Setting Appts and Running Them

So guys, I was 100 in person, right. I loved what I did. But now we're recruiting the virtual. What do you do? A leader shows away, right. And how do I lead my agents? But I don't even know how to do it myself. So I got laser focused as a like a brand new agent and had to learn it all over again. Right. What I realized though is the way I do it at home. Absolutely. Do over computer. Right. So you guys already know the basics, right? So the first thing you're going to do is you're going to build rapport. Right? And my handwriting's horrible. So my degree's in elementary education and all the little elementary kids will need to be able to read my handwriting. If I want to make take time, make a little bit, I'll have time for all that. So rapport, Right. Okay, so what you're going to do, we're just talking about the appointment and I do have handouts and all stuff. I'm going to just talk about appointments. Let's build a report. So what am I going to do? I set the appointment. Now you mentioned about touches, right? You mentioned touches. I'm sending the text, they respond for clockworks. Do I just say thumbs up? Okay, great. Looking forward to meeting you. I'll call you from this number. Please save my number in your phone. Right. And then I say, Please allow a 30 to 45 minute window in case my other appointment runs over. Okay, there's another touch. So I've already touched him twice before, right. Then I do the appointment. That's a third touch. Then I write then after the appointment. And I mainly do this for me because I figured out a way to keep track of things. I'll say, have a blessed evening, set a happy face, something like that. Because you'll see. And I'll show you. You can mass send text messages out, right. If you have an Android, you can forward it to yourself and then forward it forward, forward, forward, forward to all these leads. You put your phone. So yeah, you got some of time putting your phone one time, but I can send out 400 text messages like that now saying like, oh, five o' clock works. Oh, five o' clock works. I'm like, so sorry, my five o' clock got full. Got full. I'm not going to make five, but can you do six or six or eight? Which one works better for you? Right. So I'm responding back. Okay, don't. I want them to know I'm not an automated person. Right. So I'm kind of setting the Tone of who I am in those text messages, right? So that's half the appointment after the appointment. So you're setting the appointment. You send a reminder, right? Or when I schedule it, I say, great, I have you down three. I send the reminder, I have the appointment after the appointment I'm sending. Great meeting you. Right. Application gets approved. Hey, great news. Your policy's been approved. Do you have any questions? You can call me, email me, or text me anytime, right? Okay. So you're building the report, you have the appointment. How many of you have done the eight steps to virtual training? Jonas, have you done the eight steps to virtual training? Got it. Good. Okay, everyone know the eight steps to virtual training? Ryan? Yeah. You've done it. Anyone not done it? Just I want to make sure you understand what I'm saying. Okay? So you know you're going to send the email. You're going to get on the phone and you're going to send that email out, right? So while I'm talking to you on the phone, hey, you're like, yeah, yeah. Okay, we're good. Okay, awesome. Give me one second. I do need to verify my identity. These are all state regulated. I'm a licensed agent for the state of whatever. Right. So I'm talking to them while I'm sending the email. Right. And I do have programmed emails. I do have my badge. Right. So what I'm saying, I'm just gonna send you an email. So I'm gonna send the email. Hey, did you get my email? Actually what I'll do is I'll say, I'll let you know when I send it because sometimes it goes to spam. How's your day going? Just talking to them. Okay. I just sent. Okay, great. Did you get it? Yep. Okay, perfect. Over here, this is my. That's my husband, the left hand corner. So whatever I put a picture of you do something. So kind of see who you are. Right? Okay, great. And you see, right? And it says Tanya Hughes. I said, you see there. You guys know because we talked about. On the virtual thing, I show you what I send. I do have a website that comes out from the marketing thing that I pay for. I think it's more professional. But you can start off with just the basics. Right. But you just send it and just say, you see where it says Tanya Hughes, field underwriter. Okay. Just underneath that it has my messages. Underneath it has my. I'm trying to think what it says. I'm not looking at it. My phone number, right? This and then that. My address. That's my local office. Just about that. There's a link. You click that link for me? Yep. Perfect. So then they're gonna say, okay, I gotta just click the link. Yep. Okay, Kimberly, did you click the link? Okay, she's gonna ask me your name. Don't worry, Kimberly, I already know your name. No worries. Just go ahead and hit continue. The next thing it's going to say is request permissions. Okay, so go ahead and say request permission. The next thing it's going to say is allow access to camera and mic. When you say allow access to camera and mic, what do they go? Are you putting me on video camera? I don't care what you do. You need to see me that I'm a real person so I don't have to see you. So I like to see my clients. This is up to you. All of a sudden, they'll get on there and they'll. So then I'll get on there and they'll go, what do you mean? I'm like, I need to verify my identity with you. Okay, so in that email you're sending your license. Now, if I'm honest with you, I don't send it in the email. I send a link and I text them my license while I'm on the phone with them. Because most people have text messages, right? You've already texted. So I have my licenses on my phone. So virtual, they'll do it. You can do it either way. It's whatever works for you. For me, I'll text at the same time and I'll say, okay, and I'll show them my badge. Right? And you can get these on average, like 12 bucks or something. And I'll verify my identity with them. I just need you to verify that my name does match my license. Can you just verify that? Because we are state regulated, I need you to make sure that you know who I am. Right? So I'll do that. So every single one of you, like, today, they'll order one of these, right? I would. And until then, show your driver's license. I do my driver now. If I'm in Texas, I'm gonna show my driver's license. But if I'm doing Louisiana, I'm not showing them a Texas driver. But they know. They're like, are you from that? Are you in Texas? Oh, yep, I am. Oh, wow. I'm like, yeah, isn't it nice? Like, we can do this, like, over the phone, right? So then I sit there and then they film the video camera and I'm like, okay, so do you know much about mortgage protection? Nope. Okay, well, I'm asking a few questions. Help me understand where you're coming from, and I'm going to tell you a little bit about mortgage protection, what it is and what it does. And my job is to paint this picture for you, okay? So, Kimberly, if something were to happen to you, how does that affect you? How does that affect Joe or Joe, if something happens to you, how does that affect Kimberly? Right? So I'm gonna ask some questions first, right? You gotta paint the picture, right? So that's the next thing. So you're building a report. Next thing, you gotta paint the picture, right? And paint the picture. Seeing a couple things where they're coming from, right? So for example, on a lead. Actually, I'll just. I have one. Oh, This is where you're gonna go. She can do. If she can do that, I can do it. No joke, right? That's what my parents said. This is the back of my lead, right? You guys are gonna have the needs analysis that you can also fill out. But I'll be honest, you can fill that needs analysis out because you wanna text that to Michael and I. So we can also help, you know, make sure you're doing the best thing for you. And put it. You can put it in the toolkit, right? But the first 10 appointments, you really want to test us that needs analysis. And Michael knows prod very well. He used to run in the field. He didn't talk about it, but we both know exactly. And he knows exactly how to do things, right? Once you do get a few under your belt. Because the whole thing is we don't want you to write something that. Not forget. Who cares what you write if you can't get paid, right? Who cares? So you gotta find the pain. So I'm putting the husband, I'm putting the wife on here just as if I were sitting at the table, right? So if I were sitting there and doing an appointment, I would sit there and do it. And I can. I was gonna say, if I had a table, I'd sit and do a. Like a mock presentation. And I'm gonna put their age underneath. I'm gonna say, now, Kimberly, what do you. What do you do for work? Do you work? Yes. Okay. What do you do? Social work. Oh, awesome. That's. That's a rewarding job for you, isn't it? Yes. Yeah. I bet you enjoy serving people, right? Compliment them, like, build that. Like people buy from people they like and trust. Don't be fake people. Stay fake like that. I I truly like social work. Right. If I don't like the job, they do, find something else to talk about, Right. Don't go to a dumpster. Oh, yeah, I'm not dumping. I'm not dumping your trash. Yeah, don't do that. Right. So you're putting the husband and the wife. If you have both, Right. Okay. Then you're going to ask questions, right? I'm asking questions on me. Understand where you're coming from, right? So you make X amount, right? So whatever it is they make. So you got to find out the income. So in order to paint the picture, you got to know the income, right? You got to know the income. You also have to know what do they already have in place. What do they have in place if something were to happen to you, Kimberly, Right? Oh, I got some life insurance at my work. Oh, that's so awesome. Listen, I'm so glad you have that. Like I said before, like, catch, but all at the restaurant, straight while it's there. But you can't take it with you, right? Oh, I got lots of life insurance. Oh, that's awesome. I got life insurance, too. I don't just do mortgage protection. I do life insurance and I do retirement. So I know how works together, right? And I tell them that, and then they go. I'm like, here's the thing with life insurance. Life insurance is great, and congratulations, because you're doing more than what most people do. Like compliment them, right? It's great, right? But you got to die to use it. So I call it death insurance because that's really what it is. You got to die to use it. More action you can use if you get sick. Okay, so what do they have in place? You got to find the pain, right? So I'm looking at this one, for example. Patrick is 70 years old. He makes $9,000 a month. Vicki over here is 53, and she makes 5,000amonth. And I'm going to say, okay, let me ask this question, Patrick. If something happens, like when you request this information. Now, IVRs. IVRs are different. Like IVRs, there's two different ways, right? There's two different leads, handwritten. They pretty much know I got five minutes. Oh, yeah, you got five minutes. We'll carry it over into the. Because all of us can go just like I am. Okay? So the handwritten leads, they pretty much know what it is. So I'm going to ask them the question, like, so, like, Michael will talk to you about lead, right? So if we go victory leads, which are the handwritten Leads that you can get. I'm asking when you. I'll actually fill this form there. When you fill this form out, what was your biggest concern? Was it something happened to you or your wife or both? Well, I mean, I guess both. All right, cool. All right. You know, but you might discover that doesn't matter, right? So we may decide it doesn't make sense. So I'm asking them a question. I thought I tell them today we need to figure out we're just getting your foot in the door with what fits your budget and makes sense where you're at today. My job is to get you qualified for a plan. What's the magic number? Right? Get peace of mind, protection and a budget that makes sense for you. Okay? So I'm going to ask you some questions to help me understand where you're coming from. So that's where I find out. Look, I mean, look at that. If something happens to Patrick, and I'm saying, okay, if something were to happen to Patrick. Vicki, what does life look like for you? Well, it'd be tough. Yeah. His way it'd be tough, right? Yep. Well, I mean, you're gonna see how I throw the elephant. Like Vicki, if something happens. And Patrick, if something happens to Vicki, what does life look like for you, man? It'd be tough. But if I can make it, I'll probably get another job or something. All right, fair enough. So would you agree between the two of you, the most important person today to cover is you? Patrick, we have to choose one or the other. Would you agree with that? Get them to answer, get them to interact. You don't tell them. Now, let me. Now, you mentioned you work, right? Yeah. Do you get a short term and long term disability at your work? Because here's the thing, you're going to get the objection before you get the objection. Yeah, yeah, yeah. That's awesome. OK, right now, typically it's 40 to 60% of your income, right. If tomorrow something were to happen to Patrick and his income gets cut by 50%. Vicki, what does life look like for you? Rough, right? Okay, now this is assuming that you ask. Medications are pretty healthy, right? They don't have cancer or whatever. Right. Now, and I'll talk about how I'm doing the income replacement plan and I'll do that in more presentation. But key things, if they're older, you want to find out their Social Security, what happens. Because if they're older, what do they have in place? So you want to know the income coming in a house. And what happens if someone Passes away or sick. So if you're getting Social Security, what's going to happen? If that income goes away, what happens? That's Social Security. What you're gonna lose, you're gonna lose the higher like. So if you have a spouse that might be getting $1200 a month, right. And this one is getting $2500 a month, they're gonna lose the $1200 a month to take the $2500 a month, but they're still losing $1200 a month. So you gotta create the pain. If they don't feel the pain, they're not gonna do anything. That makes sense. Social, you're going to hear it a lot. Oh yeah, I got Social Security at my work. Oh, that's awesome. Now most people do also. But you don't want to know about mortgage protection. It used to be owned and controlled by the banks. They used to own it, they used to control it. It used to be as the mortgage went down, the coverage went down right along with it. Right. But payments stayed the same. Okay. Now it's a locked in rate. Locked in coverage. It also used to be strictly in the event of death. If you know what happened in 2015, three out of five homes, foreclosure. Why do you think that was? It wasn't due to death. Why do you think it was asking those questions? What do you think it was? Illness. So at the hardest times of people's lives, they were losing their most valuable possession. At the hardest times of people's lives are losing their most valuable possessions. They said something to be done, they added the mortgage protection. So mortgage protection is the bridge to allow you to get back on your feet if something happens to you, to allow you to be able and not lose your home. At minimum. Today we need, what we know is we need to save the equity at minimum. Right? And then you're going to ask those questions and I'll have the road, we'll print out the brochures and I'll go through those more and they can kind of follow along with it. But I have them on the PDF that you guys can do. But you got to find the pain. So you gotta build rapport, paint the picture. You're gonna find the pain. And then you're building the bridge. You gotta build the bridge, right? They gotta see the solution. The solution. Because they give them the peace of mind. So today all we're gonna get your foot in the door. What fits your budget makes the most sense for you. I don't qualify you, I'm just a person that goes through everything to see what can get you qualified for okay. They're like, and then I do an A, a B, and a C. And as soon as they say, I'm like, what fits your budget makes the most sense for you. Yeah, B. I can afford B. Okay, great. I send you a driver bus, and then I'll go through these questions and take a few minutes to get you qualified. There's always something on that one phone call. There's always that something on that one dial session. There's always something on that you miss. Literally could be the difference of you, like, hitting Elite Producer or making a sale.