New Agent Call 6-6-25

It's. Sam. It's. It's. Sam. It's sam. How's it going? Good morning, everybody.

Morning.

Good. Good to see you. Looking forward to spending the next few minutes together. And yeah, let's get going. A little earlier this week than it was last week. We started moving this call. We moved this call one hour. So thanks for hopping on extra early, especially our California friends. It's extra early for you. So thanks for hopping on. Wanted to just a couple of announcements. It's hard to believe, but we are less than six weeks away to Phoenix, so it's, it's time to move and get going. If you haven't already, get your ticket, uh, for Phoenix and uh, and we'll get, get everybody out there. Looking forward to seeing everybody in person and huddling up as a group. The goal is to take about three rows of that meeting, right? Get us all out there and show, show everybody who we are. Make some noise. And we've also got. This is a reminder for Phoenix. We've got that incentive going, right? If you come and bring three people with you, we'll take you to dinner. Whoever brings the most people with you, they're gonna get an extra. I forget what it was. We'll just say it's 500. It might have been $300 in lead credit, but let's go with 500. Just because Tanya's feeling extra generous today. The beast is feeling extra generous today. So, yeah, guys, I mean, these in person events, it was. We never, Tanya and I have not, have not missed one of these, right. In nine years. It's, it's an opportunity to, to hear from people like Barry Clarkson who have spent, you know, 45 years of their life in this business and, and knowing how to go out and succeed and, and all these people, you get to hear them live and in person. But, but almost, even better than that is the chance to collaborate, to, to network and, and get to know other people that are doing the same thing that you're doing. Right? This could be a very lonely business. We do what we can on these zooms. It's a, it's a lot of fun to get on here and visit, but I'm an old guy, James. You know, I got gray hair now. My dad's in town. He's in his mid-70s and he looked at me the other day and he said, you know, I think you might be more gray than I am. So I'm an old guy, right? A little old school, but I like in person stuff. I like getting, get in There and shaking hands and hugging and, you know, breaking bread with each other. I think that's, it's a great way to, to learn from each other and, and you know, really get the energy right. This, this business takes energy. It takes a good attitude in. And, you know, and so in my mind, those meetings, what, what they. Well, I'll just say what they do for me and I love that they're doing them quarterly now. They're smaller meetings, but they're doing them quarterly rather than one big event every year, right. Is that we get to go there and for 48 hours we just get pumped up, right? We get pumped. We hear what the direction, the vision that Barry Clarkson has for Equus and that can matriculate down to Tanya and I as CGH group and to each of you individually with your businesses and, and what it is that you're trying to accomplish. And so it helps us all pull in the same direction. And when we have that right, when we're pulling the same direction that Equis is and, and each of you are pulling, you know, when we're all going the same way, the resistance is less. What's that saying? If there's one thing that we do well here, it's butcher sayings. James. We know how to butcher a saying, but I think it's rising tide raises all boats. I feel like I nailed it. I think that was it. And, and so as we get together, right? And, and we are unified in thought, in purpose and action, and we all are pulling the same way Now, Ashley, you know when you're talking with James or you're having a conversation with Callan, your thought process is, is the same, right? And now it's, you're on the same wavelength. We're all, we all heard what Barry said and now we can, can, can talk through that and, and you know, learn from each other and go a little better. So that's, that's my five minute soapbox on Phoenix in the importance of getting there. We love it. Wouldn't miss it for the world. Hope to get most of you there. We'd love to, love to have you there. And it's only six weeks away. Hard to believe no matter what I do, I can't figure out how to slow down time. Right. It, it goes by. No matter what happens in 24 hours, it's going to be tomorrow at 10 o' clock central time right here in Texas. So, so let's, you know, make those commitments. Let's get after it. Not a whole lot else. I Don't think as far as announcements things coming up, they did announce the 10 year birthday party for Equus, right? Equus will be 10 years old. It's hard to believe it' decade in January. They're going to celebrate that the first week of December in Indianapolis. Bring your, bring your hoodie. I don't know what it is about these. Well, I think because they live in Virginia, they're used to the cold. Last December it was Columbus, Ohio. Now we're in Indiana, Indianapolis, Indiana in December. And so there's a like, you know, a fairly good chance we'll see snow, us Southerners that, that don't know what snow looks like anymore. James, we'll, we'll see some snow in Indiana. So. So yeah, so that'll close out the year. So Phoenix and then Indianapolis. Looking forward to it. I'm also in works and talking with Bill Martin 2.0. We'll have that announcement out hopefully in the next couple of weeks. But they're gonna come and they're gonna bring retirement solutions to Houston in the fall. And so we'll do that. September, October, something like that. But we'll get that out as soon as we get that date in. But a lot of things happening, a lot of exciting things going on and looking forward to spending the next 30, 35 minutes or so with, with you guys and kind of running through this. For those of you that have been to a couple of these, right, you kind of know the format already. We go one week, we talk sales and we talk about how to go out and sell and our core carriers and give you some direction on that. And then the other week is let's talk business, right? Because at the end of the day, if you've had a conversation with me, you've already heard me say it, right? Yes, you're going to go out and sell life insurance, but you are a business owner, right? Each of you have made that decision to own your own business. It's living the American dream, right? American dream is own your own business, go out and succeed. There's no limits to the amount of success that you can have. Just go out and make it happen for yourself, right? And so hopefully our goal, Tanya and I, Elsa, I should introduce, introduce the crew too. If you don't know Elsa, she is probably got the hardest job here and that's keeping Tanya and I organized and in moving in one direction and she's does a tremendous job putting this stuff together. The slideshow, if you guys saw that at the first of the, you know, if you got on a couple minutes early, she puts that stuff together and makes us look more professional than we are. What you got, Elsa?

Just to let everybody know if they want to start like being more organized. Sell your calendar, your activities. I'm here, I'm going to post my email now so you can reach me and I can help you. We can set a time and I can help you to do that. Thank you.

Absolutely, absolutely. And then Jasmine, if you haven't talked to Jasmine and you're not responding to her text messages, that's your fault because she is here to help you and help you get through contracting and get you, get you pointed in the right direction, help you through any questions that you have as you work through the training platform on our website, which we'll touch on here in a minute. But every once in a while I see Jasmine just a tear roll down her face a little bit because someone she text and they didn't answer. I'm kidding. But she is here to help, so definitely utilize her and her knowledge and, and her ability to help you get through, get through that stuff and, and be really. It's, it's getting. I use this analogy a lot and this is what we hope to do, right, is we've got the daily calls at 9:00 Central and we do this call on Friday. We've got our team call on Monday. So we do all these, you know, we do these calls. You've got Jasmine that'll help you get things. And basically what we're doing is it's very similar to what Tanya and Ashlin talk about in running an appointment, right? It's painting the picture, right? To get a client to move, to get a client to say yes, this is what I want to do. You've got to be able to show them like what it is that this can do for them to help them out, right? And really each of us as agents are in the same boat. If you're just getting started with us and this is your first call with us, you've basically, you're looking at this table and you've got 500 piece puzzle or maybe a thousand piece puzzle, right? And it's all over the place and it's. I don't see it. Right, you don't see it yet. You don't understand what it is that you need to do. Well, getting on the daily coaching call, getting on this call, our team call we do on Monday, what these group calls do is it puts a lot of those pieces together, right? It starts pulling those Pieces in. Now you start seeing the picture, you start seeing what you need to do, start knowing what you've got to do. And Jasmine is tremendous at helping you take these pieces also, right? And putting them in so that you've got a clear direction, so that you know, okay, step one is this, step two is this. By the time you get through those steps, you should have all of the information you need to go out and run an appointment. And now you've attended the daily calls, you've talked to Jasmine, you've gone through the steps. And we talk to agents sometimes. And I my head against the wall because I'm like, they just want to talk and just tell me what I got to do. Well, you got to go through the steps because they skipped step three and four, which taught them how to set up their. Whereby, which. Which gave them the downloads so that they have the, you know, the core carriers, so that they know what they're, you know, what it is that they've got to do. All that stuff is important, right? One of the things that Tanya says is, look, we've got nine and a half years into this. Barry Clarkson's got 45 years into this. We just listened to what he's got to say. We've kind of streamlined this about as much as you can streamline this, right? And as a new agent, to think that you can go in and say, oh, I can skip step three because that, believe me, we've already made the shortcuts, we've already gone, okay, what. What are the things that we would like to have known when we got started that would have helped us, and we put that in that training platform. And you can try, but I can tell you it'll be a frustrating experience if you try to cut those corners even more, right? Because what you're going to end up happening is you're not putting the pieces into the puzzle. And now there's going to be holes and it's going to be confusing and you're not going to have the direction that you need. And so I joke a little, but I'm also kind of being serious. Listen to Jasmine. Pay attention, listen, answer her text messages, do the things that she's asking you to do, because those are the things that are going to put the puzzle pieces in place so that when you get to Tanya, when you get to me, you've got everything that you need. You've got all the tools that you need. And now the conversations that I have with you, one on one, the conversations that Tanya or Ashlyn or callan have with you one on one, are gonna just put the last couple of pieces into place. So now you've got the entire thing, right? And that's gonna be the easiest, fastest way to get you set up for success here. And at the end of the day, you know, this conversation today is we're talking about success, right? Each of you put your trust in us to go out and to teach you and to mentor you how to succeed in this business, right? Nobody got on this call. Nobody sacrificed their time on a Friday morning or nobody made this commitment because you want to fail, right? I think there are some people, I'll say this, you know, maybe some people, every once in a while we get someone that hangs on and hangs on and hangs on, and I think they just like to be part of a group, but they never really go out and succeed much. And so maybe that's it. But I really don't think that that person doesn't want to succeed. I think at the end of the day, all of us want to succeed, right? And so we're going to spend the rest of the time here today talking about is how to go out and as we say in Texas, grab the bull by the horns, right? Impose our will. I think that's the second saying I nailed today. I'm on a roll, Tanya. I think those gorilla pills are working. She's. She's got me, James. She's got me on this new. I don't even know it's. All I know is the bottle's got this gorilla all bulked up. It's supposed to help with, like, mental clarity and, and stuff. And she's g. Been giving me three of those and just started like this week. And she's like, have you noticed a difference? No, I. I'm like, I haven't, but the fact that I've nailed two sayings in a row today, maybe it's working. Tanya, the gorilla tabs are working. So we're gonna. We're gonna spend the rest of the day. Let's talk about business. Let's talk about how to go out there and make it happen. I'm going to talk about this in terms of, hey, I just assume everybody on here wants to put their foot on the gas and just go as fast as possible, right? How to get out there and make it happen. And then if you're like part. If you're part time with us, which is great. We love part time people. If you're part time with us, you're like, okay, I don't have 40 hours a week, but I got 20 hours a week. Well then it's just a multiplier. Right? Well, Michael said I could do it in 90 days if I'm part time. Okay. It's going to take 180 days. Right. You're going to be able to make that, you know, adjustment in your mind. When we have our one on one conversations, we'll definitely bring some clarity to it. But for the purposes of this call and the rest of the time we have today, my assumption is all of you are 100 miles an hour, foot on the gas. Let's go make it happen as fast as possible. And, and Michael, what I want to do is I want to, you know, I want to be on a hundred thousand dollar a year run rate in 90 days and we can get you there and we'll talk about, you know, what, it's going to take place. So one of the things that we have, I want to share my screen real quick and I'm going to try to share my screen all fancy like Elsa taught me. Check that out. Is that amazing or what? Did that just blow everybody's mind? Oh, look at me. I'm dancing on the screen. I don't know why technology makes me so happy, but I'm confused.

What did you do?

It's magic.

It's like a green screen.

It's magic.

Wait, Elsa, I need to teach me how to do that.

Now if I could see. I don't have my drop down thing so I can see where I'm at. Let's see if it shows up. So I can't really tell where I'm at. Sometimes I can have the little box so I know what it is, but I can, I pretty much know where I'm at. Okay, so this guys, is when we put incentives together, when we do things that we want to do, you know what we want you to do. What we know works, we put an incentive together. So if we say, hey, if you can get three people to Phoenix, we're going to take you to dinner. It's because we know that the people that are going to make this happen and succeed at a high level are going to bring people to Phoenix. Right? We know that's what it takes. It takes getting people in person for them to catch the fire and to go out. Make it happen. So we put together this true Grid award. Equus has the Ignite Award. It's very similar, but I like ours better because we've got a better logo. Isn't that fancy? Look at that. Thing, I like it. But. So this is what we're going to talk about today, right? In the first 60 days to qualify for the True Grid Award in 60 days. So if you got started with us and you're not licensed, this is still something you can make happen. If you started with us and you're licensed, guess what, you got at least a 20 day jump on this thing. So it should be, you know, even easier for you to obtain this. But this is what we, this is what we're saying it takes to go out and make it happen in a significant way. And this is 100 mile an hour stuff, guys, right? This isn't going to happen if you're waking up at 10, 11 o' clock and working five or six hours a day to make it right. This is 100 mile an hour stuff. But within 60 days of getting started with us, that's signing your ICA, right? You've signed your ICA. I'm going to, just for simplicity's sake, say you're not licensed, right? We, we're going to, you're going to sign your ICA and you're going to get in class. So you talk to me on Wednesday. By Wednesday afternoon you've already talked to Jasmine, she's giving you the link and you've on chapter one on Wednesday, right? But you're going to get license in about 10 days. We're going to get you carrier contracts in 20, right? That gives you 40 days to go out and write three applications. In 40 days, right? We're saying is in 60 days we need you to have three bonusable apps. So go out and write some business, right? This business is two parts and we'll go over that the rest of the. Oh look, I can see me on my iPad. Look at this. So I can point. Haha, look at this. Three bonusable apps. And then you want three contracted agents, right? Three contracted agents. Does that mean you're going to talk to three people and everybody's going to get on board and they're all going to go get their carrier contracts? No. Right. You got to have at least three people a week in the business because not every. It's unbelievable. Ashley, you're not going to believe it, but not everybody goes and gets their test taken in two weeks. Some people take more, some people get started in class and, and I hear from Jasmine, and this is, this is where the tear comes down Jasmine's eyes. I don't know, I've talked, I've called them like every day or I've reached Out to them three times in the last two weeks and they won't call me back. Sometimes they get in class and then they go into the witness protection program. It's unbelievable, but it happens. So. Just a second. Oh, my gosh, I'm all messed this hand. Okay? Three contracted agents. You got to get at least. Don't laugh at me, Tanya.

Oh, you can see me laughing?

Yes, I can see you.

You remind me of a little kid that it's opening those Christmas presents on Christmas morning. You're so excited for the little.

Hey, this is exciting stuff right here. Right here. Exciting stuff. So we're gonna have three contract, which means you're gonna get three people that have gotten in class, passed their test, and they've got their carrier contracts in 60 days, right? So what does that take to do? You got to get license in 10. You got to go take your test in 10 days, right? That gives. That gives you the extra time. If it takes you 30 days to pass your test, guess what? Now you've only got two weeks to get licensed because you're going to take. It's going to take you 10 days to get your contracts, right? So get licensed, get your. Get your Test taken in 10 days, get licensed. While you're doing that, Ashley, you're going to talk to friends. You're going to talk to the lady that's serving your food or the guy that's serving you food at dinner, right? Hey, have you ever thought about. You, like, what you're doing? You ever look for anything, you know, maybe make some extra money on the side? Are you looking for a side hustle, do something? You know, those kind of questions, right? You're going to introduce this business to people. You're going to get them in front of us, share videos with them. And because you've got to get them in class, right? You've got to get them in class in the first 30 days. Because now from day 30 to 60, they're going to be doing their thing, right? They're going to be in class, they're going to pass their test in 10 days. They're going to get their carrier contracts in the. In those 30 days, right? And so that's what it takes. It's all about the first 30 days, getting license in 10 days and getting three people in class in the first 30 days or getting three people that are going to get through class. So you need at least 12 people in class to get three. To get three people through class by day 45 so that they can get their carrier Contracts, right? If you can do that, we're gonna contract. We're gonna give you a 10 contract increase and we're gonna talk more about like what the benefit of that is. Why is that important? What, how much does that re. You know, sometimes it's like, okay, 10's nice. What can that really do for your business? And. And what can it do? Oh, yeah, I missed this one. Standing lead order, right? We want people that are committed. We know that long term you've got to have a consistent flow of fresh new people to talk to every week. That happens through a standing lead order. And those conversations are going to be those one on one conversations that you and I have or you're going to have with Callan that, that get you lined up so that you're getting those fresh leads every week. Because how are we going to get you to making $10,000 a month in the next 90 days? That's how. It's through the leads. Through the standing lead order. We're going to be very intentional about charting your progress, Charting your numbers. KPI's right. Key performance indicators. We're having a business conversation right now and so we're going to use some business terms, right? Business terminology. Key performance indicators. KPI's on to. To know if you're on track or not. Right? Because nothing's more frustrating, Samantha, than, than, you know, week six. And you're like, I'm not seeing what I want to see. Well, what are the number. I don't even know. It just. It's not what I'm looking for. Right. That doesn't help us help. You know what it is that you've got to go to do to, to go out, make it happen. So let's spend a minute on those things, right? KPIs. I am going to see if I can do this. You know what I should have done is. I don't know if I can do it on my iPad. Elsa, the cool thing, I'll have to look at it later. We're not going to do the cool Michael in the bottom box right now because I don't know if I can do it on my iPad. I'll figure that out for next week or in two weeks and it'll be fun. Okay, KPIs.

Looks like we're going the Royal Caribbean. Caribbean right now. Reviews are in where you see it.

Yeah, that's a new email that just popped up. Okay, that was a little thick there. We're gonna do this and then we're gonna do this. No, we're gonna do the middle.

That can be our next contest. Going to the Royal Caribbean.

KPIs.

Kidding.

Key performance indicators. These are the things that you need to track in your business. This is what allows Tanya and I to know if you're on track. Or Ashlyn or Callan or any of our managers. Like, how do we know if we're. If you're on track? It's by tracking this stuff. So we need to know your dials, right? How many dials are you making every day? How many contacts, How many appointments did you set? How many sits, how many applications? Okay? People ask me all the time, how many dials do I need to make? It doesn't matter, right? How many dials do I need to make? Well, what's your appointment set goal for us, a full time agent is 6 to 8. And so you know what we're going to do? We're just going to say, you know what it is? It's eight, right? Eight minimum. We'll go back to six. If you want to know why Tanya succeeds the way that Tanya succeeds, I'll just say, this is Bill Martin. Back in the day, we were running in person appointments and he said, hey, you gotta run. You gotta run this many appointments. So what Tanya heard, I'll just tell you this. What Tanya heard was when they said, you've got to sit or you've got to set six appointments, she didn't even hear that number. She's like, I got to sit on six, right? It was not. So if people, if someone didn't show up, she's like, I didn't get my six today. I'm going to dial and I'm going to make another appointment so that I can sit on six, right? Not six sets. So this is the only number that matters.

Hey, Michael, I don't want to interrupt you, but real quick, the playbook that Deanna and I did is out today and everyone wants to go and listen to that because it's on phone script objections and in home presentation. The email just got released just now.

All right, all right. So after this, maybe at your lunch time when you're eating your sandwich, hop on the producer playbook and listen to that when you're listening.

Look, it's a great call with Deanna.

When Deanna and Connor was on that call too, right?

No, he didn't get on. He's in Punacana and didn't get on. But it was me and Bill. Indiana, Indiana did an incredible job. Look, we did phone scripts objections in home presentations, overcoming all that. I would Encourage every single one of you to go watch it and then go post something in telegram of what you learned.

And this is what I'll say as business owners. This is what I'll say when you hear something about. When you hear an opportunity to listen to two people that wrote $1.8 million in business combined last year. Those are two people you want to listen to, right? I want to say, all I want to do is get on here and succeed. How do I do it? Well, the way you do it is you listen to the people that are doing it. And those two girls did over $1.8 million in paid premium last year. They were number one and two in Equus. And they are up there as the, you know, some of the greatest, you know, producers in the country, regardless of where they're at. Right? So those are people you want to listen to. Six appointments set. That's the one that matters, right? All this dial number is. This dial number just tells me how much work you put in, right? Because if you tell me, well, I, I made. I made a hundred dials this week, I'm like, okay, what'd you do the other 37 hours? Right, right. That's just an indication of activity. Because the only number that matters is this appointment set. Contacts. We want to know contacts. Because if. If, you know, you made a thousand dials and you can't control who answers the phone and who doesn't answer the phone, right? It doesn't. It doesn't. But what this tells me is if you had. If you talk to 40 people and you set six appointments, that means you got to get on the phone with Ashlyn or Tanya and talk about your phone script and what it is that you're saying to not convert as many onto appointment set. So this is just a. This is just a base number, right? To tell us if, if you're overcoming objections to get your appointment set. Right? We want you to sit. So if you're setting six, we want you to sit on four, and we want you writing two applications. So those are the numbers, right? Those are your key performance indicators that's going to tell you whether or not you're on track. And so if you made a thousand dollars, great. You put in a lot of activity. You talk to 40 people, great. You should probably be more in the 20 to 22 appointment range, minimum, right, on those. And so now we're going to work with you on. On how you're setting your appointments. So you set six. Hey, I set six, but two showed up. Well, now it's okay. Let's talk about how are you locking in that appointment? Are you saying, hey, are you available at 6? Yeah, I could do 6. Okay, perfect. Buy, click. You know, for me, that's how I got started because I just wanted to hear somebody say yes, and I didn't want to give them a chance to. To back out. So as soon as they said yes, perfect, bye. Right. What I've learned, what I learned very quickly was it doesn't matter if you're setting your appointments. If they're not showing up, it doesn't matter. Right. And so how can we get these sits? And it's locking in appointments and applications. Okay. All of this. Matters for this reason. We're going to spend the rest of our time over here. So as a business owner, life is about you give your business time and you give it money. Right. And so we're going to ask you to invest in some leads. You've invested a couple hundred bucks to go get your license. The reality is this business, as far as the monetary requirements to get started in this business, I don't know if you could show me another business that you can make $100,000 your first year in business that has this kind of low cost of entry for capital. Right. The capital requirement to get started in this business is the lowest that I know of. One of the reasons Tanya and I are here and got started. But you want to, as a business person, you want profitability matters, your time investment matters. You want to be able to go from a hundred dollar an hour person to a $400 an hour person. Right. Well, how do you do that? You do that by a couple of ways. One is to get good at these numbers, right? Because the higher you convert these numbers, the more you're making every day. Right. In the same amount of hours. So Tanya and Ashland, for example, these high producers, Deanna, their appointments set are more like, you know, they're doing 12 to 15, but they're sitting on 12 of them and they're writing 10 applications. Right. Their closing ratio in their appointments is literally, if they're talking to you, eight and a half out of nine applications for every person they talk to. Right? And so that's where you get to. But that's not where we're going to get you 90 days. Where we're going to get you in 90 days is this number. These numbers here, right? 642. You'll hear Scott talk about 642. Those are the numbers that we get you to the other way that you increase. So you increase your skill set, right? You, through practice, through repetition, your skill set increases. Well, the other thing that happens in that is you're going to. You start here at a 70 contract. Look at this. Oh, it's magic. It went away. Okay, you're gonna start here at 70%. You want to climb this producer ladder as fast as possible. Why? Because you're going to run an appointment and you're going to make 500 bucks at 70%, right? Well, if you can write out 100% contract, you're going to make $750 for that exact same amount of time. So does that make sense? Chloe? Every time you run an appointment, when you first get started, you're making 500 bucks. You want to know how fast can I do that same amount of work and get $750? Right. Now you're 50% more profitable, right? Your time or your time. And how do you go out and do that? Well, let's look at our six. Four, two. Six appointments. Four. Two apps. If we do that four days a week. Four days a week. I don't know why my four didn't turn out. Okay. Four days a week, you're going to write eight applications. Eight applications written, you're going to get paid on six, right? It's unbelievable. But you. Not everybody is 100% forthcoming with you when you run an appointment, right? Every once in a while you write an appointment. Now, you're pretty healthy, right? Oh, yeah, yeah, I'm healthy. No problems at all. Okay, perfect. But you put in the application, it comes back, they had cancer last year. Oh, well, I mean, I'm still alive, so I'm pretty healthy, right? So that happens. And so that's part of the. That's part of the equation. And so out of six applications you submit a week, you're going to get paid on six. Well, if your average application is $1,100 in premium, just let's round down just because it makes the math easy, right? That's $6,000 in paid premium a week. You got four weeks. That's 24,000. 24,000 in paid premium a month, right? So then let's go back over here and look where on this chart is 24,000. Well, we're almost to 110, but we didn't quite get there. We're at 105, right? So just by learning this skill set and by putting your foot on the gas pedal for the next 90 days and developing a skill set that allows you to hit this number Right. If you can do that in 90 days, you're going to put this kind of premium on the board. You're going to go from starting point at a 70% to 105% contract. Now, that's 100 miles an hour. That's foot on the gas. That's. Is it possible? It's absolutely possible because Tanya and I did it. Okay? And on Monday, just a plug for Monday's one o' clock call on Monday, I'm gonna break. I'm gonna go back in the wayback machine, in the time machine, and I'm gonna pull up, Tanya, our spreadsheets from the first 90 days in business. So you can see that this isn't just concept, right? This is reality. This is what we did in the first 90 days. And I'm going to break out the spreadsheets and show you guys what, what it looked like and how we went and did it. But it's not, you know, Is it possible? Yes, it's possible. But let's say, hey, you put your foot out and you're going to. And you get to here, right? You get to hear. $600 is still a lot better than $500. Would you agree? Right. And so if you can pull that off, you're going to be at $600 an application now. Now you're more profitable. And now let's talk about the other side of the business, right? We spent a lot of time talking about the KPIs for your personal production. Now let's talk about your KPIs in your business. So while you're doing that, right, Tanya and I, Elsa, Jasmine, Ashlyn, Kalan, Kayla, we're all here. We're all here to help you. We want you focused on going out and, and paying your bills, right? And you're going to pay your bills in the first few months, maybe even a year, predominantly on your own pen, going out and running appointments. We want you focused on that. And so what we've done is we've set up our training platform, our training program. Tanya and I again, Elsa, Jasmine, Ashlyn, Callan, Kayla, all of us, right, are here for you to help you build your business. So while you're focused on going out and developing your skill set to go paint the picture with your clients and get to that 642 number. We're helping you with this side of the business, right? All we're asking you to do is introduce this business model to the people that you know, right? If you don't already have it. Jasmine, if you can post up in the chat the, the memory jogger, right? What I found is people you know, you hear, well, you know, talk to the people you know. I don't even know anybody. Well, that's what this memory jogger list is for. These are the people that you know, right? And start. It's going to help you just jog your mind, right? Hence the name memory jogger. This is. And start creating a list. These are people that I can send out a text message to with, with a video. Do you have that also, Jasmine, can you post that as well? The Google Drive. And so we've created a drive link. So this is in Google Drive. This is just a, it gives you a couple different scripts on text so you can, you can copy and paste it into your text messaging. Right? Here's the. And it's just, if she posts it, we'll pop it up. When she, when I see it pop up, I'll pop it up and show you kind of how to do that. But we want you absolutely 90% of your time. Well, 80% of your time, 85% of your time needs to be focused on learning how to, learning how to make money, which is going out and making sales. The other time, the time that you have in between appointments, maybe you have a five o', clock, a six o' clock and a seven o'. Clock. Well, when you get off the phone with your five o', clock, you've got 15, 20 minutes before your next appointment. That's the time that you're like, okay, let me grab that memory jogger and I can send out a couple of texts, right? Introduce people to this business and then plug them in. Plug them in to, to the system. They're going to get trained the same way you get trained. Let's see. Ah, here I am again. Look at me over here. Okay, so this is the link that Jasmine just shared in the link. So download this. I encourage you to download it on your phone. Okay, download it on your phone. And we don't have time today to go through the quick link, but Monday I'll get on my phone and show you how to make it a quick link on your phone. So you can just click a button and it's there, right? But here we go, right? Just a couple of options. This is just. If it's not, if this isn't your personality, you know, feel free to change it up. But we just wanted to give you something short, sweet, simple, to be able to share the opportunity. Hey, just wanted to share a quick video about What I do here at CGH Group, if it's, if it sparks your interest or someone you might know, might be curious, let me know. And then, so you copy and paste this where it says insert video link. Just use one of these videos, right? This is a Tanya's video. So these are 30 minute, 25. 30 minute videos of. This is what I did. This is how I got in the business. This is who I am. You know, Lincoln Anderson is another one. And so this is a, and this is just a quick little. This is who this person is. So if you're talking, if you're like, oh, I want to share a video, and he's a young guy with energy, well, hey, maybe I do this Lincoln Anderson video because that's going to relate to that person better. Right? Eric Valdez was, he was a mortgage broker, right? So he's corporate guy. So if you're talking, if you're thinking about, well, this guy's more of a corporate guy, but I know he's kind of frustrated with where he's at. Well, maybe Eric Valdez is going to speak to him. He's going to relate to Eric Valdez more. That's what these. That's what this is for. Does that make sense? So I just want to share that with you real quick. Share with. I think I lost my screen. Share on this one now. Okay, here we go. We're going to do this. And share my screen. And share my screen. All right.

Hey, Michael, did you say something about a vitamin? I had to go to the restaurant. I think I missed something. Yeah, you're gorilla. What do you get? I was about to text you. What did you give him? Oh, hold on. I'll go get it. I'll be back. Guys. I want to know. That's why I was asking.

It's.

It's really great. Hold on, I'll send it. Does it give you energy? I guess. What's the point of it?

All right, I'm back. Sorry about that. I've got literally three computers and four screens to pull this off today. That's technology overload, right? Here we go. So back to my iPad. So we want you to focus again. Focus on sharing the opera, focus on selling. Developing your skill set to sell an application because that's how you're gonna go out and help families. That's how you're gonna help your family by being able to pay the bills. Use that memory jogger to make a list of people. Use the sharing the opportunity link to be able to easily, like low, low drag Right. It's not, you know, a huge kind of make it weird kind of thing, but, hey, this is what I'm doing over here. Just getting started. James, I know you've put together a list. We need to get you on a call and talk about how you put that list together and. And going out and sharing people. But it's. It's slow drag. It's, hey, I'm getting started on this thing. You're excited about getting started. This might be something I thought of you. This might be something you'd be interested in, but I don't want to make that decision for you. Take a look at this video, see if maybe this is interesting to you, right? This is the concept. That's all you got to do. They're going to listen to the video. They're going to reach back out to you and say, hey, this is. I'd love to hear more. Get them on the phone with me. Get them on the phone with Callan. Get them on the phone with Tanya or Ashlyn, although both of them say, I don't even know how to have a conversation about how to do this, even though that's all they do, right, Is do this. So they. They don't give themselves enough credit for their ability to be able to articulate what we do. But get them on the phone with us, right? We're going to get them started. We're going to get them in this, in the system. We're going to get them going back to the true grid or ward, right? We want you to get three people started in the first 60 days. And this is why, because as you get started, right, and you're going to go out and you're going to write. Well, the goal is to get six paid apps a week. If you completely screw it up and just get half of it done, right? Three apps a week. Three apps a week on your own pen. And you got three agents that write one app a week. That's again, how to get to six apps a week, right? The insurance companies have said, we pay you to distribute insurance product. And we don't care, Chloe, if it's you or you and five of your buddies, we're going to give you credit for all of that distribution because you are responsible for getting those people in. You're the one that opened your mouth and said, hey, you, come take a look at this. They went and got their license. Now you've got a team, right? This is. And the reason that we focus on this is because this is the foundation of this business. Right. Until you hit this level, you're fighting and clawing and scratching to get there. Right. You don't have a solid foundation in this business until this level right here. Right? And this is Barry Clarkson, right? He said this is what it takes. I need you to sales manager. Right? And a sales manager is you. You plus two people, right? So we're going to say let's get you plus three people, and we're going to get you here, right? Because if you. Now we're going to go to permanent pen here. If you write three apps a week and you get three people that write one app a week, that's six applications a week. Right? That's 24,000 at 11. At 1100, that's $25,000 in paid pre. In. In a bonusable premium. $25,000 is right here. Right? $25,000 is right here. So let's take a look at what that looks like. So you wrote $12,000 in insurance. Right? That's four apps. That's three apps, four weeks. That's 12 applications. That's $12,000. That's this level right here. And we still got to fix this, Elsa, because it's this right here. 250 bucks.

Oh, yeah, it's off.

At a sales manager, you also get a 200. A $750 bonus. So let's take a look at what that looks like in income, and then we'll get. And then we'll wrap this thing up. And if anybody has any questions, we'll answer questions for a couple minutes. But this is what your income level looks like, guys. You're going to write three apps a week times four. That's 12 applications. Right. And you're at what percentage now? 90%. Right. So if your average case is 1100 bucks, what's 90%? $990. Right. Per application, You get a 75% advance. I don't know what that exact math is, but we're going to round down just because I know it's more than 700 bucks. Okay? So you're gonna get $700 every single time you write an application. Times 12 is how much?

742, by the way. For. Not for the 75%.

Yep. So, and we're just gonna say, hey, maybe you didn't Quite get to 1100 per app. Right. So we're gonna round down. So times 12 is 7,000, is 82, is 8,400 bucks. Right. That's your advanced commission on 12 applications at 90%. Right. Your team. So I'm going to erase this part, this first part here. Now that's mostly gone. Okay. Your team also wrote 12 applications, right? Three agents wrote one app times four. That's 12 applications. They're at a 70% contract, right? So what's the difference? It's 20%. So you get 20% of 12,000 is 2400 bucks, right? And a 75% advance on that is 75% is 1800 bucks. So you get $1800 in income off of your overrides from the agents that you brought into the business. You get $750 for your builder's bonus for having a sales manager team, and you get $250, your personal production bonus. So where does that get you at the end of the month is $11,200 in income? Okay. By going out and helping three families a week and teaching three people how to go out and help one family a week, you can get, you can put yourself on a hundred thousand dollar a year income in ninety days. And then going back to the True Grid award. What happens if you know, so what does that look like? If you get a 10% bump right? Now all of these numbers, these two numbers both go up by 10%, right? So now you're at 92. Now you know, it's an extra thousand. What does that mean for you to be able to go out and do that in the first 60 days? It means an extra thousand dollars a month just for going out, setting yourself on fire and doing the things that Tiny and I talk about doing to, to, to absolutely, you know, kill it in his business. Any questions, guys? Kind of went a little, little bit long, but I don't know, I got, got carried away I guess, but wanted to make sure you kind of see it. We went through a lot of that on Wednesday also. It's, it never hurts to hear it over and over again, I don't think. Because until you really see it, until you understand what it is, then you know, you don't understand this business. And as a business person, the worst thing in the world is to go out and to work your tail off every day not understanding what your goals are, not understanding what it is that you need to go out and accomplish. If I were you, I would absolutely know down to the appointment, how many appointments you need to hit your next promotion for next month. Right? And you should be fighting and clawing every day you have left. There's 24 days left in June. Every day you've got left in June. What do I need to do to go out and hit my next promotion level so that in July, everything I do, I get paid 5% more. Right? That's every. Every boardroom, every CEO, every executive in this country working for a business. Those. Those are the conversations they're having. How can we increase our profit margin? Right. How can we increase the revenue that we've got coming in? And as business owners, that should be your 100% focus. We are blessed to be in an industry where we don't have to necessarily think of it on those terms. Right? We can wake up in the morning and. And I know that Tiny and I do. Right? We pray for guidance and direction to be led to the people that we can help every day. Right? So we're blessed to be able to put it in that perspective. We don't have to look at it as a dollar figure, Right? We can look at it as, how many families do I need to help this week? How many families do I need to help today to be able to put more money in my account to help my family next month? Right? And at the end of the day, for Tanya and I, that's the most important thing. We wake up every day. Tanya wakes up every day running appointments to help families to put them in a situation where they don't have to live. The reality that so many do of. Let's put together a barbecue, you know, dinner, so that we can raise money to have a funeral, right? Or let's not get a GoFundMe page together so that we can afford to have a funeral, right? That's what we do. That's what we do. We go out and protect families from those kind of things that happen, right? That's reality. That's life. Life happens. That's the reality of what we do. We go out and help families every day, and we want to teach you how to go out and do the same. And not just that we're not just helping clients, but we're helping each of you learn this business so that you can have time, you can have freedom, you can have, you know, the income that you need to pay your bills. And each of you have an opportunity to do the same thing with the people that you know. You know. The reality is you don't know your friends, family, people that you follow on Facebook, which at the. As I say that I should put in a plug for our. For our social media pages, right? If you're not following us, follow us. Utilize the. That resource to be able to go out and reach. That's a very effective way we. Tanya's College roommate was one of our agents, right. Because of posts that Tanya made and about the life that. The change. Life changing opportunity that we're a part of. And she reached out to Tanya and said, what are you doing? I might be interested. Right? So don't just follow us, but those posts that you see. And don't just like those posts, but actually reshare. Right. Repost. Hey, this is a. This is what I'm a part of. I'm really excited to get started and going in this business. I'm so blessed to be able to go out and help families. This is what I do every day. And share that post on your social media feed. And you'd be surprised the people that you never considered, like, they, you know, because on Facebook, we all have our lives together. Everything's all squared off and looking good. And you'd be surprised the people that will reach out to you that you like. Oh, man, I never would have thought they'd have done it. They seem like they had, like, they were living the best life, but they're struggling in the background and they're looking for something to be able to change their situation. Just like you were so well, Michael.

Just a plugin for, like, Kayla has spent a ton of time doing all these posts. You can see our past posts. Go in there and look at them and then decide, like, she just did an incredible post this week that of Ashlyn working while she's. Her baby's out in the backyard playing in the pool. And it shows that you can make this work anywhere, right? Go take it and share on your page and say, hey, are you looking for an opportunity or some extra income? Message me for more information.

Watch this video.

Message me more information. Right? We've already done the work for you. You literally just have to share it and just put something simple on there. And you don't know who's going to. So Kayla's done an absolutely incredible job. So you got like, tons. You can go back and look on past posts and share them. I wouldn't just like them, comment on them, repost them on your Facebook, tell your. On your Facebook, say, you know, like. Or share whatever that is. Because the reality of it is all the work is done for you. All you got to do is share it, right? And I think it's really easy because it's not our forefront because we think of dialing, dialing, dialing, dialing. But if we just put in our schedule, like two or three days a week, go in there, find a post and share it on Facebook, you don't even have to do it. You don't even do any work. It's already done for you. Now if you want to, you can. But Kayla has done such an incredible job. Like, there's not one video or post that she has done that I have not liked. So she. We. We authorize all of them, and you can go and you can share it, and then they can message you. And when they say, I'd like more information, hey, that's awesome. I was. I'm so glad that you reached out to me. Let me set you up with our hiring manager so we can get you some more information, see if it's a good fit for you. That's it, guys.

That's it.

That's all we want you to do. Drop the hook and let us reel them in, right? Let us reel them in. Don't throw up on them. Don't try to explain the opportunity. Don't do any of that, right? You just tell them you're gonna get to talk to someone that, like, you can tell them, hey, you're. If it's a strong woman, you're gonna get to talk to the number two producer in all of Equus who's been there for nine years, right? You're gonna. So then you build that value up so when they talk to us, then we can share that opportunity right, with them. I do want to make a plug in for James. James, you have impressed me a ton. I just want. James is a perfect example of when I ask him to do something, he does it. He does not question it. And I do want to just say, james, you're going somewhere. You don't know it yet, but you are. Because when I asked him to do something, there is not a okay. Whenever I can. I was shocked yesterday. I said, james, I need you to, like, take your little cute little screen off on the background for a second. And he goes, okay. And I said, because I want to see what the real background looks like. And. And I saw it, right? And I was like, okay, so that doesn't work for this business. And you're getting ready to get going. And appearance is everything. Within a few hours, he had his whole background done. That is someone that is not wasting time. He is imposing his will and he is going to make it happen. And I was so impressed, James, with not even just that. He even went like, his beard used to be like, I don't know, like that long, right? Like, really long. Remember that? Like, you guys remember when he was on. Look, he cleaned it all up, right? We talked about appearance. Appearance is everything, not part of it. It is everything in this business. They are sizing you up the minute you get on this camera, right? So what does your background look like? How does it look? Appearance of it, right? Being professional. And I just want to do a shout out, James, to you because you are a perfect example of being a sponge and doing exactly what we tell you to do, not questioning anything. If we say, hey, we need a list of 25 people, do you know what? He had a list of 25 people, like the same day. And there's still people right now I don't even have a list of or leads, but yet James, the day I mentioned it, he literally got that over the same day. So he is a perfect example of someone that is imposing his will. James, you are going somewhere and I just want to congratulate you for just being that. Hey, I'm going to get laser focused. I'm not playing around. I'm, I'm serious. I'm going to make it happen. So that is, you know, I've not seen that in a long time, but that is an incredible aspect to have in this business. And that you're teachable, right? That's part of this business is being teachable. And because. Because we aren't just talking the talk, we walk the walk with you, right? We're not just going, hey, do this. I'm doing it with you. I'm in the field, right? We're recruiting in the field. We're building a business together. We're helping you build a business together. We're doing it all together, right? So I was in the restroom. You guys started talking about. Then I started seeing chats about all the, like, vitamins and stuff. So I'm just gonna tell you. So I don't know. Did you just, you say something, Michael, about the vitamins? Is that what you said?

No, I said, I think I nailed both of my. Both of my sayings today. So maybe those Gorilla Vita, those gorilla pills are working.

So I asked him if he thinks that was working and he goes, I don't know. I don't pay attention to that. I actually think it does work. So this is what they are.

Gorilla Mind. There we go.

Gorilla Mind. And it. You can do like five tablets. You can go up to 10 a day, but you can do five. But I gave him three, which was basically 60 milligrams of caffeine. So it's not like a ton of caffeine, but it helps you focus. It has a Lot of different natural herbs to help you focus.

I'm.

Guys, I'm really. I can sell insurance. I can sell vitamins. I don't. I just. We can just. I'm gonna actually just start my own business, right? But I do think that's so important, right? Not just taking care of, hey, I'm going to do this business. You got to take care of your mind. You got to take care of your health. You got to be. You got to be on your A game in this business. You cannot be. You cannot be dragging your feet on your health and expect to be. Be able to bring energy and an appointment, right? So making sure that you take care of your health is an important aspect of this business and bringing. Bringing that energy, right? And so that's why we go and work. We worked out before we even got on this call today, this morning, right? We went up and working out at the gym, right? Get our minds right before we get on a. And I think, you know, I think that is key in this business because you are going to attract people based on how you present yourself, right? People buy from people they like and trust, and people are going to buy in the business to be a part of your business, to. To recruit people by your energy, by how you carry yourself, by how the magnetic personality you are, and by putting yourself out there, right? Your energy, your excitement. And how can you be. You know, I was watching Andy Frisella, and I love Andy Frisella. If you're not following, he's got great. But he said, how can you expect people to. To follow you and want to be a part of what you're doing if you aren't proud of yourself, right? So I encourage you to go look yourself in the mirror and go, hey, what can I do differently? What would make me proud of myself, right? And the other thing I would encourage you and the one that I watched. Listen, I'm really into podcasts. I don't watch a lot of tv, but I listen to a podcast and it says, I want you to think of something, someone that you're like, hey, I want to be like that person, whoever that person is. And then on those days that you don't feel like dialing, or on those days you don't feel like working out, or on those days that you just feel like you're just dragging, ask yourself, what would that person do, right? So I want you to imagine someone, James, you are who you are today, but who do you want to be? Like, think of just. It could be anyone in the world. Who do you want to be like? And then think about the qualities that person has. It was an incredible podcast I listened to, and I loved it. I was on the beach of Mexico and I listened to it, and it stood out of my mind because it was like, that person is doing something you're not doing, because that's why. That's why they're there, right? So on those days that you don't feel like dialing, think in your mind, what would that person do? Would they do it even if they didn't want to? When you feel like not going and working out, right, and you don't have to go working out heavy, you can just walk around the block, whatever, get your blood moving, right? Just do something. Would that person settle for anything less? And Andy Frisella talks about, if you want to attract people, you got to be someone that people are going to be attracted to, right? You are an attraction. This is an attraction business. When I'm pumping the gas and I go in and I pay my guests, they're like, what do you do? I'm like, and I was always wondering, like, why are they asking me, what do I do? And it's because of the way you carry yourself. You carry yourself different, right? I'll never forget when I was pumping gas and go in, I paid for my gas, and I go, what do you do for work? And I go, why do you ask? It's just something about you. And I said, and I told him what I do, right? And I shared the opportunity, right? So you become. You are not just a sales agent. You are. You are attracting people like you, right? And here's the thing. You're never going to attract someone that's at a higher level than you are. So you always want to be certain. You always want to be reaching that next level, right? Always moving forward. Because if I'm. If I'm a three or let's say I'm a five and I'm looking for an eight or a nine, I gotta be an eight or a nine. I'm not an eight or a nine's not gonna come down and go, oh, let me go, let me go. Be attracted to that five. I gotta rise up. I gotta keep growing, I gotta keep creating value and become that 8 or 9. So then now I'm attracted to an 8 or 9, right? When I came to this business, I was probably a one, right? I don't know, maybe a zero. I don't know what I was. I was not very. I was not very attractive because I remember Barry Clarkson says, you want to know how attractive you are. Look. Look at people who are following you. And I was like, yeah, well there's no one following me. So I was probably a 0 or 1. So I had to start working on me. Right. And the more you work on you, the more valuable you become, the more people are going to be attracted to you in this business. Like Michael said.

No. Very good.

Sorry I went over, but I want to be careful.

Yeah. To make sure that we respect your guys time. But I saw Elsa. Did you have your hand up or was that an accident?

Yeah. I just want to say that I have a meeting yesterday with James about social media and he started doing changes today. And I saw it and I like it. And we already talk about it on the chat. And that's amazing. Yes, that's amazing. I just wanna embrace that. Thank you.

Perfect. Perfect. Let's see. Chloe, I'm gonna get to your question. That'll be the last thing we do today. She said Chloe had a question.

Thank you.

So to answer the question on leads, Chloe, we start our agents on. They're three to five dollar leads per lead. Those leads are anywhere from 90 to 90 days old to a year old. And that's where we start you, you know, for the first week or two. We don't want you on those things for forever. But we can get a bunch of them, right? For 300 bucks I can get you 100 of them. And that's going to help because at the, especially the first week it's about reps. It's just getting reps. It's learning how to, how to have a conversation. You know, the expectation on those 30 on those three dollar leads is you're gonna set maybe 15 appointments, hopefully get an app or two. You know, but you're gonna learn the same lesson on a three dollar lead that you're gonna learn on an $80 lead. So again, as a business owner, we just make smart decisions with our money because most of us don't have a bunch sitting in the account that we just want to throw away. In fact, if you did, I'd say still, Chloe, I'd say even if you had a thousand dollars, I'd say, you know what, give me the 700 and I'll. And then, and then you use the 300 on leads because it'll, I'll put it to better use than spending that money on leads. That makes sense. And so we get you there and then obviously, you know, working closely with us, we'll adjust. That's why those KPIs are so important because as you start hitting the numbers that we like to see, we'll start adjusting the lead and we'll get you on like 15 leads but not as many of them. And then we'll get you on some A leads and we'll talk about that on those one on one calls, how to, how to stack those leads and how to keep fresh stuff coming in so that you're. So that you're setting those appointments. But that's the two minute answer to the 30 second question.

You know, we just want to make sure that you always have up to date stuff. Sometimes we'll go in there and I encourage all of you guys. You know, one thing you can do is go and put quotes on telegram. Don't cheer each other on. Hey, go tell them. Hey, James, go and put on there. I just cleared out my office. So excited to get going. Hey, I just cleaned up, you know, like do that so you. We can all support each other because we're a team, right? And teams work together and cheer each other on and grow together.

Cool. Hey, guys, thanks for hanging on. Thanks for staying in overtime with us today, but I think it was great stuff and like I said, put a plug in for Monday. We'll go through Tanya and mine, I'll go through our first 90 days to kind of solidify what we kind of went over today, what it looks like, because it's not all sunshine and roses, right? It's not, hey, I decided to go sell insurance and now everything's going great, right? There's pain and agony and hurt. In fact, Barry Clarkson says the only thing I can guarantee is a hard time, right? It is tough. And for those of you that have been around with us for a minute, you know that and. But it's also very rewarding and the things that we do to help other people, like I said, very rewarding. And we're grateful we're able to do what we do every day to teach you to do the same. Thanks for hopping on. Thanks for sticking around. Enjoy your weekend and we'll see you on Monday.