This Sales Training Made Me $75,000 in 60 Days ft. Tina Wood | Ep14

Really, what in life can you not accomplish if you really just put your mind to it? This is not rocket science. Like, it's not rocket science, right?

What's up, y'all? John Wetmore back with another episode of the Insurance Insiders Podcast. Appreciate y'all getting on where we are exploring the insurance world. Go out and try to find cool people doing cool things to help y'all get better at what you do. This week we got Tina Wood, who I met through Max, I think introduced us, and Johnny's World, who we had on as well. I know, uh, single mom, two, two young boys, and only been in insurance couple months and is killing it. I think— what are you at, 70, 70-some thousand in two months?

Yeah, I did in April like 40 about $40,800, and then last month $35,000. Yeah, because those are my really like 2 months of selling, because I got into a car accident, um, in December, and I took 3 months off pretty much. My very first time was selling like around late summer or fall, but it was just very iffy. That was like right in the middle of like me moving, my divorce, everything, and it was just, uh, very— last year Last year, for like about—

you got licensed last year?

I got licensed last year, but like when I first started selling, um, it was very spotty and, uh, I, I decided it wasn't for me. I was like, okay, like because of the chargebacks, I wasn't fully— I wasn't fully prepared. It's a skill too, John. Like, you know, selling is such a skill. Like, you know, you think it's easy. Like, if you think, oh, how— like, how hard can it be? Like, you know, you just pick up a phone and— but you know what, it does get easy, and all it takes is like practice, really. There's no magic sauce, nothing. Like, all it does is like— but you need, you need to know that these things— like, you need to—

what scared you about chargebacks? I'm curious.

So I just wasn't really prepared for them. Like, I, I—

so you didn't know they were a thing?

I, you know, you just don't think it's good.

Some people don't. That's why I'm asking.

Oh, like, I, I, I knew that it could happen, but then you just get a little bit too confident.

You didn't think it would?

Person loves me, like Alice loves me, like, you know, and you just, you don't really think it's gonna happen to you, and then it starts to happen, and you just already spent the money. You've already spent the money, then your next commission you don't get paid. Yeah, so I was just gonna switch to like selling health. But then right in the middle of my transition to selling health, I got into a car accident. And so I had 6 spinal fractures. And then I'm just laying there not able to move and just thinking a lot. And I thought, I didn't really give life insurance a really fair shot. I don't think— you just kind of— hindsight's 20/20, just kind of reflect and I could have done more. I could have put more hours in. I could have, you know, managed my time better. I could, you know, I'm gonna do this again. So I decided, you know, I went with, um, Johnny. Johnny's awesome. Max, all those guys, like, and, uh, we just, uh, yeah, just put our head down.

How'd you meet them? Did you answer an ad or something?

Yeah, I talked to Johnny before last year about, um, through IG. I can't remember what we were talking about. About. Um, yeah, we just— it's just through IG. Yeah, we're chatting. Yeah, he's great.

So you said you wanted to give it another chance. You didn't realize you didn't put in the work. And did you like have that realization on your own, or did you watch something or read something? What made you— most people don't just roll out of bed and be like, shit, I didn't give it a fair shot.

Well, you know what, John, like when your back is against the wall, it kind of makes you like rethink things. Because I'm like, I'm a single mom, right? And I've got two young ones and I started really reflecting and, you know, I just, I, of course, like, I love listening to like podcasts, Audible, all of that. But I just was thinking of my boys, you know, you just think about your family and you're like, okay, like, are you, are you giving them all you have? And then I just thought about it. And the more I started thinking, I'm like, no, I didn't. I didn't really give this a fair shot. And yeah, I just went back into it, put my head down and all you have to do is work. Work. Like, I, I thought about the times before, it's like, oh, I gotta go do this, I gotta go do this for like— and then like, how many hours? Like, I asked myself, like, how many hours did I put like time on task? And like, you think back, you look back, you're like, no. Like, because there's always an excuse, right? Like, you always can make some kind of excuse. But like, if you really are determined to make something work, you just put the hours in.

Can you see it?

What's that? That's awesome.

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Yeah, like John, like, I want to be where you are at one day. Like, what you've built is like incredible. And I don't even know, like, how many years did it take to get to that point? Because like, I'm starting now. How many years is that for you?

I build it every day, so it's like it's never ending. Um, but I've been in the business for— I officially started, depends what you count as official. So I started out week 2, like week, like in mindset. Yeah, so for full perspective, I applied in 2008 to an ad. It took me until 2010 to get my license. I dialed once and quit, and then it took me until 2012 to get back in and make my first sale.

Wow.

And so I've been doing— and then I did it for a year part-time, so 12 to 13 part-time, and I went full-time in August of 2013. So I'm at almost at 11 years full-time.

So what are— what are the steps though? Like, what years did you start really building though?

I started recruiting from day one.

I—

so I had a job, um, I was doing accounting work, and when I would commute to my job, I was doing interviews from Craigslist ads.

Wow.

Because I just believed I could build it from the beginning. I didn't— I didn't want to sell forever. That wasn't my plan.

Okay.

You know what I mean? So I had— I had insight. I'd done the mortgage business before, which works pretty similar in a lot of ways. Um, and I had a, I had a small little team of mortgage loan officers, made a little spread, and that went to shit just because the market in '08. Um, so I had, I had vision of building. I did not to this size. I never imagined we'd be where we're at ever. I did— that wasn't on the radar. But I, I knew I wanted to build a team from the beginning, so I started right away before most people would say I was ready, which is true, but it taught me a lot. Yeah, and I would just leverage the people around me and my mentors and the team, all the stuff. And I'd just be like, dude, do you interested in an opportunity? They're teaching me how to make a bunch of money. They'll teach you too. I mean, I took all the responsibility away from me and I just put it— and I had people around me willing to help. That's so— all I had to do was be the kind of funnel to leading people into the same thing. So as I was learning, I was okay with people learning with me. I didn't give a shit if I knew how to do this yet or not. I didn't care at all.

That's the best way to learn, like, really is just doing. I think, yeah, that's what I found too. Like, I know, like, when I first started out, when people were asking to role play and do things like that, like, I think I did it once, but I found that, like, I just learned so much faster by just—

yeah, misleading because it's fake.

Yeah, yeah. Ring, ring.

Hello? Shit don't work.

Yeah, the role play I didn't find helpful, but I would say for newer agents, like listening to calls, like live sales calls, that's amazing. Like listening to live sales calls, as long as you implement after.

If you listen for 3 years and you don't make no money, it's no— they're no good.

Yeah, yeah, yeah. As long as you implement it. Yeah.

So let's, let's get into some sales stuff. How, um, so jumping on the phone, you know, again, how old are the boys? I don't remember. I know they're young.

Um, 7, and my other one's turning 9 next month.

So 7 and 9, cool. They in sports or what do they do?

Uh, yeah, they were in lots. Like, they were in like jiu-jitsu, jiu-jitsu once a week, taekwondo once a week, swim once a week, basketball 4 times a week for my older one, 2 skills, 1 practice, 1 play. Basketball for my younger one too. My younger one did team gymnastics, and then they both did like parkour gymnastics as well.

Um, you got a lot going on.

Yeah, like a few. So yeah, it's fun. Like, they, they, they love stuff like that, so it's so fun for them.

How does, how does a single mom of two— this is like the answer I've never been able to answer, you know what I mean? Like, I can answer a lot of questions But when you get like mom life into selling insurance, I'm like, shit, I don't— I'm not the guy for that. Because I had— my wife took care of everything, you know what I mean? She— I have 5 kids, but I didn't have to handle—

your wife is amazing. Your wife is amazing. She has 5? You guys have 5?

Yeah, so I have 4 from a previous marriage and 1 with Stephanie, but she helped raise all of them.

Wow.

You know what I mean? Like, they went back and forth to their moms, you know what I mean? But when they were at our house, Steph took care of me. I mean, I did what I could do. I'm good at like getting the kids riled up and, you know, sweaty before bedtime and playing with them and doing ramp jumping off the wall, stuff like that. And then like the, hey, we have to go to bed at 8 and get to gymnastics at whatever time, I'm just— that's not my jam.

I just—

so she did all that. So I can't meet them, I can't relate, and I've never been able to help I've always had to refer people out, you know what I mean, to another woman on the team that has kids and be like, I don't know, talk to this one, she can give you advice. So I, I just, you know, I want you to be able to give advice to people that I can't give even if I pretended I could, unlike managing the schedule first. And then I do want to get into some specific like phone script and sales stuff that we can share with people, but like, how do you just manage the chaos?

I think really you have to really time manage really well. Um, and so you kind of have to plan out your day. Real big for planning, even like with goals and stuff. Like if you want to make a certain amount of money too, like how Brian Tracy says, like write out like the 20, like how are you going to make it, not just like say the affirmation of what you're going to do. Like, okay, I'm going to wake up by 5:00 AM, I'm going to do this, I'm going to have a play date set up. So I have like a lot of play dates set up, uh, for my boys. I have, um, during the week I'll have a sitter come for like 2 or 3 hours during this time to take them places. And so you really have to time manage and you really have to plan. So, but you can get it done. Like if you're a single mom and you like, I know how it feels, it's like, it feels so overwhelming. Like just the thought of, you know, learning something new, doing all this, and then you see all these numbers and you don't think you can do it, but like you just gotta kick those limiting beliefs to the curb, like, because you can, you know. And I think especially with like commission type, um, jobs, like, a lot of people are scared because it's not like, um, a steady pay. But really, what in life, like, can you not accomplish if you really just put your mind to it? Like, if you really think about it, right? Like, this is not rocket science. Like, it's not rocket science, right? Like, and it just and don't be afraid to ask for help. I was that person. I never wanted to ask for help. That's just not who I am. But your friends and family want to help you. And during times, especially when you are going through a period, like you just went through a divorce, these are the times that you do reach out for help and don't be afraid. And your family and friends love you and they want to help you. And you know, you just got to swallow that pride and just ask sometimes, you know, if they can help out here or there. And they know, you know, that you would, you would do the exact same for them. So it's about really like time managing, planning, asking for help, you know, don't do it all like on your own and really just shifting your mindset because you really, really, really have to believe in yourself. I think that's like the thing for me in the beginning too, was the hump that you have to get over is because you're around people that might tell you, oh no, like there's no way you can make that. That's MLM money. That's like, you know, that's not real. You know, Tina, like no one actually makes that. Or, you know, you hear all these things and it's from family and friends. It's from people that love you and people that care about you. But you just have to drown out that noise and just focus on what you want and you can make it happen. And really, like a lot of moms, I find like we're so self-sacrificial. We do like everything for our kids, you know, and maybe put, put this life insurance in that mind frame then, because people are— if you say to yourself, okay, I'm going to sacrifice a little bit of time, you know, because of course we want to be with our children 24/7, a little bit of time now, but in order to make their futures so much better, you know, because, um, it— because you can shift your mind frame into that, and then you're going to be like, okay, okay, yeah, like, I'm gonna do that. Because in the beginning, sometimes you say, like, you know, I don't want to give up time with my kids, I don't want to do that. But then when you're thinking about your kids Like, no, I think this, I think this is like really the best for them. So, um, you just have to— it's all about shifting your mindset and then also just holding a lot of gratitude. Like, just every day, every day, like, write down what you're grateful for. I do gratitude practices with my sons every day. Um, I think it's so important because like, as a mom, especially a single mom, we hold a lot of stress. There's a lot on our shoulders. There's a lot of things that we have to do, think about. And when you hold gratitude in your heart, you can't even hold stress at the same time. It's like impossible. So I think that's really important too, is just a reminder to just hold gratitude every day.

I love it. I was raised by a single mom, teenage. She was born— she was 18 when I was born. Wow. And I had a little brother too. And, uh, man, I think of the stuff we put her through and I'm like, I still like apologize now. I'm like, oh boy, she's mom and dad.

How many years apart were you and your brother? Did she say 5? 5.

Yeah, so it was a lot of fighting. We weren't like friends, you know what I mean? We were too gap, too much of a gap.

So, but you were best friends, right? There were times where you guys were—

no, no, I was, I was pain in the ass as a kid. Oh, I just— I was always out and did my own thing, and I'm, I'm just— I'm a different— I just— yeah, I don't have— I don't— I always tell my mom, I'm like, I don't have a lot of memories of him. She said— she told me— she told me a few weeks ago when I was explaining this. Yeah, she goes, I always wanted a little brother. When I would always ask her to have another baby, and she says, when I got home with him, you looked and you went, what am I supposed to do with that thing? She goes, and you just never want anything to do with him again. Like, not in a mean way. I just was like, yeah, he's— what can I do with this little baby?

Maybe it was like the, the born leader in you. I say that to like my older son too. He's very alpha. He's very like any other male around, you know, like the testosterone gets going. He's like that with his little brother too. Like, they, they do— they're like best friends, but they certainly do, um fight too. Yeah, something that I wasn't used to. And he's got that personality, kind of like a little bit more defiant. But I, yeah, I tell him, I'm like, it's because you're a born leader. So I think, you know, that could be the case. Yeah.

Is mom guilt real? It's not a thing you deal with?

It is so real. But again, it's something that you have to tell yourself and just Pour a lot of self-love into yourself because I prefer to have a lot of mom love and self-love over mom guilt because that does come on. It's so natural because you want to be there for your kids all the time for anything that they're going through. And if they want you to look at a coloring or you want to look at this, you're busy with work and you feel all these things, but you have to tell yourself and just tell yourself that you're doing your best, really. You are doing your best. You're doing this for them. And just you have to pour a lot of love, not just into your kids. You really have to fill your own cup. You really have to let yourself know. Really, I do this. I look in the mirror and I'll tell myself while brushing my teeth with my left hand, because they say it's something like if you're right-handed. Yeah, brush it with your left hand. It does something with the neurology. I'm not exactly sure. I read it somewhere. And just tell yourself how much you love yourself. I think moms, especially, like I said, we're so much about our children and self-sacrifice. But don't forget to fill your cup. Do things for yourself. Not just tell yourself that you love— like, what do you miss doing? Go out and do a little bit of yoga. Go out and go for that run. Do things that are going to really fill your cup because at the end of the day, your kids are going to feel your energy as well. They don't want to see you super stressed or sad. They want to see you happy and they can feel it. So I think that's really important as well for all the moms out there. Like, fill your cup. Do you love on yourself? You're amazing. You're great. Keep going.

Yeah, let's talk about your schedule. How does, how does, how does, how does your schedule look to issue $40K in a month? $70K— I got $76,400 in 2 months is what the number of my team gave me. So let's walk through your week. Like, what's it— what's a typical, typical week look for you— look like for you? Just set this up.

Yeah, so in the mornings I get up super early. 5. I have a morning routine. And not everyone needs this. I truly believe not everyone needs to have this long morning routine, but it works for me. You get up, you meditate, you pray, you exercise, and then you just start hitting the phones. And I think really it's not rocket science. I know everyone says, what's the secret sauce? People ask me and I'm like, I don't know.

What time do you get on the phone? Say on Monday morning, what time are you on the phones calling people?

Um, like when you're allowed to, like 8 AM. And it depends sometimes, like when I have my kids, um, uh, it has to be a little bit later just depending on like what they want and, you know, with their schedule. And I try to get them to exercise too and breakfast. So it does fluctuate. So when, when I don't have my kids, um, I can get on earlier, like, you know, you know, 7 o'clock or because there's like Eastern time.

Time zones.

Because I find that like if you sometimes dial too, too early, like if it's like, because I'm Mountain Time, so if it's like 6 AM here, 8 AM, you know, they get a little bit angrier. But like if it's like about 7 AM, so it's, you know, I think, I think that kind of time is okay. But that again, that depends on the kids. And I think, and then you just start dialing, you just work. And like I lose track of time so fast, like when my kids aren't here, like I'll forget to eat. And I love food and everything, but I will literally— I'm like, oh man, it's already 4:00. So it's so crazy. And normally I just eat. I like to eat about in the afternoon anyways, the intermittent fasting thing. I like to eat, but there's no secret in terms of schedule. It's not even glamorous. All you do is—

Yeah, I'm aware.

Kevin, dial it in.

Are you doing all telesales?

Yes, sir.

Is it all like one-call close or you book appointments to call later?

So I try my best to always one-call close because, as you know, like when people say, you know, to do callbacks, you know what happens, right? So you try your best to one-call close, but there has been times that I booked out and it has actually worked for me. And because like, and I relate, especially if I'm talking to a grandma and she's like, and I hear the kids in the background and she's like, oh, my grandkids. And so I get it. Like they're busy. People are busy, right? And so I will continue. And sometimes you do get them, you know, and people, they're just busy. You caught them at work, you caught them. So, but my goal is to always try to one-call close. I think that should be your goal. But then you have to also gauge it. You just have to really read people, I think, because you don't want to be pushy, and you have to really gauge the situation. And I think for me too, like, I'm no expert. Like I said, like, for real, real selling, I probably have a couple months under my belt. Like, the first month before, it was really, you know, shaky and not really consistent. Um, so I'm no, like, expert, but what I do know is I just treat everyone like— I treat them real, like a friend, having conversations. Like, how would you treat, like, a friend if they said that they were busy? You know, I don't know, John Wetmore, maybe I shouldn't ask you that. I don't know. But, um, maybe you just force them on the spot.

I've never— I've never been a pushy I'm, I'm aggressive in the sense of activity, but I'm not aggressive in the sense that you have to buy from me. I never— I don't— I never gave a shit. I have enough appointments. If you don't, I'm moving on, you know what I mean? So I would— I didn't— I was never the pushy— I'd get up and leave before I would push, to be honest, if it wasn't tracking, you know what I mean? If it didn't feel good, I'd just be like, all right, have a good day, and I'd bounce.

I think that's, I think that's really good. Like, I, I think, and to each their own, some people do very well, um, being like more a little bit— you have to— I find with sales, you know, for people that are wanting to get into this, or like, you know, what method of selling is best, like, for me personally, I feel like I sell best when I'm confident, and I'm confident when I'm me, and I'm me when, you know, like, I just things right. I'm not pushy, but I also want to serve people. And I know, like, especially after talking to, uh, you know, them, like, if they, they're gonna need this, you know, because sometimes people really need the coaxing. They need you to hold their hand, right? Um, so you don't want to be pushy, but you know that this is something that they're going to need.

So you can challenge them.

Yeah, yeah, yeah. You just want to guide them, but you just don't really want to be pushy. But yeah. Yeah, like, I mean, you have a—

do you have a goal of like phone calls or presentations a day, or what are you trying to hit? Again, say we're on Monday, what do you like, what satisfies you at the end of Monday? How do you know if you've done well?

And I would— for you, you know, for me, um, I'm pretty good at closing the presentations that I do, so— but like, I want anywhere between like my goal between like you know, 5 to 10 presentations a day. You know, you don't always get them, you know, hang up or, you know, you reschedule or things like that. Depends on how many leads you got. Um, you can always dial old, but you know how it is with the older leads, they're a little bit, um, yeah, you know, more work. Um, they've been hit up a little bit more. So, um, you know, and those people, the ones that, you know, have been hit a little bit more, you know, you just you take the approach different. Like, I think Max was showing us like what he was saying. Like, he's like, yeah, I know you've got this phone call probably already before and you've got these quotes, but you're still on, you know, our notes here. So it's like you already acknowledge to them that they've been called, you know, and so it's kind of just kind of puts their guard down. So you just handle those calls a little bit different, but They're still good. There's still some, you know, old gold. It just takes a little bit of work. But like I said, there's no secret sauce. And you know what it is?

There's still people who have families that don't want to leave their family in a bad spot. You just gotta maybe weed through more people because some have got taken care of or forgot what— or whatever it is. Like, but just as many that I got it taken care of, I've learned that there's equally as many that have gone through a life situation that makes them realize they need it now. When maybe before they didn't believe that.

Yes, no, absolutely. Like, it's just, um, I had a colleague that was saying that she was just talking, and this is real, it like really like hit me and like I, I had chills, but she was talking to a client and the client just wanted to think about it. And literally she called back, it was like her, um, her name's Sandy, so Sandy called her, um, or the daughter called or something, and her mom passed away, and she didn't get it in time. Like, it's so crazy. It's so sad. It's just like, what we do is really important, you know. A lot of these people, like, you know, this is— they're not going to be able to pay, you know, for coverage, and they're gonna have to— like, this is all real. They do start that GoFundMe. They do have to ask their family and friends for money at like The worst time possible. Like, imagine, like, your children, like my children, like losing us. Yeah. And then on top of that, they're gonna have to go beg people for money.

True.

Yeah.

I've always found crazy is like, and I've had it happen several times where I found, I reach, I get to someone and someone's died. The feeling sucks.

Oh my gosh.

But I always think about like agents that are watching that are— like, I had an agent in my office last week. We were doing an event and we were going through his dials and how many phone calls he makes and how many, how many times. What I always ask agents is, like, if, uh, if we had— like, like, I have all kinds of books back here, like sales books and things. And I always ask, if we, if we, if we ask the top sales experts on the planet, what do you think is the average number of times it takes to contact someone to make a sale? Like, throw out a number. Everyone always tells me like 5, 7, 10, whatever the number is. It's never 1. But I find a lot of insurance agents— and I was talking to this guy, I'm like, well, how many times do you call them? He's like, well, I call them once, and then if they answer, great. And if they don't, I'm like, what do you— what happens if they don't? He goes, I stop calling. I'm like, just one shot? Yeah, that's right.

Who, like, your, your agent?

No, it was just an agent that came to my office for a training.

Okay, yeah.

And after one, he stopped. And I'm like, but I hear that, I've heard that a lot in 12 years. I'm like, so they don't answer, so your tactic is stop calling? And you're in sales, you know what I mean? And the, the part that always messes with me is like, any of you agents watching that don't attempt to resolve your leads because you get in your own head or you put some negative connotation to it I always wondered if I could play this like crazy make-believe game and find out how many leads that you are holding that have died since you've had the lead in your hands. Because it's real. It legit is real. And I'm like, I think it would change people's perspective if they would just look at— versus looking at it, which I did, versus looking at it very selfishly like I did when I was new and going, they're going to be mad at me or yell or the feelings or it's old or they didn't want it or you know, all the negative things. Yeah, that I'm, I'm trying to protect my own feelings. Yeah, you know, and it's, it's wild how many people do that. So I just, I like your attitude towards it. Yeah, it's a good mindset to have to go because then they are families, even if they are quote unquote old leads. It's like, sure, they care for their family any less 3 years later.

Yeah, really out there, like, you know, and it's great, like, you know, we're We're in this, you know, to obviously make money, but you— to add purpose to this. Like, it is— we are truly, truly helping families. And like, I think like the best way to put it is when you put it with your own family. Like that example I gave, like, imagine like you weren't John, I wasn't Tina, we were born into a different situation, but we had our same children that love us, you know. We were in a different financial spot and we grow old, we pass. Like, you know, like, how heartbreaking is that, that our kids will have to do that? You know, and you're holding these people's hands. And a lot of these people, you know, they're procrastinators. You know, they waited a long time, you know, to get this, and they need that. They need— you are the expert. They need your guidance. They need you to hold their hand, you know. And I've never been about you know, pushing the super, super high AP. Like, I will assess what that person needs because some people, they, they are able to afford it. They have that job, you know, they're able to afford that. But you have to really assess. And if this, you know, if I'm talking to a Mildred and she's, you know, only got this much to spare, I'm not going to push her. Like, I truly, truly want what's best for her. And, you know, what can— because I don't want her to be insurance poor either, like, spend the rest of her life, like, just having every, you know, cent going towards this payment just so I can have a higher AP. Yeah, that's not right. Like, I truly want to help people. Like, it's really like heart-driven sales. Like, how do I leave my clients like better than I found them? You know, like, that's what I do.

So let's, let's get— I want to hear some phone stuff. Let's, let's talk about how you get to someone picking up to making a presentation. Let's walk through like, sure, phone script if you will, whatever, whatever you— however you want to do it. I would love to hear some specifics. So I, again, I always want to give people takeaways, like stuff they can implement today, you mean. So kind of go from the beginning. I answer, how you're, how you're approaching me and walking me through. Yeah, the transition of like, hey, to let's talk insurance.

Yeah, so, um, hi John.

Yep.

Hi John, this is Tina, just calling you back in regards to the information that you requested on Facebook on the final expense programs. Is this for yourself or for a loved one?

What thing?

Oh, oh, just on Facebook just the other day. I'm sorry, a little late getting back to you. Filled it out yesterday evening. Just regarding the burial final expense. It's just to make sure that, you know, your family's not left behind with a bill. Do you remember reading something like that on Facebook?

Yep. Yep. It was for me.

Yeah. Okay, great. So have you been looking long, or is this your first policy, or first time looking? Okay, great. All right. So this is really quite simple. All we do is we shop all the major companies and carriers here in the US. Just to see who will give you the best price. And it is all based on your age and your health. Don't worry, there's no doctors, there's no needles, you know, urine cups, blood samples, any of that. I'll get you some answers here over the phone. Okay, sounds good. Let me just— I'm gonna pull up this quote right here. And then, you know, you go date of birth, age, height, weight, all that information, you know, smoking. And then you get into their health questions. And then, you know, I like to ask their health questions like, um, Obviously there's like a huge list that you can ask them, but I just kind of start with the basics. Like, you know, is there any issues with your heart, your lungs, your kidneys, stroke, cancers? And I kind of like clump them together. And, and I, I do mention, because I didn't do this before, like any, um, mental health issues, like, you know, bipolar, schizophrenia, Alzheimer's. I add in the wheelchair now, and I do it like the stuff you learn that you messed up before. Because it's stuff you missed before. Because before, you just kind of ask like, oh, is there anything going on with your heart, your liver? And then you get into the application and you're like, oh, yeah, I have messed up that countless.

Oh, yeah, I can think of some good ones.

Wow. Yeah.

Whoopsie.

There's just some things you add in. And then once you start getting good and you've got a lot of practice, because sometimes they're, uh, they're a little hesitant sometimes, like, when it comes to, um, you know, uh, giving information. But I find that if you set the trust that you're the expert in the beginning— yeah, and you can do— you can find little ways to do that, like really study, like, the medication list. And you— this comes with practice too. And if they say, like, oh, you've got blood pressure, okay, like, uh, so do you take, like, lisinopril, like, losartan? Metropolol, like, atenolol.

You sound a lot better when you know it.

Yeah, yeah, you start listing them before they even say anything, and they're like, oh yeah, yeah, I take atenolol. Like, okay, like, listen. Or if they start sounding things out and they're like hydro— I'm like, oh, hydrochlorothiazide. And they're like, yeah, yeah. And so it just kind of— it makes them feel better that you know their medications. And this all comes with practice too. Another thing is you just learn things too. And for agents, like, a lot of times— not that they want to be dishonest, okay?

Sometimes they think if they don't— yeah, they think if they— if you don't find out, they might have an in.

They do. It is important to emphasize in the beginning, um, that through, you know, when we— if, um, you know, we give you a quote and if you like that quote, you know, we can go forward with this, like, application. But— and through your social, they are going to pull pull up like your prescription list history, you have to let them know upfront because then it saves you a lot of time because then they're like, well, you know, I might have that on there, I might have this. And a lot of times you're going to have to, as the agent, kind of take that initiative to kind of dig a bit deeper. Like, for example, when they say that they have diabetes and they're taking pain meds, always ask about like Gabapentin. Or like, you know, neuropathy, you know, because they're not always going to mention stuff like that. So this is all stuff that, you know, you learn as you go, and you know, you're just going to get better. But, um, I would say like as an agent, like really do that. Just like study like the medications, listen to like a lot of calls, and you're just going to get better with practice. Just do, just keep doing, keep doing. And I find another thing, John, I don't know if you use it, you have used this But Crankwheel, it's an app.

I never heard of that.

Oh my gosh, are you serious?

I don't sell policies anymore, so I don't know. Yeah, what is it?

For all the new agents out there, you got to start using Crankwheel. It's like, it's just a Chrome extension to your, um, it's just a Chrome extension, yeah, to your browser. And it's literally, they can follow along on the app with you.

Wait, so it listens? Is that what you mean?

No, so you have the option to do the webcam. I don't usually do the webcam.

Meaning so the client can see?

The client can see the app. It's been a game changer.

Oh yeah, it's like Zoom but not?

It's Zoom but not, because like a lot of times I don't put on the camera. And then so there's like the option to do the webcam, or you can just have them What do they click?

A link? Yeah, they just send them a link, they click it, and then they can see your—

yeah, it's awesome. And it's just—

oh yeah, so they can see what you're asking them. So it doesn't sound— yeah, it makes sense. I can see that building some trust and understanding.

And yeah, yeah. And it's just, um, I think all these little like things that, uh, come into insurance that really improve the game, like why not use it? And things like Kixi, I'm sure you've heard of Kixi.

I've heard the name, but I don't know what it is. What is it?

Oh my gosh, John, dude, I don't do what you do anymore.

I don't have to know this shit.

True.

That's what I get people like you on for. I know how to build a team now. Keep in mind, I'm gonna give you some perspective, okay? I ain't sold a policy. I haven't, I haven't, I haven't. I only sold in the field, first of all.

You never did telesales?

No, I was before telesales was a thing.

What?

Yeah, I did like 3 apps over the phone ever when— so telesales only been around for a few years. So when I started, and this is like my uphill both ways, I mean, I did door knock, but that's not— I had leads. I did. I came up, I came up in the business on direct mail leads, mortgage final expense, and 99% of my sales were at someone's kitchen table or in their garage or front porch, in someone's house. Wow.

Cool.

A few truckers over the years over the phones when, um, DocuSign became a thing. But I come from paper apps.

Oh my gosh.

Yeah, I mean, that's—

you're a true OG.

Yeah, I've been doing this for a hot minute, which, you know, I hear about some guys been doing it 30, 40 years. But even in— I got out of the field in 2017.

Okay.

And they were just— e-apps were kind of new. Most carriers still didn't have them. There were a couple that did. So I messed with some e-apps at the beginning, um, again, but all kitchen table sales. I mean, I'm pre-COVID sales guy.

Wow.

So yeah, I don't— I don't— all this fancy shit y'all use today, I didn't need any of that. I made half a million bucks with nothing.

Wow.

Cell phone and a fucking pen.

God, you're incredible. That's so cool.

Yeah. So Kixie, what the hell is that? I've heard the name, but I do not know what it is.

So Kixie is a dialer. So, um, before like before I was using Kixi, when I very, very first started, you know, like Ringy or PhoneBurner, those type. Yeah, it's similar. It's like a power dialer, but it's just, you know, has the local— it's like Ringy, it has the, like, the local presence dialing. And I find that you don't have to, because I always, uh, triple dialed in the beginning, always, in the very— when I first started. But I found with Kixi um, you, you don't want to triple dial as much. Like, I find like it's almost too much. I know this is controversial, like some people are like, no, you still should triple dial.

But like, if you're selling $40 grand a month, I don't care what you do.

Yeah, I find it all works. Yeah, because, you know, unless you're dialing straight for— from just the same Kixie number, but I like to do the local presence dialing. And so with local presence dialing, it's going to dial 3 separate numbers. So sometimes like, oh, at once. Yeah, like one after the other. So that's why I don't always like to triple dial for—

if you're getting in your total contacts. Yeah, converting, who cares? Yes, at the end of the day.

So, but those are all little things and like the little, like, um, everything like with AI automation these days. Like when you were selling back in the day, like it was so much harder. So you're like true, like, sales.

I put miles on the car, I'll tell you that. I flew to Utah to sell. I flew to Ohio to sell. Oh wow, all over Georgia. I mean, it's— and again, I don't come from like bang on doors cold, how the market start, you know what I mean? I ain't that OG, but relative to today, yeah, I mean, we, we had to work it a little bit differently. And then technology changed and evolved, and I mean, I have good people on my team that learn stuff, and as it came out, other people started teaching things. So I, I teach a lot of the principles and growing, but I'm not the one going like, here's what— all right, first day's on the phone, here's the 7 things you need. I don't, I don't— I'm not the best at that anymore. Yeah, thankfully. I don't, I don't want to be the best at that anymore, you know. I mean, I got great people on my side that can, that can help with those things, that are really good at all this.

Yeah, I'm sure they all, they, they all know about it. I think it's useful. Like, why not use these? It's like, you know, when GPS first came out, you know, people were like, I'm not going to use this, I'm going to use it. Like, but Why, why not use these tools that are going to help you? So I would say, like, especially so for me, even before I started using Crankwell, to be honest, I was actually really good at developing trust. So like, I never had an issue with like getting social, rarely with banking, because I think that's really important too. So like, also maybe right before, like, just jumping on Crankwell right away, like, really fine-tune your sales skills, really fine-tune your skill to be able to establish that trust, because that's the most important. And I think, um, for me, again, it's just like when I'm selling, I'm just having a conversation. And so I think that's the best way. Like, yeah, you follow a script, but you just, um, you just talk to them like they're, they're a friend, um, a friend that needs guidance. You know, you're doing something that's best for them. And really fine-tune that. And you're, you're just going to get better at establishing that base trust, and then you're going to get better at, you know, getting the social, getting the banking. Because I did all that, and I got really good at that actually before I started using CrankWheel. Um, CrankWheel is just a whole nother layer of, you know, awesomeness because they can just—

what I like about the start of it is you're not like you're phone part, um, you aren't like asking if it's okay to present to them. You're just like rolling right into it. You're assuming that they want— yeah, you're like, the transition to like, hello, to taking meds is like smooth.

Oh yeah.

Where I think a lot of people are like, so I'm trying to get you this insurance now. Do you have time now, like 15 minutes, to see what you're eligible?

Like, for it?

Yeah.

I'm not— I, I know they want it. They filled it out. You know, you have to go in and assume that clothes, John. Like, you have to assume the clothes because, like, it's— they asked for it. Yeah.

Like, where, where do you tend to— at that stage, because I want to go further into it, you're kind of at the medical— I'm getting medical information stage. Is there— where do you get pushback? Do you— at up to that stage, we'll get into later stuff later, but do you— is there anything that comes up typically at that? Like, hey, I'm calling you about this lead to, hey, do you have diabetes?

So when, um, you mean like for medication? They— there is pushback there, meaning not—

yeah, I mean, maybe in terms of certainly giving personal information, but do you get any kickback like, whoa, why are we doing this now? Like, I don't have time, I'm busy. I'm like, how do you deal with that? Or do you get it?

Oh yeah, I just let them know. I'm like, oh yeah, not a problem, this is not going to take long at all. And I'm just giving you the information that you requested. It's just going to take a few minutes. I know this is important to you because, you know, you did fill that out and, you know, it's— it is to leave, uh, to make sure that your loved ones aren't being left behind with a bill. So what were your medications again?

Right back into it.

Oh, right back into it. There's no pause. You can't pause because if you pause, you're gonna let them, um— everyone's so in— like, they're, they're indecisive people. Like I said, like, they're procrastinators. They're indecisive. It's taken them this long. A lot of them, it's like final expense. There's all different kinds of insurance, but for the new people out there, there's like term, there's IULs, all these things. So what we're specializing in more is like final expense. It's like burial. So a lot of these people don't even have like $10,000 in their bank account, right? So you have to hold their hand and not allow for too many pauses. You just want to get right back into it. So there might be pushback or I don't have time, I don't have this, or, you know, I'm not really interested in— oh, well, you know, you did fill that out. So it's just going to take a few minutes, you just let them know, it's good to say, you know, just, just a few minutes, I can get you that quick quote, you know, and I'm like, and I let them know, you know, there's no guarantee, or, you know, there's no obligation to pay today or anything like that, you know, we can push the payment date up, because that's another thing is people are worried that they have to pay today. So you just let them know. You just let them know and you just have a conversation. Be like, oh, and don't even worry. Like, you don't have to pay anything today. What we're doing is we're just going to get you that price just to see if it works within your budget. And if you like it, you know, you don't even have to pay today. We can set it out for whenever you like. Let's say, you know, you pick the 1st of July, you know, by law, you know, the 30-day free look period, we have an extra 30 days on top of that, you know, to get a full money-back refund right back into your bank account. And, you know, and that's after they spent the money, like, sending you the policy and everything. You have plenty of time to look it over, to think about it, to review it. And, you know, I give all my clients my direct cell number. And so, you know, I— you would be— I would be your agent for life. So if there's something about the policy that you don't like, you just reach out to me, or you can reach out to the company, because, you know, I would give you all the company information, their customer service number, their links, everything like that, you know, right after we finish the application. And yeah, you can you can just cancel and they'll refund that back into your account. And sometimes after I say that, I go into— because like on the quote or on the FX quote, or you know how it says payment type, I never ask them that right away. I sometimes actually talk about that payment there, like right back into your bank account and be like, and then go from the payment there. Because I find that like when you're right getting into the call, you know how it's at the very end of like um, the birthday and the height and weight, there's the payment type. I never touched that until a little bit after because, you know, or like when we're getting into the quota, I just let them know that, you know, so all of these, uh, companies— and I, I, I talk up the companies too because these people don't know like what company you're dealing with and you just— and then you make them feel good about it. You say, you know, like, all, you know, all these companies are A-rated on the Better Business Bureau. All our companies have been in business you know, for 60 to 180+ years, you know, Mutual of Omaha, Aetna, these are all fantastic companies. You know, you don't want to be dealing with any of these small fry companies. You know, I had a client, and this is a true story, I had a client, you know, pay in 10 years to what she thought was whole life insurance, only to find out that the company went out of business. So you really don't want to mess around when it comes to life insurance. This is, it's very important for you, important for your loved ones, and you want to go with a company that's established, that's trusted, you know, and that's the companies that we deal with, sir or ma'am, you know.

Love it. So we go back to medical stuff, you get through that stuff, go, go from there. Like, how's the— you, you assess what they got, whatever we got, you know. I don't know, we have damn diabetes, high blood pressure, whatever it is, you know, nothing crazy. How you transition into pricing and closing a deal?

Yeah, so we just, um, like, kind of like how I talked to about here. So I just say, okay, like, so I'm just pulling up my little quota here and just like what I talked to you about. And I introduce myself actually at this point because in the beginning I don't even say like my name or anything like that. I do not, I do not say my name. I don't, they don't care about you. Like really, you know, it's about them. So make the whole first part of the conversation about them and then introduce yourself like right before you're introducing the companies. And this is only to like edify, uh, the companies, edify yourself like against the companies that you're with, you know, because they don't care about you. So right when I pull up, it comes in and say, oh, and my name's Tina Wood, I'm with, you know, this agency, and you know, we're a 5-star brokerage in all 50 states, and you know, all our companies have been in business for 6— 280+ years. And I'd list a few, you know, because a lot of people have heard of like Aetna, Mutual of Omaha. So you want to list a few that, you know, a lot of people know. And you pull it up and say, oh, congratulations, like, it looks like you're getting that first day coverage, you know. And a lot of times people are getting first day coverage, but, you know, you have—

this is not even in the app yet though, this is just pricing.

Yeah, this is just pricing.

Are you showing them the pricing screen too on that thing? Okay, cool.

You know, and, you know, because a lot of times I wouldn't either.

I was just curious if you did.

No, I don't. And a lot of times too, like, I don't tell them how many carriers I have because, you know, like I say I'm contracted with 13, like, you know, but they can think I'm contracted with 200. I don't know, right? Like, I'm not, I'm not talking about— I just say that we have, you know, a bunch, a bunch of carriers. So I don't really want to show them that screen. So I go into it, I congratulate them that, you know, they have, you know, the first day coverage.

And even if they don't have the first day coverage, like, you don't actually know yet approval-wise. That's what I was getting at. You're, you're going to do the underwriting side later.

I tell them that based on the information—

based on what you said.

Yeah. I said, and so I say like, based on the information that, um, based on the information that you gave me, congratulations. It looks like that you have first day coverage, but of course we would have to do, um, get into the application. It's really simple. It's just going to take a few minutes. And at the very end of the app, normally it's instant approval. You know, sometimes, you know, it goes to underwriting, which would be, you know, 24 to 48 hours, but we would know right away. And based on everything that— and you always want to give them that positive vibe. You know, no one wants to go into things thinking they're not going to get something, do all that work. So, and you know, you just let them know that you, you know, you're just going to do this app just to make sure that they are going to get the first day coverage. And if they don't, like if they're going to go into a 2-year wait, then flip it, tell them how amazing that is, you know, say, okay, well, it looks like here, well, congratulations, you are going to, you know, there are some wonderful companies here, they're going to get you that coverage. So basically it's way better than putting money aside in the bank account. So what it is, is if you were to pass away in the first 2 years, your loved ones are going to get every single penny back of the monthly premium that you put in, plus 10% of the coverage. Like, I don't know what bank's going to give you, you know, 10% of any coverage, you know. So, you know, you're going to get— they're going to get— and, you know, a lot of— because of these conditions, insurance, you know, a lot of times you're uninsurable, but it looks like this company is going to give you that insurance, you know, so your loved ones are going to get something. And like I said, if you try to put this money aside in the bank, like, how fast are you going to get to $15,000? Or with this, you're going to get to $10,000, $15,000 once you reach that 2-year mark. And there's other carriers depending on, you know, other people out there. Yeah, there's like Prosperity, Prime, like, you know, there's different things. You know, GTL for the one year. Sell it however way you want. Like, for GTL, you could—

when you hit that— when I was new, yeah, and I would think they'd get immediate coverage and then they'd have to go to the guaranteed issue stuff. And I'd be like, well, what do you mean? Just to like— to the 2-year wait. When I— at— when I was— when I was first— when I was new and I would struggle, like, underwriting, asking the right questions, and people would get referred to the 2-year wait type deal. Yeah, I didn't like hype it up. I was like, well, you're too sick to get immediate coverage, so all I can get you is this. And everybody be like, I don't want that shit.

I did it.

I remember being new, I jacked that part up bad.

That's so funny. No, but like, truly, truly, it is better for them than—

I agree. I learned how to do it eventually, but at first I was like Man, all I can get you is this shit over here.

Yeah, no.

So when do you have them pick pricing at this? What, like, how do you—

so once we pick, you know, so I let them know that, you know, this company, this amazing company, and then I usually have the list up and I kind of know like when they— this company Michel Obama has been around since 1909. You talk it up, you go into the pricing, and I like to give them 3 prices. I kind of, you know, try to figure out their budget. So what would be a comfortable number for you monthly? And when I say comfortable, like, you know, let's say the fridge went out, something went out, like a number that you're going to be able to comfortably pay a month. And, you know, they'll say like $50 or $70 or $80, or sometimes they'll just be like, well, I don't know, just tell me how much, tenta. And you just want to go with the flow. Don't ever force anything. Just go with what the client wants. Like, you know, you're going to ask questions and you're going to find that not everyone's going to be nice to you. Sometimes they're rude, sometimes they're going to say things, but you know, you're the professional. You keep it classy. You give them what they want. You know, customers like— don't take, you know, someone that's gonna swear at you and like belittle you. But like, it's true, but they're, they're older. You gotta remember, they're older. Some of them are a little bit senile. So, you know, they might give a little bit pushback with the price, and that's fine because you want to remember like money's really tight for these people. And so there might be a little bit of tension when it comes to like talking about pricing, and that's okay. Just go with the flow. And when we go with pricing, you know, some numbers I like to give, you know, depending. So it's like $20,000, $15,000, or $10,000, or if they're just looking for cremation or burial, or sorry, like cremation, you know, you kind of assess that as well. Like, are you, were you thinking going like the burial route or cremation, or you're not sure yet? You know, if they're not sure, You know, they'll ask me questions too, like, how much do you think a cremation is going to be? Like, I don't have that much money. I'm like, well, why don't we look at the plans that are like closer to like $5,000 to $7,000 to $10,000? And, you know, we go into the pricing. I read them all, you know, highest to lowest. Get them to— if I get them to write it down, sometimes I'm, you know, I know a lot of people say, you know, get them to write it down. Sometimes I do that, but truthfully, sometimes I don't, you know, you know, and then it depends on the situation. Yeah. And sometimes if they do write it down, they circle the one that they like. But if not too, if it's just like a conversation that's flowing, I don't get them to write things down or grab a pen. I just say, you know, I give them them amounts. Yeah. It's just easy. Like I just go with the flow. Talk about that. Yeah.

And then one of the things I learned, someone taught me, pretty early on into selling final expense. One, and you've had it now happen enough, where someone you think was tight and they pick a big number and you're like, whoa, like you don't— you mean sometimes they throw you a curveball? Like you don't expect it. So I had this guy teach me once and it helped a ton. He would, um, he taught me to go into it and be like, I'm not gonna assume your budget, and the company requires that I show you the most you're eligible for here. Oh, so I'm going to show you the most you're eligible for, no obligation, but they make me show you the max. So your max is $40K at this price. I'm also going to show you 20 and 10, just like you did, 20 and 10, or whatever the situation is. And if any of these don't work, certainly we can make it work to your budget, yada yada. And dude, it blew up how much premium I sold because I didn't put my preconceived expectations of budget on people. And just the wording of like, hey, they made me show you the most you're eligible for, meaning you, you might want more but I can't get you more. It was kind of like almost a weird little takeaway, you know what I'm saying? Yeah, dude, I was shocked at how many people would pick the max one, but I got a lot more people when I showed $40 compared to $20 and $10, way more people would pick $20, where when I showed $20, $15, $10, way more people would pick 10 or 15, you know what I mean? Because the high was— so I, I just, I, I learned the wording of it from a guy.

Wow.

You know, hey, they make me show you the max you're eligible for is this.

That's gold.

Step down, dude. It was— dude, it changed my world in selling final expense.

Amazing. I'm gonna use that. Thank you.

Yeah, try it. Let me know how it goes. It worked like magic. I was like, holy smokes.

Sometimes, like I said, when, when I, when I, I go buy off the H2 like for the age, like when they are younger, I do, um, sometimes push a little bit. Um, so it all depends on the age. Like when they're like in their 70s, you know, and who knows, like somebody—

even if it's just for a— they— there's a really good term, really good salespeople know it. It's like price, uh, Pete talked about it on the call I did with him, price or something. You basically— I'm a newbie, so even, even if worst case it shocks them with a high price And then you show them the $20,000 and maybe the— maybe $40,000, $350 a month. And they're like, whoa. And then $20,000 is like, you know, $1,600, $1,800, whatever it is.

Yeah.

It's like, oh, well, that ain't so bad. Yeah. And then the next one's $10,000. It just versus showing them $160,000, $140,000, $120,000. Yeah. There's not much of a margin between. Um, and I, I think it was Pete that shared it a few weeks ago on, on one of the podcasts. And again, a guy that mentored me taught me that part too. So it does a lot of things, and quite naturally some will just pick it. I, I was blown away how many people picked the Max.

Sorry to interrupt you. How did it do for chargebacks?

So no, if they didn't— if they could afford— I would certainly, if I felt it was a struggle with budget, but if they're like, oh no, I want the 40 I'm like, all right, so $360 a month, no big deal for you? The fridge goes out, your car breaks down, you don't have no problem paying this? I'd push back to make sure that they were gonna be in.

Yeah, okay, you know what I mean?

But I learned a lot about people, man, and some people are willing to prioritize insurance over other things more than I thought they were.

Yeah, you know what I mean?

Like, I just— I learned a lot about people by not pre-assuming budget or and I ain't mad that you ask, but you don't know the answer you're gonna get, you know what I mean? It's like, that's a scary question for me because what if they're like, my budget's $12. I used to get that. I'd be like, what's your budget? $12. I'm like, oh shit, you know what I mean? Like, yeah, so just some things I've learned. Maybe it helps.

Yeah, I'm definitely gonna— I'm gonna definitely try that. That's, that's really good. That's really good. Always learning. Like I said, I'm just a newbie in this space. I'm learning from OGs like you guys.

Like, I mean, I had to learn it once too. For perspective for people, you were talking about all those meds and rattling them off like no big deal, which you will get there if you're watching. I remember the first time, one of the first times I was dealing with a client, I was again, I said I was part-time at the beginning, so I would make phone calls from my job during lunch and try to book appointments. And, uh, I remember the first time someone told me they had diabetes, I legit had to Google it because I didn't know what it was.

Really?

Like, I did not know what diabetes was. I didn't know what the hell it was. I was like, oh, okay. I wrote it down, but I immediately Googled it. Meaning, that's how bad I was.

Yeah, yeah.

I just didn't know the business, and I didn't know, you know what I mean? My parents were young when they had me. They were teenagers. I didn't I've not really been around a lot of health stuff. I don't know, I just— I didn't— I didn't know what the whole diabetes was.

Yeah, that's fine. Yeah, but you learned.

I definitely learned. Yeah, I mean, you learn a lot by this and studying it afterwards and, you know, like taking the meds and researching them after. And I learned a lot. But I always like to give people hope in this thing. It's like, because you rattled them off, like, and so that can be intimidating to people. And I'm like, yeah, but when you go on 100 appointments, you ain't gonna see nothing new after that. Rarely. It's all the same stuff.

100%, you know, you know, you have the surprise here and there, but yeah, majority of it, yeah, it doesn't have high blood pressure, diabetes, cholesterol, right?

A fair amount have cancer in their life. Like, it's not, you know, I mean, you get a bunch of COPDs.

Yep. Abuterol.

Yeah, yeah, you run across the same stuff.

Yeah. So that's awesome. Yeah, you just—

let's talk about closing them down then. I want to hear how do you, how do you wrap it up, close it down, seal the deal, make sure it doesn't fall off, keep it on the boat. Like, how do you end the appointment? Let's roll through that.

So, um, so after we talk through pricing, like after I've given them the prices. Yeah, so, okay, so this— so after I've given them the prices, I asked them, you know, what price best fits. And I gotta change it a bit, like, do what you—

you do what you— hey, you're selling $70K in 2 months, do you.

Just like, I just asked them, you know, what price would best work, you know, within their budget. And I asked them, like, again, like, what's a comfortable number? Like, when I say comfortable, like, if the fridge goes out, if something happens, like, this is the price that's, you know, you're still going to be able to make. And I let them know too that this is not set in stone, like before their birthday. Like, they can always call me, we can increase it, we can decrease it, you know. Don't feel stressed about this. Like, you're not making— and I emphasize, they're not making the payment today. Um, and then, you know, they, they, um, they pick a price, and then we go into the app, we fill out the app. Um, it's pretty— I don't know, I, I don't get a lot of pushback. Is that—

and I think anything on social banking that you want to give advice on?

So for social, so before I get, um, really into the social, I talk about that while I'm doing the medications. When I talk—

when I was telling you, you kind of dripped— you dropped it a little bit.

Yeah, I hinted at it because you want to just kind of hint at it there, that, um, first because you don't want them to keep medications from you and then you do this whole entire application for that to be denied because they forgot about a medication.

Yeah.

So you just let them know, um, as well that, you know, um, the company, they're able to pull up your whole RX list and your, um, prescription— sorry, your prescription history, your medical list, like through your social. So it's important for this to be accurate, you know, all these lists, just so we don't, you know, end up doing the application only to be denied. Um, we're just doing this to— in order to match you up with the right company. So I just kind of set the tone a little bit in the beginning of that. And then so when it— when I— and I do it very casually, naturally, like just when you're doing the application.

You said it earlier. Yeah. For those that missed it, go watch it again. She definitely said it. Yeah.

Yeah. And then, you know, and also a lot of times on the application, and this is before I actually started doing Crankwheel, so it's a little bit trickier now that I'm starting to use Crankwheel a little bit more. But on the application, when the social's in the beginning, I never do the social in the beginning. I do every part of the app that you supposed to, like, before you can switch the page, like the address, everything. And then you go to the social because, you know, you've already gotten some of the information. Um, with Crankwheel, you don't really get that because they can see it, they can see the app. But before I was using Crankwheel, I would just, you know, go over all the information.

So you waited?

No, it was—

no shit, I remember the days.

Yeah, well, it's because, you know, you want to kind of, you know, get into that motion of them answering you, right? And then you say it super casually, and then you're like, okay, yep, got that, your information. Okay, and your social? Like, just don't even put any emphasis on it. And sometimes they're like, wait, wait, wait, like, you know, I don't really like giving my social. Oh yeah. And then just super like brush it off like it's nothing. Be like, oh yeah, like, remember I mentioned earlier that, you know, you just need this to pull up your Rx list and everything and just to see you're approved. So it's pretty standard, especially after COVID. Everything's like computerized and systemized. So this is just how insurance is done now. Okay. And your social? Yeah, just super quick, super, um, no pausing. Uh, don't make a big deal out of it. And social is something I almost always get, like, that's not the issue. Sometimes, like, you'll have a little bit of pushback on banking. I'm pretty good at banking as well. And I think it's— yeah, I think it's all great when we go into the information. Okay, so we've got all of this. So, and this is the spelling of your name, uh, on your account here. Okay, and I just need the name of your bank. Okay, got that. Okay, and then what— yeah, and then what, um, what city did you open that bank up in? And they'll let me know because the routing number is not necessarily the bank that they're living, like wherever they're living, it's where they open the bank up. And then you just open up on Google. Yeah, you just like routing number and the city and you pull it up. Okay, so it looks like our system populated the routing number. I just want to confirm that this is correct. Is it 0991837? Is that correct? Could you just double-check that for me? Yeah, that looks right. Okay, great. Okay, and I just need your account number. And just, just, just like the social, just like social, just super smooth. Don't be shaky, just be super confident. Um, You know, and I find that like, just don't make a big deal out of it. Just ask like you're asking any, like, you know, everything else. And sometimes, you know, they'll give a little bit of pushback, just like with the social, be like, oh, you know, like, I've had issues with my, you know, banking before. I'm not comfortable with giving that out. Be like, okay, well, like, you know, and you just let them know that this is just standard procedure. And that like, because sometimes they'll say like, oh, I I want someone to come to my house. I don't know if like a lot of other telesales agents have heard that before. I want someone to come to my house. And so I know, you know, that this banking information is going— not going to go anywhere. So I just let them know like, well, that person that comes to your house, you know, or if you mail it in, I've gotten that too. Like whoever, um, the person that receives that mailed applicant, ma'am, is a person like myself that works, um, with the company. And so that person inserting that information into the computer is a human just like I am, and we are not doing anything with your information. This is our job. We take our job very, very seriously. None of this information is saved. It's all destroyed. It's gone with the company. We do this all day, every day, ma'am. You can rest assured that this is just the process in getting insurance, and our livelihoods depend on it. And yeah, and then it's just simple. Like you just let them know that this is just the way it's done. You know, just don't make a big deal out of it. I think in the very beginning, I remember like last summer, like I got so nervous that I started overexplaining. I don't know if you did in the beginning, John, but you just start like, um, um, like, well, you see, like you just like, you get so nervous, you start like explaining this and you just overexplain, you talk too much. Just simplify it. Just let them know. And then even when you explain things like, oh, this is just like how insurance is done now. Like, it's just really quite simple. Like, oh no, we don't keep any of this information. Like, oh no, this is just the process. If you mailed it, it'd be the same thing. Someone on the other end at the company, they open up your packet and they're going to have to insert that into the computer. So it's the same thing. Okay. Yeah. So what is that number? So you just kind of smoothly just go into it.

It makes me think about when I was selling, and especially early on teaching agents to sell. A lot of times people would ask if I have to make a decision today, and agents would go on to this long rant.

Don't.

And I'd be like, yes.

Yeah.

And just, dude, and everyone would go like, 90+ percent would go, okay, I'll pick that one. And everybody wanted me to go yes and then talk. Or yes and explain it or reason it. I would just be like, yes, so which one do you want to go with?

Yeah.

And they would just pick. It's, it's nuts when you simplify stuff, how simple, smooth it can go. Because again, procrastinators, it's the nature, it's, you know, I mean, they're gonna instinctually— I don't know if that's, you know, subconsciously, whatever— try to be who they are.

Yeah.

You know, so it's, it's helping them get across that line in a lot of ways.

And you're helping them Like you're doing a service for them and for their family. And just, yeah, I think, I think exactly what you said, John, is just simplify. I think that's just the best way. Don't overcomplicate things.

I love it. That's good stuff. This has been great. I appreciate your sharing. Any final words or anything you want to share to people out there watching? Or if you want them to follow you on social, I don't know if that's your thing, but certainly, again, if you want anything you want to share with anyone. More than happy to, uh, let you— let you let it rip for a minute or two.

No, I just think, um, the best— I think the best people, if you want to really— because obviously people are watching you because they're insured, interested in insurance and getting into it, and, you know, thinking about this, um, as a means, uh, to like a career. And I feel like you really have to— like, if you really want to get into this, uh, you have to take not just focus on like your goals and future, like just be one of those people that just float and be like, I want this, I want that. Like you have to take massive action. So you have to remember that like when you want to get into this, like you do it, but you have to simultaneously like take massive action. So, um, you're going to be successful in this, but you have to not only set your goals, like all that stuff we talked about before, like with time management, with planning, But you have to take the action. You have to take the steps. You have to put in the time. That is so important. So I want everyone to succeed. I don't want— I know how it feels, especially for the moms out there. I just truly want you warrior queens to win because I know what a lot of us moms feel and what we go through, the mom guilt, all of that. And I want everyone to win. And I think it's you know, just hearing this. I think all of this, but people already know themselves, you know, but they sometimes they need to hear it again, right? So that you're capable, you're able to do this, you know. God plants you, you know, in the darkest times. Like, that's like when God plants you, right? And you're going through like really dark, hard, heavy times, but God's planting you during that time. And like, you know, with gratitude, just like holding gratitude in your heart, you're just going to keep growing. You're going to grow You're going to flourish. You're going to do great. Just keep that positive mindset. Hold gratitude in your heart. Focus on your goals and just take massive action in the present.

I love it.

Yeah.

Couldn't say it any better. Appreciate your time and sharing and keep killing it.

John, thank you so much for having me.

You got it. Appreciate you guys. We'll see you on the next one.

Bye.