$20,000/Month Agent Shares Secrets To Success With Telesales

So there we go. All right. So, ladies and gentlemen, today we've got John Carlo Coppola with us. If I said that wrong, let me know. But he's killing it in the game right now. I believe he's with FFL. Correct me if I'm wrong, but he's doing about 20k a month in sales all over the phone, the comfort of his home. And he's gonna drop some knowledge on us. I'm gonna ask him some questions. Feel free to drop some questions in the chat with whatever you want to know about how you can sell successfully over the phone. And I guess we should just jump right in. So, John Carlos. What's up, man? How are you?

Good, how are you?

I've never been better. Got a ton of caffeine, Diet coke, and we're talking about insurance. My favorite thing. So let's see. I know a ton of people are probably wondering, like, did you. Did you start it where you're at? Were you a stud to begin with? Are you a natural born salesman? What? Like, what's the deal? Tell us a little bit about you.

So I started with insurance in October of 2021 at a captive agency.

About a year and a half, right?

Yeah, about a year and a half. Gonna be two years this October.

Okay, gotcha.

I was with the captive agency where the leads were free. Kind of not really free. I kind of had to really pay for and really struggle.

I honestly, like, because, you know, I think you know this, but we came from the same. Same thing. Free, not free. 30 to 50 point comp. 30 if you count guaranteed issue. And it's hilarious because, like, I hear so many people at like 100, 120, 110, and they're like, man, this business is so hard. I'm like, do it with 70 point less comp.

Like, they don't know what it's like, dude.

But I think my comp was. My advance was 65, and my comp was 67 and a half.

Oh, brutal. So it's about the same. They were just get. They were like paying because I was getting 100 advanced. Yeah, after I negotiated for that. But it was. It was a hustle. So. So did you start over the phone or were you face to face? Originally?

I started. I started after Covid so and everything, it was over zoom. So.

Okay.

I couldn't even do telesales.

Wow. Okay, that's interesting. So were you selling advanced market at all, or was this all like term final expense? Like, what were you doing then?

Term and whole life, I was mainly, you know, people who kind of sort of reached out. They reached out, but they weren't really looking for life inside insurance.

It was like, you're basically, like, running scraped data. Just about sounds like. Yes, sounds like my life. That's fun.

So, yeah, get these older people on Zoom. Get these people on Zoom. Try and go through the whole spiel, and then try and get them some life insurance.

Well, so what was, like, the. What was the foot in the door like? What. What was like. How. How did you get me to reach out? Funnel lead.

So basically, you know, hey, you know, you filled out this card. You know, let's set up a time so we can get this free benefit out to you.

Okay. Yeah, yeah. My favorite. Awesome.

So set up a time to meet with them on Zoom. Very hard for older people to even show up on Zoom.

Yeah, I've done, like, I. I've done some E signatures in the. In the. In the house.

Yeah.

And over the phone, and that's already a hustle. Getting them to, like, download and enter Zoom is probably, like, miserable. That's why. That's why I say never do it.

Unless Telesales is just the way to go.

100. So that's another thing I want to touch on. So telesales is the way to go. Obviously, we can both agree on that. Call to close for setting appointments. This is, like, a big debate with a ton of agents, and. I know. I know. I know what you think. I know what I think, but I want to. I want to hear it from you.

So I personally don't think appointment setting is the best thing, because once you have them on the phone, just keep talking to them. They'll say they have. They'll say they have only five minutes to talk. Before you know it, you're on the phone with them for a half hour.

Oh, yeah, of course.

You know, tell them, you know, five more minutes. Five more minutes. Five more minutes before, you know, you close the deal. And then that's it.

Yeah, exactly. I had a guy, like, I'm sure you've had this too, but I had a guy one time where, like, I.

Was talking to him.

He was like, I thought this was only gonna be five minutes. And I. And I literally just said to him. I was just like, dude, I. I was gonna be five minutes to see if you qualify. I was like. I was like, so if people could get all this done in five minutes, like, bro, this. This industry wouldn't even exist anymore. Everybody would be good to go. I was like, I'd be And I'd be able to be out of job. So I was like, did you want to learn more about that? Or like, did you want to go ahead and cap it at the five minutes I got the timer, we're at five minutes and seven seconds. He's like, man, you know, ended up buying, but whatever.

So really, the ones who typically are in a rush, who aren't really in.

A rush, they're usually scared of getting closed. That's my theory. Yes, that's my theory. So, okay, call to close.

So let's, let's talk a little bit about, like, obviously there's like a few key pillars of success here in telesales, so call to close is one of them. We both agree on that. One thing that I have, like, and I wanted to add on to what you said is, like, with call to close, if you're setting appointments, you're basically calling twice as much. So you're calling them to call them again, which, like, it sounds stupid when you say it like that, but nobody thinks of it like that. Right. Why would I call you to call you again? Like, why would I do this live? Just to set up another live to do a live. Like, that's just wrong. And so not, not saying that you shouldn't set appointments. Sometimes there are situations, but. But not every time. And is, I guess that's like kind of what you're saying as well, right?

Yeah, no, that makes sense. I mean, I would only set appointments, like, say if you're doing mortgage protection, you know, you're trying to do that, like big things like that. But because I wouldn't try and close those on the first shot because you need to kind of explain to people what, you know, what mortgage protection is.

Right. Are you talking about like universal life or are you selling term as mortgage protection?

Like term as mortgage protection.

Okay. Yeah. And that's again, different scenario. The more advanced. The more advanced. The more advanced, the more effort you're going to have to put in. Right? But like, you're selling final expense or term straight up, then it's really easy to do call to close. Yeah, so I know that like, so we've talked about call to close. We've talked about a couple of things, introducing you. What about, like, activity? Do you dial?

Do you.

The people just come to you? Are they all lay downs? What does that look like? Break it down for us.

So I start at 8am and I am dialing from 8am to about 12 or 1pm Take a little break, then dialing again from. I start at like 3 or 4pm to about 9pm Kind of dial, kind of dialing all day.

Okay, so how, how many hours of that is like actual, of like actual activity being like quantified in hours? Because like it sounds like there's an afternoon break. Eight hours, six hours?

I think around. So eight to 12. That's well, eight to one. Eight to one, that's five.

Okay.

And then.

Four to nine. That's another five.

About five.

Yeah. So about 10 hours.

10 hours a day. Okay. That's nothing crazy. I mean, are you working six, seven days a week? Four or five days.

I'm working Monday through Friday.

Monday through Friday. So you're putting in about 50 hours a week, doing about 20k a month in production. So I mean, I'm not going to break that down into hourly. I don't like, I can't mental math it like that, but it's, it's pretty solid. And for, for you know, 50 hours a week. That's a really reasonable rate. Yeah, that's a really reasonable rate.

And don't get me wrong, I'm, I'm, I could be doing better. I could be making more dials, but you know, sometimes I get a little lazy like everyone.

Yeah, and that's another thing I actually wanted to touch on with you. So a ton of agents are like, I'm not motivated, I'm not driven, I'm not this, like I'm, I'm just tired of making calls. I want, I want people to come to me.

One thing that I heard a long time ago that I thought was really great was like, it's not that brave people don't have fear. Bravery is literally just the willingness to take action towards the thing that gives you fear, not the lack thereof. And so it's not that you don't get tired of dials. Would you say that you get tired of dialing sometimes?

Oh, I always get tired of dials. But you kind of have to keep doing it.

Yeah. And would you say that sometimes like you get a little bit down if you hit a little bit of rejection?

Of course. Then I just walk away, take a little break, come back.

That's, that's exactly what I was looking for. What's up? Break loose Gaming.

So the reason I'm like saying this is because everybody else runs into these same issues. Like you're not. And respectfully, if you're watching this, you're not special. I don't mean that in a rude way, but you're not. Like, we all get frustrated, we all get Pissed off. I've been in sales for years.

Lee McPeak says hourly is worth 100 an hour. Yeah. Somewhere in there, which is pretty solid. So couldn't get hired really in corporate America except for like sea level suite on that. So that's pretty hype. So I'm curious though. Like, everyone faces rejection. Everyone faces all these things you said. You walk away. Like, is that the only way that you like to deal with it? Like just take a break, get a, get a breath out, go for a little walk or something? Like, what do you do?

I mean, yeah, I mean, I'll walk away. You know, I'll just basically try and decompress a little bit. I won't like, take the whole day off.

Okay.

That's honestly the way I do it. You just have to like, it's a. This is a mental game. This whole life insurance is mental. You know, you have to have a good mentality to be able to understand that not everyone you call is going to answer. And there could be days that you call people and nobody answers the phone. But that doesn't mean don't dial the phone the next day.

Exactly. I've, I've kind of equated it to fitness. If I do a hundred push ups today and I'm. And I'm still not in, I don't look like Henry Cavill from Superman tomorrow. Ah, shucks. Doesn't mean I should stop doing my push ups. Right.

Yeah.

And so we've actually got people like breaking down the, the pay here, like by hour and everything in the comments. It's hilarious. Thank you, guys. And so, yeah, guys, we will be doing a Q and A here at the end, but I wanted to kind of come over a few of the things that like, everyone is struggling with because, like, I think it's really like a lot of people will see people like Giancarlo or, or anybody else out here in the industry that's currently killing it, and they're just like, oh, well, they're just better than me. They don't face rejection like me. They. They have the better lead source. There's a silver bullet. I don't know about everybody just they're all lay downs and I'm missing out fomo. I make dials, nobody picks up. Let's talk about dials and answer rate because you, you touched on that a second ago. And I want to dive deeper into that because it's so necessary to talk about. One of the things I hear all the time is nobody answers. How many people answer. You when you call out of a hundred.

On average.

So on average, out of 100.

Maybe around five to 10.

Five to 10?

Yeah.

Yeah. I remember we looked at your answer rate. I think it was like 6.32 or something.

Yeah.

So six out of 100 people answer now. Everyone. Like, I've seen a couple people that are saying they're frustrated with calls or frustrated with like dialing and everything.

I wanna, I wanna say like a hundred calls, six are answering. Let's, let's think about that, like just for a second, let that set in. What, what are you getting out of those six? Are you closing them or you cussed out? Does it depend?

Like some, obviously, you know, will tell you to go see where you gotta go. Yeah, like I'll still call them back the next day or I'll call them back as soon as they hang up on me. I, I don't, I, I'll just keep calling them and calling them and then some. They, I will call someone until they say they'll report me.

They'll report you.

I mean, that's the only way I'll stop calling them.

That's hilarious. So I wanna, I wanna like. And guys, we have the answer right here up on the screen. That's just like actual hard data from his, from his KPIs. So 6.2 out of 100 people are answering. 0.2 people don't exist. So it's about six out of every hundred, which is awesome. So people are telling them to kick rocks. You're facing tons of rejection. So that's one thing I wanted to touch on too. I don't want to burn the lead. Is another common statement here in the industry. You said that you call them until they have threatened to report you.

Yeah.

How, like, what does that look like? I hang up on you. Call me. Hey, is this Julian or you know, whatever you like to say when you introduce a call and I'm like, yes, it's Julian. Hey, I'm calling you about the insurance, you know, life and click. When are you, you're gonna call me right back?

I will call you right back.

What do you, what do you say in that situation for the people, Hey.

I believe we got disconnected. Okay, I'm just trying to get you, I'm just trying to get this request out to you that you submitted.

Awesome.

So then when me again, I will call them back.

Yeah, I've gotten crazy. I've done like some. I cannot confirm nor deny anything. But I've called, I've called people quite a few Times in these situations, I get. I make it a game. And I think that's, that's another thing is like making this thing a game. What about. What about like, okay, I hang up on you, I don't answer. Right. You said you call people again and again and again. What are you. What are you doing? Like, you call me three days later, I pick up, hey, who's this? Like, what do you. Same script you or do you like.

I'll actually pretend we never spoke.

Great. I love that. Harder, harder if you're face to face. But over the phone. This is gold. Like, tell us more about this. I want to hear more.

I mean, basically, you know, if we spoke and you hung up on me and I call you back and you don't answer, you know, I'll call you. I'll just call you back the next day or I'll call you later. Like we never spoke. You know, hey, you know, this is Giancarlo. I just had a moment to get back to you on that request you submitted for the final expense protection program. And it'll be like we never spoke before.

Yeah, okay. Are you. We got a question here in the comments. Are you you dialing from different numbers?

If they've.

If it's obvious they've blocked your main number.

So I have a CRM number and I have my personal number. So I'll dial from my CRM. They blocked me from my CRM. I will try from my personal number and I'll also send them a text message sometimes. But if they block both, then they are.

They'll just get some. I don't know, I don't do anything with them. If they block both, they'll get some emails.

Yeah. Okay. Awesome. Yeah. So he does try both different numbers to clarify. And then like, if they don't buy or they block both, then they'll just get email follow ups. And then maybe, maybe they'll unblock him. Who knows? But I'm curious. So everybody has like this. There's. There's like two types of people I found. Like, there's. The telesales is impossible or the telesales won't work for me people. And I want to break that down a little bit and talk about, like, what is it that you're like, I know there's a ton of agents who are making hundreds and hundreds of dials a day and like nothing is happening. What's the difference between them and you? Because obviously you guys are doing the same amount of work, like the same amount of push ups are Happening, but you're. You're getting the results, right? You're getting the. The Superman body, and there they still look like the guy. Peter Griffin from Family Guy. So, like, what's. What's the disconnect there? Like, what are you doing differently? Is it training? Is it.

I mean, I always do. You know, I'm always training. You know, I'm always doing. I'm always practicing my script, always making sure I don't mess up. You know, the first 30 seconds of the call is the most important time of the call. You don't want to mess that up. You know, if you're not getting people on the phone, try. Try doing a Google voice. Try switching your number, seeing if that works. You know, a lead is a lead. You know, I had someone that I've called about 20 times, and she finally picked up today.

You get her?

I did not sell her, but we're following back up a little later this week. She just has to figure out her bank situation because she actually does not have a bank or a credit card or a debit card. I still could not do anything with that. I couldn't take the cash over the phone.

No, no, there's no. I don't know how people still get a buy with that. Like, it's insane. We got another question here. Chime app. Yeah, that's a charge back waiting to happen.

Also, she's also 80. 80 years old. I don't think she knows how to work her phone either. So.

I love it. I love it. So we got Hannah Zada. Thanks for. For tuning in here for a question for Giancarlo. How many leads are you purchasing weekly?

So about a week, I would say.

Well, I generate my own leads, so about a week.

AK thanks for showing out. We got one of our own here supporting Giancarlo. A calm Kazarian. I think that's Kizarian. I'm gonna. I hope I said that right. I think I just went gringo. But hopefully, hopefully I knocked out of the park. Thanks for showing up, man. We appreciate the support.

Well, let's see, about a week maybe. I get about.

The questions are.

They're.

They're flying in. I'm curious. We're getting a ton of leads, questions. So everybody thinks everybody's either asking about the silver bullet, what's going on? So we've got. How many leads are you doing weekly? Do you work age leads? I'm just gonna rapid fire these real quick. Let me know if you need me to go back. So how many leads are you Purchasing. Do you generate leads? Are you working age leads?

So I get maybe about 50 to 60 leads a week.

Okay, so are those generated or purchased?

Those are self generated leads.

Okay, so self generated leads, 50 to 60 a week, guys. And then what about age leads? Are there, are you doing anything with those?

I don't purchase age leads, but I do have a lot of older leads in my CRM that I am working. You know there are, they are a few months old. I still will give them a call.

So you just, you're just violent. Like you just go through and just call and call whatever's in there.

That's honestly the best way to do it. I mean, I agree if somebody put in a request, I need to help them submit their request at some point.

They, they like. This is one thing I wanted to touch on. I think you've seen this, it's in our script. When, whenever you are like, I had a lady who was a 12 year old lead, sent in five leads. Nobody ever came to sell her and her dad had died, she was on a payment plan. She ended up, her husband died getting hit by an 18 wheeler on a motorcycle. And so she knew the power of life insurance and how important it was. But because she was in like a really secluded area, nobody came out. In 12 years, five mailers once a year. She said, I thought it was a scam. I came out, ended up talking to her, sold her massive application. I think it was like a few thousand AP maybe, I don't know. I remember it was 90 bucks and 82 cent a month. This is one of the most vivid stories I remember from insurance in the field, like face to face. So with her you can see clearly after 12 years, she was still willing to buy. That was the most recent mailer she had sent in. The rest of them were like even further back. So tell us more about like how, how you work, how you work the leads. Because you're saying you're calling everybody, you're calling like people who have been in months, months ago. What is that like?

If I'm working an older lead, I honestly will treat it as a new lead. I don't say, oh, you did this months ago. I will just say, you know, I'm getting back to you about this, about the final expense protection program. I don't really say, oh, you did this a few months ago. Then they're going to say, oh, I don't want it anymore. I don't really put that in their head that they did it a few months ago. I make it Seem like they did it yesterday.

This is music to my ears. I've got headphones on right now. That's how hype this is. Few questions from. From ladies and gents here. How do you generate your leads? Facebook is the answer. Yes, I know this one. And then how much do you spend to generate your own leads? Let's go by a week just to break it down easier.

Okay, so it's about.

$450 a week.

So. 450 a week on leads.

$70 a day.

Yeah. 70 bucks a day. That's like 1800amonth. We're talking about like almost like what is that, like 80% margins, basically.

And that was. And that was me almost spending 1800 a week. So.

Wow.

Yeah.

So you went from spending 1800 a week. Were you doing the same level of production or less or more? Probably more. A little more production, probably.

No, no, not more production and sales. More production and work.

Okay, gotcha. So more work. Were you doing the same amount or more sales or was it less sales?

It was less sales.

So let me like just clarifying here, less sales, more work and more on leads.

Correct.

Okay. So ladies and gentlemen, we're hearing this here from Giancarlo, like self generating his own leads. This is, I mean like 60 leads a week is nothing. That's not crazy. Like, that's nothing crazy. Not like, not enough leads. Yeah, but it's not like you're not getting 200 leads a week. That gets psycho there.

It gets a little too overwhelming.

It is overwhelming. I agree. There was a time we were doing like, I was doing like 20 leads a day when we were doing the self gen, like testing ton of this stuff out and like 20 leads a day, appointments on 15 minute rotations. I couldn't think straight. It was. It was crazy. But.

Tim says we need to pump those numbers up. I think that's a dude. Honestly, like, if you did generate more leads, I think you would even have more success.

That's the plan.

Yeah. So yeah, guys. And obviously he's here. He's talking about scaling here as well. I'm not going to put any words in your mouth. Speak for yourself, of course. But I want to think about. There's a few other things I feel like agents are struggling with. So I already have insurance. Do you close those leads or no?

Oh, of course. I mean, you know, I have some objections that you taught me. You know. Okay. I think I have insurance. You know. Okay. You know, most of the people we meet with do already have insurance. You know, I'M guessing you sent us in for the updated 2023 program, is that right?

Yeah, that's right. See, that's. That's smooth as butter, man. That's freaking beautiful. Got another question here. Two more questions. They're loving this. This is awesome. I think this is super helpful. Comment below the fire emoji or just say the word fire if you feel like Giancarlo is being helpful. If not, we'll just cut the live off. I don't want to waste anyone's time. Rich Rocks says, how do you manage your time between initial outreach calls and follow up calls?

So.

I kind of mix it up. You know, once I finish all my new leads, if I don't get in touch with anyone, I will follow up with the older leads, but I'll also follow up with my follow ups as well. I kind of do everything together. I don't have.

I need to, I need to clarify. What do you mean you're. You follow up on your follow up? That's like a matrix question. What is that?

So I have a. Obviously have a follow up section with the leads that want to be called back at a later month. You know, in a month I'll call the back, but you know, if I have someone who tells me they'll want me to call them back in a week, I'll call them back in a week. But I don't have a specific time that I do that.

Okay. Okay.

I just kind of do everything during my dial time.

Okay. So it's kind of just like, I think the best word here, Alex Hermosi, always says violent. It just sounds violent, like you're just going after it. There's. It's a berserker mode where you're just going in and getting after it. Matt Doyle says I'm familiar with Facebook ads and how they work. I'm nowhere near an expert. What's the trick? To make sure you get good leads but not break the bank. So first, I think there's a good, there's a few, like, things that need to be addressed here. First of all, Matt, I don't know how much you're paying for leads. I would love to see a comment down below. But Giancarlo, let's talk about your lead cost. What are you paying for leads currently? You said you were getting less expensive leads than before.

So currently I'm just paying about, like I said, 70 a day.

Okay, so $70 a day. So cost per lead is like, do you know, off the top of your head? I don't know off the top of.

My head, cost per lead is.

Around. Around $5, 5, 6 dollars.

So five or six dollar leads. So obviously that's not breaking the bank. And he's able to scale there with a margin. Matt, I hope that answers your question. The trick is to have good ads and to understand that like, you want to. You want to target an audience. Not just like you don't want to speak as if you're an insurance professional reading off of a piece of paper. You want to speak as if they. They are understood in your statements.

So the same way you want to kind of know your scripts, don't be jumbling all over the place because then you're just practice your script when you're new because you're just gonna fail if you don't know your scripts.

Yeah, that's exactly right. And. And the thing that I've noticed with Giancarlo, guys, I'm gonna. And I'm gonna hope I can hype you up here for a second. I hope this isn't. This isn't too much, but guys, Giancarlo, I have to give him so much credit for this. He's one of the smoothest guys I've ever heard with a script. Most people that I talk to and are the contents of their script I've never bought somebody's product from or the best salespeople, the 1% in the world are always rehearsed, but it doesn't sound rehearsed. And that's when you get really, really good. Is when your script is so good that like. And you know it so well that you can just spit it off the top of your head. It doesn't sound rehearsed because you can make it flow like natural conversation. If you're reading. If I'm like, do you guys have a marketing or lead gen course? Like, nobody's buying from you from that. And I've heard this in real time from Giancarlo because we practiced. We did a role play the other day at one of our trainings and dude knocked it out of the park. So great stuff there. That's a phenomenal. That's the best advice I think you could give anyone is know your script.

The second I think would be know your objections. Correct me if I'm wrong. What do you think?

No, no, no, you're. That's what I was going to say if you didn't mention that. Know your objections. You know, objection. Like I said from the prior company, I always had to know objections and rebuttals because I got a lot of those. So I'm very used to knowing what to say at the correct moment.

Yeah, and it's very, very simple too, because it's all. It's like whenever you go to the doctor. And I'm sure, I'm sure you'll agree with this. If not, please put your input in there. Everyone's learning from a lot from you here. I think we're getting like fire emojis. Things are blowing up. It's getting nuts. Great job, Giancarlo. I remember when you started the program. Fire emojis, heart emoji on fire.

That's. Whoa.

All right, guys, keep it down over there. Bunch of people coming out to support. Love seeing this, guys. Dylan says he's paying 1300 a week in leads. That's crazy. He says I've been paying 10 to 15 per lead. 510 is your lead cost to be. To be exact. I don't know if I can highlight this.

The.

There we go. So he's actually paying 510 a lead right now, to be exact. Bernard Gill. Oh, gosh, I can't even say that last name. Bernard says, do you guys have a lead gen or marketing course? We don't have a course that we offer to the public. We do have a six month program that we offer for people with like, you know, daily sales trainings and eggplant emoji. All right, Bernard, I see you. It's a six month program where we offer like coaching, consulting, and it's basically just based around business practices. I think one of the best things is like tracking your numbers. And, and I want, I want you to kind of break that down a little bit. John, Carl, I know we've talked about tracking your numbers so much. Yeah. You're probably losing your mind on it now. But I want to hear about that. Break that down for us.

So when I first started, you know, lead generation, I was not tracking my numbers at all. It was very bad. I did not know what was going on, you know, how much my leads were, how much, you know, how much I was getting per lead. I only, I only knew what was getting taken out of my bank account, you know, and that, that really was a game changer when I started tracking them back in the middle, the beginning of May, because that's really when it kind of blew up.

Okay.

And also I do have to add to that besides tracking my numbers. Just stick to one lead vendor. If it's your own self generated leads or another lead vendor, just do one don't do 500 because you're really going to confuse yourself. You know, I learned that from one of my managers, is always just stick to one lead vendor, pick the best one, and that's it. This is.

This is really good stuff. And I think. I think we should. We can kind of like. Tim. Tim wanted me to ask if. If it's okay if we show your KPIs.

Tim, go ahead. And guys, this is just so you can see, like, kind of what some of the numbers that we track and like, also what John Call is actually doing. But I want to touch a little more on, like, what you were talking about a second ago. Right. And so, guys, both. Before we even get any further into what we were talking about, I need to show you. And I'm gonna. I'm gonna lose my mind here because we all get freaking rejections. Look at how much volume Giancarlo has to put in calls wise, right? And you see, some days are lower than others, right? But when you're. When you're cutting down a tree, a massive tree that's 100 years old, you have to swing the axe hundreds of times before it actually falls. Doesn't mean you don't. You can't, like, you know, knock a few sticks off, pick up some firewood. But if you're going to get the mission done, it takes repetition. And so one thing I always ask is, like, if I could like, Giancarlo, you don't have any problems with this, but if you're a new agent or if you're an agent who's struggling with making dials. If I told you that you could do what Giancarlo is doing, and the only way for you to get there in the next 12 months works for you to make 10,000 dials, and you could be doing 20k a month in production. How soon would you make that? 10,000 dials, right? Probably really soon.

Yeah.

And for me, that's how I got good. I sucked. I didn't sell anything. In my first sales job, I was like. It was like eight months dry. It was like Arizona desert out here. It was miserable.

But I sucked. When I first started Telesales, when I came over from the prior company from doing Zoom calls to Telesales, it was a mess.

Let's. If you're comfortable sharing, of course. I don't want to, like. I don't want to, like, snag on you.

I was stumbling. Like, I did not know my script. You know, I did not. Was not comfortable with my script. Me and my manager were working on my script to make sure that it was something comfortable that I understood how to use every single day. And that took about, that took about three to four weeks. It's not something that happens overnight.

This is beautiful stuff right here.

You know, it's not. You don't just go, you don't just get a job and get promoted to a super, like a supervisor in the next second. Like, no, you have to put in the work and understand what you're doing.

So let's, let's talk about that a little bit. And then I have a question for you.

So with you said that there was a learning curve. Let's unpack that a little bit. So you didn't just wake up piss excellence and breathe fire. That didn't happen.

No.

Okay. And guys, I had my share, my fair share of sucking, trust me. But I think the one thing that we can kind of like take away from this here, that I. A few nuggets that I picked up from what you were saying is like you were practicing and using your script as a tool. It sounds like.

Yeah.

So your, your script is a tool and it's something that you're using every day and that you know very well and that you actually invest time into, right?

Yes.

Another thing I heard you say that was gold is that you practice with other people to refine your process. Is that right?

Yeah. I actually asked my manager that, would you mind if I role play with you? She goes, sure, no problem.

This was today?

No, the other day.

The other day. So you don't like. And I'm not. This isn't a knock at you or anything, but I'm just saying, like, you don't know everything. You, you don't just piss ass excellence and breeze fire. Like you're always growing, right?

Yeah. I mean, nobody knows everything.

Exactly.

Everyone's always learning.

Exactly. And this is like, this is the one thing I feel like we need to touch on in the. And there's a great question coming up here in a second. One thing I want to touch on is like.

Nope. Like, we're all always learning. And I feel like there's a. There's this, like, we're all sold this mlm Hype up, sign up, pillage of village, burn down the house. You, you know, until the chickens come to roost, whatever the heck. We've got all these situations where people are just hyping us up about how we're going to have Lambos and McLarens and big houses and this, that and the third, but, like, nobody talks about having to constantly invest in the skill set. And it seems more like I'm not hearing you talk about Lambos and Raris and all this craziness. It seems like you're more focused on the process and building the skill set versus.

Kind of like, I don't know how to put, like, the results. Like, you're not just only outcome focused, you're also focused on the process and actually building the skill set. Is that right?

Rome was not built in a day.

This is beautiful stuff. Few questions, one question. And, Bernard, we can drop a link down below where you can schedule a call with us to see if you qualify to get into the program. We only work with a select few people. I'll get into that a little bit later. But how's the persistency? Is what O.T. mills is asking. That's what counts, he says.

I think he. I'm very persistent.

Persistency, Like, I think they mean, like, retention on your business.

Oh, I have very good retention, you know, once. And obviously once in a while, things will fall off.

I think we can look at the sheet here. Actually, there's.

No. There's not really any. Since I started generating my own leads, I have had no chargebacks.

So let's scroll down here and let's. Let's break this down because people are also going to wonder, like, are you. Are these actual deposits? Is this hype up? Sign up. Are you recruiting me? How do I text you to get recruited? Can I recruit you? Everybody's wondering. All these little. All these little nuances. So, first of all, there's a difference here, guys. We can see you're at 100 point comp.

If I'm correct, it's actually 105 now, but I have to change it. It actually went up since I started doing so much more business. Whoo.

So, guys, look at that. You get a raise when you produce. Proud of you, Giancarlo. Keep it up. Big win for you there, my friend. So we can see here, he was at 100 point comp, producing like a monster. Got a raise. Yeah. OT I've been through chargeback hell too, man. It's a dark place to be. I know it. Oh, my gosh.

And so we can see here, commissions, deposits, everything. This is not. This is not just written business. There's no charge backs yet. Knock on wood. Hopefully they never come. But this is. This is the business world, Glynis. I hope I said that right. Says, what type of insurance is this? Are you selling term or final expense or both?

Final expense.

Okay.

I'm just targeting burial expenses.

Okay, gotcha. And so I want to touch on this too, because there's a lot of people. I hear there's two types of people. The term market is out of money because of mortgages. And this, this and this. That's my favorite. I love this. This is my fav. And then the other statement is that all the seniors, they're all on a fixed income. They have no money. They can't buy any insurance. But you're. You're selling them all insurance. What does that look like when you get a price? Objection. I don't have the money. I'm on a fixed income. Like, can you give. Can you kind of break that down for us?

Yeah, I mean, basically, you know, I understand you're on a fixed income. I actually work with a lot of people who are on fixed incomes. If I lowered this about 2010 to $20 less, would that become something comfortable for you?

Great price drop. Beautiful. And. And it's okay to reduce their coverage amount too, right?

I mean, I always explain to them, you can always add more later. You know, obviously, if you qualify. You know, basically.

Let'S just get you something.

Something's better than nothing.

Yes, that's what I always tell everyone. Something is better than nothing.

Exactly. Exactly. It's better to have a bike than walk. Even if you can't get a car. That's okay.

Yeah.

Bike beats walking. Couple questions. Let's see here. We've got 41k in profit since starting. That's freaking hype. Bob Riley says, I want the KPI tracker. We only offer that to people in the program. So some of this is ip. Just heads up. But if you did want to track your numbers, you're free to do that as well. How many leads do you generate? At 70 per day, he's doing 50 to 60 leads a week. So what is that, like 70?

Maybe like 10. 10, maybe. The max is usually. It depends, like, but Tim. I see Tim is going over it.

Yeah, there's some of his leads here on the left chain column, guys. Thank you, Tim, for helping out. He's like. He's like Iron man over here, man. With Jarvis. He's just always got it going on. He's everywhere and nowhere. Freaking, freaking awesome. So. Okay, gotcha. So we've got the lead count here. John Carlo, I want to ask. And I think then maybe we should. Guys, go ahead and drop some comments down below for. For what questions you have. John Carlo's time is obviously very valuable, so we can't do this all day, but I do want to know, like, what questions you guys have. Please ask them. While we have him here, he was kind enough to share his time with us, and. And that's so, so valuable. Giancarlo, while. While everyone's thinking up their questions and. And going to the keyboard warrior situation, what would you like? I. I'm an agent. Maybe I'm doing well. Maybe I'm struggling, or maybe I'm stuck in the. In the lead cash flow cycle where I'm basically just buying leads to. To. To write some business, to pay my bills, to buy more leads, to write some business, to pay more bills. And I'm working for my upline, the lead vendor, and everybody else but myself. What would you. What would you recommend to me?

So if you're a new agent, obviously, make sure you're with the right team. You need to have a good mentor. You need to have somebody who is willing to help you and spend the time with you and teach you. You know, if you're not in a really good, positive environment, go find another team. You know, I'm with my team. We all have a Zoom call. You know, we're all on Zoom every day, all day, just either joking around, helping each other, and it's just. It's just fun, you know, you're not working in, like, this little box, you know, alone. That's really what I think, you know, and as far as the leads, you know.

Be with your mentor on Zoom, unmuted so that they can help you and critique you. You. You know, if you're not unmuted and if you're not letting anyone listen to you, you really don't want the help. At that point, you're just making excuses.

So kind of some key takeaways for me from what you said so far. And then we have a question for you. So get critiqued.

Yeah.

Regularly. Not once. Regularly.

Yeah.

Okay, so get critiqued. Train with other people regularly.

Yeah.

Understand, like, basically your script. Know your objections. Be prepared.

Yeah.

Don't fumble.

Am I missing anything?

Is there anything?

I mean, and then stay consistent.

Of course.

And track your numbers.

Yeah, I mean, I still am unmuted when I'm on Zoom. I mean, just because I'm doing well doesn't mean I. I always ask, you know, did I do. Could I have done something better?

I always want to make sure I'm doing the best I could.

Yeah, that. See, I love this because it's funny. So many people, oh, I don't want to role play. I Don't want to die. I got my script. I got it all down. And guys, like, it doesn't. It doesn't matter if you're good, bad, or ugly. Regardless of where you're at, if you are practicing consistently, you will be good at whatever you do. It doesn't matter. Like. And it may take you more repetitions. Maybe Giancarlo picked it up faster, maybe he was slower, but he was consistent and continued to practice. So I applaud you for that. I've got a few questions. How do you get the client's signature? Is it an email, a voice recording, a text? What are you doing for that?

I mean, a lot of carriers are different, you know, I know Aetna does a security question signature. America does a text signature. You know, I actually have a bunch of videos that I put together personally with me going through the signature. So when the client is going through it, I know exactly what they're seeing. So I can give them help. Help out.

That's good stuff. That's really good stuff. So you're actually able to walk your client through those?

Yeah, I put all these videos together for my team just so they know and I know.

Wow, that's. I think that's huge because most of these people are older, especially for selling final expense. And, like, Tech Signature is ancient. Like, or I guess not ancient. They're ancient, and Tech Signature is like freaking Star wars to them. So I think this is a question. This all telesales. We dial on Zoom every day. Yes, it's all telesales. If you're a face to face agent, though, that wants to get into telesales. I actually started in face to face, and now we only work with telesales agents. So it's a simple transition. Got a couple extra questions. So say I'm with Dave Dufour. Great mentor. Hannah. Hannah Zada. Which carrier do you sell? Do you sell the most policies with?

Who's your favorite Prosperity?

Really? I'm curious as to why I have my own favorite.

I love prosperity because they do have a great approval rate. And also they tell you. I love a good carrier that tells you if they're approved before you get the banking account.

Ah, okay. So you like to. You like to know if they're. If they're gonna get approved or not.

Well, of course, when somebody knows they're approved, they're gonna obviously give you their bank account.

Do you actually. Okay, so I'm curious on this then, because my personal favorite's American Amicable, and you don't get approval till later. Now, you said that when they find out they're approved, they're always willing to give you banking. Yeah, so I've always done it the other way. Right. And so I've always asked for banking before, like, letting them know they're approved when you're doing this, like, how do you approach that? So, hey, you're approved. Cool. Now I need your banking. Like, what does this look like in conversation?

So I kind of, you know, like, oh, you're. Hey, you're approved. I kind of hype it up, you know, oh, you're approved. Aren't you happy? They go, oh, yeah, I'm jumping up and down. You know, basically, you know, I kind of make it such a big deal. Oh, you know, I don't really see a lot of people in your situation get approved like this. So this is amazing. And then I kind of go on with the application, get their beneficiary, and then I say, okay, great. What is. You know, I know we're using a bank for this. What bank are we using?

Okay, so you're going through, you're dipping, you're edging them into the water. What bank are we using? So do you go straight to just count, like, hey, I'm with Wells Fargo. What now what?

Okay, then I look up the routing number. I said, okay. So I have a routing number here. If you open this and say New Jersey, is this the routing number? Can you verify that for me? They go, okay, give me one second. They will actually, for. If they say they don't have it, I said, okay. Do you. Can you go get a check or do you have the app on your phone? Yeah, okay, give me one second. That's fine. I'll wait. I got patience. I got all day for you.

Yeah, okay. This is beautiful stuff right here because one of this is one of the biggest struggles. I have a similar approach. I do mine a little bit differently because I don't. I don't write. I've never written prosperity. I always did Royal neighbors. And they don't tell you till the end either, unless it's declined. Yeah, sometimes they'll still decline you anyways, though. Freaking sucks.

But whatever Prosperity and AIG Simplified issue will tell you before. Before you get the banking information.

Do you write a lot of AIG then, too?

I do write a lot of AIG as well, but prosperity is typically my go to for the first time.

Okay, beautiful stuff. Let's see. We got a question. We're with the same company. Del Michael High. What's up Friend. Are you post dating a lot with it being final expense fixed income.

Oh, I love this question. So I you. When I first started telesales I put myself in a big hole with post dating every single sale because I wasn't getting paid. I was just post dating my sales. I was not getting paid. I was writing also a lot of guaranteed issue policy. So I was barely getting paid. So I kind of put myself in a big hole. If somebody tells me they can't have it go through until the third, I tell them no, I'll say it needs to go through in one to three days. Then the following payment can go through on the third. The company needs to know if you, this company needs to know that you have this coverage and that you are covered.

This is fascinating. Tell me more. So because I always post dated and then initially I was drowning in chargebacks and then what I started doing was I would basically keep in touch with them until first payment. So I'm curious. Tell us more about this payment. Like so okay, cool. I'm signing up with you. Let's play this out real quick. So we, you know, I'm signing up with you. Yeah, we posted everything. Right. And so I ended up, I was drowning in charge back until I like I literally just had to follow up with people until they did it. This is a great question by the way though, Michael. Phenomenal question. So I'm, let's say I'm a client. Yeah. I'm on a fixed income, blah blah blah. My check comes in the third.

Okay, that's fine. But that first payment does need to go through in one to three days. Just letting you know, just so the insurance company knows and that you don't lose this coverage. We need to know that you're covered. God forbid something happens. So we're going to put this through one to three days and then the next one will go through on the third.

They are adamant that it needs to go through on the third. I will do it once in a while, but I don't do it as much as I used to.

How much? What are you selling your average premium size at? Is. Are these like. And let's, let's clarify here guys because I want to, I want to clarify this. These aren't just 10 and 20 buck a month. There's right.

No.

Okay, so break that down for us. What's like I, I'm Ms. Jones, I'm buying. Give me that money. You're getting me that, that insurance. What do you, what are you charging me a month on average? Like, what are you seeing out there?

Around, like, maybe 60 to 80?

So 60 to 80 bucks a month. And guys, by the way, I found this to be the sweet spot. Roughly, you'll. You'll avoid chargebacks the most. If you get outside of, like, 120. That's when you start to really run into chargebacks a lot. If you do that like, every single time. But I think like 60 to 80 and then occasional higher ones for consistency is the best place to be in. So 60, 80 bucks a month, pay on the spot.

And obviously they're not throwing this on credit, so they actually do have money. The same people that you guys are hearing say, I can't afford it, actually have money in the account. And you're getting that. You're collecting that on the spot, correct?

Yeah.

This is gold, man. Great question. I'm still post dating almost everything. It's okay, Jose.

Maybe.

Maybe steal. Maybe steal Giancarlo's little trick here. It sounds like it's going crazy. This is coming from the guy was no chargeback, so I can tell you it's working.

Del. Michael says, yeah, I like that. Been doing really good, but I just need to get to that next level. So I'm going to sign up with Advanced Advanced Agent Marketing soon. Y' all are great. I also DM you on Insta. I don't know if you DM'd us or DM John Carlo, but either way, somebody will reply. I hope maybe potentially so. Yeah. So great, man. This is good stuff. I don't want to take up, like, too much of your time. I know you're a busy guy. Talk to me. Is there anything else that. That you would share with us today? Obviously, you're doing very well. I want to be like you. What. Like, what do I need to do? How do I get to where you are? And, like, what does that look like for me as an agent? Like, how do I get to where you're at?

Find a good company to work for. Don't. Don't be captive. I mean, I was captive. I was only with one company. I had to send a lot of people. I had to send a lot of people away, which is very upsetting because that's not really why I came into this business, you know, so being. Coming a broker is like a game changer. You know, you're working with all these carriers. You could basically insure anyone up until the age of 89. So, you know, and just have a good mindset. You know, always practice. Have a good mindset. Don't get discouraged. I mean, it's gonna happen, but don't make it ruin your next day. Make it ruin your current day. But don't get up the next day like nothing happened.

This is gold. This is gold. Is there anything else you'd like to add before we conclude our meeting today?

Does anyone have any more questions?

John Carlos being generous enough to give us another shot at questions. Guys, drop them down below if you want. While you guys are thinking those up, I do want to to touch on something real quick here for a second. So, guys, if you are an insurance agent who's selling life insurance face to face or over the phone, you can apply to work with us so that you can get similar results to what Giancarlo is doing and other people that are, that are doing the same thing in the program. We do like daily sales training for accountability. We offer everything that you need to do with generating your own leads. And as we've seen from the KPI tracker, you can get high intent leads for low cost and not have to get bled dry by a lead vendor. So you can obviously see there's a lot of things going on. This is changing the way that business is being done in the industry. So if you guys want to learn more or apply to book a call with us to see if you can work with us, you can click the link that's going to be here in the chat in a second to try and apply with us for a call and then we'll just go over any way that we can help you. And if we can't work with you, that's okay as well. We'll just give you some free value in hopes that you can be more successful after talking with us. So let's see. Sabian says.

How are you getting policies at 60 to $80 a month? Everything I've been doing is $100 plus. First question for you, Sabian. I'm gonna answer your question with a question and then let Giancarlo take over. Are you getting a ton of chargebacks? If so, please let us know.

What'S your retention like? And then Giancarlo, he says, how are you getting fe policy 60 to 80amonth? I'm not sure, like, what he means.

But I'm just giving the client what they could afford. I don't give someone. I always tell someone I'm not going to be some sleazy salesperson. I'm not here to upsell you. I'm here to make sure something's comfortable for you. Whatever's comfortable for them. I mean, if they can afford something 100amonth, I'm willing to give it to them. But that's not my average sale. My average sale is about 60 to 80amonth.

Yep. And that's the thing, too, is, like, you can sell higher. I've sold, like, over. Over 200 bucks a month policies. And they exist. They are out there. It's not that you can't sell them, but the average, like, the average person in average states, you know, that are lower income. Most states aren't pulling in, like, Cali money and stuff on Social Security. So, like, most people, especially, like, if you're in the South Midwest, 60, 80 bucks a month is going to be kind of the sweet spot there. To avoid getting a ton of chargebacks. Del Michael says, I can't wait to get in with y'. All. You too, Del Michael. I hope I'm saying that right. Let me know. But Hannah asks, are you running ads seven days a week?

Yeah. My ads don't turn off.

Beautiful, Beautiful.

So the more they stay on, the better that Facebook will understand the algorithm of the ads. If you keep turning them on and off, you're just going to keep messing up, messing up your ad spend.

This is, like, the most underrated. I hope we can turn this into a short and get this distributed everywhere, because people are always. Are always changing things and cutting things off. I worked with a girl that sold 800amonth premium. I told her she was crazy. What do y' all think happen? Chargebacks and roll up. I already know that answer of $800 a month.

Another question that says, how many states am I selling him? I'm currently in 25 states.

Yeah. And that's another one. I have one last question, actually. So he's in 25 states. So I already know the answer to this. But everybody else, I'm sure, is wondering, because Facebook can be really, really confusing and a lot of a headache. Are you running your own ads or do you have someone doing that for you?

I have someone doing it for me.

Okay. So. And then to elaborate on that a little bit, we have a. A Facebook professional who's managed millions of dollars in ad spend prior to working with us. He's a stud that does this for Giancarlo. I'm sure Giancarlo could say good things about him. I've had nothing but great, great experiences with him. So, yeah, ot says, yeah, I told her, don't sell 800amonth. Yeah. But guys, like, like I said earlier, if you do want to apply to book a call with us to learn more about how we'll build you a profitable marketing internal marketing system. We also have a guarantee that you will not pay if it's not profitable. So you have zero risk. We're not here to sell you because if we can't make you successful, then we don't want to work with you because it looks bad on us. You can click the link below to book a call. Giancarlo, I want to say thank you so much for your time. Is there any last words that you have for us before you go and change the game continuously?

No. But if anybody ever wants to reach out to me, my Instagram is my first dot, my last name with an extra A at the end and my Facebook is my first and my last name.

I was gonna say. You want to comment that or is there any way that we can like. Yeah, comment that for us real quick.

If you don't mind.

And while he's commenting that.

Guys, here we go.

This is Instagram.

Tim, put it in the chat.

Awesome, guys. So this is. This is John Carl's Instagram. It's right under my. Where I'm pointing here. And for those of you I'm about to. Let's see, who's this other team? This guy looks like Logan Paul. This other Tim does. That's funny. Yeah, see, literally that's Logan Paul right here telling you. But yeah, guys, so if you want to learn more about how we'll build you in a profitable internal marketing system, then go ahead and click the link there to apply to work with us. John, Carlo, thank you so much for your time. I appreciate it. And guys, like I said, our goal is to help you be more successful. So if you have any questions, if you want to join our Facebook group, Insurance Agent Freedom, we post free value in there in an attempt to help you guys make more money so that we can save more agents. Now if you are wondering what might happen if you're stuck in the lead cash flow cycle currently or if you're not doing the right things like tracking your numbers, we just released a video with Brock Kitchen where he talks about how he ended up in 30k worth of credit card debt and he is on the verge of bankruptcy. Now I will tell you guys, as a little sneak peek, there is a comeback coming in the future and that story is going to be amazing. So stay tuned because you will only see it on this channel and I want to make sure that you guys know about that coming up. But guys, it's never too late. If you're currently struggling, if you're currently running into headaches, whatever, stuck in the lead cash flow cycle, whatever it is that it is for you, it's never too late until it is. So, guys, here's a link to that video. Check it out. And if you're not tracking your numbers currently, don't be a bum. Track your numbers. We'll see you in the next one. Thanks again, John, Carlo, we'll catch you later.

Thank you, everyone.