Jake Goodyear: How Gen Z Can Crush Sales and Beat the Odds

Summary

The Level Up Podcast with Paul Alex

Episode: Jake Goodyear – How Gen Z Can Crush Sales and Beat the Odds

Date: October 3, 2025
Host: Paul Alex Espinoza
Guest: Jake Goodyear

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1. Episode Overview

This episode features 19-year-old sales phenom Jake Goodyear, who breaks down how Gen Z can build confidence, crush it in sales, and ignore the “force of average.” Host Paul Alex—a former detective turned 8-figure entrepreneur—digs into Jake’s story of grit, rapid success in life insurance, and the mindset, obstacles, and systems that helped him hit six-figures in revenue within five months. Designed to inspire young and new entrepreneurs, this conversation delivers practical insights, mindset shifts, and real-life tactical advice.

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2. Key Discussion Points & Insights

Jake’s Origin Story: From College to Sales

• Jake introduced himself as a 19-year-old from New York currently living in Tampa, Florida.
• He started on the conventional college path but quickly realized it wasn’t for him and began searching for more challenging, lucrative opportunities.
• Early work included a stint at Planet Smoothie before moving to door-to-door pest control sales, which became his pivotal entry point into sales (03:16).

Quote:

"I was just going to college doing what most people are supposed to do... but I just started to realize college wasn't really the route I wanted to go." – Jake, [02:51]

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The Door-to-Door Sales Experience: The Ultimate Training Ground

• Paul and Jake agree that door-to-door sales is the fastest way to develop soft skills and "tough skin" (04:19–05:30).
• Jake shares raw stories from his first day:

  "My first door ever, I knocked, the guy walks outside and he's just looking at me like, 'What do you want?' I just told him straight up, 'Man, I forgot what I was gonna say. You have a blessed day.'" – Jake, [05:30]

• Biggest lessons: Learning to accept rejection and realizing that people's responses don’t define you.

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The "Aha" Moment & Pivot to Life Insurance

• Jake describes selling across North Carolina and Long Island, adapting to cultural differences, and learning scalability limits of door-to-door work (06:34–08:00).
• Felt like a "nuisance" as a door-to-door salesman and craved a business model with more scale and permanence.
• Saw someone on Instagram talking about life insurance before he started door-to-door, but waited to finish his commitment before switching.

Quote:

"I recognized... it's not the people, it's not the area. It's just not enough people want to hear from a door-to-door salesman in my eyes." – Jake, [08:39]

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Building Confidence, Extreme Ownership, and Mindset Mastery

• Jake admits he used to have severe social anxiety and lacked confidence. Moving to Tampa allowed him to reinvent himself.
• Going to the gym, getting results, and proving himself wrong gave him a sense of control over life outcomes (10:25–11:30).

Quote:

"Once I got into college... I recognized nobody knows me here. I could create who I want to be starting today." – Jake, [10:36]
"Just proving yourself wrong in terms of getting over insecurities... That was me proving myself wrong. What that did to my mind was give me control over my outcomes and circumstances." – Jake, [11:14]

• Paul highlights the prevalence of social anxiety, reflecting on life in San Diego:

  "Eighteen out of twenty people in the elevator would just be looking down... They wouldn't even engage." – Paul, [12:00]

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Entering Life Insurance: Systems, Adversity & Scaling Tactics

• Jake started in life insurance with just $0.05 in his bank account and a $900 credit limit—no backup plan, just an all-in mentality (13:37–13:59).
• Faced "adversity": hundreds of dials, mostly rejection, but learned that sales is about persistence and playing the numbers.
• Out of 300 calls, usually landed 3-4 buyers ([14:42]–[14:50]).
• Key to scaling: bigger investment = bigger return. Profits were directly tied to money reinvested into purchasing leads (15:15–15:22).

Breakdown of Tactics:

• Uses paid, digital leads rather than old-school cold calling ([16:04]–[16:26]).
• Buys leads from online vendors—example: $1,000 spent might get you 1,000 leads if targeting older/cheaper ones.
• Emphasizes relentless follow-up, noting that 40% of deals close two weeks after first contact due to persistent outreach (16:54–17:07).

Quote:

"If you look at stats across all businesses... 40% of the deals that actually get closed are two weeks after that person has the lead... You have to be persistent." – Jake, [16:53–17:20]

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Overcoming the Age Objection & Power of Personal Brand

• Jake doesn't volunteer his age unless asked. If challenged, he uses analogy to reframe expertise:

  "You drive a truck. I'm not going to question your skills driving a truck. This is what I do all day, every day. I'm the expert at it." – Jake, [19:30]

• Paul attests to how personal branding shrinks sales cycles and builds trust (17:39–18:49).
• Discusses how building a personal brand online has exponentially increased trust and accelerated the sales process.

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Building Teams and Vision for the Future

• Jake's current business is 80% him, with three people he's mentoring. His goal is building a small team of high performers—not just "20 people who all do 5K" but "five people who all do 30–40K" ([20:56]–[21:26]).
• Values accountability and organic growth.

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Secrets to Success: Obsession, Delusional Thinking & Upgrading Your Circle

• Jake attributes his speed and results to "obsession."

• Cites Mark Cuban:

  "Work like somebody's trying to take everything away from you 24/7." – Jake quoting Mark Cuban, [22:44]

• Paul adds: high performers must be "delusional—in a good way," thinking much bigger than the average person ([23:26]).

• Both agree that leveling up means changing your peer group and escaping old environments:

  "Environment is everything. You have to get out of your hometown." – Jake, [24:17]

• Jake describes how his family didn’t support him dropping out of college (except his dad), but he focused on seeking advice from those who had achieved what he desired ([25:07]–[25:16]).

Quote:

"They haven't done what I'm trying to do. So why am I going to listen to them when it comes to that?" – Jake, [25:17]

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Paul's Story of Hitting Rock Bottom & Reinvention

• Paul transparently shares losing his police career after a DUI, going to rehab, and being saved only by his side hustle income from ATMs ([28:21]–[32:49]).
• Met multimillionaires and heroin addicts in rehab; this changed his view of success.

  "Success is not defined just by money. It is defined by all aspects of life." – Paul, [34:21]

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Final Advice: Why Not You?

• Jake’s closing message for Gen Z and young people:

  "We live in such a world where information is so accessible, the opportunity has never been greater to get into business or be successful. One thing I would leave anybody with is why not you?... Everybody has insecurities. But still, why not you? Why can't you be the best at what you want to do? If you believe in yourself, you can take yourself wherever you want." – Jake, [35:48–36:20]

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3. Notable Quotes & Memorable Moments

• On Stepping Into Sales:
  "Soft skills is very important in life... Door to Door is a great stepping stone for anyone that doesn’t have sales skills to learn." – Paul, [05:03]
• On Mindset:
  "Extreme ownership." – Paul, [11:34]
  "Obsession... is the most important thing you have to have in life and business. Because if you’re not obsessed, somebody who is obsessed is going to take your spot." – Jake, [22:26]
• On Rejection:
  "You could get declined 40 times in a row and have to deal with that rejection to get that one sale." – Jake, [14:12]
• On Personal Branding & Trust:
  "At this stage of the game... I build my personal brand where, you know, just this podcast alone... followers, which is another client acquisition." – Paul, [17:39]
• On Defining Success:
  "They haven’t done what I’m trying to do. So why am I going to listen to them when it comes to that?" – Jake, [25:17]

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4. Timestamps for Key Segments

• [02:51] — Jake’s college-to-sales pivot
• [03:30] — The reality of door-to-door sales
• [05:30] — Jake’s first door knock story
• [06:34] — The “aha” moment and decision to pivot
• [10:25] — Growing confidence, social anxiety, and mindset
• [13:37] — Entering life insurance with empty pockets
• [14:12] — Sales adversity, persistence, and numbers
• [16:04] — How the life insurance lead system works
• [19:30] — Overcoming the “you’re too young” objection
• [20:56] — Building a high-performing, small team
• [22:26] — “Obsession” as the key to success
• [23:26] — The importance of being “delusional” (big thinking)
• [24:17] — Leveling up your peer group and leaving your hometown
• [25:07]–[25:17] — Why Jake stopped taking advice from family on business
• [28:21]–[32:49] — Paul’s story of career loss, rehab, and reinvention
• [35:48] — Jake’s closing advice: “Why not you?”

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5. Where to Find Jake Goodyear

• Instagram: @jakegoodyear_
• Direct Contact: 718-619-1934
  (As shared by Jake on air—[36:36])

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6. Takeaways & Tone

This is a motivational, high-energy conversation with actionable insights for Gen Z and aspiring entrepreneurs of any age. Both Paul and Jake keep the tone real, direct, and encouraging, sharing both triumphs and vulnerabilities. The audience is challenged to take extreme ownership, invest in themselves, refuse to settle, and embrace “delusional obsession” if they truly want to level up and achieve outlier levels of success.

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Listen. Learn. Take ownership. Be obsessed. Level up. Why not you?

Transcript

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[Jake Goodyear]

Yeah, my first door ever, I went up, I knocked the person's door. This guy walks outside and he's just looking at me like, what do you want? And I just told him straight up. I was like, man, I forgot what I was gonna say. You have a blessed day. As a kid, I had social anxiety. It was harder for me to connect with people and talk to people. I moved down to Tampa, Florida, and I rec. Nobody knows me here. I could create who I want to be starting today. Getting over insecurities. I used to be super skinny. I started going to the gym and seeing progress. That was me proving myself wrong. What that did to my mind was give me control over my outcomes.

[Paul Alex]

Dude, I got blacked out. I suited up, went to an overtime shift. I got hit. I went on a weird vacation. I went to rehab. I went to 183 Alcohol Anonymous meetings. Dude, I met multimillionaires. It changed my life. He was just like, I come here to cleanse myself. I'm addicted to heroin. I was just like, heroin? What type of shit? Hey, guys, and welcome back to the Louvre podcast. This is Paul Alex, and today we have a phenomenal guest. Guys, now, this is going to be for my younger audience, okay? He's 19 years old, out of New York. Guys. Yes. My east coast people love you guys. Love the pizza guys. Come on. You know I'm a big foodie. With that being said, he goes by Jake Goodyear. Jake has a phenomenal story of grit, perseverance, discipline, because he doesn't want to be average, guys. You know, life tries to make everybody absolutely average. I like to call it the force of average. At the end of the day, it's all up to you. So this goes out to my youngsters, my Gen Z, my Gen zers. Right? So Jake is now in life insurance, and within five months, guys, he's been able to scale it to $100,000 in revenue, which is phenomenal at the age of 19. Dude, Jake, welcome to the Lovelock.

[Jake Goodyear]

Thank you, Paul. I appreciate it, man. I'm so happy to be here.

[Paul Alex]

Dude, at 19?

[Jake Goodyear]

Yeah.

[Paul Alex]

You're kicking ass.

[Jake Goodyear]

Mm.

[Paul Alex]

So tell us a little bit about yourself before you got into life insurance, brother.

[Jake Goodyear]

Yeah. Yeah.

So before I got into life insurance, to be honest, I was just going to college doing what most people are, you know, supposed to do is just go to college, live out your days, get a job after college. But, you know, I just started to realize that college wasn't really the route I wanted to go. I wanted to get uncomfortable, get into something that was going to take me to a new level.

[Paul Alex]

Yeah, yeah. And then what were you doing before? Life insurance?

[Jake Goodyear]

Yeah.

So before life insurance, I was in college, but I was kind of looking for a sales opportunity, so I worked at Planet Smoothie for a little bit, and then, you know, I kind of left quick. I realized that my time wasn't really being spent well there.

[Paul Alex]

Yeah.

[Jake Goodyear]

So I got into door to door pest control. I won't name the company, but that taught me a lot about sales, you know, taught me a lot about, you know, how to speak to people, get out of my comfort zone. And eventually that kind of took me into the vehicle that I'm at now.

[Paul Alex]

So let's get into the weeds of things with door to door sales, dude. What is the good and what is the bad?

[Jake Goodyear]

Yeah. So the good is the skill.

[Emilio]

Right.

[Jake Goodyear]

You're not going to get that sort of skill anywhere else in terms of sales abilities, I believe because you're speaking to someone face to face.

[Emilio]

Right.

[Jake Goodyear]

You got to deal with their objections head on. You're not used to speaking with certain types of people, and you have to adjust.

[Emilio]

Right.

[Jake Goodyear]

So getting into virtual sales from door to door, I feel like the experience just brought a lot to me. I hopped in and just started selling immediately.

[Paul Alex]

Yeah.

[Jake Goodyear]

But the bad was that, in my opinion, it's just not scalable.

[Emilio]

Right.

[Jake Goodyear]

Because it's typically pitched to college kids to come out for the summer.

[Paul Alex]

Got it.

[Jake Goodyear]

And after they realize that, you know, there's better opportunities to actually scale you, make more money, other places, people end up turning over.

[Paul Alex]

Okay. So it's a great stepping stone.

[Jake Goodyear]

Yes.

Absolutely. Yeah.

[Paul Alex]

Okay. And I think soft skills is very important in life.

[Jake Goodyear]

Oh, of course.

[Paul Alex]

Especially, you know, you're 19, dude.

[Jake Goodyear]

Yeah.

[Paul Alex]

What do you consider a Gen Z er or you consider. What are you considered?

[Jake Goodyear]

I believe Gen Z. Gen Z. Gen Z, right. That's the latest one, I think.

[Paul Alex]

So I'm considered an old school millennial. I used to hear it all the time, dude, from, like, people older than me, like, oh, damn millennials. And I was like, bro, I bust my ass. Yeah. You know?

[Jake Goodyear]

Yeah.

[Paul Alex]

But it is what it is. So Door to Door is a great stepping stone for anyone that doesn't have sales skills to learn how to have soft skills. Right?

[Jake Goodyear]

Yeah, absolutely.

Yeah.

[Paul Alex]

Okay, cool. So, guys, for all my introverts out there that are like, dude, I'm not good at sales.

[Jake Goodyear]

Yeah.

[Paul Alex]

Like, I need some experience. Go try door to door. You know, I always tell people, you got to get hit in the mouth sometimes.

[Jake Goodyear]

Oh, absolutely.

[Paul Alex]

To do it, you know, you got people shit at the door. You learn the hard way to have some tough skin. Right?

[Jake Goodyear]

Yeah.

Yeah. My first door ever, I went up, I knocked the person's door. This guy walks outside, and he's just looking at me like, what do you want? And I just told him straight up. I was like, man, I forgot what I was gonna say. You have a blessed day. And from that point, moving forward, man, I was like, you know what? These people don't even care about me. I'm never gonna see him. Who cares what I do?

[Paul Alex]

You know, Emilio, that sounds something like you would do, bro. You're like, you know what? F this. Hey, guys, if you guys are just tuning in to the show, Emilio is our engineer and producer for the Level Up. If it wasn't for him, we wouldn't be top number one business podcast in the US Right now and in all categories, guys, we are number 19. Okay? Thanks to you guys. All right. We're able to bring great guests like Jake Goodyear on here to bless us with his story. So, Jake, from Door to Door. Now, when was that aha moment? I want you to describe the day where you were just like, you know what? I gotta do something new. I gotta go ahead and level up. When was that day?

[Jake Goodyear]

Yeah, so I'll tell you. So at first, we were knocking in Asheville, North Carolina, and, you know, it was real country down there.

[Paul Alex]

Oh, yeah, dude, that's the south.

[Jake Goodyear]

And we were in the mountains, right?

[Paul Alex]

Bro, you're in the south and you're dealing with people with shotguns like land and shit.

[Jake Goodyear]

Oh, yeah, no joke. Man, it's no joke. No joke.

[Paul Alex]

Humidity.

[Jake Goodyear]

Oh, yeah. It was ridiculous.

[Emilio]

Right.

[Jake Goodyear]

So we were selling up there, and I'm from New York, so it's. It's hard for me to kind of relate to some of those people who were from the country, you know, like, I'm trying to relate, you know, so initially I thought, you know, I. Some momentum slowed down solely because of, you know, the people who I was surrounded with. So I thought I had to adapt.

[Emilio]

Right.

[Jake Goodyear]

And then we started recognizing that the whole team was doing worse as we moved into different areas. You know, they all never like to blame the area, but sometimes it is. And then we went up to Long island because things weren't doing well in North Carolina. So once we went up to Long Island, I initially thought, hey, I'm going to relate to these people. These are my people from New York, you know, and. Same thing. I was getting the same thing. So I was doing the things I was taught. Everybody was doing the things we were taught. We were all doing the same kind of the same amount of production, just depending on your work ethic. But it wasn't to the point to where, like, I could see a future doing this or do this for multiple years. Just because of the scalability.

[Paul Alex]

Right, right. No, that. That makes sense. So scalability. So that day, what ended up happening, like, you went back home, you talked to your parents, you talked to your girl. I know you have a girlfriend for one year. What exactly was your next move, man? Like, were you like, hey, did you have a mentor? Did you have a friend that was just like, dude, life insurance is the way to go?

[Jake Goodyear]

Yeah.

Like, I seen somebody post some on their Instagram about life insurance before I even got into door to door.

[Paul Alex]

Okay.

[Jake Goodyear]

But I had already been training to two and a half months for door to door. I wasn't just going to quit something I've been doing to, you know, jump on a new train that I have no idea.

[Emilio]

Right, right.

[Jake Goodyear]

So I knew that I was going to come back to Tampa after, you know, doing door to door over the summer and get into life insurance. But when I kind of realized that I needed to get into a different vehicle was when I was in Long Island. I was recognizing that it's not the people, it's not the area. It's just not enough people want to hear from a door to door salesman in my eyes.

Right.

You know, I mean, I just felt I was always being a nuisance to people, and that's just not how I wanted to be recognized. If I'm If I'm, you know, selling a product or trying to make a living, you know.

[Paul Alex]

Right.

[Jake Goodyear]

I don't want to be recognized as a nuisance. So I finished out the summer. I was never going to quit just because, you know, my ego won't let me quit. But I recognize that once I'm done with this summer, there would be no need to hop back into it again.

[Paul Alex]

Yeah. You want to leave with value. You want to change lives, right?

[Jake Goodyear]

Absolutely.

[Paul Alex]

People's lives. You don't want to be a nuisance. So let's talk about mindset.

[Jake Goodyear]

Yeah.

[Paul Alex]

You have to have the right mindset to be in sales, right?

[Jake Goodyear]

Absolutely.

[Paul Alex]

Okay, so what makes you be decisive as a person, as a 19 year old? Because I'm gonna be very honest with you, dude. At 37, I mean, I could technically be your dad.

[Jake Goodyear]

Yes.

[Paul Alex]

I could have had a good time back in the day. I could have been your dad for sure.

[Jake Goodyear]

Yeah.

[Paul Alex]

So at your age, dude. I've dealt with enough people that I worked with that are around your age and they're not as decisive as you.

[Jake Goodyear]

Yeah.

[Paul Alex]

You have a level of confidence. I could tell. I could feel the vibration. I like it.

[Jake Goodyear]

Yeah.

[Paul Alex]

Okay. What makes you confident? Were you always like that? Was it because your parents not at all. Poured that into you? How did you learn that?

[Jake Goodyear]

As a kid, I was never confident.

[Emilio]

Right.

[Jake Goodyear]

So as a kid, I had, you know, social anxiety. It was harder for me to connect with people and talk to people. I feel like.

Yeah.

But once I got into college, for example, I moved down to Tampa, Florida, and I recognized nobody knows me here. You know, I could create who I want to be starting today.

[Emilio]

Right.

[Jake Goodyear]

So I could create a brand new version of myself that people recognize me for. That, you know, the people who I grew up with, they might not recognize me for.

[Emilio]

Right.

[Jake Goodyear]

So that sort of confidence that I'm going to be the best at whatever I decide to do. If I want to learn about something, I'm going to jump in, you know, two feet in. I'm not going to dip my toe in. I'm going to read about it. I'm going to learn about. I'm going to become the best at it and just proving myself wrong, you know, by going to the gym. I see you go to the gym, right?

[Paul Alex]

Yeah.

[Jake Goodyear]

Just proving yourself wrong in terms of, you know, getting over insecurities. I used to be super skinny. I started going to the gym and seeing progress. That was me proving myself wrong. So what that did to my mind was give me control over my outcomes and circumstances.

[Paul Alex]

Giving you control over your outcomes and circumstances.

[Jake Goodyear]

Yeah.

[Paul Alex]

Extreme ownership.

[Jake Goodyear]

Absolutely.

Yeah.

[Paul Alex]

Dude, I love that. That is huge.

[Jake Goodyear]

It is.

[Paul Alex]

That is huge. And I think the key takeaway thus far, guys, if you guys are listening, okay, every single one of you guys are in control of your outcome. Just like Jake, Okay. He was insecure. He has social anxiety. A lot of people, dude, nowadays, like, 80% of people.

[Jake Goodyear]

Yeah.

[Paul Alex]

It's getting social anxiety.

[Jake Goodyear]

Yeah.

[Paul Alex]

You know?

[Jake Goodyear]

Yeah.

[Paul Alex]

Like, dude, I used to work. I used to live in a penthouse in San Diego. Two and a half years ago, I lived on the 44th floor. The reason why I say that, it's not to flex guys, but it's to say that every single morning when I would walk, my. My. My dog that's deceased, Cookie down in the mornings, dude, everybody be going to work. So I'm the type of guy, somebody walks into the room, I acknowledge them. I'm like, hey, good morning. Yeah, dude, they probably be, like, about 20 people that would get into the elevator because it's a big complex. And 18 out of the 20 people would just be looking down, dude. Yeah, they'd be looking down. They wouldn't even engage. And they could tell. I'm like, damn. They are staring at.

[Jake Goodyear]

Yeah, they don't want to, like.

[Paul Alex]

I'm like, bro, am I that ugly? Like, what's going on? Right.

[Jake Goodyear]

Yeah.

[Paul Alex]

So. So at the end of the day, I get what you're saying, but I love that at the age of. I mean, you. You. You're. You're very aware.

[Jake Goodyear]

Yeah.

[Paul Alex]

And the fact that you're very aware, you're gonna have a phenomenal career in sales.

[Jake Goodyear]

I hope so.

[Paul Alex]

Okay. No, no. We don't say we hope so. We say we're gonna do.

[Jake Goodyear]

We're gonna make it happen. Let's do it.

Yeah.

[Paul Alex]

Emilia, you wearing the sweater, dude, show them, show them. All right, all right. Miller's gonna show them the level of sweater we bought. We gotta start selling this shit.

[Jake Goodyear]

It's gonna work or it's gonna work straight up.

[Paul Alex]

Exactly.

[Jake Goodyear]

No options.

[Paul Alex]

Straight up. There ain't no options. For real. We make it happen here. All right, so, Jake, talk to me about life insurance. Talk about what you do now. Talk about the good, the bad. Talk about what a beginner can expect going into the industry that you're in right now.

[Jake Goodyear]

Yeah.

So what a beginner can expect is adversity.

[Emilio]

Right?

[Jake Goodyear]

So I expected adversity getting into the industry initially. Obviously, I have my parents to fall back on. I don't want people to ever think I was, you know, Dead broke or on the ground.

[Paul Alex]

Yeah.

[Jake Goodyear]

But when I got into the space, I had 5 cents in my bank account and $900, which is my credit limit at the time.

[Emilio]

Right.

[Jake Goodyear]

So I had no money to my name specifically, but I gave myself no other option to make it. So the adversity, it wasn't going to stop me because I didn't have a plan B.

[Paul Alex]

And when you say adversity, what do you mean?

[Jake Goodyear]

Adversity as in you call 300 numbers, call 400 numbers, and everybody tells you to F off. You don't make any sales. You know, sales is a game of numbers, you know?

[Emilio]

Right.

[Jake Goodyear]

So you could get declined 40 times in a row and. And have to deal with that rejection to get that one sale.

[Paul Alex]

Yep.

[Emilio]

Right.

[Jake Goodyear]

So people have to be willing to go through that to be able to, you know, persist in the world of sales.

[Paul Alex]

Absolutely.

[Jake Goodyear]

Yeah.

[Paul Alex]

100%. So let's say out of 300 dials, how many potential conversions do you get from that?

[Jake Goodyear]

Out of 300.

[Paul Alex]

Yeah. And now at your status right now.

[Jake Goodyear]

Oh, we could say anywhere between three and four.

[Paul Alex]

Three or four.

[Jake Goodyear]

Yeah.

[Paul Alex]

And those are buyers or those people that are just one of the buyers.

[Jake Goodyear]

Buyers.

[Paul Alex]

I love that.

[Jake Goodyear]

Yeah, I love that.

[Paul Alex]

Okay, cool. So. So now you know your metrics.

[Jake Goodyear]

Yeah.

[Paul Alex]

All right, so from the first month to the fifth month, what was that one needle mover, that one treat that allowed you to start pushing a hundred thousand dollars in revenue.

[Jake Goodyear]

Yeah.

[Paul Alex]

In sales.

[Jake Goodyear]

Yeah.

So it's just a bigger investment. I mean, literally, the investment that I make into my business is directly correlated with the outcomes that I get.

[Paul Alex]

Okay, so let's stop right there.

[Jake Goodyear]

Yeah.

[Paul Alex]

So. So you know the framework of this podcast, we have viewers that are very green. Dude. And when I say very green, like, they're newbies when it comes to sales.

[Jake Goodyear]

Yeah.

[Paul Alex]

So you got to talk to them like you're the teacher here. All right. This is a good thing. It's going to show you how to articulate as a leader. Right. When you're running, like, hundreds of people.

[Jake Goodyear]

Absolutely.

Yeah.

[Paul Alex]

So when I. When I want you to break it down, I want you to break it down to. Okay, cool. Yeah. I have to reinvest money back into the business.

[Jake Goodyear]

Yeah.

[Paul Alex]

But this is how I did it. I bought more leads. The leads that I'm buying are coming from this type of company. So break it down like that so we know exactly how you're doing it.

[Jake Goodyear]

Yeah.

So I'll break it down. So in the industry that I'm in, life insurance, we buy our own Weeds.

[Emilio]

Right.

[Jake Goodyear]

So there is hundreds of lead vendors out there on the Internet. We buy leads from people who generate ads.

[Emilio]

Right.

[Jake Goodyear]

So we don't cold call. We don't pick people out of a phone book. That's just wasting your time. That's what I didn't like about the door to doors.

[Paul Alex]

Dude, I didn't know that. See, I'm learning something.

[Jake Goodyear]

Yeah.

[Paul Alex]

All right, cool.

[Jake Goodyear]

Yeah.

So we never cold call.

[Emilio]

Right.

[Jake Goodyear]

So it's all people who filled out a form requesting life insurance. And the price of the leads, obviously depends on how long ago they filled it out. But as an example, right. So I would buy, say, $1,000 worth of leads.

[Emilio]

Right.

[Jake Goodyear]

That could get me a thousand leads. If I'm buying the cheapest ones possible, I would keep on dialing those.

[Emilio]

Right.

[Jake Goodyear]

I don't ever stop dialing my leads until I get the result that I want from them.

[Emilio]

Right.

[Jake Goodyear]

Because what I've realized, if you look at stats across all businesses, not just life insurance, 40% of the deals that actually get closed are two weeks after that person has the lead.

Wow.

[Emilio]

Right.

[Jake Goodyear]

Solely because you keep calling that person, they get familiar with your phone number, they see your name pop up on their phone a couple of times, eventually they're going to get familiar enough to answer.

[Paul Alex]

Yeah.

[Emilio]

Right.

[Jake Goodyear]

So that's why I tell people in sales, you.

You.

You've been saying it as well in your. In your course, I believe. But you have to be persistent.

[Emilio]

You do, right?

[Jake Goodyear]

One time isn't going to do it.

[Paul Alex]

No.

[Jake Goodyear]

What's the average time to that? You talk to a prospect before closing a sale? Was it five, six?

[Paul Alex]

It. It depends. It really depends, man. Because like, we were talking about before, personal branding, right?

[Jake Goodyear]

Yeah.

[Paul Alex]

At this stage of the game, guys, I build my personal brand where, you know, just this podcast alone. Now we're sponsored, dude. We're getting bigger names. We get probably around 3 to 4 million listeners a month just on this podcast. So this is one client acquisition system.

[Jake Goodyear]

Yeah.

[Paul Alex]

Which is a pretty nice one.

[Jake Goodyear]

Yeah.

[Paul Alex]

But the other one is my personal brand online. Right. Which across the board, we probably have a little bit over a million followers, which is another client acquisition. So at this stage of the game, I'm gonna say they could probably see me two times. And the reason why I say that. And that's very low. The reason why I say that is because they could Google me and they could get all of my. You got the rapport, I got the report. I got the authority right now, dude. But back in the day, and I'm talking about Back when I started in 2020, when I had no authority, no followers, or nothing like that, nurtured time would take roughly about one week to six months, and then they would have to see me a minimum of 7 to 12 times. Big difference now, right?

[Jake Goodyear]

Yeah, absolutely. Yeah.

[Paul Alex]

So I'm a big believer in personal branding, but you're absolutely right. You have to nurture them. They have to get comfortable with you, especially in 2025. Dude, everything's about trust, right?

[Jake Goodyear]

Absolutely.

Yeah.

And the digital world, like, you get in front of so many more people now, you know, digitally, like. Like you're doing already.

Yeah.

But that personal brand is really what's going to get them to buy.

[Paul Alex]

It's huge. Yeah, it's everything, dude. So let's talk about that. I remember being in corporate America from 21, 26, dude. I was young buck, like, you ready to conquer the world?

[Jake Goodyear]

Yeah.

[Paul Alex]

And I know as being younger, you're talking to people probably my age from 25 to 55, dude, and they're probably like, do you're 19?

[Jake Goodyear]

Yeah.

[Paul Alex]

Like, how do I know you're not going to scam me? How do you get over an objection like that?

[Jake Goodyear]

Yeah.

So most of the time, I don't tell people my age unless they ask me.

[Paul Alex]

Yeah.

[Jake Goodyear]

And I just tell them I'm 19. And, you know, if I'm on the phone with the prospect, you know, 100% of the time, they get surprised. But at the end of the day, I tell them, look, like, what do you do for a living? I. You drive a truck. Okay, awesome. I'm not going to question your skills on driving a truck. This is what I do all day, every day. I'm the expert at it. So when it comes to this sort of product or whatever we're looking at, I'm gonna give you, you know, the honest truth no matter what.

[Emilio]

Right.

[Jake Goodyear]

And I know the facts. Even though I'm 19, and they pretty much all the time, they're like, okay, yeah, that makes sense.

[Paul Alex]

Yeah.

[Jake Goodyear]

You know, so.

[Paul Alex]

So you're basically giving them common sense.

[Jake Goodyear]

Oh, yeah, yeah, absolutely.

Yeah.

[Paul Alex]

They're very logical. I like that.

[Jake Goodyear]

Yeah.

I've been sold by a couple of, you know, people who are 13, 14, you know, selling candy. I love going up to the kids, man, and, you know, they're good. You know, I don't question their age. I. I honestly think that it incentivizes me more to buy seeing somebody young, hungry, hustling, you know?

[Paul Alex]

Yeah, I'm like that too.

[Jake Goodyear]

Yeah.

[Paul Alex]

You know, I'm like, come on, dude, go in for the clothes, do it, and I'll buy. And then sometimes people drop the ball. I'm like, bro, you literally lost. Big sale.

[Jake Goodyear]

Yeah.

[Paul Alex]

What's wrong with you?

[Jake Goodyear]

Like, I just want to see you do it, man.

Yeah, yeah.

[Paul Alex]

I was just like, bro, you need a better mentor. Like, I'll come back later, but no, that's good, Jake. I like that, dude. So. So what's the next plan here in the next six months, dude? Like, what. What do you plan on doing? Because, you know you're at a hundred thousand dollars in revenue. Do you have a team already or you're doing this by yourself?

[Jake Goodyear]

Yeah.

So as of right now, my business is, you know, I'd say 80% myself right now I'm only developing three people. But, you know, I'm looking to grow my business. I'm definitely looking to grow my business, but the. The way that I want to grow my business is just organically.

[Paul Alex]

Okay.

[Jake Goodyear]

Right. So I don't want to be that guy that, you know, takes on 20 people who all do 5K and they're barely getting by, you know, I'd rather have a team of five people who all do 30, 40K.

Yeah.

I want people who you want all in. Yeah, exactly.

[Paul Alex]

Leaders, operators.

[Jake Goodyear]

Exactly.

[Paul Alex]

That's what I'm talking about.

[Jake Goodyear]

Yeah.

So I don't want anybody to think like, hey, I'm gonna come here, I'm gonna work and just get some money and leave. I wanna. I want people a part of my business who want to grow a business themselves.

[Paul Alex]

For the longevity, dude.

[Jake Goodyear]

Absolutely.

Yeah, yeah.

[Paul Alex]

You want. You want a powerhouse team that could grow with you.

[Jake Goodyear]

Yeah.

[Paul Alex]

And then you make a few millionaires, right?

[Jake Goodyear]

Absolutely. Yeah. I love changing people's lives, man. You know, like, for example, my cousin, he's just now getting into life insurance. And, you know, just him trusting my vision for the future just gives me that motivation to keep getting up and doing what I have to do every day. Because now he's my responsibility, you know, I have to make him successful. So that holds me accountable, and then I'm going to hold him accountable as well. So I feel like a team is everything.

[Paul Alex]

Yeah, yeah. What does. What would you say defines success in what you do in business?

[Jake Goodyear]

Obsession. Yeah, Obsession.

Yeah.

Defines success. I feel like obsession is the most important thing that you have to have in life and in business.

[Emilio]

Right.

[Jake Goodyear]

Because if you're not obsessed, somebody who is obsessed is just going to take your spot.

[Emilio]

Right.

[Jake Goodyear]

So Mark Cuban says it, and it's a great quote. He says, work like somebody's trying to take everything away from you 24 7, right?

[Paul Alex]

Yeah.

[Jake Goodyear]

So if you're not putting in the work, somebody is putting in the work. And what does that mean for you? Right, like me, I'm competitive by nature. I like to win. I don't like to play games that I can lose at. So if I'm playing a game, I'm playing it to win.

[Emilio]

Why?

[Jake Goodyear]

Why would I lose? It just doesn't make any sense to me, you know?

[Paul Alex]

Yeah, no, that makes perfect sense, man.

[Jake Goodyear]

Yeah.

[Paul Alex]

You know, and I talk to high performers every day on this podcast, dude. And I would tell you the number one thing, that every single one of them have a common trait. And you're there, dude. You're. You're. You're saying be obsessed. Another word that we use is delusional.

[Jake Goodyear]

Oh, yeah?

[Paul Alex]

Yeah. You got absolutely. You got to be delusional in a good way. Okay, guys? In a good way, meaning that you're delusional where you're thinking bigger. You're thinking like, yo, I'm not just trying to make a hundred thousand. I'm trying to do that in a day.

[Jake Goodyear]

Exactly.

[Paul Alex]

In an hour. Most people, they can't phantom that, dude. They're like, that's scammers. You're scammers, bro. It's limiting beliefs.

[Jake Goodyear]

Exactly.

[Paul Alex]

You know, if you're around a bunch of freaking naysayers, if you're around a bunch of haters, if you're around people that don't believe in themselves, what do you think is going to happen to you? Exact same bullshit mindset is going to happen to you, bro.

[Jake Goodyear]

That's a fact.

Yeah.

[Paul Alex]

You got to be around winners.

[Jake Goodyear]

Exactly.

[Paul Alex]

So ever since that you started in insurance sales, have you leveled up your circle?

[Jake Goodyear]

Absolutely.

[Paul Alex]

Yeah.

[Jake Goodyear]

Absolutely.

[Emilio]

Right.

[Jake Goodyear]

Because I feel like environment is everything. You have to get out of your hometown.

[Paul Alex]

Yeah.

[Jake Goodyear]

You have to.

[Paul Alex]

You have to, dude.

[Emilio]

Right?

[Jake Goodyear]

My eyes opened up completely once I left my. My town. Like, I'm from Staten Island, New York. So anytime you walk outside, there's people. You know, there's no moments of privacy. There's no moments of clarity. So everything is moving quick.

[Paul Alex]

Yeah.

[Jake Goodyear]

So where you can't even think about the big picture because you're thinking about what's going on right now.

[Emilio]

Right.

[Jake Goodyear]

So when I moved to Florida, I seen, you know, kids my age who weren't relying on their parents making more money, you know, doing more things with their life, like having impactful things happen in their life and them being able to impact people. That's what I want.

[Emilio]

Right.

[Jake Goodyear]

So I don't want to follow the norm. So I'll give you an example. When I dropped out of college, my family, besides my dad, right. They all were not for it.

[Emilio]

Right.

[Jake Goodyear]

They thought I was making a mistake. But at the end of the day, you know, I love my family to death, but they haven't done what I'm trying to do.

[Paul Alex]

Boom.

[Emilio]

Right?

[Jake Goodyear]

They haven't done what I'm trying to do. So why am I going to listen to them when it comes to that, you know, like I told my mom this before. I told her, hey, mom, like, if you want to talk about a relationship, I will be all ears. You and dad have been together for 30 years. I want something like that. But when it comes to building a business, that there's no credibility for you to give me advice on that. Even though I love you, you know, I love that. And it's hard, it's hard to tell people that, that you love, you know, that you're not going to take their advice and they might get offended. But, you know, you got to put yourself above anything, you know?

[Paul Alex]

Well, you did something that I do. Normally you give them a compliment, you give your mom a compliment.

[Jake Goodyear]

Absolutely.

[Paul Alex]

You are an expert in relationships because. Oh, yeah, that is traditional values.

[Jake Goodyear]

Yeah.

[Paul Alex]

You know, you had a great relationship. Thirty years, that's like unheard of now for people my age nowadays in the dating game. Right? And that's what I want. I want traditional, you know, wife, traditional relationship. But when it comes to becoming a multi millionaire, mom, I love you to death, but I'm gonna go my own route, figure it out. Right? I had that exact same conversation with my mom.

[Jake Goodyear]

Yeah.

[Paul Alex]

When I left. Being a detective, that was my mom's dream, dude.

[Jake Goodyear]

Yeah.

[Paul Alex]

She wanted to be the police. She wanted to be a detective. I was, she, she was living through me, dude. I didn't even know it until literally two weeks before I put my two week notice at the job. And she was like, don't do it. You know, I would die to do what you're doing right now, son. And I was like, mom, you know, that's your American dream. This is my American trap. Like, dude, I was living in a trap because I was working 80 to 100 hour work weeks, bro. I was making a quarter of a mil a year, which is cool, but at the end of the day, it ain't gonna freaking build that lifestyle that you want.

[Jake Goodyear]

Exactly.

[Paul Alex]

Family, dude. I lived in California. It's as expensive as New York, bro. So at the end of the day, a hundred thousand dollars, $200,000 doesn't go a long way like it does everywhere else.

[Jake Goodyear]

Exactly.

[Paul Alex]

Second with that. She didn't know what I've been through, bro. I don't tell her, like, you know, almost dying multiple times, taking down these, like, you know, very dangerous cartel members. She doesn't know how many times almost freaking like, you know, passed out. Driving. Driving home, dude, after working like a 20 hour shift.

[Jake Goodyear]

Yeah, she didn't seeing the positive.

[Paul Alex]

She sees the positive, bro.

[Jake Goodyear]

You know, feel the negative.

Yeah.

[Paul Alex]

Doesn't feel the negative. And majority of people won't feel that because they're not in your shoes. They don't know what you feel. You know, when I told her the first time in. In 2020 during COVID bro, I had the very first time I've ever experienced depression.

[Jake Goodyear]

Yeah.

[Paul Alex]

Have you ever been depressed?

[Jake Goodyear]

No.

[Paul Alex]

No, no. And that's a good thing. That's a good thing, dude. I don't. I feel like majority of people shouldn't feel depressed, you know, it is a horrible feeling, dude. Imagine, you know, you know, what you have to do for the day, you know, that you got to win, you know, you got to work, but you can't get out of bed. It's like something inside of you, it just doesn't allow you. Yeah, that's a horrible feeling, dude.

[Jake Goodyear]

So what do you think it was, dude?

[Paul Alex]

What it was? I was a golden boy, dude. I was a golden boy in. In police work. I was a cops cop. I was. I was the man, dude. It is what it is. And for anybody watching my department, I mean, you guys know what it is. My former department. And I put in good work, dude. I. Law enforcement defined me during that time. Like, that was me. And then I ended up getting a DUI, dude, in 2019. And it wasn't intentional, but I still take extreme ownership to what happened.

[Jake Goodyear]

Yeah.

[Paul Alex]

So November of 2019, I had just transferred a few months ago to a special victims unit from Narcotics task force. I was part of a FBI task force to battle human trafficking. Since we were talking about Paul Hutchinson. Yeah, yeah, right. That's why when I interviewed him, I was like, everything you're saying is real.

[Jake Goodyear]

Yeah.

[Paul Alex]

So then, dude, I go out the day before Thanksgiving, dude. And this is actually a good lesson for all of you guys listening. Because even if you don't drink, drink, and you only have one cup of wine or a beer, and you're like, oh, I'm okay to drive.

[Jake Goodyear]

Ruin everything.

[Paul Alex]

Don't do it, don't do it. There'll be that one Time you get into a fender bender, you're screwed. Okay, so my situation, I hardly went out, dude. Yeah, hardly went out. But when I go out, hey, dude, I'm an ex nightclub promoter, dude. I, yeah, I drink, so that's exactly what I did, dude. I got blacked out, had a great time, whatever. Got dropped off that night at my house by my friends. They took care of me, dude. They dropped me off. But here's where I did the mistake. I only slept five hours, dude. And then I went, got suited up, went to an overtime shift. It was a turkey trot for a marathon. People go, right the day of Thanksgiving and I was supposed to do traffic control posts in my blues, in my uniform, right? Overtime shift. I worked a lot of overtime, dude. That was the other thing. So I jump in my police car, I had a take home car, and I get on the freeway, dude, and I get an offender bender. And then when that happened, right, I was still cool, calm, collected. I was like, okay, nothing's going on, dude. Yeah, nations my fault, dude. Like, I don't know what happened. Whatever. California Highway Patrol. The highway patrol guys, they come in there and I actually know the guy. I know the guy and he was very chill. He was like, hey, dude, why your eyes so red? I was like, bro, I just woke up. Like literally just woke up, showered and everything. He's like, okay, okay, okay, no worries, no worries. Just stand by. So then his boy comes. His boy's a. It is what it is. I'm not gonna call him out, but he goes, he's like, have you been drinking? I was like, dude, I went out for drinks last night. I would never, ever intentionally maliciously drink and go to the job. I would never do that.

[Jake Goodyear]

They still hit you for it.

[Paul Alex]

I got hit, I got hit. But here's the worst part. Gave me two choices. They're like six months no pay and six months no pay. Guys will wreck anyone. They will clear out your savings. I had a million dollar home at the time. I just bought, I just bought, I bought a Porsche Panamera because I also had a side hustle. I had ATMs, okay? So, so that was, that was the only going for me that's saved me, actually. Remember guys, you only have one source of income. You're one step away from poverty. If it wasn't for the freaking ATMs, which everybody was hating on during that time. The rest of the cops were like, hey, your little ATMs, what the are you doing? Blew up, bro. It saved me from going bankrupt. Anyways, six months, no pay.

[Jake Goodyear]

Yeah.

[Paul Alex]

Or they're like, you go to rehab. And I was like, why the hell am I going to go to rehab? I'm not an addict.

[Jake Goodyear]

Yeah.

[Paul Alex]

And they're like, bro, you got a problem. They're like, no one blacks out and like that. That's not normal. So I went through the path of least resistance and I was just like, dude, I'll do it. Yeah, I'll do it. So I went on a weird vacation, bro. I went to rehab. That's what I like to call a weird vacation. But it changed my life. I went to 183 Alcohol Anonymous meetings, dude. I went to 383. I went to three to four meetings a day for 30 days, bro.

[Jake Goodyear]

Oh man.

[Paul Alex]

I spent Thanksgiving and Christmas in rehab, bro. It changed my life. I met multi millionaires while I was at rehab, bro.

[Jake Goodyear]

Really?

[Paul Alex]

Yeah. It was actually a pretty luxurious rehab center. It was like a Napa Valley. If you guys wanted to go to Napa, I mean, that's a spot to go to. But it changed my life because it shows you that regular people and I'm not just talking about myself, but the people that I was actually there with have problems. And there was people there with serious problems, dude. Like I met this multimillionaire. He was just like, paul, dude, you're such a nice guy. I loved your speech or whatever. He's like, yeah, dude. I was like, wait, what? I'm talking like I'm in prison. And everyhow. I'm like, what are you in for, bro? They're like, no, I self checked myself in, dude. I come here to cleanse myself. And he's just like, I'm addicted to heroin. And I was just like, heroin? I was like, what type of. And then he goes, he's like, yeah, dude. He's actually. I live in Blackhawk. Blackhawk is one of the most luxurious neighborhoods in. In that area that I lived in.

[Jake Goodyear]

Yeah.

[Paul Alex]

In California. And I was like, God damn, dude, you're balling. Because only like, you know, athletes.

[Jake Goodyear]

Yeah.

[Paul Alex]

The best of the best live there. He's like, yeah, dude. You know, I had to take a break because I didn't want to overdose. I actually have my maid, she. She, you know, sets up my syringes with the heroin every morning and she shoots me up so I could be high. And I was like, what the hell?

[Jake Goodyear]

Yeah.

[Paul Alex]

I was like, bro. Yeah. I was like, that is wild.

[Emilio]

Wild.

[Paul Alex]

Yeah, wild. But the guy was a functional addict, bro. He was like, yeah, I'll get high and then I'll go in the stock market, and then I'll make a few hundred thousand dollars just like that, dude. Ballin. I was just like, Jesus Christ. Like, you know, so that's why, guys, success is not defined just by money. It is defined by all aspects of life. So you got it on point, Jake. You're 19 years old. You got your head. Your head straight, dude, because you found out, hey, dude, I want to be fit. I want to be successful. I want to add value. I want to go ahead and help my family. I want to go ahead and level my. My girlfriend, right? So you. You're on a good path, dude. I'm proud of you. I really. I appreciate it. Yeah, I really am. Because I'm like, dude, what life experience do you have, Jake? And you're like, I'm 19, bro. But after talking to you, dude, I respect you, bro. Yeah, straight up, dude. I appreciate it. You're doing good work, bro. So for all the youngsters right here that are listening right now, that Jake's like, Jake's the man. Where can we find him? Okay, one word of advice. You got one sentence. This is the level up. You're gonna have 3 million downloads on this.

[Jake Goodyear]

Let's do it. Yeah.

[Paul Alex]

So what do you have to tell to my audience, dude, from you going ahead and be able to generate a hundred thousand dollars every single month within five months in insurance sales, which is very difficult to do, guys, but he's making it happen. What is some word of advice that you can tell the audience?

[Jake Goodyear]

Yeah. One thing I would want to say is we live in such a world where information is so accessible, the opportunity has never been greater to get into business or be successful. One thing I would leave anybody with is, why not you, right? Like, I was shy. I was super skinny. I had insecurities. Everybody has insecurities.

[Emilio]

Right?

[Jake Goodyear]

But still, why not you? Why can't you be the best at what you want to do, Right? If you believe in yourself, like, you can take yourself wherever you want. That's what I would say to everybody.

[Paul Alex]

And that is the level up, guys. Let's do it. Jake, where can they find you?

[Jake Goodyear]

Yeah, so they can hit me up on Instagram. I'm always on Instagram. You can reach me at Jake Goodyear Underscore. And should I throw my number on there or.

[Paul Alex]

No, dude, if you want, like, a million people to blow you up, it's up to you, bro.

[Jake Goodyear]

Let's do it. Why not Hit me up at 718-6191934. That's my personal set. Let's do it it.

[Paul Alex]

Let's do it. All right, guys. Well, that's Jake Goodyear, 19 years old, doing a hundred thousand dollars in insurance sales within five months of starting the sales journey, which is phenomenal, guys. So for anybody that is feeling bad for themselves, they're like, dude, I'm not good at sales. I don't know if I could do it. Guys, try door to door. Okay? Sometimes we got to get hit in the face. Sometimes we got to get some no's to get closer to our yeses. Okay? So do it like Jake did. Make it happen for yourselves. Don't feel bad for yourselves. Be decisive. You only got one life to live and it's time to level up, guys. We are currently number one business podcast on Apple Podcasts. Thank you to our sponsorships here at rss. We just got our first residual check. Emilio's like, yeah, that was dope. Also, we're top 19 in all categories. What's up, guys? Help us out. This is a great show. We're providing you massive value. We're not monetizing it. Going ahead, pitching you guys products and services. No, we're here just providing straight value for you, the people, hard working Americans and for our folks outside the country. I know we're top 19 in the Philippines. What's up, dude? Hit me on the ig. Paul, Alex, Also, if you're on Spotify, leave us a five star review. Guys, we need to go up in the rankings on Spotify. Guys, I know we're dominating Apple Podcasts, but come on, dude, throw us a bone. And on YouTube, subscribe share this with a family friend, someone you care about, someone that needs help leveling up their sales skills. They could learn from Jake. They could possibly work with Jake in Tampa. All right, let's make it happen, guys. I'll catch you on the next one.

[Emilio]

It.