#29 Insurance, Assets, and the Long Game of Wealth with Jacob Johnson

 Utah insurance is changing fast. Rates are up nearly 50% in the last 2–3 years, major carriers are leaving the state, and many drivers and homeowners are struggling to find affordable coverage. 

In this episode of Based Business, Parker McCumber sits down with Jacob Johnson, known as “Jacob Insures Utah” and The Financial Ginger, to break down: 

• Why Utah auto and home insurance premiums have surged
 • How hurricanes in Florida and wildfires in California impact Utah rates
 • Why some insurance carriers are refusing new business
 • What reinsurance is and why it matters to you
 • How often you should shop your insurance (and with how many agents)
 • The truth about insuring exotic and luxury cars
 • Why young drivers and certain vehicles cost more
 • How umbrella policies protect business owners and real estate investors
 • What to do immediately after a car accident
 • Why calling your agent early can save you thousands 

If you’re a Utah homeowner, business owner, real estate investor, or driver wondering: 

“Why did my insurance go up?”
 “Should I switch insurance companies?”
 “Do I need an umbrella policy?”
 “Is my liability coverage high enough?”
 “Can I insure a Porsche or McLaren affordably?” 

This episode gives you clear, practical answers. 

Jacob explains how insurance companies evaluate risk, how liability limits actually protect your assets, and why simply choosing the cheapest policy can cost you far more long term. 

For entrepreneurs and high earners, this conversation is critical. If you own rental properties, run a business, or have significant assets, inadequate liability coverage can financially ruin you after one major accident. 

Insurance may not be exciting. But misunderstanding it is expensive. 

Watch this before you renew your policy. 

Connect with Jacob Johnson:
 Search “Jacob Insures Utah” or “Financial Ginger” on social media. 

Subscribe for more episodes on entrepreneurship, risk management, leadership, and building real wealth the right way. 

Transcript

0:00

Jacob is the insurance guy for Utah, and if he's not your insurance guy and you're in Utah, you're probably making a mistake. Lemme tell you. Everyone hates insurance and no one hates insurance more than me, the guy who works at insurance. Mm. If you look for opportunities, you'll find opportunities. His daughter getting in a car accident, falling asleep at the wheel in California. I just called Jacob and he told me what to do. I had been shook at when I was learning about the exotic car hacks. You can insure a Porsche for a hundred bucks a month. Hurricanes in Florida and wildfires in California do affect Utah. If you say you're going to do something, do it. It's not the end of the world. It's just if she had contacted me, I could have walked her through that five weeks earlier. This episode's gonna go viral now. Mm-hmm. Which is just insane. Welcome back to Base Business with Parker McCumber. I'm here today with Jacob Johnson, who long time listeners might recall was our very first podcast guest a very long time ago. Yeah, it's actually been years. So if you don't know the story with base business, I'll just be very frank with you. We started filming on a pod on like a, a, a webcam in my home office, like a C nine 20 or something with like some cheap $20 Amazon mics. Um, man, production quality sucked. We made three episodes, didn't like 'em. I posted them. I I did post them, um, but they were bad and they didn't gain traction. And so I got embarrassed and I stopped doing it.'cause if you, it's not something I can be proud of. I don't really want to do it. So I want to do my best on whatever I do. Came back a couple years later and I started doing informational episodes again, where I was teaching concepts that people learn in business school. I was trying to help, uh, starting entrepreneurs learn what they needed to learn to just go out and be successful. And that was really boring'cause it was just me talking and I was like using PowerPoint. Okay. It wasn't that bad. But the third attempt has been all conversational, all interview based. We bring on people who are professionals in their field, who are experts. We bring on entrepreneurs. We talk about who they are, what they do, why it matters. All in the lens of helping somebody who's just starting out, who's learning, right? Can we teach 'em about money? Can we teach 'em about investing in themselves? Can we teach 'em about how to operate a business effectively? And if we can do those things, then we can help a starting entrepreneur and we can be net positive contributors to the business society. I, I mean, that's kind of the goal now. Mm-hmm. To be all gas, no breaks, all gas, no breaks. To paraphrase the great contemporary philosophers, cia, I'm a Porsche with no breaks. Actually, that's not a paraphrase, that's just a direct quote. I think it was a great paraphrase. So, so. We've come full circle. I'm back here with Jacob Johnson. Jacob is the insurance guy for Utah. And if he's not your insurance guy and you're in Utah, you're probably making a mistake probably. So Jacob, introduce yourself real quick. Tell us a little bit about who you are and what you do. Yeah, well I am Jacob Johnson. A lot of people know me as the financial ginger. Um, I am the insurance agent that is known for picking up his phone, which I had a lot of people comment to me recently like, isn't that the bare minimum for an insurance agent? And what you would think it's the bare minimum, but it's not you trying to get ahold of your agent for three weeks to add your car and you're like, am I covered? What happens if this car gets totaled? My agent hasn't called me back for three weeks. I've emailed 'em, I've text them. I stopped by their office and they moved and they never told me like, yeah, I have heard crazy stories when people are calling me like frantic about whatever. And yeah, so that's what I'm known for. It's what I built my name around. Um. I, I have my own podcast, financial Ginger. Um, I also have social media. It's all under Jacob Insures Utah. So there's a, there's a lot of stuff I'm involved in. Um, got a great team that supports me. Um, seven agents right now I'm working on getting an eighth in the near future. Uh, and it's just all service as the great Timmy no breaks says all gas, no breaks. So lemme tell you real quick, personal vouch before we jump into the, the content, the meat and the potatoes here. Uh, I have referred many friends and uh, clients to Jacob at this point just because, and employees. And, and employees. Um, because they'll make a comment to me about, I've got a new car, I'm trying to get insurance. The guy's not picking up. Or, or they make a comment about, ah, I just don't know if my rate's that good. And, and every time I, I do this weird demonstration, I'll pick up my phone and I'll just, I'll, I'll call Jacob right away just to see if he picks up because he is always gonna pick up. And then I can be like, look, he answered first time right here. Like, yeah, this is your guy. Um. Yeah. Right on. Right on. Right on, man. Okay, so insurance. What's the skinny man? What's the skinny on insurance? Why do people need it? Well, they wish they didn't. Lemme tell you, everyone hates insurance and no one hates insurance more than me, the guy who works at insurance. Um, so insurance has changed so much over the last couple of years. Like everyone's rates have gone up like 50% over the last two to three years. I mean. Right. We've talked about it as I've reviewed, read your insurance. So there's been more and more just, just volume of everyone, every, every agent I know, right. Usually well, you have price volatility and that inspires people to go check and shop more. And Yeah. So it, it's just been so crazy right now. And then the other part of it, besides pricing is Utah's insurance market has shifted in, in two ways. Insurance carriers don't want to take on new business right now. Mm-hmm. Like, they just don't want, like, I've had some insurance companies where like they have called me and been like. We don't want you to write new business. Right. We we'll let you, we just don't want you to, and they'll, you'll, you'll know 'cause you'll run quotes and you'll be like, this rate is a hundred dollars a month more than. Like they just don't want it. Or they're like, we don't want young people. It's like if someone's under 25, like they've adjusted their algorithms and it's just, yeah, the rate's gonna suck. We just don't wanna deal with teenagers anymore. And it's like, what is going on? I've actually had four insurance carriers completely lead the state of Utah. They just like canceled every single person. Wow. Auto home insurance. They're like, we're out. Kemper left. The state of Utah, um, state Auto Meridian left the state of Utah. Um, casualty Underwriters actually got shut down by the state of Utah. Well, they're actually based in Georgia. They're still in other states, but they did something that Utah didn't like and they said, you're done. Um, and then, um, California Casualty pulled out. So they're just like, Nope, you're done. Um, and there there's a few other companies that like still exist, like still water. Um, but yeah, they don't, or, or here's what they'll do if they're like a non-standard company that specializes with like high risk drivers that have two DUIs and three traffic tickets. Yeah. They'll require like a one year pay in full. They won't even offer a monthly payment. Oh, yeah. Yeah. And a lot of people in situations like that. Aren't aren't able to do that. Yeah. But you don't really have an option. Exactly. It's a way of in saying, we don't want to do, and so there's more people shopping insurance than ever and all these insurance companies saying it's hard and they don't wanna write new business. Mm-hmm. And it's just creating this like, so let me ask, why is that, uh, why is that happening? Um, two, two things that have happened recently. The first one is, um, August, 2024. There was that hailstorm that was absolutely dramatic and crazy here in Utah. It was over a billion dollars in, um, estimated damages. Oh wow. I think it's told to be higher than that. It's the largest single home claim event. Well, and auto combined in the history of Utah. Um, and that, that is one thing. Um, so on the home side, that's why homes. But that's not necessarily a frequent No, it's not. You know. The, the other part is, and, and everyone hates when I tell, it's not like we're living below the levy, but y no. Correct, correct. But some people are, yeah. Like if you're trying to get flood insurance and you're like right on the Jordan River trail in, you know, Lehigh. Mm-hmm. Um, I've seen flood insurance policies be like 12 grand when most people are like, wow. 300 bucks. Right? Like, they're like, you're too close to the river. We don't want you. But, but fear, you're right. We're, we're not, we're not, like the last major flooding event was in 19, like 85 or 86, and that was in vineyard where I grew up. Right. That was all flooded. And then they built a bunch of houses there. Two years afterwards, like in 86 to 88 after the flood. Like that was the last major flooding event that occurred in Utah. Which was what, 40 years ago. Like, it's just, so, I'm not sure, but the, the other thing, and this is what people hate hearing is. The world kind of has its risk bundled together. So insurance companies don't actually take all of your risks directly. So like, let's say you have insurance, you have maximum minutes, you know, five, $500,000 policy, just rounding it. You have a million dollar umbrella. You, you hit someone, you know, speeding, going through a red light, someone dies, right? The policy pays the full one and a half million, $1.6 million. Um. What what happens is the insurance company doesn't pay that entire amount directly. They actually have their own insurance companies. Insurance companies have reinsurance companies. Yeah. And the insurance companies, those reinsurance companies, all they do is insure insurance companies. They don't insure you, they insure insurance companies. So, and they have different ways of paying out. So it's almost like having A-A-H-O-A association, right? Like you have your own policy Yeah. Sub HOA and a master H hoa. Exactly. So they pay a portion and then they pay a bigger portion. But usually how it is, is it's a really high deductible, like, it'll be like $300,000 of their, their minimum or it's like 80% or whatever, or, or of a certain amount. And once, or they'll have, once it passes a certain amount, the reinsurance company pays the entire amount. Like your insurance card doesn't even pay a penny. That's not very common. But anyways, so when. Long story short of that is there's only a few reinsurance companies, there's not nearly as many reinsurance companies that are actual insurance carriers. Yeah. And a lot of 'em go back to the same, um, Lloyd's of London is the biggest in reinsurance company and actually insurance company in the world. Um, and they are involved in just about anything, like, just about anything that you can insure is involved, like historical art down to, you know, motorcycles or mopeds. Right. Like everything gets reinsured through them. Sure. I don't know exactly how much work. So the point of that is hurricanes in Florida and wildflowers in California do affect Utah. Yeah. Storms in Haiti, right? Like all that sort of stuff. Tsunamis that hit Japan, they do affect your rates. It might not be as dramatic as when Utah has bigger claims, but Sure. But it's just kicking the can down the road because when they have losses, they have to adjust for risks. Well. Not to get too political here. Yeah. And I hate insurance coming. They're trying to make money. It's all fricking dirty. Socialism. Insurance is socialism. Insurance is just socialism. Yeah. When, when it's required. Right. When you're legally required to have it, which that's a problem is auto insurance. You legally have to have device. But I mean, and I'm, I'm talking about exactly what you said just a minute ago. It's all bundled together. Yeah. Well, and the, the issue with that, for example, like, um, Jacob gets a car accident. Jacob's rate goes up with his carrier, but let's say that reinsurance company pays in. Well now that reinsurance company has to charge the insurance company more and it just gets kicked down the can. But then I'm paying higher rates too. Yes. Because I'm paying for, like you said, your insurance is bundled together. I'm paying for. The overall Yep. Policy like everybody else. So when you see Utah's population has exploited, people are like, oh, well there's less accidents per capita than there used to be. Well, that was true for a couple years, like 20 18, 20 19, 20 20. Sure. But eventually we catch up. But now it's catch up and it's past the same per capita amount. Like dude, I came in from Spanish to American Fork and I see car accidents almost every day, almost every single day of the week and twice on Sundays. Yeah. You know, like, it's just, there's so many. Or, or I had one day, um, first day of snow last year in 2024. I had four. Oh man. Multi-car accidents. Yeah. On the way to work. And that's a 20 minute drive. Like it was crazy. Yeah. One of 'em was four cars. You know, it's just people are also driving crazier than ever. Um, but. Aside. One of the reasons why your insurance carrier does matter is the reinsurance companies do look at the loss profiles of those to adjust those rates that they charge and the insurance carriers can adjust it too. Sure. So you do have an insurance company that's a little bit more uptight about their underwriting, right? We don't want people that have had DUIs. We don't want people that have had major tickets. We don't. It, it can improve your rate. Um, so it's, it's usually worth shopping. I tell people, you should be shopping every three years. You should be shopping with three different agents. I actually have agents that I refer people to and say, Hey, yeah, go, go get rates with this person as well. Or I'll see certain things about your risk profile. Like you're in a high wildfire risk area, you're home insurance. There's, here's two companies I don't write for. Go talk to them.'cause I don't care if I do good for people. Do good, get good, but get good. That's what I say, it's my catchphrase in the last like two weeks. So do good to people. They're going to get good and it's gonna be get good for yourself. And so who cares? Like if, if I do that, they go somewhere else, guess who they're calling next year when their insurance rates change. Financial Ginger. That's it. That's, that's what's gonna happen every time. So I don't, I don't care to send business away because I want what's best for them and people are gonna trust me for that. For sure. So let's talk a little bit about Financial Ginger too. Yeah. We talked a lot about insurance right here. Um, dude, you got a show? Yeah, I got a show. I mean, how much should I say go off? Sweet Pop off King. Help other people. Yeah. Um, so Parker obviously is the owner of the studio here, rookery Studios in, or It's awesome. And after he, um, per, 'cause he'd been Right, he'd been doing the podcast. You had your own podcast you're doing, it's like, it just makes sense. Like, I'm gonna be doing this every day. Basically you're filming. Might as well buy a studio. Like, so you did. Well let me, let me share the theory with that. Yeah. Um, sorry to, to interrupt. No, go for it. But like, let's just teach the concept here that I'm, I'm pursuing. So all of us have dreams, aspirations, a lifestyle that we wanna achieve in certain ways. Right. And for me. I wanted to get into, to cool cars. Every, every little boy had, you know, the Lamborghini poster. The Porsche poster, like when I was a kid, I had a Porsche nine 11 poster. That was the dream car. And, uh, one day, you know, my dad had brought home one of his partners cars, like just borrowing it, whatever it was, a Porsche nine 11. I'm like, oh, this is awesome. You go for a little ride in it. And, and it just kind of like reaffirmed that dream. But sports cars, exotic cars, performance cars, they're expensive. Mm-hmm. Right? So a lot of people view those as, um, they're, they're a loss, they're a liability. Right? So my mind gets going, how can I make this profitable, profitable? How can I monetize this aspect of my life? And there's this concept that I really believe in, and it sounds so simple, but it's, it's totally true. When you look for something, you'll find. If you look for opportunities, you'll find opportunities. If you look for ways to monetize, you'll monetize. So I'm looking for, this is back in like 20 18, 20 19, how can I drive cars, cool cars, exotic cars, and not lose money on 'em? And that eventually led me to a, a group on Facebook called Exotic Car Hacks. I get into exotic car hacks. They teach a course on how to essentially buy, used, exotic and performance and luxury cars, not lose money on them and then resell them, get your money back out and roll it into the next car. So I go through, I learn what they're teaching and uh, I try it and I remember I was so scared. I went to my wife and I was like, Hey, Emmy, I'm gonna like, I want to do this. Um, she's like, well, what's the cost? I'm like. I'm going to like, take a bunch of money outta savings and retirement accounts and like, I'm gonna buy a, a Porsche. And she's like, well, or three. Well, at the time it was just one. Like, I was just gonna try it. I'm sorry I jumped too far in the future. Um, and she's, she's like, well, you haven't like bankrupted us yet. Like, I, I'll trust you. Dang. And I like, I just as a side note, it is so reassuring to have a partner that just supports and trusts you. And I'm not saying they just go with you for anything, but to like look at the track record and be like, okay, you've been successful. I know that you're a logical individual and you're not doing something that's irrational. Okay. If you think you can pull this off, take a shot. Yeah. And I'm sure there's been other times where she's been more cautious Oh, yeah. Or been more like, right. Or been more like, I don't think this is a good choice or whatnot. Right. Like, it's good, good to have that. So I, um, I go and I, I I, I put the minimum down payment that I could, so the least cash possible. And I financed a 2016 Porsche GT three Rs. I bought that car in 2019 for my birthday. Yeah. My birthday gift. Um, and I ended up holding that car for like 18 months, maybe just under two years. And I sold that car that two years later for like $215,000. How much did you pay for it originally? Uh, just over one 50 with taxes and tags. Really? Oh yeah. So I, I netted like 60 grand profit. Wow. So not only did I, I not lose money on the car. You made a ton of money. I made a ton of money on the car. That's pretty impressive. But, okay. So you're thinking about ways to monetize your life. Like if you have a goal, a dream and aspiration, if you like something, find a way to monetize it. Mm-hmm. So that concept over two years, like, think about that. Like you're being paid 30,000, 30 grand a year. A year to drive a car and drive an exotic car. So I was like, that's really cool. Then we, I, I took that policy or that, that premise and I'm like, okay, let's do 10 x, let's do it for real estate. Oh. So I started doing it for real estate and then it was, okay, I've monetized real estate and I'm monetizing cars. And the thing about the cars was like, you get that 60 grand back, but it's not just the 60 grand back, it was also your original down payment. Yeah. Because you're not holding the car for the duration of the loan. Right. Yeah. So you, the only money you really lose is the insurance. Yeah, yeah. Which is, you know, PS and cares or of cash flow. And actually we should talk about that in a minute because people might be interested. So we'll put a pin in it. Yeah. But insurance rates aren't that bad for exotic cars. No. They're actually better. And we'll go. We will get into it. Yeah. Yeah. But so I take the, the concept of how do I monetize for this area of my life. I plug it into cars, into homes, um, cars eventually leads me to luxury watches, time pieces. You got me into that, dude. Awesome, awesome play. Um, the podcast was just an extension, so I was interested in content creation. I know that it's necessary for me to build my brand and my audience and position myself as an authority. So I start doing it and I was building a home studio. I was spending money on cameras. I was spending money on lights. I was spending money on soundproof panels. I was spending money on a videographer. I was spending money on the editing. And I'm like, my production cost per episode was just climbing. And I had got to the point where I was like. Probably spending five to $600 to produce a podcast episode. Mm-hmm. And I'm thinking to myself like, I've gotta find a more cost effective way. Especially at the time, I, I had monetized it, but I didn't know I had monetized it yet. Hmm. It was one, it was one of those things where I, I hadn't clicked that. That's where the clients, I mean, they were telling me they were even coming from there, but I hadn't realized like, doing that and investing in the quality was what was like, the tipping point to generate that. Yeah. Um, so I'm like, I gotta find a way to, to, to better this situation. And, uh, I think it was, you know, the end of the summer, uh, Jimmy Rex for people that are familiar with him, Utah entrepreneur, one of like the top a hundred real estate agents in the nation. Um, but he owned the studio before me. He had listed it for sale and just made a post on Facebook and was like, Hey, do I have any friends who might be interested in this? And I'm like, Jimmy, Jimmy over here. So pick me, pick me. And actually, he, he had it took him like I I, I blew him up on every channel. I messaged him on Facebook, I messaged him on Instagram, I messaged him on LinkedIn. Um, and I didn't get a response back. Oh my gosh. And I tried to follow up a week later and I didn't get a response back. And I was like, Hey man, is anybody like, are you serious about selling this? He's like, oh, sorry, I'm already talking to somebody else about it. Ah, and they fell through. Now the thing is, for me, this is a good, a good, um, rule for life. Perhaps if you say you're going to do something, fucking do it. Pardon my French. But I'm underscoring the severity of this. If you come to the table and you are gonna make a deal, make the deal, be a man of your word. So if you tell somebody I'm good for it, you better be good for it. And you show up and you do the thing to the point, like, just to be very honest about it, I've made bad deals because I've said I was going to make the deal. Mm. Because it's worth more to me to be the honest or the man of integrity, it's gonna come back later. Correct. So what if I lose a few thousand dollars on something? So what I'm gonna be known as the guy who makes the fricking deal? Mm-hmm. And, and who does Right? By the people that he does business with, even if it comes a personal expense. So the guy who was trying to buy the studio couldn't make the deal happen, said he was gonna make the deal happen, didn't make the deal happen. So I, I said, Jimmy, I'll make the deal happen. That was it. And like obviously, and here we are. Well, we jumped through hoops, right? I mean, and stuff doesn't always pan out. It's not as easy. Like I'm talking to the lender and the lender's like, oh yeah, we can get a, get you approved for the whole thing. Like, just put, you know, 10% down. It's not gonna be a big deal. They can't get you approved for crap, man. Mm-hmm. And then the appraisal comes back and they appraise the building is less than what you mm-hmm. Expect it to be. And you know, the market demand is evaporated. So everything about it just became harder, harder, harder. And I'm like, whatever, whatever. I'll go sell some cars, I'll pay cash. Yeah. Like, I'm gonna make this happen. I said I was gonna make the deal work. So I make the deal work. And dude, what a freaking blessing that has been in my life, by the way. So I think about it in, in terms of the studio, right? Um, we've essentially doubled the revenue of the studio since it's been, since buying it. Yeah. And with that, it's like we've also. I can't remember, like, uh, I said it in October and I had looked at the numbers. Then Bart and I have gotten more leads. We got more leads in the first month of business here than I think what had previously been done in like the last 12 months. Wow. Before we bought it. So I'm like, we got in here and what an opportunity it was for us to come in and grow and, and to pair it, you know, the offering with my coaching business. So thinking about ways to monetize life. That's where the studio came from. I was podcasting. I was using it to generate business for coaching. How do I monetize that aspect of my life? It was the studio because now I have a way higher production quality, and I have the rooms that I can rent out. Right. So I'm helping other people. I can use it, I can tear it up now to help people with coaching and coach them on their content development. Bart and I are in the lab constantly working on ways to help entrepreneurs position themselves better now. Well, Bart texts me like twice a week being like, oh, hey, here's an idea that Parker and I've been thinking about that should help. Oh, hey, here's an idea. Do this. Hey, you need to do this asap, blah, blah, blah, like this. And it's like, oh. And it's good to know. So I'm a, I'm an experienced junkie, but I'm an experienced junkie. Not necessarily for adrenaline, but for like, how do I try everything? How do I learn everything? And so getting into the studio now was like the gateway for me to go learn way more about how do social media algorithms actually work? What content is being promoted versus de positions, you know, like how, how am I, um, optimizing for each individual platform? What do they wanna see when it comes to, like, your frame rate per second? What do they wanna see when it comes to the text that you use? Hmm. Hashtags are still relevant, yes or no? Some platforms, yes. Some platforms like. So getting into all of that, um, and I, I kind of nerd out on it 'cause it just gives me something to dive into. So that's why we got to the studio was monetizing every aspect of your life. I hope that you can figure out how to monetize every aspect of your life. Love it. Crazy talk. Okay, let's talk about insurance on exotic cars for a second.'cause it came up and I, I don't wanna get too far away from it. I was shook it, shook it, shook it. I had been shook it. Um, when I was learning about the exotic car hacks stuff, you're like, dude, you can insure a Porsche for a hundred bucks a month. I'm like, at the time I had an F-150 and I'm like, I think my insurance on this is like 180 bucks a month. Yeah. It was like one 50 or one 60 or whatever. Yeah. Yeah. But I'm like, well you're telling me I can insure an actual race car for less than the cost of insuring my truck. And the answer was yes. Yeah. Yes, I could. Well, I think the McLaren, the McLaren you had for a while, that one was only like 140, 150 a month. No, the, the McLaren's a bad example. That was the most one was probably the most expensive one. Yeah. I'm probably thinking of the other one you had at the same, wasn't the Aston Martin, maybe the Aston Martin really? That one was really affordable. Yeah. I, I actually think that were talking like 200, $300,000 cars, you know, or 150,000 on, on some of them, and it's like, yeah, right. Like the one you sold for 200, I think we had that one insured stated value for like 180 or one 90 and it's like, yeah, it's a hundred bucks a month. Yeah, it's 150 bucks. A hundred bucks a month. It was a hundred. I'm, I'm pretty sure it was a hundred bucks a month. They're, they're not bad at all. I think the Aston Martin's like one 10 or about It was before the rates went up. Yeah, before the rates changed. So like when we, when we had got it, I'm like, holy smokes, man. Like, I'm not even Yeah. Not bad at all. Yeah. Not even 150 bucks on these supercars. There's some that are, that are really bad, right? Like I tell people to stay away from Lamborghini, ris, those ones are very, very expensive. That's actually not too bad either. Yeah. So, okay, so I've got an RS. We insure it through Cambria with State Farm. So that's someone you, you referred us to. I, I can't remember if I'm paying it for the year in full or if I'm paying it in six months in full. I think it was a year and I think it was like 6,000. Yes. That that is what it's Yeah, for just over six 200. It's like 500 bucks a month. 500 a month. Yeah. Which, I mean obviously you're right, you're right. It's a Lamborghini or it's a really valuable car. But I think your Huan is cheaper than that. It is, it is. So I think HU'S just over 200 or something like that. Or two 10? Two. Yeah. The Huan I think is 4,000 for the year. Yeah, that sounds about right. So I'm like, it's just over 300. Yeah, just over 300 bucks. Um, but either way, they're a lot more cheap, affordable than you'd think. Especially when you're like, I have an$80,000 truck that's 150 or $200 a month. Mm-hmm. You're like, okay, let's scale that five x the value, the insurance isn't five x the price. No, no, no. And that's 'cause they assume, right? A lot of the companies that insure them, well, like the Mustang for example, driven as frequent. So think about this, the Mustang and the Aston Martin, I actually think they're great comparisons. Yeah. Let's say the Mustang before I moted it out. Yeah. Because I turned that Mustang into a super venom. Super venom sick. Um, but that Mustang I bought it was $50,000. Right. V eight. Um, manual transmission, rear wheel drive. I love the Aston Martin V eight manual transmission rear wheel drive. They vary in MSRP, like the Mustang is a fourth of the MSRP, uh, as the Aston Martin. Right. So a $50,000 car versus an original $200,000 car. Which one has higher insurance? It's the Mustang Super Venom. Mm-hmm. Well before it was a super Venom, even as a base thousand car higher insurance. Yep. Why now? To my understanding, it's the volume and the frequency that that type of vehicle is in accidents. Yep. So insurance carriers look at that and they're like, well, Mustangs are, are way more likely to be in an accident than an Aston Martin. So they jack up the cost on the Mustangs. Yeah. Unless you're 55 years old. Lemme tell you, some of the cheapest cars I've insured had been brand new mustangs on men in their fifties. Hmm. So, well, I mean, obviously it's like you said, your risk, uh, profile is all bundled together. They look, dude, 50-year-old men are. 50, probably pretty low risk men go through a middle life crisis. They buy a fancy sports car, they're put a thousand miles on, but they're not crazy irresponsible people. You know, they've had a couple kids and then they, then they sell it two years later. But that's, that's the typical, so yeah, they, they absolutely look at your age driving a few things. I don't want exotic cars that I really wanna point out for people that listening, um, is usually some exotic cars. They want you to have five or sometimes even 10 years of experience in driving supercars and exotic cars before they'll insure you for it. The McLaren, you have to look. That's where we had an issue with the McLaren. Yep.'cause of your age, I think you were like 30 or 31 at the time when you got that one. Maybe even 29, maybe. Maybe 29 or 30. Yeah. Yeah. And they, they're like, oh, McLaren's are such a high risk. They're like the number one loss for insurance companies. Most insurance carriers that do exotic cars won't even touch a McLaren. Yeah. They're like, we want you to have 10 years of driving experience, driving exotic cars, not just Right. Get your license. 16. You're 26. It's 10 years. No, it's like, we want you to have 10 years of driving experience in exotic cars that you have personally owned. Yeah. And they accepted you with like three or four. But that's because you had several other cars. No, I, I argued, I had 10, I argued I had 10 plus. Oh. Because we considered, they considered the, um, in, in 28, uh, 2012, I purchased a Pontiac Firebird. Yes. And they considered that exotic enough. So I, I, well performance. It was a performance, car performance over 300 horsepower rear wheel drive. Right. Um, so we talked about that, and then I went from the Pontiac Firebird into, uh, the Toyota Focus St. Yep. And St somehow. Was performance performance performance enough for them? Yeah. Well, it, so it wasn't initially, but I'm like, well, hold on. I'm like that those are the cars that I, that learned how to drive on track. Oh, I had track experience with them. You had track experience in them? Yes. So I was like, I'm l I'm taking these, they qualify as performance vehicles. I'm taking these performance vehicles. I'm getting professional coaching on track with them. So that helped. And then I was like, I, um, you know, had bought, uh, the Porsche was the first one in 2019, so the GT three RS, that's a legit supercar. Yep. So I'm like, I, I had driving experience on that, that led into another nine 11 and, uh, the Eston Martin. I'm like, okay. So I've got more supercar ownership and experience there. I had gone to the Porsche Experience Center in Los Angeles and gotten like professional coaching and driving there. Um, track That was when you had time Tesla claim too. I remember 'cause you called me while you were there 'cause that guy sideswiped you. Anyways, so I explained, I we ended up talking to the, the underwriter'cause nobody would touch it. And Haggard eventually escalated it to an underwriter. They told me no, they told me no. Like three times. And then you called them afterwards. Yeah, yeah. And I, I was able to escalate it. I was able to get to the underwriter and I was able to talk to the underwriter about like, look dude, I've been driving exotic cars since 2012. It's been a decade. Yeah. Or not exotic cars, it's nine years performance vehicles. I was like, I'm married, I'm low risk. I've never been in an accident. Like I had all of the check boxes, um, to make it happen. I just had to. Essentially plead my case a little bit. Mm-hmm. And, and I think the thing that really actually, um, helped sell, or at least what the underwriter seemed to be interested in, was that I had, um, professional driving instruction. Yeah. I had been to courses. I had taken track time with coaches and because I had done those things, he was like, okay, you're not, the thing about McLaren, the thing about McLaren, they depreciate really fast, really hard. So a young man, a sales bro, perhaps shout out to the sales bros, goes and does summer sales. Maybe he makes 150, 200 grand. He can go buy a McLaren outright. Yeah. Just go pay cash. He goes and buys his McLaren for a hundred grand, a hundred Gs gets a five 70 s. He used five 70 s. Now that's a twin Turbo, V eight. On a sub 3000 pound body, they're so light compared to their weight. I mean, compared to their, well, it's, it's a carbon fiber chassis, but because of that, every accident, any fender bender is basically a total loss is basically a total loss. Yeah. I I, I remember this, they, they said that on some clearance, they've been in five mile an hour accidents and been totaled. So what happens is you get these young men, maybe there's some young women out there. I'm not going to, you know, genderize you, but they get these young men with no supercar driving experience whatsoever. And they're 20 or 21. Yeah, they're in their, their low, early twenties, maybe even 19. So they're a little bit adrenaline seeking thrill seeking higher risk profile individuals. Anyways, they buy a car that has 500 plus horsepower, real world drive, twin turbos, and they launch this sub 3000 uh, pound rocket. And the thing is, man, you might think you're in control of that vehicle while the turbo is spooling up. But the second those turbos punch, you're gone. You're a rocket. And these kids launch themselves into street poles. They launch themselves into stop signs. They launch themselves into cars in front of 'em because they don't know how to handle a car like that. They don't know what it's gonna do. They have no experience with it. Yeah. And I'm not out here to, to trash on the early 20 crowd. I'm like, but I can totally understand and see why insurance companies, insurance companies won't touch that. Because then you get even the cheapest McLaren's right in a hundred thousand dollars, $115,000 used vehicle that's totaled really quickly by someone who just didn't know how to handle it. Yep. Moral of a story by Porsche's. Yeah. Volkswagen group. Yeah, they're great. They're great. Or, or go for like an Audi A seven. That's, that's, that's got some kick to it if you're younger. Come on Jacob. Come on, man. I mean, you're talking to a guy that drove a, I drove a Prius for four years and now, now I drive a Tesla, which I like. But my, my dream car is an international Harvester scout. Dude, we love scouts. You see? You like the New Scouts 1 72? The scouts coming back. No, I don't like 'em. You don't like 'em? Don't like 'em. Why not? I don't know. Don't like 'em. Okay. I like the, I like that really square. I really like the body square bodies. I like the square bodies. They got 'em, man. Ultra, ultra square. Look at, look at the, um, do I need to pull 'em up and look? No. Yeah. Look at the New Scouts. So they've got, I think they've got two, two models that are set to release. They've got a truck and they've got the like, uh, it's essentially an electric. Is it an international harvester or is it someone else? I think it's just Scout now. It's a new company called Scout Motors. It's not new. International Harvester owned Scout Motors previously, to my understanding. Gotcha. I thought they'd just released it as international harvester. Oh, I'm seeing it. It gives me rivian vibes. It does give Rivian vibes truck. The second one. The second one's fine. The S SUV V though. I like the SUV's. Look. The aesthetic. No, I can get behind it. I can get behind it. Big bench seat in front. Oh, the bench seat. That's what I, okay. You know what? Looking, look, looking at that. I could, I could, I could do it. But something about getting a vintage car. Oh, I agree. Agree. And this isn't the same. Just to bring up the insurance side of it. Just like exotics and um, uh, high performance vehicles have specialized insurance that can oftentimes be way cheaper than you'd think. Vintage cars Oh, for sure. Can be way cheap. It goes right back to that same policy. They're not in accidents anymore. Are you're talking like. Way, like, like we're talking so astronomically cheap. I have someone that has a, a, a van van gun. Like one of those, like, it's a lot of people convert 'em into campers now if you convert a camper mm-hmm. It makes it a whole different animal. Um, and it's like $150. A year. Oh, doggy. A year to insure it. And because they've got the antique plates, they only, at least in Utah, they only have to like reregister like every two years or three years instead of every single year. Like, there's all sorts of stuff. I I have some people that have like, you know, old, like 56 Chaves and like 62, um, uh, Firebirds and things like that, that are like, I mean, they're not super valuable cars. Like a lot of these cars are worth less than $30,000, but they're like, I mean, if they're an excellent tradition now 40, 50 grand,$20 a month, like two, $300 a year. Wow. Yeah. Like, I, I am absolutely blown away by how cheap. Well, part of that is the collectible aspect, right? If you have a car like that and it's made it this long, you're not doing stupid stuff in it. No. And, and they'll, they'll, you're not driving it into the ground. They'll put limitations. Like they want your odometer reading once a year. Yeah. 3000 miles a year. Their bikes under 3000 miles a year. Yeah. Yeah. And then it's, it's, it's just so cheap. And if you're only using it, right. I mean, think about it. I mean, I'm, I I, I put about 10 to 12,000 miles a year. Including commuting. If you commute for one or two months in the summer in your fancy old antique, you're probably only gonna put a thousand or 2000 miles on it. Sure. You take a road trip, you know, go up to lava hot Springs, come back, go down to Vegas and come back. Boom. That's 3000 miles, right? Like you take a couple trips and you use it for commuting for a month or two. Sure. Like, have fun with it on the weekends and you're still gonna be fine. Most people are like, oh no, I'm gonna put more on it. And then two years go by and I'm like, you've put 1500 miles on that car in the last two years. I dunno why I'm checking my watch.'cause that's how you tell how many years. It, that's how you tell the odometer, that's how you tell the odometer. Uh, anyways, that's, that's a fun little thing too. No, I'm, I'm with you. And this actually, um, back to my monetize the life philosophy. Yeah. That's one of the reasons I have multiple cars now, is to keep the miles low. Mm-hmm. Because when you have the exotic cars, the cool cars, right, the high demand vehicles after the first four to five years, when all of the leases are up on the secondary mar and all those vehicles are on the secondary market now, they're not depreciating based on. Time anymore. They're depreciating based on condition in miles. So if you keep the miles on the car low, you command the premium when you go to resell. Yeah. And that was actually the secret for profiting on the vehicles versus uh, that was that $60,000 difference. Correct. You, you put I put 1500 miles on the car in the 18 months. Yeah. Right. So less than a hundred miles a month. That was what positioned that vehicle to command such a premium when I sold it. Yeah. Well 'cause a lot of people when they're leasing these, these exotics and performance cars right? They're, they're allowed a certain, a certain amount of miles for some of 'em. They buy them and then they, they sell 'em back. And so when all those cars are on the market at 60, 80,000 miles on 'em, and there's three that have 15,000 miles on them. 10,000 miles on them. Yeah. Yeah. That's gonna command a premium. Correct. Especially if you've got some of these manuals.'cause a lot of these cars, they don't make manuals anymore. Like when you mentioned you had manuals, manuals. I'm sure it's all scarcity play. It's scar. Exactly. Or you get certain extra packaging. Right. You, you talk about this too, so sorry, I'm kind of stealing your thunder a little bit. Like go for it. Like I'm getting the extra, you know, rr rs with the spoiler and the, the whatever, and the turbo supercharge and all that with the manual. This is six combinations that are all very uncommon. There's only, they only made three or four others that had all of these options, so Oh yeah. There isn't a way for someone else to get this unless they buy it from me. Yep. Right. That's it. This is a super specialized car. Okay. So like even a recent example, the Super Venom. Yeah. Right. So for Hennessy Hennessy's making 91 Super Venoms, that's it. Just 91. That's it. They've only made 20 so far. Anyways, they're making 91 Super venoms. And out of those, they're, they're taking essentially four gts and four, or, sorry, when I say four gt I meant, uh, Mustang gt. Yeah, Mustang GT and, uh, dark Horse trims for the Mustang. So the GT and the Dark Horse. The Dark Horse is essentially the track focused GT now. All of those. I mean, like, I don't, I don't know what the actual number is. I think it's about 85%. All dark horses are automatic transmission and out of the Mustang gts now most of them are automatic transmission. So having the, the 15% that might not be correct if most of them are, are automatic. I know that's probably are, most people don't like, uh, not, most people don't like, correct. A lot of manufacturers don't prefer to sell. The Mustang is still making the manual transmission V eight, but they're few and far between is what I'm getting at. Yeah, because they, they're popular in the secondary market, but a lot of people don't like buying those from the dealership brand new. It's, it's a weird thing like so that I've noticed. Well, and it's people that just don't know how to drive 'em anymore. So anyways, the point is pairing a limited run 91 vehicle kit with a very few and far between manual transmission to begin with. You, I've created something that's very exclusive and rare. What's the horsepower on it? Is it like 600, 8 50 or eight 50? Okay, cool. Yeah. That's crazy. Oh yeah. Yeah. It's crazy. It's a ton of power. It's insane. Um, and it's a ton of fun. And chassis is more than 3000 pounds. Yeah. I'd have to look. I, I just, just poking fun at McLaren. Yeah. Although now who knows what it actually weighs.'cause with the Super Venom kit right, they put a ton of carbon fiber on it, so it actually reduces a lot of weight. Mm. Really cool. Really cool stuff. Um, but yeah, yeah. You take, you take essentially scarcity principle, something that's really high demand. High desire. The trim is awesome that people love. They they want it and then you make it. It's not an investment. You make it scarce. You keep it in excellent condition with low miles and now it's an investment. Yeah. You still get, enjoy it a little bit. Yeah. Or a lot of bit. Okay man. Well, similar. Similar. I just wanna, um. Hop off of that into a similar thing in terms of real estate, right? Um, if you look at some of the places where houses are disproportionately priced, Highland Alpine, right? You look at some of these places and you're like, wait, if this house was 10 miles away in Linden or Orum or American Fork, it, it would be like half the price. Yeah. Yeah. I mean, not necessarily that. Yeah. Essentially that dramatic, just to make it simple, it's like, wait, this house is, it's, it's a 3000 square foot, you know, four bedrooms, three baths with a basement on a third acre. Okay. And Lehigh, that's $750,000 in Highland. It's 0.33. Yeah. And you're like, why? People like being up in the mountains a little bit. They like that. There's, there's only so much real estate in that forest. A lot more wet. They've got little rivers running through. It's not as dry and demands a premium. So same thing when you're buying real estate. Look to those demand factors. And another thing that I like emphasizing, a lot of people are like, like when they're in watches or exotic cars or whatever they're looking for. Screaming crazy deals, and I'm kind of a Warren Buffett guy in that one sense of if you buy good companies or good real estate or good at fair prices, you're still gonna generate insane returns, right? Yeah. You're not gonna win in the long run. For sure. I'm sure. I'm sure When you bought that first car that you sold for 60, made 6,000 profit on, you probably didn't find, oh my gosh, this is $20,000 cheaper than anywhere else on the market. It was. No. This is a fair price for a fair vehicle. I actually correct. It was more expensive than a lot of the cars on the market. Yeah, but it's a, okay, so when you look at that stuff, this is actually something that's really important to learn. It's not about getting the cheapest price. No. That's actually a really damning factor that will hurt you in the long run. You wanna find the most desirable. Yes. You wanna find the one that is the, the best location for the Airbnb or for the rental? Rental property. The most, the most desirable package options on those cars. Think about, think about it man. You wanna go, for example, you said Airbnb, right? You pick up a spot that's a, a high vacation area. Let's say you're like around Disneyland, right? Yep. Okay. So do you want to get the Airbnb that's walking distance from the front gate or do you wanna get the Airbnb that's 15 miles away? Mm-hmm. No, man. You want the close one. You want the one that's desirable that, that people who are vacationing there are going to use. It's the same thing with the car. You don't want to get a car that has low trim level. You don't wanna get the car that has low, uh, or that has a ton of mileage in, is super beat up. You have to get the one that's gonna be the most desirable and that means you, you, when you buy or often purchasing at above what you would see a worse condition, lower specs comp at. Yeah. So, um, I think I was probably about $5,000 higher than the average market value when I bought the. Uh, Porsche GT three RS that I did. But doing that was necessary to put myself in a position where when I resell it was going to be the best. Simple as that. Simple as that. Simple as that. Okay. Let's talk about why insurance matters for entrepreneurs, owners. The average, you know, mom and pop absolutely matters. We talked about, um, you know, kind of why you have it and, and what you're using it for. But let's, let's talk about, yeah. Because with, so with auto insurance, right, you have to have it, you legally have to have auto insurance to drive, so obviously that's there, but you wanna have the right kind of insurance, right? Like, I have a lot of people where they're a business owner and they have three or four rental properties, and they've got 50,000, 100,000 liability limits on their auto insurance. Mm-hmm. Which is just insane. So, just quick, very, very quick overview. Auto insurance is usually in Utah, broken down into three numbers. Medical liability. So hit someone, they go to the hospital per person medical liability, total and property damage. So 5,150, it's only $50,000 per person you injure maximum of a hundred K and 50,000 for property damage. Dude, you scratch some cars, especially when you're talking about exotics and supercars, and you cost $50,000 of damage, right? Like it's so easy. And then what happens if it goes above that? They're gonna sue you for those rental properties, they're gonna see you're a business owner. Lawyers are gonna be able to get tax histories and figure out how much value is, and they're like, Hey, this business generates $300,000 of revenue. We know this guy has money. We sue him for whatever we need to get. Yeah. Um, so I'm always encouraging people to e consider higher limits and potentially consider an umbrella. Umbrella policies are super cheap. I actually set up one for a guy the other day. He had 15 rental properties, may have been like 14, and it was a $2 million umbrella. So all of his properties each have a, a half a million or a million dollars base liability. His auto insurance has a half million base liability, and then he's got a 2 million umbrella. So he's got $2.5 million of liability for everything. He has 2.6 on the Autumns technically. Mm-hmm. I get caught up in the, the fine stuff way too much sometimes. Um, but that, that $2 million umbrella, I think was like $1,500 a year. Which obviously you write 1500 bucks to 1500 bucks, but it's like that's $2 million of liability for like 14 properties. You own each of them? Yeah. Have $2 million of liability and your auto insurance, two and a half million. Like the, the one umbrella claim that I've actually seen, brand new 16-year-old driver ran a red light and was speeding. Someone died. Multiple people were very injured. It was like 1.2, $1.3 million ended up being paid out from the auto policy and the umbrella. Right? And obviously you can't replace the loss of a life, but they're not financially ruined because of one mistake. And that's what, that's the goal of insurances. I want you to feel like you are protected. Or intentionally choose that.'cause I have people that I've been like, Hey, I think you probably should have an umbrella. And they're like, I don't think I need it. I'm like, that's totally fine. Here's the reasons why I think you should have it. Here's some reasons why it might not be necessary. Make your decision. I don't care what decision you make, I am a guide and an advisor to what you need. Yeah. Regardless of you go with me. I have people that they, they send me their stuff and they're like, Hey, my agent's recommending this. What do you think?'cause I trust you. And right. Maybe I'm not the best priced or whatever. Or maybe they're outta state and they'll just want my opinion. And I do that all the time, absolutely free. Email me the Financial ginger@gmail.com. 8 0 1 2 1 6 8 4 4 4. Send me a text, gimme a call. He'll answer. He's the agent that answers his phone. I'm happy to look at your policies and make recognitions. Like I had one just the other day. Real Estate, Parker Parker, um, Eids, um, he's one of the Edge Homes reps, but the two Parkers I look up to, Parker McCumber and Parker Reeds. They're like, it's just everyone. I'm gonna end up naming a baby Parker. Just love the name, love the people. Um, but he sent me a guy and he, like, I suggest get quotes from three agents. I was one of the three. And I send him a rate. He's like, Hey, I found something that's cheaper, send it to me. And I said, that's fine. They only quoted you a hundred thousand dollars of liability. Bump that to 500 or a million. Like you're, you're, this is a, this is a relatively wealthy business owner Sure. In Utah, right. He owns some like public utility type stuff. Um, well not public, but anyways, he owns a bunch of stuff that people use a lot. So very, very wealthy. Um, and I'm like, that's, that's not enough. And if you don't have an umbrella, obviously you should probably have a commercial umbrella for your business, but also a personal umbrella. And then, um, I noted a few things that he didn't have that I'm like, these are really common things that get denied because people think they're covered, but they're not. Ask him to add that on. If it's still cheaper than mine, call me. And he sent me a text. He's like, yeah, look, they raised the rate to this and add those coverages. Really appreciate it, man. I'm sure he is gonna call me in a year if his rate changes. Right? Yeah. And maybe I'll get all of his other stuff too. He actually ended up me having me quote a couple other properties that he'd bought recently and his auto insurance and it didn't work out, but I want him to feel comfortable and he does. So that's the auto side, home insurance side. Can we talk about how that, how does it actually pro protect you? Like if you're, uh, take, take Parker, for example, business owner. Yeah. Um. I making tons of money. What does the adding of additional coverage actually provide someone in that position? Well, like does it protect you from a lawsuit down the road? Like it usually doesn't protect you from a lawsuit. What it does is actually does protect your assets, right? Because if, if, if heaven forbid you get in an accident where someone dies and you have a huge liability exposure, you're not being, 'cause courts can force you to sell assets if you have physical assets that you own. It's one of the reasons some people put, put properties in like trusts or LLCs and stuff to separate separation. But I've actually seen situations, um, Michael Glasser is a great lawyer here in Utah that does trust and and stuff like that. And he talks all the time about how. Judges all the time will throw out LLCs and they'll throw out trusts and they'll say, oh, well this weird technicality, or You didn't set it up properly or you didn't, whatever. So get someone that's very competent to do it when you do it. Yeah. And you have to actually treat it differently. Like I've seen things where it's, they have the same bank account, you didn't have a separate, it wasn't separated clearly financially we're not gonna treat that as a separate entity. No. They're able to sue you directly for that property, even though it's owned by a trust or whatever. Like it's so it's just additional actual protection for when something goes south. And a lot of people are like, oh, it's insurance. It's stupid. I agree completely. But, okay, so here's, here's my question. Yeah. Uh, you get, you get in an accident, you have that additional liability coverage, right? Let's say that that pays out. It's not stopping you from getting sued still, and then they come after more. It is. So, okay. That's what I wanted to get to. Yes. Auto insurance, home insurance, and umbrella. If you are sued. They are obligated if it is in relation to how that policy covers you, which is why you do auto and home and umbrella.'cause umbrella will actually cover weird situations that auto and home don't apply to. I had a situation where someone was in Europe driving a car, gone an accident. They thought their auto would cover them. Most auto insurance doesn't cover you outside of the United States. And Canada and sometimes like 50 miles into Mexico. Um, right. And it's territory. So if you're in Guam, you're fine. Um, but they got in an accident and there was some weird technicality. I don't even think I fully understand it. Their umbrella insurance stepped in and paid for it. I was absolutely shocked. And again, I don't know if that's, it must have been some really weird technicality because they should have had proper auto insurance and they didn't, and there, there's all these rules with umbrellas, but it, it did and it ended up covering them, um, in a situation that they wouldn't have been covered. So in theory, if you get sued, your umbrella can still take a chunk of that su your umbrella can take it. Well, they, they're obligated to, part of that liability expense is court costs and defense. So if like your dog bites someone and you get sued, your insurance company, your home insurance company actually pays for the lawyer to defend you in court. Hmm. They actually pay the legal costs and things like that up to your limits. Okay. So this is kind of, uh, really interesting and, and maybe where I want to take the, the conversation a little bit is like, what are all these things that. I obviously I didn't know that. Yeah. If I don't know that, and I make it a point to know a lot of things. The listeners don't know that stuff. No. So Jacob, what are we, what are we missing, man? When can we contact our insurance agent for help? You should be able to contact your insurance agent anytime. And that's what I'm all about. But I mean, I mean, if I get sued because my dog bites somebody like, say, say somebody, a kid's cut through my yard. Right. My dog bites somebody who's running through our yard. Yeah. Am I, I'm getting sued for that. I didn't know I could reach out to you. So when can they reach out to you that they don't know? I like how? How? Yeah. What type of things do policies actually protect That we have no idea. They protect it. Who's leaving money on the table? Yeah. Uh, and here, here's what I say. When something happens, just ask. Right. I think people call me and they're like, Hey, I had a contractor break a sprinkler in my yard and that flooded my basement and they disappeared. Yeah. Technically they should have insurance. Insurance beforehand. So I usually say, if you're not sure, just ask if something happens, just ask.'cause I've seen people where they just settle it and they never reach out to me. And then, yeah, well that's what I'm thinking about. I, so we had someone get rear-ended in a McDonald's drive-through. Okay. The guy got out of his car on security camera footage, offered the lady money, like pulled out cash and was like, Hey, what's, I don't wanna deal with insurance offered cash. She's like, no, I want your insurance information so I can file a claim.'cause I don't know how big the damage is gonna be. The guy got in his car, jumped the curb, and took off flat. Obviously it's, it's a hit and run. It's fleeing the scene. There's all these other crimes associated with it. But when it went to the legal side, right, her insurance paid for her car before they even figured out who the guy was. It took months to figure it out. Her insurance paid for it. Yeah. And part of the reasoning they used for, for, um, when, when they did catch him, and, sorry, I'm kinda like blending things together as I'm remembering the story. Um, part of the way they were able to prove fault and liability for him was the fact that he offered her money. Yeah. Right. So I, when, when, when someone gets in an accident, I'm always saying, call me as soon as possible because people make mistakes all the time and then they don't get covered. Or they're lucky because it was caught on footage or there was witness that said, Hey, he offered her cash. That's an admitted of fault. Yeah. You offer someone cash and then you take off or, or whatever. You've admitted fault and you've accepted liability personally by offering them cash for the accident. It's like, Hey, I'm sorry, here, can you take this Instead of us going through my insurance. Um, another situation I had recently, this, um, girl that I insure driving on the freeway, stop and go traffic at Thanksgiving Point, semi-truck in front of her complete standstill traffic backs into her. I don't know why he sides the backup in, in literally bumper to bumper traffic. Gets out of his truck, looks at her car. Maybe he's a manual at transmission at her. He's rolling down the hill, looks at maybe looks at her car, gets in his truck, pulls forward, and then reverses again and backs into her a second time. On the freeway. On the freeway. Two other drivers, she tells me, get outta their car to like yell at the guy to get out of his truck and give her insurance information and stuff like that. Like this is on the freeway. Yeah. They finally like pull over to the side as traffic's moving. It takes a little bit of time. He gets out, she takes a photo of his insurance card. Doesn't call me first. I'm like, call me. Just call me. Right?'cause I'm always gonna tell you, take photos of everything. Take photos of the damage. Take photos of driver's license. Always call the police. I don't care if it's a bumper scrap in Walmart parking lot. And the reason why Utah Law, Utah law on this is if the damage is estimated to exceed a thousand dollars. Then it's a requirement to call law enforcement. Now, most people don't know that, so I'm just saying it so people know it. Yeah. But even if it's less than that, you don't know how much damage is gonna be. I've had times correct. It's always gonna be a thousand dollars. Think about it now. Yep. Like the average, what's the average new car cost? 25. 30 grand? Yeah. Okay. So you buy any car, the damage is a thousand dollars. Period. Period. It's not, it's not, uh, 1990 anymore. No. You can't go get your car repaired for 300 bucks. Yeah. It's going to cost you a fricking oil change. Costs 300 bucks. Now it's gonna be a thousand bucks. Yeah. So always call the police. Always call the police. And here's, here's, so she did call the police. Okay. Because the guy didn't want to, like, she, so she got a picture of his insurance card, commercial insurance, right. Commercial trucking company. It doesn't have his name on it, it just has the name of the company and the insurance carrier and all that. Mm-hmm. And it didn't even have the vehicle,'cause it was the trailer, it was the insurance for the trailer he was pulling. So it said like, you know, 2021, blah, blah, blah trailer. Um, it didn't even have, so none of it. He gets upset when she asks for his insurance ring and says, Hey, we need to call the police and get a police report. Gets in his truck and just leaves. Just leaves, right? Like pulls through, slowly goes through traffic and she's like, I dunno what to do. Calls the police. And the police are like, oh, well you have his insurance information. You don't need to file a police report. Fast forward six weeks. She's called the insurance a million times. They're not getting back. She still hasn't called me. Um, and then she finally does and I'm like, Hey, what's going on? She's like, I got in a car accident a month and a half ago. I'm like, oh, what happened? She, she texted me pictures at the time. And then called and I, I walked her through it, but she never let me know that all these problems were happening. Yeah. Because I, I walked through at the time I'm like, call, get a police report. She didn't tell me that the police told her not to file a police report. So all she has is the call log on her phone showing she chalk. She called the non-emergency line. Right. And I'm sure there's a way that they can get the call logs 'cause Right. The police record their calls. But that might be a three month process. I've had times where it takes the police three weeks just to get the report filed. Yeah. Right. Not that police are bad. They're very, very busy. It's great that they do it, but the reason why it's so important to the police report is it establishes that the accident happened. Yeah. Right. So part of this, the event isn't made up. Part of the six weeks, two weeks was just getting the insurance, gonna call her back 'cause it's a commercial company out of like Illinois or something. Doesn't matter when you call, you're getting a, a voicemail or whatnot. And and they call and they call back and they're like, Hey, what happened? Who's the driver? I don't know who the driver is. Oh, well, he's saying you just got it. Like this, this person's just saying that you got, we don't even, and they won't tell her who it is. Mm. Um, because all she has is an insurance card and then photos that she took at the scene, she took a picture of her car and one photo of their, thankfully had the, the license plate. Yeah. Right. That showed the, so using the license plate, they were able to say, okay, yeah, we insure that person. And they're like, well, he won't answer the phone. We need to get a story from him and verify, oh, well he did answer the phone the next week, but he's saying he has no idea what's going on. Like that never happened. Right. And the police report reform happened. So it's ideal to get the police report because that establishes it. And if you're able to get the police while they're there. It establishes who's at fault. Now, worst case scenario, which is what's happening right now, she's going through her own insurance. This is another, another a story. I see some people think I've got a really old car, it's only worth two or $3,000. Right? I've got a junkie, 1996, uh, yeah. Pontiac Bonneville that has no AC running. I have the car for my 16-year-old son to drive.'cause I don't want him driving a nice car. It's liability only. Okay. Obviously it's not too big of a deal, right? It might only worth $3,000. But if you don't have full coverage on your car, if you don't have comprehensive and collision, something like that happens and they hit and run, you have no recourse.'cause you have only liability. Liability only protects other people that you harm. Yeah. So if you don't have that coverage on your car and you get hit by someone, you don't even have an option to go through your own insurance. And I'll tell you that. I'll be like, I'm so, there's absolutely nothing I can do other than remove the car from your insurance. Um, so it's, it's not as big of a deal when you have an old junker car, but. It's more important. I've had people that have like 5-year-old cars and like it's a little old. I don't need full coverage on tomorrow. I'm like, how much is your car worth, eh? 20,000? I'm like, yeah, if it's worth anything. You wanna have full coverage. Yeah, you want comprehensive collision. But anyways, so here, here's the second option because the other insurance company is being uncooperative and saying, oh, we can't verify the claim even happened. There's no police report. All you've got is a photo. You could have taken that online. I'm like, the photo clearly shows that truck in the middle of a freeway, like there's cars on both sides of it. You can see all the red lights in the photo. Like how is that not proof? Anyways, insurance companies are ridiculous. I hate them just as much as everyone else. Um, but we were able to go through her insurance, right? She finger duck. Well, they're fixing the car and they will go and subrogate, subrogate a term for insurance companies suing other insurance companies. They usually do it out of court, which is why they call it subrogation and not suing. Mm-hmm. And then once they get that money back, they'll reimburse her deductible. So it's not the end of the world, it's just if she had contacted me, I could have walked her through that five weeks earlier, right after they took a week to answer the phone and get back to her. I can be, Hey, this is taking a while. Let's just file it on your insurance. It's gonna be so much quicker than waiting for them.'cause you never know. I've had times where it takes three months, six months, a year and a half to get something finally. So, especially if it's like an eight car pile up. And so having that on your insurance, going through your own insurance, they're not gonna, they're not gonna penalize for you. The only companies that really penalize you for not at fault accidents. It's like Geico, progressive, maybe like root, but yeah. Dang. Yeah, we had a lot man. Let's talk about, uh, the business. Yeah. Business insurance. Uh, I was gonna talk about business or the business in general. The business. The business. So financial. Ginger. Yes. Jacob matures, Utah Podcasting. Yeah. Let's talk about, um, I mean obviously everyone, everyone on the show now knows that you do insurance. Yes. Jacob insures Utah. Jacob insures Utah. But, uh, let's talk about what's, what's working, what's not working with my business? Yeah. Are you growing? What's up? So how can we help a, a young budding entrepreneur learn from us right now? Great, great question.'cause uh, yes, I'm definitely not where you're at in terms of all the entrepreneurial stuff. Um, but I, so I, I have about 500 clients right now. Um, and the goal is to add 1,015 hundred is technically the goal. But I set a sub goal personally. My, my, you made me set the goal for 1500 this year, and I don't know why I'm struggling so much to accept that the, the, the 1500, but go big. At least a thousand other agents have books of 3000 people. Why can't Jacob? Yeah. There's no reason not to. There's no reason not to. It's Becausecause. I have my name out there, so that's part of why I'm excited about doing the podcasting, which has been going on for like a month and a half now, and I'm already getting clients from that. So what's what's I really love about using the rookery and podcasting is I get really cool guests on. That I have fun conversations with. I get to show the people that that, that I'm listening, that are, that are listening, Hey, here's this plumber who's just does an awesome job. And he's, he's the little guy, right? Or here's this builder that represents this big company or a little company, um, real realtors. And, and what's awesome is they end up sending me referrals. Mm-hmm. Right? They're like, Hey, I'm closing on five houses. One of 'em is being delayed because the insurance is weird. Oh, well, I just was on a podcast with Jacob. Have them call Jacob, have Jacob do it. Yeah, yeah, yeah. Or one of 'em, he's a property manager, manages 3000 rental properties. Mm-hmm. Dude, he sent me, I've known him for years and years, AM Mill. He, he's sent me quotes every once in a while, like, you know, every couple months I'll get one or two that come from him. He sent me like six since he was on like in, in like the two weeks after he was on my podcast. So, well, it's front of mind, just putting, yes, having cool people on putting out content daily or or podcast episode weekly or biweekly or however it works best for you and your business and your time. Yeah, it's getting my name out there.'cause you are right. There is no reason that I shouldn't have 3000 clients right now. Especially that's how long have I been doing this? But it's just 'cause I haven't been getting my name in front of people, right? And so being on people's podcasts like yours, having my own connecting with those entrepreneurs as well, it puts you in the front of their mind. And then I'm doing more than that. So I've got like a Facebook group for people that have been on my podcast where it's like, hey, if you need a referral in the business. Ask this group, right? And I said, that grows to 50, a hundred people. It's gonna be an active community. It's already, it's already got people asking for stuff in it, which is really, really fun. And then, right, I've got the financial Ginger channel and I'm gonna make a, a ask financial ginger guests stuff. And it's just growing more community and more visibility. Um, it's helped. In fact, yesterday, last night, I didn't text you this. Um, I was at the movie theater seeing the new avatar film, and I got stopped by a guy was like, Hey, you're that podcast guy all over Instagram. I see your, your the insurance dude buddy, buddy new insurance. And I'm like, that's cool. I mean, I had it happen once at Sees Candy, but it was the studio manager, it was Bart. He saw me at C scan and was like, Hey, Jacob, right? And he is like, I recognized your voice. Um, and then he obviously saw me. But yeah, for, for, for that, I'm like, that was cool. It was like my first like moment. I'm like, Hey, I was recognized in public as the insurance guy. Yeah, Ryan. He was like, you're the guy that knows all about auto insurance and home insurance. I'm like, that's all I want people to know. And then. Yeah. Yeah. So it, it's been really good doing the podcasting and creating the content and um, having guests on to be able to grow as, right.'cause someone's on. So, what I need, I'm not, I'm not a hundred percent sure 'cause we've been doing some coaching on it. I think I need to, um, do more solo content. You talk to me about that. It's like, Hey, have a couple episodes where you just, right. Or, or get a friend to just low ball, some basic stuff to you. So it kind of still feels like a conversation rather than just you talking to the camera. Um. We're working on a strategy for you with that too. Yeah, yeah. Well it's great. Maybe it'll be one where we sit down together and we, we film and I'll ask you just questions and it's all off the cuff answers. Yeah, yeah, yeah. We're working, we're working. R and i are in the lab. The other thing right, that, that I've really loved is, um, your, your coaching, your the mission ready systems. Um, I've been able to offload,'cause I'm an office manager, right? Yeah. I've got, I've got seven, eight other agents that I manage and, um, I've been able to, using some of the, the systems you've, you've taught me on is offload some of the stuff to them and being like, Hey, I need you to handle this. Hey, I'm not going to be in the office as much because I'm gonna be filming a couple times a week, blah, blah, all that stuff. Pushing that onto them has freed up more of my time and. It's also helped me elevate the expectations from them. It's like, Hey, I'm gonna start getting quotes that are more than, than I'm, because I, I, I, I handle a lot of my own stuff, but I funnel it to them too. Yeah. Like, I'm gonna start funneling a lot more to you guys, and when that happens, I'm gonna start compensating you more for that. Right? It's like, Hey, if, if I, if I bring in, you know, a thousand, 1500 clients, if that's a hundred, 150 a month, um, I, I'm obviously gonna increase their workload. And so I'm like, Hey, it's gonna get harder, it's gonna get more, more time consuming. I'm gonna pay you for that. Right. Um, so it, it's fun figuring out the structures. But yeah, the big thing is just funneling, but you, you've even told me this, right? It's like, Hey, it's a 90 day runway, right? You start doing content on the regular, right? You're not, you're not. One of these entertainers, right? You're not someone that's hoping to go, yeah. It's not, the, the hard part is the goal isn't 15 million views. Correct. The goal is 3000 clients and this type of content Yes. Isn't going to get 15 million views. Right. There's not, there's not. Right. It's not, it's not the funny haha videos that people are gonna watch for five seconds and scroll on. Right. But those people aren't selling a good or service. Right. So it's different, different goals. Right. A lot of people ask, oh, well, right. Like the goal is a million views. I'm like, why a million views doesn't mean a million clients. Yeah. So actually that was kind of funny. Yesterday you had, um, Kenyon in, in the studio. Yeah, I get Kenyon, uh, and he asked me on the way out the door, he is like, well, how many views do you get? Like, I get more views than video. And I, I told him, I'm like, it's not about the views man. It's not about the views. Right. So I, I might only get a few hundred views on a, on a podcast episode. Yeah. But I can directly tie $80,000 in revenue this year. This year to the podcast. Yep. And because of that. I'm like, so I'm, I'm working on the top of funnel too, right? And nobody's perfect. There's always more to learn. I'm working on the top of funnel, get more eyeballs, help drive more traffic to the podcast. As I refine those processes, I'm gonna keep sharing those processes with you guys. But people who are concerned with a vanity metric, like how many views do you get? They're gonna be woefully unimpressed with, you know, the, the 50,000 views my content gets in a month. Yep. But it's out earning theirs. Mm-hmm. It's directly monetized my coaching in the, the podcast studio, and now we're getting more leads to the podcast studio. I'm getting more leads for the coaching business. So it's not about the views. Yeah. Yeah. It's never been about the views. Well, I, so I, I'm, I'm in some Facebook groups for content creators. It's about make more money and I, I see some content creators that they're, like in the last month across Facebook and Instagram and YouTube, I had 10 million views and they're like, and I made.$3,000, $4,000. Right. It's like, okay, then it's not, nothing wrong with that. Right? Sure. It's like, cool, we made $50,000 a year. If you keep that up, it sounds like it really goes up and down 40 grand a year. Right. But it's like, okay, but that's getting three, four, or 5 million views. And I know some people that they're getting a thousand views a month and they're making 80, a hundred grand off. It's okay if we talk about Bart for a minute. Yeah. Um, so I've done a lot of business with Bart for the last several years. Um, but one of the things that he had told me was, you know, he's really good at getting million views. Oh my gosh. And his reels are so good. He, he makes, he makes great content. He has 1, 1, 1 of his videos from just a couple of month, like a month ago it was that Mazda, the Miata. Yeah. Yeah. Miata with the, like, it had like 4 million views, like two weeks in on just Instagram. Like Yeah. But he is not getting paid for it. No. So the thing is, you, you've gotta find a way to build trust with the community. That supports what you offer. Yes. And that's where the money comes from. Get paid. Get paid. So, so people always lose their mind when I tell 'em like, yeah, but my, my podcast is generating a few thousand bucks a month. Like it's, yeah. Or for me, right. It's like, let's say, right.'cause I'm at the, the beginning start, most of my view, most, most of my podcasts have like 60 to 120 views. Okay. But I'm already getting clients from that. And part of it is correct high trust. I'm getting high trust relationships with the people I'm having on my podcast. Right. Some of the people I've on my podcast I've known for 15 years and they've known me from day one of doing insurance for the last seven years. Yeah. In fact, it's like seven years tomorrow is, is how long I've been doing insurance to the day. Um, and. They've never sent me one referral. They never sent me one client. Right. Maybe I did a quote for them once, five years ago or whatnot. Yeah. And now I've done quotes for them and six of their clients. Right. Since they were on my podcast. I'm like, okay. Even if that podcast only got a hundred views, I still got six clients out of it. Yeah. You know, you're getting leads. Yeah. Well, and here's the thing that, that people don't understand that I think they should understand, right. Podcast marketing is the future. And the reason it's the future is you build a lot of trust. I keep saying that. Yes. The reality is it showcases who you are. One, as an individual. It showcases what you know and the value that you can actually provide to people. And it puts you and them in a position where they can see how you think, how you interact with others and, and that's what builds that connection in that rapport where they're like, oh yeah, Jacob's approachable. Yeah. Lemme just send 'em a message. Yeah. So I'm so bullish on podcasting. Oh man. Getting a phone call during the show. I didn't put my phone on silent like we were talking about earlier. That's okay. So the point being, I'm, I'm big on, on the podcast, I'm big on YouTube and, and we've talked about it. I've maybe shared it on the show, but the omnipresence of it all right. I, I do long form, everywhere that podcasts are hosted, I do long form everywhere that I put it on YouTube, right? And then I use short form content to actually drive views to the long form. Right? The short form is what's gonna gain, gather their attention. Maybe they get a clip or a reel or something. They're like, oh, that's interesting. Um, but then you drive them to the long form where you're answering their questions, you're building that rapport with them, and that's where the trust is built. And the, you know, client acquisition machine engages. Yeah. So what I'm working on, we, we were just talking about it is the system that helps you. The top of funnel, how do we actually get more views on the short form to drive more traffic to the long form? Yeah. And uh, I think, I think, uh, you know, in the next month or so, we'll have a really good system in place and it's just gonna be monstrous, monstrous. So mon, actually, after, after, uh, our, our episode today and and coaching, we're gonna go into, um, some test footage. Okay. To like, start playing with some of the stuff. Oh, it's gonna be good. I'm Ed. Just, just, just going back to what you were saying about, um, building that Right. People need three things to work with you. They need to need what you're buying. They need to know who you are and they need to like you. Yeah. Right. Like, if they don't need what you need, okay. Who cares? Right. Like, that's what I'm saying, like, who cares if you get a million views? If it's all people in India and you only sell in the uk. Mm-hmm. Right? Who cares if you get a million views if it's all this, and you only sell to this, right? Like with base business, right? You want to approach and be seen by entrepreneurs. Okay, well there's 300 and I'm using probably old data, like 330 million people in America, okay? Only about a third of them are considered self-employed. So 70% of 'em right? There are that, and then, well, it's technically only 40 per four, 30, 40% of 'em are children. So boom. And then you, right? Like you narrow it down, you're down, you're like there. There's probably only like three or 4 million entrepreneurs that, that are in that type of right, more than just a solopreneur that like actually have employees, right? That you're trying to market to. So if you get a thousand views on a video, you've reached a significantly higher percentage of the actual market. Than someone who's gotten a million views doing funny. Ha ha. Which is nothing wrong with funny ha I love funny ha ha. Yeah. But you have to think about what the purpose of what you're doing is. And so, right. Like, like I said, I'm the, I'm, I am the best insurance agent in Utah. There's no doubt about it. Okay. But the problem is I've got what everyone needs if they don't know who I am. Correct. They can't like me to use me, right? So I have to create content, I have to do marketing. Like if you are a business owner and you are not putting yourself out there, the only way you're gonna get it is by paying for ads. Which there's nothing wrong with that, but that's a lot more expensive than organic growth. And it's not going to be as long term.'cause you have to pay every time you want another client or you want another person to call. You have to pay and pay and pay. If you create content that's gonna become. A funnel that's gonna, that's gonna keep lasting. Right. And it's fun. You get to talk to cool people or interview your employees or show what, you know, show build relationships, show job sites, you know, and it's like, yeah. Or I love, I love seeing those like gardener people where they're like, I go around and I clean a yard for free. This is my lawn care company. Give me a call if you're in this area. Yeah. But it's like, I'm also doing it on YouTube and it's fun because I get to do charity this way. Right. I'm helping people for free and it's attracting clients. Yeah. Like what's wrong with that? Like, people are like, oh yeah, but it's like they're actually giving someone a free service, cleaning up their yard. Like it's amazing work that some these people do and they're building their business at the same time. What is wrong with that? There's nothing wrong with doing good and getting good and be getting good. So you need to have social media, you need organic content there. There's actually, it's this huge myth and I talked about it on a previous episode with Chance Mansfield about, uh, if you build it, they will come. No. They can't, they can't come if they don't know you exist. You could build something that's amazing. Beautiful sales people exist for a reason. You've, you've, well, and you've gotta generate the lead. And like you mentioned, you can either generate the lead through organic method or through a paid method and paid method. I mean, there's, it's getting more and more. Nothing wrong with that, but you're competing with everyone else who's paying for those eyeballs, right? Yeah. Uh, the organic method is your refining and targeting and reaching through algorithms, the people who are going to most resonate with your content and your message. Uh, so if you can continuously put good content out through your podcast, through your YouTube, through your shorts, your reels, your clips, you are going to eventually reach the people that that is designed for and engaged with. You just have to do it consistently. Yep. Yeah. Yeah. Consistently. And here's the other thing as well, is doing the content keeps people engaged, right? Yes. I, I, I have a couple shorts agents that they're, they always are preaching. You don't lose business because you're a bad agent. You lose business because your clients forget who you are. If they don't know who the hell you are, man. Right. It's blowing me up. I sent 'em a message. No, you're good going if your clients don't know who you are. Right.'cause maybe it was a referral. Right? Maybe it isn't like your, like, like with insurance, a lot of it at the beginning was me just reaching out to friends and family and people that I knew. Um, but then it comes to, Hey, my dad needs insurance. Right? So now it's a third party that knows me. It's, it's not quite as personal. They need to remember who I am. So if they see me on social media, we're, we're look at, look at the, I'm getting phone calls, so I'm just gonna be like, I can't talk to you right now. Here's a, we're live. Yeah. Um, so, so that, that's why I like the organic content. I was actually talking with a realtor, dere, who is, should be starting up her podcast in the near future is. Doing that keeps people engaged, especially when you have a longer sales cycle like real estate. Yeah. Right. For her, it's gonna be an absolute bombshell to be in here because all of our clients who've ever bought a house from her, you love your real estate agent. I, I love, I bought a house with DeVere and absolutely love her. She's the best. Um, she, she showed up like two days after giving birth with her baby, strapped to her chest to look at a house with me. Like that's the sort of commitment she has. Yeah, man. She's so committed and cares about her clients and cares about her kids. Um, so she's there and so having that, of course I'm gonna follow any social media I see from her. She posts a couple times on her personal page and then just that it's gonna grow. She's going to see those clients and then next time those clients buy a house. They're not gonna go to a different real estate agent. Oh, who do I know right now? No, they go two, three years. You go to her, they're gonna say, I have a good experience's content for a year and a half. And it's top of mind. Exactly. They're always in the forefront and engaged. Even if it's weekly. Right. It doesn't have to be constant. It could be daily, but for some of those stuff just keeping, well, different things. The client, you're not gonna lose them. Right. So like your long form is maybe weekly. Yeah. And then your short form, maybe three times. Three times is educational, and then maybe three times is personal. Mm. Right. So you can vary your content a little bit to appeal and build relationships in different ways. Yeah. Yeah. Like I've had times where some of my content is. Me talking about right. My suicidal past. I have times where some of my informative, like get to know Jacob stuff is me talking about my faith in Jesus Christ and how important that is to me, to doing good and being good. Get good, be good, get, get good, right? And I've had some of it where it's like, hey, here's how, here's the five different parts of your, your basic parts of your homeowner's insurance coverage. Here is the basic of how you file a claim. Here's what you do after you've been in a car accident. Right? So like mixing in the informative content with the, here's how you get to know me. And then also showcasing my clients. It's like, oh, this is an interesting podcast almost. There's all these, I've seen four or five clips and it's different people. Mm-hmm. Talking about real estate and talking about investing and talking about life insurance and talking about health insurance. It's just useful generally. Yeah. So, yeah. Hell yeah. Hell yeah. Guys will, guys will just look at this and think, hell yeah, hell yeah. I'm, let's make, let's make sure we clip this and put it at the front of the episode. Um, right on. Dude, man, you've provided a ton of value to me, to my audience today. What can I do to provide value to you and your audience? Um, I, so this'll, this'll go into our coaching, but I am absolute dog shit at setting aside time for the direct messages. I'm just not doing it. And then I saw, I saw Emily Shutter's posts from the last couple of days. Oh my gosh. She is crushing it. She's like, you know what? Fuck hiring a salesperson because I'm not doing, doing, I'm do it supposed to do myself. I'm just gonna do it myself. And she's like, I'm loving this. I did 200 cold calls a day. I went and knocked on 87 doors. I had three conversations in people's house from those door knocks, blah, blah, blah. I sent 150 text messages to former clients tech. I'm like, holy crap. Like, so I see stuff like that and I feel guilty, and that's the problem. I need to not look at it in a bad good. It's just this is what I do, right? I wake up and go to the gym. It's not a question of how I'm feeling. You do it. Exactly. I need, I need to build the system of, you have a little bit of self-discipline. You hold yourself to do the hard thing. Yeah, exactly. It's, it's, it's the same thing with the messages. It was like you were talking about at the very beginning. Right. It's like if I'm gonna say I'm gonna do it, I'm gonna do it. Fucking do it. Yeah. Pardon? I'm so sorry. My mom's gonna listen to this and cry. Um, act. Okay. So I was, uh. She had our coaching. Okay, so, so sometimes I, I look at our coaching clips and stuff like that, and I'm like, oh, maybe I should clip this up. This could help other people. Oh man, Jacob, it is hard to clip some of the stuff with you, man. Why? Because you look right at the camera and you're like. F this stuff. I'm like, oh, Instagram won't like that, dude. Just bleep it. I actually bleeped one of my podcasts. Yeah. I gotta, I gotta bleep it. I, no, I actually did one, was it a good performer? One of my shorts. Um, I think it got like 1800 and yeah, so it was pretty good. I think the, the top ones I've had, there was one that was close to 3000 in the top performance are usually about 2000 views in the first week. That's usually when I check base. Yeah. But what's your follower base? You know? Yeah. It's like 250 right now. Yeah. So you're, you're doing great for that. And it's doubled, doubled in the last 30 days. It was, it was like 115 in the first couple of weeks. So here's the other thing that you gotta do. I, I mean, as part of the organic content system, right? So you're putting out good messaging, right? But the platform will punish you. All of the platforms do this if you're not actually using the platform. Yeah. So you still gotta log in to Instagram and you still have to like, and engage and comment with other people. And I reply to on my social media, it's not just likes. It's leaving comments on other people's posts to draw attention to your posts. And I'm not doing that very well. Yeah. But that's the doorway to some of the messaging too. So you can do the messaging from people who engage or interact with you and you should, because if they engage or interact with you, they're raising their hand as someone you can talk to. Mm-hmm. So send them a fricking DM and just like, look, and I've been very upfront with you about this process. Maybe it's 80%, maybe it's 70% that don't even acknowledge your message. Who cares? Whatever. Who cares? Who cares? You weren't you, you didn't have business from them already. Yeah. All I lost a couple, 30% become leads and out of those 30%, maybe you write quotes for 10% and outta those 10%, maybe you, you know, you find about 50%. Yeah. Maybe you get five, five policies outta that. You got five new clients from sending a hundred messages. Yeah. That's the reality of it. That's the reality of it. Just do it. Yeah. If, if, if hold discipline for it. Me, you even showed me, you're like, Jacob, I took an hour and 20 minutes. Well guess what though? Sending messages. Sending messages. People were going and replying to your messages counts as them taking an action on your page. It's engagement for like Instagram, it's an engagement that helps promote your page. And, and I've had good eng like when I actually did it for like two weeks. The two weeks where I actually went hard. I met three or four wonderful people. I had several of 'em on honest guests. I have some, well I still talk to one of Well, and you wanna keep doing that so you keep getting more guests. Yes. Yes. Right. Like what's your, your goal for podcasts this year? 50 episodes. Hundred four. 104 podcasts. 104 podcasts. Two per week. 2026. Yep. Two a week, every week full. That's madness. Where are you gonna come up with all those visitors? All those guests? I already booked out to February. I'm already booked out to February 15th. You gotta send the messages, but I gotta send more messages. You gotta engage And I've also gotta schedule some solos.'cause maybe, maybe you book through June, maybe you can book through June with people you know, and that you have because, but at some point you've gotta keep adding people. Yeah. So you gotta have more relationships, connections. And, and to be honest, uh, I meant to say this earlier and I forgot to say this. People that you wanna have on your podcast, you wanna have your dream client on as your guest. Yes. If you have your dream clients on as your guests, right, they are the people that you're subconsciously trying to build relationships with. So the listeners, the viewers relate with them better, and that makes your content all the more effective. Well, yeah. Well, I, so I had one, I've had, I've had two recordings with guests, with that, with current clients. You were one of them. Um, I've got a third one coming up. I do need to book more of them and part of it, I just need to use my email list. Yeah, you may me generate email. Just send email. It's like, Hey, if you're nearby. I would love to have you on my show, give you a gift card for coming in for, for your time, you know, just to say thank you for, for being willing to come and talk and just, I just wanna talk honestly about your experience with me. I share good. Share, bad share, share ways. It was different than your people. Like, I just wanted to show people what it looks like working with and what it's been like. One of the guests that I had on the other one that was, that wasn't you? Um, he, he was in tears at one point talking about his daughter getting in a car accident, falling asleep at the wheel in California and just being like, I didn't, I just called Jacob and he told me what to do. Right. And it's, and I'm like, that's, that's, I mean, obviously yes, it's good social media clip, but the reason why I'm doing that social media is 'cause I want people to see the difference of working with me. Right? Yeah. It's not, it's not, yes, it's about money, but I genuinely enjoy people having a good insurance experience. I have had structural moments in life where I can't get to someone. What's the actual goal, right? You talked about 3000 people, but it's helping them with what? To feel safe, to feel secure, and to feel like they can get ahold of their agent when they need them. That's, that's the goal. It's, it's threefold. Feel safe. Be safe. Have a human you can talk to. Yeah. Taking, you're taking care of. Yeah. So, so it, to me, really what it is, is it's, it's a goal of caring for others. Yes. Because each person that writes an insurance policy to me, it's not just a money exchange. I mean, that's part of it. I'm facilitating money exchange between them and the insurance company as a broker, but they're trusting me with their kids. They're trusting me with their house. They're trusting me, their property. Yeah. With all of their familial possessions. Right. I mean, my wife's house burned down when she was a kid. They lost all, everything. Right. So if you that, that, that's a weight that's on my shoulders mm-hmm. That I want to take off people. And you see that I've see people where I write the exact same policy, but because they understand it better after we talk through it. That weight is off their shoulders, and I love feeling that. So that's what I'm passionate about. It's not, yeah, I want 3000 clients because I'm gonna make money. Duh, I'm gonna make money. I want 3000 clients because I feel good in life by helping people feel safe and secure. Yeah, that's what it's all about. Dude, that was beautiful. Yeah. So Jacob, you said it a couple times already. Where can people get ahold of you? People can find me on Instagram Financial Ginger is my podcast. You can find me on Instagram at Jacob Insures Utah. Um, also on Facebook at those same two places you can call me (801) 216-8444. That's my office line. In fact, for your podcast, I'll also give my personal line. So if you want directly me, I mean that one, it rings to me after hours, but 8 0 1 587 10, you can shoot my personal line. Text or call, um, especially for the listeners of base business, anyone in Utah, it's where this, this episode's gonna go viral now. Oh, it's gonna go viral and a million people are gonna be texting me on my personal phone, which is fine. Totally fine. Most of my clients before I launched the podcast and started using that as the spec secondary number, mm, um, have my direct cell phone anyway, so I've got 500 people that already have my cell phone. I don't care if you've got it too, but, so I've got the two lines. Um, also both emails, Jacob insures Utah gmail.com for insurance quotes. If you're interested in my podcast or I'm always looking for guests in Utah, anything finance related, the Financial ginger@gmail.com. So hit me up any of those way or DM me. I'm, I'm active on Instagram, Facebook, you gotta consolidate it and make it easy for people. TikTok, you gotta give them like two things. They can call or text or email or something like you get 'em too much, man. Five hundred eighty seven ten, call me and if you don't already, don't forget to like and subscribe. Yes, we'll see you on the next one. Outro music.