Episode Transcript
[00:00:02] Speaker A: Welcome to the Hype Leadership Podcast. David and Lindsay Curry are dynamic entrepreneurs focused in high performance leadership and coaching in sales and service. Through the Hype Leadership Podcast, David and Lindsay strive to serve in your journey towards a high performance life. And now, here are your hosts, David and Lindsay Curry.
[00:00:22] Speaker B: Welcome to Hype Leadership Podcast. My name is Lindsay Curry and this is my co host, David Curry. And we are excited for our special guest today, Alex Glascock. Alex has been a part of Orca Life since 2015 and has played a key role in shaping our in home sales process.
He's also been instrumental in training our new agents in helping them identify key strategies that allow them to be successful in the home as well as scaling their business.
This is a longtime friend of ours, so I'm super excited to welcome Alex to the show. Welcome Al Pal.
[00:01:03] Speaker A: Thank you guys. Thank you all for having me on.
[00:01:05] Speaker B: Yes, an honor.
You know, when I think back to 2015, Al, it's. It seems like a lifetime ago, does it not?
[00:01:15] Speaker C: It was.
[00:01:16] Speaker A: It does. It does. Yet.
It's been a long time.
[00:01:19] Speaker B: It has been a long time. But there's so many, so many stories that, that resonate and I think about especially as we started the business. So I'm excited to, to kind of unpack some of those things today and, you know, and jump in.
[00:01:35] Speaker C: No, actually, as I think about that, as you introduce Alex, I think about the fact, well, I may have came in the business right before you, Al. You may, you may have started one month after I did. So the amount of experience that we have and wisdom is as good as anybody we could bring on the show, you know, within side of our organization. So definitely a ton, a ton of wisdom. Been there with us from day one. I remember some of the first events that we would go to, some of those old pictures popping up.
So it should be a lot of fun. We're here to have fun today. We always kind of theme these calls off something that's. That means something to our guests as they are moving their business forward. Alex, our theme, as we kind of prefaced and asked you about before we jumped on here today, is do everything you do as if unto the Lord. And that is through the apostle Paul.
Me personally, Alex, I love ancient wisdom, man. You know, the more and more, maybe it's the older and older I get.
I love what I see.
When you look back in time and, and to me, you realize that people are not much different than we've always been.
You know, when you look at the outside world and you look at Technology and you look at advancements and you look at the way that the world we live in today, how different it is than maybe it used to be, but people in general, they haven't, we haven't changed a whole lot. So I love, I love really going, going way back with some of the quotes and the things that mean something to us that we get to unpack and talk about to you as far as right now when we ask you something that's driving you today.
Why, what, what does that mean? What does that, that mantra, that quote mean to you and how's it applying?
[00:03:34] Speaker A: Well, you asked me if I had a favorite quote or a favorite mantra and that's the one I told you. And it's, it's not necessarily that it's my favorite, but it's what I've been needing to keep out in front of me lately. Right. I told you that for me because, um, I want to make sure that everything I do, I do wholeheartedly. I, I want to.
There's no point in doing something if you do it half heartedly. Uh, I want to be able to move my business forward. I want to be able to move the, the business of those around me forward. Uh, so it's just a constant reminder for me to, to make sure that when I'm doing something, I'm doing it with, with my all. So it's for me, Dave, that, that's, that's why I told you that that was the quote or mantra that's been sticking out to me lately.
[00:04:25] Speaker B: I love that because it really talks about and because you've been here, you've been with Orca for what at this point, almost 11 years.
It's really about your heart posture. Right. Because so many times we, especially in a full commission sales role, we can go up and down in our hearts might not be postured the correct way. So really just having a heart of service. And we know that ultimately that, that is what, you know, what you are all about is serving others. And so you know, really kind of going into, to the next question now with your, your leadership role, how have you been able to teach some of your followers or followers to, to really kind of exemplify that mantra that you hold near and dear to your heart?
[00:05:20] Speaker A: Well, as a matter of fact, they, some of them taught it to me.
You know, we have this devotional that we do Tuesday mornings and Wednesday mornings with, with some of the members of our team and, and that is a verse that's been brought up a few different times when it was brought up the first time, you know, that's when it, it hit me from there. And I've brought it up a couple more times and, and so it's cool, man. They get to teach it, teach things to me too. But I think that on that, the, the way that I guess I am able to teach that a lot of that is caught and, and not taught in my opinion.
I believe wholeheartedly in the system that we run here at orca. So I teach that system and I teach it with passion. Right.
And then I will put people in positions to be around other people where they see those folks doing things that aren't taught necessarily in the system. Being resourceful and doing the extra things that it takes to succeed.
And when, when they get around those folks, that's caught. Right.
And that's what they learn and that's what they do. So I guess to answer your question, yeah, I just try to put, put people in a position to be able to have the opportunity and learn how to give it their all.
[00:06:47] Speaker C: Yeah. And I would. I mean, I'm just thinking about me personally, Alex. That is, that is a lesson that, you know, we always have said your greatest lessons are learned through trial and error. Right. And when it comes to that, working half heartedly, being fully invested and committed to, to the mission or to what you show up to do every day, I know personally for me that I've not always been there. So is that part, is that part of your story? Is that part of your experience too? Where, where maybe there were some times fe our business, the way we do it, life on the road, things like that, they are tough. They do challenge us mentally, physically.
Have you experienced times and seasons of your life? Especially in our business where we weren't fully invested and what was the outcome because of that, which may now show why that means so much to you now.
[00:07:52] Speaker A: Great question.
The answer is yes, I have been complacent in the past.
I have become honestly kind of like jaded a little bit in the past because I have poured into those around me and I've seen them not give the same effort for themselves that I've given to them.
And so yeah, man, over time that, that stuff can wear on you. So that's another reason that I keep this in front of me, man. If I'm going to pick up a phone call from an agent in a home, I need to be giving them my 100%. Right.
Everything I need, everything that I do needs to be done at 100% if I'm going to do it.
So yes, the product that has come in the past from me being complacent or doing things half heartedly is not the product that I've wanted and it's certainly not the product that the folks around me deserve.
[00:08:52] Speaker C: So yeah, that's a great point. Right? It's a great realization for you to see that, to see the impact. I know again, me personally seeing the impact when you're half, half invested in what you're doing.
So the tough question may be in those seasons and maybe view just personally, how do you, how, how have you gone?
How have you reignited and re energized yourself to again give a full commitment to others and to what it is you're doing day in, day out, man?
[00:09:33] Speaker A: Dave, honestly, this culture that we have inside of our team is unbelievable. It's, it is special and that is what's given me the energy to, to change for the better.
The guys and girls that we're around, man, we are like a family. It's cool. It is awesome to be around.
They teach me, they guide me in my faith a lot.
We teach each other. And so, you know, there's a lot of I love yous, there's a lot of hugs, which may sound crazy to a lot of people, but it's awesome. And so that's what's given me the energy, man, to make sure that I change and put forth my best effort because I get the most for myself when I'm helping other people.
And I know that I'm not going to help other people the way they need, when I know that I don't help them the way they need me to help them, it's, it's a big time energy drain for me.
[00:10:32] Speaker B: So I love that because, you know, when you think about that Al, and especially as long as you have been a part of ORCA and as you have hired new individuals, you're like, hey, I, I'm able to learn from them. I'm taking things that they are now teaching me. Like you, you have a humble, a humble spirit. Like I'm, I haven't been here too long to not learn something new. And so I think that's, you know, that's a heart of service. That's a heart of hey, I want to continue to grow, whether that be in my faith or personal growth, whatever that is, that, that is a humble spirit. And I want to compliment you on that because I know that that could be hard for, for individuals like, you know, this guy's one weekend and he's teaching Me something and I've been here for a long time, but I love that perspective that, hey, you can always grow, you can always learn from somebody else.
[00:11:27] Speaker C: Yeah. And I would say, I would really say a couple teaching points from what you said. Al is number one, if you don't have the passion, borrow it from somebody else until you get it right.
Like that's, that's one thing we know we can do. And the other thing that I would just point out and highlight that I feel like America in general and we've done shows on this in the past, and the unhappiness that so many people have, it doesn't necessarily stem from what they do, but it stems from who they do it with. And the culture that we have, like you say, the people around me, the culture that we have, the passion that they bring to the mission that we're on, that is what fires me back up. So if you don't have that culture around you sometimes it doesn't matter how much you might enjoy what you do, if everybody around you is bringing you down, you're not going to last too long. So a great point to just self evaluate with. Right. If you're listening in and you're thinking about what does that mean? It means the wrong culture is going to take you down no matter how much you enjoy what it is you might be doing.
But here's the good thing. And, and this comes from your brother. We talked about your brother Kevin. Kevin has been on our show several times. Great friend again, been with us from day one. Just like yourself, Kevin is the one that has accoladed you as the best trainer we have within all of orca, he said.
And that may come from a guy. I think there was maybe a day that Kevin was accoladed as that guy. Right. And, and I like how you say it. Maybe this student is becoming the teacher and these students that you have are driving you as the teacher. You're learning from these people. Right. It's a, it's the, that is the culture.
But what do you feel like it is about how you're doing, what you're doing now, how you're teaching your methods, how you're training, what you're training that would, would spur Kevin on to, to say that about what he's witnessing from you?
[00:13:43] Speaker A: Well, those are very, from old Kev, but we have a lot of people, this organization that are amazing.
I would say, Dave, passion, man. We. I used that word before, but I think that people see that I enjoy it. People see that I enjoy it. And it's because when I'm training, I believe so hard in the system that we have. I have seen it change people's lives. It's changed my life. It's changed your all's life.
So when you believe in something so hard, man, you are going to deliver.
You're going to deliver what you're saying about that thing you believe in with passion and belief.
And I don't care what anybody is talking about. If, if I'm listening to someone speak and they're speaking with passion, I'm all ears, man. Because it's, it is, it's filling me up, right? It's filling my cup.
So I guess the, the answer to that simple answer to that question is I believe wholeheartedly in the system that we run.
I believe in the product that we help people with so much that when I am training, it's coming across with such passion that it's hard to not take from that and be fired up and want to learn more. Right?
Yeah, I guess that's my answer.
[00:15:07] Speaker B: Well, I would say not only your agents, but I know your clients, Al, because I have a few of them that call me and they're always looking for Alex. And they refer to you as the best guy in the entire world. And I always agree with them.
When's Al, he needs, you know, he needs a raise. And I mean, they just sing your praises. So clearly your passion comes through to them because they are singing praises of you over the phone. So no doubt that, that, that's exemplified through the home. And I have no doubt that that's actually what your agents are seeing, especially when you're training them in the home.
So let me ask you this. So as far as you have trained hundreds of agents, train them, what have you witnessed to be their downfall? Like, what are some key things that you have seen? Like maybe you've seen a pattern or maybe you've seen, hey, you know, they started off hot and now they think they know it all. Like, what are some of those things that you have seen consistently that maybe your radar goes up and says, hey, I got to keep an eye on this because they're going to trickle out.
[00:16:20] Speaker A: Yeah, it's a couple things.
Honestly, it drives me crazy when someone doesn't want it for themselves as much as I want it for them.
The big time downfall, you know, example, if I'm doing classroom training with someone and I ask them to have this, if I'm asking them to be ready at a certain time for training and you're not, what are we doing here? This is your livelihood here.
If they're asked to do their homework over the weekend and know their door approach by Monday and they don't, what are we doing here? Right. I'm putting in effort, time, money to make sure that I'm helping you.
So you got to make sure you're there to help yourself. So that's one thing.
Another thing, Lindsay is being coachable, not having an answer for everything. When someone has an answer for everything they got, they have the yeah, buts.
What's going on?
When you have the how. But rather, what are you going to take from that? What are you. What are you going to take from this conversation? So coachability is another thing. And the last thing I'll say honestly is belief.
Belief. You have to be able to believe in the product that we are helping people with, the way that we can help them, and you have to believe in the system that we have here. If you do not believe in those things, how can I sell you something when I don't believe in it myself? It's not going to happen. Right. So those are some major downfalls. Belief, coachability, and me wanting it more than you.
[00:18:08] Speaker C: That's.
[00:18:08] Speaker A: That's. It's not going to work for you.
[00:18:12] Speaker B: So is there something. And I love, I love those points, but if someone is maybe doubting the belief, like maybe they're week two, week three, maybe you had to put them back in the car. Do you share a story with them about how you were able to impact the family? Like, what is your mindset to. To get them to engage in that belief and maybe get over that hurdle of. Of maybe that they're not fully bought in?
[00:18:43] Speaker A: Good question.
Well, I mean, typically the belief thing, it comes from opinions formed by them after which they have ran leads and done this thing for themselves. Right? They. And so it's getting back to the basics is what I like to do.
Typically, if we get back to the basics, we dive into the training guide, which is amazing that we have here at Orca. The training guide. If we dive back into that, we identify some things that they may have strayed on. And once we identify those things, it's a very small tweak and the belief returns because they see that it works. Right.
It's a simple thing that we do. It's. It's simple, not easy. It's a simple product, simple system that we have.
So we just. I go back to the basics with them.
[00:19:41] Speaker C: Yeah, you. I mean, you are just teeing me up, buddy. I'm telling you what? So I've got a couple things I wanted to speak to.
Number one, right?
Lesson learned, coachability. You know, the two, two things I, I hear you say is like, you have to have the desire. You have to have this burning desire for more and a commitment, right?
We've always said you're in business for yourself, but you're not by yourself, right? That's what's burned in the past. What's burned in the past is when you're in business for this dude or this gal, but they're not really in business for themselves. You know, that was something really. I remember Lindsay even speaking to, about, about Glenn and, and one of the, the groundworks foundations he laid for her. I'm here. I'm gonna work for you as hard as you're gonna work for yourself. And as, as a teacher, as a trainer, as someone that's investing into someone, there's nothing worse than seeing you want it more for them than maybe that other person wants for themselves. So you have to find and have the desire. If you don't, it's not going anywhere. Where with that desire, you have to bring the humility and the coachability, the understanding of letting go of my ego, understanding that, yes, somebody has been there, done this before me, and I do have a lot to learn with this, right? Those two things will infect and inhibit anybody from success, you know, so you got to find those two things. But I've heard you back and forth, go, go dance around, and then you, then you specifically, boldly said it.
And it's what we said when we founded orca, and I actually pulled it up on, on our website, so I can read this to us. But it is about belief because you can have all of those things, the intangibles of desire and humility and work ethic. But if you don't have a belief that what you're doing and committing those things yourself to it goes nowhere, right? So power principle of orca, number one. I feel like we sometimes lose this. You know, we lose this because it sits at the center of our roadmap. We have profitability and balance and integrity and these values, you know, progressive mind, progressive business, self development as our power principles. But at the core, what sits there that you spoke to is belief.
And I remember reading this, writing it, learning it. Belief dictates all of our action.
Belief entices our commitment. Belief allows for you to have the energy and the effort necessary for accomplishment. Belief will show through your actions, words, confidence, self assurance.
Belief will even inspire others to Work and lead and follow for the common goal that you believe in.
Nothing goes without the belief. And I know how much you believe in what we do and what you're teaching, but so many times, and I fell victim to this as bad as anybody did, we can overthink the, the system, we can overthink the process. You've mentioned this belief in the system and what Kevin spoke to when he said, Alex does this better than anybody is that you train so simply. You train the simplicity of what it is that we have to do and we can't overthink it, over complicate the process, the system. It sounds so easy, but really it's only simple.
So when you think about that simplicity, how do you help like, what do you feel like is helping you convey simplicity? Teach that to these other people.
[00:23:56] Speaker A: Well, I mean you said it right there. What we do is simple and the system is simple. So there's no need to overcomplicate it. The folks that we go see, we're not in New York City talking to people, right? We're in backwoods Illinois, Kentucky, Tennessee, all these places, they are not fast moving folks for the most part.
So why overcomplicate it? Why talk fast, slow down, keep it simple and easy to digest language and that's all we need to do.
Your question was how do I make sure that I'm training in a simple manner? Honestly man, I've mentioned it before. The training guide was put together by people, a lot of people that have been here doing this for a very long time and made all the mistakes there is to make and they have realized the mistakes that they have made and they have simplified it down to what needs to be done to be successful in a sit.
It's very simple. So I teach straight from the training guide. I make sure to tell folks, do not stray them, make it your own, but don't stray too far. There are steps in this training guide. Follow the steps all the way to the end over and over again each week and you will win.
Last thing I'm going to say on that, David, I love math.
Math doesn't lie. There's truth in math. You right? You would agree with that. I agree. So you get 20 to 25 leads. You go do this system that you were being taught in a home over and over again the exact same way and not stray right. You know the system. Be assumptive. Right, be assumptive. Our job is to get to the next step. So keep writing, do it over and over again. The numbers don't Lie. Out of those 20 to 25 leads, you are going to get 10 sits. Out of those 10 sits, you were going to get 6 to 8 abs. Out of 6 to 8 abs, you were going to get X amount of premium. Out of that premium, you were going to make your money. It's very simple.
So lean on the system, keep it simple. That's, that's it.
[00:26:25] Speaker C: So pop quiz put you on the spot.
What do you think?
What do you think is the most common overthought over complicated piece of our puzzle?
What, what do you find that a lot of agents consistently, they just seem to over complicate this piece.
[00:26:50] Speaker A: What is the most over complicated piece to our system?
Probably, I don't know. That's a good question.
People like to.
I don't have a good answer for that.
[00:27:05] Speaker C: David, what comes to your mind? I mean what your approach.
[00:27:09] Speaker A: I mean it's very.
[00:27:10] Speaker C: Yeah, that, that is. Yes, I did it.
[00:27:15] Speaker B: The option page.
[00:27:17] Speaker A: The option. But well yeah man, I mean we could go all day on that. There's all kinds of ways that I myself have been guilty of over complicating. Right. I mean it's so human nature. It's human nature. So the door approach, you know, you get nervous at the door. People like to move a little too fast in the way they speak. Sometimes you throw things in you don't even realize you threw in.
Going through the, the, the presentation that can get a little over complicated. So some, some people are high in knowledge and discovery, right.
Their assessment tells us about that, tells that.
So when they are, they like people to know what they know. They like people to know they know a lot of things. So in turn they over explain. And if I get that I'm training that I know is high in knowledge and discovery, I will call that out. I'll say hey, you're like me, right? We, we want to, we want to know things before we make a move and in turn we want people to know that we know things. So keep it simple, no need to over explain. People don't care how much you know until they know. Care.
[00:28:26] Speaker C: Yeah.
No, and that, yeah, I'm glad you shed light to the door. Right. That as you say that I certainly over complicated it. It is a simple thing. The other thing I thought about personally was just the insurance, right. You said, you know, with this big world of insurance we can, we can talk too much about term, we can talk too much about universal life when frankly that's not what we're here doing today. So great point, man. Yeah, I hate to put you on the spot like that. But I think that's good for people to hear because is that is one thing we've learned. I, I've always loved to say like you math, 90% of our sit, you're going to use 10% of what you know about our industry.
10% of the time you're going to have to call on that other 90% of insurance information.
You know what I mean? Nine out of 10 times you don't need to know it, they don't need to know it, they don't care about it. It over complicates. And what we do know is when we have confused somebody, they're not buying less is more.
[00:29:37] Speaker B: Less is more. Always been a motto of mine.
[00:29:43] Speaker A: Love a great job.
[00:29:44] Speaker B: Yes, exactly. So let Al, let me, let me ask this. So your years here at orca, as you've progressed, what are some things that, that have changed in, in maybe your, your style of leadership that have changed over the years?
[00:30:01] Speaker A: Well, I kind of spoke to it earlier.
You know, I, I had, I had in the past become a little bit jaded to giving my time and effort and energy to people to not see it reciprocated for themselves.
That's changed now because I'm seeing, I'm seeing the correct group, the right people right in front of me and they deserve, they deserve that time and energy and everything I can give them.
So the effort that I'm trying to make sure that the effort that I'm Putting forward is 100% no matter what the outcome is.
But my confidence, my confidence is something that I've changed as well, Lindsay, because I've always been a confident person. But when I can, the tools that we have now to make someone successful, the things that we've been through that they don't have to go through and I can see from the time they start training to a year down the road, their life change, that brings me big time confidence and wanting to do it over and over again to all kinds of people.
So you know, again with that word passion man, I'm bringing that passion more than I ever have. My belief is instilled in what I'm doing, more than it ever has been. And I had a lot of confidence when I am helping folks out.
[00:31:35] Speaker B: I think, I think you make a valid point as far as you've got the right people in the right seats, right? You've got a phenomenal group within Lyft, Dave. And I've had the pleasure of meeting them and their spouses when you all had a pool party over at your brothers and what a phenomenal group. And when you have the right people in the right seats and you're pouring into them and then you're, you know, you're, you're actually getting something in return like they're filling your cup up. So then that exudes the belief and the passion that hey, we have got the right, we've got the right mindset, the right group of people and we can really move, move mountains here.
[00:32:19] Speaker A: Absolutely. Absolutely.
Very blessed. Lindsay.
[00:32:24] Speaker B: Absolutely.
AL thank you so much for, for pouring into all of our listeners today. And again, thank you for tuning in to Hype Leadership Podcast. Make sure to like and subscribe and we will see you all next week.
[00:32:39] Speaker C: David and Lindsay Curry are focused on.
[00:32:41] Speaker A: High performance coaching and sales and service.
[00:32:43] Speaker C: Reach out today at 502-314-2789 or visit.
[00:32:48] Speaker A: Hype Financial, that's H I P E Financial to learn more.
[00:32:53] Speaker C: Thanks for listening to the Hype Leadership Podcast sa.
