This Telesales Phone Script Made Me $93,000 in 30 Days ft. Electra Miller | Ep102

You're collecting information. So it's like by the time you get to the end of the call, they can't say anything that you haven't heard. So like I used to work at LA Fitness and one of the questions that we would ask, which seemed conversational, was like, do you like coffee? And they'd be like, yeah, I love coffee. Oh my God, do you go to Starbucks or you go to Dunkin'? They'd go to Starbucks. Okay, really cool. How often are you going? Oh my God, I get it every other day. So then when they would get to the end of the call and they'd be like, well, it's too expensive, I'd be like, well, it looks like you're going to Starbucks like 3 times a week. Yeah. So let's cut that out. Right? So it's like we want to ask questions that are not very obvious.

Well, welcome on. Appreciate you getting on the podcast. Absolutely.

It's— yeah, sure, it's an honor.

Yeah, Electra Miller. Is that your actual name, is Electra?

That is my birth name.

I love it. You get that a lot, don't you?

I do, I do. And I'm, I'm used to that. Like, that's perfect. When I was younger, I wasn't so fond of my own name because it was so different. Really? I really grasped the coolness of that. And then now, you know, I grew into it. Personality matches the name. I couldn't be anybody else.

I was gonna say, I wonder if it— if you learned to own the name.

Oh yes, absolutely. I'm grateful for it.

Yeah, I like you. I give— I try— I like unique names.

Me too.

My daughter's name is Shaili.

Okay.

And it's spelled S-H-A-I-L-E-Y. And the downside is no one can spell it. It's super unique, but everyone calls her Shelly or all kinds of crazy things, right?

Right, right.

Pros and cons to it.

I'm Alexa most of the time to most.

Yeah, yeah, yeah.

There you go. What are you gonna do? That's okay.

I love it, I love it. Well, good stuff. I've heard some good things about you. I had a fun podcast with, uh, Dylan not too long ago. He was our— and I don't know when it's releasing, maybe it just— I can't remember, but he was the 100th episode of it.

Oh, nice.

And, uh, we were talking, um, just about different things, and your name came up for a couple reasons. Um, I think I was saying something about like the way I speak to clients, and I'm not really much of a script kind of guy. I just sort of like have conversations and go off the cuff. And he literally brought your name up because he's like, oh, that's what Electra does, and she sells a shitload of insurance.

So yeah, yeah, I'm really like keen on it just being more conversational, obviously with a purpose, you know. You're not just like people for no reason, but Yeah, like, it's just, it's more of a guided conversation than like the script being a cage.

So there's a structure to it. But it's not verbatim word for word.

Right. And I don't know how we all started on a script, right? Like, sure, you know, you did too. And then it's like, once you master that, once you know, like the back of your hand, that's when it becomes just like a conversation, as long as you can hit all the points, you know, you get the end result.

I love it. That's good stuff. So I, I got a note here. Reese just left me. He put— I, I don't, I don't prep for these. I just like to figure people out.

Yeah, I didn't prep for this.

Yeah, no, I love it because same, it's just a conversation. It just is what it is. I figure out a lot. But he did, he left me, he left me two notes. It says, on Dylan's team, which I knew, and then sold $93K on her own pen in December.

Yes, that was my biggest month. Um, you know, right now I'm focusing on building a team, getting a little bit wider than myself. But my approach to this business was, I feel like people take maybe two approaches. You either come in and you start building right away, or you come in and you're really just focused on personal production. I took the personal production route and it was a bumpy ride. It didn't just start off where I was just naturally great at this and everything was smooth sailing. There were so many different chapters to this journey, um, as it is for everybody. But like, you know, obviously mine's just personal to me. And, you know, by— yeah, I started this last, um, I was full-time last March, and December rather was, was my biggest month.

Crazy. Yeah, it's impressive that quick. What do you— is it all Final Expense or a mix of things, or what are you selling? IUL?

What do you— yeah, so I started on IUL only. Like, when I started this business, and yeah, I didn't know anything else. I had, I had absolutely idea. I was coming into it on— I would say maybe annuities are the most complicated products, but IULs are fairly up there. And that was all I knew. It was fully underwritten business. So we were really only doing companies like F&G and MG. I didn't know anything else because Dylan, we built this from the ground up for ourselves. We didn't invent insurance, but we built this from the ground up for ourselves. And then once we started to branch out and communicate with other agencies and we started to see that there's so much more to the insurance industry. Around May was when we really started to branch out into final expense. And, you know, the way to look at it is like the IUL is like, you know, the Lamborghini, and then the final expense is like the Honda. Not that, you know, insurance is bad, you know, but it's a necessity versus a luxury. So at first we were only selling luxuries, and it was a little difficult to, to get that ball rolling, to get a lot of business to cash flow and stuff. Yeah. A lot of my business got stuck in underwriting and med calls from companies. And by then the client's like, you know what, never mind. And then it was just done up from there. But yeah, so the $93,000 month was, I would say 90% of that would be final expense. And then I'm really only working with final expense leads. So any IULs that came about throughout that process, or just me thankfully knowing how the IUL works. If I got on the phone with an older gentleman who is perfectly healthy, you're getting an IUL today, sir. You know, it's at the end of the day, it's a cheap cost of insurance, you know.

So, ah, yeah. Are you still doing fully underwritten stuff? Are you going with the simplified stuff?

Oh yeah. So now, now we're all on instant decision. I mean, F&G is there if you need it, you know. Typically, you know, if you're, if you're really, you know, young, maybe like 30s, depends on your needs, obviously, you know, it depends on how you want it to structure., but like F&G and L&G, like there's a lot more flexibility with structuring it, um, rather than like these underwritten companies where it's kind of a little bit more straightforward. Um, so yeah, so now we're in like, you know, AmeriCo and all these other carriers that are just like instantaneous. So that's what really just skyrocketed my numbers, you know, really after obviously like learning the skill, bettering the skill. How do I have a better conversation? Make sure that, you know, anyone I talk to leaves the phone confident, um, in the decision that they made, that we made rather. You know, it was, it was a lot. I mean, I think another thing as well that really skyrocketed my numbers was instead of them hanging up on me, I started to hang up on people.

That's one of my favorite things I do. No one will do it.

I love it. You have to.

It's like— Give me an example. Let's teach them.

Sure. Sure. So if you're, you know, the beginning of the phone call is the most important part, you know, aside from being able to lock it down in every category of your process, of your What do you call it? What do you call it? Your presentation. Okay. So, you know, I believe that like the first 4 seconds, the most important part of the call. And then, you know, you really, you really get into it at that. So in the beginning, I call it finding your reason, right? So there's a reason and then there's a why. These are two different things. The reason is another way of looking at it. It's like your why. There's your why and then there's the client's why. Your why is like, why are we on the phone right now? I need to understand what is your goal? Where's your mind? What is— what are we looking to do here? If you can't figure out a really clear set understanding of why you're on the phone with that person, then you need to get off the phone immediately. Right? Like, but I'm not saying like, you know, hang up after the first sentence, you know, like you have a conversation in the beginning of this call. I think a lot of beginners make a really big mistake. Commonly I did this, everybody does it, is that in the beginning you're trying to get a sale out of anyone that picks up the phone. You know, like you're just trying to get to the end of the call, you know, not realizing that you're spending so much time talking to the wrong people. And then that's when you get into situations where you're 30 minutes in, they're like, I have to talk to my wife, or you're 30 minutes in and they're like, actually, I have a doctor's appointment right now. I have to go. You know what I mean? Yeah. And they're just pulling stuff out of the gates, you know, just telling you that they got to go or that, you know, it's not really an interest to them. So the beginning of the phone call is where you really figure out, you know, are we supposed to be on the phone or not right now? And I think that also helps me, you know, with my confidence level. I know now in the business that if I'm on a— if I'm in a conversation with you, I know that we're closing the deal because I don't get far into conversations with people that I shouldn't be on the phone with. You know, I'm not perfect. I'm sure there's times where it comes about, you know, you get to the end and they pull it out on you and they're like, I have to talk to my wife. And you're like, Well, you know, what do you mean? But yes, it's very, very important to make it very clear, be straightforward with people and understand that like it's a person on the other end of the phone. Like you don't have to be staring at the script like, how do I answer this sentence that this guy said to me? It's like, sure, ask them, be direct, you know, be as straightforward questions in the beginning. Like don't be afraid and get them off the phone as soon as possible if that's what you have to do.

I love it. I love it. As you start building, keep that in mind. Yeah, same approach.

What do you mean, as I start building a team?

Yeah, when you're interviewing people.

Oh, like, yeah, absolutely. Same approach. Lesson, a whole new lesson.

You know, the goal ain't to hire everybody, just like the goal ain't to sell everybody, right? Is to figure out why we're talking and are you a right fit for me. So keep that in mind.

Absolutely.

Absolutely. So what is it you're looking for to know whether or not you want to proceed and how do you ask it? Like, what's the initial, like, why are we talking? How do you, how do you lay the groundwork for that?

Yeah. So I'll, I'll have like a broader sentence. So I'll be like, you know, well, let me understand your mind a little bit. You know, what was your, what was your goal? Was it like most people, you just want to make sure there's no financial burden? Are we looking to leave something additional? If it's an older lead, I find it efficient to ask them, are you just trying to make a comparison? You know, because then it lets them know in their mind subconsciously that just 'Because I have insurance doesn't mean I have to get off the phone with you right now, right? Like, there's still a purpose for us to be here.' So I leave the door open for them to choose, you know, like, we don't really want to always give the client too many options, but in the beginning, it allows them to be in control of why they want to talk to me. Well, it's like, 'Well, yeah, I just—' And then they'll explain to me right away, like, this sentence is perfect for me because the moment they answer it, I'm like, 'Okay, go time.' Like, now I know what we're working with. I'm on your side, you know. I think that the number number one key to closing a deal is being on the same page as the person that you're talking to the entire way through, like the entire way through, like knowing everything you need to know about them, right? Not everything about them, but everything you need to know about them as much as possible, because the goal is to make a decision with them. It's not for them to just make the decision on the other side of the phone and just have them in complete control, right? Like I try to By the time I get to an end of a phone call, you know, we're making a decision together because I know so much about you that, you know, in the back of your mind, you trust me enough to have control of what we're gonna do today. So in the very beginning of the call, I ask that question. It's like the golden question in the beginning of the call. They answer that and I'm like, okay, understood. And that's how I know that I can proceed by giving them more information. Yeah. Who I am. And now we're just, I'm gonna establish myself in the conversation and then, and then we move forward.

Give me some examples of who you're getting off the phone with there. Like, not— who might not proceed with— yeah, like, if you ask that question, all right, tell me what your mind was, what are you thinking, yada yada. Who do you— like, who drives you crazy and you're like, eff it, this ain't my person?

The guys who— I mean, honestly, like, there's very common people who just keep it simple. They're like, I don't know. They're like, I don't know why, you know, I don't know what I mean. And you just ask, like, well, you don't know? I mean, well, you did fill this out, so I mean, where was your mind at that time? I mean, who in your family inspired you to look into something like this? You must care about somebody. You know, and then get them talking or whatever it is. And then usually that was just some kind of smokescreen or comment they threw at you. Sure. And then they'll give you the real reason of, oh, well, I was looking into it and it was too expensive, or, oh, I had talked to this one guy and I don't think I'm going to qualify, or, or I don't— and I didn't qualify. And then, you know, you instantly act, you know, confused and you're like, well, who told you that you wouldn't qualify? I mean, you're, you're 75 years old. You sound pretty healthy, even though that's just an assumption. And then I'll get right into health right there. I mean, are you medicated for anything serious? You know, now I'm just— I'm getting— I'm going forward, right? You know, it's a big thing that any questions that you ask, you know, have to be something that move you rather than keep you right where you are, you know. So the question I would ask, you know, is like, you know, so are you medicated for anything? You know, what's going on there? I mean, severe cancer? Are you dying in 24 months? Like, what's going on? Um, you know, and they'll be like, no, no. And I'll be like, okay, well, I can't imagine why. Or if they say it's too expensive, I don't know who's out there telling people certain numbers, but it was like $500 a month. And it's like, realistically, why are you being quoted $500 a month? You know, it's like, what's going on there? You just— and then I'll say something like, you know, so it just sounds to me that you just got on the phone with the wrong person, you know? And then I'm the right person, right? So, you know, instantly just change it to like, you know, you want to talk to me, you know, and then you can hear it in my voice. You know, I'm confident in everything that comes out of my mouth. I'm not saying, um, because I'm prepared on the call, you know, I'm not portraying any uncertainty whatsoever. So yeah, people who just don't know why they are on the phone with me, like they literally will straight up say, I don't know, it's going to be those guys or, well, I just want to know how much it's going to cost. I was just curious. Yeah, yeah, yeah. You know, those guys, it's like, okay, we need to address that immediately, right? You don't just want to be like, oh, okay, well, let's see what we can do for you and then just go through your presentation as normal. They're going to pull out the same issue 45 minutes later. You know, it's like you might as well just address it right then and there. I mean, if you can't get through it, you know, then, then they gotta go. I'll be like, well, sir, I'll tell you what, I mean, if you need me, you know where to find me. You use this number and we'll just— I gotta go.

So what's your favorite way to get through the, the ones that are just want to see, just curious on the price and stuff like that? Just, I know you probably bounce on a lot of them, but the ones that you make it through, how do you re-ask it? Hi 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 let you know when the next one is. There are 2 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 link later.

Yeah. So I mean, first, first I'll ask, well, how many of these conversations have you had? You know, it's like the first time you're having this conversation. Have you been looking around? You know, when did you start looking into this? Um, and then, you know, they'll answer that however, which way they will. Um, and then I'll go from, well, you know, it's not a one-size-fits-all, you know, obviously if it was that simple, sir, I wouldn't have a job. Right. So I do have— I do have to ask some questions. Do they have to know who they're insuring? I mean, have you ever applied for insurance before? And then I'm going to like go into like, you know, showing them. It's like, if you haven't done this before, then clearly you're confused. I was like, sir, I can give you numbers all day long. You can go call the next guy and he can give you numbers all day long, but you're never going to really know how much your insurance costs until you actually apply for it. Right. So it's like, and then I'll probably get the health a little bit faster than I would. Prior, you know, but I first want to like establish some kind of trust. Like I personally will, you know, let them know exactly who I am right in the beginning of the call. Like this is what I look like. Here's my personal phone number, my email, my employee identification number, my national producer number rather, you know, here's all of this. This is how I work. I work with these carriers. This is what I do. My job is to do this, that, and a third. I know your goal is this. That's also my goal. Me and you are on the same page. I'm on your side, not the other way around. You know, I'm making sure that they're not looking at me like I'm a car salesman, you know, who can go in the back and fluctuate the numbers and, you know, a little bit of room there. I'm like, I have no— nothing to do with the cost, sir. It's like that. There's no reason for me to be on that side at all, right? I said, I am on your side. You're looking for the most amount of coverage for the least amount of every single month. So am I. Very nice. You know, I work with all these different carriers. We're going to cut all that work short because I know that when you go on all the websites and you're looking for insurance, you type in your phone number, you're gonna get a million phone calls, so let's just avoid all that right now. You know, like, easily just, you know, you want to be— you want me to help you, trust me when I tell you, you know. But I sound so certain.

Yeah, you do. Are you sending them your credentials? I know you said you mentioned them all. Do you actually send stuff up front?

You do? Yeah, I do. I send it up front. And then not only that, you know, I'll hear their phone buzz and I'll say, yeah, it says delivered. I heard you're just— your phone just buzzed. Just go ahead and check that out for me. Because there's actually a big difference in someone saying like, yeah, I heard my phone ring and yeah, I'm looking at it right now, right? Like there's something about their guard that goes down at least a little bit more. I see it. Actually look at it. What are you sending? Um, so it's a, it's a business card that I made on Canva. Oh, perfect. Yeah, yeah. Any of my guys, you know, I'll have them give me a nice picture of them or I'll take it for them and I'll go and I'll make it. And it basically just has, you know, a nice picture of yourself.

Um, they get the link and it shows the little preview and they can click it and see the details.

Be all they need to know. I'll be like, yep, that's me. Anything. And I also want you to understand that if we are successful today, anything that you need in the future, questions, comments, concerns, changes, if you like me enough by the end of this call, you can always call me to say hello. I'm here to make your life easier. Okay. You're welcome to call the carrier if you want to. But again, it's a lot easier to ask me a simple question than to wait on hold for a simple question, you know? So, and I'm completely free, right? And I come with no additional cost. So I sell myself as much as I can. Boss, I love it.

This is so good. Okay, so then as you, as you navigate through this, especially in the final expense world, what's, what's, what's the next most important piece for you? Obviously navigate in the beginning, like that you should even have a conversation. So you start proceeding into that conversation. What do you, what do you, what's important to you next?

Right, so we, you know, we, we go to credentials right there, you know, right off the bat. You know, on, on my script it says no reason, no credentials. No reason in doing that. So then we go over that, uh, the whole spiel I just gave you right there. Reasonable credentials, right?

Slick. So you're not sending it to literally everybody. You— I want you— that's—

I, I have a privilege, sir. You don't get to know who I am if there's no reason for us to speak to each other. Like, it's a good one. Um, yeah, you know, it's like, why am I gonna send you down?

It's a mindset for you more than it is for them.

Like, yeah. I'm here, you know, I'm here to help you. I'm up here. And then once we, once we do that, you know, we're going to get into now what's called the why. That's their why. I have my why. I secured my why. I have to secure your why. Now, a why and a reason, like I mentioned before, are two different things. A reason is something like, well, yeah, I just don't have any insurance. That's a reason. That's not a why. A why is I don't want my wife struggling once I pass away to pay the bills that remain while I'm no longer here. That's a why, right? A why has like an emotional attachment to it. So I'll go into, well, Mr. Miller, you know, if you were to pass away today, I mean, who would be the beneficiary picking up the pieces, making the phone calls and paying all the bills for you? You know, instead of just saying, who's your beneficiary? I'm painting them a picture with a sentence. You know, it's only one quick sentence. You know, everything that's said in this, you know, in this conversation is intentional. Right. So it's like asking it with who's going to be paying all the bills, who's going to be making all the phone calls, who's picking up the pieces, hopefully has them imagine their daughter scrambling with phone calls, crying, paying bills and figuring things out. You know, so even in just that quick second, they can build some emotion right there. You know, will that be my wife? Okay, understood. And what's your wife's name? Maria. Okay. Well, how long you been married? 49 years. God bless. That's an accomplishment. Good for you. You know, and then, and then move forward from there. So it's like then you're going to establish again back to them. You're going to reiterate it back to them. You say, okay, so I completely understand. I mean, you just want to make sure that not only can she take care of your funeral expenses, but she can also take care of at least 6 months of the bills that are going to remain while you're no longer here. Completely understand. I'm kind of answering it for them in that moment because they already said yes to me already. And then I'm not going to be a robot and ask them the same question, have them say yes to me again, you know? So I'm going to naturally have them, you know, I'm going to say yes. And then they're also just going to follow with an agreement right there as well. And then I'm going to get to understand their living situation. Well, let me get to know you a little bit. Are you retired? Are you working? Are you disabled? You know what's going on over there? And then they'll explain to me that I'll understand where their finances are. Okay. And then we'll figure out how much is left over once they're paying all their necessities and everything like that.

Okay. So you dive into income and stuff early. Okay. Yeah.

So this is what's called— this is a part of it. Only one part of, right? What I call disarming the client. You want to disarm the client. They're holding a bunch of tools and weapons in their belt in the beginning of the call, and you need to pick out every single one of those, or else by the end of the call, they're going to pull it out on you. Yeah, right. So it's like If you tell me, so like I used to work at LA Fitness and I was a personal trainer and one of the questions that we would ask, which seemed conversational, was like, do you like coffee? And they'd be like, yeah, I love coffee. Oh my God, do you go to Starbucks or you go to Dunkin'? They'd go to Starbucks. Okay, really cool. How often are you going? Oh my God, I get it every other day, right? So then when they would get to the end of the call and they'd be like, well, it's too expensive, I'd be like, well, It looks like you're going to Starbucks like 3 times a week. Yeah. So let's cut that out. Right. So it's like we want to ask questions that are not very obvious, you know, and this is just doesn't go for finances, but like throughout the call you want to ask questions that are not necessarily so obvious because you're collecting information. Yeah. So it's like by the time you get to the end of the call, they can't say anything that you haven't heard. Sure. Well, sir, I know all of this. I know all of this. You told me that. So what's the problem, right? It's like you have a way easier time, honestly, not even getting objected at all. Yeah.

So let's— I want to know how then you're— how you're doing the money part. Well, how are you— how are you navigating that versus just like, hey, what's your income? I'm sure it's not that simple for you, right? Yeah. Because that's a big objection. That's for most people, you know. And it's like you do get a lot of, well, especially in one-call-close world where you don't have both people on, there's— it's very easy for them to go, hey, just let me run it by my wife. Yeah, I know how to close and I still get that shit.

Yeah, no, of course. Sometimes, sometimes you just can't. Like, uh, before I get into it, I mean, like, if I hear the client mentioning their wife a lot— yep, I'm just gonna stop. I'm gonna be like, sir, can you make a decision without your wife, or is this something that you guys do together? Right? I'll just cut it right there. I'm like, let's be real. So, um, but other than that, you know, going into finances, we're going to figure out, you know, yes, I'm retired. Okay, good for you, I'm sure you earned it. Now you're successfully receiving your Social Security, right? Yes, I am. Okay. Any disability as well? No. Okay. Any pensions, any retirement coming through, anything like that? Yeah, I get a little bit. I was in the post office. Oh, good. Good for you. They got great benefits. Awesome. Okay, great. You know, and then you're going to add that up. So it's like, okay, so that looks like you're bringing in about like $5,600 to start, right?

So you're asking them each one, how much is Social, how much is retirement, how much is disability? You're—

Yeah. Yeah, absolutely. So like, you know, just so I can— I just want to best assist you, sir. I don't want to just slap insurance on the table, right? I want to make sure I'm helping you specifically, you know. So what's like a ballpark of what you're bringing in right now each month? Oh, I don't know. Okay, no problem. So just— I have a calculator out right now, just read it to me, you know, and then that's it. You know, it's not— you— when they say I don't know to something like that, like, you can't just be like, okay, no worries. Whoa, like We need a big flag. Red flags, guys. Like, we need to pause and just assess it. Like, why stay on the phone with somebody that's just, you know, whatever? But then you're going to figure out, you know, well, where's your money going? Okay, are you renting? Do you have a mortgage? You know, especially because if this guy told you that I don't want my wife to pay the bills by herself, well, what bills is she paying?

What bills are there? Yeah, it's a very easy transition. Yeah.

You know, we need to know what we're replacing here. So, yeah. You know, rent or mortgage, cars, credit card bills, medical expenses, anything. There's gas, utilities, and groceries, all the fun things you like to do. Maybe you take Maria out to dinner, maybe she gets her hair done, or maybe something unexpected comes up that you did not plan for, right? So we'll figure out what all these categories are, right? So after our necessities, we're going to do some basic math here. It looks like when the necessities are done, we're looking at about $3,000 at the end of the month. Obviously, sir, life's not that simple, right? We have miscellaneous things. Maybe you take your wife out to dinner. Maybe something happens that you just could not foresee. So what I'm going to do is I'm going to cut that right in half. I'm going to say we're left and we're going to pretend we're left with $1,500 because the last thing I want you to do, sir, is if in 6 months, God forbid, you get hit with a bill you weren't prepared for, this is going to be the last thing I want you to sacrifice or else it's going to be no point in us doing this. Right. So like that sentence right there, you know, is in a— it's a zombie killer, you know, like It's an objection killer before you get objected. Like, my thing is, is like, I think why I don't get objections too much is because I'm killing them before I even get them, right? So like, I'm planning, and this is also building my credibility and trust.

Shoving something down their throat, right?

Yeah. They're like, give a shit. This girl cares. She's not just trying to sell me the biggest policy in the world and get paid, right? So, you know, we'll go into that. We'll figure it out. Okay. Understood. We'll put on the side. We'll get into health. Right from there, then I'll explain how I work, how the, how the carriers work, what they're going to do, how they're going to do it, how we're going to get our answer and what we're going to do from there. And then we're going to go into, you know, figuring out what's comfortable and getting it into an application.

Okay, one question before I let you proceed with the next part. How are you dealing with the ones that are $1,200 a month Social Security and their money's gone on the 4th? They get on the 3rd, is gone on forth? How do you deal with that person when you, when you're finding out what the bills are, what's left, and it's literally like, do we all get them? Yeah. Yeah. How do you handle that?

Um, so right then and there, I will just like, again, this is another way where you cut the conversation short. Okay, understood. So I mean, based on what we mean, you just discussed, you know, we're left with $100 at the end of the month. I know that this is important to you. So what would be comfortable for you to allocate and save towards something like this? For straight up ask. Yeah, straight up ask. Because it's like, what? Why am I going to sit here and play game and pretend with you? Like, what are reading you the benefit? Me reading you the benefits of the policy and, you know, going through the entire application does not put more money in that guy's wallet. You know, it's like at the end of the day, he's left with $100. He's left with $100. And then, you know, I'll answer it for them sometimes. I'm like, no more than $50, right? Yeah, correct. You put it out there and they'll be like, yeah, that at the most. Be like, okay, understood, you know. So that's exactly what we did, what I did last night actually, um, because I just got right to it, you know. And if you get that agreement, like, yeah, no more than 50, okay, they're in. There are a few situations though where I'll say like, well, in the future, like, is there anything coming about that's going to change your finances? Like, are there any timelines we're waiting on or anything like that? And if not, I'll literally let them go. I know everyone needs insurance, and of course they do, but if that guy's not he's clearly not good with his money, right? So it's like, what, what am I— who am I to think that this guy's gonna make, like, prioritize his insurance policy over this?

And even those ones that you put on their draft date, they spend the money before that bitch drafts.

They're going out getting scratch-offs and pretending that, you know, like, whatever. So it's— it is what it is. And like, obviously there's some people out there that are just living a difficult life, like, yeah, yeah, it just happens a lot to begin with. And I feel for those people, but I, I will I'll give those people my credentials and I'll say, listen, like, I'm gonna put— I'm gonna keep you on my radar. I'll put you in my calendar for maybe like 3 months from now, and I'll just like pop in and say what's up and like kind of just see where you're at. Um, but if you ever need me, I mean, like, the information is completely free. Even if you have a question, like, you know, human to human, you can always call me. This is my personal number, same number my mom calls me on. So, you know, just reach out, you know. And like, at least they know, like, they don't feel forced into a sale, you If you can't afford it, you can't afford it. Like, that's just a chargeback waiting to happen. It's just— it's pointless. It's pointless.

So that answered one of the questions that I sometimes ask people. You're dialing from your cell phone, clearly. Yeah, yeah. I mean, some people get all caught up in using all these systems and dialers and all this shit, and I'm like, dude, that ain't what the top people are doing. It's good. Okay.

I mean, I'm not a hater on the dialers, but I mean, it's—

yeah, same. I mean, all power to you.

I have— why change it?

I don't know. Same. Yeah, I'm like, they drive, they drive me crazy. I just think they're— you can make plenty of money without them.

Yeah, I know. My number one thing with them, you know, for anyone listening who has a dialer, and maybe your dialer is amazing, but, um, it's, it's the fact that you can't— like, how many people are gonna pick up on the second dial? And with a dialer, you're dialing 3 guys at a time, and they're just gonna go to the next 3 people. And maybe you'll redial those, those people, but sure, 2 hours later. The guy that I closed last night picked up on the second dial, you know what I mean? So it's like he didn't pick up on the first. I tried him again, then he picked up. So it's like with a dialer, I feel like there's money that's left on the table.

Yeah, I'm a big, I'm a big triple. I had, dude, I had someone picked up on— I do it sometimes just for to prove a point. And I record a lot of my stuff and do it in front of people. I got a guy to pick up on 8th. I did them 8 straight times, picked up last night.

He's like, what?

Just no. He just said hello, dude. He didn't say anything. I did one 5 times and one 8 times, and they literally just answer and say hello. They didn't even address how many times I called them. So I'm like, it's just— I think people overthink a lot of this. Yeah, I'm also kind of a psychopath and do it just to prove a point, you know what I mean? And it's like, it just works.

You requested this information, you're gonna pick up the phone.

Yeah, you know, again, worst case, I just pretend it wasn't ringing. I'm like, I almost never have to do that. That. Absolutely. Cool. Well, now I want to know how you explain the rest of the process, because this is— this is, to me, this is like the moneymaker for most people. Like, if you— this is a make or break. Say you got the info, you got the health, like, we, we've sort of proceeded to go forward, but in my opinion, this is where you lock it down. So I'm gonna guess— I'm guessing you have some, some really good stuff here. So I want to—

yeah, absolutely.

Hey guys, just created something really and if you want to be part of it, join the Discord group I just created. The link is going to be in here. It's a dope environment. You can chat with others that are kind of in the community. You can see beyond the curtain of our agency, have access to all kinds of stuff that we got going on, events, and my staff is in there. We have agents in there selling, me helping agents and sharing information. We're going to, as we build this thing out, share everything out there with all of you guys. So again, follow the Discord if you want to be part of everything we got going on. Join it now. We'll see you in there. Hope to help you more.

Yeah, so I'll, I'll explain to them how many carriers that I work with, and I'll just have them understand that, like, I have no reason to tell you that one company is better than the other, right? So it's like, I— my goal is to make sure we're getting the most amount for the least amount. Your goal is the same. We're on the same page. I'm on your side, not the other way around. What all those carriers are going to do, they're going to look at your Medical Information Bureau, which is your MIB report. It's a collection of all hospitalizations, prescriptions, anything medical related over the last few years, which is all tied to your Social Security number. Okay. Your social— like, I don't know if people shy away from this. I'm like, sir, which is tied to your Social Security number. It's coming. Yeah, I'm like, please tell me now because like very rarely, but I'll have a guy, well, I'm not giving.

Yeah, every once in a while.

Yeah. Okay, perfect. So you got to go. So yeah, so we'll make sure that that's clear. Okay. And then I'll just let them know, like, which is so they can identify you, make sure you are who you say you are and that we're answering everything correctly and we're not lying on the application. And then they're going to make their decision right then and there. So no peeing in a cup, no bloodwork, no doctor visit. Right. They make it very, very simple now in here in 2026. All right. Does that make sense? Any questions on the process? No. All right. Perfect. Means I'm doing a good job. All right. Beautiful. So then we move on to— and they love that shit. You know, it's like people want to know that they're talking to a real person. Yeah, I agree. That's the biggest thing. Like, you know, you don't want to come off like if you sound like you're reading the script, it's a telltale sign that you're not taking your business home. That means that you just see this as a 9 to 5. But when you show up to the office, you read the script. When you go home, you're on Instagram and you talk to your friends and you're just normal, regular guy again. It's like, no, like you need to bring your business home and you need to go over everything from that. Like, you know, read the script, know it like the back of your hand. Did I lose you?

Yeah, I don't know. I can hear you. Can you hear me? Yeah, I see the video's frozen. I don't know why the video stuck. I look like I'm drunk on my screen, but I hear you. I'm gonna turn off video and back on video. What the hell? I looked up and I was like, holy shit, I'm hammered on screen.

Yeah, yeah, yeah, that's okay. Uh, that's good.

Yeah, so then we'll, uh, I heard all of it, none of it cut out. It was just my screen somehow flaked, so we're good.

That's okay. Um, so yeah, we're explaining the process and then, and then we're gonna get into the benefits because they need to know, like, this is also important. I believe that with every— depending on the product that you're selling, like with every benefit that you're going to read to them, you want to give them an example, you know, of it as well. So you also want to make sure that that example also is realistic, right? If you're talking to a 75-year-old, you already know their finances, so you should know how to give an example by this point, especially if you've been doing this for a long time. You can just automatically know how much, you know, even $10,000 is going to range by. Oh, I see. So if if you're telling them, like, you know, this is immediate coverage, no, no 2-year wait period, like plenty of carriers out there. So God forbid, sir, knock on wood, I'll do it for you. If you were to pass away after making only 6 contributions to your policy and then you're gone, right, your wife Maria would still receive a check of, let's say, $20,000, for example. I'm not going to say $50,000 because my guy is not getting $50 grand. Yeah, yeah, yeah. No shot. So it's like, I don't want to plant unrealistic seeds in their mind. So then by the time we get to the end of the call where we're actually looking at like, so good, actually getting it aligns with the examples I was planting in their seeds, I mean, in their mind rather. Now if there, maybe sometimes I'll even go lower. You know, I'll say $10,000, for example, because I know he can probably get $15,000 or $20,000. Yeah. You know, I'll leave it at that. So like, you know, what he's getting seems a little bit better than what he had in mind throughout the call. Right. It's like, it's like anything that I say in the script has something to do with what's going on in their mind on the other side. Like, I'm not just mindlessly speaking. It may seem like it. It seems casual. It seems like a conversation, like, but I'm on the other end. Like, everything I say has a reason. Behind it, right? So you want to give an example with every single one. You know, if the guy's been compliant for the most part throughout the call, he's like laughed, you know, when I do height and I'm like, sir, how tall are you? And they'll be like, well, I'm 5'11". Oh, good for you. I'm 5 feet off the ground. You got me beat, right? And then they laugh, right? Never laugh at your own jokes, guys. If you're— this is my rule. No, don't laugh at your own jokes. If you say— if I was to be like, Yeah, I'm 5 feet off the ground and I start bust out laughing and then like they don't laugh. Like now you're weird. Yeah, you're just weird, right? So like if you say that your joke and you kind of just stay calm, it honestly puts your confidence, you're portraying confidence to the client. And also if they chuckle, you can kind of follow up with a little bit of a laugh. But if I got a laugh there, you know, by the time I get to double accidental, pretty self-explanatory. So if you were to choke, drown, slip, fall, pass away in a car accident, Maria push you down the stairs, you know, that $10,000, for example, would then turn into $20,000. You know, I'll throw in Maria push you down the stairs. Stairs and then I'll just keep talking. I'll act like I didn't even say it, but then they'll laugh, you know? And it's like they don't think that I'm here to joke around because I'm still continuing, but they're getting a laugh out of it and I'm still on my mission. I'm still moving forward. I'm not just here to make you laugh, sir, and have a good old time. I'm here to make you laugh and then get something done for you, right? So, you know, give examples throughout your benefits. And then once we get through the benefits, you know, that's when we're going to figure out, well, you know, we went over your finances, we're going to recap that a little bit. Let's go back, backtrack. You know, we started with this at the end of the necessities. We're here with this, and then we knocked it down to here. You want to remind them, you know, remind them towards the end of the call that the budget we're working with is also an unrealistic one, meaning, you know, like it's portraying really bad months in the future. We're left over with more, but we're working with this. So like any number that does come up in terms of cost of policies seems comfortable for them. They're working with the budget that they don't normally have to work with because we went low.

They have two choices now to say something about it and go, no, that's not my money. Yeah, or two chances, two chances to say that.

Yeah, yeah, yeah. No, I know what you meant. Yeah, so they have the opportunity to be like, well, actually I didn't tell you about my Verizon Wi-Fi. Yeah, yeah, yeah. And then I'll be like, okay, perfect. But you know what? Because I already cut it in half, I'm typically at the right number anyways. So it's like they're trying, they're like, they literally are trying to object to me, but they just can't. Like they just can't.

And you haven't given pricing yet. Right, which means you still have all the leverage.

I have all the control throughout the entire call. Yeah, throughout the entire call. Yeah, for you it's money.

I like it, I like it. If y'all can't figure out how to sell some insurance now, the problem is most people just won't do it. They're going to read their corny script and not practice any of this stuff. Yeah, absolutely intimidating.

It's— and you know, it's not— some things can't necessarily be taught, you know. Everyone's going to have their own personality type, but you have to figure what works for you. You know, like I always say, like the script matters. Like when you come into this business, sure, you get the script you're given and you master it. I mean, like you should be able— like when I'm selling, I'm walking around, you know, and like you want to get to the point where you have the script there, but you can step away and read the benefits. You can step away and go over their health. You can step away and have a conversation with this guy. And then when you get to banking, when you get to social, You know, maybe you're back at your script because you just want to make sure you really nail it. But like, other than that, you know, I try to get my guys to understand, like, the script is going to have you in handcuffs. Like, you can't rely on the script because they can tell. The client can subconsciously tell everything that's going on in your own mind. And if you're not certain in any kind of way, then why are they going to give you any of their personal information? Why are they going to make one of the biggest I believe, is to be one of the biggest decisions of their life. You know, I mean, we do this so casually every single day, but we have to remind ourselves the reality of what we're doing here is genuinely making sure that if this person dies, like, their family is going to be okay. You know, we have to take that seriously. Like, you have to be the guy that's going to get their family from A to Z. You know, I'll let people know all the time as well that like like, you know, the guy that you couldn't close is closable. They just didn't want to buy from you. You have to be the guy they want to buy from, you know. And that's basically what I have in mind throughout the entirety of my calls, is that this guy— I'm gonna make it very clear without making it very clear that this guy is going to buy from me because he wants to buy from me. You know, sometimes I'll even say flat out, sir, it don't just matter where you get your insurance from, but also who you get your insurance from. I'll say that flat out, which it does. Yeah, it does matter. There's so many people in, like, in any business, you know, there's people who do things right, there's people who don't. It's just, just what it is.

I love it. I love it. Well, cool. I got a couple more questions. Um, when you do pricing now, I'm just shit curious, are you, are you going to certain carriers first? Do you un— are you doing the, the, the pre-check first? Are you doing pricing first? Because I've— well, I'm not going to tell you how I do it. I've learned— I've, I've not sold full-time in 10 But I started doing telesales just recently, just for fun, to figure it out. And navigating was different because I come from field sales days. So I'm intrigued to see, do you, do you have a carrier preference? Like, how do you know where to go? And do you actually do the MIB check before you give pricing, or are you giving pricing and hoping like shit they get approved?

Well, if, if I, if their finances are like tight, yeah, I'm gonna figure out like, where do you want to be? Are you comfortable with like $50,000 to $100,000? Do you not want to go over $200,000? Like, what's going on, right? And then Um, once you've done this a long time, like, there's toolkits out there. Obviously you can enter everything that they discuss with you and they'll guide you where to go. But like, at this point now, I fully understand now. Yeah, like, based on their health and everything like that, like, I will know where to go. I'll know if Americo's just got no shot. I'll know if Americo is like, I don't think so, maybe try anyways. Always try, because then I'm gonna call your guy who you gave ethos, and I'm gonna give them a miracle because you didn't try, right? So make sure, like, we're actually putting in the effort, you know, always. If they're perfectly healthy, I'm gonna shoot for an IUL, you know, and we're gonna go from there. I mean, just a quick point for anyone who's looking at that: you never tell them— you're never— you're not going to be like, oh sir, you're really healthy, have you ever heard of an IUL? Yeah, yeah, yeah, shooting yourself in the But, you know, by the end of it, once I already know they got it, I'll be like, all right, sir.

So I went back and you explain it.

Yeah, I went behind your back a little bit. Okay, I'm going to explain something to you and then I'll explain to them like, have you ever heard of an IUL? And then we'll get into that and then they'll be like, you know, but you really want to like with the IUL, it's like it's cheaper cost of insurance. It's not cash value and fireworks. Yeah. And you're like, you know, it's— you want to make sure it makes sense for them, which it is. Yeah. I mean, it is. So other than that, like, if I am confident in their finances to where I'm like, okay, like, let's see what we're going to do here. You know, as long as I have an understanding of like their why is strong enough to match $40,000, $50,000. Because sometimes like, yeah, sure, maybe they can afford $40,000, $50,000, but like, why are they getting $40,000, $50,000? Because then that's going to be the guy who's looking at his bank statement and being like, why the hell am I paying? I get this much. It doesn't even make sense. You know, so you want to make sure, like, getting to this part of the script, you will only know exactly what to do if you did a really good job throughout the entire conversation. Like, you'll only know what to do if you ask all the right questions, if you know everything there is to possibly know. So yeah, so like, if I do understand their finances, like, I'm just going to see what I can get them. And then by the end, I'm basically deciding for you. What you're getting.

Yeah. Are you doing the— are you doing the underwrite before you go through Pricing Options and get an approval?

I don't even know what you mean by that.

Meaning, are you doing the— meaning, here, I'll tell you what I've been doing, and I like it. You know how you, like, you, you run the e-app? And so what traditionally I see people do is they give pricing, they go, all right, I'll take that one. And then you get their social and you run the e-app, and then it comes back Eagle 2 or declined or whatever, and then you got to sort of backtrack.

Oh yeah, no, I go right into the app.

That's what I'm saying. So you're doing the app before you go to pricing? Yeah, that— most people aren't doing that, dude. People look at me like I'm crazy when I do that. For— I'm like, why would I not get a decision first if I can? I know, I'm getting that same.

I took the, the jump in changing what I was doing, um, a lot sooner than anybody around me, kind of stuck to what they were doing, and I was always the experimenter. I was always the one who was like, you know, yeah. So, and that comes with nerves. I love it.

I mean, I'm just like, dude, I want approval before I talk to you about what you're getting.

When you make a change though, that like everyone else around you isn't, at least for a first timer in business, you know, and you have a team who you also want to make sure is succeeding and then you're out here changing things. And like when I first made changes that no one else was doing, I was like, I was scared. I was sitting in my desk and like, because it wasn't just working the first time I did it, it just like worked every single time. I had to figure out, you know, what worked best. So there was a chapter where I was not 100% certain. Yeah, that's where I was like scared. I was like, am I gonna like be the reason that everybody fails? I'm like, oh my gosh. Um, and then, you know, it just one day it just clicked and I was like, oh no, I did something here. Um, so like now I'm very confident that like, you know, my, my way of doing something is worth something. I know for sure that it can help people and make people thousands and thousands of dollars. I'm very confident in that. Um, but yes, I do go about it that way. We're going to get right into the app because it makes no sense to have them anticipate anything. It makes no sense to have their mind locked in on one thing when you don't even know if you're gonna get it.

And then you can shift, you can go to the next carrier with no problem.

And also, like, you're in control longer. You're just controlled even longer. So That's the whole point. Like, you want to be in control as long of the call as possible.

I think it's nuts how many people still don't do it that way. I'm just like, I don't understand. It makes zero sense to me.

I know. I mean, like, once you're— once you are really committed to doing one way of something, honestly, in this business, like, changing a lead, changing the way you are on the phone, like, any kind of shift, you feel it. Like, you, you feel it. You don't have that good guidance, you know, to— because it's not just— and you can't just tell someone like, oh, don't, just don't do the packages anymore. And they're gonna be like, what do you mean? They're gonna be like, yeah, yeah, yeah, you know, because there is a how, there is a how. And though I train people, you know, I think like my training is, is so valuable is because I really go into the psychology aspects of something. Like, if I'm training you, you're going to be able to take the skills that I teach you and apply it to almost anything. You just might be able to get yourself like a boyfriend or a girlfriend by the time I'm done training you because you can just sell anything, you know what I mean? Like, you know, you, you can bring it to any category of your life. I was like, I'm not just teaching you how to sell life insurance. I'm having you fully understand how to make this sale, what this sentence means, why is it planted there? Why are we saying this word instead of that word? Why are we asking it like this? Why are we not changing our tone here? You know, like, I'm going to help you understand all of these little, little tiny things because teaching you the script teaches you how to read, teaching you how to sell, make sure that you can sell anybody, anybody. You can sell the guy that gets on the phone like this. You can sell the guy that gets on the phone that tells you about his whole life story. You know, you can sell anybody. That's the goal.

You love it. I love it. This has been fun. You're a fucking savage. This is good. You're an insurance agent and you feel like you're stuck, you've hit a wall, you're trying to figure out sales strategies, the scripts to use, how to get like off the ground and get to that top of the leaderboard type status, I have a course that I've put out, super affordable. I'm getting a ton of great feedback from people every day on the strategies they've learned and been able to implement, from goal setting to sales techniques to calendar scheduling, everything you would need to get your business off the ground and get running quickly. JWcourse.com, click the link link below and get in there today. I would like to have you— so I started building, and I don't know how much you know about the background, not background, whatever, which is irrelevant, but I, I started building another direct base shop recently, um, and just training new people, brand new, direct to me, which I haven't done in a long time. And it's— I'm having a lot of fun with it. Um, so I say all that to say I have a team call that I do with them every week, and at some point I would love to have you month. This is only like 30 people, something like that, um, literally direct to me. And just, I don't know, I think it'd be fun to— you're, you're— you— I like your style a lot. So when, when convenient for you. And then I know, I know you're working on building and stuff, so literally anything I can do to help.

Not only that, I'm in Florida right now because I'm working on moving here. We're going to be opening up an office here, and it's Fort Lauderdale. Okay, dope.

I like Fort Lauderdale. I'm a fan.

That's a cool little area. It's a—

I think it's a gold mine. Yeah, it's a cool little area down there. A lot of smoothie joints. Every time I go, I go get a good smoothie or an açaí bowl or something. Everybody working out outside. Yeah, it's a cool place.

Sun is always out. That's all I care about.

That's true. Well, good. Well, I've appreciated having you on, and if I can help with your journey, because I appreciate your time here, just let me know. I'd be happy.

Absolutely. I mean, likewise. No, definitely. I really appreciate even like offering the opportunity. I love stuff like this. Like, I am definitely put on this planet to share my words, change perspective, help people out. So any which way I can fulfill that, I'm always down for that.

Will you, um, send me your number on Instagram? I'll give you my cell because I don't think— I don't think we did that. Um, and then I'll send you a link for the team thing. And again, if I can help with your crew at all, just holler. That's awesome. Um, anything you want to end with? I'm in Atlanta. I'm just right up the road from you now, technically. Yeah, I'm in Atlanta.

Okay, awesome, awesome. Anything I want to end with? I mean, yeah, if I had to summarize it, I mean, not everybody's going to come into this business and just be confident. I think that's like the number one thing. So if we had to really summarize, like, what's the really number one skill? Maybe it's corny, but like, you guys got to fake it till you make it. I'll give you just a quick, like, little brief thing. Like I, like I mentioned in the beginning of this, I started on IUL. Index Universal Life. I was just a girl coming and talking about numbers and stocks, and I was like, I don't know, you know. But like, I was given a script, I was given bullet points, and before I even had the time to really master it, I got on that phone anyways and acted like I knew everything about everything, you know what I mean? And that's just what you guys have to do, and eventually you will know everything about everything. So, you know, just Get better.

Do you know? So it's my version of fake it till you make it. Do more now, see right there, and then get better later. That's awesome. That's it. So I'm a big fake it till you make it kind of guy.

Yeah, that's a great title.

Yeah, so I'm gonna send you a copy if you're a reader. I'll send you one.

I love to read. So, um, when I have the time, send me your address.

When you send— when you DM me, send me your address. I'll send you.

Okay, I will. That's awesome. Yeah, so yeah, guys, I mean, he, he just validated it right there. Like, just, just fake it till you make it. And, you know, don't be the guy that has a pen and paper trying to learn everything about insurance. Just get on the phone. Throw yourself into the fire, fail as fast as possible. The faster you fail, the faster you never make the mistake again. So, you know, that's just what it is. So, I mean, I had a great time. I thank you so much. Absolutely.

I appreciate you, Miss Electra. Thanks for your time.

Go kill it. Absolutely.

See you 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 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.