Seeing the Value in the Basics | 7 Figure Annuity Sales Podcast | Ep. 119

Hello, everyone. Welcome to this week's podcast. Welcome. I love doing these things, and this week is Thanksgiving, so I tell you what, it's gonna be some good cooking. Oh, yeah. Yeah.

I can't wait.

And take that wild turkey that I caught. We're gonna cook it up and caught. Shot.

It was running around in the front yard, and I caught it.

Butterfly.

Oh, yeah, There you go. Could do that. Let's try and do that.

Get a bigger butterfly.

Put a wager on that. I should leave. You should. I'll put some money down on that.

All right.

50 bucks if I catch it. 50 bucks if you catch it. But you give it to me.

How about 75 if I catch it and then give it to you?

Okay, you give me 75 bucks.

No going the wrong way now.

But, hey, it's gonna be a great week. Remember, this is the week that, you know, the people that do meet with you, they are going to be very serious. So this is someone that either they or they don't have family. I mean, I've also had that, too, where people just don't have family by them. And what are they doing? They want to kill some time, so they're going to meet with someone. I mean, whether it's people that go on the Internet or radio or whatever it is, I find that this week can be a monstrous week. And once again, it's just because you're truly, as I've said in previous podcasts, your number one objective is to help people. And what better way to help them and help them be thankful than know that they can retire without worrying about anything.

Right?

Honestly, I mean, I love it. The people. And this is. This isn't New annuity guy saying this. This is statistic speaking, that people that have annuities and guaranteed income are happier and more thankful during retirement than anybody else. Because think about it, you just don't even have to worry about if the money is coming in or not. So what are we talking about today?

Well, being that it's Thanksgiving week, Chad, I thought it would be pretty good for us to talk about the basics you think about. Thanksgiving seems like a basic holiday, but the reality is, you know, it's such a great time to spend with friends and family and eat lots of good food. And I don't know about you, but for me, I prefer a Thanksgiving bowl where all of the hot food goes in together in one big thing. Stir it up with a spoon, and you eat it like. Like a casserole. That's. That's the way I do It. If somebody else out there listening does that, hey, shoot me an email. We'll talk about it sometime together and how amazing that is.

I was just thinking that there's a place called Earl of Sandwich.

I've been there.

Yeah, you took me there. Yeah, it was. Yeah. Where they do that Thanksgiving sandwich where it has the turkey, the gravy, the corn, and then it has the cranberry jam. That is. That is good.

It is good. Yeah, it is good. Smash it together.

Are we talking about annuities or food?

I know we need to get back to the basics. That's really what we're going to talk about.

We're taking a short break so we can eat something. We don't have leftovers yet.

Okay. So basics of annuities.

Yeah. What do you consider the basics? What. What are. What are kind of those fundamental foundational things that you just got to get these things right?

Yeah. You know, with the basics of annuities. And I review this very. It's very consistent that I go back to the basics of annuities. And the main reason why is because we forget I think of some things. Like, man, it just popped in my head. I have a sledding analogy that I used to use in Colorado, and it is so right. Where basically, when you're in your teens and your twenties, you go sledding down a hill, you don't even think twice about it. You just eat it, you run back up the hill. Then you're in your 40s and kids are like, ah, hey, go sliding down the hill. And you're like, okay, I'll do a couple. And you eat it a couple times. You're like, yeah, I'm not doing that anymore. And then your 60s and grandkids are going, hey, well, if you hurry up, I could be a grandfather before I'm 50. But anyway, so. But you're a grandfather, and the little grandkids are going, grandpa, do it. Great. You go, no, I think I'll just watch this one. I don't want to risk. It takes too long to recover. If we treated our money the same way as we did our bodies, we might be in better shape because we're more conservative as we go to older, realizing that when you get hurt, it takes longer to recover and you don't have time to recover. So when you're older and you lose money, it takes longer to recover. I mean, think about this. If you're already retired and you're in variable accounts, then you don't have time to recover because you're not going back to work. Right. So the basics come down to safety, security, guaranteed income you can never outlive with no risk to the market. That's the basic of basics. Safety, security, guaranteed income, you can never outlive with no risk to the market. But then we also talk about the basics of annuities. How does an index work? How does the income rider work? I go into those basics because I don't want to forget the basics of annuities, because it's the basics that actually attracted me to this industry over 16 years ago. So, yeah, I think the basics are very important. This is why we have people that go into our academy and they go over and over and they review over and over and over again the same thing. And why? Because they're trying to get it so programmed in their head where when they start to forget the basics, they get back to the basics. If you think about professional athletes, they're constantly thinking of the basics of the swing, the basics of the running, the route, the basics of conditioning. The basics are what keeps you going. It's the foundation.

It is, it's, it's. It's the fundamentals.

Absolutely.

Think about what separates great athletes. I'm just going down with that same analogy. What separates great athletes from other athletes is their ability to execute the fundamentals without flaw. And then you mix that with their natural ability. That's what makes what makes them great. That's. That's phenomenal. And it's one of these deals, too, Chad, where you're not just saying you got to go back to the basics and do that. I know that you look at this because of that very reason, and it can be easy to forget, and you can forget what attracted you to it in the first place. But the other thing, too is it's really the basics that you're explaining to clients. You know, it's like as you go in, somebody that's written over 200 million since 2008 and your second year in a row, over 25 million, or close to, I think last year was 24. Yeah, something like that.

Yeah.

But nonetheless. Right. You're talking about somebody that's producing that much going back to the basics. It will throw a lot of these listeners off thinking somebody that's producing that has the basics down pat. But the reality is it's the basics that you explain to clients. So it's the basics that you need to be the very best at. Would you agree? Yeah.

You know, I don't know why I've got this analogy in my Head. But you guys know I'm all about analogies. No matter how many times a person has hit the ball in baseball, they walk up to the plate, they set their feet, they plant it sturdy, foundation, and then they swing. And I think about that when I go up to a client's house and I'm sitting down, I'm planting my feet. So foundation, fact finder. What do I do? Why do I do it? And who am I? How do I help them? Then I go into that fact finder. Those are the basics. You cannot do anything till you get that done. You can't recommend a product. You can't find a solution to their problem because you don't even know what their problem. Right. So the basics is the fact finder.

That's good.

You know, when I'm making a phone call, what's the basics there? Seeing if I can't, if they're even qualified for me to help them, Can I help them? Do they have enough money where I can actually make a difference? Or do they have 30 or 40 or 50 grand that they're planning on me trying to build this huge retirement off of? I can't. You know, that's called emergency funds and savings. So the basics is so important to get back to. Once again, why do you do it? What's your purpose? Why are you helping them? Can you provide a solution of the problem? And then after the basics, what type of product are you going to use? Which one meets the need? It's all down to the basics.

I mean, it really is. It's basics repeating themselves over, over, over and over again. I mean, it's a process which becomes robotic. It does, it does.

You're literally just sitting there going, I don't even have to think about this because I do the same routine every time. Now, obviously the situation changes because every person has a different amount of money. Every person wants to retire at a different time. Some are married, some not. I mean, there's all sorts of circumstances, but it's robotic in the process. I meet with them, I tell them what I do. Once I tell them what I do and how I can help them, I find out. I do a full fact finder. Then I find out what the problem is. Well, then I explain how the product works and how this solution can help their problem. So it's just robotic. It's consistent.

Well, and what I love about the way that you do robotic is it's robotic from the standpoint of it's consistent. It's the same thing every single time. But it doesn't lose the human aspect. The way that I think about it too, this idea of roboticism is like a music artist that goes up on stage to sing one of their songs. They can do it without even thinking about it, but they don't, they don't exclude passion, they don't exclude that thing inside of them that makes them glad to be there and doing it. So it's the same way here. If you're glad to be helping people, you can be helping the person across from you. Pretty much this. I mean, what they're going to need may be different, but what you're doing, what you're saying, the things that your process, it's the same as the last person. But it doesn't have to be robotic and passionless. It can be robotic, consistent, still have that emphasis, still have that enthusiasm, still have that passion behind it. So that's pretty good stuff.

Yeah. I remember there's a commercial from a really well known insurance company and it's talking about they have a rap problem. And this group Rat, way back in the day when I was a kid, man, I mean, they would get up there and they would sing this song, rounded round. It's kind of one they were really well known for. And when they were younger, they're really passionate about, really excited about it. But you could tell in that commercial, these guys were strung out, they're done, they're cooked, they need to stop singing because they just didn't have the passion. And I'm going, okay, you're done. You used to be good, but now you just don't need to be doing this anymore. And you could tell the difference between the passion right there. You know, I've met with thousands of clients now. There are days, obviously I'm tired, there's days where I don't feel like doing as much as others. It's not that often. I mean, making calls. As anybody who's followed me for a while knows, making calls is still a challenge for me. Very rare. Do I ever go on a Monday going, oh, I'm excited about making calls. But when I'm running appointments, I actually am pretty excited about it. Unless I get to my 15th appointment in one week. Cancel, please cancel. It's okay, I can meet with you next week. But obviously I would. I don't want them to if I can help them. Because what happens if, if that next week the market actually loses a bunch. And I do think about stuff like that. I think about, man, what if I don't meet with this person? The Stock market falls, what do I do then? And so I always have that in the back of mine. But I am so passionate about helping people. And people when, when I speak in front of groups where I'm training agents or I'm actually one on one with the client, I always hear you're so passionate about what you do. Think about this. None of my clients ever have to worry about losing money. Don't talk about basics. I mean, that's as basic as you get. You can't outlive your income and you'll never go backwards due to market volatility. I mean, that's as basic as it gets. But can you be excited about that? Absolutely. Just because somebody. I helped someone before, this is a brand new person. I remember when we were out, man, I used to live in Hawaii and we had a charter business and we would go whale watching. Like, we'd take people out and we would watch whales. I found at the end, I was like, okay, another whale. You know, it's like, it's gonna jump, it's gonna spout, it's gonna do this. Then we took some friends out from the beach, they saw a whale spout. That was it. And they flipped their lid. Oh, my gosh, a whale. And I thought, man, I really need to look at that through their perspective. You know, they are seeing this for the first time. So when I'm helping a client, I look at it from their perspective. Most, these people have not been taught the proper thing about safety and security. Most people have been told there's no such thing, or it's too good to be true, or don't ever buy annuities, or I'd rather die and go to hell than selling annuity. I don't think they know what hell is because I would rather sell an annuity than go to hell. But anyway, that's a whole nother thing. But, you know, you get to the extreme, you look at it through their eyes. Once again, back to the basics of the. They've never. A lot of people have never even heard of this concept before. Explained properly, right? There's a lot of agents out there. Well, your indexed annuity is going to average 12%. No, it's not. It's not going to do that. Can it? Yes. Will it? We don't know. But I do know you're never going to lose money. Once again, back to the basics. I know you're never going to run out of income. Back to the basics.

Yeah, that's really good. And it seems like it's those Times when maybe agents get caught up in what they've done previously that they start to overcomplicate it for the client in front of the meaning. They've gone through it so many times, they've done it so many times that it can be kind of that unexcited approach, that unexcited mentality about it. Kind of like what you were talking having with the whale there. It's like you were looking at all these whales, you've done it 100 times. Somebody else sees it for the first time on the beach, they get all excited. But the reality is when you've explained something hundreds and hundreds and hundreds of times, sometimes it can be easy to lean into explaining it in a more complicated way where you actually neglect the basics, which is what that client needs.

Well, what if I treated my wife that way? I've seen you before, I've said hello to you before, right? Yeah. It's like, what are you doing? Yeah, the excitement needs to be there. I've been married for over 27 years and I'm telling you what, we still get excited to hang out. You know, like one of my favorite things to do. And don't say I'm an old fart because that's just. I love just the wind down time where it's just me at night in bed, me and her just chilling out, reflecting on the day. And we do have a very consistent routine at times. But there's also times where we have brand new things that happen. Or even if it is, if she goes, yeah, I went to the chiropractor today, I've heard that before. You know, I mean, how bad is that? So we got to think once again, everything is new all the time. Excitement. I tell my kids all the time, you know what, we've never been to this age before. We ever had kids this old before. There's so many people we help, they've never even heard this before. So don't let your kind of reputation routine, not repeat, repetition, repetition. Yeah, so it would be a reputation where you're just doing it over and over, lose that excitement. Remember, we are helping people in a situation life where they've never been before. So get back to the basics and don't lose excitement.

I would say that I love that.

Well, I hope this helps you guys. And of course, happy Thanksgiving. If you eat a lot of food and really enjoy time with your family, have a great day and happy selling.