How To Create A Repeatable And Scalable Sales Process | 7 Figure Annuity Sales Podcast | Ep. 307

On this week's episode, we're going to talk about how to create a repeatable and scalable annuity process.

Hello, everyone. This is Chad Owen. I am the annuity sales coach, owner of Retirement Realized Financial Retirement Real Life Agents Academy. And people always love it when I say that, but it's a fact. And I also am an agent in the field, just like you. Running appointments just like you. Getting stood up just like you. Having no shows just like you. Having people not answer the phone just like you. Yeah. So it's pretty fun. Yeah. Well, it's important to know that because there are so many people that are cubicle jockeys that they have never ran an appointment in their life. And you know what? There's a lot of good marketers out there that have not run appointments. I mean, I have some dear friends that do that, but, man, when you try and get someone to explain to you how to make calls, when you've called for the hundredth time and nobody's answered the phone and you're ready to just pull every last bit of hair out of your head, it's better when someone's in the field just like you, being tortured just like you, wanting to scream and quit just like you. No.

So you're saying you can empathize with their struggles?

I can empathize, sympathize, magnifies, realize I could keep going on and on. Wow. I can even make up words that don't make any sense. Yeah. But they're real to me.

It's almost impressive.

No, it's not. Okay, go for it.

All right, well, that is the reason that we have Retirement Realized Agents Academy. So I'm going to tell you what we are going to do and what we're not going to do. We're going to. We are not going to take the next 15 minutes and give you the full scoop of Chad's sales process, because that's what's in the academy. But what we are going to do is talk about how to build one, why you need to have one, and some key things that you need to have in it.

And if I see any secrets that you're disclosing, I'm not going to answer the question.

It's going to be give me the silent tree.

You know what? Well, the reality is there's so many people, they want all the value for nothing. And I had a good friend of mine actually become a good friend of mine that is partnered with us, and he made such a profound statement. He goes, if you want everything I have for Free. That means you value nothing of me. And I was like this so profound because coming up, 19 years on this, that means all the years of experience, the blood, sweat, tears, the time. Blood, sweat, tear, maybe, I don't know, but the time and putting all this together, this is very valuable and everything. I have a buddy that's going through a real estate thing right now, and he's paying all this money to go through all these tests to get all these things taken care of. But in the insurance industry, I don't know what it is. It's just we don't want to pay for anything. I'm going if you want, and I'm telling you, if you want to be super successful in this business, the ones that do it pay the price. Not only physically, mentally, emotionally, but also monetarily. And they know the value of making it a business, not a hobby. And I don't mean to jump on a soapbox here, but the reality is I want people to succeed. And we go back to what I've talked about. I don't draw money regularly from the academy. I don't. I don't draw money regularly from the retirement realized financial. I just don't. And I could. I think I've only draw once or twice ever in six years. And it's because I do this because I want to help people and I want to create this process that people can do. But you know what? We have an entire team that works on this. I mean, just this process alone of doing podcasts takes three people more than me just to do this process. And that doesn't include the money we put out there to do everything else. Buying the gear. I mean, our cameras alone, what, 3,000, 4,000 bucks, I think, is what we spent on those?

Oh, probably. At least.

At least. So I'm not trying to get on a soapbox. I'm just trying to get people to understand, stop treating this like a hobby. It's a business. And put your money into it, create it, or treat it like a college education without having to deal with professors that are just spearing their political viewpoints. But that's a whole nother thing that's on next week's episode. I'm just teasing.

The. The business modality is, for me, a key performance indicator in the industry I can pretty well look at. You take age out of it, gender, race, take that out of the equation. Does the agent have a business mentality about what they're doing, or do they view themselves as just an independent sales rep for an insurance company trying to make a quick buck with as little input as they can make.

And those are the guys that do not have a process.

They don't. And they don't last.

Nope.

They're in it for a year, they're in it for two.

Maybe 92% of agents fail within the first two years of this business because.

They don't have the business mentality. Grant Cardone says that I'm not going to quote it perfectly, but that there is virtually no risk in learning how somebody does what you're trying to do. Now, that doesn't mean you go pay a $1 million producer thousands of dollars to try and learn how they did $1 million in premium, saying, what are you trying to get to? They got lucky on one case. What are you trying to get to?

That was funny.

Is somebody actually doing what you're trying to do? Right. That's why I tell agents, don't even bother trying to build a downline unless you're writing over 5 million a year in premium, at least.

Yeah. You know, it's funny, I just started thinking about, you know, our producer here loves basketball even though it's not a real sport. What.

Bro? What are you talking about, man? But, you know, you start to look at, if you go watch some guy that's playing, you know, at middle school intramural basketball, are you going to go get a course there? Are you going to go to. I don't know who's a really good LeBron James? I mean, maybe he's like a really good basketball player.

Yeah.

And how much would somebody pay to be trained by him?

Sure, it wouldn't be worth it, his time because of endorsements and all that.

But, I mean, if I knew more basketball names, once again, it's not a real sport. So, you know, anybody who cry, it's like soccer. You know, you skin these guys, get out there and they get hit and they cry and they wall on the ground. Then you watch women's soccer. They get hit, knocked down, and they bounce right back up and they have vengeance on people. Women's soccer is more than men's soccer. I think it's better. But I probably alienated one person on this entire.

Now, if we're talking about hockey, that's different. Hockey is a real sport. Rugby is a real sport. You know, football, almost a real sport.

Basically, your argument is, the greater your chance of dying, the more real the sport.

Real, real injuries, Real injuries without whining. I mean, a hockey player will reset his arm and put in fake tooth and get back out and start playing again. A soccer player will get a hang now and rolling on the ground. Actually, forget it. Not even hang now. They just don't even get contact and they're rolling on the ground. It's theater.

It's true.

Soccer and basketball's theater.

All right, well they got to get into some value here because so far they're sitting there for zero minutes listening to Chad talk about.

No, we did talk about the process. We did talk about the value of treating this like a business. You do have to treat it versus a hobby.

If you want to have long term sustained success, you want to have a flash in the pan career, okay, don't bother.

And we emphasize this so much. It's so important to understand if you do this industry right, this business right, not only do you get to help thousands of people, you get to have a lifestyle for your family and create a legacy. And that's why we're so particular on this.