From Misdemeanor to Special Ops Soldier to Forbes Council Member
From Misdemeanor to Special Ops Soldier to Forbes Council Member
How can business owners succeed while staying ethical?
In today's world, unfortunately, ethics often get pushed aside. There are plenty of ways to get rich unethically, and I’ve faced many such opportunities myself—but I’ve chosen to turn them down. I get it; the easy path is tempting. But for me, there’s something meaningful in taking the path less traveled, despite the challenges that come with it. Growing up, I didn’t have things handed to me, and I understand the value of a dollar—maybe more than many people. I want to ensure that every dollar I earn comes from my own hard work, not from someone else’s effort.
How can business owners prioritize trust and due diligence?
These days, I think people often rely on blind faith because they may not be the subject matter expert. They simply think, "I like you, so I’ll do business with you." And while there’s something to that—our human instinct or sixth sense—not everyone has it, and it can lead to mistakes. Trust me, I’ve been burned by this before. Ultimately, don’t just have blind faith. Do a bit of research, even if it’s a family member. I can’t tell you how many times I’ve seen situations where a family member was managing something, and it ended in disaster. You don’t want to be walking on eggshells. Family, friends, or anyone else—do some research.
I even have a list of ten questions I give to clients or prospects. I tell them, “Ask these questions and bring the answers back to me.” Based on how they respond, I can tell whether the person is likely a good fit for them. It doesn’t take much effort, just a bit of intentionality.
What are the benefits of transparency and technology in business?
The first thing that comes to mind is really two main approaches. The first is transparency. I tell my agents, prospects, and anyone I work with that I'm probably one of the most transparent people they’ll ever meet. My business model is education-based. Yes, I’m in sales, and if I don’t make a sale, I don’t get paid. But with a transparent, educational focus, the sales come naturally. Someone once told me, “You can’t do the right thing long enough without seeing positive results.” That’s the principle I live by.
For any business owner, truly embracing transparency is essential. We even show clients the “behind-the-scenes” aspects that most businesses avoid. For instance, we’ll hop on a Zoom call and build a proposal right in front of them, showing how commissions are paid, how insurance companies make money—all the things that usually aren’t discussed. Consumers appreciate this openness, even if it isn’t necessary with every client. The point is, transparency builds trust.
The second focus is technology. In the insurance industry, and really in most businesses, technology is essential. We use customer databases, CRM systems, and, yes, even tools like ChatGPT. Technology allows us to run efficiently. I have an 1800-square-foot office with just myself, one other person, and contracted advisors across 37 states. Thanks to automation, I don’t need 20 employees. Most tasks are time-blocked and automated, all thanks to technology. You just have to find the right tools, learn them, and put them to work.
How can business owners turn failures into growth?
Bad decisions have ultimately shaped who I am today. When I was a kid, I made a mistake that set me on a challenging path. On my 14th birthday, I broke into a building. It’s a story I like to tell because it had a big impact on me. We thought we heard someone screaming, so we went in, thinking we were helping. But things got out of hand, and we ended up breaking some stuff. It turned out the building wasn’t as abandoned as we thought. That incident led to a misdemeanor, probation, and a wake-up call.
If I hadn’t been caught, given the direction my life was headed—my parents had just divorced—I might’ve ended up in a much worse place. So, when you make mistakes, learn from them quickly. I often tell people, “Fall forward.” When you fail, keep moving ahead. If you fall backward, you're farther from your goals, but if you fall forward, you’re still making progress. It’s a 12-foot difference when you think about it.
Each failure is a chance to improve. Own your mistakes, and don’t make excuses. Learn, move forward, and be open about it. People respect honesty, and that transparency goes a long way.
When should business owners take responsibility and be transparent about mistakes?
Recently, I made a significant mistake. I advised a client to proceed with something before it was fully approved, assuming it was a sure thing. In the annuity industry, there are strict requirements, and in this case, it turned out I was wrong. This mistake cost about $50,000. There were plenty of factors I could have blamed, but I took responsibility. This was a major client with a million-dollar account, and I admitted my mistake, explained the usual process, and showed them where I went wrong. I promised to make it right.
I offered to fix it in one of two ways: either by finding a product that could recoup their $50,000 or, if necessary, paying it out of my own pocket (with legal approval). Thankfully, the client gave me a chance to find a solution, and I managed to secure them $62,000, which was even better than their initial loss. It required extra work and reduced commission for me, but I believe my transparency kept them as a client. If I hadn’t been upfront, they probably would have left.
This experience reinforces two things I tell business owners: first, be transparent about mistakes, and second, put yourself in a financial position where you can handle errors. As business owners, we’re all human and bound to make mistakes. It’s essential to build a safety net. Don’t rush to change your lifestyle as you start making money. Keep your expenses low, pay off debt, and set aside enough savings for six months to a year. This simple strategy has allowed me to recover from mistakes without impacting my business or clients.
Why is intentionality important for business owners?
Intentionality is crucial. I admit I’ve lacked it in the past. My wife and I have been together since 2013, married since 2017, and we welcomed our son, Jackson, in 2020. We now have identical twin boys on the way, due in November. With a growing family and a demanding business, I’ve realized how important it is to be intentional with my time.
When you’re obsessed with your business, it’s easy to get lost in work, even at home. But if you’re already working 40, 50, or 60 hours a week and still bringing work home, you’re missing out on family time you can’t get back. Recently, I’ve adjusted my time blocks at work. I used to book as many appointments as possible, thinking more appointments meant more money. But ultimately, that impacted my family.
Now, I’m intentional about my schedule. For example, I start late on Fridays, come in early and stay late on Thursdays, and leave early on Mondays, Wednesdays, and Fridays. I don’t take appointments after 5 p.m. anymore, no matter the request. I’ve also stopped working weekends unless there’s a rare exception, like catching up after a vacation.
Being intentional with my work hours allows me to be fully present at home. Even if I only have 10 or 20 hours a week with my family, I make those hours feel meaningful. Quality time is what matters most, and being proactive with it makes a real difference.
*This interview has been edited and condensed for clarity.*
