How To Master Phone Sales As An Insurance Agent In 2022! (Cody Askins & Nate Auffort)

And you know what's so refreshing? You know, talking to people now. It is attractive because they don't have to be driving around, you know, three, four days out in the field and getting no showed and, you know, having all these challenges and being away from their family. They can set up a zoom call and they don't show. Guess what? Next, get on the phone, grab the next lead, set up another appointment. So when you talked about when I got involved in this industry, I had no experience and I was able to because of the system I was involved with and incredible mentors. Go out and write that 15,000 in APV my first week. That back then was a big deal. Paper applications, faxing them in, you forget something, you had to go drive by their house and get an initial signature and, you know, from one appointment, another appointment, scrub your apps, you know, all paper, you know, and 50,000 in a month was a big deal back then. Well, I have a new agent. I'm working with a good friend of mine I've known for years, over, I think close to a decade now. And Cody, he came in his first week by purchasing leads, getting involved. Wrote over $23,000 in annual premium volume, or 22,500 his first week.

First week in the business.

In the business. He went out and wrote 50,000 APV in 15 days.

Welcome Back to the CA Power Players Podcast. Every single Tuesday live at 8am Central center time. Today we got a special guest. He's been on the. He's been on the YouTube channel a bunch. He's been on 8% stage a bunch. But he's never been on the CA Power Players podcast. Mr. Nate Offert. Welcome to the podcast, sir.

Well, you get me up early in the morning, 8 o', clock, my goodness.

I know.

I think up a whole hour early. Take a shower, get ready.

He's up and at him.

I'm on this cool little thing. It says Streamyard. I'm used to doing zoom. So, like, it says you're backstage now. I'm like, this is legit for my hair makeup person to show up.

It's like it's 8% virtual week. So it's kind of like the 8% virtual backstage that we're going to be doing just in a few days as you come to Springfield, Missouri. For those that don't know your story, though, before we get to that, okay, if you haven't registered for that, go to 8% virtual.com, use coupon code Nate. He'll give you $50 off, which is pretty cool. What I need you to do is when you go there, I need you to take some action.

Okay.

Before we get into your story, if they haven't registered for virtual yet, why should they absolutely do that?

I think it's, it's the best possible name for the best possible time in our industry, which is virtual. And I mean the entire world of how insurance is done has changed, you know, since some things have happened in the industry in terms of the pandemic and you know, technology and different things now where we have the ability to do everything virtually. You know, it wasn't even thought of when I started, you know, when I started coding, you got to get in your. It wasn't attractive. I'll just be honest with you. It wasn't attractive me to reach out to someone making six figure income or two or three thousand a year and say, hey, I got an idea. I have an incredible opportunity for you to go out there and make, be paid what you're worth, be your own boss. Build an agency where you can get passive income coming in. And oh, by the way, forget Friday nights because that's your dial time. You got to buy leads, you got to call Friday, you got to call day Saturday. So you're going to skip the kids soccer games or this, that and the other so you can set your appointments up for Monday, Tuesday, Wednesday. In our business, mortgage protection, final expense. Go run your appointments and you'll be driving 45 minutes an hour away, two hours away. You're going to be spending a lot of time in the Taco Bell parking lot calling leads because your last appointment no showed you and porched you when you just got done 40.

Wait, wait. Why Taco Bell?

I was just wearing, I don't know, Wiley. I had a lot of appointments and for some reason right there on the main strip, there was a nice little area where I could be away from the main drag and sit by a dumpster, a dumpster in the car in Taco Bell parking lot and make dials. So this transition I'm so excited about virtual, this virtual event you're putting on coming up, not only because my upline, who was my mentor in this business, Mr. Edward Pritchett is going to be on and, and not only because that a gentleman that I was at a small influence in helping him get involved in this business and guide him in the right direction. Marlon Faulkner will be on and he's, I mean everyone who's everybody wants Marlon Faulkner to be speaking to their life and speaking to their team. I know with my company they, you Know, they'll hire him and pay him, you know, they'll bring him out to their event and pay him and his wife all exclusive expense paid trip just so that he can breathe into their, their agency. So these, the amount of speakers that you have and what I think is so great is that because of this transition we all now have a good year under our belt or so of doing things virtually. I know there's a lot of people still go out now and still meet face to face, but things have changed. You know, it's like when was the last time you updated your iPhone? You know most people do an update on their iPhone but they, they, they're like, ah, you know, update on my business. I know what's going on. I've been doing this for 15 years. But you have been doing it exactly how this, all these celebrities have been doing it for the last 15 months. I mean there's people have taken their agencies who were doing it for 15 years and have quadrupled what they've been doing in the last 15 months because they learn different principles of how this industry is changing and how they can apply these positive impacts of our business to their business to level up, you know, and we've done that personally in our own organization. You know, we were able to double our Bay shop from doing 200,000 to 400,000 just the last 90 days. Cody. So I mean things always say that.

Again, say that again.

Well, you know, Bay Shop I guess, depends. I don't know. I'm the mortgage protection industry. But you know, we were, we were running about 200,000amonth. And I have another organ, other organizations like Marlin's organization. I'm not just counting like my new guys and my organization that I'm working with without using all sorts of technical terms, but in 90 days we took it from 200,000 to over 400,000. So that's, that's been exciting.

So this is how to dubbed how to double your business in 90 days, man.

Yeah, it was pretty awesome. And you know what's so refreshing? You know, talking to people now. It is attractive because they don't have to be driving around, you know, three, four days out in the field and getting no showed and you know, having all these challenges and being away from their family. They can set up a zoom call. If they don't show, guess what next, get on the phone, grab the next lead, set up another appointment. So when you talked about when I got involved this industry, I had no experience and I was able to because of the system I was involved with and incredible mentors go out and write that 15,000 in APV my first week. That back then was a big deal. Paper applications, faxing them in, you forget something, you had to go drive by their house and get an initial signature and you know, from one appointment, another appointment, scrub your apps, you know, all paper, you know, and 50,000 in a month was a big deal back then. Well, I have a new agent I'm working with a good friend of mine I've known for years, over, I think close to a decade now. And Cody, he came in his first week by purchasing leads, getting involved, wrote over $23,000 in annual premium volume or 22,500 his first week in the business. In the business. He went out and wrote 50,000 APV in 15 days.

50K in 15 days.

And in the last three weeks.

Yeah, keep going, keep going.

The last three weeks he's over $65,000 of annual premium volume in a three week run. Over 20,000 a week.

First three weeks he's on 65K. Can you teach, can you promise right now to teach everyone on 8% virtual what you taught him?

I can, I mean, I, I, it's, it's not going to be, I think, earth shattering, but I can, I can teach exactly what I taught him.

I think, I mean, for, for some people that aren't you yet, it could be earth shattering, could be bank accounts shattering.

Yeah, it could be.

Right? It could, it could cure global warming. You don't know Nate.

So, so to answer your question, I'm excited about this virtual event. I'm excited to be an attendee. I'm also honored and that you would have me speak on that stage in front of the thousands of agents that are going to be on there. It's just going to be an incredible event. And you know, I really, I'm going to make a prediction, I'm going to make a prediction that this virtual conference will go down as a transition point for 8% what you're doing in the entire insurance industry. And people will be talking about it like, hey, remember back when in February they did that? It was our virtual conference. We did and we had everyone get on there and man, remember what happened after that? The explosive growth happened. That and all the people that aren't there are going to be sitting there going, what happened? What was it? What changed? And like, you know, can you take notes for me? I love that one. Yeah, probably not. I can't really take notes for you. It's an experience. It'd be like, hey, can you grab your cell phone at the super bowl last night and could you film it for me so I can watch it later? I think that would be kind of silly, because why would you do that? But yet people do that. It's 90 was 150 bucks. You get codes. $97.

Yeah.

I told my team, if you can't make a $97 decision within less than three minutes, you're going to have a really tough time making it in this profession, in this industry. You really are, dude.

It's so true. So true.

97 bucks. You can't make that decision. You know, think and go rich. You know, the average. It is study of all the most successful people in the entire planet at that time, Right? You know, King Gillette, Charles Schwab, you know, Jason Pennywell, all those guys. And they said that the successful people, the one attribute that they had is they made decisions quickly, and they changed them slowly. And they weren't afraid to make a bad decision because they learned from it. While the average 97 of the people that never get ahead financially, they always contemplate, to consider, to evaluate, to discuss before they ever take action, and that's why they're average. And what pivotal point in my life and I didn't always make the right decisions. I still don't. But the pivotal point in my life is my mentor taught me that, and I just started making a decision, and I started making a decision from the standpoint of this person who is earning income off what I do, wants me to have success. He said, this is a way to have success. Boom. Done. No questions asked. I made bad choices. But guess what I learned from my bad choices that turned into having incredible choices. But I've never stopped making decisions quickly. You know, that's something I see about you, man. You. You. You see something, and boom, next day, it's set up. Hey, I have an. I can call me all the time. I have an idea. I think we're gonna do this. Next thing I know, there's email campaigns. It's on your blog, on your Instagram, it's on your Facebook. You got 17 people from your sales team behind it. They're making tiles and call. And it's like it was, what, an hour from your idea? And that's why you're so successful. You know, that's why a lot of the people that you're gonna hear from speaking are so successful.

I love it. Details, delay. You know, I mean, it's so, so powerful because I think one of the things that plagues a lot of insurance agents is they want to know everything before they do anything. How did you get your guy that just did 65k in 3 weeks, by the way? Like what? How did you get him to not analyze all the details and product knowledge and stupid stuff that he thought he needed to know?

Well, you know, again, to his credit, he had an advantage because he came from an industry where he did network marketing for 10 years. And so network marketers are always taught how to handle rejection, how to follow the leader, so to speak, how to go out there and be able to look at someone who has what you want, do what they do, and you'll get what they got. And to copy and to cheat, not a negative way, but just copy what they're doing and don't try and reinvent the wheel. So he had that already pretty much ingrained in him and he knew the success, you know, he came in and saw the success that I had. But more importantly, which so many people miss, is that I don't recruit agents to try to make money off of them. I recruit agents to develop stories with them because those stories are what brings value to me and those stories are what makes me attractive as a leader to work with them, you know. So he came in and I brought him in and he was on our, you know, one of our Zoom meetings that we did and we were talking about Jennifer Decker, who is a girl that she was working in the back of a Walmart cutting up boxes, right? Her husband and her both had a job, they just had a child. Her husband was involved in a horrific car accident. Horrific. Almost could was told he's never walk again. So he's been in therapy trying to recover. So their income went from a two family income to a one family income. And she was making about $20 an hour. And we got her involved in this business and we put her into the system and started teaching the business. And by in three months she's running over $20,000 a month in APV and she's on track to make a six figure income this first year. And she was scared to death. We did a Zoom Cody, she was scared to death, visibly shaking. And you met her at the SWAT training, visibly shaking when I had to do a role play with a script. And because of that it turned into now she's having us on a track to make a six figure income. She's building an agency, she has a couple recruits involved. And it was 90 days. It wasn't nine years, it wasn't 900 months. It was 90 days. So that story was very attractive to Josh because he thought, wow, if she can do that, why can't I? You know? And so I really, really focus when I'm building an agency is to develop new stories. Marlowe, incredible story. Homeless, six figures a month. Right. You know, every. Gus Villagrand, Ron Williams, you know, Gus Villagrand had a, A business where he was very successful, and he had, you know, health nutrition stores throughout all these gyms. And all of a sudden, a corporate conglomerate came in and bought him out. His American dream turned to American nightmare. So here he is making living the American dream, having his boat, going fishing, and he has 30 days. So you got 30 days to vacate the property inventory.

Right?

Tons of stuff. He got involved in the business. If you need to finance your business, you need to get leads because our industry, we love, love to have the leads. He sold his boat. Sold his boat to buy leads and to run his business. Recently, he sent me a picture of the boat. He said, I wouldn't even want that boat I had before. And he bought a boat that's three times as expensive, the boat that he sold. And he's one of my top agency directors, you know, so I could go story Ron Williams, same thing or stories. You interviewed Ron and, and that, that's the, the real key is if when you're out recruiting, your level of value that you bring, I was taught the level of, you know, respect or I guess, or value you bring to that new agent is who have you helped? They don't care about your car. No one cares. I live in a million dollar house. No one cares about Mellon McLaren. They're all playing plugged into WIIFM. What's in it for me? Who have you helped? And if I can show them a portfolio of people I took down the same road as them and helped, that gives them instant inspiration and instant, you know, ability to go out there and say, hey, I can do this too. If I just follow the system, just follow the plan.

Yeah, that's all it takes. But, but why don't people follow a plan?

How much time we have? I know we said we're gonna keep it down to 20 minutes. We're about four minutes left. A myriad of reasons. Ego is one of the biggest things I was always heard.

Where's that come from? Where's all the pride and ego come from for people?

Well, I have my own thoughts about that. So I don't know if I want.

To roughly, but I want you guys. You guys want his honest thoughts. Right. Well, you can't respond live because it's a podcast, but they. They just voted and they said yes, they did.

They just voted. Where did they vote from? Right.

Yeah, yeah.

Ego is a tricky thing. Right?

Right.

None of us want to be wrong. And if you actually study the brain and if you like, one of my SWAT trainings that I came to, it's called the Illusion of Knowledge. You know, I ask people, how does a zipper work? And people are like, stand up. You know how zipper works? And they all stand up and go, how does it actually work? And no one can tell me how zipper works, but they have that illusion of knowledge. Like, we don't want to feel stupid. We don't want to feel like we don't know what we should know because we're 50 or 47 or we've been in sales or whatever the case may be, and it freezes people from having success because they think it's like, I'd rather teach someone who's never played golf.