Tanya Explains IVR Appointments

Foreign.

I just want to get on here real quick and talk to you guys about kind of what my thought is on and kind of where these IBRs are. So IVRs. And I was explaining to Jonas, right? And you guys are getting my bread and butter for the last seven years. So just so you understand, it's not my bread and butter. So that half a million dollars that I've written mainly came from that area, right? So I went from a stay at home mom to right, over half a million dollars. So I know what it takes to get there and I know the commitment that it takes, right? And I was telling Alvin that I'm going to put together a small group of people, right? And I'm assuming you guys will be included in that. Assuming that the commitment, right, that everyone's committed to doing what we asked you to do. Here's what I know. I know exactly what it takes to do it. And you're having the leads in the area and you've got the leads from Randy, which are the handwritten leads. And we're going on getting you the handwritten A leads. Okay? Here's what I know they work. I know because I've been working them. Anything outside of those leads, I've never worked, okay? So I know those work. I know the system works, okay? So what I'm going to do is put together a small group, right? So what I, what I know what I've mastered is mortgage protection for sure. Okay? Alvin is amazing and awesome at IULs for sure. Don't ask me to. I mean, I can write an iul, but I'm not the pro, right? You guys are more pros of that than me. I may ask, I may call Alvin for advice on that one. But, but when it comes to mortgage protection, I know exactly what it takes, right? And so what I, what I'm wanting to do is put together a small group of people that want to be, you know, that really want to take us to the next level. They really want to win. They don't want to halfway say they're going to do it and then do it. And, and I really think, and I know you guys have done the training thing, Alvin and everything like that, but I'll be honest, when you put two people on a call, people kind of feel threatened sometimes. As far as the client goes, I truthfully would prefer to be working one on one and do the, do it exactly the way I'm doing it. The only reason is because I tried it, because I've tried to have an agent get on there and actually learn while I'm doing that appointment. And what happens is the other client kind of feels like they're tat. They're like over bombarded. Does that make sense? And so I've actually done that. And for me, like it sounds great because hey, I can train them. Hey, but you know what? I'm going to teach you all you need to know. If you're committed, I'm going to teach you everything you need to know. There will be no reason why you need a trainer to train you, right if you're getting on the virtual coaching call. Because what happens is. And I did it. I had an agent said, hey, can I just get on the call? Can I just. And of course I get on the call. You have to introduce them. And hey, we're going to have so and so, you know, they're just learning, but the other person just feels kind of like, like on the other side. And I kind of think about, if I were me, I would feel a little bit uncomfortable, right? Because now there's two people on there, I'm getting my personal information out to two people, you know what I mean? That kind of thing. So what, what I need is I need you guys to commit to do everything exactly the way I tell you to do it, right? And the reason is, is because I tried that, it doesn't work. I didn't even close the appointment that the other agent was sitting on the phone because the other person was just nervous the whole time. You know what I mean? Because I'm talking to you, Jerry. Like right now I'm talking to all you guys, right? Because we're in this group thing. But if I'm talking one on one with you, I'm going to get a different feel than if I have two people on a call, right, talking to you, Jeremy, does that make sense? And that's why it's so critical that we do where you put in that toolkit, right? You put in the. And Connor Jones talked about it and I want everyone to be on that call tomorrow if you can be on it. Because I believe that's the one that Connor Jones is doing. He did four weeks in a row and his calls have been so amazing and absolutely incredible. One of the things that he talked about is putting the medicines on that toolkit and texting a picture of that and the needs analysis to me because sometimes it's hard to read handwriting. I mean, I can't have a hard time reading my own handwriting. So now I'm going to try to read everyone else's. Right. But we can take a picture of that toolkit with the thing. The other thing is, there's going to. I'm going to tell you everything, every text, everything I do, but it's going to be a higher level of commitment. So, in other words, I'm going to sacrifice, and I'm going to ask you if you are willing to sacrifice to be able to do that. Because I know what it takes to win. Right. It takes getting that laser focus. I was just telling Alvin there is a conference coming up. It is online in Dallas. It is in Dallas, Texas, in October. It doesn't cost anything to register, but in order, part of that group. I do want you guys to go in there and at least register. Okay. And show me that you're committed. Because that is not a rah rah thing. That is a training. And every single person that goes there will also have more. You know, every single person that goes there. I'll sit down and I'll do training with you guys while I'm there. If I know you're going to be there, I'm going to make it worth it for you. Okay? Now, that's not today, that's not tomorrow. Focus right now is to get you making money and get you making money fast. Okay? And so with that being said, there's a couple things that you're going to need to make sure that you have. If you don't have the final expense guidelines printed out for the mortgage protection and you don't have the mortgage protection term, I call it the Bible. Right. It's. It's the underwriting guide. If you guys don't have that, we need to get that printed out, and we need to get that in a notebook. Okay.

That's the same one that's in the Agent Binder, right?

It is.

I think they updated it. Yeah. Because the one that we have that I originally received, it is an updated version that includes.

That's what I was gonna say. Yeah. I need you guys to print out the updated version. Absolutely. So that's why that's on the Equis.

I can send you the link, Uncle Jeremy. I'll send it to you.

Yeah, you'll send that out to them. Right. The other thing is, I'm going to create a group. And when I create this group of people that are at a high level of commitment, I'm going to add you in a telegram group, because that's just how I communicate is on telegram. I tried doing the whole Slack thing, and it was so confusing to Go from one to the other to the next to the next. So I can just go in there if I want to say something or, or maybe I'm going to hop on and say, hey, I'm going to do live dials if you guys want to hop on and listen. Here you go. You know what I mean? That kind of thing. But I want a quick way to communicate to you, not, not, you know, or in a text message. We'll put everyone in that group. Okay. I'm also going to get. I also want to find out who's part time and who's full time. And if you're part time, then you commit to whatever it is that part wherever, you know, full time, six to eight appointments. Part time is four to six. Right? That's what it is. And so if you're part time, what I, what I'm gonna ask for this group is that you text me and let me know when your point the appointments are set for the day or how many appointments you've set. So we can make sure that we're hitting those numbers. Because at the end of the day, you gotta be relentless and not give up on setting those right. You're gonna have all the leads you that you need to be able to do it. Okay? So on the ivrs, the concept of the ivrs, and Alvin, I sent you a copy of that yellow card, right, In a text message. So if you can make sure that they can see it, they aren't necessarily for sure wanting mortgage protection. A lot of people don't even know what it is. Does that make sense? Yeah. So. So you, you. So the way you're going to present this is a little different. Okay? So I'm telling you exactly how it areas and I know the IVRs. Okay? So I'm going to give you an example. So if I set the appointment with Jeremy, he gets this card and Alvin has a card because I sent it to him yesterday. And if Alvin can post it on, you know, whatever it is, or I can post it, then you can, then what you can do, you can see it, right? Basically it says, basically they're inquiring about protecting their mortgage, but they really don't know what exactly it is. Okay. Some people do. Some people get on with Google it.

Does it say mortgage protection on the car? Oh, there you go.

There you go. Awesome. Alvin, I didn't know how to do that. So perfect. So as you see, it says, we've been trying to reach you regarding a matter of importance as it relates to protecting your new mortgage. As you can see, this is like torn the guy. Actually, this is an in person appointment I went to a while back and he tore it up. So I don't need any of these. I'm like, wait, wait, wait, can I take that one? And I saved it so I would have it. Okay. And so they call into the system. When they call into the system, they put their name, they put their information. Okay. Now the way I do an IVR appointment, it's similar to how I do a handwritten lead. I just go into a little more detail on an ivr because these people have no clue what it really is. Okay, so Jeremy, for example, or Jonas for example, if I'm making a phone call and I'm calling you and I'm like, hey, hey, Jonas, this is Tanya with Mortgage Protection. We have appointment this afternoon at 12 o', clock, right? Yeah. Oh, yeah, yeah, yeah. Okay. And then I'll be like, hey, well, I'm actually the underwriter that's been assigned to go over these options with you. So I do need it now. Just so you know, I do need to verify my information with you. We're state regulated. So I'm going to send you over an email. Okay. I send over and every single one of you. How many of you guys do not have your Equus badge?

I made a digital one so I could create a. I could create a badge. Yeah, I have a lanyard and everything. I can put it into whatever.

So I have the Equus one. I actually show it on the screen when I'm talking to them.

Yeah.

So show me, show me yours so I can see what it looks like.

Oh, I didn't make it yet, but I have a digital one.

Oh, okay.

Okay, I can print it out. I can print it out.

Yeah, yeah. Let me see what it looks like. But I mean, it's like tall bucks. Three equips, like you literally upload your picture and they send it to you. It's like 12 bucks on the Equid store. Okay. And the reason I do that is what I'm doing is, and this is for all appointments, right? I'm sending them an email with my information. Okay. To click the link. And if I'm honest with you, and I want to be honest, I don't email my license, I text it to them. So what I do is I get them on and I. And I have it. I have a picture of myself on my email. Right. So go ahead and make sure you put a picture of yourself so they feel like you're A person. Okay, I'm talking to them on the phone. Hey Jonas, this is Tanya with the Mortgage Protection. We have an appointment this afternoon around 12 o'. Clock. I just need to verify my information real quick. You got an email real quick I can get from you. Okay, so you want to get their email? Oh yeah, here it is. Okay, great. I'm gonna let you know just as soon as I send it over. Okay? And then I send the email. Okay. Now once we get going, we absolutely will get you signed up for the marketing email. Where you have, it's very professional. There's a website, there's a blog, there's everything. You look very, very, very professional. Okay. To start off with, you're just doing your basic email. Okay. Just like you do on the virtual call. But you're going to send that email over. You can attach your license onto the email if you want. But I also text it. So I say, hey, did you just get that email? Jonas? Jonas? Like yeah, I just got it. Okay, great. On the left hand side is a picture. That's a picture of me. Okay. To the right it has my name. It has I'm a mortgage life and. Mortgage life and retirement underwriter. Just underneath it has my phone number, my email. And I tell them exactly where they need to click. So they click that link. I'm like, okay, great. Do you see the link where it says HTTP? Whereby. Yep, perfect. Can you click that link for me? Now when you click that link it's going to ask for your name. Don't worry, I already know your name. Just go ahead and hit continue. Okay, the next thing it's going to say is request permissions. And the next thing it's going to say is allow access to camera and mic. Okay. And then after that they're like, wait, you, you mean I'm going to be on video? I don't have to see you? Of course I would like to see my clients. But the most important thing is that you can see me and see that I'm not in the attic or some creep in the basement. Okay, I do say that. And they're like, okay, yeah, that makes sense. I said, I just, we're state regular, I need to verify my identity with you. So they pop on the video and then when they pop on I'm like, hey, I'm talking about the mortgage protection. Let me just verify my, my badge matches the license. I just text you. Can you verify that for me? Yes, yes ma', am, it does. Okay, great. Are you very familiar with mortgage protection? Have you Ever even heard about it? Nope. They're going to tell you that, I promise you. Or they're going to say, oh, yeah, I already know exactly what it is. Okay? So then when they say no, I'm going to say, okay, great. That's my. That's actually my job is to educate you and help you make an educated decision. Okay? So I'm going to ask you some questions to help me understand where you're coming from. Okay? But before I do, I'm going to kind of tell you about the old mortgage protection. Because mortgage protection has been around for a long time, as you probably know now. Used to back in the day, mortgage protection was actually. Because they're going to ask you. Well, you with the bank? I'll tell them. You know what? No. And I'm so glad I'm not, because it used to be done at the banks. And here's the deal. When it was done at the banks, it was only in the event of death, okay? That was it. Strictly in the event of death. And when it was done at the banks, as the mortgage would go down, the coverage would go down with it, but your payment stayed the same. Now, this used to be just attached to your loan. At the closing of the loan, half the people didn't even know there. It might have been 89 bucks a month and they didn't even know it was there. Okay? However, in 2015, three out of five homes went foreclosure. Alvin, why do you think that was?

Because they didn't have any. They got sick and so they couldn't.

Work 100% due to major medical, a heart attack, a stroke, a cancer, any major medical. That's exactly what it was. So now they have actually added those living benefits. Okay? So like I said, I'm a licensed agent for the state of blah, blah, blah. Right. Whatever it is, okay? Now, my job is to educate you and tell you what's available to you, okay? So remember, they don't know they don't want it, but they don't know they do want it either. Okay? So they're kind of on the fence. So then I'm telling them. So what we need to do is, my job is kind of paint this picture and see where you're coming from. So I'm going to ask some questions because my job is to get you qualified for a plan. Once we figure out and say however you want, I call it the magic number where you have peace of mind, protection, and in a budget, that makes sense for you. Now, Alvin, I do tell them I don't just do mortgage protection. I also do life insurance and I do retirement. And the reason I say that, so they know I know how it all works together. And that way when you get someone that goes, oh, I don't really think I want mortgage protection, but I want some life insurance. Great, no problem. I can help you with that too. Does that make sense? So I could just change the angle. Because if I don't let them know that ahead of time, they just go, yeah, I'm just going to get some life insurance. But I never told them I did that also. Does that make sense?

Yeah.

So I let them know. Whether we're looking at 10, 20, 30, 40, 50, or 100% of the mortgage, we got to figure out what fits your budget and makes the most sense, where you're at today. Today we're just getting your foot in the door. What fits your budget and makes the most sense for you and where you're at today, we can always add to it later. Six months, nine months down the road. People add to it all the time. Call me up all the time and add to it, okay? And so then that's the key to coming into. Into it. So I'm gonna ask some questions. Cause I don't even know what you're gonna qualify for. Okay? So then you're gonna find out. Well, if they're husbands and wives, you wanna find out if they're married, right? They're married. And who works, okay? So that's, that's the beginning into it. Now you've gotta create the pain. You've told them what it is, right? You've told them what mortgage protection now is now. The one thing I always tell them too, is now the old mortgage protection. Just so you know, when you refinance your home, you lost it. So I'm actually sitting with a lot of people today who, they got some crazy, incredible rates refinancing their home, but they lost their mortgage protection. Because it was in 2015 that everything changed. They took everything from the banks, basically said banks are great at getting people into homes, that you're not protecting them the right way. That's it. So I'm a licensed agent and my job is to get you protected. Okay? And they add what they call those living benefits. At that time, you had to be on the loan to get the mortgage protection. That is not the case anymore. Also, if you sold your home, you lost it. Great news. All that money you're putting into your home right now and all that money you're putting into to protect your home. You're not going to lose it if you move. It's portable. You can take it with you. Okay, that's my whole beginning. And then I'm going to say now. So the whole thing is, you got to help them see what mortgage protection actually is. What it was, what it was and what it is today. And you don't even know what they're going to qualify for. So now you're going to tell them, listen, I don't even know if you're going to qualify for this, but I'm going to ask some questions. Help me understand where you're coming from, right? So then I'm gonna, you know, let's say I have a husband and wife. So I'm gonna ask him, who works? Okay, Joe, you work. How much do you make? Oh, roughly 10,000amonth. Okay. Mary, do you work? Yeah. Okay, well, roughly how much do you make per month? Okay, you gotta find out the income. Maybe she makes 4,000amonth. Okay, I'm gonna say. Okay, let me. I'm gonna ask you some questions because remember I said I'm painting this picture because I need to see where you're coming from. Let's say you don't qualify for mortgage protection at all. I'm not saying that's the case. I'm taking it away. It's a takeaway. Let's say you don't qualify for mortgage protection. Help me understand what you currently have in place. If something happened to either one of you. So, Joe, if. So, Joe, if tomorrow your income completely goes away, that 10,000 goes away tomorrow. Mary, what does life look like for you? Let Mary answer. Does that make sense? Yeah. Okay, now, Mary, I'm asking the same question. So, Mary, I mean, Joe, I'm going to ask you the same question. Mary, your income goes away. Joe, what does life look like for you? Well, it'd be tough, but really not that bad. I mean, I agree with you. I mean, Joe, you make the most income, right? Then I'm going to find out if they have kids. What are the ages of their kids? Right? I'm always looking at the youngest child's age. And why is that? Because most people's biggest concern is protecting their working years and getting their kids through school. Now you're going to hear it all the time. Already got a life insurance at my at work. Oh, man, that is so awesome. You know what I tell all my clients? Get as much as you can. That is so awesome. And it's cheap, but it's like the ketchup bowl at the restaurant. It's great while it's there, but you can't take it with you. Right. So if you move, you change jobs, it's not going with you. This is something you own, you control. Okay, the bank doesn't own it. You own it, you control it. Okay. So then I'm asking them questions like, are they trying to pay their mortgage off? You know, was your goal to pay their mortgage off sooner? Right, right. This is where you can go into that debt free, you know, which I'm not going to go into all that because I haven't mastered that. So I'm not a master at that. But I'm just saying that is the key. That is exactly where I'm putting in.

Yeah, I think about that. Yeah. The main thing with is specific to the IVRs is educating them on what mortgage protection is, because they're not going to have that. They're not going to have that. And what it is, what it was and what it is, because they're not going to have that. Because like, on some of the other leads, it actually kind of, kind of lays it out a little bit more. But this one doesn't, right? This very.

Yeah, I get you 100%. 100%. The other part of it too is you got to create the pain. They don't even know the pain yet. Yeah, right. And when they fill out the handwritten. I get people all the time that fill those handwritten cards and I'm like, do you know what this is? Not really. I just signed the paper and sent it in. I'm like, oh, my gosh. Okay, whatever.

You know all of these are call ins though, right? These are all.

Yeah, those are all the call ins. Right. So you, so you're establishing the rapport. Of course. I always let them know a little bit about me. So in the beginning, always tell them a little bit about you. If you have family, you know, why, you know something about you try to build that rapport. Right. And so when I'm asking about their job, if I love, love what they do, I'll say something about it or talk about their kids, whatever it is, you know, how to build rapport. I don't need to teach you guys how to do that. What you guys need to understand is these people saw there's a way to protect their loan and they're going, what's.

This like how what? You know, Right.

And so they, they. It's not that they don't want it, but it's not. They do want it. So you got to create the value for them, right? You're creating the value and helping them see it. So then you're going to hear this. Well, I got a short term and long term disability at my work. I'm good. I'm like, man, that is so awesome. But did you know in 2015, they have short term and long term disability at their work too? And typically it covers 40 to 60% of your income. Joe, if that income gets cut by $5,000 a month from 10, what does life look like for you, Mary? So I'm asking the same question again. If he gets sick, what is it going to look like for you? And she's going to be like, well, it would be tough. I agree. So at minimum, we want to at least try to bridge that gap. Mortgage protection used to be all of the mortgage or none of the mortgage. Now mortgage protection is actually designed to be the bridge to allow you to get back on your feet if something were to happen. So. And that's where that 10, 20, 30. Well, you know what? Depending on what percentage we're looking at, it's got to make sense for you. Would you agree something's better than nothing, Alvin?

I agree.

Okay, me too. We just need to figure out what that something is. Does that make sense?

Yep.

So then, so then what I'm doing is I'm asking Mary the same thing. If she were to get sick and her income goes down to say, you know, 50%. And I'm actually telling them those numbers. What is like, I'm asking them. You got to get them to communicate to you. What does life, Mary, look like for you? Well, Joe's gonna be like, yeah, I mean, it would be tough, but I could make it without her, without that if she got sick. I agree. But you know, you do have some young kids here, right? So you probably have to take off work. So we may want to look at something, but we just need to figure out what makes the most sense for you guys. All we need to do is at least get one person through the door. We can always add in Mary later. Okay, the other part, the other part to it is, is I'm gonna ask them, you know, so now I'm gonna ask questions so that I can see where you're coming from. This is very important. I'm gonna be very honest and transparent with you. I just need you to do the same back to me. Okay. And so they're gonna be like, okay, so keywords, what medicines have you filled or taken? Not just taken. Filled or taken in the last seven to 10 years, have you had any heart attacks or strokes or cancer, any major medical, anything like that? Right.

Real quick, for the IVR leads, do you find that the ages are younger, older, all over the board?

I would say they're all over the board. I mean, to be honest. And that's what I was going to say. So that would be more like your working years. Like people who are in their working years. Right. The approach I would use for them. Okay.

No, no, I'm saying, but for the leads that we are getting from, that you have been receiving from ivr, are they all over the board?

They are.

Okay.

They are. So my younger people, the focus is hands down those living benefits. And I just had two MD Anderson nurses the other day. And I even said this on my call with my other clients, I said, yeah, you know what? We're having more and more cancer at younger and younger ages. And I know you're healthy today, but we don't get to control tomorrow. Most people your age are looking at wanting to protect if they were to get sick because, I mean, could you have a heart attack tomorrow? Sure, Jonas, you could have a heart attack tomorrow. But would you agree, Jonas, you're probably more likely to get sick?

Yep.

Would you agree, Jonas?

Yes.

Okay. So you, so you. That's the key for you, right? Because you're young and you know you're more likely to get sick. Okay. So that's your main focus. Now I always tell people, now most of my people in their 20s like the idea of a forced savings account, right. Where you get 100% of your money back, nothing happens. You get 100% of your money back. So it protects you while you have it. But if nothing happens, you're going to get your money back. So I like to do an A B and a C. Always three options. I never give more than that. Now you, you guys are going to find huge, tons of opportunities to eventually do Iuls in mortgage protection. There is no question there. Right. But you got to get the mortgage protection protect first. Right. So I'm going back now, right. As you guys have and you know, a year later or two years later, you turn back around and put them in an iul because that's what makes sense for them. Right. If that's what makes sense for them or they add to it. So I have people call me up all the time, but the mortgage protection is. Protects the highest coverage for the least amount of money. And I'll tell them that. I'll ask them, are you looking for Something for the highest coverage, the least amount of money, or something less coverage, for more money. Most people want the highest touch, the least amount of money. But young people like you, Jonas, you're in the 20s, they think they're invincible. Nothing's ever going to happen. So would you agree you're more likely to get sick or an accidental death?

Probably an accidental death.

Accident or cancer? It is. It's crazy right now with cancer. And I'll tell them this. I just talked to someone in their 30s. She was completely healthy, no medicine whatsoever. She got coveted in December and. And in January. She now has congestive heart failure. I met her because she signed a form because she wanted to get mortgage protection for herself. And unfortunately, I couldn't do it for her, but I could do it for her husband. I'm telling people, guys, I'm helping them see that it's real. I also had a guy. I said, you can use my story. Hey, we had a guy. You're part of me. We had a guy. I had a guy one year ago. I wrote him up. He was on zero medications. He had no issues whatsoever. Three months ago, I got a phone call that he had a massive stroke and he can't go to work. And it is. He is a. He is now using his mortgage protection to keep him in the home.

I just had a call yesterday. One of my clients had a. He said he had a heart attack last week. He was in a coma for five days. But I put him in a living benefit policy and he's able to. I put in the claim. We called the insurance company and they're putting in the claim already to see how much he can get from his policy. So it's real. It's very real.

It is very real. The other part to it. And so I'm teaching you things. So I'm going to say this. The virtual coaching call is great. So please don't take that the wrong way. You need to be on it if you're going to be in the group. Right. And if you're not on it, Alvin, we need to figure out a way, if they're working, that we can get it recorded so they can listen to that. Because to me, that needs to be a requirement because I'm going to teach you above and beyond that. Does that make sense?

Yes.

So. Because it's important not just to write the business, but to keep the business on the books. My. My business stays on the books. It really. Because that's important. Who cares if you write the business if it doesn't get placed and you don't get paid and it doesn't stay on the books, you get back charged. Okay, so that's the. I wanted to go on the basics for the ivr. And I'll tell. I'll talk to you more about keeping it on the BO and that kind of thing. But let's talk about the. You can go get my frozen yogurt, Michael. You have to wait for. Sorry, Michael's gonna be some frozen yogurt. Okay. Okay. So let's talk about an older person. Okay, Keywords, guys are most. Most of my clients, typically most people in your situation, everyone. No one wants to do what. No one wants to be that loner. They want to do what most people do. Everyone's be like the Joneses. Right? That's the truth. But here's the thing with older people. Now, some of this is just. I've learned through my own experience. Okay? So if I've got an older person, let their out there past their working years right? Now, here's the other thing, the other approach. When I do an A, a B and a C, before I go on to the older people, the older the. That. That working category, I'm going to do half the mortgage. I'm gonna start right in the middle. Don't start at the top. Don't start at the bottom. Start right in the middle. If that mortgage is 300,000, start at 150,000 and give them that number. And I'm going to say, budget wise, where does that fit for you? Oh, that. Yeah, that. That's pretty good. Okay. I'm going to go ahead and work my way up, and I'm working my way up to 300,000. And then I'm going to turn back around and work my way down to something that would pay the mortgage for, say, three to five years. And here's why. The reality of it is they're still sick in five years. They're selling their home anyways. And I'm telling it. Can I just ask this question? I mean, if you're still sick five years later, do you really think you're going to stay in your home? No, they're going to sell it. They're going to sell it and they're going to save the equity because there's no way. There's just no way. And everyone will always say, yeah, we probably would sell the home. I agree 100% with you. So. So you want to. So. And I'll talk people down. I won't talk people out. My daughter has Written some high premium things. And I look at her, I'm like, if I were you, I'd stop letting him do that and turn back around and say, we're going to start off here and if it's six months you feel like you can afford for the next, like I'm talking, she had One that was $1,000 a month. And I said, no way, I'm not doing that. I'm going to start off and I'm going to have them get comfortable because they're just moving into their home and they're just getting situated. And I tell them, you're just moving to your home, you're just getting situated. I know there's a lot of different expenses, you probably don't know half your bills. And they're going to be like, yeah, you're right. So we're just getting your foot in the door right now with what fits your budget, where you're at today. We can make adjustments and add to it later. Six months, nine months down the road. Okay, so now older people, let's take it. They're retired or they're going to be retiring. Now when they're going to be retiring, what are they going to do? So here's the, here's another key part on that mortgage protection that is important for you guys to also understand. They're getting the mortgage protection in place to protect their mortgage. But as that mortgage comes down, like these are the ones that are still in the working age, I let them know that this doesn't just end, you can roll it over into a permanent policy life insurance. So let's say they retire. When they retire, they're not taking their life insurance with them. What happens if they develop a heart condition while they're still working and now they retire? They can't qualify for that. High amounts of life insurance. This protects that insurability, as you guys know. Right. But you want to make sure they understand, hey, when you retire, we can convert this over into a life insurance for you. Okay? And I tell them it's mortgage protection is basically a mortgage protection, a life insurance, a disability and an illness who kind of wrapped up into one. So today what we're going to do is we're going to take all of that and put it into one thing for you. Okay? So that's the, that's the working class and the younger class, you know, you focus on living benefits. The older people, here it is, this is what I learned. The older people, you gotta focus on their income. Yeah, well, they're retired. I Get it? So the focus is not going to be probably living benefits as much, right? It's really not. The focus is going to be, I have, like, if you have an 80 year old and he goes, yeah, it's crazy expense. I already talked to someone. He's like, like $600 a month. I said, I hear that all the time. Listen, the reality of it is you're wanting to leave this behind. What? Like if something happens to you, are you wanting to leave this behind for you? They're like, you got to find out if they're single and they're in their 80s or retired or in their 70s and they're not married. Why would. Why would they want the mortgage protection? Like, what would be a benefit for them? They can leave it behind for the grandkids as a legacy. And they could sell that home, Right? So then they could sell that home. What you have to help them understand, if you have two married people, okay, and they're older and they're retired, you got to figure out what's their retirement on both. Got to know it. And what is their Social Security. And so now you've got to create the pain with the older clients. So how are you going to create the pain with the older clients? You got to do the takeaway again, just like we did with them working. Now you're going to do it with the retirement and the social. Most husbands and wives don't get 100% of the retirement. It's normally 50%, but you got to ask them. But then I just. Then I really narrowed down. I said, now let's say Joe gets 32002500 in Social Security. Okay. And let's say Mary over here has like $800 of Social Security. If something happens to Joe, she's going to take the higher of the two, right?

Yes.

And if he has retirement of $4,000 and she's going to get half now, that's going to be a deficit of $2,000. Right. And also that Social Security is going to come into her name. So I'm gonna let them know. You will get that. But do you know what? I'm gonna tell you a secret. The government's not fast with anything. Yeah. Oh, yeah, you're right. And I'll tell him I even had a situation. It was. It was the mortgage protection I put in place that allowed my client to stay in the home and get that social in their name. The average time to get that Social Security right now is four to six months. So really, you plan for six it took her six. Six months. So I tell them it's not immediate. It doesn't happen tomorrow. So what we want to do is create a bridge to allow time for your wife to get that Social Security over in her name. So what we're just trying to do is create a bridge, right? Let me ask this question, Mary. If something happens to Joe, would you stay in the home or would you sell the home? How many of you guys have those? I don't even know where they're at. I have. I have them. It. It's like the different questions to ask on the mortgage protection. Do you guys have those?

The packet.

Are you talking about the one from the training packet you gave us when you came here?

No. No.

What do you. Can you repeat it again?

We don't have that. Then the questions. What questions?

Because I have a. Can you repeat what you're. The exact one.

I think what it says, but it says something like, would you stay in the home? Would you sell the home if such and such happened? Would you. Do you know what I mean?

I'm pretty sure that was a page in the training packet you gave us. Let me check.

I may have put it in there. You might. I may have.

Let me check right now and I'll tell you, because I know that was a page in there with questions.

I may have put it in there. I'll be. It's been a little while. That training packet. If I could get one advice, it would be keep that on your desk at all times because I. That. That page, Jonas, that I'm talking about, even today. And I feel like I'm pretty good at what I do and I don't have to think about it, but I keep it right there. Just. Just as that. Like, I glance down at it.

Yeah, I think it's here. I mean, it's.

I can't remember if I put it in there or not.

I mean, it just has a lot of appointments. You can't really see it because my background, but just has a lot of questions like without this. Is this the house you stay in? Let's say X happens, passes away without their income refine. Are you okay financially?

Would you want to live like that? That one? That one. Every single one of you guys. And. And I know you've got on your phone, but I mean, I print it out, I put it right in front of your computer where you can like. Like look at it. You know what I mean? Because I refer to it a lot. So. Same thing. So then I'll say this. So I've got the older couple. I've got a husband and wife now without Joe. Mary, would you stay in the home or would you sell the home now? And I just planted the seed. Now, most people typically eventually will sell the home and move closer to family. I mean, I'm not sure that's what you would do, but that's what most people would do. Would you do that? Well, yeah, probably. Eventually I probably would. Okay. And most people would. So we just need to look at getting something in place that gives you time to sell the home and save the equity so you don't have to take the first thing that comes along. Right. So, like, if I'm taking a final expense product, I'm going to use it as a mortgage protection. Right. Are you guys all on the same page with me on that? Yeah. Okay, so I'm going to take a. So I'm not going to tell them, okay, we're going to do a final expense part? No, I'm going to say, okay, we've got a plan that will pay the mortgage, say for six months, nine months or a year if at any time something happens to Mary or to Joe. Right. So if they're going to stay in the home, and they could still. Some people would still stay in the home, but they still need time to get that Social Security over to be able to pull that Social Security. Does that make sense? So in other words, if she's going to get that 2,000, I'm going to let her know. You're going to get that 2,000, Mary, and you're going to lose your $800 a month. Right. So you're losing about $2,800 a month. Now, when you lose that, do you think you would still want to stay in the home? Right. Most people eventually sell it. Right. But you want, at minimum, you want to create a situation because if all of a sudden she loses his social and cuts the retirement down to 50% and she's got to wait six months, she needs a bridge. And I use my hands a lot and I say it's a bridge. Mortgage protection is the bridge. It used to be an all or none deal. Mortgage protection is now the bridge to allow you time. So you're putting a whole bunch of money into your home. You've been here how many years? Wow. You probably have a lot of equity in there, don't you? Oh, yeah. Now, Joe, if something happened to you, do you want Mary to have that option to be able to get that equity? Because if all of a sudden she Doesn't. If all of a sudden she doesn't have that income and she loses that social and she's got to wait six months, would you agree, like, unfortunately our bills don't stop. They're going to keep coming. Would you agree that giving her some six months would give her time to be able to get that social in her name? That's your focus, older people. That is your focus, that Social Security and helping them see that. Right. So you've got your younger age, you got your middle age, working class and you've got your older age. I used to be petrified of the older age, but not anymore. Now if I'm talking to someone and they're retired, but they're planning on paying that mortgage off in the next 10 years, I'm still going to look at like a term, like a term, like a mortgage protection term. Right. Not a whole life, especially if they have it. Oh, I got a ton of life insurance because I've already asked them what do they currently have in place if they don't qualify for mortgage protection. Oh, I got this life insurance. Awesome. How much is like a funeral policy? Like, I'm trying to see what they have. If they already have like a life insurance and a funeral policies and Iuls, you know, a 75 year old is just looking to cover maybe the next 10 years while he's trying to get that mortgage down. Does that make sense?

Yeah.

So that's probably more, a little bit more. More than necessarily what you guys wanted when it was ivr. I wanted you to see. That's the whole. That's how it all connects. Yeah. Right. So they don't know what it is and they haven't even thought about it. All they're thinking about is, oh, protecting my loan. Oh, and here's the other. Oh yeah, I already got that. I got that to close, you know. You know, I don't need that. I already got, you know, I already got that at the closing. Nope, you did not. You got pmi.

A lot of them, a lot of them think it's homeowners. Like the homeowner's insurance is what it is. Yeah. Get that a lot.

And you got to help them know about pmi, what it is. And here's what I tell them. They go, oh yeah, I already got that. I got that closing alone. Oh yeah, that PMI or whatever. And they're like, yeah, that's it. Oh yeah, that's. That protects the banks. The banks are going to make sure they get protected. No one is protecting you. This protects you and your family. It's key. Right? The banks are. The banks are. The banks are making you spend money to protect them. They don't care about you protecting your family. All they're. Their main focus is to protect them. Now, it used to be that it was to protect. To protect. Right. Not anymore. Does that make sense?

Yeah, I like how you put that.

What questions do you have for me that you can think of? And I know Alvin's recording this, I think, yeah, Alvin's recording this. So for the ones who aren't on here, we could definitely get that. But I definitely want to make sure that you guys have a binder with those new guidelines like, like we talked about that you make sure if you don't have the short link to the calculators that you let me know so I can send it so you can save it on your phone and then that you have the needs analysis and on every single needs analysis and Connor Jones put this. I don't know where it's at. It's on my pending sheet at the bottom of the needs analysis. If you're committing to. I'm going to do this and I'm going to. I'm going to. If I said, if I'm part time, I'm four to six. If I'm full time, I'm six to eight. And you're committing to what's going to be required. I'm going to ask you to put the bottom of it. It's going to say, why do they need this? And it can't just be, well, if so. And so passes away, I want it. I want you to put the exact reason why they needed it after the whole appointment's over. I want that on there because I want your focus to start going on the fact of it's got. You've got to find the pain to get the game. If you can't find the pain, you can't get the gain.

So here's a question I have. So the needs analysis, you want us to send that after that appointment, right?

Or so what I'm gonna do for. For this group and I'll, I'll put it together in writing. On Fridays, I'm gonna have you guys all the needs analysis for the, for that week, you're gonna email over to me with that at the bottom of it. And the reason is, is because I'm gonna go through it with you and go, how could we have done it different? If you close it, great, move on. And we'll talk about the ones you didn't close.

Okay. And if there was ones that we didn't close that say for some reason we, we do a follow up appointment, we can send those to you right away. Just like say the appointment for the follow up is like next day or two days. We don't have to wait till.

I want the needs analysis when you're in the appointment period.

Okay. So you want it live, so.

Oh yeah, yeah, yeah. No, I want you to take a picture.

Yeah, that's what I'm saying.

Let me make sure I understand. When you're putting the medicines in the toolkit like I want you to. Those medicines in the toolkit.

Yep.

Okay. And I want a picture that needs analysis. I want you to text Michael and.

I both the live in the appointment. Text it to you as soon as we can get all the information.

Correct.

But at the bottom of that, once the appointment's done, I want you to put why they needed it. Yeah.

Pain and all that stuff. Right.

That we got whatever that pain was. Right. If you closed it, great. Right. You closed it. But I said what I'm saying is on Fridays I want to look and see if you found the right pain. Does that make sense?

Got it. Okay.

Because on the ones you didn't close, then I can go, hey, well next time you run into this, does that make sense? Because I'm, what I'm going to do is I'm going to set up for every single person in this group a time on Friday where I can get on and go through that needs and out. You're going to email them to me with those. On each of the, each of them. And then I'm going to, we're going to go through each one.

So it's not, it's not a. We're not doing that for immediate feedback. Right. We're doing that to track. So that way at the end we get our feedback. At the end of the week we get our review of what we did that week.

Correct. That's kind of like an after, hey, we're going to talk about how your week went type thing. No, you're still going to text Michael and I both at needs analysis. Go ahead and put Alvin in the text message too. Because I think it would be good for, I mean, Alvin, I think it'd be good for you to be able to see also what they're doing. Right. And so then we're going to tell you like you can say, hey, you can even say, I'm thinking strong foundation or gpm. With gpm, I will tell you, you've got to be real clear with them. Make sure that they haven't had any like recent medical stuff or anything like that because they can see medical actually for all of them. Can all of them. All of them except for Americo. Americo is strictly off of a computerized database. Now here's a secret. With Americo, if you think they may be lying to you, you can do a quick prescription check and put a scribble line like you're gonna do a script check and see if you think and it will tell you they either qualify or don't qualify. And like Connor Jones said last Friday, that will let you know, okay. He's like, you know, when you get those people that you're just feel like they're holding back a little bit or you're a little unsure, you can do a quick script check through Americo. Now, when it comes to someone who's smoking and they're going to win to like maybe they're trying to quit smoking, I'll ask them. Now, you're a tobacco user, right? Yeah. Okay. Are you planning on quitting smoking? Yeah, I mean, I'm working on it. You know, I tell most people, well, when they're trying to quit smoking, we're just going to get your foot in the door while you're quitting smoking. And then what I'm gonna turn back around is when you stop smoking, we're gonna turn this down, turn this around and get you a non tobacco rate and get you twice the coverage because tobacco rates are so high. So I'm gonna cut those years down to like 10 years for them or like the minimum years I can. And I'm gonna do the, whatever. I'm gonna do like 50% of that mortgage and explain that I'm gonna be able to increase it to twice that amount. And it's the day they quit, they text me and let me know they quit. I mark it on my Google calendar and I said, one year from that date, I'm calling you up. We're right. And that way the tobacco people can understand, hey, you know what, I can do this. You know, and then they can also see that it is twice as expensive. Does that make sense? So when you guys. So for live, what you're going to do is you're going to put the medicines in the toolkit. Okay. And you're going to write on the needs analysis. On the needs analysis. I'm going to make my own needs analysis. I'm going to be honest with you because I don't like it because it doesn't put the age. I need you to put their age, not just their date of birth because when I'm doing a quick glance, I need to see their age. I don't want to sit there while I'm on an appointment trying to go 20, 22 minus 1945. Yep. Okay. That's their age in the middle of an appointment.

Yeah.

Does that make sense? Yeah. My, you know your go to right now would be, I would say you've got gpm, you got American and you've got American Amicable Mutual Omaha. I don't like to use for their term like for their mortgage protection term just because it's 80% living benefits and I get 100% somewhere else or 95%. But I do like them on like using the final expense product like Living Promise. Do any. Did any of you guys get on the new huh. Or they have the Michi Mama Express IUL Index Universal Life Express. Right. If I have someone who's older and they're not on any blood thinners, they haven't had any heart issues or anything like that, I'm going to take it in like a universal life like the Mutual Maha iul. It's the Index Universal Life Express Iule and do that because it's cheaper for them and it will last them all the way through. So I will, so I will do. So I will use that. Let me think what else I was going to say. Trying to think. I was going to say something. The Iule Mutual of Omaha America does instant decision. So it is an instant decision. Now when it comes down to the part of I don't tell them, I just tell them that we're going to get the process started today. They don't have to pay anything today because honestly guys, I don't make them pay it today. I'm gonna, I'm gonna, I'm gonna, I'm gonna ask them. Like in the beginning when you first get going, you just let them know once you're approved, let them know you've been approved once the policy gets issued, that the first payments would be due. Right. But some people.

How do you, how do you apply, how do you apply without taking banking information?

I know I do take a banking information, but what I tell them is we're not, they don't pay anything today. We've got to get them qualified and approved first. Okay. I said all we're going to do is get the process started. So once you're approved, I'll let you Know you've been approved. Once the policy gets issued, that's when that first payment's due. Jonas, once I get enough money in my account, to be honest with you, like, once you guys start getting some money in your account and get the cash flow going, I'm going to ask them what day works best for them. I will ask them what date works best. Best for them. But in the beginning when I was just getting going, that's exactly how I would do it. Okay. And I. And I tell them approval, right? Do what?

Upon approval. So that way, as soon as it's approved, then they'll draft.

I do. But once you get enough money in your account, you kind of get the cash flow going to me. If I need to. If they need to wait 10 days, yeah, I will try to tell them. Now, most people set that I go now. Most people like to set this up typically opposite of their mortgage. That's what I like to do. I mean, does the 10th work for you? Does that work? You know what I mean? Like, I'll try to like do like within. Like what I tried to do is I got the cash flow going immediately and then I started doing more like in a five to seven day time frame. Does that make sense?

Doesn't it?

And we can always add to it. We can always change it later. Now, the way I do that is I don't talk to him about all that. When I get to the banking, I'm a sudden. Now there's two. While I'm doing the application and I'm getting like when they say, yeah, plan b works great. I just need your driver's license to quickly go to these questions get you qualified. Okay. So then when I'm going through the application, they're like, now do you want to set this up monthly or angle what's better for you? Most people like to do monthly, but I can do whatever you want. So I'm still get. So I'm not telling them how to do it. I'm giving them the choice. Yeah, if they want to. If they want to pay it annually, that's fine. You know what I mean? But they can choose monthly or annually, what's better for you? So I'm not telling them how they have to do it. So they feel like they still got options. It's like they have a choice. If I get a kickback, you know, if I get. Well, I don't know. This isn't a scam. Listen, I'm a licensed agent for the state of. You got my license number right? There, do you see it? It's 1-736-5528. You can take my ability away to write any insurance ever again. Do you think I'm going to do that for 80 bucks a month? No way, no how. You got to be pretty confident about it because you can report me to the state and if there was something that was wrong, I could never write insurance again. I say it a lot of times. It will be another like, oh, all right. You know what I mean? It's just a smokescreen. It's you being confident and coming back confident. Right. The other thing is business cards. Now, I am in the process and you guys might have know someone. So I'm wanting to create my business card and make it electronically electronic, where I can send it over to an electronic. You know what I mean? Now, Alvin, one thing that we could show you, too, is that marketing website. And you could just get it for the Valorum Group and they could add that onto their business card and it just looks more professional.

Yeah, there's a. There's a way. There's like different. Different vendors that you can have where you have your digital business card and then there's links underneath it. When they click on the link of your.

Yeah, I haven't figured that out yet. But one thing, one thing you guys could do in album, we can talk about it is through Equus, there is a marketing where it has like a website, it has a blog. So if they even question anything at all, all you tell them is, hey, you can just go to my website. Right. And it can be the Valorum Group website. Yeah, it's almost. It's almost done, guys. You don't have to worry about that. Sandra's almost finished with it, so. Okay, so she's creating one.

Yeah.

So we're.

Okay.

Okay, that's perfect. So I just did mine through endless because it was like 30 bucks or whatever when I did it, so.

Yep.

But just adding that website or whatever onto it, you know, we'll just help. So when I get off the phone with the appointment, I say, like, when I'm doing this old appointment and I send over the application for them to sign, I said, now, while I'm sitting this over for you to sign, I'm going to shoot over my business card. Please can you do me a favor and save my number in your phone? So I'm still trying to build that credibility up all the way through them signing for. Because they're getting ready to sign something. Right. So I still want to build that credibility on on me and I let them know once they sign, it comes back to me, you know, now I'm going to sign it saying I saw that, you know, that they were healthy. I went through all the questions and that's going to get into the immediate coverage. It's really important that you focus on the immediate coverage too because a lot of people who don't know what mortgage protection is do not understand that a lot of life insurances actually have two year waiting periods. There's a lot of them that have that, right. The other thing is I'm also going to let them know that they don't have to do a medical exam right either. And the other thing is I email the brochures to them while I'm on the phone with them and I've written all over them so that they know exactly what they have. So some other agent tries to come behind them and say they don't, you know, they have no clue. Because I can't tell you how many people I talk to that they have no clue what they have. There will never be a question what they have. They're going to know what they have. And so I've written my name on the brochure. I tell them to print it out so when everything comes in the mail they can put it together. And it's just like I was sitting right in their home with them again establishing that credibility, right. That I want to do and be and go above and beyond what most agents aren't willing to do. Because when you do that, you get better, more clients, you get more referrals and your stuff stays on the books. Any other, any other questions? Does that help you guys in understanding on these IVRs you're going to get the objections like, yeah, that's just a scam. I just found out it's a scam. I'm like, no, it's really not. I represent a lot of different companies like Mutual of Omaha, Foresters. You got to just be able to quick come back at them. Mutual, Omaha, Foresters, Columbia, whatever it is, you just start naming the list of companies, right? Mutual, Omaha. A lot of people know American Amicable is a common one that people know Americo, but Miku Omaha is the one. I always say I don't just represent one, I don't just do one company. I'm a broker for more multiple companies. You may know some like me of Omaha, I only represent a rated companies but they're rated with a.m. best rating. They rate insurance companies, right? But you guys know that, but that Just still ensures that, that credibility.

Yeah.

So the IDRs, the IVRs are people, they, some people know what it is because they, they do hear it on the record. They just don't understand what exactly it is and how it works. And, and they think, well, if my spouse isn't on the mortgage, the mortgage and they can't be covered and that's not true anymore. You know what I mean? I'm like, listen, do they live there 50% of the time? Yeah, they qualify. They're in the mortgage. Do they help contribute to your household income? Yes. Okay. They qualify. The old time they didn't like if you were not on the loan, you could not get any kind of mortgage protection for the loan whatsoever. If your name was not on it. If you had a husband and wife back in the day and the wife's name was on it and the husband's was not because her credit was better than his, didn't matter, you couldn't get it. Now you can. So your real key is helping them see what it, what it used to be and what it is today. Any other questions? I know you guys probably have lots of things to do I'll put together because I'm going to put together like an email with everything for sure to make sure that everyone has everything they need. But do you guys have any questions?

Is this the small group? Is this going to be only for us here that are invited on this call or is this for all the trainees as well that are, that are as well?

So to me it's going to be the ones that are ready to commit at a higher level.

Well, a lot of the, a lot of the trainees, they're ready to invest, ready to invest in leads and things like that.

So yeah, no, I mean, no, they're going to be, they're going to be a part of it. They just couldn't be today. So I wanted to get this information to you guys so you can understand the mindset. So you can, you can definitely tell the people that you're training the mindset. But having you and the agent on the call I think is detrimental to the success of a sale.

And then question, question regarding that. I know it's, it's not, I know you, you want to avoid two people on the call like on the actual whereby. But what about if they're not even like on another, on another computer that I have, they're just listening in on it without the client even knowing that they're.

Even if the client, if the client can't hear Anything. I mean, I'm fine with that because that doesn't affect the cell, is it? We do.

Because we do want them to learn.

Right.

We do want them to learn and shadow and listen to see how we respond and you know, get as much out of it that they can. That they can. So I just wanted to, you know.

Like they're listening in on the, on your call. You mean like they're like. Yeah, yeah. If you can listen it in on an audio as long as the client can't see them and because here's whereby you can see two people on a video call is not ever good. Okay. You know, does that make sense? I don't know. How are you guys doing it before? Were you doing it both on whereby or were you doing it on audio somewhere?

Somewhere both together. And some, you know, most of the time I have them on another zoom where, where they're. They're like in the same room but they're not, they're not able to be seen by the client.

I think that's perfect. I think that's totally fine. I think that's totally fine. But I would also make sure that they don't. The one thing you have to be careful is that it doesn't become a crutch form. Right?

Yeah. Well, the goal is to let them listen and then later on when they.

Do it, they see it.

Yeah, they do it themselves, I think.

I think as long as it doesn't affect where the client doesn't know because when the client knows, they feel like they're tag teamed. Because I tried it, it doesn't work like I tried it and I couldn't even, I couldn't even do it because they just felt uncomfortable with two people on a video call on top of. You know what I mean?

Yeah.

So you take that personal touch away that I think that you have. Like if it were me and Michael and I was doing the appointment with you, then I feel like I don't have that same personal one on one connection with them. So as long as it, as long as it's done like what you were talking about, where they're not on the actual video, where they can be seen and they're just listening in to learn. Yeah, I think that's great. I think I'm totally fine.

Then eventually we can flip flop where they're on the call 100%, we're listening in, giving them notes and typing, you know, let them know like different tips while they're on their appointment.

Sure. I just, I would just say this As a trainer, you want to make sure that you know exactly what they need to be doing then. Because the hard thing is for a trainer to train something that they don't know is tough. And so that's going to be important that you know what I mean, so that you still send that needs analysis to me until we get you, you know, to me. The first 20 apps, the first 20 apps need to. Those needs analysis need to come over once they've hit 20 apps or at least 10. Do you know what I mean? By the time you, you know, by the time that they were in 10 apps, they should be going, I'm thinking I'm gonna do this. Is that, Is that good? Yeah, that's perfect. You know what I mean? So that's more or less there just to kind of get you guys learning, because it is a. It is a business that is caught, not taught right by doing. And so as you do more applications, you're going to learn more. Right? The other thing is do how many of you guys have been getting on the Friday new agent calls that we've been having with the Rumbo team? Because those are every Friday. Every new agent every Friday. Because you guys definitely need to be able to be on those too, because one of the things they did is the cheat sheets. Did you guys have. Did you guys get the cheat sheets? I don't know who always on those calls because I don't have to. I don't get on those calls because it's the new agent training. Noelle does a lot of that. Now. I taught her everything she knows, so I say go and do what she says to do. There's not a thing that she does that I haven't agreed on because, well, I taught her it. So I do what she does and above now, right? Because I taught her it. But everything she does, I highly recommend you guys to do because that's what I do. But that's every. Every Friday there's a new agent call. There's always something on that one phone call. There's always that something on that one dial session. There's always something, something on that you miss. Literally could be the difference of you like hitting a leak producer or making a sale.