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, 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 this industry, I had no experience and I was able to because of the system. I was involved with an incredible mentors and go out and write that 15,000 in APV my first week. That back then was a big deal. Paper applications, faxing it 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, 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 200,000 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 a 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 their team life. 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 agency. So 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'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 base 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, base 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, I'm 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 dub how to double your business in 90 days, man.

Yeah, it was pretty awesome. And, 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, 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.

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.

Yeah, 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, 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, and that you would have me speak on that stage in front of the, the thousands of agents that are going to be on there. It's just going to be an incredible event. And you know, I, I, I really, I'm going to make a prediction, I'm gonna 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, in February, they did that. It was our virtual conference. We did and we had to 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 gonna be sitting there going like, what, what, what happened? What, what was it? What, what changed? And like, you know, can you take notes for me? I love that one. Yeah, I'M 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, you know, later? I think that would be kind of silly because, you know, why would you do that? But yet, you know, people do that. It's just. It's 90. It 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, 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.

Yeah.

You can't make that decision. You know, think and go rich. You know, the average, they did a 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. You call me all the time. I have an idea. I think we're 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 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 going to 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 you. 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.

Wow.

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. Marlon was incredible story. Homeless, six figure. 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 then 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.

Yeah.

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 with 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 re, 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 Mel McLaren. They're all 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 rough, but I want your.

You guys want his.

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'd they vote for him? Right.

Yeah. Yeah.

So ego is a tricky thing, 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 do. 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, you know, it just kind of. It freezes people from having success because they think, like, you know, it's like, I'd rather teach someone who's never played golf to golf than. Or I teach somebody who can hit it far, but it always slices. You tell them to move their hand, they're like, I don't want to hold it that way. Well, as long as you hold it this way, you're gonna keep slicing the ball. So that really gets in people's way, you know? And I think now, even with social media. You want me to go here. Everyone thinks that they're entitled to an opinion and a reason why, and they have an open platform to give their opinion, reason why. And my mentor always to say, when did results stop mattering? When did results start mattering? You get on a little thing, they chat. Here's what I think, blah, blah, blah, blah. But knowing the questions, what's your result? I don't care what you think, because if I do what you do and I think the way you think, I'm going to have the same results you have. So show me your result. And if I want that same result, whether it be in working out or my marriage or my raising my children or in my spiritual life or whatever, if you have the result and you're where I want to be, I'll listen to you, and I can put my ego in back pocket. But there's so many gurus that are out there that have no Results. I meant to always said, you know, if you can't do it, teach it. If you can't teach it, write a book about it. Now, no offense to anybody who can do it, teach it, and write a book about it. That's great. There's so many people that go out and they write a book and then they teach on the book they wrote, but they never actually did anything. So it's kind of like, you know, so it makes it tough. So I think a lot of it's ego. And the second reason is I think it's because of that that people doubt because they've tried before. They bought into somebody who didn't have results, and they listened and did what they said, and they didn't have any results, and so now they have it. That ego's the one side of it, and the other side is fear. There's only those two reasons. They're afraid. Wow, if I become successful, this again, and I listen to Cody and I tell him I do what he tells me to do. But what if it doesn't work? What if it doesn't work? Because last time it didn't work. I listened to this guy, bought his thing, or I got underneath him, or I got his opportunity, or I bought his book, his tapes, whatever, and didn't work. So why is Cody different? And so they had that fear, you know, and that fear holds them back. So I always say it's very simple. My mentor always said this. Find someone who has what you want, number one. Do what they do, number two, and you'll get what they got. So if I want to go to the gym and I look at you and I go, man, you're like a freak. I can't let you take your shirt off around my pool. With my wife around, I'm afraid that she's now gonna be running out the back door. I mean, you are fit now, but you found somebody who had what you want. You contracted him and hired them and paid them, and you do what he does. No matter what you feel like, no matter how your day is going, you do it. And now you're getting what he's got, and that's success wrapped up in a little bow tie on the top. And people want to complicate. No, it can't be. It. It is. Find someone who has what you want, do what they do, and you'll get with their Gap. So Josh, he founded I was attractive enough that he wanted what I had, so I asked him to do it, and he did what I did, and he didn't get my results. He doubled my results. Well, I did in a month. He did in two weeks. And that's the testament of our industry right now, because I don't. I can't imagine how did you do that much volume driving around people's cars. Said it was rough, but look at that. Any point in time now, you can pick up leads. Valve, set an appointment, pick up leads, Dial. Set an appointment, pick up leads. Dallas, an appointment. So I think those are the two reasons why I think people don't follow through with just doing what their mentor tells them to do.

Yes. So good, so legit. If they're questioning maybe they've never made maybe 97 bucks feels like a lot of money. They never invested himself before. Like, how important is it for them to get over that hump so they can have business?

How? Say a question last night, you cut out a little bit. I think it's. My Internet's doing something weak. Yeah.

I mean, how. Like, if they've never invested 97 bucks before and it feels like a lot of money, we're talking about 8% virtual this Friday. How important is it for them to get over that fear and force themselves to make a decision so that they can start to make more decisions like that and actually improve along the way?

I mean, it's 100% important. I mean, what's. Again, we all grow up, go to college. I'm not saying college is bad. My son will go to college. Obviously, most of us realize it's not the key to success anymore. And most people that get a degree don't even use the degree they got. However, not saying it's a bad thing to go, but we don't question that. We drop 18, 20, 30, 50, $100,000 to go to four years. We have an opportunity to make zero money for four years to get a degree that most people don't use. Why don't we question it? Because. Because that's our upbringing. That's what we've been taught. Right. If it's too, you know, you know, if it looks too good to be true, it probably is. Right? I didn't grow up hearing it takes money to make money. I heard money doesn't grow in trees. So it's a different philosophy. So you're going up against years and years of programming. You know, I talk about the trainings. 14,000 hours of kindergarten through the 12th grade, preparing you to be an employee. Right. Hearing things from your friends, family, relatives. Money doesn't grow on trees. Money's not everything. Money doesn't make you happy. Money doesn't buy love. And all this stuff that we heard. And so it's like if you were a Baptist grown up, you know, your whole entire life, and I stand on a platform and go, hey, the only way to get to heaven is being Catholic or Buddhist or whatever, I'm gonna have some walls to go overcome. Because you've been taught. But if you stop and think about it, where'd you get those beliefs? You got them from your parents. So how do we know that's right? Right. So most of us, including myself, and been brought up that, you know, we weren't taught it takes money to make money and that you need to go out and get a job or someone else took the risk and they're going to pay you in order to have success. Now, if you have made a decision to get in your own business, why in the world 97 is too cheap? So I would say it. What's going to happen here is worth a minimum of 497 to 997. Why? Because if I want to become a doctor, where do I go? Medical school, I'm going to become attorney. I go to law school. If I want to fly a plane at a high level, I go to top gun school. Yet you're putting a virtual event on where you have 17 and. I don't know, collectively. I wish. I think if you added it up, I know personally what Marlon makes myself makes Edward. I mean, if you add it up collectively, you're talking about tens, if not hundreds of millions of dollars annually earned from a panel. 17 people together who are giving away all their secrets and what they're doing for $97. Almost devalued.

Yeah.

Wow, 97 bucks. What can I really get at 97 bucks? Maybe we make it 497. More people be like, oh, okay, so you got to spend money to make money, which is obvious. And you got to invest in yourself. And then one of the things, too, is if you're building an agency, I've always looked at it, like, from the other side of not for me, but like, if you're building an agency and you're. You were your own agent, why in the world would you invest time, energy, energy into somebody who's not willing to invest in themselves? I thought that, too. Don't. Don't invest your time, energy, people not willing to invest in themselves. And we're talking about 97 bucks. If you can't figure out how to turn in what you learn in 97 bucks, I told My team, I'll. I'll refund your money. 100. I said, I'll refund your money. So you come to me and you said, that was the biggest waste of time ever from four o'clock tonight. I didn't get anything out of it from 9am to 4am it was a waste of time. I would have rather been sitting in my chair watching reruns of Gilligan's Island. There was not one tangible piece of business or, or information that was shared with me that I can go out and make $97 with. I said, you call me up, I'll give you your 97 bucks back. Not even one. And they paid for it themselves. And, you know, I'm not putting on the event. I don't bring in the money for the event. I don't have to have the cost of the event. But I believe in it so much. There's no way in shape and form that within the first 30 minutes, someone doesn't have 300 to 500 worth of knowledge that they can go out and apply into their business immediately.

So, dude, that's so good.

You'Re doing. You gotta do a lot of multitasking.

Over there, dude, it's so good. I mean, you gotta be, you know, when. When you're trying to keep up with you, you got to be able to do a lot, you know.

Well, I appreciate you having me on, man. I'm excited about what we're gonna do on. I haven't really figured out exactly what I'll talk about on. On Thursday, but it'll come.

Well, dude, you're gonna teach people how to do how you taught somebody else to do 65k in. In three weeks. That's what we're gonna talk about.

All right, you can do that. If not.

If not, after the end of your time, I'm gonna pull you back up and we're gonna talk about it anyway.

So. Yeah, I'm usually best when I just kind of go with the flow, so I don't know what. When I'm speaking. Hopefully not first, but usually I can kind of feel how the. The.

You guys. Yeah, you guys can tell how good this dude is, how much knowledge he drops and how much he knows. So, dude, I appreciate your time and I look forward to hanging out with you this weekend.

Can't wait. Thank you, Cody.

You demand. Okay. If you're listening to the CA Power Players podcast. Thank you. We'll see you every live, every Tuesday, 8am Central Standard Time. If you're listening, Nate, you're like, dude, I need to get serious and get registered. Go to 8% virtual.com, use coupon code Nate, and get in there and get your butt in the seats. Come spend time with us. Hope to see you guys in a couple days. See you soon. Hey, if you enjoyed this, I got another one you're going to love. It's right there. Click on it. See you in there. Thank you. Dallas.

Ain't just Sherry.

We about to be legend. Who wants to be legendary today? Come on, now. Right.

Who wants to assume.