Joshua Locklear

Joshua and his agency FFL Soldiers just qualified for VP status in March! Continue reading to learn more about his time with FFL:

Q: When did you start working with FFL?
A: I started with FFL a week after our 2020 convention.

Q: What were you doing for work prior to finding FFL?
A: I was working at a different IMO and prior to that I served in the Army for 20 years.

Q: What made you decide to go into the insurance industry after leaving the Army?
A: I was speaking with a friend about trying to figure out what to do next. I didn’t think that I had a lot of education or a skillset that I could use outside the army. She asked me if I had ever thought about getting started in the insurance industry. I didn’t initially think it would be a good fit since I don’t consider myself to be a salesperson but, I eventually decided to give it a try and ended up becoming a top agent at my prior company.

Q: Why did you leave your previous IMO even though you were successful there ?
A: I was really burnt out on the way they structured their system. They don’t pay the agents well enough and the premiums were overpriced for the clients.

Q: Did you still go through a learning curve since you already had insurance experience?
A: The learning curve for me was understanding that I don’t have to know everything about everything. Success came with putting in the work and stacking the numbers in my favor. My mindset wasn’t great in the beginning and that was something I had to learn to overcome.

Q: What was wrong with your mindset initially?
A: I was just too focused on trying to learn everything. Every product, every objection, every client situation etc. Dom and Chantal told me to just trust them but it took me a while initially because I didn’t know them and they didn’t know me. I’d say it took me about 6 weeks to really just start trusting them and then I was consistently issuing over $20,000 every month.

Q: What did you typically spend on leads in the beginning and what do you spend now?
A: At my previous company I was actually nicknamed “Free Leads” because I never bought leads and only worked off of door-knocking and referrals. I tried to do that here because I didn’t want to spend more than $400 at first. Dom told me that If I wasn’t willing to spend money on leads here then I would never be a top producer. I listened to him and I saw the results come. Now I spend around $3,000 a week for myself and around $1,000 for my agents. I’m not nervous about it anymore because if you put the work in you’ll always get something out of your purchase.

Q: What is your goal for 2021?
A: Personally I would like to issue $400,000 hit hall of fame, and agency wise I’d like us to be issuing $400,000 by the end of the year.

Q: What is your one piece of advice for a new agent who’s purchased leads but isn’t seeing success yet and wants to quit?
A: I would tell them to trust the system, trust themselves, and increase your activity. You have to treat this like a real business and carry yourself like an adult. You only have two options, you either figure it out or you quit. You just have to choose.

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