Day In The Life Of A Life Insurance Agent (Calling Leads For 10 Hours Straight)

In this video, I live streamed an entire workday of what it looks like to sell life insurance from home as a 40k a month producer. So I'm gonna be showing you guys the real, real and documenting everything here today. This has never been done before, so I'm excited to share it with you. Let's see what happens. Okay, this is a new headset, guys. I've had a little bit of audio issues getting. Whoa. Getting adjusted to this.

I've got a bunch of cords here that I'm not used to, so I'm gonna have to find a way to like tape these out or whatever. But just a heads up, if I do get like thrown across the screen here trying to regulate these chords. But a $10,000 course one time where a guy talked about cord regulation should have paid more attention, I guess. But here we are. I guess I'm not gonna be able to track my dials or it is gonna take me out of the live here and. And I am going to be muting up when it gets to personal information. So just a heads up, guys, if you do hear me, go quiet. And everyone's wondering in the comments. Oh, man, we can't hear you. If I'm sharing personal health information, I'm going to go to jail for a long time. And I'm not doing that because I'm too pretty for jail. First number was disconnected. I love that. So number disconnected. Just going to go ahead and trash that lead and keep it moving.

See.

Right now I'm calling. I got a lot of North Carolina leads that came in. That's where I'm from. For those of you who don't know, see some comments coming in. Hey, Julia, what is the link for that headset? I don't actually. This is not like I got this at Best Buy. I think it's a logitech. I really don't know. I'm very like.

Voicemail touch. That was wild. Thought we had our first one. The. Yeah, this is just like a Logitech gamer headset from Best Buy. I just walked up to the dude price looked right and I just kind of like went after it and just got it. But I mean, I'd say as long as it feels comfortable in your head, do whatever. Do whatever is comfortable for you. Keyshawn says what's going on. Keshan, by the way, he says is a 7% close rate. A good estimate for Facebook leads with picture ads.

Yeah, that's not a. That's not a bad close rate. I know some companies base their KPI off of that, which is just their key performance indicator. And ultimately it's not a. Not a bad close rate at all.

Total leads. That's not a bad close rate, no matter what you're working. Unless you're working inbound calls, in which case I wouldn't do that at all.

And let me go. Let me know, guys, if you ever lose any audio on me up here because I've got an AirPod and one and a headphone here for calls. So I'm literally working on two separate situations.

That's a good system. What system do you use? My system, I use the. The Zoo Shurance closer model system. So it's a combination of Kixie power dialer and advanced agent CRM and they're just integrated together.

Okay, cool. Thanks, bro. Yeah, man. For sure. If you guys have any other questions, I'm just going to be kind of answering questions and cranking out some dials here. So.

Fun, fun fact. Nobody has ever done an unedited live dial for an entire day in any sales industry to my knowledge.

Not really sure why, to be honest with you, but I think we are making a new record here. If you guys see me eating some yogurt. Let's see. I've got about.

A tub of yogurt in here. I'm working on cranking out some muscle right now in the gym. And I've got. Just got a new lead that came in.

Trying to hit these macros. It's like 100 grams of protein in here. So let's see who came in.

Thomas.

Awesome. Cool. Yeah. This is going to be posted on the YouTube channel. This is going to live forever, guys.

It's going to probably end up in the Guinness Book of World Records because it's never been done before. Did I already say that?

Yeah. I'm excited for this for today. And while we're here, if you guys have any questions about sales closing leads or anything, just drop them in the chat. See if we can't get the first one on the phone here. He just came in.

That's why I am here. Want to see real stuff? That's. Honestly.

I thought that was. We got the voicemail.

Yeah. That's why I came up with this idea was just I've seen a lot of people running out edited videos and stuff and everybody wants to show their wins and nobody wants to show their losses. I'm here to show you guys it all because, I mean, realistically, like, sales is more losses than wins and I feel like there's a lot of misinformation in the industry where everybody's like, oh, one call closed, this and that and you know, hundreds of thousands of dollars a year.

Voicemail again, hundreds of thousands of dollars a year making 60 phone calls a day. And like that's just not the real real, you know, it's hundreds of phone calls a day, rejection after rejection. And like people hang up on you, people cuss you out. And that's just what it is. Like that is this business. So.

Thing that kind of sucks here is I'm not really able to track my numbers.

In the app that I usually use because it's on my phone and I'm in the stream yard which is what I'm doing here to make sure I have like everything set up. But.

I know that I'm already like, I think 12 dials in, which isn't a ton. But we're only going for 9 minutes, 10 minutes now.

Hey Giovanna. Guys, that's my wife in the comments. They're coming out to support me.

Get the key to my heart over here. So let's see, do I triple dial? What's up, other Matt? I saw you came on here the other day. Nice to see you again my friend. Always nice to see a familiar face. Yes I do sometimes, but only when it's an appointment that no showed. I found that. I used to be like triple dial this, triple dial that, pound the phone, beat it up, blah blah blah. My mom is 97.

Is it a valid insurance company? Great question.

Yeah, I don't, I don't do like Kixie track styles. Thanks Dom, you're the man. What would I do without you?

But yeah, triple dials only when there's a no show appointment. I haven't really found that.

I haven't really found that overall it's worth it to triple dial, otherwise you'll get answers, which is what I found. And it does work. But if everybody, if every time that somebody picks up like think of it this way, if you run a restaurant, if somebody's eating your food, that's a good thing, right? But if you're shoving your food down their throat, they're probably not going to have a positive experience with your brand in your, in your restaurant. So they're probably not going to come back. So ultimately like you can triple dial, it works. But like if they don't, if they can't talk right now, if they don't want to talk, that's one thing. If they can't talk right now, right then like that's like just move on and come back later. So.

I usually do double dials on new leads, and then I just run through and do single dials on a list, like, really, really fast. That's how I'm able to get out hundreds of dials a day.

Thank you for your transparency. It's more losses than wins, but discipline and persistence will definitely make it more rewarding. Yeah, exactly. And, like, for example, I got a lady right now. I mean, I have no obligation to text her back. Her mom's 97. She's not even a qualified prospect. But giving her the answer could lead to a deal with her instead. Right. So I'm just going to say anyone who is over the age of 90 is no longer eligible.

To apply for insurance. Were you looking for yourself as well? Question mark. See, I'm just going to move on. Nothing to it. I tried calling her, didn't answer. Texted her back. We'll see what happens. Got 18 minutes until my little admin debacle, and then we're gonna get that lady taken care of. Let's see. And, guys, I drink. For those of you who don't know me, I drink a ton of water. I go through, like, three of these a day. I don't even know how much. This actually is. 64 ounces. I don't know what that is in liters. 1.9 liters. But basically. What's up, Steve? Basically, guys, if you see me get up and run around, it's because I. I have to pee a lot because I just drink a ton of water.

We're in the presence of greatness, Steve. You hype me up too much, man. You're a good man. Nice to see you as well.

Yeah. Guys, looking for our first answer here. Only 13 minutes into the day, still early on.

This is fun. I've never done this before. I mean, we're talking.

Oh, I thought she picked up. We're talking about doing, like, what, eight hours of straight live dialing? Definitely a good way to hold myself accountable here. Which leads me to one of the topics I kind of wanted to talk about today on this stream. A lot of people struggle with call reluctance, don't want to pick up the phone, don't want to call leads. But.

Been studying this a lot to try and figure out, like, what it is that works for people. For those asking about the headphones, these are Logitech gamer headsets. I don't know anything else besides. Let me just. Out the box.

They're the Logitech Pro X.

I'm on. Are you on a Power dialer. Yes, it's being recorded I right now. So I have a weird way that I like to go about things. I like to give my prospects my undivided attention initially. So when I'm calling my new leads, I call them one by one. No power dialer. Reason I do that is because I can take notes on my first interaction with them. That way I have a more personalized approach when I call them back. Outside of that, yes, I do use a power dialer.

But basically the way my system is set up for the initial set, no, it's not.

Yeah, nice to see you again by the way, Mr. Federico. Robert. I think you've been on here before too. I'm trying to see your picture, but yeah, it's nice to see you guys on here.

But I did want to call another voicemail. I did want to talk a little bit about call reluctance here because guys, I mean, I see so many people, they're like, Yeah, I mean, 300 phone calls, like you really break it down if you make 50 phone calls an hour, 300 phone calls, six hours of work, not including talk time. So I mean like you're not probably always going to hit it, especially if you're writing a ton of business. My talk time has been really high these last two weeks. I'm over $21,000 in premium.

And I've been like struggling to make dials because I've just been getting constant conversations which shout out to my marketing partner Tim for setting that up for me.

But yeah, I mean it's just been pretty intense just trying to keep up with realistically, like all the people that I have to talk to. And so like I'm looking for as much talk time as possible or as many dials as possible, but one typically leads to the other is what I found. So a couple things that I do is like I'll make a ton of dials and then I'll just take like a five or ten minute break. This is one of the productivity things that I kind of found.

Work really well for salespeople is just like zone in, headphones on, pound the phones for like 50 minutes straight. And then.

Other than that I'll take like a little 5, 10 minute break. Jump back on. You can usually get more dials out per day than trying to do it all straight, which is what I used to do.

In a second here I am going to go grab some more coffee or I just got to heat it up actually and then I will have to run to the bathroom before I call this Carrier up.

Which I'm not taking you guys with me for that one.

Do you guys still run Facebook ads? Yes, we do. We don't set anything up for anyone. Like we don't do Facebook ad setups or anything like that. Just because we do everything in house now for these insurance agency and.

Also the leads per week guys, if I can't get your questions in time, I will try to get to all of them. But I know like, once I start getting into phone calls, it's going to be really tough. So just a heads up, I'm not ignoring you, but I am making phone calls. How many leads a day to a week do I shoot for? I like to be doing 40 to 50 leads a day if possible.

Because things will fluctuate. Sometimes they'll go up, sometimes they'll go down. And you never really know like, what you're gonna get. Right. So ultimately, like I'm looking for 40 to 50 leads a day. And one dial is approximately two minutes.

Depends on the software using that. If you're using like, like for example, I set my software up on my power dialer for 30 seconds and not to exceed that. So if I have a 30 second dial time and I have like a one to two second delay between dispositioning the lead, I can actually crank out about four dials in two minutes versus the other one. So I'm gonna heat up this coffee and bring you guys with me here real quick. But yeah, if you're hand dialing, then for sure two minutes per dial is 100% reasonable. But what we have to realize is that this is something that I figured for myself. The more time that I have between dials, the less likely I am to go out. And.

If you guys are good here, let me know if you guys lose me on the volume because I can't hear anyone. It's just me. I'm just talking to myself pretty much. But.

What I found is that the more time that I have between dials, the more likely I am to not call as quickly. So like, if I've got to go in and out of a lead, like I used to do with advanced Agent CRM, that was taking me on average about two minutes per lead cycle. So like I would call like what Matt was saying. So I go in, I call them, call them twice. So 30 seconds. 30 seconds, I close it out, I go back, I go to the next lead. So overall it ended up taking me two minutes per transaction between leads, which didn't make any sense. So for me to be more efficient Every second counts in sales, every dial counts. And the more activity that I can get out per day, the higher I can produce that. So I'm actually working like pretty much the same amount of time every single day. Got the whiteboard here and I'm cranking out almost probably like 30 to 40% higher production per week. So we got a couple of comments coming in, then I got to run to the bathroom for calling this carrier. Where are you getting them and cost? These are all of our branded leads through Zoo Assurance. So we have our own lead source that we use using a lot of the.

A lot of the lead stuff, like the not lead stuff, the whatchamacallit, a lot of the tactics and information that we have on our YouTube channel. So like.

We talk about how to generate your own leads and stuff like that.

But it's for like our lead sources offer our agency and, and the agents working for us.

So guys, I'm going to clock out for like 20 seconds. I'm gonna run to the bathroom. I'm gonna come right back, I'm gonna call this lead and then we're going to get with.

Our first admin task of the day. So I am going to have to mute up while I call the carrier because there's gonna be some personal info of mine and of the prospects being exchanged when I give you guys a heads up. Drop some questions in the chat down below if you and I'll be back here in about 20 seconds.

Sam.

Just jump back in. Can you guys hear me? Okay, just reconnected my airpod.

Let me know. Going to be looking for a comment down below on the volume. Keep in mind, guys, it is silent for me completely. So let me know, we'll see what's up. Calling this next lead. See comments.

Why I'm guessing that's a yes.

Let's go. Sending home blessings to hit a 10k day. Yeah, that'd be crazy. Be awesome.

Thank you guys for letting me know. How many states am I licensed in?

I don't know, maybe like 13. I want to say.

I don't know quite a few.

But that's ultimately that's not like.

Like being. Being licensed in states is helpful, but it's not like the end of the world of the game changer. The only time it really matters is if you're getting leads in different. Multiple different states. If you want to expand your agency.

Or if you work for agency like ours, it requires you to have the states.

We just got a confirmation here from our admin appointment here in just a Moment. For those of you that didn't get looped in on that, by the way, I'm just going to call her up and finish up.

Pushing her stuff through.

You guys are going to see a lot of dialing today because I'm just calling my new leads and.

It'S.

It's going to be pretty intense. So.

This lead's name is Teresa.

If you guys have our script already, you guys have probably seen some of the stuff we use. Made a few adjustments here recently to try and be more customer servicey, less salesy.

Basically just want to, like, come off as solving a problem.

Oh, man, those voicemails where they, like, talk to you and it sounds like they're like having a conversation and then they just, like send you straight to voicemail. So sad.

Comment below. If you guys are on telesales or if you guys are face to face, I want to know.

Are you from the same area as Tim? Yeah, we actually met. I sold Tim a gym membership. That's how we met. And then I tried to recruit him to Amway.

The sketchy voicemail again.

Oh, my gosh. Where are you at, Kishan? I think I've seen. I think I've seen you say that before, that you were in North Carolina. Remind me, where are you from? Like, what part.

Of. I'm from Greensboro. Like middle of Greensboro, basically right past the VA line. Oh, okay, Gotcha. So you're like north of us or. I guess where I used to be. I live in Arizona.

Let me know if you guys lose me or anything. I just switched headphones, so we're down for the first one. Martinsville. Yeah, I'm familiar with Martinsville. Went to a wedding there once. Got a lot of telesales in here. Learning telesales.

Which is pretty cool. Telesales is way easier than everybody makes it out to be. It's not hard. Most people just.

Over hype it, more or less. All right, so guys, now here's the deal. When I go into a call with a prospect, I want to be really prepared. Don't want to be looking like a clown. So what I'm going to do, I'm going to go ahead and get the. We've got to call American Amicable. I've got to get her information pulled up. I need to get American Amicable's information pulled up.

And then what I'm going to do is I'm going to call her 3. Way to carry her in. Go through the prompts and then let her know, hey, here's what we're going to do, etc. Etc.

That way you guys can see what it looks like to do some boring admin work here.

Is this kind of helpful so far, you guys? I think I'm covering the camera, put my charger in. But is this helpful so far? I mean, I know nobody's ever really, like, done this before, so I don't know. Let me know in the chat what you guys are thinking.

Just wanted to give you the real, real.

I started out face to face. Yeah, me too. I started out face to face in North Carolina in the most dangerous neighborhoods in North Carolina.

I mean, every week I would go out and these people were willing to buy life insurance because a lot of times, like somebody had just been killed or et cetera, et cetera.

Pretty intense areas that we went to. But overall, I mean, it was a great experience. Face to face is a great, great way to do this business starting out.

But ultimately, like, if I could go back. If I could go back and redo it.

I probably would have opted to go for a teletail. Yeah, yeah, Winston Salem. I know about Winston Salem, man. Trust me. They're like, when I went out there one time and like, the lady told me, she was like, yeah, we did. They just found a dead body in the ditch. Like, literally, like they just threw them off the back of the neighborhood ditch. Like two weeks ago when I went out there, I was like, oh my God, that's crazy. But yeah, if I could go back, like, if you guys are watching, if you're getting into the business or if you're watching this and you're not in the business yet and you just wanted to see what a day, like you just wanted to do like an E shadow or a virtual shadowing or whatever you want to call this. I mean, if I could go back and do it, I would definitely have gone to a telesales agency.

And I don't regret starting off the way that I did. I really liked, like, I didn't have much money starting out, so like, the fact that I got into a.

A free lead program was awesome. And they had more support there than most places, which was also awesome. And then that really, like, it made the transition into this business a lot easier. There was a lot of negatives of working there, which is like you had to drive hours away, stay in hotels overnight, which did rack up expenses. And then like, for example.

Trying to think of another thing. Advancement was really tough. Like, there was a. It was. There was like, not a very. It was like a clear path of what to Do. But it was like instead of me just being able to take on more responsibility and grow with the company, I kind of had to like do this and then that type deal. And I don't really like that. I'd rather like take on the responsibility, like, hey, let me help you guys out, add more value to the company and then grow with you guys. But it was. It was just, you know, a little bit of a different situation. So we're calling her up for the admin.

But yeah, I would definitely have preferred to start with Tela Sales. Oh, shoot. Someone's gonna be on my other mic.

Francis.

Hey, hon, how you doing?

Squared away for you.

Sam.

So I'm calling the carrier real quick, guys. Going to three way them in here. I want to let you guys know.

All right, y'. All. So we, we called American Amicable and they said it was gonna be a 17 minute hold and we were calling number 7 27, calling him back. And I'm gonna go through the agent hotline instead because we don't got time for that.

My hair is all messed up from this new headset. Muting back up, y'. All.

I'm muted for privacy and.

Hipaa reason.

She's got me, she's fixing up my file. I gotta meet up here real quick, but I think we lost the client.

Yeah, so between hold lines, we lost the client. So I don't. She's off in Neverland. I'm going to Client Experience.

15 minute hold time.

No client on the phone. 15 minute hold time. This is wild. The live dials just got insane. Yeah. If you guys want to get more info on.

On the zoo assurance closure model where you are literally just an agent who focuses on closing deals, writing business and taking care of your clients, you can apply. I think Tim put the link down below. But.

Yeah, I'm muting up for certain parts of the call. HIPAA and privacy reasons. Saw a lot of guys and girls in here doing telesales. Who's going to put up the first deal today? Might be you, Dom. I saw dom had a 5k day yesterday. Good stuff. What's up, Geo?

Yes. You're dropping some major gems. I don't know why my upline is so against me wanting to venture into the telesale side field. Sales is just not for me. Well, Deidre, what I've really found, and I hope I said that right, let me know if I didn't. But what I found is that when an upline is typically resistant to you wanting to do something else.

It'S Usually because they either don't know how to do it or it doesn't go fit into their business model. And usually when an agent wants to venture off into their own thing, it can render the upline helpless. Because for example, if you're learning tele sales from let's say me for example, and he's only good at face to face sales, then that completely disables him from being able to offer value to you as a manager. And that's a lot of times when agents start to go look for support where they're working in like those insurance closure model or some other businesses out there that do things like that. Like I know a big one is like sls, Justin Balm, guys like that. And that's where a lot of agents end up going because they want to get that real support that they deserve. And if a field sales trainer can't do that, that's usually why they want to work against you on that. Because that's kind of the same situation that we were in. I mean field sales just didn't make sense. It just wasn't like really profitable for us based off of the fact that they had us working like hours and hours away from home and paying for gift cards and stuff. So just we were bribleys. It just makes sense. But yeah, telesales is definitely the way to go. Arthur. I agree. I mean face to face is. There's not really any benefit to face to face and you get a little bit more like personal relationship. But you can do that over the phone pretty much just as easily if you get practice with it. Got some comments coming in, trying to keep up with them. Thanks. I'm going to beat you the first day to deal deal today, bro.

Whoa, Michelle, you got a deal already. 203amonth. Gosh, you got me looking like a clown out here. Showing me up for the delay. For quicker service you can visit us online at www.AmericanAmicable.com and use our online chat. That's a monster deal.

Was that it? Was that the term policy you were telling me about, Michelle? Or was that the. Is that a final expense?

You guys are just tuning in? I.

I'm on a 15 minute hold.

And I'm just muted up, so.

You are currently caller number 14 waiting to speak with a representative. The estimated hold time is currently eight minutes. Thank you for your patience. Yay. Only eight minutes.

What's up, Mr. Schumacher? Tip for getting people to answer the phone is how the Facebook lead is built. Just dial three times. I really a message.

I have Too many leads right now for it to make sense for me to leave messages. Personally, I do recommend it. I'm trying to basically build it out where it's automated for me. But.

Leaving messages is always a good thing to do just because, like, if they're actually serious, they're going to call you back. Honestly, a lot of times, even if they're not serious, they'll call you back because they saw that you left a message.

With getting people to answer the, the Facebook, there's not really anything like if you call direct mail leads or if you call Facebook leads, like, doesn't really matter, like, really necessarily what platform lead is from.

Phone numbers, a phone number, all that really matters is like, whether or not the phone number is valid. So if you see somebody who fills out five Facebook forms, you might have some trouble with that because those people are filling out forms like crazy. The same way that, like when I used to work direct. Direct mail, the direct mailers, if they send in five direct mailers, like, either nobody ever went out to see them, nobody ever called them, or they were just like a direct mail final expense.

Savant, you know, they just wanted all the final expense in the world or they just, you know, saw a free gift card or they just saw something. A lot of the ads out there will say free this or free that, which is why we specifically talk about how it costs money in ours to avoid that. But yeah, I mean, that's, you know, just depends. But yeah, I always use like local numbers to call people. That's always helped for me, especially in space. Apologize for the delay. Otherwise you'll end up just having no answers all day to get policy information, make changes, access forms. Good stuff, Michelle. Love to see it. Love to see it. Or chat with representatives. You are currently caller number 11 waiting to speak with a representative. The estimate. Pretty sure. I was just calling number eight. Six minutes. Thank you. Number 11. That's weird.

Preferred lead source. And just and knows. Just and knows. Just going to ask about local area code.

I don't know what that second half means. And no is just going to ask local area because I'm guessing it's a typo. Preferred lead source. I use these assurance leads.

It's like our agency leads. I use those. They've always. They've always done right by me.

I mean, I wrote 21k over here in the last two weeks, so.

That'S. Even though that's just what I use. Pretty much. Compliments to Tim. Him and the marketing team do a great job on that stuff. I Was just gonna ask about local area codes. Yeah, yeah, I use local area codes. Highly recommend. We actually made a video on it if you want to check it out. It's. I think it's like this software changed our lives or something. I can tell you what it's called actually.

On hold here. So I got nothing else. I don't know if you guys can hear this whole music, but it's getting me jammed out over here.

It's the video that's called. The software increased my answer rate by 5x and it says before 2%, after 10%. If you watch that video, you'll see about the local.

Local area codes. What do I think about.

Cody askins leads? He called. They called me about 25 cent age leads.

It's kixie. That's right.

Cody's a good guy. I really like. I've done some business with Cody. He's always been pretty nice to us. I've never worked his leads, so I can't. I don't want to, like, tell you something I don't have experience in because that's. That would be unprofessional.

But, you know, I like. I went to 8%. We've done some interviews with Cody, things of that nature. So I mean, ultimately, like, when you're trying out new leads and stuff, like, I personally won't do anything else other than use our leads. But if you are.

Trying out new leads, like, that's just what you're. What you're gonna do is just try them out, right? I mean, ultimately, like, you got to try different things to figure out what's gonna work for you. I've sold insurance on people that weren't.

Knocking on the door next to lead house.

Referrals. I've sold direct mailers.

Family. I've sold friends. I've sold facebook leads, different lead types. I mean, realistically, it just comes down to you got to try out a few different things. Focus, get. Get focused on one thing and just get really good at it. But consistency and a boatload of leads is really like the biggest needle movers. The more leads you have, the more successful you'll be. The more effort you put in, the more successful, more successful you'll be. And then if you continue to educate yourself, you'll be good. 1800 age leads. Yeah. Go through and call those until kingdom come. And you're gonna make some money, I promise.

What do you think is a co. Number of agents to manage on a team. Do you have teams? We have an agency that we just started.

We're very stringent on how we're hiring people. In fact, Michelle commented earlier she was the first agent to come on with the zoo assurance closure model. We really want to invest a lot into each agent. So I would say it depends. It doesn't really, it doesn't really matter how many agents you have. I think it just depends on the rate at which you can invest in them. I'll have more information for you on that as I grow this agency with him. But what I've kind of found, because I did pull on like a bunch of agents when I first started and I was the only one investing in them, but I only had like a month and a half of experience, which was my upline, just told me to recruit everybody, which was stupid. I don't regret doing it because I learned a lot and I still like managed it pretty well. From my perspective, I needed a little support and help training. The biggest thing is just making sure, like if I'd have done it remote, four agents would have been easy. But four agents face to face when you got to do ride alongs for two weeks at a time is like nuts. So as long as you have enough time to invest in each agent, I think you're good. But like if you can't do, if you have no time for call reviews, if you've got no time for role play, if you've got, you know, 30 agents and like you don't even know some of their names, for example, which is what most people in this business do. Like that's not managing a team.

That's just like throwing spaghetti at the wall and seeing what sticks. So I would say it really depends on.

Alrighty. Getting a little bit of resistance here at the beginning of the day. Just found out that I have to get this lady to write a letter and mail it into these people, which is a nightmare. So I'm going to call her up and tell her that.

But at least I did not wait on board for 15 minutes.

Francis.

My Lord, this technology is crazy. So I think basically I, I ended up waiting on hold with them just to get those answers for you. And what they told me was that they just need you to basically write them a letter and send them an email or send it through the US Postal Service to let them know you want to drop that coverage. Okay.

No, that basically instead of doing the 30,000, you want to do the 25,000 to lower your payment.

Yep. So you just have to send them a letter so they have a written notice of it. I tried to do it but they said that they just have to have a paper trail for compliance purposes.

Yeah, they just said it has. They said you can send them an email of the letter. It just has to be a written letter. So that way they like. That way I can't fake it for you or something. Does that make sense?

Yeah, I mean.

My choice.

Exactly, exactly. But they just have to have that written notice to make sure that they can comply with the state. The state's regulations. Does that make sense?

Yeah. And then if you want to, I can send you. Let me see. I can get the. Do you want to just email it to me? That way I can get it over to them. That way you don't have to worry about fooling with them.

Okay, I'm gonna text you right now and I'm gonna say, email me a copy of the letter saying you'd like to.

Reduce your coverage.

From 30,000.

To 25,000. And then the biggest thing is just making sure that you sign and date it. Okay.

Alrighty.

At the bottom now I'm gonna text that over to you. When should I expect that letter from you here, Ms. Francis?

Yeah, if you can get it over to me today, I can get that all done for you. That way you don't have to, you know, stress about this stuff anymore, even think about it. But I'm gonna send this over here. I just sent you my email as well. That way I can get it directly. That's my. My direct email. Okay. Okay.

Yeah. And then just.

Yeah.

I'll look for it. And if you have any questions or need anything, you just text me or call me. Okay?

All right, Ms. Francis. You stay out of trouble now.

All right, hon? Bye now.

Alrighty.

So we just got our client squared away.

You see.

Back on the headphones here.

Oh, my gosh, what a nightmare.

So we waited on hold here with a carrier and waited for them to.

Let us know that basically we just have to submit paperwork. Yay.

All right, back to the lead calling guys.

Okay, so I see. How much do you get the dialer to send back data from the CRM?

That's a great question, Louise. That's a Tim question. Tim is actually like our. Our operations and.

God, that was so loud. I just had one of those little, like.

This number's no longer in service or whatever.

But yeah, Tim's like our. Our chief of operations and marketing. So he handles, like, he basically makes everything look pretty. And I talk to clients and they pay me money. That's pretty much. Pretty much, like, how we work together. That's why Tim is so vital to the zoosurance brand because he literally keeps the trains running on time. If it was just me over here, the train would have gone through a wall and the Hoover Dam would have been damaged or something and there would just be a flood of business all over the place and super disorganized. So Tim actually kind of helps keep me in line. And to answer your question, long story short, that's a great question for Tim, but I'm sorry, I wish I had more information for you, Luis.

Alrighty.

How is your message if they don't answer? It depends on your lead type. And I'm also not like, I wouldn't say I'm the king of voicemail by any means, but like, I just, I just keep it real. Like, hey, like for example, if, let's say I'm calling you and you wanted final expense, like, hey, Robert, it's just Julian, I got your request here about the life insurance. Just give me a call back at 806-797-01, right?

That's my CRM number. Don't call me, by the way, guys.

And if you guys call me, I will hang up on you. This is an insurance only number. But like that's pretty much like what my message is. Or I'll say like, hey, it's just fully on. Give me a call back. I'll just give my number. So I'm never like turning it into a whole. Like there's not a minute and a half, three minutes, like, hey, Electra.

Hey, it's just Julian. I have your request. You sent us here about the life insurance programs in the area. How's it going?

That's good to hear. It's just. Was this your first time looking into life insurance?

Huh? Well, what's been holding you back? You haven't found the right price or the right plan. What is it for you.

The right plan? Now when you say you didn't find the right plan, like what specifically was it that you were like that you were looking for that you didn't find? Are you getting declined or like what's, what is it.

You'Re just looking for whole life. Okay, gotcha. And then what was your goal? Like are you trying to cover like a burial or cremation or what was this for?

Okay, so you just want to cover any final expenses and then just cover like obviously like the, the burial, the cremation. Did you have a plan on which one you were looking at? So I can put something together for you here. Were you looking to do like traditional burial or more of a cremation. Cremation. Okay, well, just to be clear, obviously, my name is Julian. I'm gonna look at all the big insurance companies, like, you know, companies like Mutual, Omaha, Aetna, American General, people like that. And I'm just going to try and find you the most coverage for the lowest price that you qualify for. Does that make sense?

Beautiful. So I know you said you made a few calls in the last month or so. We do things a little bit differently because we do work with all the big companies. I've just got to ask you a few questions. I'll make a recommendation and then based off of which plan is the best for you, we'll just see if you qualify. Okay.

Alrighty. I'm gonna start with question number one here, Ms. Electra. Are you a smoker?

Beautiful. And then I have your birthday.

Awesome. Okay. And then I'm just punching this in here if you hear me getting quiet. Okay.

Let'S see now. Do you have any, like, any history of any catastrophic health conditions, like maybe heart attacks or strokes or cancer?

Okay, and then what about, like, are you currently taking any medications for any sort of health condition whatsoever, even something simple?

Okay, and what was that on.

Exactly? So you're looking at anywhere between.

Yeah. And while the prices keep going up. It's just the crazy part. But what you're. What you're going to typically see is that you'll usually be between 12 and 15,000. You don't plan on passing away in the next day or so though, do you, Ms. Electra?

Thank God. Okay, those are always the awkwardest conversations. But yeah. So basically, I mean, what I'm looking at here is gonna. I'm gonna find something that's gonna cover it in today's prices and then leave a little something extra behind like you said, to help out with the. With the children you mentioned. Okay.

Beautiful. Alrighty. Well, let me ask you this last question here. This is just gonna help me find out who's got the lowest rate for you. What is an approximate height and weight for you? Hunter?

Mm.

Beautiful. Okay, well, yeah, let me pick this up for you here.

Now, let's see. I know you said you had never been declined. Have you ever applied at all? Or is this kind of your first time doing that?

Right?

Huh.

So it sounds like you've had a lot of interaction with term and you're. But you're looking for whole life. Do you know the differences between them? It seems like you have a decent idea. But can you kind of go over that with me just to make sure I know what I'm going over with you.

Mm.

Right.

Oh, good.

Sure.

Okay.

Okay. So I'm gonna kind of give you the lowdown on, on the insurance and kind of how it works, like the extra stuff, because it seems like you got a really good understanding of it so far. But I'm going to give you a few extra details because whole life's still a little new to you. Okay.

So basically with what you described, that was pretty accurate, right? So term life is. It's just like milk, eggs and cheese. It's great while it lasts, but once it's over, you gotta. You gotta throw it out, Right? So usually it's gonna. You're gonna get a lot more coverage and it's gonna cost you a lot less. But with whole life insurance, it's more like a Twinkie, right? You get it the one time you. You put it on your, on your shelf and you don't ever gotta worry about it again. So it's still gonna be there for you if you pass away, you know, the next day after, after you make that first payment, if you're approved for that same day coverage, the immediate coverage, then if you pass away 10 years later, 20 years later, the prices don't ever actually go up with the programs that we recommend to people, and neither does the coverage. So there's no rate reductions. I'm sorry, no coverage reductions or rate hikes. Does that all make sense so far?

Yep. Now it does build cash value. The only thing that I heard that you said that was not 100% accurate was just that you don't get all your money back if you cancel unless it's in like the first 30 days. Oh, for term, okay. Yeah, well, usually for term, unless it's like earlier on, you wouldn't get that either, but unless you had one of those plans that gives you like, they call it return of premium, where they give you all the money back at the end of it. But yeah, with whole life, it's just there forever. Are you with me so far?

Okay. Do you have any questions for me while I'm getting these quotes pulled up?

Beautiful. Okay, so I'm looking here at a company called.

Being so healthy, it looks like they might approve you for their same day coverage. Which just means, long story short, God forbid, if you make your first payment on a Tuesday and you pass away on a Wednesday, your family's going to get the whole check. There's no waiting period or anything like that. Does that make sense?

Beautiful. So while I'm getting this pulled up, do you have like a pen and paper around or something so I can kind of go over this with you?

I'm just going to go over the prices with you, any coverage amounts, but I'm also going to kind of break down how the program works and then just kind of go over any questions with you and then based off which plan you think is best, and obviously we can just apply for whichever one you think would be the best fit for you.

Oh, my gosh. Yeah, no, of course. Oh, my. Electra, you didn't tell me you was at work. You got me feeling like a jerk right now. Oh, my God.

No, no, no, no worries.

Like, yeah, let me just call you back in an hour because with insurance it's always best if I can just answer questions. Especially when we're doing, like, if you do, once you do an application, I've got to go through a quick health assessment, so I don't want to just, you know, throw you some pie in the sky number if you can't get an approval or something. So let me call you back in an hour. I'll put it down to my calendar. It's going to send you reminders here from like an 806 number. So should I just call you back at like, say 1:15? 1:15, perfect. Let me put that down for you. I'll give you a call then. Sometimes the office will, like, it shows up sometimes as a different number. So just a heads up in case it's not the same number. It's. It's still me. I'll call you right on the dot, okay? All right, Electra, well, hey, you don't get in trouble at work. I'll call you right back. Bye. Now I can see him.

All right, guys, so if you guys saw that Electra was really receptive to conversation, really receptive, but we ran into a situation. She's at work. And I don't know how long y' all been doing this for, but if somebody's at work, they're not buying insurance, right? Because if their boss walks in and says, what the hell are you doing on the phone? That deal is dead, oftentimes permanently. So to avoid ending up in that situation, I'm just going to call her back, right? And you know, obviously I'm going to always, you want to get the clothes on the spot if you can, but I'm trying to make sure that I can get her right. And if her boss is, you know, screaming at her, telling her to get off the phone that doesn't work. So that's why I didn't give over the prices there. Right. I email those prices over. I've mentioned multiple times she's already going to be applying. I'm. I'm prepping her for the close. There's no way that I'm going to be out here just.

Just throwing those prices out there and losing my leverage in the conversation.

We've got the same setup, you guys. I don't see notes coming across Matixi, so it must be something in the configuration. Yeah, yeah. Dom, I'm not muting up for, like, me explaining the programs and stuff. And a lot of this, a lot of the situations I want to get you guys. Is that. Is that okay for me to do, by the way? Can I do that? Can I share as much and much of the raw footage for you guys as possible? Because I'm trying to give you guys as much as I can.

But I do have to mute up when they're answering the health question. So I'm probably going to show you guys like me asking some of them. But you guys can't hear the client if they're in the headphones unless by the grace of God, something happens. So.

Pretty much what I'm going to do. Let me know if you guys have any questions.

Okay.

So we've got one client said she's going to send me a letter back. I have another client who's supposed to call me back today. We got to get his stuff cooked up. I've also got a list here.

This is like, my clients don't want to show you their names for too long. That's last week's number. We had 12 grand in premium on the board.

A little over, but these clients right here are people that I'm going to be calling up to get them squared away. So this is basically like my finalized list. Like, I need to get them finalized. Finalized, finalized.

Got to get on with Mutual Omaha today. I got to push through like seven GS in business. Francis is almost done. It's another like 1500.

And that's pretty much it. So go and do this.

Okay.

Alrighty. So basically, guys, just for. In case you're jumping on just now, you missed what just happened.

We were about to write an application, but she was at work. And so we are literally just going to call her back in about an hour here. Hour and five minutes now, and we're going to be getting her back on to finish the application and get started. Because we. We didn't technically jump into the application. We were, like, ready to go. And she's like, hey, yeah.

You know, I didn't know we were gonna be on the phone. I'm actually at work. I thought this was gonna be, like, a quick thing. Can you please call me back in an hour? We didn't go over pricing or anything, so. Gonna be jumping back on with her in an hour and five, and I'm just gonna be going through and getting that. We got an inbound call here. Let's see what's up. Name is Tasha.

Hey, Tasha.

Hey. It's just Juliana. Got your request.

Awesome. Okay, well, let me get this pulled up for you here. Give me one second, just to make sure. You didn't move out of.

You haven't, like, moved out of North Carolina since you had. Since you had filled this out. Is that right?

Beautiful, beautiful. Just got to double check. So let me see what I got for you here. Let me make sure I got your.

Okay. And what were you specifically concerned about, like, covering, like, a burial or cremation or something?

Okay. Was there anything else you were looking to cover, or was it just the. Just the final expenses?

Tasha.

Me and Tasha got ex. We got disconnected. Oh, shoot. That's the wrong lead. My freaking headset got disconnected there. I'm not sure what happened. I'm gonna try and reset that up while I call her back. So our lady just hung up on us our inbound call. She hung up on us here.

All right, cool. Headsets back on. She hung up on us when I started asking her questions.

Ah, you gotta love it. She wasn't ready to talk, I guess. Let's see.

What is the microphone? What is the microphone versus headset versus earpiece system? So this is connected to my computer. That was because it was an inbound call. Whenever an inbound call comes in through my CRM, for some reason with it's not coming to the headset sometimes. And I have to pull this over quick because this is actually connected to my Go High Level account. So my Go High level account is where I talk to all my clients. Those are people that have purchased from me or for some inbound calls if there's an error in the system. So you remove that from the equation. This is how I talk to people. So usually you guys aren't on here, and it's just me. So I go through and I talk to people on this, and I have them in both ears. I got my volume adjuster here. It's wired through my port. I don't know what that's Called my something. My computer port, if you will. And that hooks up to my setup here. So basically, I've got, like, a lot of wires. I'm still organizing things, so bear with me. Basically, I've got these two computers here. I've got camera here for content, ring light there, other camera for filming live dials, microphone for clients, laptop for toolkits and script. And then this is where I keep my screen split. I can make a whole video on the setup if you guys want to see more about that. Like how I pretty much sell insurance, like a. An efficient monster. But this headset is basically what I use to interact with my prospects, my new leads. This gives me the best shot at hearing them. They can hear me well. And then this, the earpiece. This is just so I can talk to you guys. Great question, by the way, but, yeah, this is just so I can get with you guys and you guys can hear me in this little live stream real quick.

I'm gonna need to go grab another charger for this that I can keep you guys up the whole, like, the whole day. And that way my stuff doesn't, like, die, and then you guys can't hear me. So I'm gonna mute you up for a second and go grab that. It's in the other room. I'll be back in, like, 20 seconds. But, yeah, I'm going to need another charger for these because these die quickly, so. Brb. We'll see you guys in a sec.

Ladies and gentlemen, Mr. West is in the building. All right, y'. All. I don't know if y' all can hear me. Okay, let me know in the comments. I had to go and grab my wife's charger. Hopefully she doesn't beat me over the head when she finds out I took it. But the show goes on, so here we are.

Please confirm audio transference. Do I recommend two screens or three? I'm actually. I'm on two screens right now. Not the biggest fan of two screens in all actuality. I want to get it to where basically the laptop is, like, down below, and I've got, like, a screen here and a screen here and a keyboard here and a mouse here. But the mouse I have is like a Bluetooth mouse. It's kind of Garbo.

And I've just had problems with it being, like, it starts slowing down when the battery gets low. It's probably user error, to be honest, but.

Not really enjoying my use of that mouse. So just gonna play with it a little bit here. But I've just I don't know. I'm like, I'm very slow to adapt to little things like that. If I had a perfect world, I definitely would have three screens just like, so I could feel like Ironman. But.

Yeah, I'm just. I'm slow to adapt to little things like that just because, like, for me, the calling makes. Makes me money. And like, I'm optimizing the system, of course, but, like, the way that I'm doing it, is it gonna make. Is it gonna be a huge needle mover if I get an extra screen or not? Probably not. So, I mean, ultimately, like, if you have the option or if you already have the screens, I would probably do it, but because I don't. I'm not, like, worried about it yet.

Let's see. But I have my phone as one of my screens, I guess. So probably I would prefer to have another computer.

Great question.

Got a Celsius here. Should have grabbed more coffee, but I don't feel like making more.

Voicemail was kind of weird on that lead. Didn't even go through or anything.

Yeah, exactly. My setup. I can take my setup pretty much anywhere right now.

Which is actually, like, for those of you who don't know me.

Hey, Denise.

No, nothing. Call just dropped again. Whatever. She's gonna move into the. Into the list, the list of people to call. But yeah, for those of you who don't know me, I'm like, I try to keep everything as lean as possible. So I try. When I like traveling a lot, when I travel, I travel with one backpack. I don't know how I've managed to put week long trips in that backpack and make it work. Like, enough outfits, enough. I'm like the lightest. The lightest traveler. So I'm trying to keep that pretty much congruent.

I thought she answered with my business setup because the lighter and more portable that I am, the more that I can do. And so one of my goals is to kind of travel South America here in the next year or so. I'm just waiting for my wife to get her immigration paperwork so that we can go together. But that's pretty much like a little bit about me. Let's see. Hey, can we get the link to your tech setup video or the name of it? I should probably make a video like that, to be honest with you. But if you're not filming any of the content, I've got a MacBook Pro, a Samsung desktop, and a Logitech Pro X headset. And then.

It'S called a.

Human centric.

The Brand is human centric, and it's like a. One of those little ports that you can set up all of your chargers and things through.

So that you're able to call your leads.

I hate it when people mix up their last name and first name.

Especially when they have a two, two last name name.

I'm definitely gonna mess this lady's name up.

Hey, tamika.

Yeah, she hung up on me.

I definitely butchered her name, so I deserved it, but we'll try her back later.

Yeah, I can make a video, though, on the tech setup. Is that a gamer laptop or just a Dell laptop? How many inches are those screw screens? Actually.

I don't know.

I'm not. I'm actually not sure. I mean, the. The laptop is just a MacBook Pro, so that's not a gamer laptop. That's just like a. You can get that from Apple at Best Buy for, like, I think a thousand dollars.

The desktop is just a Samsung. It's not like a. A gamer screen or anything. Tim. I think Tim bought the desktop. He might be able to tell us how. How much it was or how many inches it is. I mean, it's probably.

It's like this big. So I mean, we're probably looking at like 16 to 18, 16 to 20 inches maybe. I don't know, Something like that. I just like to have a good. A good interface that I can see stuff on. I just don't want it to be like, you know what's going on here. I'm not like blind or anything, but I do like to have, like, space. Like, if I could have a TV I work on, that probably be a little bit overkill, but that would be preferable.

Okay, just cranking through these leads here. Un crack. Julian Exito Makina.

I'm not in the Facebook group right now. I'm going to see if I can see who that is.

Yeah, I don't know what that means. I'm sorry. I don't know if that's Portuguese or Spanish.

Hey, Barbara.

That's just Julian. I got a request from you here about the life insurance. How's it going?

Oh, okay. What were you concerned about when you filled it out?

Hung up on me. She just hit me with the not interested and, like, set the phone down. Those are my favorite.

What I found. And this is actually funny. You guys are gonna like this. So somebody tells me I'm not interested.

I came across this one day. I was really tired and so I didn't, like, follow my script word for word. They were like, yeah, I'm just not interested. I was like, oh, okay. Well, I mean, when are. When's a better time to call you back when. When you are interested or something like that? It was something stupid. I was just being, like, dumb, you know, just like throwing something out there just for the sake of it. And I was like, yeah, why don't I. Why don't I call you back? Or something like that. Just because you're not interested right now doesn't mean that you don't need it or something. Anyways, long story short, what I found out is that a lot of these people will just tell you not interested to brush you off because they think you're just another telemarketer. And then what they'll. They'll do is they'll. Because they'll end up buying, of course.

Most people do. And.

Because only 2% of sales are made on the first phone call, so it means 98 of the other sales are made between the. What is it? The.

Second and twelfth phone call, I think. And I think 80% are made between five calls. Five and eight. I'm not mistaken. So I might need to brush up on those statistics, but I'm pretty sure those are the numbers last I checked. Correct me in the comments if I'm wrong, but basically.

What I found is that.

Just because somebody's not interested right now usually means they just have something else that they're doing that's going on. It doesn't mean that they're not interested, period.

Hopefully you guys get some value out of that. But, yeah, Exito my Kenya. I don't. I don't know what that means.

Exito Marqua apparently means success machine.

Oh, yeah, I just saw the comment. That's awesome. I appreciate it.

What's your name? It just shows up as Facebook user. I can't see you unless I'm in the.

Unless I'm in the Facebook group. But I can't get into it right now because I'm on the phone. Because I'm on. I'm on streamyard with you guys. Also comment below live if you guys think we should do something like this more often or if you guys think this is, like, something that you think more people should see or whatever. But comment live below if we should do more of this.

Because our goal is.

Flesh answered. Our goal is to make sure that as many agents as possible can see success in this industry. Because obviously, I mean, you know, with our a. With our agency, we can't hire everyone. Tyler says make a call. I'm making. I'VE been making calls this whole time. You just can't hear it some. It's in the headset.

Hung up on a few seconds ago. But.

See.

Got a big corporate job with everything I learned with your guys program. Learn a lot from you guys. Let us know who that is in the comments. I. Guys, if you're on Facebook, I have no. I can't see your name at all, so please include your name. I'd love to know who you are. You said you got a big corporate job. I'd love to hear more about that. Anything that we can do to help. But yeah, our goal guys is just to help as many agents as we can. I mean we can't help everyone to come hire and work with us. We just don't have enough hours in the day to do that or time to invest. I mean, I've only got 24 hours in a day. But we try to do free stuff like this to help you guys that we are not able to work with directly. So just comment below live, if you think that's helpful.

Hey, is David there?

Yeah, can you hear me?

Oh, it's just Julian. I got a request you sent us here about the life insurance plans in the area. How's it going?

Love it.

Now Electra, I'm gonna mess that up. Just gave me a call. So whenever somebody calls, you call them right back. You never know, sometimes they want to get the deal right. There, missed an hour or two of you has. No, not yet. We did. I was on ad.

Hey, Electra.

Must have been a butt dial. I'm just gonna call it back at our appointment time as requested.

No, I have not closed a deal today. I was on admin for 30 minutes and then I made calls for about.

I don't know, I guess an hour and a half now. Hold on.

No, I guess about an hour if you subtract the 30 minutes of admin. How many policies do I sell a week so far this week I've done over 21 grand. I don't know how many policies that is. I don't really count the policies, I just count the annual premium. So I have.

I don't know. Right, over 10k a week.

Oh yeah, I'm sorry, I meant over 21k this month. I saw Tim put a correction in there. Yeah, over 21k this month, not this week. I wish it was this week. It's only Tuesday. That'd be crazy.

Let me see. Okay, cool. So it seems like this stuff is helpful. Do you want to call close? Yeah, I do Usually. I mean, sometimes people are not able to do it then.

But to me, it doesn't matter. I'm just going to close, period. Whether it's one call, two calls, two calls, or freaking eight calls. I had one lady that ghosted me for, like, a month and a half and, like, canceled her policy. I called her for a month and a half straight and then ended up getting her, her husband and her grandchild, and I'm coming back for her daughter. I'm over seven grand in that house already. So my philosophy is just call as many times as it takes to get the deal done, have an infinite amount of leads, and then just call more.

What about you, Tyler? Are you. Are you selling over the phone or face to face, bud?

I don't know why I said bud. I sound like a Canadian. No hate on my Canadian friends, by the way. Got a bunch of friends in Canada.

So, yeah, guys, with. Basically, with this live, I'm just going to show you guys what it looks like from the agent side. I'm not going to give a ton of volume. We do have one call close videos on the channel. I'm not going to be giving a ton of volume to what the people are saying. Hey, is Harry there?

It's just Julian. I got a request here about the life insurance plans in the area. Is he around?

You said after three.

Beautiful. I'll give you guys a call then.

So last call. Prospect wasn't there.

The. Yeah. Only 16th day in now and already 21k. Yeah, I mean, and also, I mean, the holiday, it was pretty tough to write business on the freaking. On New Year's, that was like. That was tough. Most people were not. I just. I did not think people took New Year so seriously, but literally no one would talk to me. It was insane. And I'm gonna move this guy. Where'd that lead go?

I totally lost that lead. No, there he is.

Let me see. Had a little Internet crash here.

All right, we're back up.

Yeah, 16th a.m. yeah, I mean, the. The first was tough because literally nobody wanted to talk on holiday. I don't know if you guys had that same experience, but I've never seen anything like it.

Hey, Isidro.

Yeah, she's Juliana. Got a request from you here about the life insurance programs here in the area. How's it going?

Yeah, yeah, sounds good.

Whoa.

You said call him back in five. He's on the phone with his doctor on the other line.

Let's see. Who is that guy?

Is it Drew?

John Kana. Sounds like Terminator.

How Many leads do I dial through in a day? Oh, yeah. TS I was basically saying I. I only don't work on Sundays and the New Year's is pretty rough. So, I mean, realistically, working days, so far this month, I think we've had like 13.

So, I mean, not bad. That's like, I think, what, 15, 1600 a day? Something like that. Which I do have to give a ton of credit to Tim. And like, I'm, I'm definitely, I'm definitely really good on the phone. Like, I've had a lot of repetitions, Right. I'm not like, I wouldn't say that I'm anything special. It's literally just repetition. Thousands, tens of thousands of repetitions. I mean, I've been cold calling since I was 18.

So, I mean, we're talking about five years of cold calls, 250 to 300 phone calls plus a day. I was doing 450 when I was in real estate just because I sucked and I couldn't keep anyone on the phone. Oh. So.

Yeah, that was, you know, a lot of, A lot of learning curve there. And.

Biggest thing I'd say is just make more calls. If you want to increase your production, you'll just learn faster. And once you learn, you're going to be good on the phones. How many leads do I work through a day?

I.

I've got.

I usually get anywhere from 25 to 50 new leads a day. I like to have 40 to 50, preferably.

Zoo assurance.

Got a call connector. Love it. But I just dial through all my leads. So I dial through all the new and then I dial through all my old leads. So, I mean, I've got in my whole pipeline thousands of leads.

Per day. Depending on how many applications I write, I make 200 to 300 aisles.

That's between admin meetings, like writing applications, filming content and everything too. So.

I mean.

The more leads, the better. Realistically, how good is my persistency? Pretty solid. I'm gonna have to look at my spreadsheet, but I think, I think my chargebacks are less than, like, I think they're less than 20, which everyone says is the industry average, but it's like, that's not true. I mean, like, most people have 30 to 40 retention. I'm sorry, 30 to 40 chargeback rates. From what I've seen, I think mine's like 15 last time I checked.

But I would have to, like, I'd have to go and find out and get like a real number for you because I don't have my spreadsheet up right now.

But I.

Disconnected number. What I found that changed my persistency though because it did not used to be good was just that.

I telesaled is bad. We knock doors. I used to knock doors. My persistency was actually worse. Way worse what I found because I've done both.

So I've done both at a pretty high level also. I mean I was writing.

I think my biggest week was like it was like 9979 face to face was just under 10k last two weeks over the phone. I've done 10k last week it was like 10,200. I'm sorry, two weeks ago 10,200. First week of January. This week was 12,030 or I'm sorry, last week was 12,034 this week. Haven't written a policy yet.

But it's only a matter of time. And then.

What I've kind of found, let's call it Ms. Christine is that it really just depends on the lifestyle you want to live. I prefer the telesales lifestyle but either way like the persistency comes down to like how you're selling the business and it comes down to.

What your lead source is. So like my old lead source was bribe leads. Everybody wanted a free gift card so it was just in bold free Walmart gift card. Yeah, my persistency wasn't good.

Per lead. Per. How much am I spending on leads right now? We've been doing it at like 150 a day for the month. So first two weeks.

Hey. Damn it. Answer rate this morning is a little slow. Usually I'm like I'm drowning in the morning typically. But.

Come on.

There we go. We've been spending about 150 a day.

Earlier this month. We're picking that up and scaling it as. As the company grows. And.

That's to make sure that we have enough leads for me and for the agents that we have that work with us.

But yeah, James, I mean I did both. Dude, if you want to do telesales freaking do it, man. Best decision I ever made. Making more money. I work less.

And.

Hey, Christine. Voicemail.

Yeah, I'm making more money though, working less and my persistency is better. I mean there's literally everything I'm doing is better. There's nothing I'm not doing better. The only thing that might have slipped a little bit would be the referral game. My referral game is maybe a little less good than it was in person.

How much are you spending on it? Do you have a post close drip system texting? Yes, I Do so after people like come through. And this is all part of this insurance closure model. So like we have like handwritten notes that go out to people you like. The agents don't do any of that. All this stuff is automated. So we have handwritten notes that go out to people signed by you. All automated. More on that later. We have a 90 day follow up sequence that's really intense. We got holiday follow up sequences and.

And then we also got.

I think that's it. But I also follow up with them sometimes, like just to make sure if I see them interacting with me. I like to touch base with my clients every now and again. That's how I ended up getting a lot of referrals. Husband and wife, friends or family, etc. Etc. Just call. Hey, you saw your text. Let me give you a call. Did you get that policy? Any questions for me? No, you didn't? Great. All right, well, hey, if, you know, I'll just kind of talk to him about it. Yes, our agents only do telesales. We do not curate face to face agents.

While I was a hell of a door knocker and so was Tim. Tim was a monster in the doors.

We actually used to roll together a lot in the field when we. I trained with him and stuff. Like I. I did Tim's training when I had the three weeks of experience. I just knew how to get into a door and close a deal.

And they were like, all right, go train. Hilarious. But yeah, I trained with Tim, got him up to speed when he got in because he came in like right after me. Literally right after he got licensed. Like right after I did. And then.

After that, occasionally we'd ride together and.

We'D make calls and stuff in the office, play cornhole. It was a pretty cool environment. But yeah, just all of our, all of our agents do telesales. Like face to face is just not as profitable for the company or the agent. Ultimately, the agent makes more money if.

Hey Christine.

Hey, it's just Julian. You asked me to give you a call back. I was just giving you a ring. How's it going?

True. Got hung up on there. Sound like she was asleep though, so I'm not really gonna hold it against her. Oh, she called me back.

Hey, Christine, can you hear me? I think it hung up on us.

Oh, no worries at all. How you doing today?

I'm just over here being the born insurance man.

Yeah, just getting back with you. So. I know we asked me to give you a call back yesterday. Was this your first time looking into life? Insurance.

Oh my gosh. A two year wait.

And that's what you want to get rid of it sounds like based off of that laugh I just heard. Is that right? Okay, well, let me see if I can't get that taken care of for you. You want to catch me up on what your birthday is?

I said you want to just catch me up on what that birthday is for you and I can find out if we can't help you.

Oh, you're a youngin. Okay, I see you. Hey, we're only getting old when we say we are. You know what I'm saying?

Okay, well, let me see what this is here.

Okay. Now I want to catch up. So you said that you did have a two year waiting period. Do you know why they gave that to you?

Okay.

Okay. Now are you taking like any pills or insulin or what does that look like?

Okay, a little bit of both. Nothing wrong with that. Let's check on it for you. Alrighty. And then what age did you start taking that insulin at?

Okay.

All right, let me see. And then have you ever had any history of like amputations, neuropathy, anything like that? Any complications with the diabetes?

Beautiful.

That's good to hear, by the way. Alrighty. And are you taking three or more medications to keep this under control or is that all.

I said? Are you taking like more than three medications or just. You're just taking the. The two that you mentioned so far.

Okay.

Alright. Okay. Awesome. I'm just punching this stuff in here. I'm trying to make sure I can't find the right thing for you. Okay.

Now there's no reason that that would cause any type of waiting period here with that. Is there anything else that you got going on that I should know about, do you think?

Okay.

Are you being treated for that?

Okay, what. What do they got? What do they got you doing?

Okay, Sa.

So is it cool if I gave you the real, real. Can I be honest with you, Beautiful? And I always like to. I always just like to shoot straight with everybody because at the end of the day there's a lot of, you know, smoke and mirrors out there. And if I can just, you know, keep it real with one extra person, hopefully the world be a better place. But based off what you're telling me with the second condition that you just mentioned, I think that what you got is going to be the best. And the reason I say that. Yeah, the reason I say that. And look, look, I'm the, I'm the insurance man, right? First thing I'm gonna Do is get you right if I can. Right. But, you know, with what you have currently, any adjustments that you make to that plan would completely. Would completely reset that period for you. And I don't want that to happen to you. And so this is coming from somebody who works with all the big insurance companies. If I could get you right, I'd be the first one to let you know. But I just want to make sure that if you do want to make any adjustments, just don't touch that one and don't let anybody touch that one specifically, because.

I just don't want that to reset on you and then you got to start over. Does that make sense?

Alrighty. Well, yeah. Ms. Christine, I just wanted to keep it real with you. Unless you wanted additional coverage, I wouldn't be able to ethically recommend that you do anything with that current policy. If you want to look at extra, I can check on it for you, you just let me know.

Well, you could, but it would just be similar to the plan that you currently have. So, like, for example, I've got a client who had a similar condition to you and she had like 10,000 and she wanted to add an extra 5. And so she ended up just doing that, but it was just a separate plan and it was basically the exact same thing. It just. It just didn't change what she currently had. So that period doesn't restart on you. Does that make sense.

Just because of that current treatment that you have going on for the.

Yep.

Yeah, totally. I just wanted to make sure you were aware that way you weren't caught off guard and, you know.

Hey, nothing, nothing hurts to double check. Right? Measure twice, measure twice and cut once. There we go.

Awesome.

Absolutely. I hope you have the best day ever. You have a good one.

All right, bye now.

So that lady was super nice.

I'm not going to go into her whole health condition situation because that's private. But more or less she has a plan that I can't really help her with. And so instead of trying to dink a commission off of somebody, I just told her what. What was what and let her know, hey, here's the dealio. And I'm just going to keep it real with you. And if you want to add more, you can add more. I never push in those situations because I know a lot of people in the situation she's in are going to be really strapped for cash based off of the, you know, their health. And so with what she told me, she was already into a guaranteed issue plan. She was already like you know, almost finishing it out, a little over halfway through.

I said, look, if you want me to get you right and add you some more, I'll do it, but I'm ethically unwilling to touch what you got.

Getting referrals.

I think that's the last one I left off on how to get referrals on Facebook leads. Just ask.

I think we have a video on referrals. Tim, if you could drop that link below if you want. I don't know if we have a video on that currently, but.

Basically, I mean.

Shit.

Pardon my French, ladies and gentlemen. It just moved my calls over back to the computer again, which is a no, no.

I'm gonna test this out again. One second, y'. All. Let's see.

Best way to get referral. So best way to get referrals. I just ask, like, we just looking for yourself or somebody else, Anybody else that you know that might need help with this.

Especially if they're married. Married, married. And, like, grandkids or kids seem to be the easiest ones. Getting referrals over the phone with, like, friends seems to be a little bit tougher.

I don't usually ask for, like, friends, people outside of the family until we've either one got a relationship or we've been on multiple calls. This is people that I had to rewrite. We struggled to get them approved, things of that nature. And the other option is the people that are like.

I just follow them up, make sure they get their policy. Because some people, like, some people you just want to follow up. Like, especially the ones that feel unsure. Maybe they're, like, scared. They don't know if you did really good, did get them the best deal. You have to compensate for what they feel like they maybe aren't getting with what they should be getting, which is. Hey, Donald.

Hey, can you hear me?

Oh, I can hear you there. Okay. Yeah, it's just Julian, I got your request here about the life insurance. How's it going?

That's good to hear, my friend. Was this your first time looking into life insurance?

Oh, okay. What got you checking this out? Are you just trying to leave money behind or cover funeral expenses? What does that look like?

A little bit of both. Okay, awesome. And so, just so we know exactly how much we should look at here, did you want to do, like, a traditional burial or more so, a cremation? Donald.

You said you want it all. Okay, gotcha. So you want to do, like, a traditional burial then, is that right?

More than traditional. Traditional plus. Okay, awesome. So just a party. Awesome. Okay, so like, you want, like, a nice service and people to kind of have a celebration of life, is that right?

Oh, okay, Beautiful. All right, well, just so I'm covering my bases here, have you ever, like, applied for life insurance here before or been declined?

You don't think so? Okay, awesome. And then let me make sure I got everything right for you. Looks like you just want to leave this behind for your. Your child. Is that right?

Okay, that makes sense. So you just want to make sure that you can kind of give them a positive experience there and make sure they don't have to pay for it. Is that. Is that. Am I right in guessing that?

Awesome. Okay, well, let me see if I can't get this taken for a care of for you here, Donald. I'm gonna look through the big companies like Mutual of Omaha, Aetna, American General, just to kind of find the most coverage for the lowest price. Are you with me so far?

Beautiful. I'm gonna jump to this quick health assessment and kind of see which one is going to be the best fit for you based off of your current situation. Have you ever smoked, like, tobacco here in the last 12 months?

Okay, awesome. And do you have any, like, current health conditions that you're being treated for? Like maybe cancer, heart attack, stroke, anything like that at all?

Okay.

Good to hear. Good to hear. Okay. And so just to make sure I know what I'm looking at. Do they have you on any, like, type of.

Okay.

Beautiful. Now is there? That's pretty much it. Okay, and then what's an approximate height? Wait for you, buddy.

Alrighty.

And then have you. You said you've had no tobacco use here in the last 12 months or anything like that? Is that right? That's what I'm talking about, man. Keeping yourself young.

Okay, so I'm going to look through a bunch of the big insurance companies here. I'm just trying to find the one that will give you, number one, an approval. But number two, I want to make sure I can find somebody who's going to give you the. The most coverage for the lowest price. Are you with me so far?

Beautiful. And while I'm getting this pulled up here, are you familiar with, like, the difference between, like, whole life and term insurance?

Okay, so because you're wanting to use this for, like, an end of life celebration, I'm going to be looking at companies that are going to give you coverage to, to take care of that for you. Right. Which means it's got to be there forever, it's got to be permanent, because a lot of These term policies, they just expire by the time you turn age 80 or they're only there for 10, 20 or 30 years. Right. Does that all make sense?

Okay. And so that's pretty much why I'm looking at whole life insurance here for you. And basically my goal is just to find the right plan. So I'm scrolling through here now.

Okay.

No worries.

It's just loading up here for us.

Okay. Now do you have anything prepaid currently or is this basically the, the whole plan that you'd be looking at here for. Yeah.

Awesome. Okay. I just want to make sure I'm doing my job diligently. So there's a company that I'm looking at here that looks like they might approve you for their preferred rating, which is a good thing. It just means basically you don't have to have any type of like waiting period like you see on tv. You don't have to have any type of situation where it costs more than other companies. Right. So they came in lower than everybody else and this company's name.

To drop those prices. So you don't have to pay.

Full price and your family keeps more of the money. You have any questions about that for me?

Okay, well, if you have a pen and paper around, Donald, I've got the prices and the coverage with down for you. I can go over that with you here if you're ready for me.

Okay. So the company's name, if you wanted to write it down, is just the.

And this is all same day coverage. So God forbid you pass away on Wednesday, but you make your first payment on Tuesday, your family still gets the full check. Okay.

So the price, the prices and coverage I looked at, I just got you a quick price range. We can always go down. But the max that they gave me was 35,000.

Then they gave me the $30,000 plan.

And then they also came back with a $25,000 plan. Let me know you got it.

And so right here, this should be all day one coverage. Right. So what that means is again, if you pass away on Tuesday or if you make your first payment on Tuesday and pass away on Wednesday, family gets the check. Now the good thing about these plans is that there's no coverage reductions and there's no rate hikes. So the prices are never going to go up on you and it always stays the same. Does that. Do you have any questions for me so far?

Beautiful. So the 35,000 only came in at about 133.59amonth.

The 30,000 only came in at about 115 10amonth.

And then the 25,000 only came in at about 96.61amonth. Let me know when you got it.

Well, I mean, not Exactly. It's about 100. And if you, if you were to round it up, it'd be about 135ish, but it's, you know, 133.59 for the 35,000. And that covers you from day one and it covers you forever. So as long as you make the small payment, they make the big payout. Does that make sense?

Beautiful. So the biggest thing here, Donald, is just figuring out which plan is going to be the best fit for you based off of your budget and off the amount of money that you wanted to leave behind to take care of that end of life celebration for you. Out of these three, Donald, which one do you think would be the best fit for you.

If you wanted to do two of the 35,000?

Let me check for you.

Because basically the way that it works is this company is going to max out at 35,000, but you can always do two separate policies. So I'm just going to look at the second lowest company. So if you were to get another one.

For 35, 000, that would be 149.37 with the next lowest price company.

And it would still be day one. Nothing. Well, nothing would change. You would just have that additional coverage and that would include the additional payment, of course. And it would just be through a separate company.

Yeah, it's about, I think about 280, 290 somewhere in there.

So. Yeah.

Yeah, totally. And is there anything about this plan that you think they wouldn't like?

Oh, they're going to be the ones paying for it.

Awesome. Well, yeah, let me set up a time for you to get back with them. Now. If they're going to be paying, I will have to speak with them. When would you guys all be available? Tomorrow in the morning or the afternoon?

Okay. I've got a pretty booked up afternoon though, so I want to see if I can't find a time for you.

Would it be better if I gave you a ring around like three or five? Which works better for you?

Five o'. Clock. Okay, I'll put you down for then. I, I'll send you a text message before I call you. That way you don't think I'm one of them crazy telemarketers. Okay. All right, buddy. Well, yeah, I got you down for tomorrow. I'll shoot you a text and if you have any questions, just hit me back. Okay?

Yeah. God bless. Bye.

All righty. So you saw first quote of the day.

So usually in that situation, I'm. I'm going to. I'm going to just go in now. He just told me that his daughters are paying for the plan. And in that situation, what I found the best thing to do is just set it and move on. Because if I don't have the payers on the phone, they're not with him. He doesn't know when they're going to be available, except for maybe calling them tomorrow at the. Later in the afternoon when they. When they might be around. Typically what I found is those people are not like, you're not going to make any headway by trying to, you know, judo. Judo flip them into a deal.

As sales people, our job is to find buyers, when to convert them, not to try and create buyers out of thin air. Right. Because that's what I used to do back when I first started. Oh, man. I'll close everybody in, anything, et cetera, et cetera. What ended up happening was I just got a boatload of chargebacks and a ton of frustration because I was writing business that was. It was like premature business. Basically. They weren't ready to sign on yet and text the guy back real quick.

Let'S see where he's at.

But yeah, basically I'm not. I'm not trying to, you know, beat somebody over the head to get them to buy. To buy a plan, because I've. I've just learned my lesson that you're going to get a boatload of chargebacks and it's just not like, ultimately it's just not worth it. So all said and done.

Just gonna follow up with that guy and keep it pushing. But first quarter of the day, got it off. I gotta call that lady back in about six minutes. If you remember her from earlier, this was the lady we almost wrote about an hour ago. Can't believe it's already been an hour. We're gonna see if we can't get her an approval.

And we had pitched mutual Omaha. I'm running into a lot of younger people today for some reason.

So far we've gotten in front of like everybody and their mom who's under 60 years old, which is weird. So I don't know, we're gonna see.

Currently on like.

This guy that I'm texting back and forth right now.

See what he's saying.

I might need somebody to help me spell continuous for. For some reason, I cannot get this Spelling right. Right now.

All right, I got it. We're good. I don't know why I could not spell that. Every now and again I'll have a brain fart.

But yeah, we're gonna get back with him. Got another new lead. It looks like they came in.

I already talked about the drip system. Oh, my gosh. There's way more comments I didn't see. Let's see. Drip system, yes. All agents do tell Sales. I think I already talked about that. Best way to get referrals off Facebook leads, just ask. Already talked about that. Lead source I prefer to use is my zoo Sharon lead source that Tim does for me. Thank you, Tim. Duplication is harder than telesales, isn't it? Most people are afraid of the phone, James. Actually, not really. I don't know if you're still on here, if you jumped off, but it's actually really not harder. I'm just gonna wait and call this lady while I answer this question.

Yeah. What I've kind of found is that.

It'S actually harder to scale when you have a face to face business. Maybe it was just the area I was in, but for example, like we had. We had a few ladies that came on to our team and then like, for example, I had a friend, his first day in the field, he got held at gunpoint. And you know, especially if you've got like a. I had a lady with a newborn kid. Like getting held at gunpoint with a newborn kid is probably like, especially as a single mom, the worst thing that you could ever imagine happening. Because if your kid is an orphan, then that's like the worst case scenario. So like I. I had struggled to keep a lot of people due to the dangers of face to face in the areas we were working. Maybe you've had a different experience. I don't know. My experience is just my own. I can't speak on yours. But.

What I found is that telesales is way easier to scale because it's not dangerous. Right. I mean, worst case scenario, you're going to get cussed out. And if somebody's afraid of the phone, I'm not going to hire them anyways. You don't want to pick up the phone and call, then you just don't want it bad enough. Like you. If you're not willing to go. Like when it was that saying. How's that saying go? When the pain of. When the pain of.

Change is out. I'm sorry. When the pain of staying the same is outweighed by the. When the pain of the pain of change outweighed by the pain is staying the same. That's when you'll change. Something like that might be backwards. I don't know. Either way, if they're not willing to make the phone calls to achieve the dream outcome that they want, like, most people can be afraid of the phone. They can be afraid of the doors or whatever it is. It doesn't matter. At the end of the day, like, if you want it bad enough, you're going to do it, and you just got to find those people. One of the things one of my good friends told me is that he said, I'm not in the business of trying to lead unmotivated people. He said, I'm not a professional motivator. I am just a professional at finding people who are motivated and leading them instead, because it makes my life easier. And then everyone that I work with will be more successful. So most of the people in this business, in this industry don't do that because it's just easier to hire anybody that has a pulse and.

They think it makes them sound good, and it's just kind of a clown world. But.

Every business has its downfall, so it's just one of ours.

Anywhere we can hear her? No private health information. Hey, everyone. Sorry I'm late. What's up, Preston? Nice integrity. Thanks, James. Just trying to take care of the client, man. Did you mute? I. I think I muted.

I think I muted on just the health questions there. Have to be willing to get skinned up, fall, and get up and go again. Yeah, exactly. It's just like riding a bike. Sometimes you'll fall, sometimes you. You'll. You know, when I was younger, I. What you munching on during the grind? You didn't see it earlier? I've got, like, an entire tub of yogurt. I'm trying to hit about 200 grams of protein a day. My goal is to. My goal is to lean out a little bit. Got a lot of muscle under some of the, you know, the little baby fat. But I'm just trying to lean out and kind of. Kind of hit my stride with the muscle. So really just focusing on eating the protein. It's super easy. It's light a little bit. You know, just yogurt. It's light. It's got good macros. Pretty inexpensive. It's like $3 a tub. 350, 364, something like that.

So I g the tub of a tub of yogurt a day.

Yes, yes. Alex Hermosi. Exactly. Dude, it works, man. I was Like, I saw it and I. I did it. Yeah, I did work out this morning. I think we posted a short on that Geo.

I. I did legs this morning. My legs were shaking on the way home.

And it was pretty intense. But we're gonna call our appointment now.

Yeah, it was. It was tough. I mean, I do the. I use the C Bum workout. Like Chris Bumstead, the guy who won the Olympia.

This is not connected to the dam.

Every now and again, I have to, like, reconfigure this freaking headset because it keeps calling through the darn computer. I don't know why.

But yeah, I did legs. It was pretty intense. I just followed the Chris Bumstead workouts.

Hey.

Sorry, Mailbox is full. Love it. Gonna call her.

It.

Alrighty. So electra. No, showed us. Love it. Hold on. Let's see.

Just tried calling.

But it went straight.

To place Now.

Send.

Streamyard here. Can you guys see me again?

Let me know if you guys got me. I think we just got kicked off for a second.

I was trying to read a comment and then it's. It went. It went away.

Cool. All right, Tim, let me know that I'm back. Sorry about that. So I was trying to read a comment and then just went. So.

So, I mean, I saw RCH go up. I'm guessing it's rich.

I personally contracted through David Duford. That's my personal preference. I just tell everybody to do your own research.

It just depends on what it is that you're looking for. Realistically. I mean, you know, you mentioned that we're not hiring people. We're taking applications. I can't guarantee you'll be hired. We're only taking on two agents at a time right now, and we are taking our time with doing that. But I'm getting more out of this than the live zoom call where everyone is making calls. I'm glad to hear that, man. I'm hoping we're. We're super helpful, but. Yeah, I mean, I don't really. Like, I've never worked for Peter Roberts, so I just can't speak on it. Like I said, I don't ever try to. I try never to speak from or make judgments on things that I don't know anything about. Like, I've never worked Cody Askins leads. I can't give you guys any, you know, insight on that. I've never worked for Peter Roberts. I can't give you any insight on that. I have worked with David Duford. So if you want to go and check out another agency, not ours, then I would definitely go and check out David Duford, but it really just depends on what your goals are and what you want. I mean, you know, I can hear you just fine.

Thank you, by the way, Deidre. But yeah, I mean, it just depends on what you're looking for. I'd say just ask questions, take your time and don't rush into anything. And ultimately just go with your gut. That's what I did. I just drove around the country interviewing different IMOs. And David Duford is a super in. He has a lot of integrity. I'm not going to try and put that into a different tense. I guess I don't even know how to conjugate that. That word, whatever it's called, but I'm not an English major, so. Moving on.

But yeah, I mean, I'd say just go with your gut. Go. Go with what you think. Works, works. And then like the way that I've always done it is that if you wouldn't trust the person at home alone with your wife, or if you couldn't give that person like 100 grand, if you don't have a hundred grand, just imagine that you do. But if you wouldn't feel comfortable giving that person $100,000 and then just coming back for it, like 10 years later, just not telling them how long you're gonna leave with it and you don't think it would be spent, I'd go with that person. So, like my business partner, Tim, I know if I give Tim 100 grand or 10 grand or 3 grand or $100 or anything, and I said, hey, man, can you hold on to this for me? Or if I said, hey, man, I'm going to go out to the store for a bit, like, I can trust him with my wife, I can trust him with my money.

And it's still going to be there. So for me, like, I just always say, like, hey, go with your gut. Pick who you feel most comfortable talking with. And that's kind of how I. I've always done business and it's worked out for me.

Hey, Virginia.

Yes, it's cool on. You asked me to call you back today. How's it going?

I was just saying I was calling you back today as you asked me to. How's it going?

Oh, I know the phones never stop ringing.

I was just getting back with you about the life insurance request you sent us. Put down your sisters. You're going to fishing. How long would. What?

Well, it just depends. I mean, if you apply, then it would, you know, maybe take 15, 20 minutes if you're, if you're quick on the draw and if, you know, if you've got questions, maybe a little bit longer. But I've just basically got to kind of see what you're qualified for and go over that with you. Only takes about five minutes. You want me to do that now?

Oh, yeah. If you're in and out of meetings, why don't I just call you back and keep it easier?

Right? Okay. Well, yeah, if you don't, if you don't get me, just leave a voicemail because I'm usually in a meeting. So we'll just, we'll, you know, we'll play a little phone tag here and I'll try you back at another time. Okay. All right, bye. So that goes back to one of those situations where we're talking about people who are serious versus not serious and sifting to the crap. That lady has blown me off every single time that I've called her in the last three days or four days or however long. It's always like, how long is this going to take? I'm too busy. I'm in a meeting. I'm out of a meeting. It's like you're. You're ultimately like, I'm not going to force that conversation because I know she's not ready to talk yet. And I also know for a fact that that lady's not going to buy if she's trying to put time crunches on me. I don't do time crunches. Right. I. I control the situation. So I just told her, hey, look, I'm just going to call you back, right? Because if I set an appointment, which I've already done with her, she's just going to continue to blow me off, which she's already done multiple times. And so I'm just going to keep calling her every now and again. You know, hey, Virginia, just fully on typical base with you. It's like, I got several people. She's blowing everybody off. She's overwhelmed. And typically what happens here is most people try to force it. These people end up ghosting them, and then nothing. That you ever had this happen to you guys. Comment below. Ghost. If you've had this happen, you call them, you try to force the deal, they stop answering your calls, you never hear from them again. They literally just disappear off the face of the earth. Now, I can tell you this. They're not dying. They're just not are one. They're just not wanting to talk to you. And so for her, I'm not desperate. I don't need her business. I really could care less if she buys anything or not. I'm here to help her. She asked for me to call her. So I'm going to recommend in this situation that I'll just hit her up when I hit her up because I know she's not going to buy anything. She's in the looking phase. And so when I give her a call back, I'm just going to say, hey, Virginia is just holding on again. I'm cutting the tree down one swing at a time. Right now there's people that are ready to buy today and she's not one of them. So I'm not gonna like, oh, you know, let me just try and get this deal now. Doesn't make any sense. So I'm gonna move on. I'm gonna find someone who needs to buy it today and keep it pushing if this Internet will work. And then when she's ready, I'll be the one that's still left calling her while everyone else is has given up on her. And that's how I stand out from most people. I just never stop.

Thing keeps flipping over my computer. I just never stopped following up. So.

That'S what I found to be the best thing ever. Just call people for months and months and months and months and months and months and get the ones that are ready to buy today and then.

Keep it pushing. See.

You have to go do your research with what you're looking for and find what's best for you. I want hands on. Hey, is David there?

David, it's just Julia. Got your request here about the life insurance. How's it going?

Oh, that's good to hear. Was this your first time looking into life insurance?

Okay, what kind of low coverages are you getting?

So you current? Is that quotes or you have four active policies that you. You're like paying on and you're insured with.

Okay, that makes more sense. Alrighty. And so are you. Guess I'm guessing you're just looking. You said the, you said the stack that you just want to add like more coverage. Is that right?

No. No worries. Sometimes my Internet connection has been funny today. Can you hear me? All right.

I'm gonna try you right back. My Internet's been acting like crazy. I'll call you right back. Give me 20 seconds.

Okay, that's another situation. This is a clown show with the audio. For some reason, this has happened a couple times to me over the last two days.

He can't hear me, so I'm not gonna try and force A conversation with bad audio. I'm just gonna call right back and if he doesn't answer, that's okay. Move on.

David, can you hear me better?

About the same. Okay, well, we're gonna try and get through it. Sometimes it'll, it'll pick up. We have, we've had some storms coming through, so the Internet's been a little funny out here. If you lose me, I'll just call you right back. Okay, bud?

Let me make sure I got your birthday right here, the one that I have down.

Okay. And then. So let's see.

Awesome. Now you mentioned that you had some, some limited coverage amounts coming through because of health conditions. Can you catch me up on what type of health conditions you currently have?

Sa.

Okay.

Okay.

I hear you. Okay. And now you mentioned that she, she doesn't work. Does she have like Social Security income or anything at all? Or would she just inherit your check?

Okay, all right, well, let me check on this for you. I just wanted to make sure I have a clear picture here. Now, based off what you've told me, I have, I have a, a pretty good idea of which company is going to be the best one for you because we, we look at all the big companies here. Have you ever heard of a company called Great Western before?

Great Western?

Yeah, they all get jumbled up. All the insurance names sound the same and stuff. But I'll kind of go over it with you real quick just to kind of break down how it works for you. But I'm sure you can imagine all of the companies you said were coming back with some of the offers that you weren't necessarily going to accept, as you wanted to make sure you had all the information, right?

Uh huh.

Uh huh.

Okay, well, let me break this down for you then real quick just to make sure. I can kind of make sure you know what it is that you're eligible for, just so you're aware.

So my last guy.

He, he basically.

Let me, let me just give you guys a representation of the list was this long. I mean, it was. Kept going and I was just like, whoa, whoa, whoa, let's pump the brakes here. I think everyone, let me go over this plans with you. I know exactly what you need. Long story short, he's like, dude, I'm, I'm not, I'm not even going to entertain that. And I was just like, I, I hear you. I mean, I'm with you for sure. I hear you. This is what's out there though.

And so like again, back to searching for these buyers. My guy Here.

I can spend all day going back and forth trying to put somebody in a headlock to get them to buy, blah, blah, blah, blah, blah, or I can just move on to find someone who's genuinely qualified and interested with the financial ability to do so. So from what he told me, I already knew the financial ability was going to be a little bit limited. So I immediately started jumping into the game. Right, let's get to the. Let's get down to Brass Tax, because I know what he qualifies for. There's only like a few programs that'll take him. Very limited.

I also already know based off of what he told me about his finances, he's got a very limited window of opportunity. So I'm gonna get that off the rip quick, right? So I don't want to waste time on people that like, maybe can't pay it, maybe can't get it, or, you know, and if they don't want it, like, I can go back and forth all day. But I'm not gonna try to force someone into something that they don't want because they're not gonna say stick. So instead of putting this guy in a, in a headlock and a vice grip, I'm just going to jump straight to business, let him know what's what and keep it moving. I don't recommend, like, when you're. Switch over again. When you're first getting started, you should just try and sell everyone because you don't know what you're doing and repetitions are the most important thing. But as you're getting into being more experienced, you can identify these types of opportunities with people who are just time wasters or, or not worth pitching. The goal is not to sell everyone, is to sell the right people. So if I'm going to do that, then I've got to find out who's qualified, which means are they eligible for insurance.

Which is based off of their health and their finances. So if I find out 10 minutes into the phone call, five minutes into the phone call, yeah, I don't have a check, I don't get paid. I'm trying to apply for disability or.

Yeah, I get paid in cash under the table. I got no bank account, no chime, no this, no that, no Direct Express card, nothing. I wasn't eligible for Social Security benefits. So they got no income except for cash under the table. Even if they do have a bank, at some point that money's going to go away. I'm going to start like, I'm just going to either one rip off the band aid and tell them I can't help them or two, if it's like a close call then I'm going to find out. Okay, is this like I'm gonna dive deeper like oh, okay, you said you don't have a bank account. Tell me more about that. Bam.

This guy just randomly text me and said I got a, a new debit card. I've never talked to this guy in my life.

Let's.

I want hands on training and an uploading connection. Can you hear that? Doesn't send a video, not respond to my questions.

Yeah, if you want to get that you're going to have to go to companies like either the insurance closer model which is what we have sls and I think there's a couple other ones out there that are really good about that.

But that's a very small pool of companies that you're looking at. Your.

Going to be looking at.

You'Re probably going to be looking at more captive companies. A lot of those companies are going to have like free lead programs and things of that nature. Call ins or outbound dial systems. But if you want to get a real hands on training in an upline that's like actually there for you.

There's definitely companies out there like that. You should apply to ours if you want to. There's a video that explains every so you kind of know how it works and.

You can apply and if you, if you get a call back Tim can set up an interview with you. But I would if that's what you want and that's what you need to be successful which is, which is very like for most people especially starting out or people that are trying to improve their skill set and hit like high levels of production. You want that kind of support. I don't settle for anything less because like for me I did not have a ton of success. I mean I'm not a ton of success. I didn't have a ton of support coming in.

And I wasted so much time and money.

Because I, I couldn't cut the corners learning from what my upline had done as a mistake or had learned from his upline. So.

If the training you get ultimately is.

Those are some of the like most valuable things you can invest into.

Just in like developing yourself as a professional. I invest into education, mentorship and learning anything as much as I possibly can, as much as possible. I think Tim and I have spent over six figures here in courses, masterminds and events in the last 12 months, maybe it's been 14 months now. I Don't know, it's been a while. But we spent a lot of money on that stuff and that's like investing in you is always going to pay off.

I guess it's rich. I don't know. I just see rch G, O, E, P P rich go up. But yeah, hopefully that helps. Mr. Go up.

Funny story, Michelle and Deidre had a lady. I think I told the story earlier. I don't know if you guys are on, but I called this lady for like three months straight, canceled a policy on me and ghosted me, Wouldn't respond to me. One day an automation went out to her.

And the funny thing was when I called her or when I texted her and the automation went out, it was basically like, like this girl was a full on ghost. I mean she left my life, this lady, like left permanently. I was abandoned by this, by this prospect, like she was never coming back. And an automation went out on like we have a lot of stuff set up for people to be successful with getting prospects back on the phone. So that way you don't have to try and chase everybody down manually. It doesn't really make sense. Well, I got her back. She was like, hey, I just wanted to cancel and.

And then.

She was like, hey, I wanted to cancel. I was like, hey, yeah, great, that's fine, we can cancel that for you, but I have to process that over the phone for you. From there we actually found out that she had gotten a policy through the mail with a two year wait, replaced it for day one, got her husband day one, then got her granddaughter coverage made over seven grand in the house. Just an AP commissions is even more.

At that time. And you know, obviously we still have to cover all expenses. We have the chargebacks, all that stuff might be training, etc, but like.

Yeah, that was a really good house for us. So it's just like just chasing those people down. Hold on, I'm getting called. Hey, Alex.

Hello.

Yeah, so that was a really good situation. Like, but that doesn't happen every day. And what it comes down to is just being relentless with following up your clients prospects and using things like automation to help you out.

Hey Alex.

That was just Juliana got a request from you here about the life insurance. How's it going?

Yeah, can you hear me?

Hello?

Hello?

It's just cool on. Can you hear me? Okay?

Can you hear me? Okay.

I don't know what's going on. Let me check on you back one second. Okay.

I have no clue what's going on right now. This thing is really annoying.

Alrighty.

I have four figures. So that is my budget. My name is Randy. Yeah, Randy. I mean the majority of people.

Like. Hello? Hey, Alex, can you hear me? Better?

Thing just went out again. Whatever is going on here is absolutely ludicrous.

Dude, Tim's a monster. Look at this guy in the comments. Just keeping you guys up to date on everything.

Oh, hello. Just testing this out, guys. Sorry. Having some technical difficulties today. Some technical difficulties. Hello? Hello? Hello? Hey, is John there?

Hey, John. Tim? Is Tim there? Hey, Tim. How's it going? All right. Should be fine.

How does your partnership work, Randy? Yeah, Randy. I mean if you are.

Vicki, my weather is totally fine. I just told that guy that my weather was. We had. We don't have storms. I live in the desert, so I just totally have storms because like most people are having storms this time of year and they're. They're experiencing like really bad connections. And so if my audio ever goes out, like a storm is a good reason to have bad audio. So it completely discredits me having bad audio.

It doesn't matter if I have bad audio if it's just like an environmental factor because people understand that.

Or blaming it on your Internet. But like otherwise, if you don't. If you don't really address it. Sometimes people get weird.

Because they have this overarching thought that everyone's a scammer for whatever reason.

Let's see. Okay. Randy. Yeah, Randy. I mean if you've got a four figure budget, I would just say get with a company that can invest in you. I'd put out applications like crazy.

One of the things that I found is that if the company, if you're trying to get into a company and they're chasing you more than you're chasing them, it's probably not a great place to be. United Healthcare, Apple, Amazon. Hey, Donna.

Yes, it's Juliana. Got your request here about the life insurance. How's it going?

That's good to hear. Was this your first time looking into life insurance?

You said. What was that?

I can't really understand it. I think it's cutting out there. It was. Okay, sorry, the connection's been a little funny. So whenever you were looking into this, like, were you concerned about covering like a burial or a cremation or what was your goal?

A cremation. Okay, and let me see what's. Let me check on that for you here. Now just so I'm covering my bases, have you ever been like decline for life insurance or have you been applying here in the last 12 months?

Okay.

Okay. Awesome. I'm going to punch this in here real quick. Give me one second.

Let me see. And then just to confirm, you haven't left the great state of Michigan since you filled this out, right?

Awesome. Okay.

Now just to make sure that obviously you're familiar with the process, because I know you said that you hadn't done anything with this in the last 12 months.

Basically all I've got to do is ask you some questions real quick to see what you qualify for and then kind of go over that with you. All right, Miss Donna.

Donna.

Speaking of storms, we've had a lot up north in the area that I'm calling in right now. Let's see if we got disconnected or. She hung up.

Watch. I'm not going to blame her if she picks up.

Ah.

So she's not picking up.

Regardless, I've seen people that, hey, you know, hung up on me, blah, blah. No, no. Hey, Donna, I think we got disconnected. Storms are crazy. Move.

No answer. But yeah, Randy, what I was saying before I get into another call was basically like, if you are on a tight budget, like, we didn't start investing in ourselves like that until we started making money in business, right? So, like, we reinvest a lot into our own education.

But whenever we started doing that, it's helped us grow a lot as people in our company. But like, like, I mean, before that, I was buying books at Ed McKay, listening to YouTube videos.

You know, any. Anything to, like, get ahead, right? And everybody, everybody reads Rich Dad, Poor Dad. You're not going to get ahead of your competition by reading the same book everyone else reads. You've got to go out and read things that are going to pertain to, like, your skill set. So if you're looking into sales, you need to be reading books that are all sales related. Seller B. Sold. 10x rule the way of the Wolf. How to win friends and influence people.

Literally, like, those books are going to be the game changers that, like, help you out.

Robert Kini has a good one called Influence. These books are going to be game changers for you. 9 to 12 tomorrow. 912 tomorrow. What's today?

Hold on, y'. All.

But yeah, invest into yourself at any rate that you can. Like, the same way, it's like saving money. If I can only save a dollar a month, a dollar a month is better than not saving anything a month. And then eventually it's $2 a month and then it's $3 a month and then it's $4 a month. Just do whatever you can to Save or invest in yourself at this time and go from there, right?

Yeah, Randy. I would definitely put in applications in places and just see, like, hey, is this cat going to chase me down? What's going on? Et cetera, et cetera, and move on from there. Partnership work. Yes. Tim and I are 50. 50. The advantage of having a partner is he does all the stuff that I don't want to do that he's good at, and I do all the stuff that he doesn't want to do that I'm good at. So our strengths complement each other, and.

We get to build a business doing the things we're good at and that we like.

Hey, Lisetta.

Yeah, can you hear me?

It's just Julian, you asked me to call you back on this week and kind of go over those quotes with you about the life insurance.

I've never been better just being the born old insurance guy. How about you?

No. No worries. Life happens. I don't think we ever got to go into the numbers. I think we just kind of got to the point of where we were about to dive in. Is that right?

Okay.

Yeah, we were talking about the. The quotes with the life insurance. I don't think we got a chance to really dive in in, but you were basically just kind of looking at getting some coverage. Yeah. Let me know when you're ready. Yeah. No rush.

So while she's grabbing a pen, I'm basically gonna. I can give her the prices immediately, or I can rebuild the need and then give her the prices. All right? L. And now, just to make sure. Can you hear. Can you hear me? Okay.

Okay. You said you cannot or you can.

Okay, beautiful. So just so I know which plans to go over with you, exactly which prices and which programs, can you remind me specifically what you were looking to cover with this? Was it like a burial or a cremation? Can you catch me up?

Huh? So you wanted to cover, like, a burial.

Okay. So you just want. You just want to make sure you can cover, like, a burial or something like that.

Okay. Now, is there anything else you were looking to cover, or was it just a burial? I just want to make sure I'm going over the right stuff with you. Okay.

Okay. Whatever's left.

Okay, awesome. Well, then you're definitely talking to the right guy here. So basically, just to kind of catch you up. I know, I know. We kind of got cut off yesterday. I don't want to just throw you some pie in this guy number with no explanation. Basically, what. What I did in between the time that we got off the phone, and in the time that we went over, everything was. I looked at all of the big insurance companies. Have you ever heard of, like, Aetna or Mutual of Omaha or any of them?

Perfect. So whenever you had told me that yesterday, I actually looked at the Aetna life insurance plan for you. Just because you already had a plan with them. Does that make sense?

It just makes it a little bit easier oftentimes to keep everything in the same place. Are you with me so far?

Awesome. So when I ended up looking at them because you were in such great shape because you were still so young, they actually came back with some of the lowest prices I've seen. All, like, probably all year. Granted, we're only two weeks in, but.

They. They gave me a price range. They showed me quotes for 25,000 in coverage.

20,000 in coverage.

And 15,000 in coverage. Let me know when you're ready.

Yeah.

So this is the coverage. This is what they would pay your family, and that's day one coverage. So God forbid you passed away on Wednesday, but you make your first payment on Tuesday, your family would get the whole check. Does that make sense?

Oh, awesome. So the prices they came back with. And by the way, not only does it cover you from day one, but there's no rate increases or rate hikes, and it never cancels on your expires. Okay.

So the quotes that came back were the 25,000 came in at only about $63 a month.

The 20,000 only came in at about $51.10 a month.

And the 15,000 only came back at about $39.20. Let me know when you got it.

Of course.

Yeah, you said. You said kidney.

Oh, of course, of course. And so what I don't want to do is I don't want to put you in a tough spot. That's not. That wouldn't make any sense for anybody. And so what might make the most sense would be if we were to get this set up for, like, next month. Do you think that would be better after those bills kind of clear up?

Oh, my gosh. What are you working on? Is it, like, medical bills or something?

Oh, I know. Especially this time of year. It's wild. Good Lord. Okay, well, I mean, let me see, because I know we had talked about, like, things being a little not. You know, we need. We need things to look up here when we spoke. I think it was on Saturday or Friday, but.

Sure. So you just got to catch up on that. Is that right?

Okay. All right. Well, yeah, why don't I do this? Why don't I just put down here to give you a call maybe about next month? That way there's no, no disconnect on us being able to get this done for you. But, you know, if you're. If you're looking at that. Yeah, I don't. I don't want us to jump the gun. Okay.

All right, hon, well, I'll put you down here. I just put it down and then do you have any questions for this, by the way, before we jump off here?

Okay, awesome. Well set up. If you have any questions, just give me a shout. And don't forget to stay out of trouble. Okay?

All right. God bless you. Bye. Bye.

All right, now that lady has told me twice that she's got no money. Now this, this time, the second, well, I guess three times if you want to count this last time. This time she just told me she can't pay her energy bill, her gas bill. I would be a fool to try and close that deal.

Now. Old me would have said, yo, let's get this deal done. Let's set it up for next month, and if we need to do something.

You know, let's just get you an approval, and if we need to push this out, etc. Etc.

Then we can do that. What I found, though, is that when you try and strong arm deals like that.

Prospect gets embarrassed, can't make the payment, checks bounce, they get overdrafted, and now you're the guy who's overdrafting their bank, they freaking hate you. So instead of beating her over the head to try and get a deal done, I'm. Yeah, exactly, Exactly. Preston Chargeback City. Literally. Now I'm actually pretty concerned because she said she can't. She can't pay her energy bills in the winter when it's colder. My concern now, if I write her in the future, which is why my price was at a pitch, were so low, I went down to $39 a month. And that was out of the question, like, completely off the table for her. She told me that she needed to get caught up on the energy bill, which means she's behind on payments. That's a basic necessity. If she can't keep up with basic necessities. There's a bigger problem here, and I don't want to put myself or the client in that position because it just doesn't make sense. There's people who will pay like hundreds of dollars a month. My average policy size is like.

Tim would know. Tim, what's my average Policy size. I can't remember if it was 1300 or 1400. He's probably, if he's gone he'll, he'll probably tell us. I forgot he's probably the spreadsheet up but twelve hundred dollars roughly. Yeah. I think it's gone down a little bit recently because.

We'Ve been working a little bit more on the east coast and the south. Their checks are usually a little bit lower. So that, I mean I'm really not trying to put my client or myself in a tough position by just, you know, living in what GEOS does. Is chargeback City part time or can you list those books on here?

I don't, I can't comment on here. I'm just like, I'm only on the stream. So the books are influenced by Robert Kieldine Seller Be Sold by Grant Cardone. 10x rule by Grant Cardone Way of the Wolf Jordan Belfort how to Win Friends and Influence People, Dale Carnegie and then trying to think if I said another one earlier, those are the big ones that you need to keep in mind.

Part time plus commissions, small time being Hunter.

Yeah, I don't really know who to recommend to you. I'm sorry buddy. If you guys are looking to do part time only, I think there's a. There's probably a lot of companies that do that but they're mostly going to be like mlm, buy your own leads from the company. Recycled a lot, a lot of recycled deeds.

You're going to end up doing a lot of stuff like that. Never split the difference. That's a good one, Tim. But that's more of like a negotiating book. I would say that's more of a closing book. If you want to like really get into the grind of like mastering seals. The first thing that I would focus on.

Is probably the 10x rule. The reason why is because I see a lot of people that like they talk about making. They don't want to make phone calls and like if you don't want to make phone calls, you're going to be in and out of this business really quickly. So 10x rule is probably where I would start. Just so you have a good idea of like what it actually takes to be successful because Grant Cardone really dives into that. It takes so much more than you actually think and if you're not ready to make that sacrifice or put that type of effort in, you're never going to be successful. And then.

48 law, laws of power and Think and Grow Rich are both really good.

But though I would Wait and read those three Can Grow Rich is definitely something you can read.

I would not read that to try and learn sales. 48 laws of power is really good. I would probably, probably read 48 laws of power if you're starting to go into, like, leadership, just so you can have an understanding of what to look out for with the laws of power, especially if you're climbing the ladder in a big corporation to understand best how to interact with people who are using those laws or trying to use those laws. Awareness and knowledge is more powerful than just doing something and guessing on it because then you know what to look out for. But I would start with 10x rule personally. And then I'd probably go to how to Win Friends and Influence People just so you can maintain the right mindset. And.

Yeah, no, anybody who does 48 laws of power is a psychopath though. But I'd say definitely 10x rule. Start with that one for activity.

Definitely would go through and read.

Which one is it?

Hold on. How do 10x rule how to Win Friends and Influence People to understand how to approach the client properly. And then I would go and read Jordan Belfort.

The Way of the Wolf to understand the straight line selling so that you can mentally understand the process of sales.

And then I'll read the other ones after that to help refine the skill set.

I've read the Way of the Wolf probably like seven times now. I listened to it on repeat back when I was going door to door for like two months.

Calling up my little client.

Probably gonna have to meet up if she answers.

Preston, I'm pretty sure you're quoting the book right there. That made me laugh.

How to Win Friends and Influence People. Yeah, that's a really good one. I think how to Win Friends and Influence People is a really tough read.

It's very long. It's not as interesting as the 48 laws of power.

But how to Win Friends and Influence People is a great book because it helps you understand how to like the title. The title is great, but it.

It's really powerful for understanding how you should approach people.

Instead of like trying to sell someone.

And tell them about your product. It's about trying to more so understand the person and listen your way to success instead of just trying to talk your way to success. Because ultimately, like, what I found to be the most influential way to create a transaction is.

I want to listen to what they say and then tell them what they need to hear with the product that I'm delivering to get the deal right. And so ultimately like if you can become a great listener, you can become a great salesperson. Because selling is not about being the smoothest talker. It's about being the best listener that can give them the answers to the questions that they have and tell them what that is that they need to hear to be successful. Successful with whatever product you're delivering. If you stay in life insurance sales or don't. Right. But if you can figure out how to listen, well, you can really figure out how to close. Because like closing. Closing is just basically helping someone make a decision on something that they already do or don't want most of the time. And then there's those people that like, sometimes you actually have to like, really go work for it. But the majority of people, like, if they're interested, like all these people that have filled out leads, they want to buy insurance. So, like, the more I talk, the less likely they are to buy it. The less I talk, the more likely they are to buy it. If I can get them to tell me why they think they should buy it. If that makes sense. Dialing software right now. I just called that lady from GoHighLevel because it was an appointment we had been following up and she is wild for no showing me. But.

This lady has complained multiple times that I, that I didn't call her or whatever, but never and never answers and, and then text me back saying that she couldn't talk anyways.

So let's see. Got some leads here. Got a no show here just now. What dialing software? I think I just told you, go high level. But I'm usually using Kixie 10X to the list. Gotten lazy with my reading in the last decade. Yeah, man, you need to 10x that activity, my friend, because if you don't, you're going to fall behind.

Also, the Slight Edge is a really good book to read as well. In productivity. Like, just understanding that.

If you do a consistent small habit day every day, time after time, then over the long term you'll be successful.

I'm probably gonna take my lunch now. I'm gonna bring you guys with me to lunch today.

Despite the fact that I've been eating my yogurt. I'm starving.

Alrighty, dog. Stop it.

I'm gonna switch headphones here. Can you guys still hear me? Okay.

Comment below. You can hear me.

Whoa.

My dog is now running around the house.

So the reason why I'm doing this whole like.

Lunch thing with you guys, because I want you guys to see what it's actually like with my vitamins. You guys can see what it's actually like. I hear about people taking power. Long lunches. What are we doing here? And what kind of dog breed do I have? I have a Dalmatian crappy.

She's the sweetest little thing. But yeah, I want you guys to kind of see what it's like for an agent who's like really trying to get it done. I used to have like a 15, 20 minute lunch. How do you dial? Three dials per lead all the way through. No, I when I'm doing the kick. Tirelessly calls them each one by one. I'm gonna walk away while I'm reheating my food though. So.

Yeah, man. Just pretty much gonna have some meal prep that my wife and I made together. Some chicken shogunoff for my chefs in the live here.

I can't bring you guys with me. You're not just staring at the wall.

Alrighty. So guys, day in the life.

Little efficiency hack for you?

If you guys are are trying.

Wonder what that was.

You guys are trying to get.

Your diet and stuff optimized. My wife's waving at me.

Hitting the meal prep is essential. I don't ever have to cook during the week. So instead of spending an hour on lunch or having to go out and get food, I cook for an hour and a half a week. Hour and 45 minutes a week.

And me and my wife just pack it up and stack the fridge with little meal prep containers. And then all I gotta do is throw it in the microwave, heat it up, got my food all weighed out in advance so that when I get into my workday, it's just done. Bam. Run it out, keep it moving. And I don't gotta think about how much I'm eating. I don't gotta think about anything at all. It's already exactly weighed out to a T in grams. What I need to eat my macronutrients. But then you have to eat microwave food. That's true, but I don't spend any time driving back and forth. I don't spend any time cooking, cleaning, nothing. So there's pros and cons. If you guys don't want to eat microwave food, then I can't help you. But that's what I'm doing.

Now I'm going to take a quick bathroom break while this is heating up and we'll be back in a second.

All right, JD's and little men, we're back. Microwave gets you cancer and brain damage. Wow, Tim, that's pretty intense. All right, ladies and gents, JD's and lints. Here we are.

So I'm gonna eat lunch with you guys here today, hopefully.

See.

You. That's cold. I'm not eating that.

All right, so you guys have seen what it's like to sell insurance now for I think I don't even know what we're at. Maybe like three hours. What are you guys thinking? What questions do you have? I saw some people that are in like newly licensed in here. Getting licensed in here. What questions do you guys have for me?

Dog's going crazy. Just basically trying to make sure that I can get everything out here for you guys. So there's no if, ands or buts, no questions, no this is or that. No flim flams. Because there's a lot of smoke and mirrors in this business. And I want you guys to know exactly what it looks like to be a 10k a week producer. And it's microwavable food.

I don't think you guys can see the steam coming off of this thing, but this thing got nuked.

So chicken and rice. If you guys like stroganoff or if you've never had it, I highly recommend it. Extremely tasty.

Got some comments here.

Still waiting on my state. I have to fill out at 10. At 10:32. What. What state are you in, Preston? Catch me up.

Princeton.

I might leave. I might would leave your state, man. It's been like three months, I think since they've been getting back to you.

Louisiana. I don't know anything about their licensing process, to be honest with you. I've heard a lot of people make a pretty good money down there though, to be honest. Like selling insurance in Louisiana. Heard good things.

Oh my gosh.

Nothing like some good city water.

To keep me going for the day.

All right, so.

Page independence. We're here to live that free life.

You crack me up, Preston. Don't do that. Lol. No plans to my friend. Glad to know that you're okay though. We all make. We all make mistakes while we're younger and all we can do is learn from them. Sometimes it requires us to go through some. Some extra hoops.

Unemployed currently. Are they on Social Security or disability or like are they getting unemployment or. They're just unemployed, period. No money. Let me know. I will give you more insight on that. Yeah, Luis, I will be posting this. The whole day is going to be posted on YouTube permanently. Luis, before you go, let me know if you think I should do this again. Want to make sure I can give as much value to you guys as humanly possible. No. 53 unemployed. No, Michelle, I'm not writing that. No way. Unless somebody else is paying for it. I mean.

Just because they want insurance doesn't mean they should be able to get insurance.

But.

Yeah, I mean.

That was kind of like a play by play situation. But like, I talked to a guy the other day. He wants insurance for him and his wife and he's ready to go. But he's like, yeah, I'm unemployed and I haven't gotten my check yet. They haven't gotten back to me for like three months on the unemployment stuff or whatever disability it was. And I was like, oh, word. Like, well, when, like when is that coming back? He's like, well, just call me back. Like.

Like call me back. Or he was like, well, why don't we just go and set it up? And I was like, yeah, but like, you don't have any money. Like if I just set you up for something and you can't do it, like, what are we doing here?

But yeah, Michelle, I mean, if he's in between jobs. I've talked to a lot of people that are in between jobs that want life insurance. I would say, yeah, dude, I can totally get you the life insurance.

When do you think you're going to have it be set back up? I don't want to put you in a tight spot. Then they'll tell you it's not going to be a tight spot, etc. Etc. But usually I'll be like, hey, no worries.

It's just like, like, Michelle, I'll say, like, I'm selling you, basically. Michelle, it's. It's totally my responsibility to make sure that everything that we're doing here is going to be in the best interest of you and your family. And while this is in the best interest of your family, this isn't in the best interest of you. I'm not sure that it would make sense ethically for me to, for me to like, advise you to take action on this at this time. I would prefer and feel more comfortable to, to advise you to get the insurance when you're like, employed again. That way you have consistent income. Because ultimately, like, this doesn't pay out unless you pay the pay, like pay the premium. And if you're not paying the premium, like, it's not going to pay your family. There's no point in getting insurance if, like, if you can't keep it. Right now, if he's like, hey, I'm sitting On, you know, 400 grand in the bank, like, that's Not a problem. Then, like, that's a different story. But that's not most people.

Yeah, and those people will appreciate it, too. Like, they'll say, like, oh, my gosh, thank you. Nobody else has said that to me.

You know, I've just charged back on three agents in the last three months. You know, like, it's just better to have a relationship with them instead of just trying to get a deal sometimes. Yeah. Great question. Good stuff.

I'm, like, really trying to knock this food down, but with the all that yogurt I've been eating, I'm just not starving like usual. Okay.

3 hours and 15 minutes in. What's crazy, y'? All, There's a lot of people.

Will see, like, this is what I love about sales. It's also one of the biggest, biggest weaknesses of salespeople. I've fallen victim to it before.

So far, we've made zero sales today.

Zero. Now.

I don't know what that was. Now.

Back when we were face to face.

I used to see people that would go home, they had menu sales.

And.

In the telesales game, I can't really go home. I'm already here. But a lot of people just stop working. They get frustrated, which is great for people like us. If you're watching this and you want to be successful, you know that that's not the answer. But for those people that are doing it.

We get to take advantage of the fact that our competition gives up. Right. And so when it gets tough and you're not making any sales, you're not getting any deals. The morning was blank. Whatever. Now is the time to double down and go harder. Right? Because now I've got work. I've got work to do to catch up for what I didn't do this morning.

Which was good, a deal. So.

For the rest of this afternoon, you guys are going to see me working the Zoosurance closer model.

Cranking out hundreds of phone calls.

It.

Comment below if you guys have gotten any other deals today. I know Michelle got one, a big one, earlier. Let me know if you guys have gotten anything else on the books.

I would love to hear about it.

Do I have a lot of renewals built up? No, actually, I got robbed of my renewals by the initial company company that I work for.

But.

They also, like, held my contracts and everything. Overall, just wasn't a great experience, but.

Excuse me. I'm so sorry.

So, no, I really don't have that many renewals built up. I'm. I've mostly also focused on life insurance. Which is not.

A renewal. A renewal heavy product.

But.

Dominique, I'm about to play you, bro. You only got one today.

Yes, sir. That's what I'm talking about, Steve.

Dominique's my guy, y'. All. I wasn't. I'm not mean. I promise. Don't be afraid to comment your sales. I'm not mean.

I was just giving him a hard time.

How many times do I call my leads.

Like, total.

Till they buy.

I just know I don't ever stop calling. They're in my pipeline. They haven't bought yet. Keep calling.

That's what I've. That's what I've kind of found to be the best.

So just call until they. To quote the movie Wolf of Wall street, but call until they buy or die.

Pretty much. I.

No worries, James. I'm. I'm using the.

Like, the Zoo Assurance closure model uses, like, a combination of a software called Kixie and Go High Level. But we built. That's like a software that we built our own CRM on. It's called Advanced Agent CRM. And so we put the two together, integrated them, and basically I work in between those two. It's kind of complex. My business partner set most of it up, and I. That's pretty much all I use.

Done.

Yeah, I think. I hope I'm saying this right. Deja. Deja.

Correct me if I'm spelling. If I'm saying that wrong, please, because everybody says my name wrong. So, yeah, I mean, you got people that have opted out.

Opted out of text. They've opted out of calls. I'm sorry, emails.

I don't stop calling until you tell me to put you on the do not call list, which is required. That I comply with. That.

I have to comply with. Hey, put me on your do not call list. I literally cannot call them legally. So that's option number one. Option number two is that they're literally just permanently broke.

Like, yeah, I know. I'm, like, I'm homeless. And hand to mouth, I don't have any money for, like, I have a lady. I probably called her, like, five or six times, maybe more. And she's been homeless for the last, like, I don't know, eight months. Great. Sweet lady. Sweet, sweet lady. But she's got no money. And at some point, you just got to realize this is not going anywhere. And that was that. It was call number eight or whatever it was where I realized, this lady has no money. She's not gonna make any money. Here's my friend and.

Carry her in here because she's out here trying to hang out.

But at some point, you got to realize, like, this isn't going anywhere, and you don't want to just waste your time because your time is valuable.

So call them until they buy or die or until they're, like, permanently broke. That's how I do it.

We're back in the game, guys. This is it. The final countdown.

All righty.

Let's see.

This drives me crazy when my hair is, like.

Discombobulated. I don't know if you guys.

Get annoyed with that, too, but, like, headset hair and hat hair. Not here for it. See what comments we got going on.

The second one. Like, deja vu. Deja. I like that. That's pretty cool. Deja vu.

There's a Korean pop song called Deja vu. It's actually insane super hype. I don't remember who did it. Forget the guy's name, but he's definitely Korean. It's pretty cool, though.

Let's see. It's a final calendar.

I think it'd be a nice way to see people overcome. To see people overcome when people only get graded or gi. Yo, Julian, hope the fish are biting for you today. How many sales so far? We got no sales so far. Guam Tech. It is a dark world out here, but we're about to pound the phones called the no shows the other day. Might go through and call them here again.

See if we can't pull something out of there.

What headset is that? This is the Logitech.

Pro X, I think.

But it's been. I mean, it's all right. It's not bad. It's like a little gamer headset.

It's been working for me. Had a little trouble with the audio or the.

Damn it. Had a little trouble with the mic here.

I don't know if it's the prospect phone or my phone or kick Kixie or whatever, but I'm still getting used to the headset. I've never used a headset before. I've always been a.

Well, it's just been a pound of phones on speaker guy.

So.

Hey, Michelle.

Yeah, it's just Julian getting back to you about the life insurance. How's it going?

It's just Julian, you had sent a request in about the life insurance plans in the area.

Okay. Should I just call you after?

She said that she was at her employer's office and hung up before I could even respond.

A big objection you're trying to overcome. So if so, you basically, Deja, Just make sure I'm getting this Right. And please tell me if I'm saying that wrong, I'm gonna freaking kick myself. But basically you're just getting people that are, hey.

Want to your weight or what? Let me know in the comments. I'll overcome it for you. Is the economy having an impact? I. Randy, I don't believe in the economy. I think it's a myth. Somebody tells me they can't afford it, then I'm just not going to accept that. But if you. Look, if you think that people are going to tell you that they can't afford it because of the economy, that's exactly what you're going to get.

Rebuttals for price objections.

Yeah, Depends on the situation. So Guam Tech, what's your. What's your name?

I can't remember. I remember. I think you told me before, but I can't remember. And I can't tell from your profile to. Because it's a. It's like not your face or anything. I recognize the username, but let me know.

Kyle. Okay, thoughts up. So, Kyle.

People wanted to have level upgraded. Okay.

Price objections. So I'm going to go over both price objections and to your weights. So price objection. Hey, I can't afford it. I'm just gonna like, price drop. Just makes sense, right? I'm just gonna try. Oh, I just can't afford it. Okay, totally understand. Now, when you said you can't afford it, like, you mean like you can't pay it today or is this something that's just a little out of your price range? Right. I just need to figure out like, if that's it today because a lot I try to close people on today. If you're not trying to do that, then that's a totally different story. Right. You just need to price drop immediately.

But if, if it's like $30 a month, if you price drop. Hey, Rhonda.

No worries. You have a good one.

Yeah, that was definitely not Rhonda. Sound like a teenage boy.

Oh, man. Sounded like a teenage boy. That was trying. That was like trying to stop tough. Which is even worse.

Number.

But yeah, when I'm looking at price objections, like, we've got to find out because a lot often times like, oh, I just can't afford it. It's like usually just like a. It's usually a smoke screen. So at that point, like, we just got to figure out, okay, are they bullshitting us or like, is it actually.

A price issue? Right. So that's typically wild price drop. No, they're just telling you, like, they cannot afford Every single thing that you talk about, then it's probably not a real price. Objection. Unless they just genuinely have no money, which was going to require you to fact find a little bit. But if. Hey, Bruce.

Yeah, it's just Julian getting back to you about the life insurance plan in the area. How's it going?

Can you hear me better now?

Okay. How is that? It's echoing.

I don't know what's going on with my phone today.

Let me try.

Okay, so, yeah, I was basically getting back to you about the. The life insurance. Was this your first time looking into it?

Oh, perfect. And you didn't get like a two year weight or nothing, did you?

So.

That guy hung up on me before I could even ask about the two year. Like I, you know, I always just ask people if they tell me they already got it. Like, oh, already got it. Great. Did you get a two year weight? That wasn't one of the plans that expired. Right.

But he hung up on me already, so he got a already. So you guys are starting to see why I like so many leads. Like, I'm gonna call that guy later. I could end up selling that guy. I don't know. Like, these people just hang up on you before you can do anything. Back to price objections. Price drops are always good. If they keep. If it's just like, if you know that they can afford it based off of what you guys have talked about.

And they're just tapping. They're just not telling you the real real. They just don't want to buy it. We just got to figure out what it is that they're not seeing about the value of the plan. Right, because.

Price comes down to value. Right. Because I may not have, let's say, $10,000 to spend on a. On it. On like an insurance policy. But if somebody told me that they could get me a Ferrari for $300,000 and. And. But I could get it for ten grand, I'd find a way to pay for the Ferrari, which is how most people are, because it's a value discrepancy. So I'm just going to figure that out. Right. Okay. Now when you say that, you know, obviously, like, obviously, like, let's just put the price aside for a second when, you know, what's your plan to take care of this current. Hey, Sandra.

Hey. It's just Juliana. Got your request here about the life insurance. How's it going?

That's good to hear. Was this your first time looking into it?

Looking into life insurance?

Oh, awesome. Now, when you put this down here, you said you put down that you had life insurance, but you were maybe looking for something a little more affordable or to add some. Which one was it for you?

Oh.

Oh, so you were just looking to add some.

Okay.

Looks like it just came here, in here a few days ago.

Whenever it came through, it looks like you said you had the insurance and looks like you had put down that your daughter would be your beneficiary. Is that right?

Were you maybe just looking to see if you could get a rate reduction then? Is that right?

Well, I've got your daughter down here as your beneficiary. Is there a chance that maybe she filled it out for you?

Yeah, that's what it's. That's who it says would be your beneficiary on the form here.

Okay. It just says my daughter would be the beneficiary. I don't. That's all the information I have. So, I mean, if you weren't looking for a rate reduction, then, I mean, I guess you might have just been looking to add some. I'm not sure. I was just getting back with you. Which one was it for you?

Oh, okay. And you didn't. Those. Didn't have any waiting periods or nothing like that?

Oh, that's awesome. And the other one is not like a term policy or nothing, is it?

Oh.

Oh, okay. Gotcha. Well, yeah, I mean, I'll definitely give you a call back here to see about those. If those daughters filled it out or something, because every now and again, that's. That does happen. I just want to make sure we can get you taken care of. Okay.

Okay. Yeah, just give us a shout, let us know. I just want to make sure we can get this request closed out for you. But we'll be here and just, you know, give us a shot whenever you find out. Okay.

All right, we'll keep in touch, Ms. Sandra. You have a good one.

All right. Bye. Bye.

That lady swore up and down that she's never filled it out.

So usually I'll just try basically asking the same question different ways like I just did. Oh, okay. Were you looking for a rate reduction? No. You're. Oh, so you're looking for more coverage? Oh, okay. Well, which one. Which one was it for you? Did you want to add more or. Or spend less? Right. So I just keep going and going, and no. Oh, no waiting period. Does it expire at some point? If they just continue to say the same thing, I'm like, it's just unreasonable for me to continue on, so I'll basically Just tell her I'll call her back. And who knows? I mean, I've had this happen. I'll call her back tomorrow and she'll just be like, yeah, let me get that. Okay.

I.

I thought he answered. I use insurance toolkits to underwrite. I double dial new leads, single dial on my power list, but I call with two lines at the same time.

Whenever somebody gets a two year waiting period or anything like that, I just always lean heavily on the fact that I'm a broker. So like when I'm talking to them in advance and you'll see this, if I come up with this, if you, if I come up with like a good solid.

Where I can get somebody on the phone who's like able to speak at this time.

Then you'll see, like I talk about how I'm a broker.

Because when I'm telling you like, hey, I'm sh. I'm shopping at, I'm looking at all the big companies, like, this is just what you get. This is just what it is, right?

Like we looked at, and here's why, here's why we're looking at that. And I'll just basically like build a case around why, why they need to, why they're getting the two year wait if that's what they, if that's all they can get. And then when I tell them, like, you know, I'll just be like, you know, does that make sense? And I'll explain the way that the program works, but I also don't like to use the words to your weight.

If they ask me, I'll answer that question that way.

But I'm always going to say in the first 24 months, it pays off, it returns all the dollars that you put in and gives you guys back 10% interest. Like, this is the best program. I always, like a lot of people would be like, when they sell it, they'll be like, so this plan is a two year wait. And like, they just sound like their dog died. When I'm, when I'm selling that product, it's like, all right, Deja, this is like one of, this is like the best plan that I've seen for people with the health conditions that you went over with me. So you mentioned that you have this health, health condition, this health condition and this health condition, which is why we're going to look at XYZ company And the way that this program works is that in the first 24 months or 36 months, whichever one you're using, it pays out blank. All the Money back plus blank interest rate, whatever it is for that company that you're selling and you're selling. Does that make sense? Yes. If they go, is that a two year wait? Well, the coverage goes into effect immediately. The plan goes into effect immediately. But the full amount of the insurance wouldn't pay out until that 24 month mark. That's exactly right. Do you see why we're looking at this plan versus all the other ones based off what you told me about your health? That's a yes question. So that's a trial close. They're going to be like, yes, but I don't want the two year wait. Deja, I totally understand and that makes sense. But the thing is is that, you know, I looked at all of the big companies here and if we don't apply you for this insurance today, get you an approval with, with the company that, that does have the 12, the 24 month.

Clause in it, then you're going to have to, we're going to have the same phone call three months from now whenever you fill another one of these out looking for this. And the only difference between now and then is that your price might be higher and that you're gonna have to wait to start that, that time frame then. So let's go ahead and get this done for you. I can set this up for. Did you want to go ahead and get this started for today or how did you want to do that? Right. And so I have to get that deal done there.

And I'm going to sell this by saying like, yo, you're not like you can start the waiting period now or later. The sooner the better, right? Like Deja, the best time to get insurance, the best time to get life insurance is 20 years ago. Second best time is right now. Let's go ahead and get this thing done for you.

Hopefully that helps.

It's out here, y'. All.

Yeah. The biggest thing really usually Deja is just that.

Make a voicemail. But the biggest thing is that like most people.

It, they just like they don't want a two year wait but they don't understand why they even need it in the first place. You just have to explain to it why. Explain to them why they need it, if that makes sense.

Deja vu.

You got me thinking about that Korean, that K pop song, Deja Vu. It's pretty hype.

Let me call this lady up. I typed in Kixie because you'll keep putting that in the chat.

I'm gonna follow up, follow up.

Such and such.

Hey, it's Juliana, got your request here. I got. I heard back from Great Western on that plan for you. Just give me a ring and we'll get that taken care of for you.

That was awkward. My beeping sound went off while I called her.

What else you'd be eating besides the protein yogurt? I'd be eating the protein yogurt. I eat chicken, beef.

Chicken. Really? That's pretty much it. Just about chicken and beef, more or less.

Got a lady, I might be able to bump her up and get a deal here. Set it for tomorrow. But I'm gonna tell it came in early.

Yeah, chicken and rice, chicken and pasta, beef and rice.

Beef and potatoes.

And the Birkin yogurt. Little shake here and there.

A little bit of this, a little bit of that.

New lead came in.

Call them up.

Ruth, it's just Julian. I got your request here. We had talked about the life insurance. They just came back with some more information on that for you. Give me a ring here. We'll get that squared away for you. Give me a call at 806-779-4701.

Yeah, yeah, yeah.

That lady had lupus.

She's already opted out. This is hilarious.

I use an app called Trivet and I count my triple dials as one dial and I just tap my little app on the screen for every dial that I do. I'm not doing it because I'm on the stream.

It.

This is like the worst time of day for insurance sales.

Once you get that like 1, 2, 3, 4pm wave phones dry up.

Peak call times are 8am to 12pm, 4pm to 8pm.

Statistically I'm in Arizona.

So it's 1248. Here.

It.

One.

Yeah, that's pretty much all like life insurance or I guess not even life insurance. Just all sales period. Like.

If you are.

Calling, it's always going to be dead from those times.

Gonna follow up my girl from earlier that no showed me but was super interested to see what's up. What's up?

See actually I call straight through the afternoon and I'll do my admin in the mid afternoon too.

Oh word. Micro Electro is playing games out here. Oh man.

Admins usually like calling carriers to get apps pushed through.

I like to get things done fast so I'm trying to get policies issued. I'm trying to.

Make improvements to the system.

Now I'm helping out with interviews for the closure model.

Getting people back on the books that have insufficient funds, rewriting applications.

Sending in like poa docs, which is the first.

I had to get in.

Poa docs. I still haven't heard back from her. I got to follow up on her.

Things like that.

In fact, now that I'm talking about it, I probably should call.

Mutual Omaha and see what's up with those cats.

So, yeah, like right now, I'm going to call Mutual of Omaha.

Check on these applications. I don't do that whole, like, waiting thing.

Getting signed in a new now.

It.

Hey, Alex. I was just giving you guys a call about.

Okay. I just got off the phone with Mutual Omaha. We got.

Oh, God. We got about, like, I think, what, seven grand pending with them. I'm really trying to push those through. I'm really, really trying to push those through because it just makes sense. I don't like business sitting around on its freaking butt waiting to get issued. It doesn't make any sense. So.

Volume turned off. Okay. And then I saw something that we get to work with. Mason Van Meter. Lots of NLP stuff.

Now, I've never personally really worked with Mason Van Meter. I think I've met him like twice. He's a smart guy. But now I've never personally done business with him.

So here I am, calling a client, trying to get her back on the books.

See if she's alive.

Trying to give you guys the full spectrum of what today looks like.

Hey, Pamela, it's just fully on getting back with you. Give me a ring here. This is about that life insurance plan we got you a while back. You can call me back here at this number. It's 806-779-4701.

Somebody else I needed to call.

It.

How to how the picture of tacos. Those look like cheesy gordita crunches. What's going on? Please live me. I don't know what that means. I don't know what that means.

All right, y'. All, I'm gonna go put the protein up.

I'll be back.

Come on, crop.

All right. All right, we are back. JD's and Lentleman.

Reloading.

This guy told me to call after three. Let's see what's up. What's up? What's up?

Yep, yep, yep, yep.

Has anybody new jumped on the live since. Hey, Harry.

Oh, no worries. I'll just try back in a few then.

Yeah, that's totally fine.

My name is Julian. I was just getting back with him. He. You guys had sent in like a life insurance request.

Okay, sounds good. Bye. Bye.

So he's going to call me back, which just means I need to call him back later.

If Somebody ever tells me they're going to call me back, I just tell them I'm going to call them back.

Hey, I'm going to call you back. Oh, no worries. I'll just call you later.

That way there's no disconnect because no, nobody, nobody's like, ever going to call you back. Nobody ever does that. That's why I don't believe in business cards. Oh, let me give you my business card. What am I going to do with that? Throw it away? No.

Another clown world is people are like, oh, man, let me be a digital business card. It's like, oh, cool. I don't even have to throw that away. I can just X. How do I know that? Because I throw business cards away, too. I don't. I don't care about business cards. I want business cards.

So if I can get away from business cards, I know my clients are going to want to get away from business cards.

Should I say my leads?

Why is this not ringing?

God, that was so loud.

Turn that down.

Or. Yes, I do use crystal light in the broger. I. I know about the aspartame. I'm trying to find a solution that doesn't have aspartame in it. So if you've got one, I'm. I'm all ears. But yeah, the protein does have the crystal light in it.

I've used the. It's like the banana, strawberry, banana orange, and the fruit punch.

Hey, is Kenneth there?

Kenneth.

It'S just Julian. I've got a request here about the life insurance plans in the area.

No worries.

Yeah, it's just Julian. I got a request here about life insurance for Kenneth and Gloria Lewis.

Oh, perfect. Was this just about, like, one of those rate reductions then? What were you guys just looking for, like a rate reduction or I guess. What were you guys concerned about?

Oh, okay. And this wasn't like. You guys didn't get, like, a term policy or nothing, did you?

They hung up before I could finish that. That little word track out. But as you guys see, like, if somebody has coverage, it's not just turn around, tuck tail and run. You'd be surprised. Like, despite the fact that I get hung up on all the time when I'm saying that I also get a lot of business off of replacements. And those lines work for me very well in the grand scheme of things.

Business card number. Card number one. Client acquisition strategy of 2020. So, the scuba Dragon. What is your. What's your. Like, your real name? Because I don't want to call you Scuba, but You're cracking me up over here, dude.

But yeah, I don't. I don't know. I think it's better to. To find out your real name than call you the Scuba D. Sounds weird. I do like my digital business card to disarm clients about scam. Send a quick link. They'll know I'm not just scammer from overseas. It's free months. Why don't use.

Yeah, it might be good to use during like a sales call. I mean, if you're like trying to prove that you're legit. But I mean, you can also send like your license. I don't know. I'm pretty extreme in my views. Oftentimes I'm just not pro business card ever.

But I have handed out like QR code business cards, which did go well because it just drove traffic to like a funnel. Which is not a bad. Like everybody wants to find out what's in the QR code a lot of times, so it's pretty cool.

Aspartame is not that bad.

Hey, Joseph.

Hello.

Can you hear me?

Yeah, Joseph, it's just Julian. Got that request you sent us about the life insurance. How's it going?

Hello?

This hello BS is driving me up the wall.

Hey, can you hear me this time, Joseph?

Okay, yeah, it's just Juliana got a request you sent us here about the life insurance. How's it going?

That's good to hear, my friend. Was this your first time looking into life insurance?

Oh.

Okay. When will you be home? I can give you a call back.

Okay, awesome. I'll put it down here to give you a call after then.

All right, my friend. Stay safe.

I don't know what the hell is going on. My. My prospect is telling me that she sent me the freaking document, but I don't see it.

I don't see it.

She said that she sent it to both emails.

What's going on? I don't know. What the.

What the freak am I looking for? Alrighty. That gets the in junk. Junk leads or not junk leads? Junk mail.

Sent yesterday on both emails.

Sam.

Oh, man.

I definitely eat more, drink more diet sodder than I should.

Scuba booba. You're crazy, bro.

Damien.

Nice to meet you, Damien.

You stand up a little bit, I get bored. Otherwise. Keep the blood flowing.

Keep. Keep dialing.

Of course, my friend. We are always dialing. So to get that poa doc situated.

It'S been a freaking headache and a half.

And a POA situation with great Western, if y' all ever had that. It's a nightmare. Hey, Zenobia.

Yeah, can you hear me?

It's just Julian. I've got your request here about the life insurance. How's it going?

No worries. I work for Zoosurance. We just work with big companies like Aetna Mutual, Omaha, American General, companies like that.

Yes, that's exactly right.

I think we had spoken briefly. You asked me to give you a call back when you weren't busy at the time, but we hadn't really gone into any details or anything just yet.

Huh?

Sure, no worries. Let me check for you. And then let me just make sure I've got your birthday right, because I got to quote this off of beautiful. And you're not a smoker or nothing.

Do you smoke cigarettes or tobacco?

Awesome. And then what about your approximate height and weight in this nubia?

Approximate height and weight?

139. Awesome. And have you ever had any health conditions of any sort?

Just anything at all? Cancer, heart attack, stroke, high blood pressure, anything.

Beautiful. And what about anything minor, like any respiratory ailments, diabetes?

Awesome. Let me punch that in here. Give me two seconds. Okay.

All righty. And do you take any blood thinners, or is that just something that's currently treated?

Sa.

Okay, let me see.

Just typing this in for you, and I'm looking at all the big different companies for you here.

10 to 15,000. Now, the company that looks like they're coming in lower than everybody else from what I'm seeing, based off what you've told me, is a company called sbli. Have you ever heard of them before?

It's S as in Sierra, B as in Bravo, L as in Lima, I as in India. Sbli.

They're based out of Massachusetts, but they do business across the entire country. They just have great rates, which is why I'm looking at them.

Guess you could look at a company like Mutual of Omaha or Aetna. Do you know either of those?

Yeah. Let me look at Mutual Omaha for you.

Let's see.

Give me one sec. I just got to type it back in since we're looking at a different one.

Now. Mutual of Omaha is pretty strict. A lot of times they will decline. People, have you ever been declined by Mutual Omaha before for.

Okay, beautiful.

Yeah, they're pretty cool. I like them a lot. They're. They've got a lot of. A lot of benefits of doing business with them, so. Been doing stuff with them for. For several years. I'm getting this last one pulled up here for you.

Right? Well, it just depends. I mean, with life insurance, it is something you do have to qualify for. That's why I asked. But I've had people who are a little bit healthier get declined or people who are a little bit sicker. It just depends. As long as you meet the requirements.

Sure. I'm just looking here for you. It looks like the range from. From 10 to.

Sa.

Yep, that's the. That's the lowest. It goes with the 10 to 15,000. Anything. Anything above that would be. And then the closest one was the other company that I mentioned. And then some of the other ones. Those are usually those. Most of Those are like 10 to $20 a month higher. And then after that, it gets even more than that. But they're coming in the lowest out of, like, the big companies.

This one?

Yeah.

Yeah. I think you would be good unless you're taking any other medications or unless you've had something else that came up. But from what you've told me, it looks like it'd be a green light for you, so I'm not really too concerned about that. The biggest thing I like to just prep people for is like, hey, if you have been declined, it's something I need to know about. Because if you just go through and do it again, you're basically just, you know, going and jumping through hooves.

Let's check.

They're actually coming in, like, looks like all their plans are at least $10 a month more than Michelle Omaha's.

Sbli. If you go.

Sa.

Oh, my condolences.

Yeah, totally. And I'll. We'll keep up with you guys. And if you need anything, just.

Dude, what a woman. That last lady was like, God, dude.

I wasn't even about to. Like. I was just like, yo, here's the price. Later. I'll see you later. She's just so rude. She said, I can't afford anything. And just like, making demand after demand. And she's like, insurance companies are stupid if they decline people. I was like, okay, all right, cool. She just hung up on me after I gave the numbers, too. I'm just like, whatever, dude.

But I'm gonna follow her up because when she's in a better mood, I'm gonna sign her up. Let's get it.

Alrighty.

But, yeah, her husband's, like, super, super ill. They're going through a hard time. So, like, you know, in those situations, I kind of give those people a pass. You know what I mean? Like, they're going through a tough time.

Oftentimes they just need to blow off some steam. And usually when things either clear up or whatever, like, you can come back and they're the nicest people you'll ever meet, and they're ready to do business. And sometimes you just get blended in with the muck of all these other telemarketers.

Please leave your message for Donna Hughes. Donna Hughes.

I use Kixie.

Bruce says. Hold on. I'm sorry. I already answered that one deal from earlier. Decline. Dang, bro.

Your call has been forwarded to voicemail. The person you're trying to reach is not available. Yeah, I just realized this whole time, this has been dialing through my computer.

I'm gonna do a test dial real quick. I've had trouble with the last, like, five people not being able to hear me.

Shut up, Tim. You're so funny. Tim, I'm gonna call you real quick and see if you can hear me, because I've had way too many people not being able to hear me today. This is, like, never been this big of a problem when I was using the other setup.

Why is this on the computer? Not interested.

Oh, it was Tim. By the way, y' all.

Still getting used to this head? This, like, headset set up?

This is so frustrating. This is so annoying.

There we go.

Try Temmo again. You just tried Bluetooth instead of wired in? No, but I might need to. I don't know if this thing even Bluetooth, though, to be honest.

Yo, Tim, can you hear me? Okay?

Been having a lot of trouble with calls. A lot of people tell me it sounds like I'm echoing and I'm far away. I just want to see.

It.

What's that?

It's not great. Well, let me try this. I'm gonna see if I can get a Bluetooth connect on this.

What's that?

I don't know what's going on. I'm gonna switch it. Hold on. Let me try it again.

Because I just updated it to the headset again, but it keeps switching it off there. I don't, like. I don't know what this thing is, dude. It's ridiculous.

So the cord's probably.

Let me see if this thing. I don't know if this thing has Bluetooth or not. Let's see. I don't think so.

That. Well, that's the only way that I can be on the stream yard.

It's true.

Yeah, but that's like.

I don't know. That's just all. That's obnoxious. Dude.

What do you think about if I did, like, the mic with the Yeti and then I did the headphones with the. Because the headphones I Like the headphones being able to hear these people.

What if I, like, just unplug, like, undid the mic from it?

Let me check on you. Back with that one second.

Little troubleshooting here in the afternoon. So I just found out these do not have Bluetooth, btw. Lol. Please help.

Okay, so I'm going to switch over to my.

YETI microphone. Tim. Tim. Power Ranger.

Hey, Tim.

How was this?

Does it actually.

That'S good. So this is probably going to be the setup then. Podcast, mic, headphone, audio.

Bro. Whatever works, works. You know what I'm saying? I've heard. I saw some of the reviews say that this. This headset's microphone was Garbo. I also did accidentally run over my cord with the desk chair because it's so freaking long it just got stuck in it. But we'll see.

That was.

Probably did it the first day though, too, if we're being honest.

Yeah, my audio is fine. I can hear you. It's just like.

Apparently the audio is just stupid, but who cares? I can just use this mic. This mic's fine as long as I'm not listening. Trying to, like, lean in closer onto the damn.

Speakerphone or whatever. I'm gonna take the AirPod out. Pull on headphone. Can you say something real quick?

Thank you. So I'm just gonna go full on headphone. I'm gonna go full on podcaster here.

And so.

No, nothing yet, but see what's up. What's up?

I don't even remember who that was. I've been through so many calls. Sense.

Oh, his kids are going to pay for it instead. I was like, true.

Yeah. That jungle's hilarious.

Yeah. He's like, I want to have the Mack Daddy funeral. I was like.

Nice.

Some of these guys did. Yeah. I was like, cool. He's like, yeah, how much for 70 grand? Like, he's like, but my daughters are paying for it. This guy, bro.

Cool.

Well, let me get this done. I gotta get some. I gotta get this POA junk done for our friend. And that should be submitted and done. And then I've got a few other clients I'm trying to work through. Mutual Omaha hasn't. Hasn't gotten with our other policies yet. So I'm gonna figure out what's up with them. And then they said to try them back tomorrow.

Because they're swamped because they took a holiday. Love that. But let me get back on the phonies here. I'll catch you, Mick. Later.

All right, brother. All right, brother. Later.

Alrighty. So we figured out what's up with the audio. I'm moving to the podcast style. Use this microphone and move you guys over a little bit so you can.

Trying to set up this freaking camera here. This is not built for this.

This is not supposed to be a podcast style microphone setup, so I don't want to block you guys.

There we go.

Okay. There you go. That should be fine. Let me know if you guys have any trouble seeing me or anything. Finally we got our audio fixed. I'm just tired of people not being able to hear me. The Julian Polito experience. Exactly.

If you guys stick around to the end of the day, that's when you. I get weird.

After. After consuming all the aspartame and the protein, I get pretty weird at the end of the.

It.

Teresa.

I love clients who send emojis. Those are my favorite.

Yeah, this is Juliana. Got your request here about the life insurance. How's it going.

About the life insurance?

Yep, that's right. I was just getting back with you on that. Was this your first time looking into life insurance?

Oh, perfect. When's a better time?

Well, I'm not sure what you qualify for, so I wouldn't just be able to send over something.

Yeah, it's all based off of what you qualify for, because it's all based on your health and everything. But I guess I could give you a call back. What would work better for you?

Well, yeah, of course, but.

She said she knows what life includes insurance is, so she's fine.

That lady's hung up on me a couple times, though, so. That's the thing. Like, whenever you're. You know how I was talking earlier about, like, call and call until they buy or die, you get hung up on a lot, so you got to be prepared for that. Because, like, I could call that lady in a week. This is a crazy part. I'll call somebody, get cussed up and down 10, 15, 12 times. They're just like. I mean, go, go. Like, run out and play tag by yourself in traffic. Like, I mean, I've. These people just go wild, and then out of nowhere, sweetest lady on earth. They'll just.

They'll just come out and be like, hey, I just want to. Wanted to take care of my kids, like, out of nowhere. Then they'll just be like the sweetest person. Like, a lot of these people just have mood swings and stuff, you know? Well, they're stressed out of their mind because of their, like, finances.

That was funny, though. I know what life insurance is.

For those of you asking about my setup, I have my.

I have my call set up on a 30 second rotation, so if they don't answer for 30 seconds, it'll just jump to the next set of dials.

If you're watching this and you're not subscribed, go ahead, click the subscribe button below for more content. Like this.

It.

These 30 second rotations are going crazy.

I've not clicked anything and it's already pumped out like.

I guess eight calls.

Four single dials, but calls, two lines. So it's like, hey, Lola.

It'S just Julian. I got a request here from her about life insurance. Do you know when she'll be around?

Huh.

Okay, I can give you guys a call back in about two hours.

All right, bye now.

Alrighty, so update for my guys that I just tuned in recently.

I ran over my headset earlier and.

About to go erase the board, one thing I found. Maybe I'm crazy, but when I got money up on the board from last week.

I need to be looking at the big fat zero, the blank.

So you don't ever get complacent out here.

Gotta get those numbers up.

Can't rest on your laurels from last week, the week before, the month before, anything like that either.

I don't have anywhere to tell you guys, so you're just gonna have to come with.

Alrighty. So this week so far, we've got a big old zero, bunch of zeros. Which means we need to write business. Y' all hear me? Business needs to be written.

So I'm gonna throw these back on.

And get back on the phone.

What intro would you use on age leads? Great question. I treat age leads just like a new lead. Literally.

Oh, my gosh, I'm getting that mid afternoon tired.

Where'd she go? I gotta move her over.

Follow up with her. Follow up, follow up.

Freaking CRM is crashing. Love it.

It's that coffee crash. Come on, Dom. Not everybody can be natty like you are, my friend.

But for an age lead, just call them up and be like, hey, just giving you a call, you know, hey, just getting back to that request you sent us here about the life insurance. Was this your first time looking at life insurance? Something like that. And.

On these newer leads, I've been using that a lot. It's working really well for me. And then.

A lot of times when the age leads, the biggest difference I found is that you'll just get more objections. So.

What I'll do.

Oh, my gosh.

I'm just gonna put down up to call that lady, before.

What the hell? This is.

What the hell is this, dude?

So what I'll do is, like, you just got to be ready. Because those objections, like, a lot of times I'll just be like, oh, I already got insurance, or no, I never got it, or no, it's not my first time looking into. I'm like, oh, okay, gotcha. What got you looking into it? What were you concerned about?

And.

I'll just ask them typically, like, you know, obviously, if you haven't found anything yet, you didn't find what you were looking for, what held you back from getting insurance, and they'll start to tell you, like, their objections before you even have to jump into them.

So instead of having to fight off the objections in the back of the sale, they'll just tell me right there what it is that, like, kept them from moving forward. And then I'll just ask them, like, because you'll hear me call. I'm calling through some of the age leads right now. I just mix them in. So I don't. I always like to stay sharp. So when I call them up, it's just like, oh, okay. And so I got you, like, what you said you've been looking for a while, like, what held you back from getting insurance last time? And then just shut up. Let him talk. Hey, is Gary there?

Hey, Gary, it's just Julian. I got your request here about the life insurance. How's it going?

It's good to hear, my friend. Was this your first time looking into life insurance?

I work for a brokerage called Zoosurance, but we work with big companies like Mutual Omaha and Aetna American General just to find you the best rates. Yeah, just. I guess I'm wondering if you said you already have some, Were you looking to add some or just to get, like, a rate reduction.

For your wife and your kids? Okay, let me check on that for you here. Now, when you say you were looking for your wife and your kids, like to leave them something or to insure them specifically.

Ah, okay. Just want to make sure. Want to make sure I'm looking at the right thing here. So I guess I got your information.

Yeah, totally.

You said he's. Get the VA on the other line. We're going to see what's. What's what. But this guy already had insurance. Perfect example.

Turns out he's looking for.

Oh, no worries. Okay, so I guess I have your information here, Gary. So I'd have to, like, get your wife's birthday and everything to. To get a quote for you. What Is that for her?

Okay.

And then does she smoke tobacco or anything like that? Beautiful. Does she have any. Obviously she's pretty young. Does she have any type of, like, health conditions at all? I mean.

Okay.

That'S basic stuff. Basic. Is there anything else that she has for that.

Cancer? Nothing like that.

Good. Healthy as a horse. Okay. And then the last thing here for me, just to get an accurate quote for you, Gary, is just going to be her height and weight.

Underestimate. I don't want to get you in trouble, man.

Okay.

Yeah, yeah. Just ballpark is. Is good for me as long as you're not like hundreds of pounds off. As long as I've got. Yeah, just within £50 is usually pretty good for me to just get you an idea. Yeah. So let me see. All right, I'm gonna swing through all the companies here. While I'm doing that, I want to know exactly what I should look for here for you, Gary. What are we getting her? The insurance.

Okay.

Okay, that makes sense because I mean, we, with all these insurance companies we do business with, we also, we have term and also life. The biggest thing that I like to, I like to do whenever I'm. I'm looking at solving a problem for you is just what exactly is the insurance for? So I'll give you a quick example and this, I think this will kind of help you find what you're looking for. If I have a house and I've got 20 years left on the house and there's 200 grand left on the home, 20 years, 200 grand. That screams term policy. Would you agree with that? Okay, So I think the same way now if you said that in the event that she was to pass away, you just want to have something behind to help cover those final expenses, etc. Etc. If she's in her early 50s, the chances of her, with modern medicine and with her being such great health, passing away in 10, 15, 20 years is probably pretty low. Would you agree with that? Okay. And so typically in these situations, what I do. And you can always do, like a little half and half type of deal where you do one policy term, one policy, whole life. But usually if the problem I'm trying to solve is just covering final expenses, I look at whole life plans. Are you with me so far? Okay. Do you have any questions for me or any thoughts on that?

Huh?

Huh?

Okay.

You do want to include that you said. Okay now with all of those things I know you mentioned, you do have to go here in a moment. I'm going to have to call you back because that's going to take me a few minutes to put together. Okay.

Okay. Now, with the whole life insurance, you mentioned that. Because whenever you're looking at term, term is kind of like, kind of like milk, eggs and cheese. It's great while it lasts, but once it expires, you kind of have to throw it out. One of the benefits of that is that it's way less expensive when you're looking at a hundred to two hundred thousand now for a whole life plan, if you're looking in that ballpark, I'm gonna have to start throwing several plans together. I mean, we're looking at it could get pretty expensive. So what I would recommend, most of these plans max out at like 50,000 is I could look at a $50,000 plan and if you want me to double it after you see those prices, we can talk about that. But I'll start by getting you like price ranges in 40 to 50 grand for the whole life. And then I'll look at the 1 to 200 for the 20 year terms. Okay.

All right. And then just to make sure, I'm calling you back at a convenient time. Would it work better if I called you here at like.

Say, because you're in California, Right? Okay, probably work better if I called you at like maybe 4, 4 or 4:30, which works better for you?

4 o'. Clock. Okay.

Beautiful. And I'll call you whenever I call from the office. Sometimes it shows up as a different number because we like have a bunch of phone numbers here. But I'm going to text you from an 806-number with a reminder and I'll give you a call at that time. Okay.

All right. My man. Yeah, we'll talk soon. See ya.

So my last guy, he's, he's got to get back. He's on the phone with the va. He's like, dude, I got to get these, I got to get this something, something, something done with the va and he wants me to put together.

Some stuff for him. So.

He wants some coverage for his wife. I'm gonna check on that when the time comes.

But I usually give myself about.

Five to 10 minutes prior to getting into the appointment.

Not ten minutes, I'm sorry, five minutes or so before the appointment.

And.

That way I can get her quote together.

I don't want to spend my dial time where I'm like trying to get in a rhythm and stay in a rhythm.

I don't want to encroach on my dial time with.

By killing my flow.

New Legis came in. Let's check that out. Hello. Cat's out of the bag.

Out of state.

Hey. Hey, Vivian.

It'S just Julian. I got a request from you here about the life insurance plans. How's it going?

Oh, okay. Whenever you filled this out, I guess, what were you concerned about?

Okay, because.

Beautiful. So you must have just been looking for like one of those rate reductions or something, I guess. Is that right?

Oh, okay. Well, I want to make sure I can get this taken care of here for you. You didn't get like a two year wait or one of those term policies, did you?

Beautiful. Beautiful. So, yeah, I can do a quick rate comparison for you here if you'd like. Is your.

She put as her beneficiary, I need coverage. And then so she doesn't remember it.

Make it make sense.

Oh, I'm just gonna call her back.

Where do you get. Where do you get your leads? Is Facebook good for leads?

I get all my leads from Facebook.

I just get. I just do everything through the Zoo Assurance. Brand.

It.

2252.

I need to get in a conversation. I get energized when I'm in a conversation. Need to talk to some clients.

Got a guy's texting me looking for coverage.

So I've got calls cooking here. I'm texting this guy back.

You guys got me back. I just saw the screen go black.

Hopefully my whole power strip doesn't get pulled.

Say hello to the YouTube woman.

Come on, say hello to the people.

My wife is camera shy of the piece. Paparazzi. So she says hello in her own way.

Let's see what it's got. Yes, we see you. I thought you might be sharing your screen about the text. No, I don't even know how to. I'm on my phone. I wouldn't be able to do that.

Doing it that way, but.

All righty, let's see. He's telling me that he's got some mega health issues. See what the word is?

Wow. Holy crap.

I don't know if y' all knew this, but Transamerica actually takes oxygen use. Day one, it looks like granted.

Giovanna, Vicky Patterson says hi.

So apparently Trans America takes this stuff day one. I don't know if my dog's barking, so if you'll hear that. I'm sorry, see what else you got going on?

Yeah, literally. Dom, no joke.

It.

It's.

My wife says hi, Vicky.

Okay, so I sent that guy a freaking paragraph. We're gonna hear what he has to say here in just a second. About that. So I mean, homie's really serious about getting a insurance. He's like, text back in five seconds ready to talk to me. He just doesn't want any phone calls which I mean if he's got some oxygen situations.

That might make sense.

Feeling like a full on podcast right here. Go and grab me some water real quick. I'm going to leave this here because it's easier that way. I don't have to look at that. Looks so professional.

I'm gonna leave this right here guys, so I can go grab some water real quick. And that way I don't lose this setup right here. Alrighty. Comment down below if you guys have got a deal yet. It's 204 my time and I'm still looking for the first one, but we're gonna get it. Be.

It.

Sam.

Crappy dog.

All right, ladies and gentlemen, back on the phones.

So fun fact about me, I nicknamed my dog Cruppy for crazy puppy back when she was a degenerate. I've been dealing with a family emergency right now. I'll message you soon.

Tim's automations are insane. The responses that I get back to these are not.

It is wild. My dog just hurt her foot or something. What are you doing over here?

I think our oxygen guy hit us back. Let's see. He did not.

Back on my phones.

You are doing great. I am learning a lot. Glad to hear that, Ms. Vicki. Just making the calls, putting in the work.

The good thing about the marketplace is that if you put out calls and you put an effort.

I thought he picked up.

If you put out calls, you put out effort. Like you'll get deals just from sheer output.

Kind of my philosophy when I was going into the insurance business first starting out, I thought to myself, I was like, well.

Everybody here has white hair. Where I work, pretty much like everybody's bolder. More experience, more sales knowledge. I mean, where I started, like everybody had been in sales for way longer than I had. Most of them had been in sales longer than I had even been in the workforce. The next closest person to me in age before my friends came on was like 27. So I was like, let me do this. I'm just gonna hustle like crazy. So when you hustle, what I found is that you're gonna be rewarded for your effort. You'll get deals that other people won't, just from sheer out output. You might suck. It might take you more calls to get a deal. But ultimately.

You will get deals. And then the only thing that shortens Is your call to deal ratio. Just completed a quote scheduled a callback when husband's with her since policy is for him. Good.

Good stuff. Michelle. You're a monster on the phone to love it.

Hey, brenda.

Hey, brenda.

Brenda.

That was a really weird situation.

It just kind of like I was getting kicked around in somebody's pocket and I just hear in the background like.

Two guys speaking Spanish.

So that was interesting.

I usually track them on a app called Tribit and it's like dials, answers, quote appointment sales. And I just put a tally mark every time I hit one. Today, I'm not using it because I'm streaming and it's on my phone. So I like, literally I can't use it.

It's actually I.

Yeah, that's how I track everything. I just go through and tally it up. It's weird not having it today because I've been using that thing for like months. It just feels awkward.

But.

Yeah.

My biggest thing is I'm. I'm just looking for a. A conversation, right.

Sometimes if I can't get a hold of somebody that was an appointment that I was like supposed to follow up with, I'll just throw them in the.

I'll. I'll just throw them in the.

In the no show pile just to get that extra automation to pop off on them. Because ultimately, like my goal, I just need interaction. I need like content in the conversation. If I can get my hands on any piece of information, it gives me a second to like wedge my way in there. We are good to go. I just need. I just need something, anything to work with. Like my guy who's sick and texting back and forth. I just need something to get a little hook in and I'm.

It.

I'm using Kixie right now.

Pick up the phone.

You didn't hear while it's tapping?

I got. I'm using Kixie. So I use Kixie on the right and go high level on the left. I'll probably make a video about it. To be honest with you. I get a lot of people asking me that. But here's how it looks. I'll show you.

Can't really flip my camera.

So this is Kixie. That's advanced agent's hearing. Hey, is Wanda there?

Wanda, it's just Cooley on. I got your request here about the life insurance. How's it going?

Sure. What time are you off?

She's at work right now. Gonna have to call me back later.

We just making calls, baby.

Didn't even know you guys could hear my Tapping. To be honest, I get like. I used to do that stuff in high school, you know, like, gosh, I was so annoying in high school. I would do like the pen and pen and stuff. Grant. I was kind of like sometimes I was quiet with it. But.

Yeah, in case you can't tell, I'm like terrible. I'm terrible at sitting still. Like, I'll. A lot of times, like, it's difficult to do because I've got the camera like at a certain angle. But a lot of times I'll just like stand up and just like.

Lot of times I'll just like, just stand up. Just like kind of lean back and forth like this.

Hey, Teresa.

Yeah, it's just Julian getting back with you about the life insurance. How's it going?

Perfect. And you didn't get like a two year wait or nothing, did you?

Yeah. And that wasn't like a term policy that they gave you or something.

So you see, a lot of times people will just shut you down. But if you hit them with that enough times, the same lead over and over and over again. You didn't get it to your weight, did you? Oh, okay. And you didn't get like a term policy or nothing, did you? At some point, like, oftentimes they'll give you something to play with because you just keep calling, keep calling, keep calling. Even if you're a different rep from the same company. And I've made the majority of my sales were made off of people with life insurance at my original imo. And then here, I mean, still probably.

That lady actually reminds me. Let me call my client. Had a little lady, Nice little lady. Fell off the book. Rut row.

Had some billing problems with the company, who shall remain unnamed.

I've called this lady like so many times, it's out of control.

Sa.

No pickup.

Oh, man.

New lead. What up?

This guy's voicemail is hilarious. He's like three reaming with wind in the background.

Canyon in wintertime.

You guys ever heard the audio from one of those old school movies.

They like? They'll like yell at their son in the movie and it sounds like the audio is just garbage. They'll be like, sean, get here, son. Come here, boy. That's literally exactly what it sounded like when I called this guy.

Come on over here, young man.

Making the calls, making the dials, looking for deals, knows.

Okay, comment below. Should I do a, a insurance freestyle? Not in today's live, but maybe in a separate video or a separate live.

Dom, are you for real, bro? You better be Talking about that integration into Kixie, not my rapping.

Hey, San Juana. Yeah, it's just Juliana. Got your request here about the life insurance. How's it going?

Oh, no worries. So. So.

Well, I have to ask you a few questions just to get you a better idea, but, I mean, I don't see why there would be. Do you have any health conditions?

And this was in 2021.

Okay. And then just confir.

You said the blood thinners, those stopped last year. What month do you remember?

Okay.

We'll see what we can do here for you. And then what's an approximate height and weight for you?

Okay. And do you smoke cigarettes or any tobacco?

Okay.

Good. That's good to hear. And so I guess with the.

Okay, so do you have any medications at all, then, currently, or is.

Do you take anything at all, then, currently, or. No?

Okay, awesome. And let me check on this here for you. So have you been declined for any type of life insurance here in the past 12 months?

No.

Oh, my gosh.

Well, let's find you something that doesn't have that. Doesn't have that. How much. How much are they charging you just so we know how much to look at for you? I don't.

Okay. So was the payment too high or was the coverage just not right for you.

Immediately? Okay.

Yeah, that makes sense. It comes for all of us, sadly.

Okay. And just so I know. What was that?

Oh, my gosh.

Oh, my gosh.

My condolences. I know that must have been hard.

Yeah. Oh, my gosh. I hate to hear that.

It comes when it. That's the sad thing is it comes when it comes. We have to enjoy every moment that we get.

Exactly. I. I was telling my wife that the other day, because you never know when it's going to come for us. I mean, it's. I've had friends. I.

So I guess when you were looking into this, were you. Were you trying to do a cremation or were you looking more for, like, a burial.

Now? Burial. Okay, and so whenever you were looking at this, the payment last time, was that too high for you? I'm trying to make sure I'm getting the exact right plan for you, Ms. San Juana.

I hear you. All right, well, let me check on this for you, because I'm gonna see if I can't get you. Get you something that's gonna go a long way to get your family covered, but also gonna fit in your budget. Okay.

So basically, my name is Julian, and the way that this works, Ms. San Juana, is that whenever you're looking into insurance, most people like to come straight to us because we look at all of the big insurance companies. So instead of you having to call around and ask everybody and their mom if they've got life insurance that's affordable with no waiting periods, people just call us. And so what I'm doing is I'm looking at all of the big insurance companies for you. That way you don't have to worry about finding the right thing for you or trying to get an approval or this or that. Okay.

So the one company that kept sticking out to me, though, when I was looking at this was a company that's called sbli. Have you ever heard of them before?

Exactly. And that leads me to this next part, Ms. San Juan, is to go over these prices and how much this coverage is.

No worries. Yeah. And then.

Exactly. And then do you have, like, a pen and paper? Because you're going to want to write this down. This is some good stuff.

Yeah. And then just let me know when you're ready. I'm. I'm at your convenience here.

Oh, I know. It's been snowing all over the country and it's crazy out here.

It.

All right. Are you ready for me?

Okay, so the name of the company is S as in Sierra, B as in Boy, L as in Little, and I as in Indigo.

So it's just four letters, S, V, L, I. And like I said, the reason that I'm looking at this company for you is just.

Okay, so the biggest things I've got to go over here with you is just the pricing and the coverage. If you want to write down at the top of that page, 12,500. 500.

And then below that, 10,000.

And then below that 8,000.

The reason I wanted to show you the 8,000 is because I want you to get a good idea of the price comparison to what you had versus what you might be eligible for. Okay? So those prices, they never go up, they never go down. Everything stays the same. But the 12,500 that only came in at $90.89 a month.

And then the 10,000 only came in at about 73.55.

And you remember how you told me that you were paying? I think you said it was like a hundred and some dollars a month. For the other 8,000.

This one only came in at 59, 68amonth.

So about half the price for that day one coverage. Now, the big thing here is this is if you get approved. Right. So I would have to go through that Health assessment and everything with you. But out of these three options I've gone over here with you, which one would you want to apply for?

The 10,000?

Yeah. And that'll take care of a direct burial like you're talking about, without having all the. To do all the extra stuff and just getting it done quick. And one of the good things about.

Yeah.

It is.

Exactly. And the only reason. The only reason I can even show you this is because of how many years ago that was. If you had told me that was this year or even last year, I would have told you that you would have had to have gotten a plan like the one you told me about before. But because you're still in great health and nothing's changed, I think we could get a yes on you for this.

Yeah.

Huh.

And. Wow. So that stuff helped then.

That's amazing. So just to make sure then, because again, I would have to go through and apply you this for you. You said you wanted to. To apply for the 12,500. Is that correct?

Oh, my gosh.

Yeah.

Just.

Yeah. You just wanted to make sure you had enough. You just didn't want to like. I see. Amen. Okay.

Right.

Okay. Well, yeah, So I just pulled it up. Everything's looking the same. It only came in at $90.90 a month. I'm going to go ahead and get that knocked out here for us. Have you been declined for life?

She's looking for E.C. this is insane.

I'm sorry. Yeah. Can you hear me?

Okay, so the email should be coming from sbli, Massachusetts.

And sometimes I have to send it twice if it didn't come through.

Yeah. Do you want me to put a secondary or do you want me to put, like, a contingent if you were to pass away or something?

Mm.

And you guys are also going to get the policy in the mail as well. It's going to be in a booklet, and it's going to have the name of the company on the front and all of the information on the inside, and it's going to have your name listed as the beneficiary for you to get paid in the event that something happens to her. Okay.

A love of carry. You mean my phone number?

Oh, yeah. So the. Every state that we work in, we have a local area code. Just that way. Yeah. Because if whenever you. If I. Whenever people call people from Massachusetts, it just doesn't. It just looks weird. I'm personally not from Massachusetts. I just do business with that company because they're. They're great and they help a lot but you, you guys are also going to get a text message from that phone number that I just gave you, my direct line. If you ever call me or text me there, you're going to be able to reach me directly, not some assistant or somebody. That's going to be my line directly. You're going to get a message in just a moment. This is to leave me a review based off of how I did today.

SA.

I'm offering you guys a five star level of service. Is there any other questions you had for me about this plan?

Sa.

Yep. And you're going to get that in the next five to 10 business days. So that's going to come directly to the house. If you don't get one in the next five to 10 business days, I'm going to text you guys. It's going to come to San Juan's phone, not your phone and all. But when I text and this phone to her or this, when I shoot these text messages to her, I'm just going to double check to make sure she did get the policy. And in the event that she doesn't get one in the mail in the next five to 10 business days, just let me know and I'll have to call them up and have a second one sent out. And just to be safe, I'll also have one emailed at that point because sometimes it does get lost in the mail. Okay.

Alrighty. So if you guys don't have any further questions for me, I do have an appointment to jump to here. But if you guys want to text me and if you want to text me your phone number, that way I have your number saved as well. So in the event that you ever need to contact me, I'm here to help then. It's been great getting to know you guys. Is there any, any final things I can do here for you guys?

Alright.

Okay, awesome. And then just to make sure that.

Hey, you have a good one. It was great getting to meet you, Anna San Juan. It was great talking to you. I hope you guys have, have a, a beautiful week. And if you need anything, just give me a shot anytime, okay?

Absolutely. God bless you guys. You have a good one.

All right, bye. Bye.

Somebody played the John Cena theme song. Just got our first deal of the day. Let's see.

The granddaughter jumps on the phone and starts like killing my deal. Like, is this a scam, what's going on? Blah, blah, blah, banking information. Oh my gosh. It was like everything was all fine and dandy. I mean, I'm coming up it's like the perfect deal. She's like, I had had a waiting period. I had had a bed. I was like, didn't really like the situation. I was paying way too much. I'm gonna fix income. And then her granddaughter, like, I'm like, okay, deal done. Great. Awesome. Got you. Sweet. And then granddaughter comes in. She's like, my grandmother's been scammed. I need to know who you are. Blah, blah, blah. Oh, my gosh. And instead of being deal busters, we ended up getting the deal done for her. The total premium of the application was going to be.

$1090.80 in premium. It wasn't a huge deal, but she was on a fixed income. She needed a lower payment and coverage that was going to cover her immediately. She had just canceled her other policy because she said that she was upset that she had a waiting period and that it was costing her like $130 a month. So, guys, like I told you earlier, probably gonna sit.

Gosh, this is like.

I feel like I'm in a freaking, like, Hollywood studio with all these darn cameras. But yeah, guys, like I said earlier.

Looking at the marketplace and how much it rewards you, we have been calling since 9am my time, and we are now getting our first deal here.

At.

3:24, almost 3:30 my time.

Which means we've broken the eyes for the week.

And.

We'Ve gotten started on a good note. We're in the four figure range already. Not a baby deal to get the week started, but not a huge deal. A good deal to get the week started. So. Oh, man, I put the numbers down wrong. So again, overall, we're looking at 1,090 and 80 cents. So.

I know this is gonna get comments later when. Good Lord. Headset hair is awful. So this is gonna get comments later when I'm not on the stream because that's how it always works. And then I feel like a jerk because I end up ignoring people by accident for comments I never see. But what questions do you guys have for me after we just did that dealio here? Comment down below while you guys doing that. I have to pee. I'm gonna run to the restroom and then we're gonna get back on the phones and find more clients because that's what we do here.

So I'm gonna catch y' all here in a few minutes. No, probably 30 seconds. But drop your comments down below and your questions. I'll answer them as soon as I get back.

It's.

Sa.

What's going on, y'? All. So I'm back. About to go. Just got an email from Mutual of Omaha, and they said something about.

They said something about this or that with some other policies. Probably a bunch of crap. So might have to go have another rewrite here today, which I got. This lady applied for 200 grand in IUL business. So if I come back and tell her that she's eligible for 50 and it costs more, that's going to suck.

I don't have another IUL carrier, and I don't know if she's going to get approved. What? What?

So that's that. But what did I say to the granddaughter? That I obviously talked her off the ledge. One of the things that, like, I love it when people ask me, like, she says, so is this a scam? My favorite. Like, the biggest thing that they're doing is testing you, right? Granted, I guess, like, if you ask the scammer, I'm 95 sure that they would tell you it's not a scam. So I don't even know why people ever ask that question. I guess it's just to see if you're, like, a novice scammer. Maybe those guys, like, drop the ball whenever in their, Whenever they're in the midst of their scam. I don't know. Have some more protein, by the way. Bam. But when I, I, I, I'm, like, speaking with her about the insurance, like, hey, so this is, Is this a scam? I was like, like, life insurance or what do you mean? She's like, no, like, is this. Hold on.

And I'm just giving you guys the real raw footage. We out here drinking protein shakes, being a freaking monster.

And then talking about life insurance sales. This is the real, real. So.

Yes, I'm like. She's like, yeah, so is this a scam? I'm like, like, what? Life. Life insurance or. What do you mean? She's like, no, like, is, like, what you're doing is scammed. I was, like, applying her for life insurance or, like, I guess I'm, I guess I'm confused on what the. Like is what a scam. So, like, my first thing is I just, like, act like I'm in the nicest way possible. I try to more or less treat it like it's the dumbest question I've ever heard. And the reason why I do that is because, like, if I went to a bank, like, let's say you walked into bank of America and you went to the teller and you said, because this is how bought in the employees are. You said, is bank of America a scam? They'd be like, what? Like, yo, is bank of America a scam? Like, is this. Is this whole operation a scam? They'd be like, is banking a scam? Or bank of America, the company, a scam? You would just be met with like, are you brain dead? Kind of, like, attitude. Like, that's kind of how somebody would just respond to you if you were to ask them, like, hey, is Wells Fargo? Or, like, a really credible company? So, like, everybody asked me. I just kind of act like, what? Like, what kind of a question is that? Is the tonality I'm conveying just like a confused, like, what are you even talking about? So she didn't. She comes in, she's like, well, no. Like, I mean, how do I know you're not a scammer? I was like, well, I mean, I'm sending over the HIPAA authorizations, and I'm not even authorized to ask you guys questions until you sign those. So you can read them over. They're coming from the Savings bank of Light, the Savings bank of Life Insurance in Massachusetts. So, I mean, read them over. You can look at their website and everything. And I can. If you want me to send over my license, I can do that. But.

Like, I don't. Is that. Does that answer your question? Like, she's like, oh, okay. And the whole time she was still skeptical. Apparently they've been scammed. And by they, I mean grandma, and by grandma, I mean both of them, because they have a joint bank account. So. Almost blew up my deal, by the way, because she only had Direct Express. And.

She had told me previously that she'd had a bank account. So she tried, but she tried to like, oh, I only have Direct Express because a lot of people protect, like, will give you more card info than they will bank info because it's easier to get rid of. And so I was just kind of like, you know, what's the deal here with the bank, what's what, etc. Etc. Ultimately, I just kind of, like, treated it like it was an illegitimate question and then just went over everything with her, broke it down, and acted like a professional. And she was super comfortable to move forward. And as if you guys heard me at the end, I'm like, oh, hey, do you have any questions? Like, what questions you have? Like, how can I help? What do you need? What's. What. This is that. Here's my number. Both of you get my number. Blah, blah, blah, blah, blah. And so.

I'm probably gonna call them up tomorrow because they were skeptical. And specifically the granddaughter.

So I'm probably just gonna call her up and be like, hey. Or, you know, grandma, hey. Just wanted to touch base with you again, you know, see if you had any final questions for me and go from there. But.

See, other than that.

For some reason, I cannot get a John Cena theme song out of my head, which I wish someone would play that right now. Be crazy.

See what the hell me Drew wanted.

What?

This is incomplete, but then it says that it's.

Bro.

Okay, got some more admin and degeneracy I've got to clean. Up, up.

Y' all listen to this. First message. I'm 63. How much money do I have to pay per month? Here's the next one. I can only pay $20 a month, otherwise you can forget it. Call them up, see what's going on. Charles, Mr. Gentleman. Oh, my God. Why does it switch it over?

One of my New Year's resolutions is to consume 200 grams of protein a day plus and I've been doing pretty darn good so far.

Anybody else got any fitness goals going into 2024?

See cover. It's probably insurance related.

Keith Reinhardt says hello, Leon. Hello, Keith.

Seeing all these comments come in. Thank you for your support, ladies and gentlemen.

Pick up the phone, baby.

I've been making phone calls and streaming this for six and a half. Over six and a half hours now, and it doesn't feel like it.

Supposed to have an appointment here in about.

23 minutes.

If you guys hear my dog just randomly go.

Or something random. I apologize.

Ah, the plot thickens.

I just had a guy.

This guy had. Had texted me like a couple. It's funny. Nobody wants to get on the. Nobody wants to talk on the phone, but they just want to get a quote and then they don't include any of the information. So you guys ever get one of those, like don't call me only tax or only email?

Best way to deal with that is just to make sure you like Bench Lizzo's old B. Bwl. Lol. I don't know what that means. I don't speak like hip language or lingo. I talk to retirees all day, so no dog sounds. Also, my IMO wants me to buy 35 to 65 for a single.

Yum. Love that. Keep taking the protein drinks, lots of water. I'm sure you do. I'm on it, man.

Yeah, this gentleman came back talking about, no, I don't really got any health conditions. Just this, this, and this. And leaves out like a Whole nightmare situation of medications that could have completely thrown his approval had I not.

Asked additional questions though, guys, remember, just whenever you guys are underwriting a deal especially, and he's also.

Putting these in as like.

He'S misspelling them and all that. So like, guys, remember when you're doing this.

Just please be sure to like ask extra questions because ignorance is not bliss. Ultimately, ignorance can be a complete deal killers. I almost lost that other deal earlier. If I'm being honest with you guys and like transparent, I should have asked about that Direct Express card. Now when somebody does mention earlier in the conversation that they have a bank or something of that sort, I usually will deductively reasoning, I usually will deductively reason my way into the situation that hey, I'm probably good, but again, I should have clarified there.

Because I could have been totally wrong. That could have cost me that deal. And right now we could be talking about how today was a zero day, so. So ask questions.

We're gonna see what this guy has to say too.

That's a pretty wild situation with that, imo. Though.

Honestly, it's not that uncommon though. Most, most companies, like.

Most companies will charge you crazy prices for leads or.

Got my chocolate chips in here.

Yeah, most, most companies will. Private lead vendors will charge you like crazy lead prices or whatever.

What I found is like.

Ultimately volume is super important.

But you have to make the trade somewhere.

You either have to become a marketer.

Which doesn't make sense if you're a salesperson, which is why I have a business partner for those of you that were asking about that earlier.

Let's see, put this stuff down. Gosh, this guy has so many health conditions.

Hopefully give him an approval day one.

But.

The plus side is I know he's not going to get a better quote anywhere else because I'm literally like, it's a coin toss of what I'm already going to be going over with him. So.

California. California, yeah. What I was saying is you basically either got to be a marketer and you got to learn how to generate leads on your own.

Or you've got to partner with an IMO that generates leads in a free lead program, or you've got to go hustle friends and family and ask for referrals and do things the old school way, or you have to pay for leads that could be call ins, that could be.

You know, whatever it is.

And ultimately like there's a trade you're going to make somewhere. But when you're looking for people to talk to, like you have to pay for it in time or in money. Right? There's no way around it. Just no way. Now, you can go out and hustle referrals and do this and do that or whatever, but at some point somewhere, you do have to pay with time or money.

So, you know.

If your IMO is trying to get you to spend that kind of money on the leads, it's because you're taking the risk in exchange for higher comp. Typically, if they're giving you low comp and still charging you that lead, those lead costs, that's where the situation is out of control. So if they're charging you, like, I've seen some companies out there. This is insane to me.

I'm not going to name any names, but I'm sure I know some of these people. Some of the people on this live have worked there before, if they're still on. But what I've seen is that there's some companies that offer like, super, super low comp, like.

Wildly low comp, and they'll still charge retail prices. 90 is. Is good comp. If you're paying for leads, 90 is pretty fair. I mean, that's. It's pretty high.

I mean, FFL used to offer everybody super high comp, but they stopped really doing that as much. It's just not like a sustainable way to do business.

Just kind of like. Kind of like how carriers will. New carriers on the block will accept all the health conditions under the block just to get new business in. Like, kind of like how they break into the industry type of deal.

But.

Guy over his quotes here.

It.

It's.

It.

Boom. Got that quote out there.

Bing, bang, boom.

20Amonth there. That guy's hilarious.

I don't think I have. I.

Let me see if it's a new lead.

But. California.

California.

All right, y'. All. Holy.

Oh, my God. I was so loud. The last house. Like, my freaking ears feel like they're bleeding. I called that lady earlier, and the old lady was so quiet. I just called these people and like, it was one of the. Oh, it was one of the calling restriction things, and it was.

Like, we're sorry. Bingo. I'm like, calling restriction. Holy.

Oh, my gosh. All right, back to business.

Got an appointment here in a few minutes, too. So we'll see where that goes. San Juana sale.

See if she left me review.

You know what's cool? I'm the first person that's ever closed a deal live on YouTube to my knowledge. If you guys know, if anyone else has ever Done it on a YouTube live for an entire day.

Let me know. I've only ever seen edited videos, but we did it. They said it couldn't be done and we did it. So here we are. Let me know in the comments below if you've ever seen that before. I would love to know because I definitely check that out. But to my knowledge, we are the first ones to ever have done it. So shout out to Tim and the team for making this happen.

And see if we can't get another one.

You just filled it out? Ain't no way you can't got time to answer.

Switch you guys up over here.

Hey linda.

Love that.

Little hang up there.

I've actually had people complain for me calling them too quick after they filled out the form.

My response to that complaint is that I'm sorry, that we just care too much here.

I'm sorry, Ms. Jones. We just care too much.

Our clients.

Our clients are just too important to us. Audio just went out again.

Hello? Hello? Hello?

All right, we're back in business.

On the phone.

So you're watching this and you're thinking, I don't know if I can be an insurance agent pounding the phones all day and being a monster. If that's you, don't do it. Just keeping it real.

Hey, Nina.

Oh, it's just Juliana got that request from me here about the life insurance. How's it going?

It's never been better. I'm just being the born old insurance man.

Yeah. Was this your first time looking into life insurance, Ms. Nina?

Oh, okay. Let's see if we can't get that fixed up for you here. Tell me more about that.

Uh huh.

Uh huh.

Oh, good.

Yeah, I can. I can do that for you. Let me see what I have available for you. What time are you off work?

6:30. So that's about what, another. About another 45 minutes? Ish. Why don't I give you a call in about an hour and a half? That'd be about 7:30 your time. Is that gonna work for you?

All right, let me put that down here for us, because I'm pretty booked up the rest of the night, but let's see if we can get that taken care of for you. And then obviously you have a good night at work and we'll talk soon. Okay.

All right, Bye now.

Just like that, we're back in the game. But yeah. So if you're watching this and you're thinking, I don't know if I can make hundreds of calls a day, talk to good people and Close deals, then don't do it. It's not worth it if you don't want to do that now, if you are someone. Because I know there's a lot of new people that's going to watch the stream and they're going to be like, I want to shadow an agent for a day. I want to see what it looks like. And then their upline is going to try and sell them a dream of some sort. This is the real deal. I've made hundreds of phone calls today. We've written over $1,000 in business. This is not unusual for me. In fact, this is kind of a slow week for me. That puts us at about 22 grand for the month here, which January 16th on a Tuesday.

And.

These out of state legion, they're killing me. Smalls.

And if you've ever been in sales or demo scheduled, I got an appointment coming up, y'. All. If you've ever been in sales or if it's just your first job getting into sales. What I have found.

Is that if you get around people who are doing well and if you invest in your learning off the clock, you will grow really fast in this industry. I've read a ton of sales books. I've read a ton of things. I never had a ton of formal training from a manager. Most of my things have been learned from going to seminars. I learned some sales information. Me and Tim went and watched some stuff directly from Alex Hermosi, which was amazing. It was freaking beautiful.

I've taken. Has anybody here ever used Cardone University before? Comment below. Card on you if you guys have used that. That was pretty legit. Want to know what else you guys have used for sales training? Let's see. Got this appointment coming up and we'll pull up on her. I know she wants to. Pretty sure she wants to get some coverage. Let's.

Oh my gosh.

All right, y'. All. You guys are about to see something crazy.

I have a feeling my lady that I just talked to is going to be difficult to get her life insurance.

It.

Any pq. I've watched Jeremy Miner's videos, but I've never done business with him. I've never like.

Bought any of his courses or anything. I think Jeremy Miner is pretty legit.

I think he's got some really good content out there.

I think he's definitely legit.

I think the best situation to be in if you're a salesperson is like Grant Cardone work ethic and effort. And then if you can like use some of Jeremy Minor's thought processes and word tracks. You're gonna be in a good spot.

Send your message for. Not for me.

Who's my Baron? Why do I not know that? I feel like I do know that name, but I'm like confused on whether or not I do.

Please leave your message for.

So we're getting no show. That's cool.

I'm looking at Mike Baron right now. I've never heard of this guy.

Oh, this guy.

GG is fully on. How's it going.

Julian? You asked me to call you back about the life insurance. So you guys didn't have to put out 800amonth for your husband. Oh yeah, I'm not at home right now. I'm driving on the freeway. That's why you can hear the noise like this. Oh, I'll be home in about 45 minutes. I'm almost there. Okay, I'll try to see if I can't get back with you tonight. If not, I'll get you. I'll get you a text, okay? Okay, great. All right. All right, bye now.

Freeway.

Ain't nobody got time, time, time for debt.

For those of you guys watching, I don't know if you guys know, we used to offer like self lead generating courses or whatever and I put some sales training in there from a lot of the stuff that I use that I've picked up over the years from guys like Grant Cardone, Jordan Belfort, Jeremy Miner. I saw that comment. I've never heard of Mike Baron in my life. I'm just keeping it real. I'm looking at him right now. But stuff that I've learned just from doing that, and I think I have, I think I'm over a hundred thousand phone calls for my sales career. I have to look back and like do some math, number crunching. But let me know if you guys want me to like release a video or two on that from the course directly. These have never been released before in the insurance business except to people who have paid for that. Now while we can't release the whole thing, I'm sure video or two. I'd have to talk to Tim. But let me know if you guys.

Videos look pretty cool. Let me know. Comment down below. 10k. If you guys want me to drop some of the knowledge that I've picked up along the way to run up 10k a week in life insurance sales in approved business. I'm not talking about garbage, right. I'm talking about approved business that actually pays you not. Oh, I wrote a book. Well, rewrite all these rewrites like not that mess. This guy needs more. I don't know why he doesn't have more views. This doesn't make any sense. His thumbnails are awesome. I have no clue who he is, but he's got really good looking thumbnails. He's got some solid content, it looks like, too. So.

Back on the phones from the no show. Boom, boom.

Boom, boom, boom.

That might be it. He might be an IG guy. I think I might have spelled his name wrong. I don't even know. 10k. 10k. Okay, if we get a couple extra 10k comments, I'll talk to Tim about it later and we'll see if we can't throw out maybe a video or two here sometime in the next week. Also, if you're not subscribed, go ahead and subscribe to this channel because we're going to be doing some crazy stuff this year and we're going to be showing you the secrets that I'm using and what we're using to. To duplicate exactly what it is that I'm doing with not just myself, but other agents in the Zurich closer model. So if y' all want to see more stuff like this, I would definitely tune in because this year we're not letting up at all.

I made a commitment at the beginning of this year in 2024 to just get. Get the life that I want this year at a high level. I'm not talking about like going out to your favorite restaurant once a week. I'm talking about like working your butt off so that if you want to go out to eat every night, you can do that. You know what I'm saying? I'm talking about really killing it this year, making this year my year. But I wanted to also be your guys's year. So.

I'm definitely gonna be talking with Tim about dropping these videos.

Pretty sure that lady cussed me out earlier today. What do you think of David Duvort? David Duford videos where he teaches how to sell. I've never really watched. I know this sounds awful, but I've never really watched David Duford sales videos.

I have my contracts with David Duford, but because he's a face to face agent, I already did face to face face. I getting into telesales. I just started calling people. That was. That was pretty much like the extent of what I started. Hey, Lori.

Yeah, it's just Juliana got a request from you here about the life insurance. How's it going?

Oh, my gosh. Yeah, absolutely. Yeah. God bless you. Bye.

Ooh, she's at the hospital with her husband. I'm gonna put in my system here. Don't call that lady for a week. It's always the worst.

The worst is when there's a system error and you call them again. That's where I've seen him. Rj. That's where I've seen him. That's why I knew that name. I followed Grant super close. I love Grant stuff. He's a little bit like polarizing for a lot of people. But I really like his style because he goes out of his way to get it. He's just such a genius marketer and he's a great sales guy. Hard working dude. I really like him. But yeah, David before videos.

I don't know what just happened.

I've never really watched the sales videos. David is a like wealth of knowledge. I learned a lot from David.

Hey, is Todd there?

Yeah, we were just responding to his request about the life insurance.

Okay.

Yeah, I can go over it with you. If he's had that kind of health condition come up, I can just do everything with you.

This was life insurance. That's right.

And then.

I was just gonna say you said that was about. You said 21 months ago. Is that right?

So that would be.

That'D be like the beginning of 2023. Is that correct? Would that be.

22?

Okay. Oh, yes. Okay. So 22. Was that the only time he's ever had?

My last lady, I've called her.

Three times since she's hung up on me. This time she finally let me talk to her for 2 minutes and 23 seconds. So making progress.

But she just blows me off before I can even get her the information. I'm like, dude, she's like, I know he's not gonna get anything, blah, blah, blah. I'm like, did you even listen? You didn't even listen at all. What I was saying about David Duford. That guy is awesome. I love Dave. He's a powerhouse in his business. He's been super helpful and in helping build my career and I've done a lot of stuff with him. I would personally not recommend going with another upline and like, if you weren't like.

If you're like getting into the business or something. Because for me, he's always been honest with me. He's always been straightforward with me. Everybody. That applies to the Zoosurance closer model that we don't accept. We always recommended they go apply to David Du Ford. And yeah, Tim commented below, most trustworthy guy in the insurance business for sure. We talked to a lot of guys and that dude is in two, I don't know what Tim. Two years, three years. Two years, little over two years doing business with that guy.

I, I, we have never had a single situation where he lied to us or we were like whoa, whoa, whoa, what is this? We've had a, we've had some disagreements like any like anybody will in business but everything has, oh, we've always like been able to solve anything that ever came up or whatever but it's never been like a situation where he lied to us or anything like that. I'd say.

Husband has.

I've got nothing but good things to say about David but I have never watched the sales videos just because I've, I've always.

Either done face to face prior to even finding out David Duford existed. And then the second round I got into telesalesales and he doesn't really have anything on telesales except for like interviews.

Yeah dear. Ford is a super intelligent guy. He's extremely, he's extremely intelligent. He's got some good video. He's got some really good videos too. We actually got kind of got started on our journey by watching a lot of David Du Ford videos. He's done a lot for the business.

It.

Honestly Dewford and Cody have actually picked up some pretty decent things from those guys interviews. To be honest with you.

I don't really watch a lot of Cody Askins either just to be, I mean to be completely honest, I haven't watched a ton of insurance content altogether outside of D.O. ford. When I first got like.

I think first getting into the independent world I was like as ignorant as ignorant can be. Me and Tim just went on a bench of David's, David's content. I don't even think I found Cody and I don't even know how I found Cody.

To be honest with you. See if this lady picks up again.

I think justin von megham is underrated.

Hey ernestine.

Hello.

Ah, it's that lady. She's got this voicemail that sounds like she picks up but doesn't.

Yeah, I think Justin's bomb igam I honestly like.

I don't really talk to Justin very much. Very, very occasionally. I think I've talked to that guy maybe like two or three times. He's got some good stuff going on over there.

With his content.

Jeff roots got some good content out there too.

Oh Dominique, you got me out here looking, looking sick bro. Got me smiling, got me teasing, making me feel.

I've never watched Douglas Massey either. There's a lot of people I never even heard about until recently. To be honest, I feel like it's really hard to find life insurance content. Maybe I'm crazy. I don't know.

Hey, Francisco.

Yeah. Can you hear me?

It's funny.

Anybody else get an app out here today?

Dom says I've had two of my biggest days since I started messing with y'. All. Yesterday and last month. Super thankful. Thanks, Dom. It's been. It's been really cool getting to do some stuff with you, man. To be honest, for real, I've really enjoyed. Me and Dominique actually used to do, like, a zoom room here for a while before he got all big time on me. No, we. I ended up having to. We're doing the zoom rooms now for this insurance closure model, so I'm not able to.

Did you get it approved?

Let me know, Dom, let me know if you got it approved. But, yeah, I've got. I basically.

Sorry. I thought she answered. But, yeah, I've been doing. We're doing the zoom rooms now with the current closer model, so not able to run with Dom anymore in the trenches. But tell you what, I'd say we both have grown for. For the better having done those zoom rooms. What's crazy is that I had done before, I had done weeks where I had had over 10k in commissions. But last.

Hey, Kathy.

Yeah, it's just Juliana. Got your request here about the life insurance. How's it going?

No worries. I can give you a ring back. Yeah, have a good one.

Just finished a day job, getting started with the insurance. Love to see it. Diablo, Pollo, Devil, Chicken. What does that mean?

If you've got the mental stamina for it, you can actually make stupid cash on the side selling life insurance at night.

Hey, Sharon.

Oh, I love jim roon.

I don't know anything about that. A lot. All of ours are generated through the insurance brand that we have that feeds our agency.

But I've also never heard of that. A lot. I would definitely do research. What the hell is this?

What is going on? Sorry, y'. All. I get tripped out sometimes when things. When things start weirding out, bugging out. I don't know what's going on with this thing. It's like. I think it's definitely user error. I don't know what I'm doing, but it's definitely not. It's. I'm doing something wrong. Here we go. There you go. But, yeah, I would definitely do research on your lead vendors before you jump into business with somebody, because. And I'M just telling you, like, I'm not saying they're a bad company or anything, but I'm just telling you right now, like.

That's funny.

I'm just telling you, like, definitely do your research, because there's, like, new lead shops that just pop up on the corner every freaking week. Dom will tell you about this. Dom's been in the business. He's been around a block too. These people just pop up, shop day in, day out. You never hear about them, and then you never hear from them again. And.

I'm not saying that's that company.

But I would definitely.

I would definitely look at, like, a bunch of different options, ask around a lot, and ask from producers who are actually writing business that sticks, not people that are like, hype up, sign up, showboating, talking about making money.

And I would also ask agents who are actively writing business. I would not ask an agency owner that does not write business or does not have a direct interest in you writing business. Because a lot of agency owners get kickbacks on leads. So it's important to understand, like, hey, does this person actually write business on these leads? Do they actually have my best interest at heart and just overall, like, is this going to be beneficial for me? Because at the end of the day, like, what it comes down to is when you're in sales, like, if you don't sell, you don't eat, and you have to take care of yourself regardless of what lead vendor.

What. My God, what lead vendor is this or what lead vendor is that? I'm getting a ton of questions about our system. I'm getting a ton of questions about leads, about calls, about sales.

Tim's gonna drop a little apply below link for our agency. If you guys want to learn more about the Zoosurance closer model, comment below zoosurance. If you guys want us to put that down and we'll drop it below. We're only accepting two agents. One of the spots has already been filled. We only have one spot left. And the reason we do stuff like this is to make sure that we can actually invest in the agent and not just hype up, sign up, recruit everybody and their mom. It's not just a. A mill of producing agents, but comments assurance below. If you guys want me to drop that link, I'll ask you to do it on the phones right now, but let me know. Dominique says research. Definitely research will leave vendors. Yeah, for sure. That would be game changers. Well, actually, it wasn't big game changers for me because I just. Tim puts me on so thank you Tim.

Biggest change that I saw in my business was three things. Zoom rooms, Julia's insurance. I was there for every day, six hours really learning carriers trainings about each carrier all over YouTube, you know, tricks about each carrier production, fill it.

And yeah for those of you guys who are like typing and commenting your stream insurance, I know there's a delay on the live every single day I'm in a room doing this with you, role playing, training, helping walk you through objections, applications etc.

To make sure you've been successful. Like Dom just said a moment ago, zoom rooms with me every single day and I learned a lot from Dom too. Dom is a really good dude on the, on the carriers. I honestly could probably know some of the little nuances of.

Some of the nuances of the carriers but my biggest focus is like on the client and I think I still know my carrier game like crazy, don't get me wrong. But like I can get you an app approved and stuff but like I kind of use the same carriers most of the time. Dom's got like 30 carriers. It feels like I run with the same like 13 now those 13. I'm on it. He's got these little sidebar carriers.

Shout out to Dom for the underwriting on the sidebar carriers because I do not know that stuff.

I like to keep it simple, stupid. So yeah, comments insurance below though if you guys want to learn more about that.

Oh my gosh.

Big yawn.

Hey Christine. Yeah this is Cooley. I'm getting back with you about the life insurance. How's it going?

I don't have any records of that here.

Huh.

Uh huh. I don't think so. I don't have anything down here I can check though.

Oh okay, no worries. Well yeah, I'll go ahead and put that down here. Yeah, by now.

So y' all just got to see one of, one of the funny things. I actually I called her through.

Advanced agent CRM.

But I forgot to take her out of Kixie so I called her back. That lady is not qualified. Lol.

Do not call.

Second dial next.

All right y', all, so I think we said we would do this this live for eight hours today. Now I am going to be calling longer than 8 hours. Comment below. 8 hours. If you guys think I should go past that time or if you guys think I should just cut it off at 8.

Because I'm going to call until later. I mean I, I'm probably going to be calling until like 7 my time which would mean that instead of calling for 8. It would come out to about 10 hours of live dialing. So comment below what y' all think? Should I do 10 hours? Should I leave it at 8 and then just cut it off and go off on my own? Y' all let me know.

Regardless. I'm gonna keep going. Comment below what you think? Eight hours or ten hours?

Starting to get that delirious feeling. I'm gonna go get like, a orange or something in the second for my blood sugar.

Yeah, Dom's putting a lot of heat in the comments here, y'. All. If you're not investing yourself, though, like, that's. That's crazy. You gotta stay investing in yourself.

I found that, like, setting targets and stuff for yourself. What dialer do I use? Kitsu and go high level advanced agency around.

One of the things that I've always done that's helped me perform at a high level has been setting targets for myself and goals I used. Like, when I was in Face to Face, I'd be like, oh, I'm aiming for 10k this week. But I didn't. Like, I didn't even know if I could hit 10k on the model I was in coming into this year. I said I was going to hit 10k in a week, and I've done it that or more every single week since the start of the year. Looking to do it again this week.

And.

We just gonna get it going. But said if you're setting targets for yourself, like, Dominique's got some really good stuff in the comments there. But to add to that, like, I would definitely set a target for yourself that if you've never hit it before, aim for that. So if your best week ever was 1000, if you're working part time.

Double it. Double whatever you're doing.

Hey, luella.

Louella.

You.

The silent answer. The Tim wants me to go for 10 hours. Is there anybody else? Because if. If y' all some lanes, then we will cut it off. I'll cut it off right now just to say this. Let me know in the comments below. In the comments.

Oh.

I just flipped it over by accident. My bad job.

Blood sugar is getting low. My dog is getting crazy antsy, which is driving me nuts.

The struggles of the day accidentally knocked something off of my desk, and I'm fixing it now. Give me one second.

Oh, man.

I wish I would have seen something like this. Getting into telesales. Like 8 hours or maybe 10 of some producer just dialing and.

For like 8 hours straight just talking about random who knows what.

So we're gonna make up this little orange snack for real quick. Whenever my blood sugar gets low, I start to get, like, brain dead. Yeah. Shout out to Randy, guys. Has anybody else here been watching all day?

Randy's been here all day. My goal is $2,000 a week. Love it.

Let it go for 10 hours. Oh, my gosh.

10 hours. We're getting a lot of 10 hours here. All right, all right. 12 hours. Ha.

Not today, my friend. It is actually, like, believe it or 24 hours. I'm screaming. It's actually exhausting. Believe it or not, y', all, I left my IMO Zoom for this.

That's hilarious. I love it. Thank you for your attention. I appreciate it. It means a lot to us. Anybody who comes out to support us, we are always thankful.

But, yeah, just out here doing it. Wanted to give you guys the real real and show you what's what out here. I used to. I went to a Zoom room one time. I used to do a Zoom room where at an unknown company that shall remain nameless without a name. And this was when I first got back into the biz on the phones.

While I was running advanced agent marketing. So.

The crazy thing that happened was.

One of the Zoom room, the rules that you had to be quiet. I was like, what the hell is the point of being in a Zoom if you were going to be quiet? I don't understand. That doesn't make sense to me because I want to. I want to interact. I want to ask questions. I want to learn, I want to grow. I want to hear people closing or not closing. And then in between calls, like, somebody would just jump in and be like, leads or leads are bad, or, you know, this is. This wasn't like, nobody was working our leads. I was the only one working our leads. And it was just an interesting, like, dynamic, because.

I think that's what a lot of Zoom rooms are in this industry, where it's just, like, negative energy is what's kind of brought to the table and. Exactly, Randy. That's what I was saying. I want to hear calls. I don't want to listen to freaking silence. Like, I can listen to silence by myself. Like, jumping into the chat occasionally to congratulate someone on a deal or just hear complaints. Like, that doesn't motivate me. I get motivated when I hear a prospect pick up where somebody, like, selling. Like, when I hear.

Somebody get on and, like, they gotta mute up for health questions, I'm like, oh, are they gonna get it? Are they gonna lose it? And then they unmute after the health you start hearing them try to go for the clothes, and it's like, it just makes this game way more fun because it's such a lonely game when you're on telesales. Like, when you can actually get involved.

It's just awesome. So.

That'S funny, Randy. That's funny.

I'm peeling. Like, I've got, like, crazy orange peel right here, right now. But yeah, I mean, like, hopefully this is cool for you guys. I hope you guys are learning something or enjoying it or whatever. Whatever it is that you're looking for out of this live. But yeah, making calls.

Like, I wish. Like, if I could go back, I used to work at a gym in gym sales. Honestly, I take that back. I wouldn't change anything that I've done, but, like, what in God's name. I wouldn't change anything, anything that I've done in sales because I learned everything that I know from what I did. But I would say, in a way, a wall. I want. I've always wanted to be, like, in a Wall street environment where it's just like, holy, this is such high production calls pumping out people are just like, I'm not looking to go broke before I make money. That's hilarious. True stories.

Yeah. Just like, being. If I could be, like, in a Wall street environment, that's like. That's what I wanted originally. And, like, these silent zoom rooms are just not it for me. Like, I can't be in. I can't be in silence.

And you can't really build a culture in silence either. Like, there's. It's nice to have the company, but whenever you can actually, like, interact with people and learn, especially I like batting with people that are like. Like that, I'm. I want to learn something from someone else too, you know? And there's this quote. Every man is superior to me in some way, and in that I learned of him in silence, you can't learn nothing, right? I don't want to learn how to use the zoom camera, so.

Oh, three TV leads. Yeah, I'm gonna. I'm gonna keep going. Keith. Don't worry. I got it from him.

I just gotta get some blood sugar up, man. I'm gonna pass out. That would not be good for the live.

I will say, though, Randy.

Like, doesn't matter how much the TV lead is or is not, what you pay for in this industry is top time. So, like, that number actually, like, 65 bucks if you're buying leads.

It's not a terrible deal. If you can close 1 of 31 of 4.

Not horrible.

After that. One of five or less.

Thanks, Thomas. I appreciate it, man. Just out here.

And.

Get my blood sugar up so I can keep my energy positive and high for these prospects.

I'm gonna get back on the phones, man.

Thomas, you sell over the phone too. Let me know in the comments. It's cool keeping company with you guys because I know you guys are all serious about.

You know, selling at a high level. I mean, I've seen some people. Randy's been in here all freaking day. I mean. No, but nobody's gonna watch.

Insurance sales live.

For an entire day if they're not trying to make money.

Buying leads is definitely a mental hurdle to jump over.

It's pretty like.

If you're. If you're not breaded up for leads.

Or you don't have crazy high contracts.

Or a wizard of marketing like, my business partner can be a brutal game out there.

That's how kind of I started, Thomas. I mean, my first telesales.

Were actually working referrals for my face to face clients that had family in the other part of the state.

So.

I'd sell them life insurance on the beach, they'd have family in the mountains. I'd call them up. Sometimes it was the other way around.

Sometimes they were just on the road and I was tired of driving.

But. But.

One of the biggest things, if you can sell.

Over the phone, the biggest thing I've found that holds people back is just confidence. So if you.

70% face to face.

You want to be 100%, tell sales, dude, just bet on yourself, man.

This is not financial device. That's just what I did. But it paid off. I'm glad I did it.

A dialer.

Wait, pixie. Or like an appointment center.

About to finish these oranges and bang it out again, y'. All.

Why? I don't understand Randy. Is he like anti software or just pro call in or what? I don't know. Everybody has their own philosophy in this business, so I never know what's going on. I'm curious. Let me know.

Interesting.

Very interesting. All right, y'. All. So back to real life.

This is the world we live in. About to bring the doggo back inside because she's barking her head off and driving me nuts.

Classic. Keeps the work day interesting, though.

Gonna go to the park later with her after work. Normal human being. Things gonna get us another deal today. Come on, kiddo. Let's go. Get up in here.

I'll be up in the telesales this year. More clients are comfy using Texas sign or Texas sign. The best thing that's ever happened, man. Oh, my gosh. Email to sign. Transamerica. Oh my gosh. Nightmare.

But I'm gonna run to the restroom real quick, y'. All. Quick bathroom break. Just gotta get some of this water out of my system. I've been chugging it all day. That and protein. And then we're gonna go for our final round of dials for the evening. Gonna crank it out, beat it over the head, knock it down, get deals, write it up. Whatever you guys want to say. But yeah. So this last little stretch here is going to be pretty crazy. Comment below. Dial if you guys are going to hop on this last stretch of the day with me and crank out some calls and let's see if we can't get some deals cooking. I'll be right back. Yeah, right now chewing your toy.

It.

It's a final countdown.

Well, everybody's gonna get pop up blocker with Transamerica or Mutual Omaha because they both use the same software, which is I pipeline. Alrighty. We're gonna go get some dials. Transamerica is not bad to write outside of the E signature. That's the only thing about them that I'm just not cool with. Just because. Only because no one can figure it out.

They've got the little box scroll and then you have to do like the click review app to sign and then you gotta click off and then I think they have to do additional forms still. And then they have to click check to sign. It's assigned their finger. That's if they've gotten through the pop up blocker. That's if they've also gotten through the login process which requires them to put the dashes in between their social. It's overall really difficult to explain to someone who's not technologically savvy. Had multiple clients that I've had to like have them call family members over and reschedule them just to get them to be able to sign. Michelle, love to see that you're still on here. Let's get another deal. Let's see if we can't crack something out. Let me know if that guy pans out the one that you quoted. We'd love to see that. Seeing dial coming through a nightmare to write. Blah blah blah. Potter blocker face to face is a nightmare within 25 pages. Paper app. Oh, yeah, paper app. Remember those days I used to only write like one carrier. There's a paper app.

Oh, man, that was fun times.

Let's get some deals cooking Y', all.

It's the final countdown.

I think there's still some companies out there that are only paper app, which is insane to me.

In the world of business that we live in right now too, which is what's crazy. We live in a world where whoever's going to be progressing the fastest is who's going to end up winning a business.

I almost stopped right in each of Omaha because of that email signature.

But then they came out with the text signature and they put it back on the board. Now they're like, you know, back towards the top of the totem pole. And.

It'S really just going to come down to, like, what's most convenient for the client and what's like, most financially.

Worth it for the client as well. Like what they can actually. Oh, damn it. What they can actually afford. Right. So, I mean, it's just interesting to see how this business is developing right now because things are changing and we're going to see a very different insurance business than we did, like, you know, five, ten years ago.

It's a final countdown.

It's the final.

Cranking out these calls, baby.

Yeah, exactly.

I kind of pulled back on amm. Mm. Actually did. Did improve their game by getting texting. I think they always had email. But improving their game by getting that text signal. Text signature cooking up. They did step their game up there. I'm about to call this lady back, see if she wants to get her insurance or not. What's going on?

Yeah, after the pandemic, because, I mean, I remember I was doing like POS worksheets out in the freaking boonies and.

I also had to write like paper apps for certain companies, like Foresters. I wrote paper apps for and because it was just easier than their E app.

But.

It'S just like.

Some of these companies, especially the ones that are not using true Social Security billing, are going to start falling off on getting the new business.

Because it's just like, it's more convenient for the client to be able to get billed on time and not get overdrafted. It's more convenient for the client to not get, like, to not have to sit on the phone for two hours trying to figure out the E signature.

You know, so definitely see a lot of changes here in the industry.

It's also more easy to have someone just call you instead of having someone.

This. This lady went from I want insurance to ghost mode at.

They were a go to at ffl, but they didn't have a weight restriction.

Yeah, we don't even write foresters anymore. Yeah. Start talking about optical. I'm out. Bye. See ya. It.

Yeah, I think that's about when. No, actually I think I stopped writing them about 21.

That was just because I was so face to face and I could knock it out then. But like anything like that, I mean, I know Life Shield has like a 20 some page application or something or they used to. Used to. I don't. I don't know if they still do. I don't want to speak that over them. But like I know that they were like a paper app and then the.

What's it called was so the underwriting was so stringent, I just couldn't. How many dials. I don't think Kixie is accurate right now because it's off. I know between the deal and that admin.

That took up like an hour. So I'm sorry, the admin took up with the hold times and stuff that took up like almost an hour. So I think I'm at total. Like.

I'm trying to do the math on this because it's counting it weird. It looks like it's over 300. It looks like it's like 320, I think. What about you? And for those of you that are wondering, it's like 200 dialed but it says 98 answered. So like an answer counts as like a. A voicemail or someone who actually picks up. So I just did the math on Kixie 2228/98.

But yeah, kicksty is super fast for those of you that are like, whoa, how did get that many out? And that's also with talk time. So like that deal took like an hour, I think and something.

So 270. Yeah, see, you're on it. Are you, are you using Kixie also or what are you using? I'm curious.

I got an appointment here in a second.

Kixie single dials leads, but it calls two. Two.

Lines at a time. I'm probably going to kick mine up to the three lead. The three line.

This lady's voicemails list it up.

But yeah, it calls two lines at a time. So I'm only counting the single line. Like the click. I'm not counting the, the multiple lines that it rings when I count these dials, by the way. But yeah, I guess it's technically a single dial. Diablo Pollo, but when I call like a new lead, I always double dial them.

Yeah. And Michelle, we'll. We'll talk more about that. I was just answering Diablo Pollo's question.

About to double the Triple dial.

Hey Tracy. Hey, it's just Julian. Got your request here about the life insurance. How's it going?

Okay. Was there a better time for me to call you back?

That lady's so pleasant. She just screams at me and yells at me every single time I call her and then just tells me regardless of the time of day that we just call it a terrible time.

I wish you would just call me back later in the earlier in the day instead of late at night. She cracks me up every time. It's going to say call daytime.

I'll put it down to give her a call here in the daytime.

Oh, that's not supposed to be going there. Pause. Whoa. Settings.

Yeah, that's something we've tested out, Randy. I mean it's been going okay.

They see me rolling, they hating patrolling, be trying to catch me rot and dirty.

Let's see.

Holy crap.

Trying to catch me.

Going to call this appointment here in a second. Let's see where it's.

Gary. What's up, Gary? This guy seemed like he was pretty interested earlier. See what's up with him.

Wade? Yeah, I mean I'm at 1,090 for the day. Not bad.

But I guess it depends on what he qualifies to get day. I think my.

Average.

I don't know what my average day is actually. Let me do that math. Let's see.

Calculator.

So yeah, my average per day in premium is usually about 16, 1700 ish, it looks like based off of the calculations I just ran because.

And that's if I just hit 10k. So if I hit more then it's more. But.

Yeah, I've just been writing some business. I'm a little behind the gun, a little behind the cart I guess or whatever you want to call it. I don't know this week, but.

Yeah, we got one so far, so.

Whoa.

Yeah, not a bad day at our Wade. Just get a day. Keeps the bill of collectors away. Exactly. That's why I'm aiming for two, man. I'm trying to keep the bill collectors away and. And grow this business, you know what I'm saying?

Oh, that's funny.

All right Gary, pick up the phone, man. So our, our friend Gary here, that's no showing us like crazy right now is trying to play games and he wanted.

I'm just gonna put him in the no show, get those automations cooking for him.

Oh, Gary.

Yeah. Oh. Oh, gerald.

Gerald made me think of.

Gerald made me think of. What's it called? Witcher, Like Geralt of Rivia.

I think I'm gonna throw a few little sniper bullets out there. Try calling a few little.

Little follow ups or something.

Let's see what we can do. 7:00 clock on east coast times.

Let's see if Linda's phone works when I call from a local number.

I was just responding to your request. Actually.

I was responding to your request that you sent us.

I said I was just responding to a request you sent us. This is for you and.

Yeah, I can do that. But you sent this for. In for you and Perry, it looks like I was just getting back to you.

People are so funny.

Please take us off your calling list. We don't know you. Yeah, that's true.

Oh man, what a clown.

These people, these are the same people that'll throw up a tick tock or something like these insurance companies are evil. They never got back to us, man.

Hilarious. Starting in time for dialing, I usually.

I'll just give it to you in hours because I've been, I kind of like switched up when I started based off of like.

Based off of when I'm. What is it? Training agents. Because like some agents are in different time zones. Usually I'll call from 9am Arizona time to 7pm Arizona time. I'm probably going to move that back an hour. There was a time where I was getting on there at like, I think it was like 7:30am or something my time.

But like it seems like 8 to 6 my time or, or 9 to 7 my time seems to be like the optimal range for me to be productive, still maintain that energy and also.

Be able to.

Get the right amount of calls in, put in the right amount of effort. So I think that's like.

I don't know, like 10 hours a day or something. I think.

Yeah, 10 hours a day. Plus I also work Saturdays, but I usually do a little less on Saturday. I usually work like seven or eight hours in Saturday.

So I'm usually doing like almost 60 hours a week on the phone.

Yeah. Stone st.

Yeah, someone stole my identity. That's always a good one.

The weird thing was is that last lead who was like, yeah, no, please take me after college. We don't know you. She sounded like a kid. Like she had like, you know those older people that have like. I've had a few leads come through in the last like week, week and a half. There's like two or three of them where they just sounded like kids.

Just like a squeaky voice type deal. That always throws me off because I'm like, I don't know, just like. It's just weird when I call someone and like I'm expecting an older person and then I just hear like a really small squeaky voice. It's like always. It always throws me for a loop. I'm just. Because I. I don't even. That never happens almost. It's just always interesting.

That's follow up. Let's see. I'm going through my no shows right now. Seems there seems to be a lot of cash in the no show pile. It's pretty wild.

3:30 or 4 on Wednesdays open on my calendar.

What time zone is she at? 3:30 or 4.

People will say anything. I've had people tell me they didn't fill it out. I'll call them back the next day and they'll tell me they filled it out and they'll buy. Like doesn't happen as often as it did when we like that's like a very rare occurrence now with our current like with the brand and the marketing that goes behind it. Like when we first started generating our own leads. Like people would just. People would just say anything. A lot of times what I found is that. And like that lady for example, she was like yeah, I. I don't know who you are. Like please take us off your call list. And I was like I was just getting back to your request. She stays on the phone in silence for like 30 seconds. I'm just gonna sit there and be quiet. And.

Like when I do that.

Like you can't deny having like having a like sentient a request because they know they've sent into something so they don't know what it. Like that'll usually buy you a lot of time. Now for her she was unreasonable. She ended up hanging up on me. But like after, after I like said it a couple of times.

This lady's gonna stop playing games. She keeps no shot me about to play her. But yeah, like those types of people that are just gonna hit you with the. That type of crap. Like don't. Definitely don't take them off the list because those are like some of your highest intent prospects. Sometimes a lot of times they're just nervous to talk to someone on the phone because they weren't expecting a call. That's what I've kind of found.

Because if you look at the ad often times it doesn't. Like a lot of people's ads don't specifically mention that you're going to call system 61630 like my 58 my system shout out to Tim.

Like We tell people we're gonna call them, and like, that doesn't seem like. It doesn't seem like a huge deal, but, like.

It's. It does help.

I'll get people who will be like, yeah, please call me now, or, no, don't call me at all, please. No calls.

And I'll just be like.

You know what questions you have.

Man, this lady is nice, needs insurance, doesn't have it, and I cannot get her on the phone. Ah, the no show pile. By the way, if you guys are newer or if you've never been in sales or even if you have and you just don't have this habit calling your no shows. Highest intent lead in the world.

You guys want a high intent lead, no shows. Hit them up. Great people to call. I wrote an app off of no shows on Saturday, 1400 AP. Bam. That was. That was actually one of my apps that got declined, but Transamerica didn't tell me until, like, way later, so.

Hey, hey. Oh, kill him. Oh, kill him.

My favorite are the people that'll say like that.

Yeah, if they opt out immediately.

Like, if you opt out immediately or no show me or.

Anything. Like, any interaction, just seem.

Y' all ever have people who try to get poetry out in their voicemail box?

This stuff cracks me up.

Also, if you guys have a MacBook Pro or any form of Apple product, they have really stepped up their game on the backgrounds. I know that sounds lame, but that's the exciting stuff of adulting. So.

It.

Another one is calling chargebacks. By the way, if you guys don't call your chargebacks, you're losing so much money every year. Apparently, my. Not. Not everybody does that. But, like. And honestly, like, I'm not really even. This is a thing. That's crazy. And I've noticed this about, like, you see guys like Alex Hermosi, but, like, guys like Alex Hermosi aren't saying anything that we don't already know most of the time is usually just confirming an idea or a thought that we already had or reiterating the basic. So the basics. So, like.

Whenever.

Like, some, like, somebody, like, nobody calls their chargebacks for the majority of the time. Nobody calls their no shows the majority of the time. If you do that, you're an elite producer just because, like, the money's in the basics and the boring work.

Betty, hey, it's Julian. How's it going?

I've never been better just being the born old insurance guy.

You just want to look at 5000.

Yeah, exactly. You just wanted to look at adding 5000.

Okay, I know when we had talked, I told you about the 10,000 for the 4760. You just wanted to look a little lower.

That was only the. The 4760 we'd gone over.

And I'm checking that.

On the 5000.

And obviously this is assuming that you would get approved. Right. So I don't get to make that call. But in the event that you did get a yes, then obviously.

No. I was getting back to you on the request that you had sent us. You asked me for. To call you back.

Oh, okay. Well, you'd have to reapply for a new policy. Did you get that one in the last 30 days?

Okay.

Okay. And then if. I guess if you say, you said you're going to reach out to him, what got you to fill this out versus are calling him to begin with.

Oh, I see. Okay. Well, yeah, give him a call because, I mean, he's definitely going to quote you on a higher price than we did. And I'm telling you that just because you would have to reapply, like, if it's after 30 days, that's just state law. But whenever he lets you know, definitely give me a call back because I'll be able to get that. That lower for you, and we'll be able to get you that approval. Okay. All right, Ms. Betty, you have a good one.

Every time I call that lady, she's talking about her old insurance guy. And every time I talk to her, I'm like, why you? Why haven't you called him? She still hasn't called him, and he still hasn't called her back. I'm like, what are you doing, dude?

But I'll call her up again, and next time she tells me she's got an insurance guy, I'm gonna tell her, look, I've called you up three times, and he still hasn't hit you back. How long are you gonna wait on this insurance guy to get his head out of his butt? How long. How long you gonna keep waiting around for this guy to call you back?

If they stand you up on a date and they don't call you back, they're not interested. So I'd say your insurance guy is not interested. Let me get you right, Ms. Jones. Let me. Take care.

That's another thing. Most insurance agents never call their clients back. Doesn't make any sense.

But if you guys are watching this.

It'S all about doing the basics.

That's where the money is.

What's going on, Ms. Gail? Who. Who Are you. Exclamation.

Hey, Gail.

I gotta get this light on. I can't see Jack.

Hey, gail.

It's the final hotel.

We got a newly right now.

Yeah, exactly. I got my. I got my little drum solos. I got my little singing. I got my little something something, man. That's the thing, man. Everybody in business wants to mess around and be boring and, like, I'm gonna have fun and just be myself. And if somebody doesn't like that, that's okay. You know what I'm saying? I'm gonna make money while I'm doing it, so let's get right. But you gotta. You gotta throw it out, man. Just have a little fun with it. Because here's the thing. If I don't get in a rhythm and I don't get, like, you know, jamming out and having some fun, like, man, I'm not gonna. I would hate this job if I was just sitting in silence. Like, if you get too serious about this, man, it sucks. You just talking about death all day and being boring and sitting in silence. Silence and just staring at the wall like, we want to talk about death insurance. You know what I'm saying? Like, you got comments. You got little drum solos, like, shoot, I'll mute up sometimes and just start going on a freestyle rap. Right now, Michelle is going to be Royal Neighbors of America. It's also going to change because they're just. They just moved their underwriting requirements as of the. Gosh, I want to say it's the 19th, so you got to get them in before that deadline when they drop this new product and they completely get rid of that first one. Right now, it is still Royal Neighbors of America. Your second option, though, is going to be Baltimore Life.

Hopefully that helps.

I would try to do a Rural Neighbors, by the way, if you can. I would avoid doing Baltimore Life. That should have been one of the contracts you got, too. Also. They're usually pretty fast.

Just set an appointment via text.

Y'. All. By the way. Text. Game changers. It's the final countdown.

Let's see my no show apologized. Apparently they went out, man. We went out for dinner and we're still out. Oh, my gosh. That's crazy.

No worries.

Let's reschedule.

Wait, he said they went out for dinner. It's like 4 o' clock over there. What's going on?

It's looking like tomorrow is going to be shaping up to be a pretty good day with the way I'm doing all this legwork.

Yeah, Tim, my wife can't Believe that this live stream's been going for eight and a half hours either. I've literally, like. I've barely been able to, like, talk to her. I usually eat lunch with her, and she's like. She's like, I miss you so much. I have. I feel like I haven't, like, heard from you all day.

So funny.

She did. She kept. She was tuning in a bunch earlier. Right now she's playing at work. It's like the busy time, so she can't. But.

Yeah, she was throwing this before. She was one of the first viewers on checking in hour to hour. She's a real one.

Hey, William.

Yes, Ms. Juliana. Got your request here about the life insurance. How's it going?

It's good to hear. Was this your first time looking into life insurance?

Awesome. Okay. And whenever you looked into this, were you looking to cover, like, a funeral or a cremation or what was your goal? I guess.

Okay, awesome. Well, yeah, let me look into that for you here. Now, you said we. Are you looking for you and someone else, or is this just for you, your wife and you? Okay. And then I heard you. I heard you mention that you looking for cremation and end of life expenses. Is. Are you guys planning on both doing a cremation? Is that right?

Okay.

Okay. Yeah. Let me put this down here. I just want to make sure I can get everything together for you guys. So cremation for you. And then you said she was undecided or thinking about a burial.

Okay, awesome.

Okay, let me get this put together here for. So I basically got to do one at a time. Have you guys ever, like, applied for life insurance before?

Huh?

Oh, man, you guys are. You guys are really looking into the insurance, huh?

Sure. Sure. And so we work with all the big companies. We don't do any business.

Nothing. Okay. And then let's see. Are you, like, a smoker? Do you smoke tobacco?

Okay, you said that was 10 years ago. Congrats, man. See, so that was like, what, 2014 then?

Good. My. My grandma.

I mean, you were probably just looking at, like, whenever you had looked at Mutual Omaha before. Have you applied with them yet or have you just looked at them?

Okay. So, I mean, and obviously just, you know, whenever you're looking, a lot of people are going to tell you the same thing over and over again. The biggest thing I can tell you is that whoever looked at that for you has definitely got the right idea in mind.

You should get approved with them. Unless something else comes up in your medical records. Is there anything else in the past seven years that you think would pop up or is this everything.

Good? Yeah. So based off what you're telling me, we don't actually get to make the decisions. The guys like me that call you, we're just what's called a field underwriter. So the people back at the home office are the ones who get to call the shots. But Mutual of Omaha is definitely going to have the lowest price for you. Did you already get quotes on that or did you just heard about.

Okay.

And then let me see. Do you have like a quote range you were looking at? Because, I mean, you can get by on a cremation for like 3, 500 bucks here in the area. I mean, if it just depends on.

You said 25,000.

Okay, let me get you price ranges on that and then just confirm that birthday was right for you. That should have been the we see.

Grid.

The second offer they gave me was 15,000.

And then the third offer they gave me was 12,500 that you mentioned to me a moment ago.

So because of the, like, how long ago that stuff that you told me about was, it looks like you would get approved. Again, I don't get to make the final decision, but just based on my knowledge and my experience in doing this for a while, I've got a pretty good idea that that's going to be a yes for you.

And obviously we can investigate your wife, but this is just specifically for you. Now, that's 17,500. And all of these other plans are all day one. So God forbid, if you do pass away the day after you make your first payment, you're not going to have any waiting periods like you would with that Colonial Penn plan. Does that make sense?

Yeah. So the same. There's another, like the. One of the. Another unique thing about this plan is that like the prices never go up, the coverage never drops. There's no expiration dates or anything like that. So it's just normal, run of the mill whole life insurance through that company, Mutual of Omaha. Okay.

I'm always going to recommend you what's going to get the most coverage for the lowest price. And that just happens. The city of Mitchell of Omaha for you?

Yep, all whole life insurance. And then I just got these quotes put up for you here whenever you're ready. Okay, so that 17,500 came back at 96. 44amonth.

The 15,000 came back at 83 12amonth.

And then the 12,500 came back at only 69.80amonth. Let me know you got it?

Yep.

Yeah, exactly. And I can check for your wife here while I got you as well. Is she in the same shape you're in?

Okay. Anything in the past that might pop up like something catastrophic.

With her being.

Wanting, wanting to get a burial done versus a cremation, we're going to need a little bit more for her. Okay.

So this same exact plan, everything is the same, covers her from day one, if she gets approved, payments under, go up, doesn't expire. The whole nine, exact same thing, whole life insurance. Are you with me so far? Okay. Now what I found here for you is that the 20,000 for her only came back at about 98.42amonth.

The 17,500 came back at about 86.52.

And the 15,000 came back at about 74,61.

Let me know what you got.

Yeah, and so obviously they, I mean they're coming in. I work with all the big insurance companies, they're coming in lower than everybody. And if you guys want to keep them together, now if you guys wanted to save about 60 cents a month, we could get your wife a different company. But if you want to keep them together, this is be the easiest way to do it. And you guys would keep your payments down. What questions did you have for me on this so far?

Huh?

Huh?

Okay, obviously awesome. So with, with that being said, obviously you guys are going to check into that and everything and you've got other calls coming up and such. And such. I'm not the type of guy to try to rush somebody into making a decision. Is that okay?

Yeah. Can I get, I think I got your phone number on my cell phone. But your name again? My name was Coolian. J U L I A N. Yeah, and my cell. I'm gonna give you my direct line. It's gonna be 806-779. Yeah, 4701. Let me know. You got it.

Now William, tomorrow at 3:00', clock, if this agent is worth his weight, he's gonna give you the exact same quotes that I gave you. And the only thing that might differ is he's probably going to try to get you to get a higher policy. When that happens, I'm going to give you guys a call at 3:30 to make sure that after you've gone over everything with him, I'm going to be the first agent that you guys talk to you after you've seen all the facts and all the information, seen it from other sources and realize that Mitchell Omaha is the best way to go. Is that Fair. That sounds good. Yes, Sir. All right, Mr. William, now, is there any questions you have for me left while I still got you on the line? Not at this time, no. All right, my friend. Well, you guys stay out of trouble. I'm going to give you a ring tomorrow at. You know what? I'm gonna have to call you a little bit earlier because I'm booked at that time. I'm gonna call you guys at 3:15. That way that other agent's gotten a chance to give you guys some. Some words of wisdom or not. Okay? Okay, sounds good. All right, my man. You stay out of trouble. We'll talk soon. Thank you, John. All right. See.

So I lost my audio there mid call. That sucked.

That was.

His wife wasn't there.

Or unwilling to pull her into the call, whichever one it was. Either way.

They're, like, just gonna talk to other agents. They've been. She's got other people calling her, like, in a few minutes. And they also have set up multiple appointments. They're looking up stuff online. They're, like, not moving anything at all. I mean, they're calling everybody and their mom about insurance. He's like, we're just gonna go over this together and meet back at the table and put our notes together and see what happens. And.

He, like, needs her to make the decision with him. And so instead of trying to push him, I'm basically just gonna let him talk to these agents, and I'm just gonna blow his phone up to kingdom come. While he's on the call with that other agent tomorrow, as soon as he mentioned that Omaha, I'm gonna pop in and say, hey, William, I told you. Let's see. I told you. They were going to tell you about Mutual Omaha. He's going to be like, well, yeah, but we haven't gotten the quotes yet. And be like, well, they're going to look the same. He's just going to tell you to get more insurance. And then, you know, more than likely the agent's going to try to quote him a higher quote, because that's just what agents do. And then I'm going to come in, swoop and save the day and say, hey, I'm not going to try to oversell you type of deal.

What in God's name is just this?

Well, that's the. That's the problem, Mr. Diablo Poyo. They are also coming to quote Moo. That is the. That is the debacle that I'm in. He's like, yeah, man, somebody else mentioned neutral Omaha. Blah, blah, blah. Super Nice guy. They're definitely buyers. It's just going to be figuring out who's going to give them the most value and who's going to help them out and get them right. But that's a two for one right there if somebody can lock that deal down. So I've just got to figure out how I can give more value.

Than everybody else. I'm probably going to text him a quick video like, hey, you know, like something like this. Like hey, hey, William. Or I think his name is William. Hey, William, my name's Julian. Just wanted to shoot you a quick video. A lot of these people are going to start giving you calls. You're going to be getting texts, you're going to be getting quotes. Your quotes are going to have quotes. This is going to have that. Everyone's going to try and push you into a decision. But I just wanted to, you know, make sure that you had a face to a name here. That way when you're ready to move forward, we can get this done for you. On that mutual von oh plan that we discussed. Give me a call back. 806-779-4701. I'm gonna throw that number under there. Call you at 3:15. Reminders are gonna hit and he's either gonna buy from me or he's not gonna buy from me. And if he doesn't, that's okay. And if he does, then great. That's not a Stanley Cup.

My wife loves Stanley. Life insurance is a scam. Send client past client reviews. That's actually a really good one.

I don't usually work like that, that hard for like a client's business simply because usually you don't have to. But when they tell me that they're like basically they're making a decision on this and the only thing they're doing is talking to other people. I just need to stand out from other people.

Filling up this water real quick.

But yeah, man, I mean I. Whenever you got like clients on the line, if you, they're buyers, man, why would I not get them? Right?

Plus, most people just want to be understood. So if I can tell them everything that's going to happen, you're going to get tons of calls, you're going to get tons of this, you're going to get higher quotes, this and that. Waiting periods with mentioned Colonial Pen and some of the other big brands, you're going to get a waiting period with Colonial Pen. You're going to get this, you're going to get that. Some people are going to talk about termanship. Most people have no clue what's going on here. You can call me. Rest assured and feel safe that I'm going to be there for you. Right? So be right back. I got a pee.

It.

All right y', all, I'm back. Probably gonna schedule that text video out. I'm gonna film it after I get off the phones at about seven my time. I'm starting to get pretty brain dead here.

Been going at it pretty tough, but I'm probably gonna. I'm probably gonna schedule out that call or that video to go out to him at like 7:45 at night when most people stop calling, or like 8 o' clock at night. That way he's gonna get a text and be like, hey, hey, it's the insurance man. Instead of a freaking video with it, he's just gonna be like, dude, what?

I was gonna call it that cat. So I missed my little shin dig with Nina. Let me get back on the phone with Nina. Let's write it up and get going.

Insurance is booking.

See if we can't maybe get like a little powwow going over here with the speakerphones, old school style.

System 313643.

Nina doesn't want to show up anymore, but it was my fault.

System 313-643-2962 is not available. At the tone, please record your message. When you have finished recording, you may hang up or press 1 for more options.

Yeah, that's the cool thing. I didn't even know this until recently, but my. My decks can act. My I can schedule my text out, which is pretty cool. So. Oh, Nina.

I think that was my last appointment tonight. Yep, no more appointments.

See if my guy Randy text me back, see what's going on with this dude so I can call him and it doesn't whack.

Hey there, Mr. Robinson.

Did I get your text? Did you text my CRM or what Text? I don't think I have any text from you. I don't think you even have my number.

Disclosure, if I'm getting text to my CRM, I will block you.

This is for clients only.

Not meaning sent it three times.

I am. Randy, give me one second.

Holy.

Yeah, Randy. I checked every phone I have, dude. I don't have any, any, any text.

Lol. Just kidding. Haha.

That's funny. Oh my gosh.

Well, the joke's on you, Randy. I shut down my entire CRN system and I literally left the insurance business. So.

All right, update on Randy. He did not want to.

My no show Texted me back. No show follow up sequence is going off.

Patrol and be trying to catch me.

It's.

Comment below. Dial if you guys are still on the phones. Or am I just the only one in the war zone?

War zone.

Ah.

Even the viewers are falling off.

People are starting to get too tired for those that have turned around and getting up. Your weakness is my strength. I feed off of it.

Mr. Malcolm is still on. RJ's still on. That's what I'm talking about. Y' all are dialing with me. Yes, sir.

Yes, sir. Anybody else calling or y' all wrapped up for the day?

What the heck.

Dog? Get. Get out of here, dog. Scram.

Stop it.

Michelle. That's what I'm talking about.

My dog's like attacking my cord trying to make dials.

Sam.

So I'm talking about Michelle. Diablo Pollo.

Thank you for showing up, man. Thank you for coming. I appreciate the. Appreciate the support, man.

I'm gonna be looking for you more on the. On the lives and stuff, man. Keep showing up, excited to see success. Keep us in the loop with. How you doing, man?

A little voicemail there.

Peace out, brother. Have a good one.

Who's riding it out until 7 o' clock Arizona time. I still got 58 minutes left in me. The final countdown, last stretch of dials. See if we can't crank out another deal.

It.

I appreciate it, Randy. We try to do a good job here, man. A lot of. A lot of in the stam industry. Hopefully we can. Hopefully we can change that.

Imagine if I got on here and I was just like going full on scumbag, like just trying to write anything. Y' all just. Y' all just saw like the dark side of the industry, like right in front of your faces. Like, holy. Like this guy's a dog. He's just way out of control.

That would have been crazy. Oh, my gosh. That could. That could have totally happened too. In this business. It's wild. Yeah, it's nine hours. I mean.

Nobody'S more surprised than me. I've been streaming for nine hours and I still have brain cells. I'm literally like, I'm. I feel like I'm going like blind or something over here. It's just.

It's one thing to dial, but streaming it is like, because I'm talking the whole.

What?

The lead I just called said you've reached the container lady company.

I'm like probably gonna look that up. The container lady company.

You can't even make this stuff up, dude.

There's like multiple options.

Need this once a week. It's been fun. Once a week, man, that's pretty. That's. That would be wild.

I'm, like, on the verge of sneezing, and I have been for, like, the last, like, 30 seconds. Oh, my gosh.

Let me know if you guys are in agreement with rj if I should do this once a week.

My voice has been. My voice is, like.

Kind of going out.

I don't know. It's going out. It's like, just kind of getting, like.

Irritated and stuff.

He said I'm gonna start doing lives to keep me from being lazy on the phone. Dude, it's really not. Here's the thing. Like, create a situation for yourself. Like, create an environment of dialing. Most people get distracted from dialing, and what happens is, like, oh, the dog's got to go out. Oh, the cat's got to go out. Oh, I've got to go and wipe my kid's butt. Or whatever. I don't know. Life.

Hey, Kathleen.

Yeah, it's just Julian getting back to you about the life insurance. How's it going?

Oh, my gosh. At work. What time do you get off?

Okay, well, why don't we give you a call back later? Would that be better for you? All right, Ms. Kathleen, we'll give you a call. You stay out of trouble while you're at work. Okay?

Alrighty. Me too. But no promises.

All right, Kathleen. Bye. Bye.

But yeah, like, what I was saying is, like, create an environment where, like, I mean, I'm. I'm, like, crazy disciplined having this dog in here. Because she'll literally just start chewing on something. And, like, sometimes there's. It's to the point where it's like, yo, she actually can't chew on my computer cord. And I'll just have to, like, jump on, like, take her down. But if you create an environment where you, like, dial and then just, like, if you have to get extreme, set a timer on yourself and just, like, put 50 minutes on the clock and just dial for 50 minutes straight and do nothing else. Phone off. No. Like, literally nothing. Don't have the TV on. I don't want to hear about YouTube. That was something I did for a little bit. Terrible decision.

You gotta. I mean, we're talking to kids. If you got kids, don't come in the office. If you show up in the office while I'm dialing, I'm gonna throw a pin at you or a pillow, depending on what kind of parent you are. Whatever it takes. Just get in a focused environment and Then just set a little time crunch on yours.

And then just set a little time crunch on yourself to where, like, you just. How can I get as many dials out in 50 minutes as possible? Because if you try to look at the, like, look at it like a marathon. If I try to look at it from like, I'm gonna go run 26 miles, I'm never gonna do it. I just gotta do it one step and one mile at a time, and then the marathon just gets done. But for the people that look at, oh, man, I'm gonna go dial for 10, 10 hours. Holy crap. Like, whoa, that's a lot. But if you just, hey, I'm a dial for one hour and then one hour and then one hour, and then you just take 10 minute breaks every hour, it's really not that much. It's just a normal work day. So hopefully that helps. But do it once a week. Okay, we got two once a week. Anybody else? Going once, going twice.

Yeah, Randy, I don't know where you thought, but that stuff happens all the time. It's disgusting.

We have three. Once a week.

Going once, going twice, going three times.

Could turn into a reality show. The live dial reality show, life insurance.

Crazy part is, most people will never do this.

Nobody in the sales business that I know of has ever done this before. It's crazy. Most people would never do this. Think about all the rejections I faced today and all the apps that I could have had that I didn't have for whatever reason.

Getting on here and just like.

Winning and losing together.

I think this is the stuff that people need to see, to be honest. It's not all sunshine and rainbows and a bunch of edited calls thrown together where you compile a week worth of closes and talk about the commissions that come after it. It's about the day to day, hour by hour, what it actually looks like to be an agent.

But I think if this business could just get more transparency. I really think the biggest problem is that people just try and tell you, like, oh, you can just make a hundred. You can make 60 phone calls and make, you know, hundreds of millions of dollars a year or something. Like, when I got recruited to the business, I was told, like, yeah, I mean, if you just write like one app a day, you'll make like multiple six figures. And if you just write these two things, you'll build renewals. And if you do just like, you know, one annuity a week, like, you'll just be a millionaire overnight. Like. And most people are brought in that way. But if it was for real. For real. Like, it's good that this business is hard work. You know, I used to do collections 40 hours a week.

Yikes. Your mind should be bulletproof, Randy, if you did collections. Holy shit. Hand dial. Yeah, exactly, Michelle. Real life. The real real.

If I'm reading this correctly, I'm like.

Trying to do the master.

So that would be what?

I don't know. It's a lot of dials.

I think I'm reading it wrong. I'm going to have to learn how to read this darn dashboard.

How much is kixie.

Probate collection? That's hilarious. That's like, intense. Intense.

How much is Kixie? I don't know, Tim. Do you know how much Kixie is? I know it's different if you get like.

150Amonth. Yeah. Because I know they have custom packages. It's different for, like, everyone, but apparently it's 150amonth.

Randy says we had to call loved ones for debt owed to buy the estate. Could you imagine? You should share that. I don't know if you share that in your call.

I don't know if you, like, I'm scratching my leg like crazy. Oh, my calf is, like, killing me. I don't know if you'd like, share that though, with your clients. But, like, I would definitely use that in sales calls. Like, I would. Would definitely. I would definitely bring up, like, hey, I used to do collections for, like, probate. And let me tell you right now, I've called people and asked them for money because their parents didn't have life insurance. Don't want that to be you. I would totally put that out there.

It's a great story, dude. It's totally related to what we do. And it's. It shows the consequence of what it looks like.

I wouldn't make it like an overbearing negative statement, though. I mean, I just feel like, hey.

I would just hit him with like, the. Hey, I used to do, like, you know, pro probates for. I used to do collections for probate. And like, I've seen what the dark side of this looks like with no life insurance. Insurance. Like, it's great that you're looking into this kind of thing. I've had to call people up and ask them for money that their parents owed because they never got any life insurance. It's freaking crazy. That's. That would be such a good line.

Exactly like, hey, you know. And.

Oh, yeah, I know. That's great. Yeah. I mean, I saw people, their assets were Tight up in court for months. All because they didn't have life insurance. Like, literally, life insurance could have helped everything just go straight through and would have went smooth and would have dodged all the taxes. And, you know, people still need to pay the house payments. Like, I mean, dude, you're giving me more and more out here, like, as we go. Like, I could.

I'm gonna go train for two weeks in probate collection. So I have a story about it.

For those of you who know me. I know, yes, I am crazy enough to do that, but I'm not going to actually go to probate collections. I promise I'm not going to go do that.

Hey, Lynn. Yeah, it's just Julian. I got your request here about the life insurance. How's it going?

Yeah, I got a request here about looking into the life insurance plans in the area. This is your first time looking into.

Oh, okay. It looks like the beneficiary listed here was your husband. Is there a chance that maybe he filled it out for you?

Oh, okay. Well, is he around then?

Oh, no worries. Well, yeah, maybe bring it up to him because I just want to make sure we can get this taken care of for you. We can just drive you back when he's around, though.

Maybe he was looking for like, one of the rate reductions or something. Something. Is that a chance for that?

Awesome. We'll give you a ring tomorrow.

That lady's buying insurance. Mark my words.

Oh, man.

Life insurance. Paid payments paid from the estate. Help prep assets so you can pass the family faster.

For those of you that were on earlier, that was another one of the ladies with the kid voice that came on my pipeline of leads.

Hey, jose.

Yeah, can you hear me?

It's just Julian getting back with you about the life insurance. How's it going?

It's good to hear, my friend. Good to hear. So was this your first time, like, looking into life insurance?

Yeah. Take your time.

Oh, okay. So what got you looking into it this time?

Okay.

Huh?

Oh, I hear you. Okay. So what were you looking for then?

Well, I mean, with where you're at in life, I'd recommend that you look into whole life insurance. But is that what you've been looking into?

Huh?

I mean, it's. It depends. So there's. There's a few things that you do want to look out for. I mean, some insurance plans have waiting periods, like two or three years. Some of them have, like, just depending on how deep you go down the rabbit hole. I mean, some are super expensive. It just depends all of what you Qualify for. And so like most of the reason that people like to do business with us is just because we work with all the big insurance companies. So we're kind of like think like the Amazon of insurance, right? You go online, you pick what you want want. But in this scenario you would just talk to me to pick what you want and whatever's. Whatever's best for you and what you qualify for, then that, that's what most people end up doing. So you said you had kind of looked into it so far, but what exactly are you, are you looking for like to do with this life insurance? I guess I'm kind of confused. Is this for like a burial, a cremation, or.

Just leaving some money behind?

Yeah, congrats on that, man. So the coverage you have currently, is that like whole life insurance, it's permanent or is it like a term insurance plan?

Uh huh.

Okay.

Okay.

So like adding some then.

Okay.

Yeah, no joke, man. Okay, so because most of these plans do cap out at like 30,000 or 40,000. Do you know which company you're with currently? So I avoid that one.

I'm sorry, it cut out. What was that?

Oh, okay.

Is that the guys who, who hooked you up? Because the.

See, because I think they're like.

You'Re talking about Horace Mann right out of Arizona.

Okay, that makes sense because yeah, I'm actually, I live like 10, 15 minutes away from their headquarters. That's insane. Okay, cool.

Yeah, totally.

Yeah, that makes sense. Okay, well, let me check on this year for you. I'll get you kind of a price range.

I'll kind of.

I'll look between, I'll get you like a big price range. I'll look at like 10, 20 and 30,000 with another company just to see what that looks like for you. Okay.

Now do you have, just so I know what I am looking at, do you have any type of like any type of health conditions at all? Like any previous like heart attacks or strokes or cancer?

Congrats, man.

And when did that, when did you.

Sa.

What you're currently treated for? I mean any type of diabetes or inhalers, anything like that.

Good.

I do need to put that down. But it's not usually something that's gonna cause any problems unless like does it, has it left you disabled in any way?

Okay.

Awesome.

And then is there anything else that I'm missing here for you outside of that?

Nothing simple. Not even like high blood pressure, cholesterol.

Okay. And they don't give you like any medications for that or anything?

Alrighty.

No man, at that height you'd be too skinny.

135. You'd get blown away in the wind at that height.

See? Alrighty. Yeah, I got some good stuff here for you, man. I think you're gonna like this. Check this out.

Oh.

I just lost this thing on my computer. I gotta pull it back up.

There we go. All right, now I'm looking at a specific company here because everybody, you know, everybody's got different little rules and guidelines they play by, but because you had that.

Here for us. Give me one second.

I know you said you're driving home. You still got a ways to go. Now, what if I give you a call in the afternoon? That way you got a chance to get some rest. Maybe like two or three.

Which works better?

Yeah.

Huh? Oh, okay.

All right, let me see what I got.

All right, I'm all locked up until.

6:30, so I could get with you at 6:30 or 7. Is that, does that work for you? Which works better?

6:30. Okay, awesome. Yeah, I got a packed afternoon tomorrow, so if I fall behind schedule, I'll shoot you a text in advance, but.

Awesome. And it might come through on a different. On a different time zone, but I know we got it down for 6:30 your time. Sometimes the system gets crazy and I'm gonna call you from my direct line, which is an 806 number, which is where you'll get the. Which is where you'll get the text messages from. Okay.

All right, my man, you got any questions for me so far?

All right, my man. Well, hey, you drive safe, man. Don't, don't be careful on these roads out here, man. Don't get in any trouble. These people are crazy nowadays, so you got to be safe.

All right, buddy, I'll talk to you tomorrow. All right, see ya.

Alrighty. So what you guys just saw was another one of those situations. My guy's driving. I hear he's driving, but I want to get all the information so I know if he's qualified or not. Did that. Found out pretty much everything I need to know to get him an approval. Unless he lied, which I don't think he did. He was pretty legit.

But.

He'S driving. I mean, I can't, I can't write him.

Oh my gosh. I'm like, well, look man, I mean, if you're driving, like, should I just call you back on this? Because I, I mean, if you can't write any of this down, like, that doesn't really make sense. He's like, well.

He'S like, well, I mean, yeah.

He's like, well, I mean.

Sorry. My dog's like attacking my cords.

Oh, my gosh. She's such a degenerate. I'm sorry, guys. She's like jumping all over the place and stuff. She's getting bored towards the end of the day here.

But.

Let'S see.

Yeah, so basically I'm just going to call him back because it doesn't make sense for me to try and pitch him while he's in the car driving. That doesn't make any sense because if I ask him to grab his banking, how am I going to get him approved? Answer, I won't be able to. So.

What is this lady?

Oh, my gosh. Did I respond to this lady or did she just pound my freaking email? Holy crap.

Get off my cord. Get off it.

This dog's gonna be the death of these headphones.

Anybody watching this right now? Do you all know the. Do y' all know of a term policy that's transferable?

I'm not transferable. I'm sorry. That can convert, like with a conversion clause.

I don't write a lot of term.

Well.

Is that what a return of premium is? Just a conversion?

Because I know, I mean I, I know how to write those and do all that. I just didn't know that that was the same thing. I'm not a big term guy. Thank you all by the way, for throwing me some support here.

Oh, man. Let's see. Because if I could get a 20 year ROP off, I mean, that would work.

Oh, man. I'm researching right now.

Yeah.

I guess it depends on the carrier. I don't know what's going on.

Let's see. I know American amicable's got a 20 year return of premium.

My lady is age 60.

Yeah. I'm probably gonna have to try and swing the 20 year term then with the return of Premier.

And then meet you of Omaha. Does it you can get like paid up? Pretty sure correctly. I have to look at it. Don't take my advice for that. I'll take my word for that. Pretty sure they do. But I'm just reading on.

Meeting up on Easy turn right now with our friends over at American Navicable.

Restricting this product real quick. Might have a little deals. He's here.

Her friend in the the DMS.

Or that gets to the dms. I'm so delirious. I meant the text messages. I'm crazy. That was so funny.

It.

Yo for my ladies and gentlemen in the comments. If you guys go through American Amicable's easy term. I'm reading their brochure right now. They have renewability and conversion privileges on the return of premium. It looks like.

This thing is actually a monster freaking plan. Holy crap.

Just going to send this brochure and a quote.

I think this lady is an absolute buyer. To be honest with you guys.

This lady is also a buyer. Gotta figure out what's up with her. Ruh. Row.

Got her declined.

So you guys here, as I'm like, kind of winding down for the day here, I'm going to through and trying to get like this. I gotta go rewrite this lady. So I'm trying to tee myself up for tomorrow.

Yeah, I'm trying to get that lady through on the return of premium. Maybe she'll go for it, maybe she won't. If she doesn't just matter to me.

It.

It's a little late to call.

It.

So, yeah, guys, I'm just setting a.

I'm gonna find something out. I don't even know how this lady got declined. She's, like.

Coming back with a crazy rare blood condition. Are you serious?

Also got to get this app pushed through real quick.

Oh, man.

Take these off on you just put through.

So, yeah, one of the things, guys, that I've noticed is, like, there's a ton of opportunity in your text messages. You get stacked up on leads, text messages, email. This guy's checking his schedule right now. This lady's interacting with me, sending me emojis. Like, if you really do interact with your clients via text, you can really run the back.

It.

Oh, my God. This lady didn't die. She didn't date it again.

Okay, check this out here. So, guys, we are winding down here for the day. We've been streaming this for almost 10 hours, and we are going to be closing things out here soon. Do you guys have any questions for me here? As we got, like, 10 minutes left on the clock, roughly. Basically, guys, for those of you who are watching, they're wondering what I'm doing. I've got a few pieces of business that I've got to push through. I've just got to get it pushed. Register one lady, I'm gonna have to go to rewrite her, which I need to update. I have a client board that I have, keep myself a little bit organized. Probably gonna end up digitizing it or whatever the word is for that. I keep all my clients right here that I need to go back to follow up on.

Not really anywhere for me to put you guys while I'm doing.

So I basically got to get her put back on. Oh, you guys can't really see me. Hopefully you guys weren't looking at my butt the whole time. I just kind of gave you like a terrible view. I'm trying to give you guys a decent little thing here. So I've got 1, 2, 3, 4, 5, 6, 7, 8 policies that I need to cook up some work on.

I don't think shiver hit me back either. Hold on, check on these guys.

Let's see.

It.

Just looking here, guys, trying to figure out what I need to do. So I've got a lot of business to follow up with. So basically I've got some business follow up with, more or less. This is.

Those of you who don't know my little friend. She's here. That's her little bed. I keep her in here with me all day. She's my little partner in crime. Helps me write business and do admin and she tears up my cords.

Yeah. Thank you guys for coming out to support by the way. See you guys in the comments here. I'm gonna see if we can't figure something out. Great.

Just put another one on the books for tomorrow. It's.

Okay.

We got so many emails today. I'm not even sure if it's lady emailed me or not. I've got to go through and look. Oh my gosh.

Junk email. No.

It.

How many deals today? Just one. Just one on the board.

I'm probably gonna have crazy business coming in tomorrow and because I've got.

One which should be a slam dunk rewrite. 2. I don't know what his deal is. 3. Don't know what his deal is. 4. She seems like she's pretty hungry for it. 5. I'm following up with him to try and rewrite him. 6. I think I'm following up with her. This person is supposed to be slam dunk and this guy seems pretty open to conversation. So I should have some decent stuff tomorrow coming. I'm just gonna be calling as usual as well, but the one was just for today. So we're at 1090 for the week. Nothing crazy so far. Slower start to this week, but that just means that the back half's gonna pick up, which is awesome. And.

I'm glad. I saw a lot of comments about this stuff being helpful and whatnot. So I'm glad this was. I'm glad this was helpful. That was kind of a goal. I was wanted to kind of see what this would look like for everyone. So now basically the end of my day here Is pretty relaxed. I just go through basically trying to set my day up for the next day. Getting appointments, organizing my client, follow up like, hey, I need to get this person on the books or change this payment method or this or that, or rewrite or get a letter through here or get a POA this or that or whatever. Drop. I gotta drop this lady's coverage, which means I gotta get a letter for. It's freaking nightmare. I gotta get this one lady, her paper just needs to be dated. She just doesn't know how to date a letter or she's choosing not to. I don't know. We've gone through like three letters now, so she's killing me. But she's awesome. Super sweet client, love her to death, but I just cannot get her to sign this letter with the date. He's like, she'll sign it and then she'll date it in the wrong place. Come on. So I don't know, we'll figure it out. But.

Trying to get that done and then.

Other than that, I mean pretty basic stuff. Guys. This is what it's like to live in the day, day in the life of a 10k week producer. It's nothing. Nothing crazy. I'm not doing anything special. I'm just calling leads and following up with clients and treating people well and adding value. And that's pretty much it.

You know, it's, it's. You're really not that far away from it. So if you, if you're watching this and you're like not on the 10k week wave and you want to get there then. And one of the things that kind of helped me get there was just identifying a few things that make the biggest difference. What actually moves the needle to getting you there.

You know what I mean? Like what do you need to do more of to get closer? And what do you need to do less of to get closer? Because a lot of times, like it's not always just about what you can do more of, it's also about what you can do less of. We waste a lot of our time doing stupid things, things like for example, admin.

And you know, so many people, they get like caught up in these random little tasks like for example, chasing down a POA letter. And it's that kind of stuff that we're going to be hiring people to take care of, especially in the insurance closure model, because.

That'S just not a dollar producing activity. The dollar producing activity for an agent is making phone calls, talking to people, getting quotes off, making presentations and getting deals. Closed. Right. Everything else is follow up like we're automating all that, doing all those things.

Figured I would kind of give us a little close out here at the end of the day. We've got about two minutes left. I know we've got. The views are dwindling. It's getting late in some parts of the country.

If you guys have any questions here. I've got one minute left before I jump off. I'm gonna go eat some food. I am starving after this. My throat's hurting, I'm tired. But I'm excited for what's next and I'm excited to jump into the day tomorrow. It's kind of weird. Like this just felt normal. It felt like it was in my, like just in a normal zoom room. So this was like kind of weird. But I pretty much managed to somehow talk to myself and make phone calls all day long for a 10 hour straight. So I would call that an accomplishment. And nobody's ever done a live entire day of sales that I've seen on YouTube before. That's pretty cool. So.

Yeah, yeah, it's pretty. It's pretty interesting stuff. So I see a couple comments coming in still here. How many deals today? Just the one. Yeah, we just got the one, Kyle. So we got.

Hope I helped your channel algorithm. That's hilarious.

I got one deal for 1090 today. So yeah, like I said, slow deal today. Slow day to do it. Slow day today. We just got the one deal. So, guys, I am going to wrap it up here. We got about 15 seconds left on the countdown. And for those of you that showed up and stayed for the whole day and came out to support us and continue to support us, thanks for showing up. We like having you here and we hope to make a really positive impact here on this industry and on this business. And yeah, Randy, I just got to get it up, man. I got to get that higher. But yeah, so, guys, wish you the best of luck in your businesses and hit it hard tomorrow. I definitely took note of the people that said that I should do this regularly. And.

You know, I'm gonna see if that's gonna be something that's gonna be possible or not as we build this closer model here at Z Assurance. And we'll keep you guys in the loop with everything. I'm gonna keep dropping videos. I want to see you guys be successful as possible. And.

Yeah, that's pretty much it. So I'm gonna go grab me some dinner. Good night, guys. You have a good one, Michelle. I'll see you in the morning. I'll shoot you a slack message, but I'll catch you guys in the next one. We'll see you.