In this episode, we sit down with David Fredrickson, a top producer and leader with a story that proves you don’t need the “perfect background” to win in this business… you need standards, reps, and a real system.

David takes us back to where it all started: trade school, auto mechanics, commission-only work, entrepreneurship at 25, and the hunger that comes from growing up with a scarcity mindset and hearing “we can’t afford that.” From there, he shares the mindset shift that changed everything: stop treating sales like a job and start treating it like a craft.

We talk about what most people don’t tell you: fear on the phone, starting over later in life, and what it takes to build real conviction. David breaks down how “polished” isn’t talent; it’s 10,000 hours of training, scripts, and discipline.

You’ll also hear how David got into life insurance part-time, what he earned early on, why persistency matters more than hype, and the moment he and his team met Vivian and realized they needed a bigger system, one built around Mortgage Protection, staff support, structure, and real business operations.

This conversation is equal parts inspiration and strategy for anyone tired of inconsistency, overwhelmed by objections, or wondering if they started too late.

If you’re ready to stop dabbling and start building a real agency, this one is for you.