Mindset and How to Succeed with Tanya Hughes
Tanya Hughes shares her path from financial struggle to success, then walks new agents through lead-buying, appointment scripts, and needs-analysis. She emphasizes daily habits like 15 minutes of reading and prayer, and provides text templates and presentation scripts to standardize her methods.
Questions this video answers
February 17–18 (Friday and Saturday).
$150 (ticket; payment plans available).
$13,000 per week (minimum stated for her targets).
About $750,000 last year (approximate).
Chapters
Awesome. Awesome. Hey, guys. Thank you, Michael. You know, it's been an adventure for us for sure. When he first started this business, I was like, I can't stand the man. Like, he was normally gone and out of my way, and now he's here, like, all the time. So it's been. It's been a growing process and literally learn to grow and appreciate. But I really was basically a single mom while my husband was out working, right? We were married, but he was gone all the time. I felt like a single mom, and he was jamming, messing my plans up. When he came back, and I'm like, dude, I can't do this. So it was definitely a learning experience. We had to learn how to grow and work off of our strengths and capitalize on our strengths. And so I just want to thank him for all he done to for this business, because I couldn't do it without his support and without him constantly being there. You know, we all go through hard times, then I see eye to eye on things. At the end of the day, we're there to help each other and to grow the business together. And the only way we do this is doing it together. And that's why we are successful and why we were like, number five in the company of all equips is because we are learning and we have learned galvalize on a stream to, you know, his strengths are not my strengths. Don't ask me numbers. I have learned how to, like, figure out the lead thing and some of the numbers a little bit. To be honest with you, I don't look at the numbers. The numbers don't matter to me. When I do what's right for the Lord, the Lord does what's right for me, and that's my focus. But someone has to do the numbers right. And so Michael does an amazing job with that and also in interviewing. And it's just been a growing process. And when we first started the business, this was one of our quotes, which is the struggle you are in today is developing the strength you need for tomorrow. So who you see today, for those of you who do not know me, I am not who I was six years ago. I came into this business broken spiritually, mentally, and physically. You know how you talk about streams. My husband has always had this. I call it the positive pull. Everything is always so great. The world may be burning down right now, but I am alive, I am good. But that is a gift that he has, is to always be positive, even through some of the hardest times. And for me, I am on the other side, I was letting my trials and my struggles hold me back. I got caught up and I was in a downward spiral. And we went to a convention, and it truly was what really changed our life. When we went there, we had no money. It was a leap of faith. I love the quote that says, if you risk nothing in life, you risk everything. If you risk nothing in life, you risk everything. So we took the risk and we went to convention. No money in our bank accounts. And I remember that was the day. That was, you know, when we had the issue with a car and we decided that. I decided. Actually, I didn't even think he decided for me. I decided, I will never be in this situation again. And I drew up as he said, stick in the sand. Because I normally say that I high up my words sometimes, but I drew a line in the sand. I said, I'm done. I will never sit in this place again and not have any money and not have a time getting home. I don't care what you do, but I won't be in that situation. And that was it. That was where I drew the line. Now he drew the line himself also, but we hadn't talked really about it. But in my mind, that was the line for me, and I would never go back. And I have not turned back since then. Okay, with that being said, we have a convention coming up in February. If you want to be successful, you surround yourself with successful people. When I came into the business, my mind was not where it needed to be. Barry Clarkson got on the stage and said, 98% of this business between your two. And I was like, I got a bigger problem. That's not good right now. You don't understand, Barry, what I've been through. I lost my child, I've lost my home. I've lost my car. The black cloud is over my head. And everywhere I go, the little black cloud just followed me. So, Barry, you don't get like you. You don't understand where I am. But he did. You knew exactly where we're at because he's been there. And I knew that I had to work on me. So to me, it's also not about the money. It's about, can you become a long future. I am still the same person I was then, but I'm a better version of me. If you don't know who's like, you're going to touch, even by just saying, hey, we'll look and put people. Jared, right now you can't be in their. You can't pay Their bills, You know, when we get his business, this is really what it was. I just want $500. I just want to keep my last car, please. I was introduced into this business to his poor son passed away. There are no coincidences. I went out and I wrote $5,000 my first week out. I had no idea. Little did I know that it would help with the funeral and getting you through the next stage of our life. Okay, you guys are here for a reason. I do not get children's as I see it, but you are here for a reason. There are no coincidences. We are, we are Christian. We are righteous people. We travel our life the same in business as we do in real life. And with that being, with that being said, there are no coincidences. And we pray every day the right people come to us. So I know that you're here for a reason, but you've got to do something with that, right? And so that's why when you said, don't go right, don't go left, don't any of that, don't do that. Don't you call it my brain be your brain for 90 days. Barry told me the same thing. You got to let my brain be your brain for the next 90 days. You don't know what you're doing. I'm like, well, yeah, my brain's not good. In fact, up here when it's not good. So I just determined that whatever he told us to do, I would do. I wouldn't question it. I would do it and just trust right in how I was feeling. And so that's exactly what, that's exactly what we did. So what I'm going to talk to you about is what I learned along the journey, how to find the pain, how I do the in home presentation tips and tricks. Because you're here and you're here. I don't care about the other 50 people that may be on our team and they've joined our team and are doing anything or maybe they're doing stuff here and there or whatever because, well, they're not here today, so it doesn't matter, right? Most important people, the ones that are here today, that's all we care about is the ones that are here and showing up. Because showing up is the first step to winning in this business. Now you can show up and be a fence sitter and just sit on fence and get on the calls and do nothing. But the first step is you got to show up. The second step is you got to do the activity. And the third step Is you got to be teachable. Okay, I don't know everything, but I do know how to make about. What was it last year, Michael? 750. About 750,000 on my own pen. I don't know everything, but I do know how to make money. So I always tell people, when you're making what I'm making, do whatever you want. You're forget what, you know what I mean, but at least learn the way that we have, because we know how to do it. So when we decide we're going to be leaders, we're going to lead by the front. So I know how to go from here and have nothing to go from here and have everything. I also know how to go from here and be stuck in your negativity and your mindset. And my husband used to go, you are so negative. And I'm like, I'm not negative. I'm just real. You're. You live in the clouds. That's not life, Michael. That's not life because you're so negative. And I would get mad. I would get mad because, you know, sometimes when you're negative and you don't think you're negative, it's hard to admit that you're negative. You don't really understand how negative you were until you get out of that. Does that make sense? So I was letting my trials and my hard times or my life determine my success or my failure too. Well, I had no idea my potential and where it could take me because I was letting all that holding back. So if you're one of those ones sitting out there going, you know what, I can relate to that. I can promise you, where there's an opportunity, there's going to be an opposition. The adversary doesn't want you to be successful. He loves to make you miserable. He wants you to stay miserable and to never succeed. That's what the adversary wants. But you have the ability to overcome that, right? And to me, if I can do it, we can do it. I was a stay at home mom, a caretaker. That's it. I don't like to talk a lot. You may not like talking to be friends with people, but I wasn't like this big, you know, go out and, you know, I mean, we moved away from our friends because we didn't want to know what we were doing. Just in case it doesn't work out like we were. That like to this day, my friends are just now, it's just now our warm market finding out about the opportunity. Because I'm just now to where I'm like, They're like, what in the heck are you doing? Oh, yeah, we moved away from that insurance thing I just barely told you about. Yeah, that's what I'm doing. Really? Yeah, that's exactly what I'm doing. They're like, are you serious? I'm like, yep. But I was too ashamed who I was and where I was to be able to do that. But don't be that person. Be that person that goes, you know what? I don't know if this is me or not. We're looking for people, you know, good, hardworking people who are keeping their office open, earn some extra income and set them up with Michael. You don't have to do anything. All you gotta do, share that opportunity. If my friend never had to share, she's not on here anymore. Right now she's running an appointment. But if my friend had never showed me that to me, I would not be where I am today. That same friend also has been in the hospital, has had heart issues and heard. But you know what she's been able to do? She's still paying her bills. She's made it happen. She was running appointments in a hospital bed. Wow. Because you know what? Where there's a will, there's a way. You know, you're here today. Was it convenient? Maybe not. It's not convenient. You got girls, you're a single mom. It's not convenient. Let's be real. You could be doing a lot of other things right. This is my meal ticket. It's your meal ticket. It's gonna be my meal ticket. So. So that's what we're going to talk about. So with that being said, everyone who and Michael's not here, so I don't know what it is, goes online and gets the convention ticket. They are online now. The commission we had last time was free, which is just a few months ago, because it was just kind of like a little one day deal. This is like, I think it's $150 right now. But are you willing to get. Are you willing to bet on yourself? If you can't spend $150 on yourself, you're never gonna make it in this business. Because we had to be willing to bet on ourselves. And here's what I knew. I could bet on me. I would have been on anyone else, but I could bet on me. And so I asked this question to you. Are you willing to bet on yourself? You can set up on a payment plan, pay $30 a month, whatever it is, you can do pay $150. But if you do, you will be put into the raffle. And you do need to text us. If you're virtual and you do it, we need you to take a picture and text it showing that you bought your ticket. And you will go into the raffle for the. This thing. The Galaxy Tablet. The Galaxy Tablet. So we're trying to do things to raffle up that will help you with your business and getting going. Okay, is it going to go up, Tanya, the 150? Does it go up the. No. Okay. It's going to stay 150. I believe it's white. Right at 150. I might. I have to double check it. I think it's right at 150. They're going to have. Tim Tebow is going to be there. There's going to be a band there. It's a big deal. You can. They're going to be where you dress up or there's a dressing night. It's amazing. But you know what's the most amazing thing is putting yourself around the fire you want to catch. You want to be successful, you got to get around the fire and you got to get on fire because people are attracted to that fire and the passion. Why are you here? You felt. Yeah, it's the fire. You felt it, right? It's the fire. Right. You got to be around successful people. How many people go and spend how much money to go to college? I got my degree, don't get me wrong. My dollars in that. But let me tell you, it's a lot more than 150 bucks. Right. So you spent that off. Which is 150. Come on now. I like how you use that as an example. Yeah. I mean, it's 150 bucks, so. Yes, you may not have that. Okay, so then go to a payment plan. What can you give up? Give up your Starbucks, Give up your Internet. You will figure it out. Go sell something, whatever it is. But if you get your ticket while we're here, you will be put. So Dexter Ashlyn, Michelle George, anyone? That's virtual, you need to. Once you purchase it, then you need to text Michael. You can go on the Equa's website and go to the events and purchase the. Right there. Okay. That was the beginning of where. Of where we are. Of where we are. And you see the whole picture. And it's in Dallas. So everyone is in Dallas. So. Yeah, it's not very far from where you live. So it's in Dallas. Okay. I'm missing my Cell phone. Okay. So everyone needs to. I'm going to assume most people on here have done the eight steps of virtual training other than. You know. I know. Because you haven't even signed anything yet. So you're going to be learning. Just right here. Okay, great. And we're going to talk about it. Tanya, I have a question. Yeah. For the convention in February. Yes. So should we come in on Thursday or Wednesday? Is there an event on Thursday? I think it's Thursday. It's the 17th and 8th. Yeah, let me look. I think that's Friday and Saturday. It says Friday, Saturday, not. Guys, listen closely to this. You do not have to stay at that hotel if it's the most. You don't have to. You can go stay somewhere else. Just show up for it. Don't go and spend. If you want to spend the money. Hey, it's nice because you're around a lot of people. But you know what? We get a room. We get a bigger room. We make it available so you guys can come up to it. You can sit, bring your backpack with you. We know what it's like to scrape everything you have. There was even someone at Equitas who literally slept in the parking lot in their car. Went in and changed clothes and went to the convention. And you know what? Because they knew it was important and they drove there and they ate peanut butter and jelly sandwiches. Did you know what? Where there's no sacrifice, there is no reward. There is no reward. Okay, so when. To answer your question, it is February. Jordan, what is it? It's the 16th, right? 17th and 18th. It's Friday and Saturday. So it's seven. Are you sure it's just 1718? Because I took a picture on Snapchat and wrote it in my notes when they said it. Okay, so it's Friday and Saturday. We'll be there early. So you can get there. If you want to get there on Wednesday. You want to have some one on one time with me? Hey, I'm at your disposal. Whatever. You just get there. But for sure, I'd get in by Thursday. All right. Thank you. Yeah, yeah. And Doug, So if you. And if you guys want to come on Wednesday, we did talk about maybe even for those who come early, just getting everyone together, just like we did at the last one. We took everyone out to eat. So whoever comes to stay, you know, because we don't have time to do that, just kind of get everyone together that does come, you know, because this is a relationship business and we don't want to just know Your name, we want to know you. This is a relationship business. Right. It's all about relationships. And so definitely we'll post some more stuff later on for sure and we'll talk more about that. Okay. Hold on. I think I took another room. Probably took the bathroom and left it there, but. Oh, well, I don't remember what I do with that. Okay. And Michael's supposed to be printing something out for me. Yes. Will you go check and see if he's printing out that packet for me? It's printing. Okay. Hey, Michael, is my cell phone in there by chance? No, that's not it though, right? Yeah. Honestly think I may have said it. You're. See, I'm not the smartest. That's right here in. Oh, it is. Oh, that's it. Look. Yes. This was us when I first started, just barely before I started the business. Okay. So the first thing is you got to get leads. Right. And Michael is putting out the packet and you're going to have because you're part of our team now. This is only for our team. So I say this to say I share all my secrets, top secrets, everything for all of you I don't share with the world. Right. Everything I've learned in this business, I'm giving to you in a as small of a packet as I possibly can to help you get going fast. Okay. So that you can maximize your return and it shorten that learning curve. Okay. If you're part time, you got to know it's going to. It should take more than 90 day learning curve. That's when you're not going to make money. It just means there's a learning curve to it. Right. Where you're going to before you can start feeling comfortable. Okay. I am breaking out of things, talking about the leads. But let me just tell you for the kind of like leads and get going. Now if you have people, you're real estate agent, you have your current clients. This is not necessarily applying you. But let's say you come to this business and you don't have anything, but you have. I want to make it happen and I want to go sell to my friends and family. So this would be the lead progression and we'll get it printed out for you. If you sign up for this, you will be on the exclusive training because it shows me that you're committed. Okay. Now I don't make any money for that. I'm just saying it shows me that you're committed. So if you're full time, you want to spend $500 the first week. Now don't spend $500. Don't go work those weeks. You're gonna lose money. Okay, I did that $500. The second week you spend $750, okay? So you're gonna make some money the first week even if you don't make a dime, I don't care. You want to spend $750 the next week, this is for full time. The third week you're gonna spend $1,000. Okay? The fourth week, you're gonna spend $1,500. Okay? That's for full time. That is what it. Cause you want to be at that fifteen hundred dollar mark. What you're spending a week to be able to hit the numbers you want to hit. Okay? So you should be easily. If you're spending 1500, you should be up to making between 12 and 15,000 a week by that time. Okay? Now is it going to be immediate? Remember, there's a 90 day learning curve, okay? Activity matters. No matter what happens, no matter the result, you still buy the leads. The next week. You can't go, I didn't make any money. I'm not going to buy leads. Because guess what? Now you're really not going to make any money if you have no shoes in your shoe store. We can buy shoes. The leads are kind of like our shoes right now since they're like you've got a real estate. If you've got current clients, you've got a whole massive amount of people that you can talk to already that you can maximize right where you're at. It's not even buying you. You can send out an email and talk about a new addition that you're adding to your company and what it does. Hey, do you have the old kind of life insurance or the new kind? There's a new kind of life insurance and you don't have to die to use it. Have you heard about the mortgage protection? If something happens tomorrow, you were to get sick. This protects your mortgage. Okay, part time, 250 leads the first week, 375 leads the second week, 500 leads the third week, 750 leads the fourth week, 1000 leads the fifth week. And by the sixth week, you're up to 1500. The goal is to get to 1500. One takes four weeks, the other one takes six. Okay. Now you cannot get leads and not worth them or you will go broke. Oh, Kayla, you did awesome. Thank you. Are you going to show us your picture? Say hi to everyone. Yep. She's not going to. Okay. So my daughter Bless her heart. Some of us stayed up late and don't look good. I said, I can't show you what I look like. Some of us stayed up late so that our packet looks good. And my hair is in a messy butt on the top of my head. Okay, we'll talk. But Kayla's amazing. She called me earlier. Hey, what do you need for training? I'm good. I don't need anything. Then I go, hey, I got something. Like, you need some of the training. Yep. Guess what? I told her about it, but not I felt last night. Because I'm the kind of person that when it comes to my head. And I was busy running appointments. So let me kind of explain my week so you can understand that. You see me, you think I'm perfect. I have no issues, guys. I struggle with migraines. I struggle with my own health. I want to say that to talk about the business real quick. And I'll talk about this. So I have to really watch myself and my health because whatever I put in my body immediately affects it. So this is my green drink. I was drinking it this morning because I know that it helps me feel better. You have to do the things that are going to help you perform the best that you possibly can. So this week I had migraines. I was in bed. I couldn't get out of bed. As Jordan will know, I couldn't get out of bed. I couldn't even send text messages because the world was sitting around me. Okay, I know you don't. You're like all that. But that's not true. No, I'm telling you, it's true. She witnessed it. She came to my house. She picked up my week. I said, here you go. I don't even care what the week looks like. Just do what you can, right? So I knew I could. That I wasn't able to work because you know, when I get hit with a. It was a massive migraine. The weather was changing. I was just completely off. But here's what I love about the business. So I had to take two days off. Okay. But you know what? I knew as soon as I got this much better, and that's where I could push through it. I was doing it. So I was full blown Wednesday and Thursday. So my daughter calls me Wednesday. Hey, what do you need for training? Nothing. I'm good. I gotta work on this business. Like my business, right? Cause I'm spending money on leaves. And here's the deal. If I'm spending money on leads and I don't want to run business that pushes me to run business. Right? So putting the right things into your body. So here's the deal. My migraines were really, really bad. I know why they're bad. Because you took shortcuts. Oh, I don't have time for that. I don't have time to cook that healthy food. Oh, I'm just going to grab this snack. Oh, a little bit of gluten, it won't affect me. I'll be fine. Oh, it's just that one thing. Oh, it's two now. I really need to set appointments tonight. But I knew by shortcutting I would pay the price. And I did pay the price. And I was in bed for two days. Ok? Completely in bed for two days. I say that to say my dream drink, right. I took it this morning because you have to do the right things to get the right results, right? Do this nasty, nasty cleanse. I don't even know what it was, but I had been willing to do whatever the sacrifice was to get back on my feet again. That I knew what I needed to do and I had the strength. And so I say that to say there's no shortcuts in this business. I'm a teacher. So I was thinking, how can I relate that? And the thought just going to be, you know, it's so true. Like, you got to take care of your health and I have to take care of my health or directly affects me. And I can't do shortcuts. Now my husband can. He doesn't see the immediate results. Maybe 20 years later, but not immediately, right? But for me, I see the immediate results and so I can't take the shortcuts. In this business, you can't take shortcuts. There are no shortcuts. You have to do exactly what we asked you to do because we know what it takes to win here. Okay? So with that being said, you know, my daughter trying to be prepared, getting a great job. Hey, mom, got anything? No, I'm good. Last night, I'm like, I know what I need. And so we added some stuff to a training pack that I already put together. And she put Tanya's tips and secrets to be a rock star agent. So I got her do this. Thank you, Kayla. I have no idea how late she was up doing it, but she's amazing and she always has my back, so I appreciate that. So you're the record. Just so y' all know how dedicated she is, it was not nine. It was 10:30 my time, which is 11:30 yours. She was up at the office working to get everything ready for y'. All. Don't let her lie to you. It was 11:30. She put in lots of time, too. And I'm gonna mute myself now. There you go. You're good. So with that being said, I had two days to run business, okay? And I knew that we're gonna be going out of town and coming back and you can work your business in between. So in my mind, I've already planned ahead what I have to do. But I had these migraines those two days. I have leads sitting here. I hadn't even called. I have people I hadn't even talked to. And I know they run business. I check my day, okay? I had two days to run business, to hit numbers. The minimum. The minimum. The minimum for me is 13,000. That's the minimum that I need to do everything that we're trying to do with the business. A week. A week, Yep. In two days. I literally. I went to my office on Wednesday morning, I shut the door and I'm like, I'm just going to stay focused right here. Random appointments all day Wednesday and all day Thursday. And I think my numbers are right at 19,000. So I wrote 19,000 in two days. You can make it work wherever you're at. Right? I knew that I had those migraines and all that. And I'm very blessed. The Lord blessed me. So I give the hundreds of credits to the Lord. But I had to be willing to put in the effort. I couldn't go, oh, yeah. I just don't feel like I'm just not going to do it. As soon as I could do it, I started putting in the activity, right? And then the Lord picked up the slack and I gave him 100%. Okay. So this, that's why this didn't get done way ahead of time. It was like a last minute thing by one of them. It is important to me to make sure that those who are committed have what it takes. As you can see, it says Tanya's Tips, Secrets and Rockstar. So we're keeping this within our group. This is not for all backlists. This is for the people that are a part of us. Because you get everything I'm doing because I'm putting everything into you. Okay? I have people messing me all the time. Can you send me all your stuff? I'll send them stuff. Not all this. This is every. This is like golden. This is golden. Okay, so Michael's printing them out and you guys all get one. Okay. Everyone needs to have a Binder. You need to have a binder that you have like notes and stuff. That kind of stuff. And then a binder you use for, like, appointments. Okay? The needs analysis is going to be in there. Okay? You have every text. You have the exact text I send out. And then all you got to do is duplicate what I do. You're gonna get the same. You're gonna get the same number. That's it. That's it. Okay. You have everything in here. So. You also have like the in home virtual presentation. How I start my. Remember how I got said? Well, I just kind of start just off shine and I kind of like pinpect it for you. Remember that? Okay, now you have everything I do, 100% what I do. You can reword it how you want to reword it. Negative. Fit your personality. Do not be me. Be you. Be you. It's got to fit your personality. Right, but be you. Right, but you can get the idea behind it. Okay, But before you even do anything, you have to read 15 minutes a day. We have to. You have to. Yes. That's your homework. If you can't give yourself 15 minutes a day, then you can't give yourself an opportunity to win in this business because you are going to get beat up in this business. You are going to get smacked down. Your weaknesses are going to come out and you are going to find out where your weaknesses are. Right? But our weaknesses can become our strengths. Right. I remember praying so hard that the Lord could help me overcome the negative thinking. I was trapped in my own negative thinking, guys. I was literally trapped. I had no way out. I didn't see a way out. I felt darkness around me that you can't imagine. I'm not on depression med and I'm not on all that stuff. And if you are, that's fine, too. If you need it, that's fine too. Do what you got to do. It was right here in my own head. Right? It was me. I was my worst enemy. So when Barry Clarkson said 98% of this is between your two ears, I knew I had to work on me. And that's where I started. If you're a new agent and you have not read the energy bus, I want you to get it and I want you to start reading 15 minutes a day. It literally is what changed my life. You know why? As you read this book, you'll understand it. Because John Gordon was me out there from Amazon. I saw me. I saw me in this book. And it gave me hope that there's a way out that can change it. But you got to be intentional. You got to be intentional. If you're not intentional, it's not just going to happen. So I started working on me and retraining my brain. I have all sorts of books here. The next one that I love was a noticer by Andy Andrews. Bill Martin told me about it. He said it changed my life. The first two books I highly recommend are these, the Energy Bust and Andy Andrews, the Notes Bush. And then I'm looking for one book. Here it is. You are the greatest miracle in the world. This is not a large, big book. Every one of you need to read this. You are the greatest miracle in the world. Do you believe you are? Read this book and you will understand what I am saying. I am not a promoter of. I get money for books or anything, but. You are the greatest miracle in the world. Do you believe that you are here for a reason? You are here to make a difference in this world. What are you doing with your life to make a difference? Whether it is helping protect clients, whether it is helping share the opportunity, whether it is with your family. This is not just business, has not just helped me in business. It has helped me be a better mom, a better wife, and a better person overall. So everything you put into becoming a better you helps you in every aspect of your life. Every aspect of your life. Great book. There's plenty of other books you guys can look at, but definitely you need 15 minutes a day. First thing before you start setting appointments. It gets your mind right. Right. It gets your mind right. I don't care if you're setting appointments or if you're talking to your clients. I don't care what it is. 15 minutes a day. Of course, before that, I always get on my knees, then on my feet and then. But, you know, for those who are Christian, that's okay. You know, for me, I just have that. I'm Christian, and I just believe that the Lord has blessed me to be able to bless others. And I want to make sure that I pray I can bless my people, which I believe that is 100% why you're here today. So with that being said, let's. Let's. Michael, does he have to print it out yet for you guys? And then we'll go. We'll go through that. The leads. Like, you can read. You can read this. Like, literally the text messages are 100% my text messages. I tell you, everything I do is here, 100%. I sent it to my daughter. I said, this is what I said. This is what I test, this is what I say. This is what I do, and put it all together so everyone who's here will get one. If you're on virtual and you stay on to the end, I'll definitely, you know, if you register on that list, I'll get it to you as well. Make sure you register on the list. Okay. All right, let's talk about. Hold on. Okay, so let's talk about the appointment and what it is. You get a lead or you have a person you're talking to. Whether it's. And when I say this, I'm not saying it has to be a lead. It could be someone that you know. It doesn't really matter either way. You gotta find pain. Okay? The first thing you got to do is you've got to build rapport, okay? You gotta build that trust. You've got to build that rapport. Okay? Be you. Don't be fake. Be you, be you. Okay? You also, many of you already have one, because I recognize it. Need to have a badge. It's like 12 bucks on the echo store. Guess what? Our social media Anna is doing headshots. You can get a headshot today. She'll put on a background, she'll email it to you. Have a professional picture that you can get your tags made with. You think this looks professional? Absolutely. I mean, I have a badge, but I was gonna get another one. Yeah, absolutely. Yeah. No, yeah, you can. Yeah, for sure, get a badge. Okay. Because here's what I do. I will text them a copy of my license while I'm on the phone with them. So they're going to go through. If you've done the ASEPS universal training, you'll understand what I'm talking about. We send the link. You'll see it on stepsu. We'll. We'll send the link and I just let them know, you know, we're saying, verify my identity. So I said, I just need you to click this link. I send it to them. Okay? I'm like, okay, when you click the link, it's going to say, request permissions. Allow access to camera and mic. Join the meeting. Okay, before you get going, you want to do all eight steps of virtual training and do it with either your wife or someone and send them the exact same thing. Like you would mock. Play it. Okay. But I'm going to do it right now because it doesn't make sense. So we're going to focus on the meeting. Then when they get off the camera, like, hi, it's time to merge Protection. I just need you to verify my identity. That my name does match my license. I just text you. Can you verify that, please? Okay, great. Now we're going to. I'm glad that we were able to get that out of the way that we just are state regular. You need to verify my identity. Okay. And my job is going to be to ask you some questions to get you qualified for the plan. Got to figure out what fit your budget, makes the most sense for you and where you're at today. We can always add it to it later. Okay, so I'm going to give you an example. Let's say I have a lead. You see how simple I keep it? I have a sign agent going. How do you organize your lead? I'm like, you put them in clips and you put the newest ones on top. Do not go and organize and call this person. Dude, I don't. And don't try to do that. Opt making it in there. No, guys, if I go to the grocery store and I'm sitting there in the parking lot and they're lying or I'm waiting on someone, I have my links with me. They go with me everywhere. Ask my husband. You're probably not going to use those. I'm like, Michael, the one time I told you no one take them. Is the one time I sat there and waited and waited and waited. She says everywhere, like Cancun, everywhere. At least she hasn't taken them into the bathroom. If I go to Cancun. If I go to Cancun, I'm going to enjoy myself. But here's what I know. When I come back, I don't want to have to wait three days to get going again. I'll set my appointments from Cancun and then I'm ready to go when I get back. You know, time is everything. I collapse time frames. We teach you or I teach you the at the likes of my street is to collapse those time frames. How do you get the most done in the least amount of time? I can make a peach collar talk on my phone and set appointments all at the same time. And for my leads out, that's how I've learned to do it. So you can multitask easy, right? But it comes through practicing. I've done it over and over and over. Right? But the only way through it is through it and to do it right. Like you said, Shauna, you just said, well, I just wish you could just do it for me, man. I do too. I sure do. But then you know what? You know what, though? The reward is in the struggle. The person you're supposed to be is not where you're at right now. It's going to be after you go work from that struggle. But I didn't mean any disrespect. No, no, no disrespect at all. Not at all. No disrespect. But I understand what you're saying. It would be nice if you could just say, hey, just like magically put that in me and I'll do it right? But I am going to tell you all the magic and all the tricks. What you learn on the virtual coaching call is absolutely amazing. And it's great for a foundation. I'm going to teach you how to win at a higher level, okay? Because there's only one other person who's doing more business virtually or in all that equis than me. That's it. Okay. Nimbi. I mean, it's real. Don't waste time doing cute little labels and all that stuff. Obviously. Look at this notes. I'll come back. I'm like, oh, hey, I like that. All right. Like, I was on a virtual coaching call and I didn't have a year paper, so I flipped this over and I started writing notes on some of the things they said that I really like. Okay, so I'm just going to pick one and kind of show you. And if everyone has this now, the tips and tricks, okay, I want you to look at where it says top producer in home virtual presentation. Okay? So I've already built the report, guys. I put for words when I say almost verbatim. Almost verbatim. And to show you how, like, I don't memorize it. Do I have it memorized? Yes. I have my own thing and it sits right there in front of my keyboard until yesterday when I spoke something on it and it got all messed up. But it dry now. Long, sloppy handwriting. It just sits right there. I can glance down at it if I need it when I do a presentation. Do I need it? Not normally, but you know what I have to say to get those headaches? I got to work through it. Or maybe I'm not 100%. Just to have it at the glass down. You just should not feel bad at all. That's what it's there for. Okay, so how do you find the pain? Oh, Albert Williams. Guess what? I got him right here. Oh, yay. No, I'm just kidding. I was going to pick one and we see, see, we'll do this one. A lady o his name. Okay, so when you're first get going to business. You're not going to know what you're doing. Right? So if you also. Look, we also have another one that shows our Tanya's in home presentation breakdown. This is what I did in the home. But by the way, I still do it virtually, right? It's just another way you can break it down, but you're going to see where it says texture upline. The needs analysis, okay? The needs analysis is this. Okay? We designed our own. I took like Equis's needs analysis, my needs analysis, and two other needs analysis, and I compiled them all together to the best of all of them. Okay. And my daughter up here, the top says carriers contracted with state you're in. I want every single one of you, right? All the carriers are contracted with and what state you're in. So if it's like all the carriers, put them all at the top. Make copies of it. Copy, copy, copy, copy, copy, copy, copy. Okay? That way when you're running an appointment, whatever state it is, you're just gonna like, all right. You don't have to rewrite all your carriers, right? Keep it simple. Collapse time frames. It's already on there. All you're doing is put the state. So that way when you text this to me and I'm in an appointment, I can go and set and go, okay, go do this. This is what they qualify for. I'm going to tell you what they qualify for. I'm going to tell you what you need to do so that you know how to do it. If you're brand new and you've never written an application, the first thing we're going to do is we're going to write an application hands down, right? In the beginning, right? So you know how to write like an E app, right? So the first thing you're not doing is trying to write an application. You don't even know what you're writing, right? You can make it work, right? But I try to make it easier for. Especially for people who have more anxiety, okay? Your fear. Do not let your fear become your failure. Fear will hold you back. Fear can either cause you to fail or cause you to succeed. When I realize that the fear in my mind is the fear of failure, right? But when I realized I could seek the fear of failure and turn it to help propel me to be my best, and I can take the stress and trigger that, help propel me to win at a high level, that is when I realized it could be a positive thing. My husband is like, oh, you are always, oh, my gosh, you, like, worried all this. I am like, I am going to let this stress and this anxiety help me win at a higher level when I could trigger it into that massive activity. And mastering it, the more activity, the faster you master it. Is there a craft to it? Absolutely there is a craft to it. Do you get it overnight? Nope, absolutely not. But you know what? You have everything you need and everything I do right here at your fingertips because you are a part of our team. That is why. And by the way, I have never done this before where I have given everything out because trust is a big issue with me. So keep it to yourself and don't just go sharing it with everyone. I've had a really hard time with that because I don't want someone to take and use what I given and then turn it back on me. Okay. And then ultimately I decided, you know, what if they do, Lord will bless me either way. So that was why I just decided I'm just going to do it and I'm going to trust you that it will help you. Don't stick it underneath your bed, throw it on your dresser and never look at it again. Put it in your bike. Honestly, go through this. Read it multiple times, right? You have everything you need. The next thing I'm going to put in there is just a step by step to make sure that you hit all the key points. So you didn't leave anything out. So let's talk about it. I've got a lead. I get him on the camera. I get him on the camera. This is going to be my lead. Okay? I get him on the camera. Now you're going to have a needs analysis. Guess what? This is great. Great, awesome for me, but that's all it's for. This is for you. While you're learning. You need to paint the vision for yourself because you've got to put yourself in their shoes. Okay, I'm going to give an example. So this guy, I get him on the phone, his name's Eladio, right? So his name's Eladio. Delia is her name. Okay. My handwriting is horrible. So you know what? Just deal with it. That's all I had to do is get a degree in teaching for there'll be the kids to read my handwriting. That's why I got that degree. No, not really, but I mean, it was a factor. They have a mortgage of 575,000. Okay, I want you to look at that first page on end. Home, present page. Now, if you're if you're in home and you're in person, awesome, great. You do the same thing. You're just not doing it virtually. I do not change it up virtual. I treat it the exact same way. I don't want to lose that personal touch. Here's the thing with virtual. For all you guys who are virtual, you gotta stand out more than some other agent out there knocking on the door. That's a piece of crap. I'm sorry. There's a lot of agents out there that write a lot of crappy business. A lot. You gotta stand out. They gotta know that you care. Okay, so this is if I were. You can see, I flip it over. So I'm just creating what I did on here. Okay? So I'm gonna tell them, you know, today we're gonna get you qualified for the plan, but I need to figure out what fits. Your budget makes the most sense where you're at today. We can always add to it later. My job is kind of paint this picture and see where you're coming from. Okay? So I'm going to ask questions like, if something happens to you, how does that affect so and so and vice versa. Okay? So I'm telling them ahead of time what we're going to do. We just need to figure out what's that magic number that gives peace of mind and protection in a budget that makes sense for you? Because ultimately, budget doesn't make sense. Whether you're looking at 10, 20, 30, 40, 50, or 100% of the mortgage, we've got to figure out what makes sense where you're at today. Okay? There are a lot of different plans and a lot of different options. And we custom put this underneath your budget. That is how I'm starting it off at the beginning. So I'm going to ask questions. I can understand where you're coming from. There's always something on that one phone call. There's always that something on that one dial session. There's always something, something on that you miss it. It could. It literally can be the difference of you, like hitting a leak producer or making a sale.
