New Agent Call 5 30 25

It's. It's.

Hello, Hello, Hello.

How are you?

I was trying to finish up this frantically.

Yes, sir.

Making changes to the calendar, and then all of a sudden, ah, the music stopped. It's 1101.

I'm sorry.

No, you're good. I was trying to make the changes on our. On our Google team call calendar because we've got a couple of changes coming up next week and I wanted to make sure I got. Had those updates for you guys so that. So that we're good to go and. And rare to go. So good to see everybody. Thanks for hopping on. Looking forward to the next. The one person I don't see, though is Ashlyn.

Oh, dear.

Hey, Callan, do you mind reminding your wife that she's going to be on the call here in less than five minutes? Oh, there she is. Yeah, we're trying to get Parker adjusted and set up. So just put him in the. Put him in the bounce house floaty water slide thing that he got yesterday. This kid, he got a water slide that he shoots out of a whale into a pond in. That is quite the thing. It does the air thing, though. Tiffany does not support £260. So it did not work for me to try to go down the slide. I just deflated the thing. I actually didn't even try because Ashlyn was up there trying to hook up the water and she was deflating it. So I'm like, nope, not even gonna try.

But, you know, I think that's a perfect example why I do this business. Ashton came home and she was like, I worked hard. I worked hard. I should be able to get something for my son if I want it. That's my reward, right? And that's why we do this business, right? We used to talk in. We used to talk in, hey, I need to earn X amount to get X. And now it's like, I need to write one policy to get X. Oh, I need two policies to put that fridge right. So we talk. We don't talk in money. We talking policies, right? But it's kind of. It's actually kind of funny. But I think that what Ashton did is actually a perfect example. She's like, I work hard so that I can do a little extra things for our son because that's what I want to be able to do. That's the reward for me.

And.

And I think that's what all of us want. We want to be able to do, have a little extra, do a little bit more, right? Not live paycheck to paycheck. And so I think, you know, those are perfect examples. She's like, that's my reward. I worked hard. This is what I wanted. I got it for him. And it makes me happy because it makes me feel good because I helped earn the money for it. And Kellen and Ashley together worked hard. And so then they can work together to provide something for their son, right? I mean, I was their age. I couldn't afford to. I always wanted those, by the way, Ashlyn. But we never could afford. Afford it, right?

We'd see it.

I'm like, oh, that'd be so cool to get our summer, man. I can't go spend 300 freaking dollars.

On something like that, right? I mean, no way, right?

But this business gives that opportunity, right, for you to be able to get extra things, not only just pay your.

Bills, but to be able to reward.

Yourself and treat yourself also. So that was just my two cents that, like, hit my head so before. So, you know, so that gives, you know, a little bit of introduction into Ashland, right?

And.

And.

And what she does, right? So.

But I love her.

Her mentality, which. My mentality when I first got going, this business was I only had, like, one business outfit. And so I'm like, okay, so when I write X amount, I'm gonna get me another outfit, right? Another shirt. And I slowly would what? That was my reward, right? My kids were older. They were getting older, right? But that's one of Ashton's whys, is to be able to do those extra things and be able to take off. I mean, she just took off and went, put a swimsuit on. Listen to this, guys. Put a swimsuit on. But first of all, raided my house, my swimsuit, and decided, you know, hey.

She had no plans.

She was going to go to work. And she's like, you know what? I want to enjoy my son being able to watch him enjoy what I just picked up for him. So she put her swimsuit on. She went out there for a few minutes, played with him for a few minutes, went inside and sat and made dials while she watched him play, right? And that's what that this business does. It gives that ability to be able to do those. To do those things and have the freedom. You'll do it. She wasn't planning on it that way. You just. That's just how it happened, right? But this business is flexible enough that you can do it. And so she. You can make dials anywhere. So she sat there right on the floor in her swimsuit. I wish I should have taken A picture. Because if it hadn't been me, she would have posted it. I'll take a picture. And she's sitting in there with the swimsuit on, making dials, then going out and having fun with her baby for.

A little break and then coming back.

In, sitting down, making dials a little bit, going and having fun with her baby in the cup. But that's what this business allows, right? That flexibility. And she was disciplined. She knew she needed to make her appointments, but she also wanted to spend time with her baby. And so I think that is a good example. Ashlyn, which is why we have her, have her on doing this call, is she has definitely learned to be able to be disciplined to her schedule. She knows what she needs to hit. She knows her number, she knows how many dials she needs to make. And she's not going to find an excuse. She's going to find a way to make it work within what she's already doing. Like, she just came to my house and like I said, like, I was like, man, that's so nice to be able to just watch her go out, do, do her thing, have fun with her baby and then come back in. Right. And then make dials. And it was, it was the perfect combination. So. So, I mean, I'll turn the time. Michael.

I don't know if.

Michael, do you have anything to say for sure.

Do I have anything to. I have lots to say. What do you mean?

Oh, do you have anything to say this morning?

I got, I've always got a lot to say, but as my granddad used to say, you got two ears and one mouth for a reason.

Well, and I'll say that to say, you know.

Yeah, we listen. Right. No, I think, Tanya, I think it's a great point. This is, this is the freedom that this business affords. I would also say maybe in month three, you know.

Yeah.

Not sit down with your first dial session in a bathing suit, watching your three year old play, thinking that you're going to be able to focus and concentrate on. But Ashlyn has put in the work, she's put in the rep. She's got thousands of hours at this point of dialing. And so she can. Tanya will clear off the island and lay out her leads while she's meal prepping for the week and make dials for an hour. She'll sit with the leads while she's putting her makeup on and dial. And when you've got those, that kind of rep, you know, those kinds of hours in mastering your craft, you can get to that point. But I would say, you know, first three months, maybe, let's not try to sit out in your Speedo, Steve, and dial while you're watching your kids, you know, jump off the diving board.

But I think that's the. That's the advantage of.

Right.

The repetition is key, and that's going to help being disciplined. The repetition is going to be key, that you build that muscle memory so you can jump right back. You know, you can do it. You can do it and multitask if you need to, or take care of it, you know, like Ashton Ashley does. Of course, you've got to give it the time you've got. You can't expect to have a degree in doing this, so to speak, right? Immediately. You got to give it time. And 90 days is the minimum that you have to give it just. Just to break even. Yeah, we're not talking about, hey, I'm making tons of money in 90 days. We're talking about, hey, these are my goals. We're going to help you hit those goals. And then, hey, you're going to first hit the ball, right? That you're going to hit it. Hit, hit. What is it, a double, right? They're going to hit a home run. And then now you're, hey, now I'm hitting it out of the ballpark, right? And that's kind of how this. That's kind of how this business works, right? That's exactly how you do it. But actually, the perfect example of what this, this business, if you develop the skill set, you can do it anywhere, right? I was going from Mexico and I just got back from Mexico, and. And that's my reward, right? I'm like, hey, we worked hard. Michael flew up there and he joined me, right? We, like, that's why we do what we do, right? So I challenge you to work the next. Listen to what. Exactly what Ashton has to say, because one, she's incredible. She's an amazing leader. She and Karen both are leaders here on our. On our group. Karen is. Is the focus more on the recruiting aspect. Ashton starting to do the recruiting as well. So they're working kind of together.

But.

But Ashlyn is. Has really been hit hitting the hitting numbers, right? And she proves the system works. Even with the baby. You can do it no matter what. But we. She's about the skill set. She did not get here overnight. It's not really. Ashton, how many years you've been doing this now?

5.

It's crazy to think about, man, that she's been doing it five Years.

This is my fifth year.

That is crazy. That's crazy to me. Right? So it doesn't seem like five years, but she didn't start that way overnight, Right. She developed a skill set. This is a skill set for a lifetime. So I went to Mexico and I came and you know that. And Michael met me out there, and we were able to spend time and get away for a little bit. And then when I came back and I can jump right back into it. Why? Because I developed a skill set. Guess what I told Michael yesterday.

I'm nervous.

He goes, why are you freaking nervous? You've done this so many times. Like, I don't know, it's just. It's just like you get these butterflies when you start go back into it. Even if you take step away from it, you get this momentum going that you got to rebuild up. Right? And hopefully, Ashley, you'll talk a little bit about that momentum and the importance of that momentum and not breaking that momentum.

Right.

So today, Ashlyn, our newest. Ashlyn Callan, our newest sales manager, Ashton's gonna talk to you guys about on as a new agent, what do you do to get going? How do you get going? What are some obstacles that you're gonna face when you first get going and how to get through those obstacles?

So in a few minutes after I get done, Tanya, you keep taking my time, lady. Oh, I did a couple things, and then I'm gonna give it to Ashlyn. Okay. Is that. We'll do that.

Okay.

There you go. Go ahead.

All right, Very good. So I have just a couple of things, and we'll get right to Ashland. Ty's just so excited to hear Ashland. She didn't want to hear anything I got to say today. I just have a couple of announcements, couple just reminders, things that we've got coming up. We do have Phoenix, July 17th. Looking forward to seeing many of you there. If you saw on the. If you guys hopped on a couple minutes early and saw the. The intro video, there were some. A couple of flyers there about Phoenix. There was a couple of QR codes. Especially today, I would encourage the. If you haven't already. Like I said, that was what I was working on. In fact, I'll share my screen real quick just to. As we go over these. The calls. As many of you know, the team calls, the drt. The Equus wide call went away today, right? Didn't have a call today. Starting Monday morning, it's going to change, but. It's going to change, but it's not going to change. Okay. The link stays the same, the time stays the same. The only change is going to be instead of it being an Equus wide call, it's going to be just Yellowstone life groups, regional managers. So ourselves, Bill and Terry Lampy, Russ Tessman, Connor. I know some of, I don't know if Connor, all of Connor's team's gonna be on or I know John Ray, one of his sales managers is going to be on one of the calls and so it'll be a smaller call. It's like I was telling telling our, our team earlier this morning when we had our staff meeting. As with anything, you know, there's always good and bad. No matter what change is change, there's always good and bad. I think for us I'm looking forward to this change. It's gonna be, it's, it's gonna be nice I think to get back to calls that have 50, 60, 70 agents on them instead of 300 agents. It'll be. Feel more intimate. Definitely though, I would say and I think one of the positive things is right we can get on a call of 300 and, and not get on our video because there's already 25, 35 people that are, that have their video cameras on. And so it seems like it's a bigger, you know, call with their videos on. This is going to require each of us to be a little more intentional about being somewhere where we can have our videos on so that the screen is full of people that are interacting. It's going to allow us to be more interactive with, with you. But reason I'm sharing the screen is this is what I was doing just before Elsa popped on and got me started 30 seconds early. But I got it all changed. So we're gonna make the one ch. Like I said, this stays the same. You'll see. So this is our Google Calendar. If you don't have it, definitely one of those QR codes was a link to our calendar so that you can. It'll automatically if you use your, if you use Google and your Google Calendar, if that's the calendar you utilize digitally, this will automatically. The changes that I made have already happened on your. On your calendar. So you'll already see these changes. If you don't and you're using Outlook or some Apple version of Calendar, then you'll have to manually go in and make these changes. But like I said, the link stays the same. Dailyroundtable.com it just will. Now forward to the new Zoom link. I've already made that forward so it'll happen. One changes, it's going to be Monday through Thursday, not Monday through Friday. And so what we're going to do is we're going to move this call that we're doing right now at 11 o' clock central. We're going to move it to 10am Central Time moving forward. And so it's going to move one hour earlier. So the only changes Monday through Thursday now instead of Monday through Friday at 9 and then this call will move an hour earlier instead of at 11 Central. So that's really all I want to show you. So that like I said, if you're using Google Calendar, those changes are already represented in your calendar and nothing you need to do. All the links are in the calendar so you just click on your, click on your calendar icon and it should be set up for a 10 minute notification. So you should get a notification on your calendar that the call is coming up and then just click on that link on your calendar and you should be good to go. Any questions on that? Real quick? Pretty self explanatory stuff. If you don't have that link, Jasmine can probably, if she hasn't already. I tease her. I said Jason's already. I I laughed because I'm like I'm sure Jasmine's already posted it in chat and then I see her scrambling to try to get it posted in chat. But Jasmine, if you could just post that link and chat to just so that people have it when you get a second.

I have the Google Calendar, Michael, but I'm not sure if it's already updated. Let me share it. It should be because I have the one that we have on the website.

Yeah, it's already updated because I updated it. That's what I was working on just before the call. So it's good to go.

It looks like if you just click.

On that link and then click on the bottom left, it'll be an add to Calendar down in the bottom left when you open that link, click add to Calendar and it automatically opens into your Google Calendar. Piece of cake.

It looks like it uses the Same link Daily Roundtable.com Is that correct?

Yep. Yep. So all I did, Steve, was I went in and I just checked because that was a forwarded link anyway to JBZoom. Now it forwards to Rumbozoom. So I already made the change on the forward. It should. It'll open up into the right zoom meeting.

What's the inside scoop on why they stopped doing the Daily Roundtable?

You know, I think we've been Here for nine years now, and no call has ever lasted more than 18 months. Things get stale, things get. And so it's always, you know, changing, getting, you know, getting new, keeping it new, keeping it fresh. You know, frankly, we've done the same thing with our team call, right? We've had it on Friday morning, sometimes we've had it on Friday afternoons, sometimes we. We're now doing it at one o' clock on Mondays. I think it's trying, you know, keeping it fresh, keeping things moving. I think one of the things, and it's one of the benefits that's going to come out of this call. It's going to be a more small, a smaller, more intimate call. What that allows now is the sales manager. So, like, Ashland is going to host on Tuesdays. So the daily coaching call, the dcc, that's what Rumble calls it. We're just going to keep it daily roundtable. It doesn't, doesn't matter what we call it. It's the same call, right? But the sales managers in the Yellowstone group are going to take turns hosting the call every day. And so Ashlyn, for at least the next 60, 90 days, is going to host Tuesday. So the Tuesday call will be Ashlyn's call. And she'll get on and run it and she'll get people that, you know, Steve, she might highlight you one week. Hey, Steve's getting started with us again. He just wrote five apps this week. Steve, what are you doing to make that happen? Right? We can bring, and we can be more interactive with our, with our group and get more people going, right? And so I think that's really the reason let's, you know, get back and get more people engaged. Because when you have a call of 300 people and JB's running it every single day, there's only so much engagement. And so then there's a lot more just complacency, I think, which is what I said. You know, we're going to have to be more intentional about getting on and being on video so that it. So that when Ashland's hosting, she's not staring at a screen of names, right? She's staring at people that are engaged and are, and are paying attention and that she can interact with. And so it's gonna, it's gonna force us to be a little more engaged with that, which is only better. The more engaged we are. If we're sitting down at a desk with a pen and paper taking notes, we're gonna get more out of that call than if, than if we're you know, at the gym, running on a treadmill, trying to listen.

Right?

That's it.

Yes, sir.

So, hey, Dina, it's good to see you. Dina is not in a classroom today because school got out yesterday. Summer break. She's in party mode. Actually, she's in dial mode. She's gonna have 20 appointments.

Get ready to ramp it up. That's the best time to ramp it up right now. Build your business and ramp it up over the summer.

All right, guys. Well, hey, that's, like I said, just a couple of things. That's what's coming up next week, looking forward to. Like I said, it's as far as timing and time and what, when do I need to get on calls? That doesn't change. It's just gonna be a little smaller call. It's gonna be, I think, at the end of the day, better for us. We're going to be able to be more engaged and more locked in with, with you and as a group. And, and so I'm going to turn the rest of the time over to Ashlyn to pour into us her five going on five years of knowledge in this business. What has she done to succeed? How, like, what's the mindset going into dialing? How do I go and, and, and make a good dial? How do I, how do I get into an appointment? What are the, what are the high points? Right? These are. So, like I've said before, this is a 45 minute call. This is designed to give you the high points. We're not able to go into deep dive and get into the big, big, you know, the details of it. But that's what those daily calls are, right? Monday through Thursday at 9 Central. That's what those calls are for. Get into more of the details. As Nacho Libre says, the needy, greedy of, of, you know, what it is that we do. But so Ashton's gonna hit the high points. We're gonna, you know, talk about really mindset going into dialing. Mindset. What is it that she's trying to accomplish when sitting with a family, right. And, and what, what that looks like and Ashlyn, I'll let you take it away. And then if there's a couple minutes afterwards and we want to look at, like, how do we, how do we, you know, get the quoting calculator on our phones? You know, we might be able to cover that too, if we have a couple minutes, but I'll let you go asm.

Okay. All right. First I want to touch on actually momentum, like Tanya said, is protecting Your momentum, how you get momentum is massive activity. There is no other way to get it. You can't just hope that it comes to you. You can't just sit down and call one person and then hope that you have this momentum. You have to put in massive activity to get that momentum. Once you get momentum in this business, it's kind of like a snowball effect and you can see it. But once you get momentum, protect that thing with everything you've got because once you lose it, you got to get it back again. So always protect your momentum and protect your energy. Like, don't I. It's hard for me too, being positive all the time, because sometimes you just aren't in the mood. But you've got to remain positive no matter how hard things are. Find something that's positive in the situation. There's something good in everything. Just gotta, sometimes you gotta dig a little deeper. It's not so much surface level, but you've got to be positive and surround yourself with like minded people. Shut out the naysayers. Shut out the people who are telling you what you're doing is ridiculous. Shut out the people who say life insurance is a scam. Shut out. I don't care if it's family, I don't, I don't care. You gotta shut all that stuff out because whether you think it's affecting you or not, it is, it is. Callan and I, when we first got in this business, I mean, I was, we weren't even engaged when I first started going. But when we were married, we had a lot of naysayers, a lot of people telling us that there's no way, there's no way, there's no way, y' all can't do this or that's not possible. There's no way you can make that kind of money. All these things and it was like constant negativity. And the first thing we had to do is shut that all out. We did give, we did tell them like, hey, you got to be positive and just let us be. But we had to shut that out. There's a lot of people at equest who've had to do the same thing. Family, friends, it doesn't matter. You have to shut off the negativity and focus on the positive aspects and talk to people who are like minded and have a positive outlook. Okay, now enough about that. But so that is truly important because that kind of goes into mindset. Your mindset in this business is 110% everything. Okay? It is everything. If, I mean, there's a little bit of skill set, don't get me wrong. But if your mindset is in the in the crapper, everything else is going to be. Also, if everything is going wrong in your life and nothing's going right in your life and woe is me, that's going to pour into your business and that's going to affect your appointments, it's going to affect your dial session, it's going to affect everything. And I'm sorry I say this as loving as possible, but if you call someone and you sound like someone just ran over your cat or your dog and everything's crumbling down around you, what is the likelihood of that person actually answering the phone? If you set the appointment later on that evening, Next to none, not likely. So that's why you have to have to work on your mind. Listen to books, listen to podcasts. I personally, this is where my age shows, but I personally like I have a Pump up playlist. I listen to it every day on the way to the office. If I'm not at the office and I'm working from home, I listen to it just before I dial. It's the same playlist every single day. That gets me fired up to dial. It just puts me in a good mood. I think the word serotonin. I think that's the word. It releases serotonin for me and it puts me in a good mood. And then I I usually will listen to podcasts when I'm getting ready, doing my makeup or my hair or right when I get into the office or a little bit after, depending on what I've got going on, if I've got calls with agents and all that stuff. But regardless, I am working on myself every single day. Every single day. I'm pouring into myself with podcasts, with motivational things. I have this app on my phone that actually is connected to my watch that's just a positive thought every single day. And it just gives me like positive thought or positive quote or something positive. Which it's a little thing, but the little things do end up and add up to the big things. Everything kind of goes together. But it's a little thing that if I'm having a hard day and it and there's a positive quote that comes across my watch and I look at it, that usually will change my mood, change my outlook, change my perspective. So little things like that. Reading books for anybody on here. If none of you have read the Energy Buzz, that is the very first book I want you to get and I want you to Read. I'll be your accountability buddy. I have an agent right now who I'm. I told them like every Friday we're doing a debrief on what you read that week.

Kind of like.

And I'm not a reader. Don't. In high school I was the girl who, who found the movie and hoped that the book was the same as the movie. Most of the time it wasn't, but I, I was not a reader. I do like to read now just because I, I've grown up a lot, but I like to read now. The Energy Bus is a great book to get started. It's not long, it's short. If I can read it, anybody can read it. And I think you can get it. It's an audible. You can get on audible through Amazon or you can get like an actual physical hard copy. And it's by John Gordon, right? I think it's John Gordon. Okay. And the book is yellow so you'll know you found the right one when it's. It's a yellow book but it's a very good book. So anybody on here, you need to read that. If you, you're my agent on here and you're brand new. I'm going to ask you what you learned in that book. Even if you're not my agent, I'll ask you what you learned in that book because it is a very good book to get started but little things like that, that's a good way to, to help your mindset and get you ready. Because this business is simple. Don't get me wrong, it is very simple. It is very simple, but it's tough. But you choose your hard. It's hard having someone who tells you when you have to clock in for work and when you can see your family and when you can go to kids functions and when you can go on vacation. James it's the Energy Bus. But it's also hard owning your own business, having self discipline, being told no, having to go through the fight every single day, both of those are hard. So you choose your heart. One give can give you financial freedom if you want it to. And one can also give you freedom of time. That's the one that I ultimately chose. And so when you go into dialing because your mindset matters. So when you're going into dialing, if you don't have the right mindset and you think and you let one person tell you no and they, when they tell you no, it just crumbles you. I used to be that way. I used to be Emotionally attached to leads. I just spent $200 on this. I need to. Someone needs to respond. Someone needs to let me write an application. That was my original mindset when it came to leads, which was horrible because I would get emotionally attached to it if someone cursed me out, if someone yelled at me. If someone told me no, I would get extremely upset and it would ruin my whole day. Don't let that be you. People are going to tell you no, and that is okay. You want to find the ones that are going to tell you yes. There's going to be a lot more no's and yeses, but you got to go through the nos to get the yeses. Does that make sense? And you can't let when someone tells you no ruin your whole day. Don't take it personal. It's not you. Maybe they just had a bad day. I had one guy who completely yelled at me. So disrespectful. I just said, have a great day and hung up. Two months down the road, he called me back and was apologizing to me and didn't realize who I was. And he did want the protection. And he still has his policy in effect to this day. And that was two years ago. So sometimes they're just having a bad day and that's okay. You move on and you keep dialing and you find the ones that say yes. Now I can go through my dialing script, which is the same as what you guys have. I created one of them, the other one I use too, so that it's the same as what you guys have. I can role play dialing, but truthfully, where you're going to get the most out of dialing is just doing it. It's honestly just doing it. What I tell my agents to do and what my parents told me to do before I first made my very first phone call was read the script out loud to myself 10 times, read it in my head 10 times, go look in the mirror, smile in the mirror and read it another 10 times. And then that will kind of ingrain it in your memory and then record yourself. Listen to yourself. Dialing, would you talk to you? My first time I ever did the dial and I recorded myself, I was like, I would have hung up on me so fast. So fast. So then I. I switched it and I changed it. And now obviously I know how to dial because I can dial when I'm driving down the road. Not that that's what I recommend for any of you, but I've built my skill set to that. When you first get going, and I just told one of my agents this the other day, you are going to work more because your skill set is not there. You are building your skill set. So you're going to put more activity in, a lot more activity in when you're first getting going, while you're building that skill set. Once you have your skill set and you've mastered your skill, your skill set, then, then you're still going to work, right? But you're not going to have to put in as many hours and you can kind of scale it back and then put some into recruiting and all that stuff. But when you first get going, you are going to work more because you're building your skill set. More activity you put in, the quicker you're going to learn. Because it's. This business is. It's not taught. I can talk to you guys all day long, but if none of you apply what you're listening, what you're hearing, it's not going to help you. And it's important to understand you are going to make mistakes. That is fine. I still make mistakes to this day. That's fine. You're human. Mistakes are fine. If you try to learn everything before you get going, you will never get going. You will never get going because there is constantly things changing. There's constant carriers adding things. There's quotes changing. There's all this stuff that's constantly changing. So if you try to learn everything, you will never get going. All you've got to do is pick up the phone and call them and don't be afraid. I mean, the phone I know can sometimes feel like 500 pounds. But the worst they're going to do is tell you no. They can't jump through the phone. They can't hit you over the head. They're just going to tell you no and move on. But I know how desperate that feeling can be clinging on to those leads. That was probably one of. I made a lot of mistakes in this business, let's be honest. But that was probably one of the first mistakes I made, was becoming emotionally attached to my leads because I let it. I let it control me. Does anybody want to role play dialing? I don't want to pick on anybody. So I'll give y' all 30 seconds for someone to raise your hand. I'll call you. All you gotta do is say yes. No. If you're like Ellen and want to give me a real good hard time, you can do that too. Elsa, you want to role play. Steve raised her his Hand, too. Okay. Okay. I got volunteers. Okay, well, I'll pro play with you first Steve and then Elsa. I can role play with you, and you can give me a hard time. She's been around long enough. I think she knows how to give objections.

I'm gonna give you the treatment I got this week.

Oh, you're. You're just so kind. Oh, my goodness. Okay. Okay. Hold on. I can't dial unless I have something in front of me. I'm weird. I'm weird. Okay. Okay. All right. Ring, ring.

Hello?

Hi. Is. Oh, I'm. Your. Your name's gonna be James. Okay. Okay, James.

I'm good.

Okay. When I tell you I can't do it unless I have it in front of me or I know the person's name. Okay. Is James there?

Yeah, that's him.

Hi, James. My name's Ashlyn. I'm giving you a call regarding your loan with Covantage Credit Union. You got a card in the mail the other day and called into our automated system requesting. Do you remember doing that?

No, I didn't send any card in.

You didn't send any card in? So it would have been a postcard that you got in the mail. It talked about the options to pay the loan if anything happened to you, any major medical disability or death.

No, No, I didn't do that.

You didn't do that?

No.

Well, I had Your age as 35 years. Young.

Who's this?

My name's Ashlyn, with the mortgage protection. You've gotten a lot of cards in the mail. My job is just to get the information to you. It's a brief phone call. I just have to close out the file for you and show that you did get that information. I work when you don't. Is morning, afternoon, or evening typically a better time for me to give you a call back?

Sorry, I just closed on a loan. I don't. I don't think this is relevant to me.

Yeah, that's exactly why I'm giving you calls, because you did just close on the loan, and the mortgage protection information wasn't given to you at the closing of the loan, so you got the card in the mail, and my job is to get that information to you. Like I said, it's a brief phone call. I just have to get the information to you. Is morning, afternoon, or evening typically better for you?

Are you with the bank?

I'm not with the bank. Mortgage protection is directly regulated by the state of Texas. But my job is to get the information to you. Is morning, afternoon, or Evening typically better for you. I can do today.

I got to talk to my wife about this because I don't. This doesn't sound familiar to me, and I'm not. Maybe she signed up for this.

Okay, that's fine. Like I said. Can I call you back to you?

Can I call you back?

I can call you back today around five? Would you and your wife be available around five? Or I could do a seven o'. Clock.

Yeah, you can call us at seven. Five is not good. But seven works.

Yeah.

Okay.

Do you have a way to grab a pen and paper for me so I can give you my information?

No, I'm driving right now. Can you just email it to me or text it to me?

Can't email it to you. I can text it to you since you're driving. I'm gonna send you my name and my number if you can save that number in your phone so that way you know it's me when I give you a call this evening around 7 o' clock and it doesn't get kicked to spam so we can close out that file for you. Okay.

Okay. All right, well, I'll look at your text and I'm. I'm gonna call the bank and see if. Yeah, and then we'll go from there.

Sounds good. Well, I'll talk to you today at 7.

Okay, thanks.

Bye.

It was literally my week.

I have not had someone done that to me in forever. Usually if they don't want it, they'll just hang up. So I don't keep the conversation going. Well, actually, I'll call them back. I'm saying I'm so sorry. The phone got disconnected.

The age leads are miserable because nobody remembers and they think you're trying to scam them.

Oh, if you're calling age leads, you gotta call it differently.

Okay.

Actual age leads.

Yeah.

Oh, Steve's giving me a run for my money. I'm gonna send him an invoice on Venmo. Okay. Okay. All right. I can call, like an age lead. Okay. Ring, ring.

Hello?

Hi, is Steve there?

Miss him?

Hi, Steve. My name's Ash, and I'm giving you a call regarding a card you got in the mail a long time ago regarding your loan with Chase Bank. Our system shows you never got those options. Did anybody ever go over that information with you on protecting that loan or what ended up happening with that?

That was a long time ago. And we're happy with our loan. We don't want to change lenders.

Yeah, it's not about the lender. This was the card you got, like I said, it was a. It was a long time ago, so I don't expect you to remember. I don't remember what I think for breakfast this morning, but it talked about the options to pay the loan if something happened to you. If you got sick, disabled, couldn't work any major medical, heart attack, stroke or cancer, or passed away, then the loan would be taken care of.

See, that needs to be in the script because that, that would have been helpful this week because I'm like, do I divulge the details of mortgage protection?

Wait, you wrote character. I know because I get an F. I'm just kidding.

That stumped me because. Anyway, no, that's. That needs to be in the script or something.

Okay. I can do an aged mortgage protection script if that's what.

No, it's fine. That's good. I just didn't. Yeah. Anyway, I can do it because they were asking me about why I'm calling, what mortgage protection is and just grilling me. Like everyone, everyone thought I was a scammer.

But anyway, go ahead and write that script up. We'll put on the training center for people to be. Have access to.

Like I said, Venmo requests to everybody.

Okay. Anyway, yeah, I don't remember that card.

That's okay. Like I said, I wouldn't remember. I don't remember what I ate for breakfast. We just show you never got the information and you never got those options. My job, just to make sure that was taken care of properly for you. And you did get the information. It's pretty simple. I can do everything over the phone. It's a brief phone call. Do you work during the day?

Yes.

You do? Okay. When do you typically get home? Before 5 or after 5?

After 5. Usually around 5:30.

Okay.

Okay. And is it just you? Are you married?

Anyone Married?

You're married. Okay. Would you and your spouse be home today? I could do a 6 to 6:30 or I could do around 7 to 7:30. What would be better for you?

7, 7.

7 to 7:30?

Yeah.

Okay. And do you have a way to grab a pen and paper the notes in your phone so I can give you my information?

I. I have your number on my phone.

I'll just okay that 713 number if you can just do me a favor and save it. My name is Ashlyn. My last name is Miller. Like the beer. And I'll give you a call today between 7 and 7:30 and I'm going to go over the mortgage protection options with you and answer any questions you have. Okay.

Okay.

All right. You have a great one, Steve. Thanks.

You too.

Okay. Does everybody feel like they can dial? Is that pretty simple? Steve gave me a run for my money today. But it is reality, though. I think it's good to do stuff like that because that is the reality. You will get people who literally don't know, don't remember, and that's fine. I just ignore half the objections. If you were. If you noticed. My job is just to get the information to you. Morning, afternoon, or evening. My job is just to get the information to you. Would today at 6 or 7 be better?

You did good.

Thanks. I don't know if I like you or Ellen better when it comes to role playing. Dialing.

Y' all are California agents. They are tough.

I was about to say, it must be something, the water over there.

It's true. It's true. Californians are. They don't. They're friendly if they know you, but if they don't know you.

Yeah, yeah. It's all about, how fast can you break the ice. Yeah. They tell you to kick rocks real quick.

No shame in their game. But that's dialing. And normally we don't do, like, go deep, dive into stuff like that, but. And we'll, like, Presentation is important, which we kind of ran out of time today, but I'll cover presentation on Tuesday in the. The drt, whatever it's called now. I'll cover presentation in there because I'll be hosting it, and I get to control what. What I talk about. So I'll cover presentation and finding the pain. Because next to dialing, you have to know how to find the pain. Otherwise, you will not write a single application. If there is no pain, there is no cell. You will not write anything if they don't see the need for it.

Yeah.

Does that make sense?

Absolutely. One of the things, Ashlyn, I text you kind of an audible.

Covering the toolkit.

Yeah. Well, we're wrapping up the call today. Wanted to spend just a couple minutes on the toolkit, and I didn't know. Do you want me to make you co host and you run through it, or do you want me to share my screen and you can go through it with.

I think I am co host.

Oh, you might be.

You know, I signed in as co host. I always do, in case one of y' all ends up hanging.

You want to run through the toolkit on you share your screen, or I can share my screen.

Either way, I can share my screen. For those of you that weren't on there, Actually, most of y' all weren't on Tuesday. Was it last week? I think it was Tuesday of last.

Week at 1 o' clock central.

Yes, that we did. I don't know how to. Okay, I think it's working. Can y' all see my screen?

Yep. It says you're sharing your screen. Now it has a picture of your family. Now it has zoom.

Okay, so it's. Can y' all see this? The Equus financial thing?

Yes.

Okay. I don't usually share my screen on my iPad, but we did. We played with the insurance toolkit on Tuesday, which is actually super nice because we got to see all the different things to it, and it's actually super nice.

So did you guys see where that is when you sign into your dashboard? It's on the home screen. There's a little. There's a little button on your home screen. It says insurance toolkit. It kind of towards the left side of the screen.

Let me go back and show it.

And here I'll post in the chat the. The login. So this is your login for the insurance toolkit. If you don't have the login, type that. So that's your login. And then your password.

I think It's a hashtag, toughness1, right.

With a capital T is your password.

Okay.

Okay. So that'll be your login for the insurance toolkit that gets you. So log into your Equus dashboard, click on the insurance toolkit Button, type in adminghgroup.net password, hashtag, toughness1 with a capital T. And now this is what you see.

Okay, so how this works is. And this is not just using the toolkit instead of needs analysis. Use both. We still want you to use the needs analysis. But so this little drop down right here. Can y' all see the drop down when I click it?

Yep.

Okay. Because I don't have a cursor. It's just my finger.

But like Ashlyn said, this is pointing you in the right direction. This isn't the gospel, right? Yes, absolute. But this will get you pointed in the right direction.

It's in lieu of. So it's pretty self explanatory, truthfully. So you'll put like if they're. Let's say the mortgage is 200,000, but we want to start with half of it. Okay. And the person's 45 and they're 5, 9, 180 pounds. And we're gonna put non smoker. But you can change it here. So you can change all this. So this Is just the basic information over here to the right where it says inter health and intermedications. This is where this thing comes in real good handy because I actually used it last week because, well, I stumbled upon a case and I did not know what to do. So medications like if you put. Listen, a pro, okay, that's a pretty common medication. Typically it's for high blood pressure. So you'll put whether it's controlled or uncontrolled. So we're going to say his is controlled. We're going to say that he first got diagnosed in 2021 and he's currently taking the medication. Okay. And then it's going to ask was this condition diagnosed after the age of 18? And the answer would be yes. Have any new medications been prescribed or have the dosages of the current medications been changed? We're going to just say no. Okay. And then let's. And then pick a health condition. Someone throw me a health condition. I don't know. Let's do diabetes. Diabetes, that's a pretty common one. Let's do no complications. Date of last treatment. We're going to do current date of diagnosis. We're going to do last year, uncontrolled. We're going to say no.

No.

For purposes of this, I'm actually going to put yes for insulin and then I'll go back and change it. But he's not type one. Okay, so let's say these are his only medications. You're going to pick the term links down here where it says 10, 15, 20, 25 or 30, 35 and 40, which I don't know why it goes that long, but. So we're going to say 25 years and then click get quote. Since he's on insulin, the only company that will take him is Foresters.

And.

It'S gonna be 55.56. Now there are non insulin injectable. So that's why I'm going back to this. This is in lieu of your needs analysis. If he's on wegovy or Ozempic, Mutual Omaha and American Amicable accept those. But that doesn't show up on the toolkit. Does that make sense? That's why it's in lieu of. So according to the toolkit, it's just foresters. But if it's a non insulin injectable, but it's still classified, the clients and the doctors will classify it as insulin, but it's considered a non insulin injectable. You could go with Mutual Omaha or American. So then once you do this and this it's 5556. You'll click E app and it'll take you directly to Forrester's website to do the E app. And then you log in and you go through the E app. But I'm going to change this to non insulin. We're going to say no and then get quote and then do you see how it pulls up all these options? And then he's 45. And so since he got diagnosed before he was 44, Mutual Omaha says no. So the insurance toolkit is super helpful when. If you even like, even if it's a medication that you don't really know how to spell, like I had that last week and I typed in a few letters of it and it pulled it up, or it's a medication that you don't know. Instead of going to Google, you can go to the insurance toolkit and it will pull up what that medication is. Does anybody have any questions on that? And then you can also go, that's for term. This is final expense. It's the same concept. And then the drug lookup I discovered last week. So if you put a medication in here, it'll tell you what that medication is, taking it, what they're taking that medication for. So I do I encourage you all to Michael or Dad, I don't know if you want to add anything else on that toolkit. I'm going over the toolkit.

No, I think that's great. Just like I said, just that gives you a taste of it, right? I'd encourage you to. Just like Ashlyn just did. You're not going to break it, right? Go in there, push some buttons, get used to it. So that when you're in an appointment and you're in the middle of the fire, right? It's not the first time that you've touched the thing, right? I'd encourage all of you to hop on there for a few minutes. Not during your dial time. Hop on at like 9:30 at night when you're getting ready to go to bed. Spend 15 minutes poking around and pushing buttons and getting used to it. Really, the insurance toolkit, all of these sites, like all the technology stuff, right? Go on to these carriers. And we encourage you to do that. Go on to the carriers, get to know where the E app is. Go through an E app, see what it's like to fill out. As long as you don't sign it and send it with your bank information, it's not gonna, you know, it's not going to go through. So you Know, this is just another tool. And like any tool, it takes just a little bit of practice, a little bit of poking around to get used to using it and how to utilize it in your appointments.

Can you help me with this? I have a quick question. So when you're filling out about the client, does it have to be the person, the main person on the mortgage? No, like if. Because if they have like a spouse or anything, like, because it might matter, like, say one is a lot healthier than the other. Do you do like worse case scenario?

Well, I think. Yeah, I think in any. The concept is really, it's like, okay, financially, what does this family need, right? And if the wife is a primary earner, then the family financially is more reliant on her income. That'd be the number one person that you're looking at getting coverage for. If the husband's the number one earner, if they're split, they both make the same amount of money, then you're looking for, okay, well, you equally rely on each other. So we need to, you know, maybe we don't get the whole mortgage on both of you because that's out of your budget, but maybe we can do half the mortgage for, for both of you. And now that reduces your payment enough to where your finances, when you lose the other person's finances are covered. Right? And so it's really a financial. That's one of the things that you find out going into it. It's a financial. What we solve is financial issues, right? We, we solve their financial problems so that they don't have that on top of all the grief and everything, you know, that goes with, you know, losing a loved one.

So.

I don't know, Ashley, more detail on that?

No, I think you hit the nail.

On the head, basically, the way you'd look at it. So. All right, guys. Hey, thanks for hopping on. Thanks for sticking around. Hopefully this was good stuff. Valuable information. Our goal is, as I always say, our goal is for, for. For us to give you the information that we've learned over nine or ten years for Ashland last five years and how to utilize these tools, right, to go out and help families. At the end of the day, that's what it's all about. Going out and helping people and helping families. And as we've said a couple of times today, the reality is the insurance toolkit is great and we love it. And you're never going to use it if you don't dial the phone and set appointments, right? And so number one thing is always if you don't have. If you don't have a plan in place for how you're going to dial and when you're going to set appointments, that is priority number one, two and three in this business because you cannot help a family if you're not picking up the phone and making a appointments. Right. So that would be number one. I would encourage you to pick up the phone. We'll have this video up. And I think Steve did a great job of helping Ashlin articulate how to overcome some of those objections because those are real. I mean, that's what Steve ran across this week and I think that's perfect role playing. Right? Hey, this is what I just heard and it stumped me. How do I overcome this? And you know, we can. And now Steve, you can go back and listen to how Ashland was and said that 15 times and next time you get it, you'll have a little better idea of how to overcome that. So that's what it's all about. Yes, Dino, the needs analysis is also, let's use those. Needs analysis is the, basically the insurance toolkit is to really just get you pointed in the right direction. And if for some reason, you know, you send a needs analysis over and it's been four or five minutes but without one of us responding to it, you know, it at least gives you a way to go direction to move until we do get a response. But definitely the needs analysis still very helpful for us to, to get those and have those. So guys, thanks again for hopping on. Hope you have a great rest your day, a great weekend and we will see you on the new daily Round Table on Monday morning at 9 Central. We'll see you later.