FCC RULE has made buying SHARED AND AGED FINAL EXPENSE Leads ILLEGAL - What you NEED TO DO instead

to just kind of give a rundown to everybody on the call. Um, this is Angel, and I ran into Angel, uh, actually started with Medicare. Um, Angel was a, uh, to me, granted, from what I've seen and what my time spent with Angel, he's kind of a— my— in my head, a step ahead of the game when it comes to, um, you know, AI-based platforms, I guess, in the insurance industry. You know, we all— we talked on the call last week about the new FCC rulings that were coming down. Pretty much it's going to be death to aged leads, death to resold leads. You're not going to be able to do them anymore. So it's going to be one of these adapt or die kind of things. And I'm the type of person that I'd rather improvise and overcome the situation and figure it out. And when I was sitting there thinking about it, one of the first things that pops in my head was I gotta get Angel on one of these calls because it doesn't get any more exclusive and direct to the agent than what the platform that Angel has set up. Um, I'm gonna brag about it a little bit later and I'll, I'll show you guys and, and I'll even, um, kind of read word for word some of the examples and the things that, that, that I've had come through the CRM and the platform that he's built for me. Because I think about It was probably 3 months into it, I called him and was just like, hey man, like, I'm going to need this switched over to final expense if you could do it. And, you know, the 2 things that have impressed me the most outside of just the way the platform works by itself is number 1, when I called him and asked him to do that, my entire platform was switched over to final expense in less than a week. I was already getting leads. Um, and the other thing too is that in this day and time, especially in telesales, we're not face to face. The one thing I like about Angel is when I reach out to Angel, he gets back to me. Um, if you order leads from a massive, uh, lead vendor, it's gonna be tough to get anybody on the phone over there. The one thing that I've noticed about Angel is this is his business. This is what he does the same way we are with following up with clients. Uh, we're worried about persistency and we're worried about, uh, retaining people and, and doing those things. That's what Angel Pichardo cares about. He cares about making— you know, he's asking me for feedback, you know, how many people are answering the phone, did they know, did they know what you were talking about right away, like he's asking me all these questions because he's trying to perfect what he does because he knows as well anybody else, if his business is garbage, nobody's calling them up, you know. Um, but it's been, it's been good working with them, you know what I mean. There were, there were some hiccups that were mainly on my end, um, of not working the system as hard as I should have worked them. And that's another thing that I do appreciate about Angel, uh, you know, all of you on the call that have heard me talk before know that I run the men's ministry at the church I go to. And one of the things that we talk about amongst other men is that you need to have enough respect for people to be upfront and honest with them, but also be humble enough to take advice when somebody gives it to you. Um, and that happened. Like, I, you know, Angel and I had a talk one day and I remember we got the call. I was like, I'm calling every one of my daggum leads tomorrow just to shove it to Angel, you know what I mean? Because, but it worked, you know what I mean? It was one of those things, but it was like, you're not calling them, you're calling them from a different number. They don't recognize the number. And he knows the system better than I do. I'm just trying to work it, you know? So, um, but with what's coming down the pipeline from the FCC and that stuff, everybody's going to be scrambling for exclusive leads, scrambling to be compliant. And I think what Angel has is, if in my opinion, something that you jump on, it's going to put you ahead of the game as far as never having to worry about if you have consent or if you're being compliant. So with me kind of setting the ball on the tee for you, Angel, I'm just going to kind of let you take over. If you guys are not— it looks like everybody's muted except for me, so I'm gonna go ahead and mute Angel and I'm just gonna let you take over.

Awesome, and I appreciate you for that. And, uh, what I've done for you guys, like I said, is I built a pretty much a presentation to kind of cap a recap, basically everything in one little slide deck here. So that way it's all consolidated and easy to understand instead of me just talking to you like this. So I'm going to go ahead and share my screen. Feel free, guys, to stop me at any time, like raise your hand or, you know, you could raise your hand actually on Zoom, I believe, through a reaction. If you have any questions, feel free to stop me at any point during the presentation. So I'm going to go ahead and find my screen here. Give me one second. All right. Can you guys see my screen? Fantastic. All right. So one, once again, thanks for being here. You guys took the time to meet with me today instead of doing anything else that you could have been doing today. So I appreciate you for that. You know, time is our most valuable asset. It's worth to me more than money. And that's the reason I like to spend it as wisely as possible. So who am I? My name is Angel Pichardo. I've built this program from the lessons and experience of running my own 7-figure agency and helping over 500+ 6- and 7-figure agencies over the last 10 years from all over the world on how to prospect, sell, and fulfill marketing services. And I still actively do so. So all these marketing agencies out there, a lot of them have been coached by me on how to do marketing. And I did that way before After I built my own agency, then I went to coaching and then I went back to building my own agency. And this is kind of a screenshot of when I was doing the coaching aspect of it here. As you can see, all my students here, these are students that had traveled from all around the world to meet with me inside of our office at the time to learn about how to do and build a brand, do prospecting, sales, and fulfillment for their own business. This is a little bit about my background. I have a wife, I have a kid named Kaizen. He's 2 years old. I have another baby boy on the way. He's due in June. So we're going to be a big, big— we're going to start a baseball team soon, hopefully, or actually golf, because golf is my thing for those who like playing golf. So that's just a little bit of a background. I'm not a solopreneur. I have a team as well and a family. So I very care— I care a lot about my time and who I spend it with as well. And so that's just a little bit about me. So let's talk a little bit about the elephant in the room. Brad briefly touched on it, but the FCC. So just to kind of summarize the ruling, I can send everybody the official documentation about this, but basically to break this down to like a third grade level, basically there's no more shared leads, there's no more age leads. Leads must have a one-to-one consent. Uh, leads can and only be contacted by one agent. No more live transfers using third-party call centers. Leads can be contacted for 90 days from opt-in using whatever means necessary, you know, whether that's email, text, AI, whatever it is, we can use whatever means necessary as long as we have the consent. You must have permission to contact every lead that can be— that can be proved. All calls must be recorded. No more cold calling leads that haven't provided consent and no more call center models who cold call leads to generate leads, meaning like people who are cold calling homeowners and trying to pitch them insurance plans and and trying to live transfer them because they, you know, these are Indian or Pakistani call centers that run this model very commonly. And then that's how they're able to charge you very little for these transfers and things because there hasn't been an actual consent. They've actually like almost manipulated people to get a consent and then transfer that call. Does anybody have any questions on this slide? I'm sure this is the talk of the town right now for everybody, but this is for the good and the bad. The good thing is that us as consumers are gonna have a lot less spam calls, spam texts, things like this, because businesses are no longer gonna be allowed to actually create a business phone number and text people legitimately without getting actually validated and approved. And we'll discuss that here in a second. So what do we do for you? Okay, well, we only run exclusive one-to-one campaigns. This is the model that I've always ran for the last 10 years. I've never believed in the share lead model just simply because I don't want to have marketing done to me the way, like, I don't want someone to sell my information to 10 people. And so I kind of run the same, you know, the marketing the way I would want marketing ran to me, which is if I submit information to one business, let's say a plumber, because I need, you know, a plumbing quote or whatever, or an insurance quote, I only want one insurance quote from the one company that, you know, essentially built enough trust in whatever they proposed in front of me for me to submit my information, give them specifically consent, and then actually get a quote returned from that specific business or agent. So we do a complete A to Z build-out. We've built our program basically on top of the biggest deficiencies that we have found agents to have, which is tech and follow-up. Agents are great at selling insurance plans, not the tech, and very little follow-up. They're very bad at follow-up.

Okay.

And so with that being said, we've built this program to, you know, combat those deficiencies with the whole done-for-you tech setup. And then we have AI to do follow-up and appointment setting for you on your behalf. So from one day to the other, you're going to have a 24-hour, 7-day-a-week virtual assistant that sets appointments for you on autopilot. And those appointments sync directly into your calendar. So we have a done-for-you trained appointment setter to set appointments that's going to be installed into the CRM that we also offer you with our lead generation program. It works for you after hours. So if leads come in in the middle of the night at 2 in the morning, like Brad told me, he got a lead at like 3 in the morning or something, and then they booked an appointment for the next day. It's because the AI was able to capture that momentum from that lead and then get them to book an appointment, right? If a lead comes in at 3 in the morning and you don't call them until 4 PM the next day, that momentum that person had at the moment of submitting is gone. And they may have forgotten or they may have just not remembered. And so it's just going to be that much harder to get them to remember the fact they submitted the information in order for you actually to begin the process of, you know, selling or guiding them to your— to the plans. The AI can also reactivate leads for you. So if you have a big list of leads that have been just sitting on the shelf and that you have actually gotten permission to contact, meaning that you've generated through a Facebook ad or through a website or a form or whatever it is, and you have permission to contact, okay, you're able to upload those leads into the system and then have the AI reactivate those leads. And then anyone who responds to the AI will then obviously be followed up by the AI to get them to book an appointment on your calendar. And the idea of this is to get someone who hasn't, you know, closed the deal or who hasn't gotten a policy from you or hasn't responded to previous messages or for whatever reason, you know, fell off, you know, distractions happen, right? We'll send out a message that we call our hand raiser message. And this is what we call a reactivation, where by sending it, it'll get the people that are still interested to raise their hand and the ones that aren't to basically say, I'm good. Thank you so much for reaching out. And that's going to just— that alone yields— we try to do this on a quarterly basis. This yields anywhere between a 6 to 10% response rate on dead leads. So if you have a, you know, a 10,000 list of leads on the shelf, right, on average with the numbers, we could have about 3,000 conversations from those 10,000 leads. And that's about the conversion rate. And then from those, obviously a percentage of those booked to an appointment. Some of those are not interested, but still that's 3,000 conversations that we wouldn't have had if we would have just left those leads to just get cold and expire basically beyond the 90 days. So we also build a custom digital business card with a custom video. We recommend this. I'll show you what I mean by this on our, in our next couple slides. Basically, I'll show you what I've built for Brad. And so that way you understand or get clarity on the same kind of thing that we would build for you. We also create a business tracking number for you guys because again, all numbers need to be recorded. So with that being said, your cell phone— I have agents that I've literally talked to that are still working their pipeline off of their cell phone. That's a huge no-no. Okay? You're shooting yourself in the foot. You can't track, you can't, you know, pull those recordings if needed and submit those if needed for whatever reason, or you can't even go back in time. Like, you know, this isn't a problem when you only got like 5 or 10 leads a month. It's a problem when you're generating a consistent and predictable 30 to 100 leads a month. And you're supposed to track all these conversations and all these different, you know, information of all these different people that you're getting because, you know, how are you supposed to remember all this stuff? And so the other aspect of tracking everything and recording everything is that it's, it's, it's for easy finding. So if you got John Doe over here that you had a conversation with 3 weeks ago, you're able to go into his contact and refer to all the communications that John Doe has had with you from the beginning of time 'til the end of time and everything in between, including text messages, calls, emails, etc. Does this all make sense so far? Am I talking too fast? Thumbs up.

All right, cool.

Awesome, guys. So another big aspect of marketing that no one's really talking about, but it's a huge, big deal, is carrier A2P verification. Okay, this thing is a pain in the behind moving into the new ruling. Okay. Carriers are being extremely strict about who they validate or who they verify phone numbers for. Meaning if you're not a legitimate business that is using this business phone number for legitimate purposes and you can prove that you are, then you're not going to be allowed to use this phone number. Okay. And so that puts a huge roadblock in front of people who are trying to run a, you know, a campaign like this. But don't have a legitimate permission to contact campaign that they can prove to the carriers and show T-Mobile, AT&T, and Verizon, hey, this is how I'm getting the leads. This is how they're consenting for me to send information to them. This is proof. This is example messaging that we're sending to the leads. This is how we're sending their opt-out messaging, etc., etc., etc. It's a big fun time. Okay. And it's inevitable because you can't avoid this. And so with that being said, if you were to start with us, we would submit for a business tracking number. Okay. Typically we go for a toll-free number as well as a local number and we go ahead and submit for verification. And then it usually takes between 2 to 3 weeks to get the verification back faster if you are a legitimate LLC with an EIN number. But with that being said, if you're not an LLC with an EIN number, we could still submit this. Just takes a little bit longer. But again, you need to know how to do it in order to be verified, because if not, you won't be allowed to send text messages. Does this make sense? So a new change in February hasn't— it hasn't happened yet. We're in the middle of January right now, but in the beginning of February, they're now going to start blocking emails. Okay. Meaning if you're not a verified business with a verified email domain, you're no longer going to be able to send emails either. So text messages are going to start being blocked. Emails are going to start being blocked if you're not a legitimate verified business. Okay. This presents a huge roadblock to any businesses trying to run quick or trying to start fast or trying to whatever. It's just not possible. It doesn't matter how much money you have. There's no way to skip the line and speed this up. So inevitable. And we'll do this all for you, mind you. That's the reason I'm, I'm even saying this now. And then calendar syncing. So if you have a calendar that you have all your other events on, we sync that into the system so that way the AI can book around those times. Meaning if you have a sales call like this, for example, next week, okay, where I'm not on it, but it's an inevitable event, you want to make sure you block that event out on your calendar that we have synced up into this campaign so that the AI will know that, hey, Brad has an event at 6 PM next Wednesday, so don't book anybody here. That time is not available. So what the AI does is it will never allow you to be double booked because it can scan your availability at all times and knows for a fact that you know that you have this time available and not this time. It's as smart as even, I'll give you a little example. Let's say a lead came in at 9 PM. The AI proposed a 9 and 10 AM spot for the next day. And let's say, you know, the next day you wake up and you, you set a doctor's appointment for that 10 AM slot. Okay. That was the proposed time that the AI gave the lead the day before, but because you have now a blocked event at that 10 AM slot. Let's say the AI or the user that was asked what time works best says 10 AM after Brad blocked off a doctor's appointment. Now the AI is going to respond, hey, sorry, unfortunately that 10 AM slot is no longer available. How about 11? Does 11 work for you?

That's actually true because it happened. It happened. Yeah.

And it's in real time.

Yeah.

It's in real time. These cookie cutter systems out there aren't as sophisticated to be able to do this. But the system that we've developed, we've developed in the highest and the most sophisticated tools in the market right now. And we're again ahead of the game. We've been doing this heavily for the last almost year now going to it. Mind you, this is so new, but we've already been a year in this game. And so the AI integrated CRM is something you'll get access to alongside the program. So once you submit onboarding, we get everything set up. You'll get your own username and credentials to our CRM system. Where within the CRM system will include all this. I mean, everything is going to be already set up for you, including your pipeline. The AI will already be installed and trained in there for you. Your calendar, you'll have instructions on how to sync your calendar to make sure that we have the proper calendar synced up into the CRM, which you'll get training on. But beyond that, it's pretty much just plugging into the CRM once you get your credentials, kind of taking a look around. There's tutorials on each one of the tabs that you can click on to kind of get an idea of whatever all the buttons do. But what you'll really see happen is when the AI starts to engage with your leads, you're going to be mind-blown because you'll be looking at the CRM and it's just communicating for you and you're not even doing anything. So it's really cool. A lot of things in the CRM will make a lot more sense once the campaign goes live, but I'll give you enough training for you to feel, you certain about what to do and how to do it before the campaign goes live so you can be set up for success. And then you get a new lead notification with every new lead. We send you also appointment notifications if the person sets an appointment on your calendar. We also send appointment reminders on autopilot. So again, it's to increase show rate on these appointments. But that's not all. We also do automatic follow-up on no-reply leads. So if someone doesn't reply, our system will automatically follow up with them via email and text. Most likely we do text-based most, most more than email. We also include our outbound call tracker that way that for within each lead you'll be able to know how many calls you've actually done to that lead. So we'll include inside your pipeline under John Doe, you'll be able to see call attempts and see how many calls you've actually called John, like actual outbound expedited support. Like Brad said, I'll answer within 24 hours, a lot sooner. Most times you'll have my personal business number. To contact me. Okay, we do ongoing KPI optimizations or key performance indicators. We're optimizing to make sure our ads perform better and better over time and optimize to get a lower cost per lead, more volume for the same amount of investment. We're going to do ongoing creative testing to make sure, you know, we're constantly throwing fresh creatives into the market. So we're constantly above and beyond all your competitors. We scale campaigns up to $1,500 in ad spend, and then we start charging 10% above that for management for bigger campaigns. So our investment is basically the same up to $1,500 in ad spend. At that point, we begin charging 10% on the additional ad spend. So if your ad spend is $2,000, add, you know, $50 to your management fee, 10% of $500, just naturally because We need to spend that much more time in your campaign or in your account than other clients that we have. I'm going to give you ongoing partner recommendations to increase production based on my experience, based on what's working, based on the data, right? I'm going to say, hey Brad, I suggest that we optimize more towards this state, or hey Brad, can we add this state, or hey Brad, you know, what if we add this thing in here? Can you do that for me? 'Right, so we can get a better result here.' 'Hey Brad, can we do this or that, right, so we can get a better yield on the show rate, right?' And this is ongoing because again, I want you to feel like this is a program that like, it's stupid. Like you're getting an irresistible amount of value that if you just followed and trusted the process, you're no longer going to need to figure out where you're going to get your next client from ever again. We're going to provide you a script framework for you to follow and not make calls blind and call training. I don't know how many agents I've seen that literally get on the phone without a script. I don't care how long you've been doing this. I mean, I still use a script on my sales calls, right? Because it's sequential and there's a series of questions that you ask on purpose to get certain objections out of the way so that by the time you ask for the close, it's all— it's pretty much closes itself, right? And so there's an order of operations for that. I provide you a script framework for that. I know Brad knows what he's doing. If anything, use this as a refresher and then, you know, kind of take it from there and take what you like and leave what you don't. We're going to be doing a branded personal agent campaign, positioning you as the go-to with the campaign and leveraging the AI assistant. So the entire campaign, we're positioning that Brad is the agent that they're going to be speaking to. Okay, A to Z, from the ad, from the landing page, the thank you page, everything. Okay, because again, it's one-to-one. We want them to make it known that this is a lead that's going directly to Brad. Brad's the one in charge or whoever it is assigned, and Brad is the only person that's going to be calling them. Okay, and then the AI assistant, as he's, as she's doing the follow-up, she's always going to be positioning Brad as the guy with all the answers, as the, as the guy that, that knows it all, as the guy that can guide her to, to the best plan possible based on their needs and desires. Okay. And that's going to always warm them up. We've gotten feedback from my clients saying the AI did such a good job that when they got a hold of the client over the phone, they wanted to speak to the AI.

Think about that one.

Like they didn't even want to speak to my client. They wanted to speak to the AI because of the relationship that the AI built over text message. The reality is the AI didn't exist. And then we optimized to change the name of the AI to the actual person who's calling the leads. So that by— so when the person does call the lead, it's the same person that was texting them, right? And then we have ongoing updates and system improvements that we always throw in as we go. Real-time lead notifications, appointments with new leads. And so this all comes down to a very basic, simple process: attention, intention, and converting. So how will you stand out? Well, attention— our ad, how we're capturing attention is our ad educating them on the final expense or mortgage protection, or educating them on final expense or mortgage protection, the cost of not having it, then introducing them to an expert in the field to help them bridge the gap. No manipulating marketing tactics. We're not offering them a gift card, an Amazon, None of this stuff that people do to get people to submit their information. Intention. It's our job as agents to learn what motivated, motivated them to submit their info and/or learn what their intentions were before beginning your sales process. So everyone is on the same page. Our script will help you with this process. So before you even get to selling, the first step is to get them to remember they submitted the information. And then the second is to to get them to tell you why they submitted their information. Because now they're just going to sell themselves on the thing that you do, and you're just going to repeat it back to them and guide them to that exact product. Does that make sense? It kind of— it's kind of a reverse psychology system, but it works really well. And then the last step is converting, which is guiding them to the sale. You can only do this after you ask the right questions and learn about the specific problem the lead has. We don't sell, we only guide people to buy because no one likes to be sold, but everyone loves to buy. So how will you stand out? So here's Brad. This is our thank you page for Brad. And so once they submit their information, if you guys notice, it says book a call with Brad Matthews, your US licensed representative below. Here's Brad right here. His calendar. I, Brad Matthews, your licensed representative, will be reviewing your submitted information you submitted to see if you qualify for the programs available to those born before 1972. I still have some things I need to review with you. Find a time on my calendar on this page to discuss your results and see if you qualify. Looking forward to our call. Okay, so we're not getting into anything specific. We're just saying, hey, you know, before we discuss anything specific, we need to review some more details because we're not asking an arm and a leg on the form besides, you know, their, their, their high school mascot, who their beneficiary is, and then their basic contact information. Now we push them over here. To basically learn about, again, about math, Brad. And so here where you see Brad's picture, guys, is where I recommend that we add the intro video, where I could provide you a basic framework to record, which is basically an intro video that puts his face to the name, right? That says, hey, I'm Brad. I'm the guy that you're going to end up speaking to. This is who I am. This is what I do. This is why I do it. And these are the next steps for you. Book a call on my calendar so we could discuss further.

Right.

And so what that does is it allows someone to feel as if they've already met you in person. Considering we're not meeting people face to face, the next best thing we could do is video. That is the exact reason I am not on this call with you guys doing this. Because if I sat here and I sat here and did this with you, okay, you really feel it's the exact same feeling that you get than me being live? Hell no, you know. So with that being said, people buy people. You know how many people can do the same thing that you guys do in your— just your 5-mile radius? You know how many life insurance agents there are in just a 5-mile radius? Why you, you know? Is it maybe Brad because of the beard or something? I'm trying to catch up to him, but you know, it'll take me another 5 years before I could be like Brad. Okay, so up until then, Brad, that's him. That's his uniqueness. You know, people are going to connect with Brad because Brad is Brad and Angel is Angel, right? And so what makes Brad Brad is different than what makes Angel Angel. Okay. And the same with Sky, the same with Ben, the same with Clay. Everybody has their unique thing about them. And that's what we try to throw into this video right here to add a layer of personality and connection that someone can then relate later. Like, Brad, talk to them about how you were able to relate with your lead that lived near you by leveraging the questions submitted, but also leveraging a little bit about your personality and where you come from to connect with that lead further.

Yeah, I had a lead come in. I actually, um, I think Clay and Kyle were on the call, and I sold her live on the Zoom, and One of the things that, that Angel set me up with and we chose was he puts a very specific— I mean, you can almost call it like a security question inside the lead so that when the lead comes to me, I get an email and I get a text, uh, when, when these people fill the forms out. And come to find out, this thing popped up and I was like, this woman lives 15 to 20 minutes away from me. And the question that I had picked was, what was your high school mascot? And I was looking at the mascot and I was like, there's nobody around, no high schools that I know of that had that mascot in that area. And come to find out, we ended up having a short conversation because the high school that she went to, which I was very, very familiar with, had changed the name of their mascot. So it like, because I was there and I was able to talk to her about that, You know, it, it just, she knew right away. It jogged her memory, which shockingly enough, I say this jogged her memory. The woman had early stage dementia. Um, but like she remembered the whole thing. Like it was, uh, it was a really easy transition. Right when I said it, she was like, yeah, I remember filling that out because it was such a specific thing. It's not like I'm just grabbing information with somebody's address and their home phone number. It was. No, you put down your high school mascot was the Rebel. Yeah, I remember doing that, you know, so it helps.

And that right there is a strategy that, you know, people don't even realize they have, which is leveraging information that was already submitted and then repeating it back to them so that they feel like they have a relationship already with you somehow. And it's like, all I'm doing is repeating back the information you submitted on the form and I'm just confirming it with you, right? And to, for you to talk a little bit more about that. And then, you know, you can go from there and kind of what that does is it allows you to be more human, right? If you go straight for the kill, straight for the sell— hi, my name is Brad, I'm the best life insurance agent, you know, let's talk about what plan makes best, you know, works best for you. Like there's no connection. People feel like they're being sold. Whereas, you know, at the beginning of this, of this, you know, what we just did today is I talked a little bit about me, my family, built some connection there. Some of you may relate, some of you may not. But before I went into this, you have to introduce yourself, provide context for that, right? So coverage, let's talk a little bit about coverage. So remember, you're working in an infinitely scalable model doing virtual, okay? This is not door-to-door. This is none of that jazz. You can't scale door-to-door unless you build an army, okay? The more coverage, the more opportunities. Every state we add is a new blue ocean of fish we could put our fishing line in. Let me ask you guys this question here. If we were all going out on a boat to feed our family, okay, and, and this was the only opportunity we had to bring back food, okay, we're all going to be in a group and then we have two boats in front of us, okay. Boat A has 10 fishing lines, Boat B has 100 fishing lines. What boat are you guys gonna jump on to be able to come back with more fish for your family in the same amount of time? A, B, or C? Pretty common sense. B. Why, right? Why is it B?

More fishing lines.

More fishing lines. And the more fishing lines we have in the water, the more fish we can catch, right? And so with that being said, think of it— every state is a pool of fish. If you're in 5 states, we got 5 fishing lines in the water. If you got 10 states, you got 10 fishing lines in the water. Okay, every pool of fish that we can get into, the lower cost per opportunity your leads will be naturally because there's more fish to catch the bait, right? So I recommend to start with as many states as possible and set a goal to get a license and to set a goal to get licensed in at least one state per month. That would be an additional 12 states per year at a bare minimum. The best agents are licensed in many states, if not all. The lead cost is significantly lower to the number due to the number of people accumulated in all the states, allowing the algorithm to optimize for lower cost per lead. A good number of states is at least 5. More than 5 is great. With our program, you should average between 30 to 80 leads per month on a minimum ad spend, on the minimum ad spend recommendation, which we'll talk about here in a second. And then we'll optimize for more over time because the longer you're running the ad, the better it optimizes and the lower cost per lead you can get over time. So we're going to include virtual phone scripts because if you haven't done virtual, there's obviously a way to do virtual and a proper way to answer the phones. If you just look at the script here for the life insurance, it says opening, ring, ring. Hey, is this Brad? Hey, Brad, this is Angel calling from Agent Life Insurance. I'm just getting back with you here in regards to your request sent in on Facebook for the state-approved burial programs. "You listed your— so Brad, you listed your beneficiary as, you know, John, and I noticed you mentioned your high school mascot was, you know, the Chiefs. Do you remember filling that out?" And so you're instantly right out the gate from the script, instantly having them remember the submission before getting into your sales process. Because if you don't get them to remember, there's no luck in getting them to follow the rest of your script. Okay. So before you move on, you have to repeat that, you know, that, that process multiple times before until they say, yes, I remember filling that out. Then you move on to the next parts of the script. And we have one for mortgage protection and life insurance as well. And then, mind you, this breaks down pretty much the whole sales process. So from start to finish, the entire sale. And so the investment— so we have 3 partner plans to choose from. Okay. So we have a 3-month plan. It's a $500 setup fee, $897 a month with a $600 ad spend per month minimum. We have a full pay option for $4,500. You get a slight discount there. You could calculate the difference there. But this is a 3-month plan and it would be paid either month to month where the one-time setup fee on front and then it would be $1,497 a month after that or a full pay of $4,500 where you'll get a slight discount. I believe it's like $400 or $500 or something like that. We have a 6-month plan, $250 setup. And the reason we have a setup fee is because we have to submit through all A2Ps, all the carrier verifications. We gotta sync up all the stuff. We gotta resubmit and re-verify all this stuff. And before, we didn't have to do all this stuff. So before, we didn't even actually have a setup fee. But now with all this stuff, the time of setup has increased by a long shot. And so before, we were able to get campaigns up and running within literally 7 business days. And I think Brad, when he signed up, That was the case, but now it's more like 14 business days to get things up and running simply because of all the verifications and all this stuff. And then we have a 12-month setup, a 12-month plan where we don't have a setup fee simply because you're a long-term partner. $697 a month with a $600 ad spend per month, or you could do a full pay of $14,000. Now the minimum ad spend of $600, that breaks down in a span of 30 days at $20 a day. So we're spending up to $20 a day every day for 30 days to equal that $600 ad spend. Now, with that being said, on average, you're going to receive between 30 to about 80 leads a month on average on that $600 ad spend. Again, the more, the more states you're in, the lower cost per lead, but as well as also the more ad spend that you put down, the more leads you're going to generate. The same investment fees is in place up until $1,500 in ad spend. So let's say, you know, next month you're like, hey Angel, I want to double down on ad spend and receive, you know, twice as many leads. You would then just double up the $1,200, you know, put $1,200 in ad spend versus $600 in ad spend, but your management fee would stay exactly the same as long as it doesn't surpass that $1,500. Because at that point, you know, we're spending that much more time in your campaign. To make sure, you know, the spend continues to be profitable and, you know, we're maintaining a healthy cost per lead amongst, you know, the whole month. And so those are the options there as far as investments. Now I'm just going to open it up really for questions or for Brad to jump in and just kind of say a few things and share a screen if you'd like. But that's pretty much everything in a nutshell. Hope I was able to provide some clarity on some things there. If you guys have any questions, feel free to let me know what those are. And if not, Brad, just let me know kind of if you want to share some of the stuff that you have on your end, we could do that as well, just to kind of shed some light on what's possible.

Yeah, one thing— go ahead, Scott.

Sorry about that. Yeah, Angel, I have a couple of questions and I do apologize. I was about 5 to 10 minutes late, so I didn't catch the front end. Of your presentation, but wonderful presentation, by the way.

So appreciate it.

Regarding the partner plans, when you say full pay, what does that include? Is that, is that the management fee, ad spend, everything over, say, during time, $8,000?

Yes, correct. So if you pay that in full, it's basically paying— basically you're prepaying 6 months upfront with that $600 ad spend budget for each of those months. And for that full pay, you're getting a discount, right? Instead of paying it monthly, it ends up being more money paying it monthly than just paying it upfront. And that's at that $600 ad spend minimum. So if, let's say, Sky, you wanted to scale your ad spend after paying full pay, you totally can. You would just basically submit that as a separate payment and we would just allocate that towards your account, um, to add or to top up that ad spend for, for you.

Yeah. And two more things. One is what's your contact phone number?

Okay, so my contact phone number, uh, give me one second, Brad. You have it available? Because I don't have it in front of me right now.

And the name of your business?

So my business name is Pichardo Business Solutions.

And I'll text— I'll text the contact number into the group chat if you're— if you're okay with that. Angel?

Yeah, that's fine.

Okay. Okay.

Even drop my email in there as well.

Yeah, that'd be helpful. And then— and I'm sorry to waste your time with this question, but it's not a waste because I'm interested and this is important. Can you briefly explain The, the, the model and you went into a ton of details and tons of value, but you, they, they respond to a landing page on, on what social media, Facebook, where, where do they, where do they see, see you come in from?

Great question. Yeah. So it's all Facebook driven. We've tested amongst all the platforms and we found that Facebook by far is our best return on ad spend. As far as cost, quality, and just the nature of this business. And if for whatever reason in the near future we figure out that, you know, TikTok is better, we'll then pivot all our clients and let them know, hey, TikTok seems to be where we need to go. We're going to slowly pivot everybody, you know, if you'd like. And then we usually give everybody, you know, we basically every time something big happens in the space, I share it with all my clients and then give them the opportunity to kind of adapt.

So, Angel Pichardo, short of being a— I'm sure you covered this in the beginning, but the potential client or opportunity is responding to a landing page, which was cool. And then what? And then is that information, that client and their information, is that loaded onto your calendar? And then you take that data and then you follow up and call them? Can you walk me through that?

Yeah, great question. So what happens is, is that the lead gets generated on Facebook, right? They submit their information, and then as soon as we do that in real time, we push that information in a few different places. We push it into the CRM that you'll have access to. You'll have your own username and password. You will also have your own app So you'll have an app on your phone that will allow you to work your pipeline on the go. So your pipeline will be able to be managed on the phone, on your phone. So if you're on a— on the go, you'll be able to pull it up, make a call or send a text or send an email right through your phone and it'll be documented right up underneath the contact, whether you pull it up on your desktop or your phone. Okay, so that's the first place. The second place is you'll get a text message saying, hey, Sky, you just got a new lead. Here's their information. Here's their first name, last name, email, phone number, beneficiary, and their high school mascot. Then in addition to that, you'll receive an email having with all that information. Okay. Now, if the individual books an appointment either by themselves or via the AI that followed up with them and had a conversation and got them to book in, you will receive another notification that says, hey, Sky, so-and-so just got booked in for a, you know, a consultation. Here's the calendar appointment time and date and time zone. Here's again their information that was submitted. And then they will be moved automatically into a pipeline stage in your CRM that says scheduled appointment. So you'll know at all times at a 10,000-foot view by just zooming out in your pipeline who's where, who's your new leads, who's in the follow-up pipeline, who's scheduled an appointment, who's, who needs a response. So we actually have a pipeline stage that says response required. So if the prospect is the last person to respond, we have them, we literally put them in their own pipeline stage so that you as an agent knows this is a hot lead. This person is waiting for a response from me right now, whether it's a, you know, they called you and you didn't answer, whether they texted you and you didn't answer, whether they emailed you and you didn't answer. It would be in that pipeline stage so that you know they need your attention ASAP.

Okay. And then let's see. And then say if they— so bottom line is either you're calling them with— once you receive the information by text, email, right through your app or the CRM. I got that. And then the Or they, or they, or they comply and go on to your calendar, which they automatically, they do that automatically. If they fall off the calendar, then AI reschedules them. Is that where that goes into effect?

It does that. And if they don't book, it follows up until they book. So you said two different things there. It'll, it'll follow up if they don't respond until they book. Okay. And then in addition to that, it will, once they book, remind them that they booked and give them event reminders that, you know, that they've booked and that their time is coming up 24 hours before, an hour before, 5 minutes before. And then that's how that works. And then we even have like no-show campaigns that if they don't show to an appointment, that follows up with them as well. And then the other thing is, guys, if they decide they need to reschedule or cancel an an appointment, the AI can recognize that, attempt to rebook them, and then the system will send you a notification that says, hey, Sky, so-and-so just either scheduled, rescheduled, or canceled their appointment. Go in and cancel out their original appointment and make sure that the only appointment left is the one that they really want. Because the AI can't, it can't do it all, but it could do a big portion of it. If it can't do it, we have a system notification notifying you what manual tasks need to be done by a human.

Got it.

And then if I were to have— I mean, in my old IMO, if I were to have— there's a gal in there has all 50 states with her ad spend. With all 50 states, is she going to far exceed the $30 to $80 a month for the—

She'll be— she'll definitely be above She'll definitely be up on top. You know, I say 80 because if you do get more than 80, which a lot of people do depending on their ad spend budget, I mean, I want you to get it and exceed expectations and me to say, you know, you get 30 to 100 plus, you know, I'd rather, I'd rather you get a month of 100 leads and you expecting 80 and being like, dang, my campaign's on fire. But yeah, it is totally possible, you know, to get your leads above 80 leads per month for sure.

And that's for the $600. And then to scale from there, just increments of $600. So it'd be—

it doesn't necessarily have to be increments of $600. If you want to increase your budget by $400, now your budget is $1,000 versus $600. We can also do that. The only thing I require is the minimum of $600 so that we're able to allocate $20 a day so that we are able to get a consistent— because the idea of all of this, guys, is that you get a consistent flow of predictable leads every single day or every other day, you know? And so that way you never feel like you have no one to talk to or no one's engaging. And when you're on vacation, you got people still coming into your business. And when you're on, you know, over the weekends, still people coming into your business, submitting information, booking appointments to set you up for the next week. So, so that way you can get a consistent flow the entire time.

Does this work? Do you have, first of all, do you have a proprietary dialer system built into your CRM or does it accommodate outside dialers?

Great question. So the dialer is installed into the CRM. The reason we use that dialer, that's the business tracking number that I said that we would create for you and forward it to whatever other number you have. We use that tracking number to document all calls, all communications, SMSs back and forth. And then also too, at the time of the appointment, you know, we set expectations with the lead that, hey, Sky is going to be calling you from this number, the same one you're texting from this entire time. You know, at the time of your call to go over your whatever plans, right? And so we just try to do it so that way it's all consolidated. Uh, you don't have one number over here texting them, another number over there texting them. And then for, for proof purposes, right, you have everything consolidated right up underneath the contact for easy finding, where you can even download the recordings. Um, you know, you could even do Q&A. So if you have a team you're training, you can you know, just go into their, into their system and monitor their recordings and listen to their calls and see how they're doing and things like that. So for scaling and organization purposes, and it is an absolute must, we set that all up for you and then you would be covering your usage fees. Okay. So that's one thing to note. Your usage fees is pay as you go. The way that works is the more calls and the more texts that you do, obviously your usage goes up, but it doesn't cost you. I don't look at it as an expense because of the amount of time it's saving you and the yield that it gets you. It pays for itself tenfold. And so the usage fees anywhere between, if you ask Brad, probably like, what have been your usage fees, Brad? Like, you know, $40, $40, $50 a month or something like that.

What, like per lead or just?

No, no, no. Like in total, in total, like your usage fees, your text message bill?

They're low, man. They're like $30, maybe $30, $40. I don't know. If I tell you they're too low, you might jack them up on me.

Um, well, we don't, we don't mark, we don't mark them up at all. It's just really quick.

No, it's low. I mean, I'll get like a, I think I'll get like a random, like an $11 charge or $27 charge, and that's it.

Yeah. And that's, again, the way it works is as soon as your balance goes above, you know, below a certain number, like basically recharges your card. Uh, but again, it's all based on, on volume. So if you're getting charged a lot, it's because there's a lot of production happening in your CRM, and, and there's probably a really big need for you to go in there and close some deals.

I know, to kind of give everybody, uh, a little example of, you You know, my, you know, my experience with this is I would be hard-pressed to say that outside of referrals that you're going to find more of a high-intent lead, you know. And I've ran— good grief, man— I've ran a lot of transfers, I've ran aged, I've ran direct mailers, old direct mail, like, you know, 2-week-old direct mailers, 2-year-old direct mailers. I mean, if there's a lead out there, I've attempted to talk to that person, you know what I mean? And the intent off of these is very, very high, but the intent also has a little bit to do with you as the agent as well, because if you're able to hop on it fast, there's a really good chance. The woman that I talked about and I spoke of earlier that I sold last week, that was like the first question, you know. I texted Angel after I sold it and I said, hey man, I don't know what it was, like 983 AP or something off the lead. And his first question was, how old was the lead? And it was a 7— it was 7 days old, you know what I mean? Because the thing is, the AI does a great job, but the AI is not going to stop or not send me an updated message because it's Christmas or New Year's. If somebody fills out the lead and they fill out the form, the system lets me know about it, but I'm not gonna call people on, you know, Christmas Day. So it was like, you know, the, the leads that I've been running lately were leads I was getting on New Year's Day and New Year's Eve and, you know, all of that. So it's going to take a, you know, I'm not going to be as— I'm not going to hop on those as fast. But, you know, the month of December, which is notoriously a bad month for life insurance, right, or insurance sales, because everybody's spending their money on Christmas presents and, and everything else. And I'm not on the top lead spend. My lead spend, my ad spend with Angel Pichardo was the minimum. And I think I counted up that in the month of December, I got close to 60 leads. You know what I mean? Now, in my defense, I'm licensed in 47 states, right? So I have a lot of fishing poles on my boat, you know, as Angel likes to put it, right? So he's got a lot bigger ocean to choose from, you know, with me than, you know, like we talked, Angel and I spoke earlier and it's like, well, if I go to somebody, if I was to go to him and say, hey, I just have North Carolina, I'm not going to get 60 leads a month. I mean, it's gonna be too— I mean, you gotta be realistic about it. And, you know, but with me being licensed in 47 states and it's like, hey man, go anywhere you want. It's, I get, I get, I got a lead from a woman in Louisiana at midnight last night. I know Kyle, Kyle's on the call and he had a lot of questions. Not a lot, he had a few questions. His baby's crying right now, so I'm gonna ask him for him. One of the questions he was asking was, how do you think we should handle those random 3:00 AM leads? Like if we don't see it until the morning. My guess is, I'm gonna let Angel, I'm gonna let you answer it. My guess is the AI is kind of doing that for you.

So yeah, so it doesn't matter what time the lead comes in, the AI will engage and as if it were a 24-hour, 7-day-a-week call center, right? It doesn't sleep, doesn't take vacations, doesn't take breaks, doesn't use the bathroom, doesn't need motivation, doesn't cry with rejection that people don't answer the phone, doesn't do any of those things. And that's why I love it. Because at 3 in the morning you wake up the next day and a lead set an appointment for the next day at 11:00 AM and he came in at 3 in the morning. He had a full-blown conversation with the AI.

Yeah. And I'm gonna tell you guys, you're like, what the heck? I'm gonna tell you guys something about this AI thing. Like, it's not, I can tell you it's not a thing. And you could, I'm not, I wish I could just show you guys some of these conversations, but I can't because there's, you know, private information on, on the customers and the clients in there. It's not like Angel and his crew were like, all right, we're gonna use like these 7 different responses and then the AI is going to choose it. I'm not lying to you, you could read these conversations and think that these clients were talking with a human being. Like, it literally reacts and speaks to the questions that they're asking. He touched base earlier on, um, like a calendar conflict. And that happened to me. I was on vacation and I had put into my calendar that, that I wasn't there. The AI literally apologized to the person and was like, oh, sorry, Brad's actually out of town right now. He's going to be at it. Like, I mean, it was like I had a brick-and-mortar office and I left my secretary there. I mean, that's literally how this AI— her name's Laura, And she does it. Laura does a great job for me. She does. She books these appointments.

Laura's my wife, by the way.

Oh, well, tell her, tell her thanks.

You know what I mean? Laura's been setting appointments for, for so many people and everyone loves Laura.

Yeah, no, she— but like, that was the thing for me, you know, I, I'm, I'm, I'm not tech savvy at all and I'm thinking, man, this thing's going to be— it's going to be that typical like automated text messages we get. And it's like, no, like this thing will it'll hold a conversation with you, you know, but it sticks. It does a good job of sticking to the script though of this is why this is going on. And the AI does do a good job of also painting you like— we call it like the white coat effect, you know what I mean? Like if I go into a doctor's office and the guy's wearing a cutoff shirt and jorts, I'm not going to believe what he's saying, you know. But it's— the AI has that white coat effect of It turns you into the person with the white coat of saying like, hey, you know, Brad's your life insurance specialist. He's going to be reaching out to you at this time. It was sending hour, 30-minute, 15-minute reminders going, hey, your appointment's coming up. I would get text messages like it would say, hey, just a reminder, Johnny, your appointment's in 30 minutes. And Johnny would text back, can't wait, you know? And it's like that. It minimizes the no-shows, and it's an exclusive lead direct to you. It's not anybody else. It's not something that, that was already sitting there and you bought it. It's no, the person fills this form out and it comes directly into my CRM. I get an email and I get a text message. And the other thing that I like that's built in there is it gets like with my appointment that happened today, the you will get a response And, and I'm, I mean, I'm sure if you didn't want this, Angel could probably set it up, but I don't know why you wouldn't. But it, my, the CRM and the AI will alert me that you need to take over this conversation. Like it's gotten to the point where as the agent, like take it over, you know? So it was like the point, the person booked it, all that stuff happened, the AI responded, and then I got a text saying, hey, the appointment's booked, you need to take over. You know, so I grabbed my phone and, hey, this is Brad, look forward to talking to you tomorrow at 2 o'clock, can't wait. You know, but the system to me, and this is another thing that I've talked to, you know, for being an— I think back to when I was a new agent versus where I'm at now, and I had this conversation with Kyle yesterday. Newer agents, if you went to them and you said, hey, you have to spend $1,000 a month on leads, do you panic, right? A new agent's gonna panic. But like Kyle and I were talking yesterday, I said, if you give me a lead with high intent that I know if I could close 50 to 60% of them, I'll pay $150 for them, right? Because you know that it's, it's a numbers game. Like, if I can close at a 50-60% ratio, I'll pay more for that.

Um, now one other question I want to add, one thing I want to add to Brad on that topic is The AI is only as good as the person who trains it.

Yeah. Okay.

I've been setting appointments and closing sales for the last 10 years, you know, from the beginning of time and doing it also virtually too, because marketing agency, I've never had to do it within an office setting or meeting people in person kind of thing. And so what I'm about to say is kind of, kind of blow your mind a little bit because how I've trained the AI is using all of my strategies and tactics and language and methodologies and all these things, and I've trained the brain of the AI with that. Let me ask you guys this. How much do you think I would be worth if I came in directly into your company to set appointments for you full-time, 7 days a week, 24 hours a day without taking any breaks? Just let me— give me a number.

I tell you, but I don't want you to quit what you're doing.

So we just took that number, okay, and put that as yearly, a yearly rate, that's just me. That's not even with the lead gen. That's just me doing the appointments.

Okay.

So just think about this. You're getting me in an AI form, setting appointments for your business for the entirety of this program, 7 days a week, 24 hours a day without ever taking any breaks. So how much would you have to pay for even a VA or virtual assistant or someone in the US to do these follow-ups for you? Simple salary, what, $1,000 a month, $1,500 a month. I mean, I don't see it any US, I don't see a US person making more phone calls or follow-ups for someone for less than $1,500 a month unless they're in the Philippines or something. Right. But that doesn't count. And you already know what happens with that. So you're taking that brain and we put that into the AI in addition to doing the lead gen, which is why we get the yield that we get. Cause again, why is there so many people out there that do AI but don't get the results? It's because they haven't even been able to get the results without the AI. And you're only going to multiply how bad you are as an appointment setter with AI because it only does it 10, 100 times more than you can.

Okay.

So it's like, this is what you're getting.

All right.

And you're not going to have to pay me $100 grand plus to do appointment setting for you.

That's another plus that is huge that some of you guys, I hope you understand, is that the fact that before any of this happened, Angel was an agent, you know what I mean? Like, he was an agent, he was an agency owner, he was an agency builder. Like, he's done it. He's, he's talked to people, he sold himself. So he knows the process of, of how to do this. So it's like he said, I mean, if you're, you know, if you— it's kind of hard to be a good chef if your taste buds are terrible, you know? And He's, he's kind of, he's done this before. Another question that was on there, Angel, I think you and I touched on it earlier today when we talked, but kind of for everybody else to hear. Can you run multiple campaigns? Like if you had somebody that was like, I want to do life insurance and mortgage protection, can you mix that at all?

So I created an offer for you guys specifically where if you guys want to run them both, both simultaneously. Instead of the— just basically add an additional $497 to, to the monthly rate and then we'll, we'll, we'll simultaneously run both together because it's completely two complete separate setups from A to Z. We can't— you already know we can't generate a lead for final and try to sell a mortgage protection. That doesn't— that's not allowed anymore. And that's another added thing to the consent thing. The person that consented to the person also needs to be sold the thing that they consented for. It's another layer to the consent. Okay, we— I spent an hour and a half yesterday with one of the largest F— TCPA attorneys in the marketing space that we pay a lot of money for to make sure that we're doing things compliantly in that, in What are the gray areas of this FCC stuff? Because I just, I personally don't want to go to sleep at night knowing that something may happen. Right. And so for me, instead of me going crazy, I instead, you know, shut myself down and closed my doors to this program until we rebuilt everything the way it needed to be before we go back out to market, because it just, we needed to do the things the right way. Because you don't want to mess around with a suit or a lawsuit. I mean, I've done it in the past and it's not fun. Okay, don't— it's not fun when someone says, or you sign up a client and then they say, oh, I didn't authorize Brad to sign me up to that plan. Now you got to prove it, right? And I've had to deal with this in the Medicare space and, and not so much in here in the life insurance space. But, you know, you just don't want to have to be in that scenario. And I've been there, done that. But because of our protocols and because of what everything we had in place, we were able to prove that, you know, we had permission to contact, that we did have the consent and that it was a legitimate lead. And so we didn't get in trouble and that guy can go kick rocks. But the reality is, is if you didn't, if you couldn't submit that to the CMS or whoever is in charge of your regulations, you're going to be screwed and it's not going to be a very fun he said, she said conversation. Because data doesn't lie. And that's what we use to prove ourselves. And that's where we record all the contact, you know, calls, every single text message that goes in and out, every single email interaction. I mean, everything. Guess what? We pile all that up in a big bundle and we submit that to CMS or whoever's the person that's regulating this. And then they can just look at all that and realize, oh, Brad did have consent. Brad did intentionally sign them up because they did intentionally want that plan. And here's proof. Here's the call recording. Here's the hour call recording that I had with so-and-so saying that this guy was interested in that plan. Right. Things like that. You can't do that.

You feel that there's a phone, right? Did you feel— do you feel that like, is there a way for you to kind of reverse engineer something if somebody came to you and said, hey, listen, I have 10 states, I want to get in on this process. I'd really like to be in like an 80 to possibly 100 lead a month range. What would that cost me? Is that something you could do? Yeah, I would say, I know you can't guarantee an X amount of leads, but if it was like, hey, for us to get there, right? So what it would look like, the process is pretty simple, right?

You look at the data, right? Based on the states we're in, this is what our current, you know, cost per lead is on average. If we were to scale it, you know, and double down on ad spend, we should potentially see, you know, double the amount of volume, give or take maybe a dollar or two off, you know, on top per lead, depending on, because at scale it may increase the cost a bit, but only till a mean, you know, a small period of time before it optimizes. And then we can get back to a healthy cost per lead. But ultimately it all comes down to ad spend. The more we put in, the more we get out. I mean, it's just pretty that simple. Just look at the numbers. That's the thing, studying the numbers. I all, Every decision that we make in our business is data-driven. We don't assume here. I don't like assuming. I don't like assuming if that's gonna work or if this is gonna work. We're always going based off of a proven framework and we're always trying to just combat our winning strategy, whatever that is. And so with data, we're able to do that by analyzing it, looking at where our leaks are at, looking at what's working, what's not. That could even break it down per state. Hey Brad, you're in this many states. You know, these are the states that are getting the more leads. Maybe we should optimize a little bit more into this state, more than that state. Maybe we should remove some states based on that, and then we could scale. We should be able to see. So when we come to that conversation, I can look at the data. I can't answer the question if we're first speak— if we just started the campaign, but you know, a month, 2 months in, 3 months in, I could look at the data and say, hey, this is where our numbers are at. If we just added this much more in ad spend, we should definitely hit this number just based on the trends, right? It's all data, all data-driven. And then that's how it would go. But I mean, we could generate 1,000 leads a month if you want. It's just the ad spend.

I was actually going to corner you about that because I saw your post on Facebook. Who is the guy? The guy— where'd it go? You posted it today. And I told my buddy, I said, I'm going to ask him about this.

So that's our AI calling system that we're rolling out very slowly, but that's in like an additional, like a separate setup than what we're doing here. That's more of a setup where you upload a list of leads into the system and the AI will literally outbound call them for you and then book an appointment with those that are interested on, like, as you saw that call recording, that was a real legitimate call on an inbound lead that came in from an ad. The AI outbound called them and literally booked an appointment via a phone call. And mind you, if you hear the recording, I think the one I uploaded is the one where she was like, no, I already got my plan. I'm not interested. And then the AI was like, well, you know, it's good to just double check and to make sure you're set up for success. And then long story short, the lady was like, oh, I'm sorry to be a hard head, but you know what? I actually do want an appointment. You know what? Set me up for an appointment. And I mean, if that was a human being doing that, I mean, I doubt that they would have gotten the appointment, right? Because it's like they would have just kind of laid down on the fact that they had a plan. It's like, oh, okay, well, you know, if you're not interested or if you're interested later on, just let me know and have a great day. Instead of educating them on the fact that, you know, what does it cost to have certainty in the plan that you're in? Right. We're not charging you for this consultation. Let's just find out if it is the best plan possible. If not, we'll guide you to it. And the lady literally flipped her switch and then ended up booking an appointment with the AI. And that agent right now, he's like, I think it's like a $23 per booked appointment. And this guy was running a call center in the past. And so he would drive a bunch of leads in his business, push into his call center and have the call center book the appointments for his agents. The AI has now outperformed his call center. And just to give you an idea, he made—

he didn't find a $23 booked appointment.

So anyway, check this out. Check this out. So I have a client, I have a client who made 23,000 phone calls and paid $83. Done by the AI. I have another client who made 4,000 phone calls and paid $72. How does that number make sense? It's because the inbound and outbound costs are a little bit different, and then the transaction there and storage fees and this and that. But ultimately, the cost per appointment is what we care about, and that cost per appointment is gold considering that no human interaction involved. And that literally, it's doing the work of an army. And I mean, how long would it take any one of you to make 23,000 phone calls, even using a And let me, the last mind, the last mind-blowing tip or thing I'll say about that campaign is those 23,000 calls, okay, were uploaded into the system. I got up, walked to the bathroom, came back, and the results were already done. The AI had already made all 23,000 calls within like 4 minutes. And yielded, I think it was like 30 or 40 appointments in one shot, like in 4 minutes because it was having 20, like, I mean, it called 23,000 people and then the ones that picked up, it was having conversations with and it was doing this all simultaneously. And then all you're looking at are the results, booked appointment, booked appointment, booked appointment, do not call, follow up with appointment, booked appointment. And so, yeah, it's getting exciting. I'm excited for the future. That is something that when I'm ready to roll this out, I'll be able to, you know, propose the invitation to all of you guys for those that want to try it out. And then, yeah, I think the person that best fits that is someone who has a ton of leads and just no capacity to call. But if you're an agent that has no one to call, I highly recommend you start calling because that's the biggest thing that's holding you back from being a better agent. The one thing you're running away from is the thing that you need to do the most. And for most of you, it's calling your leads because that's what's going to give you that strength, that power, that motivation, that willpower to not give up. And my methodology for anyone making calls or I've ever done it is, let's say you have to make 10 calls to make $1,000. Every single call before that, that yes, which was on the 10th call, was a no. If we just divide $1,000 divided by 10, how many did each no pay you?

$100, right?

Your bucks. Guess what? You won't get paid that if you quit. You get paid out on that 10th call for all the fail— all the, all the nos that, that you collected up to that point. And so if you just change your perception on how you do things, you know, you could do so much more instead of feeling like, oh, I'm not good enough, or man, these leads suck, or this and that. But then you make that next call and then boom, they close a deal and it's like, oh, well, it's not so bad after all, you know, it's pretty good, you know, and then you get that feeling again. But the reason we're doing AI is because we have clients that we work with a lot and they do a lot of volume, do drive a lot of leads, and naturally there's just not enough capacity, human capacity to make those follow-ups. And so that's where we're now incorporating the calling AI. Um, but I wouldn't suggest it to someone who hates calling your leads because it's not going to make them any better of an agent.

Yeah. The one thing we talk about and one thing you guys have heard me talk about that have been on our calls for the last like 6 or 7 months is I'm a time guy. You know what I mean? I'm not a money guy. I'm a time guy. Like I have a 5-year-old, a 3-year-old, and if I could get paid to hang out with them, then that's what I would do for a living. You know, and it's one of those things where, you know, I've, you know, I'm the old grumpy guy and I literally live at the end of a mile-long dirt road, you know, and I'm that guy, you know, I get mad at self-checkouts at Food Lion and grocery stores and stuff like that. But if there's something that allows my business to, I hate to use the word autopilot, but if the stuff is there, the AI is doing this for you, it allows you to spend time on the other things. You know, you have to call your leads and you got to work. There's nothing in the world that's going to make you rich by you not working, right? You have to work, but it's just nothing. It's nothing but a tool. You know, it's a better tool. It's a, it's a tool that's going to enhance your business. And I, I have used it, you know what I mean? And I would not push this to anybody if I hadn't used it myself, if I hadn't had experience with the program, if I hadn't had experience with Angel. You know, and like I said, he gets back to you and that's a huge thing to me, huge to me that I can get in contact with him if something happens, if I need a change, if I need an adjustment, you know, or if I need feedback or something like that. And just, I'm gonna forewarn anybody here, I'm gonna, well, number one, I'm gonna encourage you to do this program. Don't, the cost is nothing compared to what you're gonna get out of it. It's not, you know what I mean? And really, like I said, I did the math on it. My leads broke down in the month of December to like $23 a lead. That's nothing for an exclusive lead. That's pennies for an exclusive one-to-one lead, you know, for what you're gonna get out there. And anybody that's been in the business long enough will tell you that, right? But the other thing that I like is that Angel himself, just like, just like people are going to buy insurance from us, right? A carrier is a carrier. If you get a $10,000 policy from Company A or Company B, when you die, you're getting 10 grand, right? But they're going to buy from you because they like you. And the thing with Angel that I like is that he's, you know, he's responsive, but he, if you call him and you complain, you better know your business because like he's going to do you like he did me, and he's going to log into the back end of this system and he's going to be able to see if you've done the work that even warrants you complaining. Right. Because if you—

I'll tell you this real quick right there, Brad, I need to stop you right there because I need to make a very clear point about me and my personality.

Okay.

And this isn't going to be for everybody.

Okay.

But I have to say this. If we decide to work together, I am the guy that will tell you what you need to hear, not what you want to hear.

Okay?

And like Brad said, if you come to me with some type of complaint, like Brad said, you better hope to God that you have a bunch of proof that you're putting in the work. Okay? Because if not, you get me, I can't help you. You know, I just— there's not— there's not anything I could do. It doesn't matter if you buy leads from me from him, from Joe Schmo, from Pakistan, from India, doesn't matter. You're going to get the same frickin result.

Okay?

Because honestly, we live in a world where there's a lot of people with a lack of willpower. And if all we did was do a little bit more than average, you will get a way better result than all these average agents. And I don't train average agents. Okay? You know, if we just did a little bit more than average, you will hit all your goals. Everything else on top of that is just the cherry on top. And the result of that is because you've put in the work, when you start getting referrals and people coming at you from all types of places and wanting to do partnerships and this and that. But you know, that's the thing with me. It's like, I'm gonna tell you what you need to hear, not what you want to hear. You know, if you need some personalized, like, brain-breaking coaching sesh, because I feel like that's what you need, I will break your brain in half and restructure it the way it needs to be done so you can get back in your pipeline like I did with Brad a few times. And then Brad all of a sudden remembered he has a phone system in his CRM that he can click a button and call his leads. And then all of a sudden, guess what happens? They pick up the phone. It's crazy. I know it's a crazy thought.

See, I mean, I mean, I mean, transparency, I made the mistake of calling the leads off of my phone. And I couldn't get anybody to pick the phone up. And he was like, you have to call them out of the CRM because that's the number they recognize, you know. And he logs into like the back, he starts texting all these people out of CRM and they're like, no, nobody's reached out to me. And I like, I swear I called that person, but I'm calling from the wrong number. Like the system, it's one of those things where, and this is something I've worked on personally, you know, in the last 2 years is just be upfront with the things that you're good at and be upfront with the things that you're not good at. And with the things that you're not good at, surround yourself with people that are good at those things, and then that will help, you know. And I'm not— I, I didn't know that stuff. So he was like, you gotta call him out of CRM, dude. It's not going to work if you don't use that number. And I started using that number.

And one thing I would say to that, and the other thing too, for that reason, like the reason why we want to call through the CRM is because that number is verified. AI. Like, that's the whole reason for us doing the whole process at the beginning, is to have the carrier say, hey, when this person calls, don't show up as scam likely, don't show up as a spam call, don't show up as anybody but that number that we're saying that we're calling from. So, but when they call you from your number or your cell phone number, whatever, and they have T-Mobile, okay, T-Mobile is the biggest carrier. Like, I have T-Mobile. When I test the AI, I have to use a Google Voice number because T-Mobile blocks it. Because T-Mobile has this huge, like, spam radar that if you don't have that contact saved in your number, it'll block the contact, or it won't even allow the message to come in, or it won't even allow the call to come in. And so it's a huge problem if you have T-Mobile. But because we're doing everything on the front end for the carriers, making sure it's a validated number and it's verified, when we call them, it shows up as that number that we've set expectations as. And so then they pick up because it's the exact same number we've been texting them from this entire time. Why are we going to call them from your sister's phone if we've been calling them and texting them from this phone number from, from the beginning? You know, and it's just, it's just, it's just congruency, right? The same, same as it's a straight line right across, all the way across. And that's the reason that, that, that why, why it works so well is because, you know, again, it's not showing up as a spam call. And it's worse. You can't hold someone accountable. You said you haven't set proper expectations with, but we are setting those expectations and you're not following through on them. And so then that's where the disconnect happens. So we have a process that works. Highly suggest you trust it, follow it, and just do what you do best, which is close deals. I'll do my part. You do your part. And together we win.

Angel, listen, man, I appreciate you so much. I know I only gave you like a week and a half notice to do this thing and And, you know, you jumped on it and you made the time. And, you know, I appreciate everything. If, if you guys, if you guys didn't get something out of this, then you weren't paying attention. Um, and like I said, I, I sent out in our text group earlier that if, if you don't hop on the call tonight and listen, then don't ever text me complaining about leads. Um, you know, because to me, I think with the direction everything's going, um, with everybody here pretty much having families and things like that, then I don't know why you wouldn't jump on this. I really don't. We've put Angel's contact info into the group chat. If for some odd reason you don't copy it down, reach out to me. I have it. One of the other things too that I don't know if you really touched base on a lot, but when you sign up for this system, you get basically a training portal on how to use the CRM, which is really cool there. When I went through it with the Medicare, it was called a Medicare Growth Lab. I still saved it. I referenced it multiple times that way I didn't have to blow him up over it. So you're not, there's no shortage of information out there. You're really not going to have a lot of questions. And like I said, the good thing is that if you do, he's responsive. So Angel, I just want to appreciate, say thanks, man. That was awesome. It was a lot of feedback, you know, a lot of agents texting in saying how awesome they thought it was. So I think, um, I look forward to kind of, you know, us being able to do business and I'm going to keep my stuff rolling because this was my last month. So I got to re-up with you anyway. Yeah.

And I appreciate you for all you guys. And I, again, I want to just reiterate the only reason that we're this far is because of my client's feedback. And you guys are just as important as my previous experience because times keep changing, rules keep changing. The market is changing and so feedback is extremely important to me. So our, our communication is going to increase as we continue to run this program because the idea of this program is that we all learn from each other and what's working for one of us, we apply it to all of us. And, and that's how we become top 1%. We're not going to do this alone. And that's how I built my program, kind of hybrid community, hybrid And then you'll find some of those trainings, like Brad said, in the portal that shares some of the experiences from previous things and stuff like that that would also shed light on, on how to be a better agent.

Yeah, perfect. Thanks again, Angel. You guys got questions, feel free to reach out to me. Um, thanks again, man. We'll, we'll be talk— we'll be talking soon.

Awesome, man. Well, if anybody reaches out to me, just refer, just mention Brad, his name, and that you were on this training. Just for reference purposes. And then Brad, just remind everyone that reaches out to just refer or just mention your name just so that I know that they were on this training so that I can all, you know, link everybody back to you. But besides that, it was a pleasure being here. I appreciate all of you. Great questions all you guys have. And again, if you don't decide to work with me, I hope I provided you some value so you can make certain and confident decisions moving into the new year. Besides that, hope you guys have a great night and I'm looking forward to working with some of you.

All right, see you guys. Have a good one.

Take it easy, guys.

Bye.

That's awesome.

Yep.

All right, I'll give you guys a shout. I'm getting off here.

Guys, thanks so much.

Appreciate you. If you have any questions, feel free to put it in the text, okay? That was super dope. Yeah, no, that guy is— that's— he's the real deal. I don't— I don't like too many people, but he's on my shortlist. Yeah, you can tell.

Holy crap, dude, what he has to— that all comes with that is insane.

Yeah, dude, I'm telling you, like, there's so much more than what he even touched base on tonight. Like, I mean, the amount of support that the system has and stuff, it's nutty, man. It's, it's, it's like, it's weird. It's just, it's weird.

Like I've spent so much money on leads that are shared, that's 2 to 3 times more than what he's asking for that in a month.

Yeah. So considering that, if you had all these technically, if you have all these like random leftover leads sitting over, you could, I mean, the idea that you could upload them into a system and have an AI call all of them.

Yeah.

I mean, he never calls in sick. Never calls in sick. Nothing like that.

Never had.

Never had. Yeah, it's never going to the store at 1:30 in the afternoon on a Tuesday, you know what I mean? No, it's working. Yeah, constantly.

The crazy thing is, man, for that, for everything that's coming with that, the biggest thing above all else, not on the AI and everything, is the compliance.

Yeah, yeah, this is ahead of the game, you know what I mean? Well, the thing is, like, if you think about it, man, like, I mean, Kyle and I had that talk, and Clay, you and I have even talked about it, where it's like Dude, if I— if you could give me a lead system that I could close 75% of my leads, I'd pay $200 a lead for them. Yeah, 100%, you know what I mean? I'd do it all day. And it's— I think, well, you could give me all this. I don't know how I didn't break down like the 6-month cost thing, but it was like, you're telling $1,600, dude, I'm gonna make that back in a week with this system. Like, it's not, you know, less than a week, you know, because these things are so high intent that But it's like, it's on the agent. Like you get the lead in, don't sit on it for a month and a half and be like, hey, you put your mascot down as a tiger, you know? And it's like, they're not, no, you gotta get, you gotta get them, you know?

But the amount of time that you save just by the AI doing so much work for you, it's insane.

So yeah, it might be better than you do. And that's the other thing. It's doing it better than you're doing it. Yeah, for sure. Yeah. And the AI doesn't get his feelings hurt and AI doesn't get frustrated. The AI, the AI just keeps going, right, dude. Right. You know what I mean? I can't wait. I can't wait.

I'll see you guys later.

See you guys. Yes, sir.

Brad, what— I mean, roughly, what do you think your closing rate is with the program since you've been on it? Have you tracked that?

It's, uh, this sounds kind of nutty, but it's over 50%.

Is that— you think that would be average with a decent— I mean, I know you're a, you know, sounds like you're a seasoned veteran.

And, well, I mean, I, well, the thing is with me, like, it's funny, I'm kind of, my philosophy is when I talk to people, I talk to 'em like I was just striking up a conversation with somebody in line at the grocery store. You know what I mean? Like Clay listened to me sell this woman the other day and I mean, I didn't spin anything off and use any fancy language. It was just kind of like, hey, you did this and it's my job, it's my job to call you back. Like, sorry it took 7 days. They've been influxing me with, with people, you know? And But, um, the ones that I'm getting a hold of, they are the highest intent people I've ever had phone conversations with. If they answer the phone, it's the highest intent I've ever had.

So give me a snapshot of your budget and then how many leads you think you're doing a month.

So when I— now my budget with him is different because when I originally signed up for this program, I signed up for it as Medicare. He was running a Medicare thing. So that's what I did. So I was on $1,297 a month was what I did for a 6-month program. And my 6-month, like this is the end of my 6 months. And it was probably getting close to AEP time. So it was sometime in November. I had called him and like we, us at Life Cross, you know, Clay, Ben, Rod and I, had hit some massive speed bumps at the time. And I was like, I literally called Angel and I said, dude, I cannot dedicate. I was getting too many Medicare leads. I was getting people setting appointments and I couldn't keep up. And I called him and I was actually at that time going, I was calling him trying to get out of my contract with him, was my initial intention. And because I was like, I just wanted the time to focus on Medicare right this second because I have to focus on this company and the agents we have and making sure— we, we had an issue with some, with a lead vendor that, that was bad. And, but, um, I was talking to him and he just said, dude, let me switch it over to Final Expense for you, just give me some feedback on it. He was like, we'll just keep it rolling and I'll do Final Expense. And I said, if you can do that, and heck, man, let's do it, you know. So he— it took him 2 days and he had the whole thing switched over to final expense. Um, like I said, in the month of December— I'd have to go back and check November. November is when he switched it over, I believe. But I know the month of December, I think I got like 58 leads that month, and my budget, like I said, it was at $1,297.

And then you think you converted half of those, or is that the Medicare?

No, when I say that I convert half, I'm convert— when I say that, it's the ones that I'm getting a hold of. Like, if I get somebody, I can't, you know, self-admittingly, I— it's hard for me to sit and dial. Like, I yesterday, I was like, all right, Tuesday I'm gonna dial, dial, dial. Something happened with a girl at church. My wife had to leave, go get her. She was gone all day. I'm sitting around the house with a 5-year-old 3-year-old, you know? So I was like, well, I didn't get to dial that much. You know, I'll dial when I can. But it was like the other day, I mean, I dialed, I dialed, I had a chance to dial 5 of the leads. I got 2 of them on the phone and I sold both of them. And it, but it was like, the thing about the leads though is they just remember. Like it, it was like, yeah, this is why I did that because there's no fluff to it. Even. Even the AI, I mean, I'll bring it up and I'll read you the initial message. You know, because it set an appointment for me today. And I have— I got to call the woman tomorrow. Hi, Barbara, this is Laura, Brad Matthews' assistant. We just received your inquiry about the state-approved burial fund. About what time tomorrow or the next day works best for you for a quick call to provide you with all the information. Woman responded back tomorrow at 2 PM. The AI created the opportunity in my calendar, shot me a text that said, hey, like, this is it. It says Barbara was moved from stage new lead to replied and contacted me and basically said you need to take this over. So I hopped on and said, hey, Barbara, appreciate you taking the time to fill it out, and I look forward to talking to you tomorrow at 2 o'clock. You know, and it was that quick. But it's not like, hey, we're calling you about benefits you're entitled to. It's like, no, this is about the burial final expense information that you requested. And that's what I like about it, because that's why it's high intent. They know exactly what they're asking for.

Yeah.

So out of the appointments set, how many of those do you think AI setting them? All of them?

I haven't set a single one of them. No, the AI does it all for me. I don't— I, I, I haven't— I've re— I have personally rescheduled appointments, but I've never scheduled initial appointments. I usually try to give the AI like a few, you know, I'll call people as fast as I can, but if I don't, the AI like Laura will She'll text them randomly and just say like, hey, haven't heard from you. Just a reminder that, you know, you did this. This is what we're trying to do. It follows up.

So really you're doing little to no dialing on your own.

Not really. I mean, I, like I said, after, you know, I try to dial the people as fast as I can if they don't respond, but that's what I like about it with, with me being, you know, having two kids in the house sometimes and kind of being on my own with no help watching them. It doesn't feel like I have a stockpile of leads sitting there that nothing's being done with. You know what I mean? They're still being initiated and talked to and reminded by the AI, which is, which is nice. I've had people literally respond 2 weeks after they initially filled the form out. And finally they would, Laura would follow up and they would start talking. You know, it was like, who knows? Because like I said, last night I got a lead from somebody in California that came in at 3 o'clock in the morning, you know. And it's like, well, I'm not there to talk to them, but Laura, she's on it and starts sending text messages, you know. Sometimes people be like, well, I'm laying in bed, I don't want to talk right now. And it's like, she'll respond like, hey, no problem, we'll, you know, we'll text you tomorrow, what's a good time? Like I tell you, it's really kind of— it's like, it's kind of creepy, like watching this thing talk to people, because it's, it's like you know, you're better at it than I am. You know, it's kind of weird.

So if you, if you really, you really wanted to, you know, try to scale a little bit in the sense of, you know, like double or tripling your ad spend, do you think that would be a good— I mean, where's that? There's, there's got to be a, a point where it kind of levels off, right? Or not.

Yeah.

I mean, you're not going to get everybody in the state of Kansas, you know what I mean? But it's, yeah, I mean, to me, I think it's, um, I like, I like the mentality of like crawl, walk, run, you know? And, um, to me it's one of those things in that, you know, if, if, you know, you're basically asking me now, my response to somebody that would be new to this system would say, look, you can always ramp it up, but if you're not used to it and you don't know what it's going to do, like getting, getting 4 to 5 leads a day at the beginning is not a bad idea to get used to the system, right? Get used to it, watch it work. And then in 2 to 3 weeks, you can contact Angel and go, hey, I wanna, I wanna bump it up. I wanna ramp it up more. Yeah, no problem. We'll do it. You know, and you can, but it's like, if you've never seen the CRM work and you don't know how the AI responds and all these things, and all of a sudden you're getting 12 leads a day, you're just gonna you're not gonna know what to do. You're gonna be panicking, asking for help. That's kind of the way I look at it.

Cool. All right. Well, thank you, Brad. I appreciate your time and, you know, hosting this. That's cool.

Yeah. Yeah. No problem at all.