This Beginner's Telesales Phone Script Made Me $100k in 60 Days ft. Ciana Araya | Ep113

How many times did you fail it? My son's failed it twice so far.

I don't want to tell you.

I'm like, I want to know.

18.

You paid for and failed 18 times?

Yes. And I was working. Yeah, I was working 2 serving jobs. So like all my money was just going to that test. I was like, I have to pass this. Like I saw the vision and I was like, I have to. I was so motivated to do it.

Holy shit. I think the highest I've heard before— I knew it. I know a guy. He killed it in the space too. I think he failed it 12 times. Welcome to the podcast. Appreciate you getting on.

Thanks for having me.

Yeah, absolutely. And one of the things I always try to do is give people that are watching— one, for the people coming on, certainly some kind of benefit, help you, help you get your name out there a little bit more. We get a decent amount of people that watch this thing now. We're going on 2 years doing this sucker, so it's, it's growing more and more every month. And, um, for those that are watching, I always like to give people like a little bit of insight, you know, to, to let them know what's possible in the space and Every one of us was new once, you know, and scared and nervous, not sure what the hell was going to happen. And, you know, um, I, I've heard, um, I don't know your numbers exactly. Reese, Reese looked it up. He told me you're over— are you over $100 grand already for the year so far?

Um, well, March hasn't been updated, but I'm at $104,000 for February, until February, like end of February.

Really? Through 2 months? Yeah, good for you.

I know, I'm sure.

So through April you're going to be— hell, you'd be pushing $200 grand already.

I sure hope.

I love it, I love it. All right, so you just been— you just got started 4 or 5 months ago? You got in the business, what, you say November? October, November?

Uh, yeah, like end of November. Yeah. Oh shit, I just like— I know, so I was so bad at first, like terrible actually.

I would say you're still at first, you're still new.

Yeah, true. Holy shit. Like, I remember having my upline in my ear and he was not even on the call. Like, I had my Poly on and, and then his cousin was next to me and they were telling me what to say. And I was like, guys, like, where do I go? Like, I don't even know where I am on the script. And then I remember like my second day I closed like it was like $320 a month and I was like, crap. Like, I just made like $2,800. Like, I cannot go back to what I was doing before. I was like, not, not happening.

Was it one deal for $320 a month or you closed multiple?

Um, it was one. It was like my first deal. It was $320 a month. So I was like, yeah, I need to do this.

Is it still on the books?

Yeah, he's actually still on the books. I talked to him a lot.

Life is good. I love it. I love it. Okay, who do you work with?

Um, The Blueprint, and my upline, his name is Mo Bush.

Oh yeah, yeah, good. Yeah, I like it. Cool crew and good guys. Yeah. How'd you connect? How'd you get into it?

Oh, okay, so actually I was gonna go to a different company. I don't know if they're in FFL, but, um, it was like way too far from home. It was like 8 hours. I was gonna move my whole life. And then I was actually taking my test and I failed it. And one of the guys came up to me from The Blueprint and he was like, hey, like we're downtown Lexington. Like you need to come check this out. Like I think you could really succeed here. And I ended up coming into the office and like the numbers that The Blueprint was throwing versus this other agency I was gonna go to was just like, I was like, wow. Like you guys make what the other agency made in like like 3 months. So I was like, okay, this is where I want to be for sure.

All right, how'd you connect with them? You said they just came up to you like just randomly? You met a dude randomly?

Yeah, after I took my test, he just randomly came up to me and was like, hey, like, I've seen you in here. Yes, isn't that crazy? Swear. He got my number, he sent me these Google Docs to help me take the test again. And he was like, yeah, just stay in touch. Like, if you want to come check out the office, please do.

Is he just squatting outside the testing center?

I don't know. He was wearing Cookie Monster pajamas. I was like, why not? I know.

Was that Mo?

No, it wasn't Mo. It's, um, his name's Pablo. He's on our team. But no shit.

Yeah, I want to talk to Pablo now and figure out what the hell he was doing. What the hell? Interesting. All right, so you started working for Cookie Monster after failing your test?

I did. Okay, got it.

This is new. All right, and then how long till you got— when did you take it again?

Um, I took the test a lot of times, I'm not gonna lie. It took me like 6 months to pass. I'm not joking. I don't know, I just wasn't studying that hard. I kind of was just like halfway doing it. And, um, then I really locked in about— it took me about 2 weeks after I met Cookie Monster.

No kidding. How many times did you fail it? My son's failed it twice so far.

I don't want to tell you. I'm not gonna—

I want to know.

18.

You paid for and failed 18 times?

Yes. And I was working 2 serving jobs. I was working two serving jobs, so like all my money was just going to that test. I was like, I have to pass this. Like, I saw the vision and I was like, I have to. I was so motivated to do it.

Holy shit. I think the highest I've heard before— I knew— I know a guy, he killed it in the space too. I think he failed it 12 times.

Well, Cookie Monster failed at 22, so did he really? Yeah. What? Yeah, the contest is just really hard. Like, really hard.

Interesting. Some people just quit too soon. Holy shit.

I'm impressed. I guess. I was determined, for sure.

Do they make you wait? Don't they make you wait a certain amount of time before you can take it again or something? Or do you gotta go to a new test? No, they don't. Just take it as many— Really?

Okay. Yeah, I would have probably still I would still be taking it right now if I had to wait.

Yeah, wild. Okay, well, and you meet Cookie Monster, you're nervous as shit, you get on the phones, and where'd it go from there? Just like that, after that first day it clicked.

Well, there was a point in time I kind of like— I was dialing like 300, 400, 500 people today— a day. I would get honestly like about one sale a day. I was pretty lucky, but I would work for it. I was working for it for sure. And my upline, he told me, I remember he was like, he was like, the only reason I invested so much energy into you is because you kept showing up. Like, you kept showing up. Some people, like, they just like quit after their first week. And I think the determination came because when I was in college, I was playing soccer in college. So I was like, already had that like locked in mindset where I'm like, oh, I have to I have to win, I have to make this work. I think that's where that came from, for sure.

It's athlete, makes sense.

Yeah, for sure.

Crazy. All right, so what, what was the hardest part about— once you figured out how to make that first sale, then did you struggle after that, or what, what do you think was the hardest to kind of get to? Because what, 2 months later you started selling $10K a week?

Yeah, honestly, um The hardest part, probably getting licensed with all the states. I wish I just put it on a credit card. And then trying to get the clients back on the phone. That was the most hard, the hardest part for sure.

Clarify that. Getting them back on the phone. What do you mean?

Like, so—

Like booking appointments or?

No, so like, after you, like, I would write down all their information and then I would go by the state. And then I was like, okay, underwriting. So I'll call you back in 24 to 48 hours to complete this. So like, because you can't sign for them. Yeah, so I was just trying to get them back on the phone, making sure they signed their documents.

Got it. Instead of getting the States all up front, you were what, just nervous to get the States or didn't want to pay for it?

No, I just didn't have the money. I was broke. I mean, what do you expect? I took the test 18 times. My bank account was drained.

Yeah, it's like $50 every time you take it, ain't it? Something like that. $100, whatever it is.

I probably spent like $1,800 in total. Oh shit. Yeah.

So then you start getting— because y'all, were you calling off like a spreadsheet of old leads? Is that what you were doing there? I know some of the guys, how they do that there. Everybody's calling the same list of people.

No, no, no. My upline here is dropping me like his like 6x leads. Pretty clutch. Yeah, he— I swear he wanted me to succeed so hard just because I was so bad And he was like, I need to make— I need to like make sure she makes this work because she keeps showing up. Like, she won't quit.

Yeah. So all final expense, right?

Final expense. Yeah. But I like, if somebody is healthy enough, I will get them an IUL.

Will you? How do you— how do you pick when to go to IUL?

How do I pick? Well, so on our script, like, we go over health questions and I'm like, are you on any prescriptions or medication? And if they tell me like, no, I'm gonna be like, okay, and obviously if they're under 75, I'll be like, okay, like what I would like to do is try to see if you would get approved for this IUL. If not, we can always go revert back to whole life. So, and then usually they're really down for it because they know it, like, it's much better than a whole life and it has an investment portfolio in it.

So do you explain it first, like the difference between the two, or how do y'all, how do y'all do it there?

Um, yeah, I try to. I haven't really done much IULs. I still am learning a little bit on them. Yeah, but I know like the basics of it, so that makes sense, right?

So sticking with basic, mostly final expense. Yeah. Okay. What do you, what do you, what do you find, I guess, important to make sure on the script that you cover? Like maybe things that were hard for at the beginning that, you know, if I hit these things, I'm more likely to keep someone on the phone and get a sale. What's important for you to go through?

Trying to bring out the why, why they need it. Who they need it for, um, what would their family's life look like if they wouldn't get this in place? Like, would they have to start a GoFundMe? I actually had a client, um, he was like, let's do this next week. I was trying to push him, trying to push him, called him back, and, um, his like daughter answered and she was like, he passed away. Like, and I was— he— she was like, we're gonna have to start a GoFundMe. And that's where like it really switched for me and I was like, like, this is a need-based product. People do need this. And like, I'm truly helping individuals out and protecting their loved ones. And I feel like the more I work, the more help I feel like I'm being to people. I feel like I'm serving people rather than working. Does that make sense?

Yeah.

Yeah. And I feel like that's why I like this job so much, because I know, like, their family's not going to have to start a GoFundMe or like having to come out of pocket like $15,000.

So if you've been looking for a tool to help manage your day-to-day activity, your clients, you can text your clients post-sale. My phone script, as you all know, I hate scripts, but the structure and phone script I use is in here. There's leaderboards. You can track deposits, leads. Leads, all your analytics, you can get my tracker at tracker.johnwetmore.com that I personally use to manage my entire business and my entire agency. For you agency folks out there, feel free to check it out. The dial tracker is free. It keeps up with your daily activity, lets you know how you're doing day in and day out. There's cool badges you can earn. It keeps track of your hours worked, talk time, the whole deal. For you agency folks, this is something my team uses internally to manage all of our issue paid, all of our leaderboards, all of our debt. You can see everything on each individual agent in your group and see how much activity they have and how many leads they're buying and what their monthly production looks like. And that way you can help manage them, help push them, help them hit their goals, and more importantly, help them be more profitable. So this is literally a tool I use internally day in and day out to have scaled our agency to over $200 million a year. So check it out again, tracker.johnwetmore.com, and hope it helps you. How do you go about getting them to give you a why? Because as you know, those agents, some agents struggle with that. They get a little nervous or they, the client says some just like vague answers or whatever. So give us an idea. Yeah.

So after I asked them like, so were you looking to get some coverage in place today? And if they say yes, I'm like, okay, perfect. So now God forbid if something were to happen to you today, who would be that beneficiary responsible paying for that funeral expense? Expense and, um, coming out of pocket for all those extra expenses. And either they'll be like, my wife, my children, and I'm like, okay, now what's their name? And then they'll tell me their name and I'm like, now are they in a financial position to cover that expense, or is this why you were kind of looking into this? And usually they'll tell me. That's when they kind of start to open up, I feel like.

Yeah, yeah, pretty simple.

Yeah, pretty simple.

Yeah. What do you do with the ones the way you asked it? Like, are you looking for some coverage today? I assume sometimes you get the asshole that pretends he wasn't looking or just wants a quote or just says maybe. How do you, how do you handle those folks?

Like, if they're like, no, or like, if they're looking?

Yeah, the way you ask the question, if you're like, I think you said something along the lines of, so it sounds like you were looking for some coverage today. So what if I'm like, nah, I was just looking for a quote today? How do you handle that?

How do I handle that? I would probably be like, mm-mm-mm. I'd probably say, yes, sir. So I have all the answers for you today. We do have to go over a few health questions to make sure you could even qualify for something like this. And then I'll start jumping into it and then, and then I'll end up quoting them. And if they're like, oh no, I think this is out of my price range, I'm always like, okay, sir, like, This is supposed to be affordable to you. So we can always go down in coverage and just make sure you get your foot in the door and to make sure your family is protected, at least in the slightest. Yeah.

You have to ignore it and just keep going.

You kind of just got to keep pushing them, keep pushing them.

Crazy. Okay. Where do you, where do you, where do you lose sales the most, do you think, right now?

Talking too much. Really? Like, I feel like I need to learn when to be quiet. I feel like I need to learn when I got my point across and just be silent, especially like when I'm getting— like if I get a social objection and I'm like, "Yeah, this is for the Medical Information Bureau. You are applying for insurance today. Now go ahead with that social." I feel like I should just stop there. Sometimes like when they speak again, I'll just keep talking and keep talking. I think that's when I lose the sale, for sure.

Yeah, that's pretty common. A lot of people want to overexplain stuff.

Yeah, or rushing, rushing into things, for sure. That's what I would say.

Like, give me an example.

Like, I can tell when somebody wants to get off the phone with me. Like, they're like, oh, I gotta go. Like, I'm busy. I have this to do. I have that to do. And I'll be like, okay, sir, like, I'm just gonna go over these benefits really quick with you. Like, It never works that way. Like, just get them back on the phone later. Like, they're not gonna buy from you at that point in time if they're actually busy. So I think that is a big thing I need to work on a little bit.

Makes sense. Are you doing mostly one-call closes?

Um, I try to. I can't— like, appointments are disappointments. They are disappointments. I don't believe in them.

Yeah, they're tough. Most aren't going to be there, that's for sure.

Yeah, they just don't want to talk to you. Like, they can just decline your call next time.

Like, yeah, so most of the time you're trying to get them on there. If you have to book one, fine. But yeah, are you all doing all your dials by yourself still? Are you any kind of dialer or anything? Okay, just from your cell phone? Just call from yourself, easy.

Yeah, I need to get Ringy, but I have Sideline. I just use like That one, my number goes to spam and stuff.

Yeah, I still use my cell too. I don't mess with any CRMs or anything. Some people use Ringy. Well, just, you know, it is what it is. Okay, got it. Um, are you, are you doing any kind of building? Are you just kind of a one-woman show right now, just selling, or what do you—

Oh no, I have two, two downlines, and then I have about 7 or 8 people in the course right now. So I'm just trying to get them licensed. So I am building right now, just trying to make sure I get these agents paid as soon as they start. That's my biggest goal for sure.

How do you find them? Sitting outside the testing center?

I should, shouldn't I? That's actually smart. No, I'll see people at the gym. I'll reach out. Do you know Shelby Sapp? You go in her comment section, so many women are looking into getting into sales.

So you just set up her comments.

You can— I found a few of my girls there.

Freaking hilarious. I love it. I love it.

If it works, it works.

She does get a lot of comments.

Exactly. And then I have a few people I went to high school with that are in the course. So I'm just trying to like get my name out there a little bit more too, and people know that I can produce and I can teach them how to produce as well. So just trying to—

you putting a bunch out on social? I know I hit you up there. I don't, I don't know what time though, but not really.

I need to like— I, I try to post every day, but sometimes no. But a lot of people know what I'm doing and they'll like be like, pyramid scheme, pyramid scheme. And I'm like, you don't know what a pyramid scheme is. Like, clearly everything's a pyramid scheme.

What do you say to them?

I say, yeah, if you go work a 9 to 5, the person at the top is making a ton of money and you're making pennies to what they make. I'm just getting paid my worth. I mean, technically.

I love it. Cool. What do you, um, to sell that kind of volume, what are you getting for lead flow right now?

Like how much do I spend?

Yeah, or how many, and how many, and how much?

$1,000 a week.

Okay, really?

Yeah. Um, I feel like when I raise it, I have not seen more return. I just like— but that's not true. Like, I think I just need to outsource where I'm getting them from too. Like, maybe get one here, get them there. Um, but I also have been dialing a few inbounds. I put like $300 to $500 to that like every 2 weeks and Those work well too. So I'd say honestly about $2,500 for 2 weeks.

Got it. Yeah. Very good. Love it. Okay. What advice would you give to some new people watching?

Advice? Um, don't take this business for granted. For sure. This business is so life-changing if you I feel like if you believe in it, at least in the slightest, take it and run with it. Because— and put your back to the wall and work your butt off, because it will pay. It will pay you times a trillion.

I love it. Okay, give them— give them a couple, um, and I went through a little bit of your initial script, if you will. What do you think about maybe some sales stuff, sales tips, anything that— anything you want there? Yeah, like, what have you learned about sales in the last few months?

I've learned that you can't be too serious. If you're too serious and bland, they're not going to want to talk to you. They're just going to be like, okay, like, I think if you make them laugh, like, show them that you're not a robot, Act like you've known them for years, ask them questions about their life. And also just make sure that they know you're trying to help. It's you and them versus the carriers. It's not, it's not like you guys versus each other. It's you and them versus the carriers. And those are my biggest sales tips.

Yeah. How do you go about getting a client to realize you're on their side? What do you do?

I tell them, I'm like, okay, like, sir, like, I want you to be very transparent with me with these health questions. It's me and you versus the carriers. The MIB report will pick up— the MIB report will pick up if you lie to me and you will get declined on this certain carrier for this certain health condition. So I just want you to be transparent with me so I know where to take you.

Pretty simple.

Pretty simple. Yeah.

I love it. I love it. Cool. What else would you like to add? Anything, anything that's important to you during the sales process?

Um, there, I'd like to add that I think humility goes a long way. Um, serving others. Lead with your heart and the money will follow for sure. I think putting your clients in the best position possible is going to make you feel good, them feel good. Um, it's going to be sticky business. They're going to stay on the books. Um, if they know that you truly care about them and even if they end up like having some financial like crisis where they can't pay it, they'll feel comfortable coming to you and like asking, like, if they can lower their coverage, like they just need something in place. Yeah, I think that's the best advice I'd have.

Yeah, I love it. I saw a video yesterday of Shelby Sapp, who you mentioned, and I don't remember who was interviewing her, but they asked her— they said they were going to give her like 3 objections and see how she handled them.

Oh gosh. Okay, go ahead.

Did you see it?

I didn't see it.

No, I can't. I saw it yesterday. Jesus.

Are you gonna give me 3 objections?

Yeah, I'm gonna give you the easy one, the common ones, right? The most natural one. When people say, I want to think about it, what do you say there?

Yes, sir. What do you need to think about? If you need this at all, or which option to go with?

Um, I don't know, I just feel like I need to take some time to decide.

Yes, sir. So are you the head of the household? Yes. Okay, it is your job to protect your family, correct? Yes. Yes. So what do you need to think about?

I like it, direct. All right, what about, um, people that don't want to give you their social over the phone?

Oh, this is a good one. Yes, sir. So what they're gonna do, they're gonna tie your first, your last name, your date of birth, and your social and they're going to make sure that you don't have a long history of prescriptions, medical conditions, and that's just going to make sure that your family gets that payout. Now go ahead with that social. Or a good one is— that's when I over-explain. A good one, another good one is, yes sir, so they need that for the Medical Information Bureau. It's just to look at your medical records to make sure you don't pose any significant health risk to the carrier. Now go ahead with that social. Or you could do, yeah, yeah, sir. So that is for the Medical Information Bureau. Um, you are applying for insurance today, so we will need that social. Now go ahead.

I like it. Okay, what do I want to do for our last one? I want to make it easy. Let's see, what do you do on banking? People still struggle there. Banking. Okay. Yeah, if I don't— yeah, I don't want to give you— if I'm like, I don't know, I don't give out my checking account.

Yes, sir. So do you have somebody who comes and cuts your grass?

Yeah, I do actually.

Okay, well, at the bottom of that checkbook, your routing and account number is at the bottom of it. And if you give somebody who mows your grass that check, um, your routing and account number is there too. So it is public information. I can't do anything with that information but add money to your account, and I don't have any money to add. So I have that routing number here on file as da da da da da. Is that correct? And then they'll typically give it to me. Or, um, another good one you could do is, yes sir, so how did you expect to pay for this? That's a good one.

What do you get for responses there typically?

Typically, um, sometimes they're like, I don't know, I don't know. And I'm just like, okay, well, you are applying for insurance. I did have to quote you. We agreed on that price, that bronze option. How did you expect to pay that monthly? Or sometimes if they have like a debit card, I'll be like, okay, we can add that to our file, but we will have to update that later where there is an expiration date. I wouldn't want the policy to lapse on you. Yeah, that's—

yeah. Cool.

I feel like a lot of the time— sorry. I feel like a lot of the times they'll tell you, oh, I don't know my routing and account number. Just to, um, like bypass that question. And then I'll be like, well, I'll ask them if they have the mobile banking app or if they get their bank statements in the mail or if they have that anywhere. And then if they say no, I'll be like, okay, what we can do right now, um, we can add a debit, um, card on file Um, there is an expiration date on the end of that, so we will have to update that later. Okay. And then once I tell them that I don't want the policy to lapse where that expiration date is, that's when I feel like they trust me, and then they'll go and find their routing and account number because I'm like, it is like, it allows us more carriers and cheaper options.

So yeah, it's true. How many have you sold this week so far? How's the week going?

Let me look. Actually, the week's been pretty good, I'm not gonna lie. I'm not— let me look one second. I'm about 5 sales, $8,900.

No shit, some good.

Yeah, pretty good. It's Wednesday. Hopefully I can get to 15 this week.

Okay, I love it, I love it. All right guys, if you'd like to attend my office 2-day workshop event that we put on 2 or 3 times a year. Spend 2 full days, deep dive into everything you need to know to be successful in the space, whether you're selling or whether you want to build an agency, whether you want to learn how to run a staff, recruit, sell at a high level, whatever it is, we dive into it again, workshop style. So super interactive. I run them every 2 or 3 times a year. There is a waitlist. If you go to JohnWetmore.com/workshop, you can put in your information and we will We'll let you know when the next one is. There are two levels only. There's a basic ticket. You sit in the back of the room and you can attend, but the executive ticket is access to a private mastermind at my house where we have a full dinner. We spend 3 or 4 hours there as well, engaging with each other and learning at a deeper level, a little bit closer-knit. So if you want to be at the next one, register at the link later. Any advice on getting big premiums like that? Big average size?

Um, honestly, just had one sale. The premiums, if they make a lot a month, I do like to quote higher. I will obviously give them like a lower option. Sure. But a lot of the times with those big premiums, they want to protect their family and they want them to have extra money left over, so I'm just like Sir, this is to leave your family like some— a lot of extra money, like where they wouldn't have to come out of pocket for anything. And I just like stressed that, just trying to build the why with those big premiums. It is— I honestly struggle. That's the one thing I struggle with, getting the bigger premiums for sure. Like this week I sold, it was like $529 a month. And that's been like one big one and four regular. Yeah, that's been like my biggest premium actually. Like I just, I sell a lot of average policies.

So the other four are $3,000 combined. So it's $60, $70 each. Makes sense.

Exactly.

Yeah, makes sense. I love it. Yeah, I would, I would say just show higher premiums.

You'll get more. Yeah, exactly. But whenever people hear those high numbers, I swear they get stressed out. And then I'm like, and I get like almost nervous, I'm not going to lie. And I'm like, okay, like we can go back down and in coverage, like we can lower it to a cheaper option. Obviously, this does have to be comfortable to you.

How do you show them if you want to show, say, like Trans $100,000 or America's $50,000 or whatever? How do you— if you were afraid, do you ask money, financial, like income during the—

Yeah, I do. So, so whenever I'm like, are you retired? Are you working, retired, or disabled? And then they'll tell me like retired or disabled. And if they're vet leads, um, when they tell me they're disabled, I'm like, okay, perfect. Are you on any disability or Social Security? So if they're on 100% disability, it kind of like— they make like at least, I think, $3,000 a month, I believe. So I know that with that. And then if they— because sometimes they'll lie to you about their income. Yeah, they will, just to make sure they like where they're getting quoted lower. But, um, I just asked the Social Security and Disability question, and then after that I'm like, okay, perfect. Now how much would you say you bring in per month? Just a ballpark, it doesn't have to be exact. And then usually they'll tell me, and I'm like, is that including Social Security and Disability or just like your in total? And then they'll tell me, and then I'm like, okay, perfect. And then at the end of the month 'Once you pay all your bills, utilities, all the fun things you like to do, how much would you say you're typically left with?' And then they'll tell me typically. It ranges, obviously. Sure. Yeah, but a lot of them will tell you nothing, just so you like— Yeah, they'll be like, 'Oh, I'm left with nothing.' And I'm like, 'That's true. How are you gonna allocate anything to this monthly?' You'll ask right then.

Yeah, that's good.

Yeah, because I don't want to waste my time. I don't want to waste their time. Like, if they don't want—

I like that. Yeah, okay, sure. And if you're gonna go show a big amount to someone who says they barely have anything left, how do you— how would you do it? I know you said you get nervous, so I'm curious how you present it.

I would honestly be like, yeah, sir, so you're gonna pay for what you get today. This does build cash value, so you can use that cash value down the line. And then I'll also tell them that this is a whole life policy, so it won't expire on them. And I make sure that they know that it's not a term life. Like, you're not going to be paying $8 a month where term life, they only have a 1% payout rate. I'm going to be like, yeah, if you want your family protected, you are going to have to pay for what you get.

So makes sense. Yeah. Okay. And then do you give 3 options or do you show like, how do you, how do you go through this?

Yeah, I'll give 3 options. There'll be like a bronze, silver, and gold. And I'll quote them like typically if they're lower income, I'll quote them like $5,000, $10,000, and $15,000. And then if they're higher income, I'll do like about $10,000, $20,000, and like $50,000.

Got it. Yeah, cool. I love it. That's good. So what we, we teach our guys— and keep doing what you're doing because Blueprint's great and everything they're doing is working, but you can certainly ask someone over there. One of the things that we— I've learned early, because I used to get— when I was new, my average premium was small too. And a guy that was helping me, he was like, I bet you just don't show high numbers. And I'm like, nah, because they say they have no money. So I show like $8,000, $10,000, and $12,000 or whatever it was at time. And, uh, he taught me to show the most they're eligible for first and just pose it that way.

So I'd be like, hey, yeah, and then at the end you'll be like, okay, yeah, you do qualify for up to $100,000. How much do you want to see how that looks?

Yeah, so we just say it. Yeah, I just go like, hey, so just FYI, they approved you up to $100,000. I know you may not need that much, and it might even be a small mortgage payment for you, but $100,000 just in case one day you want to call and add back more. And they do require— I tell you, but $100 grand is only $642 a month. And then I just kind of listen to what they say, and some gasp and some whatever, but every once in a while someone picks it. It's crazy. And then if I say $640 and then I show $50, $40, $30, or $30, $20, $10, then it's like $180, $120. It doesn't seem as big as the other. We get— we tend to get a lot more people that pick a bigger amount, and we don't judge what they're willing to move around in their budget. And instead of letting insurance be the last bill they pay, make it more important and something else gets to deal with falling off. You know, it's just a— this is an angle, you know. Hey, I just— I'm— they require I show you the most you're eligible for. Here's what it is. That tends to work decent. You know, we sell a few, a few.

I've never used that actually, so I definitely do need to try it. I have heard other people do it, but I just haven't.

It's just the way you pose it. It's like, I'm not telling you, I'm not recommending this. They just require I show you the most eligible for— here's the number. And every once in a while, dude, someone will pick it. Or I'll show— again, I'll show $100 grand or $50, whatever the max is, and then show the 3 regular quotes. Sometimes they'll be like, what did you say the $100 was again? It's this. Well, what's $50? Oh, it's this. Oh shit. You know what I mean? They'll push themselves up. That happens often. Um, with the right people, you know, they see more value and they get a bigger check, you know. So try it, see how you like it.

I definitely will.

Cool. All right, well, anything you want to end with, or anything I, I didn't ask you that you think I should have, or anything you want to— any advice you want to give, or whatever? Yeah, I'll let you end how you want to.

I think that's really it. That's all I have. I was really nervous at first, I'm not gonna lie. I was like I was like, oh my gosh, like, I'm so scared. But honestly, this was like the chillest meeting I've done.

Good, I like it. I try to make it easy, just a quick little convo, share things, and hopefully to help some people. And if, um, if I can do anything for you and your journey, you just let me know if I can help in any way. Otherwise, I appreciate you taking time out of your day.

Thank you so much. This is honestly great.

You're very welcome.

Thank you for inviting me.

Yes, ma'am. Hope you have a great day. Call me if you need anything.

Can you, um, collaborate with me on Instagram?

Yeah, my team will— my team will tag you and stuff when this is— when this comes out. They'll do all that jazz.

Do you know when it'll come out?

I don't, but I'll ask Reese. I'll have him DM you to let you know. He handles all of it. He does my—

yeah, okay.

Yeah, and then you tag me in it.

Yeah, I will, I promise. Okay, okay. Perfect. Wait, actually, that was blurry. Redo, redo.

Uh-oh, no bueno.

Okay, one second. My camera is messed up.

Okay, ready? Youngins are supposed to have it.

I know, y'all supposed to have it figured out.

Good deal.

Thank you so much.

All right, girl, have a great day. Bye. Guys, if you've enjoyed the podcast or any of the previous episodes, if you're on Spotify or any of the other Apple Podcast platforms, would love if you'd go in and leave a review for us. If you're if you're, if you're watching on YouTube, comment, like, subscribe, share, do all the things. We'd greatly appreciate it. Helps get the word out to everybody. Appreciate you, and we'll see you on the next one.