5-9-25 New Agent CEO Call
A training call (YouTube: "5-9-25 New Agent CEO Call") led by Michael and Tanya Hughes for new insurance agents. Michael opens with motivation about having a strong "why," planning, and funding; he outlines two lead-start options (buy leads at ~$300–$500/week, or seed revenue through personal outreach/policy reviews) and stresses daily activity. Tanya covers mindset (belief, reframing, affirmations), running appointments (build rapport → find pain → bridge → solution), practical takes (use needs analysis, protect mortgage/equity, ask income-loss questions), tactical resources (Memory Jogger, in-home Rockstar packet, core carrier cheat-sheet), and calls to action (contracted agents: provide a list of 25 people in 48 hours or buy leads; new agents: practice by writing sample applications and request help).
Chapters
Do. Sam. Hey, thanks for hopping on, guys. We're gonna get rolling here. And. And Tanya's got the majority of the call today going over the sales process, right? We're going to spend 30, 35 minutes on the sales process, how to go out there and, you know, run effective appointments. What. That looks like a couple of key points. Like I said every week on these. On these calls. You know, this is designed kind of for new agents, people that are just getting on, getting started with us, but it's. It's good for all of us, right? Good for all of us to have a reminder and, and just kind of simplify things. I think one of the things that's easy to do in life is to take something simple and complicate it, right? We take the simple and complicated and. And then we create a mess in our head about, you know, how difficult it is to do when in reality, you know, this can be a pretty simple thing as long as. As long as we don't, as my teenage daughter says, overthink everything, right? She says, I'm an overthinker dad. I don't know. I just. Everything I got to overanalyze and overthink. And once you start doing that and going down that road, things. Things can snowball in your brain, right? I know Tanya says often the 90, I forget the exact percentage, but it's 90 something percent of this business is this 6 inches right between your two ears and, and keeping that straight. And so this call is designed to kind of do that, right? We're going to hit the high points and, and hopefully give you a good outline for how to go out and be successful in this business and how to make it happen. And, and we're glad and happy to have each of you on here. That, and it's not lost on. On Tanya or I or. Or Jasmine, Elsa, Ashlyn Callan. It's not lost on us that you've entrusted us to mentor you in this business, teach you how to go out and find success. We talked on Monday about our why, right? Why you're here. Why are you doing this business? What is it that. That. Made, you know, the decision to get on board here and to go out and to. And to tackle this and to, you know, use this opportunity as an avenue to find the success that you're looking for. So we hope to be able to do that for you. And we'll spend the next 40, 45 minutes today doing that, hopefully. I wanted to spend just a minute before I turn it over to Tanya and talk about like I said on Monday, we talked about our why, right? And how important it is for us to remember why we're doing this. It's the thing that's going to get you through the tough days, right? Having that why, having the reason for. For this is going to get you through those. Those days that are tough. I. For those of you who've been on the calls, you've heard me talk a little bit about this 60 day challenge that we're in the middle of at the gym. I got Ashlyn or I got Callan and Hunter and Braden, my boys in it with me. And man, there's a lot of analogies. There's a lot of similarities, a lot of parallels, right, to hitting goals, whether it's at the gym or hitting your goals in business and having a why and having something that digs in so that when you're on that bike or treadmill or whatever it is that you're doing for the day, lifting weights, that has you. When your body and your mind says, you know what, this is good enough, we're good. We don't need to do more than this to be able to push through that and to be able to get those extra five or six reps, that. And that's where all the difference is made, right? That's where the growth happens. You can be on the treadmill for 15 minutes and do nothing for yourself. It's that last 10 minutes that makes all the difference in the world and what your result is. And so the importance of having that in this business, right? To sit there with a stack of leads and in dial for two hours, two and a half hours, and maybe have a couple of appointments in your. Your mind is saying, okay, this is all right, two and a half hours. I've done enough, you know, but your goal is six appointments, right? That why is going to be the thing that pushes you past that. Everything is telling you, you know, what, it's time to. It's time to hang it up for the day and I'll run the appointments I've got. But that powerful, you know, why is going to get you to where you're going to see that picture, right? We've encouraged you to put that picture a couple places where you see it. For me, it's on the back of my office door. Even so when I walk out, when I'm like, okay, I've done. Oh, man, nope, I don't. I gotta. I'm doing this for a reason, right? And really, at the end of the day, there's if there's. There's kind of three things that we talk about with why people don't get started in this business or why they don't find success in this business, having that strong why is absolutely one of them. We talk a lot about it, but what I want to talk for a couple of minutes before I turn it over to tiny are those other two reasons, right? It's lack of funding. Right. We're under capitalized. Why do most businesses in this country go out of business because they were underfunded. Right. Lack of capital and then lack of a plan. Right. And in some ways what I'm about to talk about, they kind of coexist in how to get started in this business. Right. So if you don't have a plan and you don't know what you need to do today to reach your goals for the week that are going to put you on track to reach your goals for the month, then, then it's a day lost, right? But let's not, you know, maybe yesterday was lost. Maybe yesterday you didn't have direction, you weren't focused and you didn't get done the things that needed to get done to be able to, to be able to progress. But let's not make that turn that day into a week or that week into a month. Let it be a day, right? Let it be a day. And then, so let's today, let's today commit to. I'm going to have a plan and I'm going to write it down and I'm going to know what I need to do to succeed in this business. And you know, for some of you, you know, hey, I'm. I'd love to have a plan, but I need, I need some guidance. And that's what Tanya and I are here for. Right. I'd love to be able to have conversations with you and talk, talk to you about what your plan looks like and what's realistic and what needs to be done. But at the end of the day, this is a pretty simple business. There's not a lot of ways to be successful here. There's not a lot of avenues. You know, there's really only a couple option A, right. And I'm going to assume for conversation, right. When we're having these calls and we're, when we're on here, my assumption is going to be that everyone's on here to sell insurance and to build a team, right? And maybe for some of you, building a team's not really what you're looking for. That's not what you're focused on right now, and that's fine, but that just, you know, so then if I'm talking about building a team, you're like, okay, well, I don't need to worry about talking to people because I'm not doing that right now. But we're going to talk about like, what is a plan to get the sales manager? If you listen to Barry, you talk to Barry and sales manager is where it starts in his business, right? Because now you're selling enough insurance to cash flow to pay your bills and you're building that's the foundation of the beginnings of what an agency looks like for you. And so what does it take to get to sales manager? Option one, Right. Option A, if we like letters over numbers. Right. Option A is when you get started, you need to have a few hundred dollars a week, right? Three to $500 a week in leads. That's gonna get you enough people to talk to that you're not gonna go through those leads in two and a half hours and be okay, well, I called, so now I'm done, right? We need enough leads on your desks to keep you there, to keep you at your desk for four or five hours. And, and so that's option A, right? And then sharing the opportunity, sharing what we're doing. Think about, you know, take Kyle Keter's, what is it called? Memory jogger. As my mind went blank, it's, it's a memory jogger. I needed to jog my memory to know what it was called. But take Kyle Peters, memory jogger. Make a list of the people that you know that, hey, this person I'd like to work with, right? The beauty of it is you own your own business. If you don't get along with your brother Tim, don't put your brother's name on the list. You don't want to have to work with them, right? And so put. Make a list. Hey, these are people that might, that might be interested in doing what we do. This is, you know, somebody that might could use a few hundred bucks a week on a, on a part time hustle, right? Going out there and hustling part time to relax the finances at home a little bit. I'd say if you want to get to Sales Manager In 90 days, you need to do. You need to invite at least 10 people a week, send those videos out like what we talked about last week, those videos in that link and the, you know, the little text script suggestions, you know, use those things and, and go out and impose your will on it. You know, it's like Nick Saban says, right? I saw that video last week, and I think I've quoted it 10 times now in the last week. You know, there are things that you know you should be doing but don't want to do, and there are things that you want to do but you know you shouldn't be doing. The more we can impose our will on that dynamic and do the things that we don't want to do but know we should be doing, the faster we'll find success, I think, for a lot of us. And I assume that because it was for me, making that list and getting out of your comfort zone is. Is maybe tough, but nothing. What I've found in 51 years of life, nothing in life that's worth having is done on easy street, right? If you don't, you know, if. If you like where you're at, then keep doing what you're doing. In other words, you know, but to have something more and to do something more, it's going to require getting out of your comfort zone a little bit. So the plan is simple. That doesn't mean that it's easy to execute because you've got to get out of your own way, you've got to get out of your own head. You've got to be able to get a little uncomfortable to do the things that you need to do. So option A, three to five hundred dollars a week in leads. Make a list and start inviting people. Spend the time that you need to spend dialing the phone to set the appointments that you need to set. How long does that take? I don't know. You know, some days Ashlyn has 12 appointments booked in 45 minutes. Some days she has seven appointments booked in four hours. It just, you know, I don't know how long it takes, but I know that it take, you know, just going to take time. Option B, Michael, I don't have three to five hundred bucks to get. Get leads. Well, about the only other way you can get started in this business is to generate. Generate revenue, right? Well, I don't have the money to purchase leads right now, so how can I generate revenue? There's really only two ways to generate revenue. Either you can make that same list with Memory Jogger and get on the phone, Megan, with people that you know and say, hey, I just got my license and I'm going to go out and help people. And one of the things that my manager told me that's going to help me a ton is for me to do policy reviews. With a handful of people that I know, could I use 30 minutes or 45 minutes of your time and, and could you help me kind of train and do that so that I could get used to what those policies look like and then sit down with those people, right? Set those appointments and run those appointments. Close four or five applications on people that, you know, get the $2,000 in revenue. And now you've got some seed money. Now you've got some seed money to go do it. Tanya and I, when we were in a, a pinch, right, October of 2016, we didn't have them, we didn't have three to five hundred dollars to get in leads. The way that we chose to get seed, I say it was mostly me. It took some convincing. Tanya was pretty scared about it. But I don't, I don't mind walking and, but what we were up against, we're like, look, we need seed, we need way, we need a way to get in front of people. We need leads. The way that we chose to do that was I had a truck. I called the title loan company and they said, yeah, we'll give you 3, 500 bucks in a, in a, on a title loan at whatever it was, 900 interest, something stupid. It wasn't 900, but I think that it was a 90 day loan. And in 90 days we had enough money to pay the interest. And I think the interest on 3500 bucks was $1100. So it must have been in the 30% range in interest. That's how we got started. Right? If you don't. So if you don't have option A money to be able to get leads, then you need an, then you need. Option B is to. The easiest way is to have conversations with people that, you know, write a few applications or go to the pawn shop, sell stuff to get money for leads, or get a part time job, you know, and put that money away so you can get leads. But long term consistent success comes from having consistent people to talk to. The number one way that Tiny and I have found to do that in this business is through the lead program. Because those leads are coming in every week whether you want them to or not, right, Tanya? Whether you want them to or not. Some days you wake up and you're not feeling it, but guess what? 20 leads came in. Oh, shoot. I guess I better dial them because I already spent the money, right? And then, and then you get going. The number one way to stay consistent in this business is through the lead program. And so again, I'd encourage you to have a plan, right? Have a plan. If you've got the capital to get leads and make a commitment to buy leads today so that you can dial them tomorrow so you can start setting up your week next week. If you don't have the capital to buy leads, then let's talk about how you can get the capital. Are you crazy? Like me? And you have a car that you want to go get a title loan on? Great. I don't recommend that for people because, you know, I don't want to be the one that you come to and said, man, you told me to go get a title on my truck. Now I can't pay the bill. And now they took my truck. I don't want. You know, but for me, I was willing to risk that because I knew what Tiny and I could do, and I knew that if we had a little bit of money, we could go out and impose our will and go make it happen. So with that being said, guys, I think I'm going to turn it over to Tanya. She's going to pour into you on how to run. How to run a successful appointment and the things to focus on in that appointment to be able to help families, to be able to help them see what you have to offer and how it solves their problem. But if you don't already have a plan, spend some time after the call, put a plan in place, get it on paper, and then commit to yourself that. That you're gonna, you know, be able to do what it takes to go out, make it happen, and impose your will on it.
All right? All right. Can you guys hear me okay? Yes. Yes. Awesome. Good morning, team. How are you guys going? Thank you. For those of you who try and have your cameras turned on, Grander place you can turn it on. I absolute. That is critical in doing these calls because it shows you're more intensive. Right. If you're at work, you can't do it. You can plug in. Totally understand. We're glad you're here. Right. By having those cameras on and being attentive is going to help you even get grow in this business and learn it faster. The more senses you use, the more you're going to absorb no matter what. I want to start off with talking about something that Napoleon Hill said. Whatever the mind can conceive and believe it can achieve. Okay, I'm gonna repeat that. Whatever the mind can conceive and believe it can achieve. I believe this is so true. In this business, if you believe you absolutely can't do this, you're not going to be able to do it. If you say this is too hard, it's going to be too hard. If you say, I have the money for leaves, well, you don't got the money for leads, you're never going to find it. Telling yourself you don't have the money for leads, right? If you go, well, this works for everyone else but me. Yeah, you're right. Guess it does, right? I guess it does, right? Whatever you tell yourself, your mind will absolutely work to believe it. So my big thing is really working on, like, what am I telling myself? Right? What are you telling yourself? Are you telling yourself you're worried about what they're going to think about you? Are you telling about yourself when you dial? Are they worried about they're going to hang up the phone? What are they going to think about me? Doesn't matter. It doesn't matter. That phone can feel so darn heavy sometimes, right? But it's just a phone. Like, what's the worst they're gonna do? They're not gonna jump through and, like, beat you up over. Over the phone, right? The worst they can do is hang up on the phone. And you know what? If they do that, you don't want to help them anyways, Robin, Right? Absolutely. So a couple of things I'm gonna spend a few times. We're going to talk about. I'm having a plan and place. Painting the picture, finding the pain. Robin, we talked about that this week, right? Finding the pain. That's so critical. One of my best friends in this industry came on board years ago. She went back home to her family because she has some problems with her children. But I could never figure out, like, why was she not going anywhere in the business, right? And then it hit me. She was glossing over the pain. And when you gloss over the pain, they gloss right over the pain, too. Oh, that's never gonna happen to me. Oh, yeah, you. You've got to paint the picture, right? So we're gonna spend some time talking about how do you paint that picture? How do you make it come alive for them, right? But first you gotta have a plan. How many of you, just because I don't. And some of your cameras are off and on, so I know a little bit where you're at. How many of you have already taken your test and you're already contracted? Raise your hand if that's you. Ask them. That's you, Robin. Your contract. You're ready to go. Your contract. And Megan, you're ready to go. Hunter, you're ready to go. Dina, Felicia, I think we're working on getting everything. So anyone who is contracted and ready to go, the next step for you guys is getting leads. And if you don't have leads, this is what I want you to do. I want you to come with a list of 25 people that you can share this opportunity, that you can talk to about this business, about life insurance. Hey, I need to sit down and do a presentation. Out of 25 people, I promise you, you're going to close some and you're going to take 25 of what you make and you're going to put it into leads. That's how you're going to get going. If you don't have money, you either find an excuse or you find a reason. And I can't tell you what that is for you, right? But so many people in so many ages do not get leaves because they're like, I don't have the money. Well, if you don't have the money, you got time. Can you talk to people that you know? If you don't have people that you can talk to and you don't have money and you have every excuse in the world, honestly, it's not for you. I'll be honest with you. It's not for you, because you're just going to find every excuse, right? Michael and I had to figure out, and we, like, we had to be willing to take a risk. We did take a risk. We put his. I mean, I was going to be walking. He didn't care about walking, but I cared about walking. My last car. That I may not. But you know what, guys? It pushed me. It drove me. Sometimes you don't know what you're made of until your back's up against the wall. If your back's not up against the wall, maybe you're not ready to fight. What do you have in you that's gonna push you right? When your back is up against the wall? That's what you see, what you're made out of, right? I was listening to a podcast this week. I really actually liked it because I was like, oh, this is kind of me. So I could relate to it. It says, your breakdown is just before your breakthrough. Your breakdown is just before your breakthrough. So maybe, maybe you struggled in the business. Maybe you're slow getting going. Maybe your fear setting you back. That breakdown that you're having, if you can push through it, there's a breakthrough, but you gotta get through it, right? You gotta get through it. And if you don't get through it. You don't know what's around the corner. Do you know what kept me going when I was first getting going is I never knew what was around the corner. What if I didn't, what if I didn't keep dialing throughout the day? What if I didn't keep. There's that one person, right? And it happened all day yesterday. Yes, my husband. I was very frustrated. I'm not going to say this isn't a hard business. It is hard. And if it wasn't, if it was easy, everyone be doing it, right? So it is hard. It's hard being broken, it's hard making money. Life is just absolutely hard in general, right? So what are you gonna do? Right? We can just go, well, it's too hard for me. That's okay. If it's too hard for you recognize it's too hard for you. Go on and find something else, right? If you are like, you know what? I know I can do this and I'm gonna follow a system. One thing that Michael stood out that stout to this week that he talked about is he would go and work out, right? He'd go work out and at the gym. This is before he had a trainer, right? But since getting a trainer, the way he works out when the trainer's not around is intensified because the trainer taught him how to do it. Does that make sense? Michael and I are your trainers, your coaches, right? We're going to teach you how to do this business so you can do it on your own, right? So you can actually, hey. The same way I was making dials and she told me to make those dials. And when I get three, three no's, text me. Is the same way you're going to do it when you're by yourself, right? And our goal is to help you develop skills that you can have for a lifetime, right? A lifetime. Not just, hey, I'm just trying to make a little bit of money. But how can you use this to help propel you in the future to find success in the future, right? So you got to start with something. So one of the things we are first getting going and I love this. It's one of the things that one of the classes I was taking, it's called the Eisenhower box. What is important is seldom urgent. And what is urgent is seldom important. And I'll get this to you, Jasmine, but it's a box. I don't know if you guys can kind of see it kinda. I'll tell you what it says on one it says, do it now. It's what do I have to do now? Right? And you put, this is what, this is what I have to do right now. If you have a box that says that, that means it's urgent, then you have what's not urgent, you can do it later. And then you have, you know what? This is important. But I can get someone else to do it, right? One of the biggest mistakes I made when I got in this business, guys, I was cleaning my house when I could have paid someone 10 or 12 bucks an hour and passing up policies because of that. And someone goes, one day they said, you know, I love that you're still cleaning your house and you're making X amount of money, but what if you can write a policy? How many cleaning people could you pay to clean your house? While you're, while they're cleaning your house for three hours, you can be writing a couple policies, right? So you gotta. The value that you are, right? But my mindset was, oh, no, my mom taught me how to do it. I gotta do everything right. I had to get past that mindset because I was more valuable. So as you become more valuable and you make more money, you're gonna, you're gonna have to, you're gonna have to find some things to delegate, right? And then there's others that you're like, you know what? This just isn't important. I'm just gonna forget about it. I'm just gonna eliminate it, right? So the whole Eisenhower box is, how do you keep it? What? The main thing, the main thing, right? And not let everything else get in the way. Well, in this business, the main thing needs to be six to eight appointments. The main thing needs to be leads. The main thing, hey, if I can't get leads, I need to talk to people. I'm going to challenge you. If you don't have leads right now and you were contracted and you don't have enough money to get leads, make a list of 25 people and send it to me in the next 48 hours. And I'm going to help you know how to call them. I'm going to set up a time with you so you know how to call them. And you can set appointments, but you got to make the list first, okay? If you, you, you have leads and you don't know how to dial them, I also need you to let me know because you can't have leads sitting there and set appointments, right? So you got to be able to put in the activity. They're not just going to get the appointments. I have no idea who just here, but whatever. Okay. Someone just knocked it on the door. If you have leads and you're struggling, maybe it's your tone of voice, maybe it's the way that you're talking. So we need to listen to your intonation, the way that you talk. Because a lot of times, it's not what you say, it's how you say it, right? And so that's going to lead us into. Hey, painting the picture. It's not what you say, it's how you say it, right? So how many of you guys are kind of like, hey, I'm ready to run appointments, and I'm just scared. I'm fearful. I don't have time to. I'm. I don't know what to do. I'm just. I'm just worried how many of that is you, Ashlyn, come on. Okay, Robin, that's fair. Robin, we had a great conversation this week, right? Robin, I hope you're feeling better, by the way. And definitely, I want you to let me know of some of the things we talked about. Robin, why don't you tell the team a little bit about what we talked about. Tell them what you found to be your struggle that we talked about, because I think your struggle is everyone's struggle.
I am feeling better. Not 100%, but I am better. So thank you. One of the things we talked about was, I know that I struggle with, like she said, painting the picture and kind of pointing out the pain points for people. I struggle with that a lot. And I had an appointment, and it kind of tore me up because I'm like, there was no reason that I shouldn't have closed. But I know that I also didn't bring as much value as I should have when it came to the pain point. And then another thing we talked about was mindset and shifting that. I feel like this business is forcing me to face things I've already been working on, but even more so. And that's just how fast, like, my mind can go to, like, negativity and negative thoughts and self doubt and, like, beating myself up for not doing something the right way and trying to reframe and reshift. That is definitely. I know that it's carrying into appointments, and that's something that I really need to work on.
And we kind of talked about it, right? Robin is learning how to reframe that. You know what? This is a learning curve. I'm learning every day. I'm learning and growing, and I'm finding success. Sometimes success isn't writing an app. Success is just pushing through the hard, right? Being proud of yourself because you set your appointments, being proud of yourself and then learning as you go, right? But instead of beating yourself, I'm a failure. I'm broken. I don't know how if I'm ever gonna be able to do this. Like, it's being able to reframe that, right? I'm learning, I'm growing. I'm giving myself grace. This is a learning process, right? Like I said in the beginning, it takes 90 days, right? It takes 90 days. And so you have to. You have to give yourself, right? You know that? 90 days. You can also say affirmations to help yourself. I love helping people. I like making a difference in this world. I do make a difference in this world, right? I am making a difference in this world, right? Saying things like that are also going to help Robin with that mindset, right? I have an actual journal that I do positive affirmations now and actually bought one only for positive affirmations. Because I'm so weird that I had to have three different journals. One for positive affirmations for. One for my mindset, working on my mindset, and one for just, like, throwing all my emotions if they're negative, or whatever I'm dealing with is. I need to be able to feel those emotions, Robin. So it's okay to feel those emotions, but I would keep them all to myself. So I literally have a pink, a purple in a. In a. A pink, a purple, and a blue. So my blue is just where I just. Whatever feelings they are, they're real. They're real feelings, right? So don't squash them, Robin, but write them all out. And I used to hate it, right? Because I was like, I don't want everyone to read my feelings, and I don't want to read them. Well, I'm not. I've already committed when I got it. I do not go back and reread it. I just write and I just write and I just write to get it all out, right? I think in the business, you have to do the same thing when you're having those. Those. And I did it this week. Like, I was frustrated. People aren't answering the phone. This is like, write it out, right? And then look at it and go, you know what? But I was able to talk to this person or that person or whatever, right? Reframing and learning how to reframe our thinking is huge in this business, like Rob talked about. So, Robin, we did talk about the pain, right? So how do you find the pain? That's really, really important. When you first get them on, on a video camera, you want, you're going to build rapport, right? Like as an example, I sent him an email. I'm like, hey, these are all state regulated programs. So I just need to verify my identity. I am a licensed agent for the state of whatever, right? And so then I'm going to get them on a video camera and I'm gonna walk them through the whereby, okay? If you have whereby and you haven't walked someone through, then ask your mom, ask your dad, or you can text me, say, hey, can I walk you through whereby? As if I'm. You've already created an email, send me the email, walk me through it. I don't care, just shoot me a text.
Right?
You need to make sure that you have your badge. If you don't have one of these, you want to get it, okay, from the Equa store. So everyone should have one of these. Okay? So once I get them on the camera, I'm just gonna let them know, listen, first and foremost, a little bit about me. Tell them something about you, right, Robin, something about you, whether you're a single mom, whether you have kids, whatever it is, right? You're gonna let them know we talked about this. So I talked to this, Robin, specifically to you. I said, because I kind of preface in the beginning that we may not cover the whole mortgage, right? So in the beginning I'm going to say something like, now, first and foremost, I don't qualify you today. My job is just to get the process started to get you qualified. Okay. Once we figured out what is the magic number where you have peace of mind, protection in a budget that makes sense for you and where you're at today. Today is key. Today is key. We can always add to it later. People call me up six and nine months down the road. We add to it all the time. No problem. Okay, so whether we're looking at 10, 20, 30, 40, 50 or 100, the mortgage, Jasmine and I'll say their name. We need to figure out what is, what does fit your budget, what makes sense for you. So I'm going to ask a few questions so I can understand where you're coming from and I let them know. My job is to paint a picture and see if something happens to you, Robin, how does that affect, like your husband, Right? And the same happens to your husband if I'm talking on, on the video camera, how does it affect you? Right? So the first things you're where do you find the pain? Who knows where you find the pain? First of all, I want someone to tell me besides Robin and Aslan, someone who's newer. Where do you find the pain? How do you find the pain? Ask. Yes, kind of. But sometimes asking is comes across as telling. So how do you paint the picture and help them see the pain? Anyone know? Megan, you know, just give them like a scenario. Say, hey, if, you know your husband didn't come home tomorrow because of a car accident, you know, just giving some kind of scenario as to what that might look like. Yep, absolutely. That's part of it. The other part I would always say is you got to find their income. The key to the pain is the income loss. Right. So I'm going to find out how much income. If the, if, if the spouse has income, let's say it's $5,000 a month and the other spouse gets an income of $2,000 a month. I'm gonna ask them. So if, let's say you don't qualify for the mortgage protection, I'm going to take it away. Jasmine, we talked. I know Michael's talked to you a little bit about some of the taken away. Right? Same thing in this business. We're going to take it away. I like let's say you don't qualify for the marks protection. Now, I'm not saying that's the case, but let's say you don't. Help me understand, what does your life look like if something happens to you tomorrow? Robin, what do you currently have in place? And I'm gonna wait and I'm gonna do the same thing. I'm gonna let. Now who's gonna respond? Robin, if something happens to you tomorrow, it's not Robin that's going to respond, it's her husband. Robin, if something happens to you tomorrow, Joe, what does life look like for you? And if Robin tries to start talking, I'm saying, robin, you're great and all, but you're dead. You can't talk right now. You're dead. I want to hear how it affects Joe over here. Right. I, crazy as it seems, sometimes I get. And I used to do that in person, like, no offense, I want to see. I want them. You know why you want it. And I was telling Robin, you know why you want it. You want that spouse to tell the other spouse how. What their life looks like. Who do you think they're going to think care more about what I think or what their spouse thinks? Their spouse. Right now I'm going to go over to Joe. And say, now, Joe, something happens to you and your income goes away. And he makes the higher income. And I turn back over to you, Robin, and I say that, Robin, how does that affect you? If that $5,000 goes away, does it affect you? Robin would be like, well, yeah, right? Yes. Well, Robin, what does your life look like? Guys, these are key words. What does your life look like? Keywords. Would that be tough?
Yeah.
Okay.
Okay, well, let me ask this question. Do you get like short term and long term disability at your work? I'm going to ask them that too. Well, yeah, well, typically it's 40 to 60% of your income, right? So if your income gets cut, how does that affect you? Does it affect you? I'm gonna create the pain before I ever give him a solution. The biggest problem that I see agents do is they start asking all the medications and all this stuff one before they build rapport. So you gotta build rapport first because people don't care what you, what you're saying. So they know you even care, right? So build rapport first. Get to know them, tell them a little bit about yourself. Maybe, maybe they've got kids, how, maybe you're married. Hey, I tell them how long I've been married, or hey, where did you meet your spouse? Just get them to talk. People like to talk. And listen. The key is listening, right? Once you build rapport where every agent seems to make the mistake as they start asking all these questions about the medical, medical. And none of that matters, you're like, well, why doesn't it matter? Well, because you didn't find the pain. If you think they're gonna buy something when they haven't felt the pain, there's no way. You gotta find the pain first, right? So it's build rapport, find the pain, create a bridge, give them a solution. Right? Neanderth. I was talking to you about that and I said, hey, you're like, I don't want to get lost or whatever. Well, just put those words. I even have it on our website, but just put the words rapport, pain, bridge, solution, that's it. And it. And then you kind of use that as a guide, guys. I use my guide. My husband looks at me like the dog ate it, right? But it, it looks like the dog ate it because I held it for so long. But I'm kind of like Linus. Do you guys know who Linus is on Charlie Brown? This is like my Linus and every. And I did make a copy, but it didn't feel right. It wasn't like my little blank security blanket, right? So this is like, guys, I'm the top producer. I've been doing this for nine years and I still set this right in front of my computer. So if I get nervous, meander, I just look, look at them and go, without this home, without, without your husband, would you, would you stay in the home or would you sell the home? What would you do? Oh, I'd sell it. I mean, most people would. And at minimum, most people want to protect the equity in the home. I always say, at minimum, most people want to protect the equity in the home. Right? And I can try to redo this or whatever if you guys want it, but I've copied it and made it look cute and redone it. And it doesn't work the same for me because it's like my Linus blanket. It's given me support for nine years. Why am I going to change it?
Right?
So, but there are these questions. So like Neanderthal, if you're nervous or you're like worried about what to say, I just look down and read. Well, how tight would it be if you had emergency and needed. Let me ask this question with. If, if I'm giving them an a B and a C And they say one's 51, 81's $90, and they go. I go, oh, that one might fit. Okay, well, let me ask this question. How tight would it be if someone came and slashed all four tires in your driveway? Is that still a comfortable number for you? Guess where I get it from. And that is in our in home Rockstar packet, by the way. Just not as beat up looking as mine. So keywords are you gotta find the pain. The way to find the pain is you have to ask, what does life look like once you find out what life look like? Now you found the pain. Now they're feeling the pain. And like I was telling you, Robin, if you don't feel the pain, they definitely aren't feeling the pain. So if you as a person, when you're writing this out and you're doing the needs analysis, that you're not feeling what the pain looks like for them, you cannot help them feel that pain either. That means you're glossing over the pain. So then go back to the pain, right? It's okay if you, if you glossed over, but go right back to it. Now, when you sent this form in, Robin, what were you looking for? The mortgage protection dude for you? Well, I wanted to protect me. I want some information.
Okay?
Most people don't just send in these forms guys or call in just because they just were curious. There's a reason and your job is to find the reason. You're like the financial cancer manager going to find the reason. Does that make sense? Same thing when you're talking to people. For those of you who are ready to either get leads, you don't have money and you're gonna make a list of people. You're gonna get it to me. Once I get that list, Jasmine's going to set up a time and we're going to get on the phone and I'm going to tell you how to call them. But it's the same concept. I just had a referral yesterday and, and they, their homes paid off and everything. But do you know what? I treated the exact same way as a mortgage protection appointment. I just didn't use a mortgage. Okay, what kind of debts do you have to pay off if something happens? What does your life look like? It's the same concept. They were just looking for life insurance. It's still, you got to find the pain. Where does it hurt? Right? Why do people buy life insurance? Because they feel the pain. That's all you're doing is finding that pain. Let me see one second. Oh, I lost my train of thought. Any questions real quick for me that you can think of? Foreigner, it is in the in home Rockstar packet on the website. If you cannot find it, let me know it. I believe it has like a little painting person on it in the bottom. It's on that page. It doesn't look as beat up as mine. If you can't find it, let me know. We'll, we'll get it for you. But it should be in my in home Rockstar packet. We are going to break it down just because I feel like there's a lot of pages in there, people that maybe don't use, but that's one that I would say print out and have it right with you along with these. Now we, these are the new and improved things to Neandra and her suggestions. We spent some time and she talked to me about, hey, that would be really helpful to have and we're open for suggestions by the way. So I appreciate Neanderthal you mentioning it to us. Right. Hey, it'd be really helpful to have like the ages and the limits of it. And you know what? I had that in the beginning, you know, but we have gotten away from it and so she reminded me of it. So what we've done is we've redone the core Carriers. Okay, so everyone should have the core carrier sheet, but now this is the new one. So Jasmine's gonna post it up. Because Jasmine's amazing. Just like she posts that memory jogger, which is awesome. Thank you, Jasmine. You're amazing. If you did not get that memory jogger, I'd encourage you to click on that too, because that will help you make a list of people that you can talk to. So make sure you download that. Core carriers that you're going to focus on is American Amicable, Mutual of Omaha, America, and Foresters.
Hey, Tanya, do you want us to share the screen?
So go ahead and. Go ahead and share the screen on that.
You want to do that, Jasmine?
Yes. With the core carriers, right? Yes.
The court.
The new one. The new one, yeah. One second. And as a as. While you're doing it as a new agent, we were first getting going. You might feel like I'm overwhelmed. I'm this. It's a lot of information. I don't. I don't want you to learn everything. I want you to look at two products. We give you four. But really, you can write almost everything with two products. And then you can go, hey, if I just learned These two products, 98 of your business can be with two products. Really? Most of it can be with one. You see, they're a final expense or it's a turn, right?
Okay.
Yep. And then can you blow it up a little bit? Because I got old lady eyes. Can you see it correctly? It separates little people plus, because right.
Now it's at 42%. Hit the plus next to the 42 and it'll blow it up bigger. Yep, there you go. A little more. A little more. A little more. One more. Okay, one more. Yep, that's good. We can see it now.
Good.
But this is another thing that you want to keep with you, right? Right. By you, I mean you can put it right on your desk when you're looking at stuff. Right. If you look at it says American Amicable right now on the core carriers, once you are contracted, you will have created a username and a password, and that's where you go and you get the core carriers. Okay? So on American Amicable, the main thing you're writing is safe care term. Underneath it, we put the ages are ages 18 to 75, and the face amount is 25,000 to 500,000. Michael, you should double check that. I think it's 450,000 is what I put on that paper. You should double check it.
You didn't put it on the paper. I pulled that off of the website. That was the one you didn't have on there.
Yes, but it changes at a certain age, so we need to double check it.
Okay. I'm just directly off their website.
Yeah. I remember running a number, though, thinking it was different. We'll double check it. Mutual of Omaha. You can see. Right. What's the question? How much the cap is.
Yeah.
Put 75 in there and see if it lets you put 500, 000 for who? American Amicable. Yeah, they do. We'll let you do what? It'll let you go to 500. Yes. Okay, there you go. On only safe care term, though. Oh, I'm thinking home protector.
Yeah.
Home protector.
No.
Safe care term. Yes. Yeah, we're not doing. Okay, so reasons to write it. Mental health is good for mental health. High blood pressure. Non insulin. Diabetic. Diabetic. Right. So this is like a cheat sheet for you to use term. Life Express. They're healthy. Non insulin. Instant decision. Right. So this is the core carriers. Right. These are all the core carriers in America. I absolutely love the Eagle select because it's so easy. You send them a code, they read it back to you, and then that. And then it does a prescription check. And it either says yes or no. And what I like about Americo is for people who are older, it's easy. It's very easy to do right now. Jasmine, I meant to tell you, but I forgot to tell you. Do you. I don't know if you have it with you right now, but all of you should also have printed out the different elements right where it says, like the different diabetes. That kind of thing is. You print it out as a new agent when you first get going, you're filling out the needs analysis, so all of you should have the needs analysis. If you do not have the needs analysis, you. We want to get you the needs analysis because we want to help you write the first 10 applications. Right. At least the first minimum. I don't even want you to try to do it on your own on the first five. Right. So that you know. But there is a resource you can also use. And Michael, we were gonna get the toolkit, and so we're gonna get a toolkit. We did not do that where you can actually put medications in and it will tell you what to write. Okay. So that's going to help just ease some of your anxiety of, oh, what if they're not there? They can't answer my text or whatever. You'll have the toolkit as a backup. So we'll make sure we get that this weekend so Michael can put that down for me to make sure I get that done. What that will do is it's. We still want you to do the needs analysis. And the reason why is they don't know. They don't know the ins and the outs and the loopholes. Okay. But it gives you a little. It will give you that comfort that, hey, if someone's not available or you're running an appointment crazy late at night, and we didn't know about it right then, you have that. But when you're setting your appointments and you're a new agent, I want you texting Ashlyn, me and Michael at minimum, and letting us know. And call into calendar and letting them. Letting us know that you have an appointment and creating a group text. The reason is, is so that we can help you know what to write. Right. On a term product. If they have a mortgage and say 400,000, I'm going to look, I'm going to do an A, B and a C. So I'm going to do like a half the mortgage, 200,000. I'm going to do the full mortgage, right. 400,000. And then I'm going to turn back around and do something that would pay the mortgage, say for three years or two years. Right. So maybe 100,000 and give them an option between A, B and C. What fits your budget, makes the most sense for you and where you're at today. As soon as they say, yeah, that one does. Okay, no problem. I need your driver's license real quick, but I quickly go through these questions, get the process started, get you qualified. So what questions do you have for me? There's some chats in here, missing. Anyone have any questions? Anyone have any struggles that you're struggling with that I can answer real quick before we get off? Okay, so Josh and Chrissy, you're licensed, but you're moving the state. You're having to move your state of residence.
That.
And that does take some time, you know. In the meantime, there are. We do have some videos you can look at from our website. You can also, if you want additional resources that we can kind of direct you to, that you can be kind of learning some information. In the meantime, you can be. Your license. So you don't have. You're not have your contracting yet, correct? Is that right, Michael? Since you're licensed, but they're not. Okay. Oh, I can barely hear you.
What? They're cutting out a little bit. Yeah, they're. They're Working on. They're working on getting their resident state set before we can get them contracted. So it's gonna be a couple weeks.
So, Josh, we do have some videos that we can direct you to, and we also have some on our website we can direct you to, and that will help. And the other thing is, guys, in the meantime, while you're waiting on getting going, you can also start sharing the opportunity. Hey, we're looking for people to earn some extra income. Are you interested in keep. Are you keep your options open, earn some extra income and plug them into.
Yeah, we're doing. We're doing that already. Callan's talked to one person, and I've got a couple more people he's going to be talking to, and I'm going to talk to him later today. He said he's got a few ideas for us. We've been on the. The website and we're already all the way up through week five of the videos that we've watched.
So that's awesome. That's awesome. And I have some other ones that we can send your way if you guys are watching, like, oh, I'm. That aren't there yet, but I do have available since you guys are kind of taking a little bit longer, I know, to get that license, you know, taken care of. So that way we can kind of just, you know, kind of help you be learning while you're. So that when you. You're ready to go, once you get that license, you're ready to rock and roll. Right? We want to be great that time. And then that memory jar that Jasmine just posted on here for also for being able to. To find people to talk to is also really good for sharing the opportunity. So I'd encourage you to use that memory jogger, too, to just print out and say, who do I know? Right. And that will help you also as you share the opportunity. So I love that you guys are. That you're sharing the opportunity, doing everything you can right now because that's only going to help build that business so much faster. Sir, any other questions for me that you can think of?
Not at the time. Not for me. Thank you.
Okay, no problem. If you're struggling with finding the pain, if you're confused how to find the pain, if you don't have leads and you need leads, you need to reach out to us. You can text me, I can help you text Michael. He can help you. At the end of the day, if you. If you don't have people to talk to, you don't have Leads, then the business isn't going to work for you. Right. So if you want this business to work, you gotta have things to work. Right? It's activity is going to get results every day of the week over non activity. Jasmine, did you have something? No. Okay, I thought you were gonna say something. That's, that's pretty much it. If you guys are struggling as a new agent and you're confused, you don't know what to do, one of the things that you can also go is if you're contracted, it's hard if you're not contracted, but on our website we have a quoter, you can actually go and actually run some quotes on family members, anything like that, just to get comfortable. If you're a new agent and you're contracted and you have not taken these four carriers and written an application on all four, you need to do that. Okay. And the reason you need to do that is so that the first time you write an application is not with someone you don't know. Right. You can go in there like for safe care term and write an application and do not submit it. As long as you don't submit it, you're good, you're golden. I mean, if you actually submit it, let us know. But just don't hit as an agent, don't hit the submit button and you're good. Right? That's going to help you get more familiar with it. That's going to help you get a lot more familiar with the products and, and the carriers. Once you write one application, you pretty much can write all of them, but that way you're familiar with it. And so if you're going to have a struggle or a hang up, hey, take a picture and text it to me and I'll let you know, hey, this is what we need to do, right? Or hey, if you do an American Amen. Well, what do I write here? And we're in the process, we're working on, we're going to actually put together just how do you write an application so that you can actually kind of see what we're do a screen record so you can actually see it. But until we do that, it's not hard. Just go in there, log in, click safecare term and start writing the application. And, and I'd encourage, if you're a new agent and you're not running business yet, text us and say, hey, I wrote an application. I did all four carriers and I've written an application so I know you're prepared, right? Because we just assume you're doing it, and we don't know. Right. So make sure. You want to make sure you're comfortable that you don't have that fear. And part of overcoming the fear that you're feeling, it's kind of diving into it. Right. Writing that application, a sample application, just to get comfortable, that's going to help ease those fears down and help you get more comfortable so that when you do write the application, you're not nervous. That's pretty much it. We got our. What is it? Can you think? Our office training coming up next week, right, Michael?
So, yeah, so next Friday, we will not have this call. Well, let's put all of our effort and focus into getting up here to the office or, you know, on Zoom. On Saturday, Brandon's going to be here with America. We're excited to have him here. It'll be the first time we have America in our office. And we're grateful for him for making the trip down from Kansas. As it's getting hotter here and the temperature is nice, he's made the decision to get warm. Right. But. And so, yeah, we won't have this call next Friday, but we'll. We'll have a great day on Saturday. And I think Lupe Tortilla is going to supply fajitas for us.
Yeah, awesome. Awesome.
For lunch, Jasmine will mail them to you Neanderthal. Robin will mail you a piece of steak out of a fajita or something. I don't know how good it'll be when it gets there, but.
Okay, so takeaways. If you're contracted, if you're licensed and you're contracted, it is either leads or I need a list of 25 people in the next 48 hours to get you going. That's it. That's your takeaway. If you're not licensed and you're not contracted and you're licensed, you're waiting on your license. You can still be going through the steps on our. On our website. And Jasmine is amazing in helping you do that. Okay. And any questions that you have, she knows how to walk you through the website. She can share her screen and she'll walk you through it there. Everything works a little, and nothing works a lot. But you've got to do something every, every single day. Doing it all at once is not the way in this business. It's doing it every single day. Right. So setting your appointments every single day, having the leads every single week, every single. Being disciplined to doing something every day. If you do not have your where you're, get ready to get leads, doing, watching a video, plugging into the daily round table, doing something every single day is going to help you take off like springboard your business and take off. Right. Sharing the opportunity, all of that is going to help you become much more successful faster. And that's our goal is how can we help you get cash in your wallet faster and build a business that you can rely on so when things happen, your world doesn't fall apart. So we're blessed to have you. We're glad that you're on here. If you have questions, my number 713-701-9353. I'll have Jasmine put that in the chat just in case you don't know it. If you're ready to rock and roll, right business, you have your list of names or you have your leads and you haven't talked to me. Please reach out to Jasmine and let, let her know that you're ready to set up a time so you can get a 30 minute slot to have someone on one time to get ready to call those leads or call the people that you know.
Yep. And I'll, I'll leave this call up everybody for a few minutes. If you didn't get a chance go through the chat. Jasmine put all that stuff in chat for as far as the needs analysis. The underwriting guides Tanya was talking about is that link there's a training, the training flyer. Scott, I know you asked about the training calend you did to the flyers there. So I'll leave the call up for a few minutes before I close it out to give you an opportunity to get go through just you know, through the chat and get those links that Jasmine posted up for us.
Yes. And Josh and Christy, if you need any more videos, let us know. We got plenty of Aspen as well. Running a live appointment this.
Perfect guys, have a great weekend. If we don't see Monday, remember what.
You believe you will achieve.
Thank you.
Thank you.
Bye guys.
