only going to grow as fast as your brain goes. Yeah.
- [16:32]
A
Okay, so here's proof of that. So the other day I call, we have this routine now where when it's the last day of my challenge, like call Macy. And I'm like, hey, today I need them for them to be able to have this because day five is profiting. And I was like, in order for them to actually have profit in their business, I was like, they have to believe that the profit's possible and they have to believe a certain way about money. Because for me to be able to be at a point where I can say, yeah, we just spent six figures on a launch. Like to say that out loud, like, I'm like, yeah, that's not a lot. Like I had to reframe my brain about money. And so I called her and I was like, Macy, I need to sell. Before I sell the ads, I really need to sell them some beliefs. And like some of them don't want to hear the beliefs. And she was like, Ashley, like kind of the framework. She said the only way. This is what she said to me. She said, are there people in your program who do the same thing and have gotten a different result? You're not actually the only life insurance agent that we've had. You are the best performing life insurance agent that we've had. And so when she helped me think about it, she was like, wait, so if you have two people that both do the same thing and had access to the exact same program, why is Kelly performing so well and why did this person? And she was like, it comes down to their operating system and it's, and that operating system is their brain and it's how they think about things. So he's like, so you're actually doing a disservice to everyone that you don't sell the belief. So go tell them. The beliefs that got you here won't get you there. And the operating system that you have has made you now an eight figure entrepreneur. We just hit over 10 million by the way. And so I'm like. She was like, you have to be able to say here are the beliefs that got us there. And so I went in the call and I was like, I'm going to sell you beliefs for about 15 minutes. And here's why that matters. And then at the end of it, people were like, I'm so glad you did that. So I think that you saying you that it's a personal development company, any job, and especially with life Insurance. Like, you have to believe that what you're doing is really helping people. You have to believe it's possible.
- [18:22]
B
I mean, Macy teaches it. She always says, if you have something of value, you have every right to sell.
- [18:27]
A
Right.
- [18:28]
B
So, like, if you don't believe that life insurance has value, then, like, we don't need to be doing this.
- [18:33]
A
You won't. Yeah. And you won't sell.
- [18:35]
B
Yeah. Or like, for me, I use your ads more for growing my agency than I do for, like, actually selling life,
- [18:41]
A
which we still need to talk about later.
- [18:42]
B
Yeah. We can get into.
- [18:43]
A
Yeah.
- [18:45]
B
And same for that. Like, I believe this. This business absolutely changed my life, which means it has value. Why would I not share it with every single person possible that I could. Yep.
- [18:55]
A
And people who sell less don't have the conviction that I do or you do with what you do. So you have to believe that it can really impact other people. Because if you don't, I mean. Kyle. Yeah, Go ahead.
- [19:05]
B
Well, I was gonna say, like, everyone that went to your challenge, this recent challenge, like, you were there for a reason.
- [19:11]
A
Like, they.
- [19:11]
B
They signed. They. They were triggered by something in your ad. Just like I was triggered by, like, the plateau season. Like, I was there for a reason. So your choice is keep sitting in that. Like you wanted something to change. But. Yeah, it will change, will never happen unless you put that one foot in front of the other and do something about it.
- [19:29]
A
Yeah. And that's why you've grown, because this is the leader that you are. So how many people are on your team?
- [19:34]
B
I mean, we have this past year a little over 300 agents that wrote business. And then consistently, we have about a hundred agents that sell life insurance, you know, on the regular, every month. Because life insurance, I mean, sales is a hard business. Yeah. And people look for fast money. And anything in sales. Sales is not gonna be fast money.
- [19:53]
A
Yeah. You gotta be able to see, like, the big picture. Okay. So.
- [19:57]
B
Yeah.
- [19:57]
A
So Kelly shared this. So you said that your ads have been able to grow some of your team.
- [20:02]
B
Yeah.
- [20:02]
A
So let's talk about that for a minute. So I'll never forget, Kelly was in my top tier program. And so I was able to. She started and she started running her first ad. And I'll never forget looked like I had made it. So it looked like we just, like, took an image, put a picture on there, and put some words on there. Do you remember? Well, I.
- [20:21]
B
That's what I did.
- [20:23]
A
She's like, this is good.
- [20:25]
B
And I was really proud of it.
- [20:28]
A
Now I was like, look, at it.
- [20:30]
B
Look at what I did. And you said, unbox. You're like, I love you, but this is not good.
- [20:36]
A
I know. I said, and I love you. And we're not gonna launch this one. Let's make a few tweaks. And so we got something out there. And I feel like those first ones. Did anything happen, really?
- [20:48]
B
No, but the whole. Nothing happened. But I think that's the journey that you have to go when you're learning something brand new. Like, anyone signing up for your challenge is learning something new. Like, it's a new trade, a new thing, and it's gonna take time to, like, fully get it ingrained in your brain. And it took time. With me. It did. And then I think, too, what I didn't expect from signing up from the hall of fame was that it was more than just learning ads. Like, you helped me with strategy, with my business of like, you're like, your website. I love you. And we're gonna change it.
- [21:19]
A
That's right. We did change it, and it looks
- [21:21]
B
so much better now and then. Same with my video. That explains how my agency works. You were like, I love you, and I now know everything. But, like, this is not what's gonna do.
- [21:32]
A
That's right, man. We. So you worked with Katie. She did your website. We can. If you. If you are interested in a website, Katie would love that.
- [21:39]
B
Yeah.
- [21:39]
A
I really love your website.
- [21:40]
B
She's. I. I cannot speak enough words about Katie doing my website.
- [21:45]
A
Katie Lepore, if you. If you're listening, we had a separate podcast episode with Katie because she had some great success with. But anyway, if you're looking for a Squarespace website, we will link it and go to. It's bushlifeagency.com. so go. Click on that.
- [21:57]
B
If you need life insurance, go ahead.
- [21:58]
A
If you need life insurance, go there. But click the link. Look at our website. Anyway, so Kelly's right. Some people, the reason their ads aren't working aren't because the ads aren't good. It's because the experience they get isn't as strong.
- [22:09]
B
It's a whole funnel.
- [22:10]
A
It's a whole funnel. So what we did is we audited all of Kelly's website. We changed her video, which allows people to really see what the opportunity is. So now. And Kelly was so open to it, man. She recorded the video so many times. Lol.
- [22:24]
B
You watched it so many times.
- [22:26]
A
Because I watched it in the tanning bed. Sin. I know. I watched it on the treadmill because
- [22:31]
B
I had to redo it so many times.
- [22:32]
A
I was like, Here we go. And so I put it on 2x speed, and I'm like, here we go. But, like, eventually we got to one and I was like, ooh, that one was good.
- [22:40]
B
Which I still can get better. But I was like, this has to be where we. Like, we're going to live here for now.
- [22:45]
A
Yes. And you can always. And that's the other thing I actually think. I love that mindset that you have is like, nothing is finished.
- [22:51]
B
Yeah.
- [22:52]
A
Robert and I have done challenge videos multiple times. We've done thank you page videos multiple times. There's so many things. It's like, I did it three months ago and we're doing it again.
- [22:59]
B
I'm coming for Robert. I already told him. I was like, this is on the 2026 vision board where we're elevating this.
- [23:04]
A
We're taking it up level.
- [23:06]
B
Let's go, Robert.
- [23:07]
A
Okay, so he's here with us. That's why we have to smile and cheer him on. So, yes, having. So we having, like, a great place that you're sending people to matters. So we kind of did a little auditing of that, and then ultimately we worked together. You got some results, you made some changes. You have just evolved over this past year with your confidence, your business, everything about you. I'm just being completely honest. Everything about you is elevated. How you look, how you sound, how you talk, your website, your communication, your videos. Like, you have just gone from where you were. And, like, it's like, oh, like, I look at you now and I hear, I'm like, look at Kelly.
- [23:39]
B
But that's because you start surrounding yourself with different people. Like, I mean, I surrounded myself with you, and I surrounded myself now with Macy. Like, you start surrounding yourself with different people that are at a place where you want to be. And, like, when you're the weak link of the five people, like, weekly, but it forces you to, like, to change, to get better. You can sit there and commiserate with the same people in the same business struggling with the same things, or you can, like, outsource and elevate.
- [24:05]
A
Don't get me started with a rhyme. You can commiserate or you can elevate. Okay, you know, so you did it.
- [24:10]
B
Oh, I did.
- [24:11]
A
Look at me. Look at Kelly. So we got. We made some progress. You started to get calls. You started to get leads. You were like, okay, we're getting some traction here. And not every lead was quality. And I think it's really important to let everybody know you're not going to have every lead be quality. And Kelly absolutely did it. But what we did is we got to a place she was getting some results from her ads, and then we had our VIP day.
- [24:32]
B
Yep.
- [24:32]
A
Your husband got to join.
- [24:33]
B
Yep. He cried when he. He had to leave early to take the kids to pick up the kids. And he actually cried. Cause he's like, I don't want to leave.
- [24:40]
A
He did love it. That was one of my favorite moments. People were like, how are the VIP days? I'm like, honestly, what we should have just done is zoomed in on Jake, like, I don't want to leave. And been like, you should. You will love it too.
- [24:51]
B
Yes.
- [24:51]
A
But absolutely. We had a great time because we. We did so much with your business. We audited, we talked about your core values for your company so you can attract better team. Like, we did so much more than just ads.
- [25:00]
B
Oh.
- [25:01]
A
So much more refined messaging. And then I'll never forget, one of my, like, highs of the year was you texting me like, six days later. And it was like a screenshot of a text. And you were like, we got more leads. And.
- [25:13]
B
Yeah.
- [25:13]
A
What happened? Tell me.
- [25:14]
B
It was Google. Google is my most profitable platform, but also the platform I spend the most time on because you helped me with that strategy of, like, people are searching for the best life insurance agency to join.
- [25:26]
A
Yeah.
- [25:26]
B
We need to go tap into this.
- [25:28]
A
That's right.
- [25:28]
B
So it's where I spend the most time.
- [25:29]
A
Yeah.
- [25:30]
B
And we made. And the thing is, it's so simple tweaks, but with your brain. Like, this is your specialty. Your brain, but it's your specialty. Like, it's just such an easy flips that we made. And I had too many interviews. I was like, I gotta lower my budget. I was like, this is too much. I was like, I can't do this. I can't. I have two. I can't do this. This is too many people that now want to join the agency that have also already watched my video. I was like, I can't. So then I brought on somebody. I was like, come. One of my agents was like, come help me. Come help me.
- [26:04]
A
Come help me with this volume of leads.
- [26:05]
B
I was like, you come. Come help me. So then one of my agents, Lauren, started helping me. While we still, like, we're. We're figuring out the funnel of how things should work, how they should go, what they should look like. And then eventually we got to the point where now other agents in my agency that also want to grow an agency, agency, they now can take those leads and they pay into. We have Like a recruiting bullpen that goes through it. So we have, like, seven agents. We have another one this week that I had dinner with. She's like, wait. She's like, I can partake in this. She's like, what do I need to do? Where do I sign up? How do I get with this? So then not only is it like, you know, I think we offer great coaching and mentorship, but, like, you join my agency, you also get, like, good stuff.
- [26:49]
A
Stuff that's awesome. Okay, so that means you could spend more on those Google Ads then?
- [26:54]
B
Any day.
- [26:55]
A
Okay.
- [26:55]
B
Which is what you've taught me.
- [26:56]
A
Yeah. How much are you, like, we need to talk about this later. But, yeah, we need to spend some more.
- [27:01]
B
Yeah.
- [27:01]
A
You've got that many people in the pool.
- [27:03]
B
The problem is. I mean, it's a nice problem to have that. Like, then you got to onboard these agents, and so, like, now we're like, oh, we got. We have a lot of agents that are bringing on.
- [27:12]
A
That's true. Do you have a course for them?
- [27:16]
B
Well, I'm. My IMO is through symmetry. And so we have so many resources and so many things that they can tune into, but we also want to offer them the support and the leadership and, you know, and all of that. And so it's just a process. But I think. I think that sometimes what some people that maybe sign up to be with you, they have just. Their expectations aren't meeting reality of giving it time.
- [27:39]
A
Yeah.
- [27:39]
B
Like, in order to escalate your business. It's not a.
- [27:42]
A
It's not.
- [27:43]
B
It's not a night and day thing.
- [27:44]
A
Like, yeah, this didn't happen in the first six months. Was the last. It was the pre. It was the last half of our year together.
- [27:50]
B
I think it took. It took four months for us to work on the funnel, to get it right. Before the ads really started. Before I really started doing stuff.
- [27:59]
A
Yeah. I feel like people are sometimes too impatient to lay the foundation. They need to. And so then they launch the ads, and then the ads make them mad, and then they're like, oh, I have to go do this whole funnel. And yours was never like that. I was like, kelly, you might need some new pictures, you might need a new website, you might need a new video, you might need new ads, you might need new tracking. You literally were so willing to have so much newness, and I never. And I'm. I feel like I'm proud of me for this, but I never rushed you in to be like, let's go ahead and start. I was like, I Was at peace. I was like, she's taking all the right steps. And some people are like, wait, I should be running ads by now. I'm like, what is that should? Where did the should come from? What you should be doing is exactly what you're doing, which is getting it primed so that you can be successful.
- [28:41]
B
Well, I think a lot of people, especially if they sign up for your hall of fame, you're like, I did this six figure investment. Like, I need to be recouping that, that money immediately. You're like, I. I invested six six figures. Like I need to, I need to show it. And it's like you're learning something that you're going to have for forever.
- [28:57]
A
Yeah.
- [28:57]
B
Like you got time to do it right. You got time to, to make it right.
- [29:01]
A
Yeah. You know what I just thought about? That hasn't happened because everybody that's paying six figures has a successful business already and they just know that.
- [29:08]
B
Yeah.
- [29:08]
A
You know what I mean?
- [29:09]
B
Yeah, that's true.
- [29:10]
A
Because you think about everybody. That was a hall of fame event. No one was there like me.
- [29:15]
B
Not a single person.
- [29:15]
A
That's true. So I think actually what happens at a certain point in your business is you just come to find out that investing in it, being around other smart people and knowing that success takes time, I feel like it's just like a thing.
- [29:26]
B
Yeah.
- [29:27]
A
You understand.
- [29:28]
B
I remember reading the book Cash Flow Quadrant when I was new to life insurance.
- [29:32]
A
Yeah.
- [29:32]
B
I don't know if you've ever read that.
- [29:33]
A
No, I haven't.
- [29:34]
B
It's a great book.
- [29:35]
A
Okay.
- [29:35]
B
It talks on a journey of how you go through the four quadrants of employee to self employed to business to investor. And so, so many people that want the business, they stay living in the self employed world. Right. Or they stay living in the employee, like. And it's the journey because it's how
- [29:53]
A
you think about money.
- [29:54]
B
Yeah.
- [29:55]
A
I would. You can't grow a team if you try to hoard it or if you're scared. You just have to let it go
- [30:01]
B
sometimes to grow somehow.
- [30:02]
A
Yeah. Okay. So you've gotten to a place where you have a lot of leads. You got a system going on over there that people are trying to buy into. I'm obsessed with this to supplement some of the ads, which I think is so smart. So it's almost like you've like, become your own lead aggregator for your team. That's really cool. So, Kelly, what would you say of everything that you learned? What was the, what was the hardest part about the whole ad journey? And what was your favorite part about the whole ads journey? Like, did you celebrate at any point or have a. Like, a moment on.
- [30:31]
B
Let me think. I'd say my favorite part is. Let me. Which way do I want to go? I'd say my least favorite part was even though I am developed enough to say it takes time to, like, implement, there was the part of me that wanted to be impatient and somebody that likes instant gratification. It was hard to know that, like, okay, these are the steps. Like, we're gonna have to take these. And in my world, I think I'm a little bit different than some of your clients, that once their ads get going, it is an instant gratification.
- [31:03]
A
Yeah.
- [31:04]
B
Where my world is a slow burn.
- [31:06]
A
Right.
- [31:07]
B
Because, like, it's a journey to get the right agents in your business. And so just knowing that, like, it's a slow burn that we're going to have for forever, but now it's something that we get to have for forever.
- [31:16]
A
That's exactly right. Yeah. I love that. So it sounds like you hated that it took time, but you're willing to let it. And so what that means is you were, like, you were just willing to experience discomfort.
- [31:26]
B
Yeah. Yeah.
- [31:27]
A
I think that's really good. Okay. What was your favorite thing of the whole last year that you're most proud of that you accomplished?
- [31:32]
B
It's actually one of what one of my agents said. She said. So my love languages are not. I am not a words of af. I. I like to receive words of affirmation, but I'm not a big, like, giver of words of affirmation. My love language of is acts of service. So creating this bullpen for my agents, that's, like, my love language. Right. And so one of my agents said every time I have an interview booked on my calendar, it's almost like Kelly's giving me, like, a warm hug my day. And so it just, like, sits with me. I love it.
- [32:10]
A
That's awesome.
- [32:10]
B
Because this business changed my life, and I want it to change so many people's lives out there.
- [32:16]
A
It can. One of the. I'll give you one ad tip for you while we're here, because it'll help everybody. You know how we were talking about how you always have to change things? So what I want is I want even more of those people that get on those calls to be so qualified. So I think something that we do is, as you think, about refilming it at some point, really just saying, what could we do to put the qualifications even clearer at the Beginning, like, who this is for. Not for the most successful people. That's why even recording today, I'm like, did you hear how she's willing to tolerate pain? Did you hear how she's willing to take time? Did you hear how she's willing to be coachable? It's like, those are the people that win. One more person asked me what business works best with ads.
- [32:54]
B
I'm like, all of them.
- [32:55]
A
All of them. It's really just about you.
- [32:57]
B
How are you, you know, are you a coachable person? If you're not a coachable person, which is like somebody you were. Look, you were an outside person that had no profits from my business. Like, why would I not listen to you?
- [33:09]
A
Yeah.
- [33:10]
B
Why would I fight you on this? Like, you have the full intentions of just, like, seeing the things that I don't see.
- [33:16]
A
Yeah.
- [33:17]
B
So.
- [33:18]
A
And you get to do that for your team, too.
- [33:19]
B
Yeah, I have. I. And I know how to make it better, too. So that's why I wouldn't mean. Robert. Like, I know the biggest pain point. The biggest pain point for people that come into the life insurance world, and I think it's entrepreneur world. Whatever they're figuring out is they want to do something different in their life, but they're not willing to invest in it. So for me, do we spend money on leads to find life and clients that are raising their hand saying, hey, I need help with life insurance. And we spend money on that, and people don't want to spend money. But it's like, that's your cost of. When you're new. It's your cost of education to learn.
- [33:53]
A
Correct. Every education costs something.
- [33:55]
B
Right. You want to go be a plumber. I looked it up the other day. You want to go learn to be a plumber. The most basic school was like one to three grand, and it takes six to 12 months to get certified just to go be, like, a plumber. Which.
- [34:08]
A
That's revenue that you can kind of miss out. Like, you're going to have to sacrifice a lot of time and miss out on money while you're doing it.
- [34:14]
B
Yeah, while you're doing that. So, like, if you think about that, in the world of, like, becoming an insurance agent and people that don't want to spend money on leads is like, well, you're here for a reason because you want change in your life. So, like, what else can you go do that's going to cost $0? Time, energy, investment. Like, if you want change in your life, you have. You have to invest.
- [34:35]
A
You have to invest.
- [34:35]
B
No Matter what.
- [34:36]
A
No matter what it is. Yep. And it always. When you're doing something good, I truly believe you do something good that helps people. And you don't only do it for the money. You do it because you know what you're selling can really help people. A byproduct of that is that you make money.
- [34:48]
B
Yep.
- [34:49]
A
But you and I both know you have to have a pay in to have a payoff. I think that's what Macy says. Have to.
- [34:54]
B
Yeah. There's. There's no other way. You. You're not just gonna magically wake up to a different bank account tomorrow.
- [35:00]
A
No.
- [35:01]
B
But maybe there are many fairies in there.
- [35:03]
A
Maybe. But what you did is. You know how they have that saying, like, you are the five people you surround yourself with, so is your bank account. And so that is why I'm so proud that we got to work together. Like, I just have loved getting to work with you. It's like, all I did, All I did ever was just, like, pray that God would give me. Just, like, good humans that have something good to sell. And so I'm so grateful that we've gotten to do it. Kelly. Last, last thing I'll say, and then we'll wrap it up for everybody, is what would you say to the person that's like, I don't know if I should advertise your business. How do you think about advertising now as an entrepreneur?
- [35:33]
B
Oh, show your name and make it rain. Right. Like. Like there's a reason why, like, rainmakers. You can sit there and you can post in. In social media, but why not have control into what your life looks like? And that's what you can do with ads, is you can control the speed of which you sit in front of people and have conversations. Like, how can you sell without having conversations? And how can you have conversations if people don't know that you exist?
- [36:00]
A
All right, well, that's the ads. We'll just, like, crop. I'm telling you the way I want to just, like, crop. You like ads with Ashley. And it's just that. So thank you. It is true.
- [36:10]
B
It's true.
- [36:10]
A
Like, this is. That's why I love this podcast. It's why I love the clients I get to work with. Is. It's cheesy, but it's. And it's actually selfish of me, but it feels so good to have someone be, like, someone wanted to give me a hug because I'm giving them leads for their business so that they can go, like, live a happy life. Like, that's the byproduct of, like, what we get to do. And so I'm so proud of you, and I've loved working with you. And if you do need life insurance, quick plug for Kelly. She's incredible. And one of the things I love about Kelly's business, which is cool, is she has all these different, like, companies she gets to tap into. So she's not isolated in one way. So we'll link to Kelly. Will link to her page below in your Instagram. What's your Instagram, by the way?
- [36:47]
B
It's at the one Kelly Bush.
- [36:48]
A
The one and only the one Kelly Bush. And what you might see is her and her husband because they're pretty fun together.
- [36:54]
B
He's always up for anything.
- [36:55]
A
I love that so much. Getting to meet him was wonderful. And, Kelly, I'm just so proud you're here. I love you. And for everybody else, I would love for you to be able to have something so special like what Kelly's created, where people can't wait to find you, can't wait to work with you. It's so possible. So click the link below, join the challenge, and we'll see you on the next episode.