$20,000 AP From ONLY $1500 on Leads… Here’s How

Hey, what's going on, everybody? It's Julian and Tim here from Advanced Agent Marketing. We've got a special guest, Johnny Nitafan. He's been on the channel here before, but today we're going to talk about.

Some of the results he's seeing in the industry and some of the things.

That he's got cooking up. So we're going to go ahead and jump right into it. And Johnny, you know, kind of tell us the story of how you. Of how you ended up kind of working with us. I know it's kind of a funny one here in this office, actually.

Yeah, I. I had a lot of disbeliefs. In all. In all honesty is more like, I. I got. When coming into the industry, I got trained not to, like, shy away from Facebook leads. I even actually, what's funny is I actually haven't told you guys this before, so first time on camera is I actually, when I met you guys, right away, I went to my upline at my previous IMO and I said, hey, I really think we should give these guys a shot. He said, I don't think we should ever touch Facebook leads. And yeah, I got a text from you.

It was after. Right after we got home after the flight, because you were, like, sold on testing something out. And then we got this, like, really weird text and it's like, oh, yeah. I mean, like, I really like you guys. I just don't know if it's worth my time. And I was like, what is this kid on about?

Yeah, so honestly, there's a lot of skeptic. Like, I was very skeptical. However, when I moved and I really started going on with symmetry and the digital leads that they were creating, I was like, there's gotta be a way to be able to generate my own digital leads, because I was having a lot of success on those. Like, within 30 minutes, a lead came in and I was able to write two apps for 4500 AP in 30 minutes just based on them coming in and saying, I want 500,000 life insurance. I mean, it's very simple. And I was like, there's got to be a way to be able to generate these myself, so might as well go over to my friends that actually know how to do this stuff and do it for a living. So went to them, talked to them, and pretty much was like, I bet you can generate these for a lot lower costs. And they're like, yeah.

So I.

We ended up talking through what that would look like for us to do a term lead generation. And then pretty Much from there. We, I mean I came over one night and probably. Tim probably spent I don't know, an hour or so on, on setting up a campaign and went live. And within 15 hours I wrote an app that actually booked on my calendar. The first lead came in and booked on my calendar. I called her right away. When I have availability, I just call them right away because it's more. They go through more steps to be able to have the lead created in a way like the leads created, but then they take an extra step showing that they really do want to talk about this. So I actually just called her right away because I had 15 minutes available, Calder. And within 20 minutes had an issue paid app of 3300 APV annual premium volume for you guys that are new.

So it was just really crazy to see that. And so from there I was like, I think this is the way to go. So I've been able to do a lot of stuff with direct mail as like mortgage protection specifically and then do term on the side. But I really decided to triple down on this and just go all in on self generated term leads. Just become the master at term leads. So that's pretty much how we got it going. And.

I was very skeptical at first, but it's.

It'S been one of the best. I think this is the game changer I think my business has really needed. So.

Awesome. Yeah, yeah, I will say, I mean coming from a similar situation with the upline, like heavily pushing people against Facebook leads and self generating leads or just.

Anything outside of what, what they deem to be a lot.

Yeah, yeah.

It's like they, they don't want to, they don't want agents to question beliefs because then they start to question other ones. So if it's like, hey, direct mail is the only way and then you start questioning that, all of a sudden you're going to start to question other things ultimately that led you to a different place. But it's interesting to hear that side of the story because we just, we just saw it from our side. We were like confused why. You know, there was skepticism, but that makes a ton of sense. It's a, it's a very common story that you hear in the industry.

One thing that I think will be super helpful for a lot of the agents out there, and it should be in the title of this video, is let's get into the actual numbers because there's a lot of advantages of the digital leads. There's a lot of advantages of having Facebook leads and pre booked deployments but at the end of the day, the lead cost to the premium amount is one of the biggest factors. So we have some numbers here on the screen. And it was funny when you were on the way over here, I was like, hey, Johnny, what time are you gonna pull up? And you're like, hey, I might be a couple minutes late. Cause I'm in the middle of writing an app.

And what's funny about that one is that I literally was. The lead came in and the automation started texting it for me. And I was just texting him last night and was able to pretty much get us set up for today. That I called him. He didn't show up for the original appointment that he set with us. And then I ended up calling him a little later and he's like, hey, I got really busy.

Can I. Yeah, I want to touch.

On that a little bit. Johnny and Tim, way in here.

I love that you're. You're talking about calling the appointment after they've booked. Regardless of if it's at the appointment time that you're talking about how you're staying on top. This guy was texting back and forth with the automation.

You said.

Yeah, you said that you booked him yourself.

So you took over, which is great.

Then he kind of like, no showed you.

It sounded like.

And then you got back with him. And how much was that? What was the AP on that?

It's 25 something, 2500 something. It was 216 bucks a month. We could literally do it right now. Yeah.

So kind of. I want to kind of just put this into perspective. Almost 2600 APV 2592.

Exactly.

Because you made one extra phone call. Yeah, but you could have given up on this guy and said, oh, you.

Know, the system doesn't work, or.

Oh, I don't. You know, I just. These leads are not high intent.

There could have been any number of.

Reasons that maybe you say, oh, you know what? That guy wasn't serious. I, you know, I just think he was a jerk. He no showed me. But one thing that I think is so valuable and how much business Tim, have you written on people? I know I've written a ton on people that have no showed you.

Tens of thousands.

Tens of thousands. Yeah, tens of thousands. We've got 2,500 of it sitting. Almost 2600 sitting right there on a no show.

It's crazy. Yeah. And the keys, like, what I learned is that when you have an appointment that doesn't show up, especially in TeleSales, call like 30 minutes right after, like call right at the appointment. If they don't answer, call 30 minutes later and then call a few hours later. Maybe use different numbers because maybe they're busy, maybe they forgot, maybe whatever. But at the end of the day they still filled out a Facebook form. They still, this guy didn't book on my calendar. However, there are a good amount that are booking on the calendar themselves and going another step to do that. And even multiple people filling out like the same person filling out multiple forms. Like I had a person that I literally talked to and then she responded the ad again. And that's a funny story.

Want some insurance?

Yeah, exactly.

Well, cool. Let's get into the breakdown of this because I think this is going to be really valuable for a lot of agents. So total lead cost, total ad spend. Right? Lead cost and ad spenders, you know, synonymous for each other in this situation is $1,651.55. Okay, so that's, you know, pretty decent. That's over like what, two or three weeks?

Yeah, like two and a half weeks.

Two and a half weeks. Okay, and how much apart? Let's, let's first give the number without counting the 2500 one that you have like pending and then.

Yeah, so $16,532.28 and even before this, what's crazy is my first week do it. When we, when we started the, the you guys really helping me out here was it was 650 bucks on ad spend and like over 12 grand AP in the first week. And then it's like two and a half weeks and now these are our numbers which are pretty much falling a lot. Like pretty much the same. They're about a 10x return, which is stupid.

And you haven't worked them all yet, have you?

No, I literally.

You got like 20.

No. It's very difficult. Like it's honestly very difficult and too much business. I'm not, I'm not even, I'm not even like saying, saying that because like I'm not just saying that. Like it literally there's so many in that. It's like I'm trying to focus on the pre books first but when my phone's literally like I was in a meeting earlier today that I was, it was really important and I'm getting like six phone calls from different people and it's like, it's just crazy because the drips, the drip campaigns, the automations, all that stuff. So a really like a crazy thing that we're actually at lunch.

It was last Week. It was about Sunday, right? Yeah, it was last Sunday. And what happened was.

The lead came in and we were just sitting at lunch and it like, they, they have an Autobot or like, I don't know, auto booking bot. I don't know what it's called, but in the CRM, they, there's a bot that pretty much can communicate to them to book an appointment, right. And so it went three to five texts, texting back and forth when I'm available, like when I can really take a meeting. And booked for literally like an hour after we got out of lunch. And I wrote the app for like 1735 AP, called it the next day, wrote his wife for 1300 AP. So on one lead that maybe cost like 7 to 10 bucks. I don't know what it was, but 3K. Yeah, 3K AP. Like it's, it's crazy. There's a new wave and it's like if you're not catching on now, you're literally going to get caught in the dust. Moving away from direct mail. Because, like, how I think of it is like I'm paying 50 bucks for a direct mail lead. A mortgage protection, which it continues to rise. I pay to say I buy two of them. One answer and I book one appointment and I don't close or I do close it. Say, for example, I could spend a hundred bucks on ad spend and maybe get 10 leads and I can close 20% of those and it's still a double. I'm doubling what I would have done with direct mail. So there's a lot of stuff coming because it's just so much you can do with it.

I would say another thing too, that. And a lot of agents don't really realize this because most agents kind of. They view themselves as salespeople instead of marketers. But every time that you get a lead, it's not only someone you can call, but it's somebody that you can email over time. So you're building your email list every time you get a lead because not only do you get their name, email, phone number, street address, date of birth, I mean, you got all these data points on these people. You can upload that back to Facebook and run what's called a lookalike audience, where they'll find the percentage of people that are most similar to your customers or to your email list, and your lead cost will go down even more. So there's a lot of things that you can do with it. When you're paying, you know, 80 bucks for a lead, most of the time you don't even get their email. It's just like their name, you know, phone number and address for like, a mortgage protection lead. But with these, we're talking about a tenth the cost. We're talking about more points of information and an immediate ability to call them back. Right after they fill the form in, Johnny gets a notification, and he's on the phone with them, but, you know, within a few seconds.

Yeah, oftentimes. Yeah. I mean, right away, that's. That's the key. Speed to lead is crucial because we're. I was looking up some stats the other day, and it's like you have an 800% more chance of likelihood actually close the lead if you call it right away. And so it's super, super crucial because they're already, like, they're already in a buying state that it's like, if you provide the solution when they have the problem right in front of them, it's. It's. It's game over. Like the other day, like, three days ago, had a lead come in, called him right away. He literally just signed up for a life insurance thing. Yes. The day before. And I was able to save him a few, I mean, like, 10, 15 bucks and get him, like, instantly protected. And that's what we ended up doing. Issue paid right away, and he's covered and his family's protected. So, like, even today, like, the one this. This one he was paying. He's paying the same 216 bucks for 500,000. I was able to get him a million bucks of coverage instantly, like, issued. So it's one of those things that it's like, this is the next wave, and if you don't catch a hold of it, like, your agents are coming over to me.

It's a gold rush. Johnny, I want to ask you two more questions real quick. They kind of, like, go side, you.

Know, they coincide with each other a little bit.

So right now you are. You've got a tractor, and you are just mining, and it's a gold rush, and nobody else knows what's going on. I mean, that's really where we're at now. Tractor.

Yeah.

I mean, why would you use a pickaxe when you could use an entire freaking tractor? You know what I'm talking about? So, you know, this dude is literally mining for gold with a tractor at this point. And, you know, we're talking about some. You're doing some pretty big things in the industry. I want to ask you two questions. Number one, what is the biggest month that you've ever had in the business for those that don't know. And then number two, I want to know what's your next goal after that that we're going to be able to actually go ahead and knock out together.

Yeah, tell the people. Love a little teaser trap.

Love it.

Yeah, this is good. And if you're not subscribed to this channel, I don't know what you're doing. You might as well be living under a rock. So subscribe also. Follow me as well. Johnny, knit a fan one. That's my insta but biggest month ever. A hundred thousand dollars. A hundred and two thousand or a hundred thousand dollars and two dollars. $100,002. Yeah, there you go. In 38 cents. And so that was in 31 day span in one month was able to do that and that was grind. And so our next goal that we're actually going to be doing together and doing something the industry's never seen before is doing the first ever simplified issue straight term $100,000 run in 14 days. So I was able to do it in 31 days. I've been able to talk to Zoom like agents with whether it's 75 agents in a room to 250 people on a zoom call. Been able to talk to a ton of people just based on what I've been able to do in that. But this is like so four minute mile, dude. It's great. Yeah, exactly. We're breaking the four minute mile in the insurance industry and we're just going up from here. So it's. If you guys aren't working with these guys, you're missing out. But more importantly like just get on digital leads or get on like CRMs. That's instantly you're getting their information right away. You can talk to them right away. If you're working local you can go door knock, you can go email them. You literally have so much points of contact. So get on this now before it's too late and get your tractor. Exactly, get your tractor.

I think that pretty much wraps up everything real quickly. If you guys want to see like basically in this video we told you what Johnny did. If you want to know exactly how he did it and exactly what went behind, you know, structuring his campaign, creating his ads. Join our Facebook group. We're going to have a free mini course that breaks down exactly what we did for Johnny and how you can do it for yourself to see, you know, numbers that are 10 times your lead cost and annual premium or higher and you know is going to be higher. But if you want to get that mini course, click the link down below, join the Facebook group and you will have access to it there. Thank you guys so much for watching. Johnny, do you have anything else to put in the video here?

Yeah, Follow me. Johnny knit a fan and I also have a YouTube as well. Gonna be coming out with a bunch of fire content here coming up soon. So look at. Look me up Johann Y nit a fan Nita F A N and looking forward to seeing you guys on the next one.

See you guys.