We’ve all been there. You’re six months into a new venture, working 16-hour days, and pouring every ounce of energy into your dream. But the money isn’t showing up. The pressure is mounting, and the voice of self-doubt gets louder, telling you this is just too hard. You start looking for proof that you’re right to feel this way, stacking the case for why you should quit.
This is the make-or-break moment for most leaders. For David Price, who entered the insurance industry and built a million-dollar agency in his first year, this moment was the catalyst for everything that followed.
In this episode of The Self-Aware Leader, Jason Rigby sits down with David for a masterclass in resilient leadership and the power of simplicity. David shares the brutally honest story of nearly giving up, and the pivotal mindset shift that transformed his business from a grueling grind into a 7-figure success story.
This isn’t just a story about the insurance industry; it’s a universal lesson for any leader who feels they are on the verge of burnout.
The Myth of "Hard Work": Shifting from Motion to Intention
One of the most powerful insights from this conversation is the distinction between activity and achievement. David was putting in the hours, leaving at 7 AM and returning at midnight. In his head, he was all in. But he later realized he was just "going through the motions" instead of being intentional.
He was facing objections from potential clients and simply moving on, instead of writing them down, studying them, and practicing his responses. He wasn't being a student of his craft.
This is a critical self-awareness check for any leader. Are you just being busy, or are you being intentional? Are you learning from your failures and systematically improving your process? The difference between the two is the difference between stagnation and exponential growth.
The Power of One: Resisting Complexity to Master Simplicity
In a world that screams about multiple streams of income, David’s strategy is refreshingly direct: he mastered one thing. He realized that while the insurance industry as a whole is incredibly complex, the niche of "final expense" insurance was simple, scalable, and could be mastered quickly.
Instead of trying to sell every product, he focused his entire system on this one simple solution, writing 17,000 policies for that product alone in 2023. His advice to leaders is powerful: if you want to be more successful, figure out how to do
more of what’s working, not how to do it differently. This disciplined focus is how you build an unshakable foundation before diversifying.
Key Takeaways for The Self-Aware Leader
This episode is packed with actionable strategies. Here are a few of the most important lessons:
Embrace Brutal Honesty: David’s core leadership principle is to always be honest, because the minute your team doesn’t trust you, you can no longer lead them. This builds a culture of integrity and accountability.
Lead by Example: As a leader, you must be willing to do anything you ask your team to do. David learned to sell, handle objections, and master the business himself before he could effectively teach others.
Commit Past the 40% Mark: Citing David Goggins, Jason highlights that when you think you’re at 100%, you’re likely only at 40%. David’s decision to push forward when he wanted to quit was based on the realization that he couldn’t say he’d truly tried until he gave it his absolute all.
Build Your Own Engine: Your business lives and dies by its ability to generate leads. David learned this the hard way and made a robust lead system the foundation of his company’s success, ensuring his team always has opportunities.
Notable Quotes
"If I quit today, I can't say I really tried."
"I was just going through emotions. I wasn't being intentional... I just wasn't being a student."
"If I want to be more successful, I got to figure out how to do more of it, not do it differently."
"I think the biggest one, if I could tell someone... how to be a leader, like just always be honest no matter what, because the minute they don't trust you, you can't lead that person."
Resources Mentioned
Connect with David Price:
Website:
tpglife.comInstagram:
@davidpriceofficial
Join the Conversation
The principles in this episode are transformative, but only if you apply them.
What's one area in your business or leadership where you can shift from 'motion' to 'intention' this week?
Leave your thoughts in the comments below.
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