I Made $5,000 in 48 Hours Cold Door Knocking (Insurance Sales Script)

What up, y'all?

Check this video out. So I hosted a mastermind in my office, had a bunch of people in, and one of the things I like to do is try to figure out what people are trying to accomplish, not only long-term, but many of y'all are in a short-term situation where you need some money for whatever, get out of a hole, some debt, whatever. And Lindsay, who is going to be on the video coming up, we were having a conversation about her situation, and she has some credit card debt that she had to pay off. I think it was like like 12 or 15 grand she had total. And so I was like, all right, well, let's come up with a game plan. I made it like, this can be really easy to make up a couple grand. And I literally went like, no offense, you could go out in my office complex, bang on doors, and I promise you, you'll get some type of lead or sale. And she was nervous, but it was a challenge. And I told her she couldn't eat lunch until she did it. And so you'll see the content of her out there. And long story short, obviously we wouldn't be putting the video together if it didn't work out. So you'll see some success from it. She was able to not only make, generate a lead literally within minutes, but that weekend, literally 2 days later, she went out, implemented a strategy, a door knock strategy we put together for her even further, which we'll discuss. And she was able to go out and make a couple thousand dollars on a sale. We'll get into more details, but check out, check out what we got here. So for those that were late, we challenged her to walk around the office complex because she had She has mental issues on the phone. She makes a lot of phone calls, but she's convinced no one picks up the phone. So then she started door knocking, is feeling more comfortable with it and having success. But she has debt to pay off in 12 days. Yeah. And she needs to have an extra 3 apps in 12 days. And I'm like, yo, you could walk around this complex and find an app. So she said she's willing to do it and I love a challenge. So we're going to— we're going to— we're going to have her at least go get a bunch of nos out there today.

Nope. I don't think anybody's— Feels so weird going to a business, but okay. Nope. She was like, "Ah, yeah, I'm good." All right, I'll just go to the next place. Nope. Nope. Nope. So one of the things that I need to do, especially with door knocking, is I need to get physical business cards because right now all I have is my digital one so I can text it to them, but I can't do anything else. Good. How are you? Doing well. Good. So my name's Lindsay. I actually work with John down the road, or like in Suite 800, and I've been helping out people here in the complex just with life insurance. Insurance. So I don't know, is that something that you've— you have right now, or is that something you've taken care of? Or it's what I do, find the person, give her a quote, whatever. So I could get her like a— she's 23— I could get her $100,000 worth of life insurance for like $2,780. I think I've been everywhere, but I got one lead, one person that I texted that she wants to do it, she just needs to actually sit down and look at it. So I mean, this about as cold door knocking as you can get. Door knocking while people are at work and really shouldn't be talking to me. So it works.

All right, cool. So Lindsay, she goes out at lunch, bangs on 10. We have like 10 buildings that are just like mine in the unit. So she goes out literally and I told her, go knock on each one of them, say, hey, I work with John in Building 800, I sell life insurance. Do you need any? It was— I was like, don't overcomplicate this. So 10 buildings generated 1 lead. It was a small sale. I think it was like $20-something a month, uh, life lead or whatever. And who knows where it leads in terms of referrals and opportunity. But what it did that I loved the most, and this was the point of the exercise, is it challenged her to get out of her comfort zone. And she wasn't going to tell me no. And I told her she couldn't come back if she didn't do it because she said she wanted to change. And I'm like, we can get you out of this situation without money because so many agents fear that they can't get out of their situation unless they have a bunch of money to buy leads. And I'm like, you are a human, you are in sales, you have the ability to speak to people. Statistically, I don't think anyone's confused at how few people have insurance that need it, or quite frankly, even enough if they do have it. And so I was like, why don't you get out of your comfort zone and do something that most people aren't doing? But to be real, there are companies that you all know that do this as their main business model. So it's not like I invented something new. I just challenged her to get out of her current, um, mindset, her current thought process, and maybe limiting beliefs she had in herself in the ability to generate business. Again, we are in sales, you know. So she goes out, bangs on 10 doors, generates a lead, and, um, again, small policy, all good. But it gave her a level of belief that she didn't otherwise have, I don't know, 30 minutes prior. And then all the other people in the room got to see it as well. And so then we started to analyze it, and I'm like, all right, how do we implement this in your day-to-day? Then maybe you only want to buy leads and you don't want to get out of your comfort zone and knock on doors, and that's okay. But if you're in a, in a, in a financial situation and you don't have another alternative, my point is, why not try it? And we have a guy in our group that issued over $300 grand last year cold door knocking, not with no— not leads. He doesn't buy leads. He just literally goes to like apartment complexes, knocks on doors and says, hey, do you need life insurance? Super simple. So with her, she was having some trouble on the phone making phone calls, her conversion rate to appointments. And we analyzed it, and I think she was just overthinking it, etc. Um, but anyway, she, she was open to the idea and she had been more comfortable at knocking on doors and she was generating— the previous mastermind, the month before she came into my office, I challenged her to knock on doors. So she went out and started doing it with leads again in my office complex. It was cold. So I'm like, all right, why don't we, why don't we merge the two of all your leads? Because she goes— I asked her how it was going and she's like, it's good, but it's like 20 minutes between door knocks. I gotta drive from this neighborhood to that neighborhood, and it's just, it's really inefficient. And I'm like, why don't we put in the strategy that every time you knock on a lead's door, you then knock on a minimum of 3 neighbors' doors and just go, hey, I'm working with your neighbor Joe on some life insurance, just interested to see if you need any. And again, even if you haven't closed them, even if you haven't almost quite frankly, talked to the lead, got the lead to answer. Maybe they didn't answer the door. You are still working with them if you're working the lead. It doesn't need to be that deep. So I'm like, you just have to be willing to accept nos, which you already get on the phone anyway. And you don't have to be super salesy. You don't have to be a schmuck. You don't have to— but you can go like, hey, I'm working with your neighbor Joe, just seeing if you need some life insurance. Worst case, they say no. You know, and I'm like, why don't you implement it literally 3 minimum per, uh, lead you knock on? And if you have appointments, I challenge you to do it then. And if you're selling virtually, I challenge you to go knock on some doors. Again, if you're happy financially, cool, but not everybody is. So again, with her, she has this credit card thing we're trying to take care of, and I'm trying to figure out how can we knock this thing out quick. Um, so Thursday we're in my office, she does— she knocks around the complex. Saturday she goes out, and we have some pictures here of it and stuff too. She goes out and the lead she had basically told her to F off. And she went still to the neighbor's door and was like, hey, I'm working with so-and-so seeing if you need any life insurance. And the neighbor was super nice, kind as can be, invited her in. She writes a $3,000 AP policy, it issues right there on the spot, and she makes the money and then some of what she needed to get herself out of the situation. So this stuff works. I've done it myself. I've, I've made tons and tons and tons of sales knocking on doors when I was new. It wasn't my end-all be-all forever plan, but it certainly got me out of a bind. And the goal with her was, if you don't want to do it forever, cool, let's take that money, reinvest it into a lead flow you like so you don't have to. But she likes it. Maybe you'll like it, I don't know. So even if it's not a forever plan, it can be a get me out of this situation plan. And I've been sharing her story as well as sharing hundreds and hundreds more over the years that we've done this. This was not the first time I've done this. And I've been challenging people who are in sticky financial situations to do more and get out of their comfort zone to generate sales and prospect and go out there and earn business. Like, this, this industry isn't about just sit around and wait for some automated text thing to pre-book appointments and you do nothing. Again, if you're doing that and you're happy financially, cool. But if you're not, which most likely you aren't, why don't we get out of our comfort zone and, and learn how to generate business for ourselves? And so this was an easy thing. Again, $3,000 one Saturday morning. She's now able to implement this into her business every week. I'm like Imagine if you just did that once a week and had, you know, even after advance and even after chargebacks, you do that once a week. I mean, you make an extra 5, 6, 7 grand a month just barely doing it. Imagine if you put it as a regular part of your business in every single lead you got. You do what I did, and I had a rule where you not only had to say no to me on the phone, you had to say no to me in person. So everybody I couldn't book an appointment with on the phone I would then door knock even if they told me no on the phone. And of course, as you know, a ton of them don't answer. So I certainly knocked on those doors. And again, it was not my forever plan, but it got me out of a situation. I reinvested properly, and I didn't want to do that. So then I became very disciplined in my lead purchase strategy. So I never put myself in that situation again to have to knock on doors, because I didn't prefer that. So then I was able to get my lead plan and my lead flow the right way, so where I was able to book easy appointments. And then the overflow is how I started building the agency, because I gave them out to the agents and those were the leads they would work, or anyone that told me no. And I'm like, hey, have the same plan— no on the phone, no in person. And I copy and pasted this system to a point now where, as y'all know, we have, we have a good-sized agency. We do a couple hundred, a couple hundred million dollars a year in paid premium and have thousands of agents selling. And it's all from simple strategies like this. The biggest thing I've learned is the more I simplify this business for people and show proven ways to make money and use these stories to show other people the trickle effect from that and the belief that we get from others that see it, because everybody expects me to make money, but I'm like, look, she made money doing it too. And the belief level— and that's why we're sharing it with you, to hopefully increase your belief level, give you the opportunity to get out of a situation So would love for you to watch any, any more of our stuff. If you implement this and have the ability to do it, would love if you share your story, tag me, send it to me. I love hearing stories. So this has been one of our very many success stories at the different masterminds and trainings and events I do. If you're interested in attending any, whether virtually or in my office, you can go to JohnWetmore.com/events. I do something every month. Again, Zooms, in-person stuff. We're teaching sales, we're teaching strategy, we're putting, workshops together. We're teaching agency building, scaling, everything I've done to get where I'm at. I'm sharing it all. All you got to do is register. Look forward to seeing you soon. Later.