How to Have a Seven Figure January | 7 Figure Annuity Sales Podcast | Ep. 277

Welcome back to the seven Figure annuity sales podcast. Caleb and Chad here. We're going to talk today about how to have a seven figure January. Chad, you've, you've had a few of those over the years.

I better have. I don't know if I've ever. Not unless they took the whole month off.

Yeah, it's, I mean it's doable. And I've got a few things outlined here that I want to talk through today. But number one, we're going to talk about locking down your process. Super necessary if you're going to try to write seven figures. Get your leads coming in number two and then number three, study your product solutions in four specific categories. And I'm convinced that if you've got the opportunity and you can knock these three areas down, you can have seven figure January. So locking down your process. We're talking about calls, appointments and pending business. Chad, one of the things that I noted here was just have your, your call intro. I ironed out how you're actually having those conversations with people we obviously train in the academy about your call, like how you actually structure that and go through that. But what are your, what are your thoughts as far as locking down a process, systematizing that, having consistency in that?

Well, the process, I mean, if you think about sales in general, I mean I've been doing sales for 32 years now and sales is always based off of a system and a process based off of each person's personality and characters, how you adapt it. But it's always the same, always. I mean, whether it's a jewelry business, whether it was a Lasik eye surgery, whether it was being a waiter, whether it was being, you know what I do now, you basically introduce yourself to the client, whatever way that is. You find out what their situation's like. So a fact finder, in other words, even, even a waiter. Think about this. So what, what kind of food do you like? If you go to a restaurant and the in the person's and I'm not sure what to order. Well, what, what are some things you really like? You know, I like a really good burger. Okay, well now you're fact finding. Do you like onions? Do you like tomatoes? Do you like. You're finding out what they like and then you go, well, based off of what you want, you say, you know what? I really like those crispy onions. God, my mouth is turning water right now.

We need to take lunch break early.

Yeah, I really like those crispy onions and some barbecue sauce. Okay. Based off of that so now we know the problem. So we know what you like. Now we know the problem is you don't have that. So now we need to have the solution. So the solution is I recommend this big Tex barbecue burger with crispy onions on top of it. And I'm just doing it again. But, so this is a problem with intermittent fasting and not eating till 7 o'. Clock. I'm like going, just dying. But you know, so you have the fact finding, finding the problem. Now you have a solution. And, and the delivery comes in. Well, even if you made the right solution, if the burger tastes horrible, well then the client's not gonna be happy. So you gotta make sure the product you're doing, the whole process is finding the right product that you know the client's gonna like. And that's where, how can you not like that? You're gonna have guaranteed protection from market volatility, that if you do get gains, you'll never go backwards due to market volatility. How can you not like that? So I know the meal I'm preparing for my meal I'm preparing for my client I know is going to work for them and they're gonna love how it tastes.

I love that. I love that. One of the things that I tell agents all the time is they don't even bother buying leads or spending money on marketing until you've established the process that you're gonna work them with.

But every person says the number one is like, what do you want? Leads? Leads. Leads. No, I, you know what, I want more than leads. I want to know how to effectively communicate and understand the best products that are available out there so I can make the most of. Which is why my average sale is over 450,000 when the average industry average is 150. I get the same leads as everybody else. The difference is that I know what people like to eat.

Because you're asking, you're, you're asking, you're asking the right questions, you're getting the right information so that you can actually address the issue at hand, right? I do. I tell agents all the time, don't even bother. I mean, you're going to waste money if you go buying a bunch of leads and you don't have a process that you're going to be working them with if you treat it just kind of flippantly, willy nilly. And I do think that part of the reason that a lot of agents never systematize a process is because of how sporadically their leads actually come in. I think There are agents out there that they don't. They don't budget enough for leads or for marketing that they're. That that's such a low flow that when they get a lead in, it's, you know, or a few leads or whatever it is. There's. There's no volume of leads to a point that they actually systematize how they work with each one of them. So they treat each one just basically letting the client dictate the steps along the way. And I want to do this and they want to do that. Now they're just appeasing what this individual is asking for rather than having that system and process in place so they can actually lead them from point A to point B.

Can you please breathe in between your sentences?

Was I not.

Oh, my gosh. It's like, that's a run on, man. You're gonna die, you know. Breathe in between your sentences.

Okay. And I did about 24 hours of training content this week. I literally think I was out there recording for about 24 hours this week. And so I'm, I'm still in that mode, I guess. But, yeah, number two was get your leads coming in. I mean, we're here at the end.

Of never, ever, ever stop your leads. You know what I'm counting on?

Yeah.

So most people know I'm moving to Colorado, and Colorado is very, very, very, very full territory for leads. So even though I've been with these lead companies for years, they're saying, hey, you know what I mean? There's like six, seven people, sometimes 20 people waiting in line now because of my, my longevity relationship with them, I'm going to be bumped up number one, number two in the areas. But they said. I said, well, we don't need to worry about whether I'm going to be able to get in or not, because the reality is there going to be a ton of people shutting off their leads in December. And he said that is true. He said, we have so many people that put their leads on pause in December. And that what happens there is when you put it on pause, you now go to the bottom of the line. And so the people that are waiting move to the top. And this is why I'm never worried about leads, is because even in an area that's completely saturated, there's very few people that never shut them off. And then I saw, I said, remember, not only do I not shut them off, I also will not ever. I very rarely ever ask for a refund. So, yeah, yeah, we're.

We're Here to give context for this and why you shouldn't shut your leads off. I mean, even in Q4, Chad, you've done over seven and a half million since the start of October.

Okay?

So in Q4 and we still got an extra, we got another week next week. You could write some business before, before Christmas break of her. Well, it was officially here.

But didn't October, didn't I take the vast majority of that month off or not?

Probably.

Probably, yeah.

So the point being seven and a half million in, in the quarter. And it's the quarter that a lot of people are like, oh yeah, you know, fourth quarter of the year, you can't do anything there. It's like, no, you can. You just have to do it. You just actually have to do the thing. Don't shut the leads off. Now I will say if you're trying to expand like we're talking right now about get your leads coming in, get, get your lead flow established, your companies, you're working with, the marketing systems you're using, get those set up and ready to go now. Because even if it takes, you know, a week or two for them to actually start kicking, you're going to be wanting those at the start of the year. Right. You don't want to be calling in January trying to figure out the leads and marketing strategies you're going to be using for 2024. You want to have those established, ready in place so that at the top of the year you can hit the ground running, start producing early. We're talking about having a seven figure January, not let's work hard in January so I can have a seven figure February and let's have a seven figure January, get those leads started. Yeah. So anyhow, if you don't have. This is one little note I made. If you don't have passive marketing systems, you have to get creative and build active marketing systems. The difference between the two is basically what are you having to do? So for Chad, I mean, a lot of your stuff, you obviously do the radio, but your individual leads, your Internet leads and whatnot, a lot of it has gotten to the point now where it's relatively passive. These things are operating in the background and they're funneling in. If you didn't have those, you would have to be more proactive in your approach to generating leads and getting client opportunities.

So one, it's a tough, it's a very tough situation. And I'm even thinking, even though I have this steady.

Flow of leads, I'm always thinking the future. So I'M thinking of starting to acquire some companies to make sure I have different lead flows. So I'm reaching out to the places in Colorado and saying, hey, you know what? I might buy this company. Now, once again, most people can't do this because they're not at this point, but as everybody knows, I was $150,000 in credit card debt when I started this business 20 years ago. You know, I mean, this, this took an enormous amount of time, energy and effort to do that. And so it doesn't, it's not going to be an overnight thing, but I did have that two and a half million dollar annuity that I had to split with a life insurance agent. So 50. 50. But that's the one that really launched trying to, starting, let's see. I think. So that was probably about 9%, 8% comp. So $120,000 that got shot into trying to take down that debt. And it took that one moment and in the momentum, we decided we were never going to be in debt again. And that momentum continued to build. So now I'm at the stage, you know, 16 years later of being able to say, because it took us about four years to figure this thing out, but, you know, now you don't have to figure it out. I mean, you got the podcast, you got the academy, you got all, all these resources that we do to where you don't have to go through that. And so, I mean, you know, you got to constantly be on the cutting edge of new lead systems.

Yeah, absolutely. I mean, I guess a good way to put our mentality or our, kind of our heart behind everything we do is to try to shorten the growth curve for everybody else. Right, right. If it took, if it took, Chad 20 years to go from 150,000 in credit card debt to one where you're at right now, it's like, how do we take what's been gleaned and learned over those years and allow somebody to ramp up in a year, two, three.

Well, I'll tell you what. Yeah, we, we have, we have a, a gentleman right now that we're bringing on board where he does 10 million a year virtually, and he's been training a guy for a year and a half and he's at 7 million virtually. So, I mean, we want to shorten this curve so much to where it's, there's not the growing pains that I've had to go through.

I love it. I love it. The third piece to setting yourself up to have a seven figure January is study Your product solutions. Now that should be, I mean, we're not, we shouldn't see a ton of product changes between now and the start of the year. We're kind of getting to that point where products are probably going to hold relatively close to where they're at. But study those product solutions for high guaranteed lifetime income, increasing lifetime income accumulation, and legacy planning, those four areas. And if you've, you know, your product solutions in those four areas that are generally going to be your kind of your, your go to. Again, we're approaching every client with the mentality of what's best for their unique situation. But you will inevitably deal with people and come across people that have very similar situations where the same product might be the best product for them. So know your product solutions. And in all four of those areas inside now, study all the start of the.

Study all new products that are out there. Because, you know, I have probably 70% of my business going through one company this year, but that's not normally the case. But I still have, I think, five different insurance companies, probably eight or nine different products. So I mean, I've had to spread it out this year. But it's very unique situations. But there is one company right now which, if you're part of our organization, you can use that company because really the product itself. Only 35 organizations in the United United States have access to this product. And I'm not going to say like everybody else does, this is. We're the only ones that carry this. I hate that. It's like very rarely is that the case. But we are one of 35 that have access to this. So it's a phenomenal product in it right now. I probably only ever lost two or three cases this year because somebody else said they have a better product. But it wasn't the product. It was a relationship they had with the current broker. But that's very rarely a case. I mean, I've gotten away millions and millions of millions. I think I just passed, passed what, 29 million for the year. And I, you know, which is still, you know, I still got what, three, two, three weeks? Two weeks. I still got two weeks. And so, you know, I'm hoping to pass this this year over 31 to 32. So it's all about the right product and be able to be other people and not use the same thing that every IMO marker tells you to use. Then you're just like everybody else.

That's right. That's right. So those are the three big areas. Know your process, have that process inside and out. I mean, you've got it locked down. You know what you're doing, you know what you're saying, you know what you're going over with them, how you're articulating things. You're bringing them into that flow, not just flippantly going about it. Get your leads coming in now, right. Build those relationships, those connections with your marketing systems and your lead companies for next year and then be studying those products and. And you do those three things and you're going to be positioning yourself ahead of most agents going into 2020.

Absolutely. Okay, well, knock it out of the park.

So, yeah, quick note. Next Monday is Christmas Day, so Merry Christmas. Following Monday.

That's right. And then the following Monday is New Year's Day. So happy New Year's there. We won't be back until January 8th. We give you guys the, the Christmas break and the New Year's break and enjoy the time with family and friends and make lots of memories and laugh a lot.

For sure.

We'll see you guys in 2020.

Nothing more important than that. Nothing more important than relationships and memories. So have a great, great week, a great year. Happy selling.

It.