How This Agent Sold $671k In 3 Months (Annuity & IUL)

All right, what's going on? Ladies and gentlemen, here I have Mr. Josh Harris, who's been working the personal brand funnel for the last three months. And since then he spent around $9,054 on ads, on marketing.

And you've written an annual premium, about $188,000. And then with annuities, from those leads, I've done about 450,000.

For anyone here watching at home, obviously, you know, contracts can range anywhere from 80 to 120. On the life side for annuities, I've seen 4 to 5%. Up to 9% usually is the top that you see. So do your own math. We're not going to delve super deep into the actual commissions Josh is getting just so he can keep his, you know, his, his comp private as he, as he wants to. So Josh, can you kind of walk us through what has been your process? Because it's minting 9k to write 188k is a pretty insane numbers. Plus you have nearly half a million dollars in annuities. What are you doing differently, you feel like, than other people?

That's a good question. I mean, I've worked a lot of different lead systems. You know, they called me the lead lab rat at my agency because I was always the first one to try out different lead types and lead systems and things like that. So I mean, obviously as a producer and in the insurance space, like the marketing is a big piece of what we do. So I mean, it's been, obviously you guys have dialed that side in, so. So having great marketing makes things easier. But I mean, it's just a combination of, you know, working the leads. You know, my time is spent between a few different responsibilities that I have. So I mean, a lot of the business that I'm writing has actually been on a part time basis, mostly utilizing the weekends and some evenings with everything else I have going on, which is kind of crazy. But, but yeah, I mean, with, with the, the leads that I've been working with, with, you know, through the system, through advanced age of marketing, um, it's definitely like I've done a hundred thousand dollar amounts of annual premium before, but I was typically spending like 15 to $17,000 in a, you know, just to get the. A hundred thousand. Yeah, so. So I mean, it's just a combination of, I mean, I don't know what specifically. You know, I could say that, that I'm doing, but it's just working, working the leads that are coming in and, you know. Right. And then focusing on the Iuls and annuities, which are great products, obviously, so.

Got it. So you're doing, obviously you're doing the advanced market stuff. What would you say is like the average age range of a person you're talking to?

It ranges, I would say anywhere from, you know, 30 years old up to, I mean, helping clients up to in their 60s, you know, and then you got some that are younger, some that are older, but, you know, somewhere in those 30s, 40s, 50s range.

Okay, gotta makes sense. And how long have you been selling the advanced markets? Cause for a lot of people at home, they're like, maybe they're selling final expense or selling mortgage or selling something else, and they see the money that's in the advanced market space, but they're a little uncomfortable with making that jump. What, like, how long have you been doing this, first and foremost? And then what would you say to someone that's trying to make that leap and learn?

Yeah, I mean, I've had my license for nine years now and started out doing a lot of mortgage protection and then some final expense. And then the IU IUL was always kind of like an ancillary sale if. If it was. If there was an opportunity there. But it took a long time for me to kind of like grasp how it worked and what it was. And then also the annuities, that was kind of like a side thing and then when the opportunities came up. But it was really in the last, like two, three years that I really started seeing the opportunity with the advanced markets and realizing that it doesn't just have to be a ancillary sale, but it can actually be like the primary thing that you're focusing on. And so it's really in the past, like two, three years that I've really been diving into this.

And how did you, how did you learn it? Like, how did you. Because you said in the last two, three years, obviously you're like, pretty sure you're the top producer at your, at your agency. How did you go from in the grind doing final expense mortgage? Just doing it ancillary to like this is the primary thing. What was like your, your knowledge source to figure that out?

Yeah, I mean, there was, you know, doing it, doing it like here and there. Obviously kind of gained a little bit of a foundation when I was doing it. But I just kind of, you know, dove into the different resources that are available. You know, some of the carriers, I checked out, you know, their agent guides and read them, talked to their sales desks, asked them a bunch of questions, just Started finding stuff on the Internet, you know, on YouTube and things like that and kind of piecemealing it together and.

And yeah, it was just kind of a combination of utilizing all the resources that I had. But I mean, it was, you know, with it, with, with this day and age, you got so much resources available. You just got to figure out where to find it and, and how to utilize it. But I mean, a lot of my education has just come from doing it, you know, as I do it, I learn and gain the education through the process.

So basically just getting out there, taking action, and then when you run into a problem you don't know how to solve, you either go to the carrier or go to someone that does it and just learn that way.

Yeah, and I'll say this, I mean, you know, people here like, oh, you've been in this for nine years. Is it going to take nine years to learn the, you know, the Iuls and the annuities? But honestly, I've got, we've got some new agents that have come on board with Advanced Age of Marketing and they are like brand new to the industry. I mean, I'm thinking of one guy right now named Connor and he just got like, I don't know how he got involved with or how he got signed up for the personal brand funnel because he was like, still waiting for his insurance license. Hadn't even. I was like, bro, you know, you got to have insurance carriers to write business, right? And he's like, I'm ready. So he, he got his license, we, we got him, you know, connected with some carriers and he came on board and he's a couple of weeks into advanced agent marketing. But on Fourth of July he wrote two policies. His first two policies, 14,000, well, $13,800 of annual premium. And he's a brand new agent.

Total.

Total. One was like $12,000, the other one was like 1800 annual premium. So, so that's a brand new agent. So I mean, like, I think that a lot of people over complicate it and I think once you understand kind of the basics of the IUL and you, you know, and how it works, then I mean, I think that agents could actually dive right in. And if they already have some experience writing final expense or term life, then they, they, they're ahead of the game for some of the guys that are already getting results.

Yeah, I agree. I mean also, like, if you just find someone that's a coach like yourself and like within the program, that also allows you to do it much faster and Then within the whole thing you guys just got access to, there's literally a retirement expert AI that can answer a ton of the questions that you have. And you, you want to take it with a grain of salt, obviously, like, you know, because it's so an AI can make mistakes, but it gives you the overall. I mean, you were testing it out the other day. It was pretty accurate, huh?

Yeah, no, it was crazy. I, I, yeah, I mean, I don't know how much they're going to know about this before with this video, before this video. But, yeah, I mean, I gave it like a case design that I'm actively working on. Hey, here's this, here's the client's age, here's what they're trying to do. I'm thinking this product doesn't make sense, and it just lays out everything. It's kind of crazy. It's kind of insane.

Yeah, AI is insane. It's absolutely crazy. So cool. So getting, getting into it, you know, they just need to really take action and learn as they go. What would you say is, like, your biggest tip for how to actually sell advanced markets at the level that you're doing? Like, what is your sales process look like? How many times do you call a lead? What do you do once you get someone on a phone? Is one call close to call close? Just kind of walk us through the process, and then I'll probably hit you with, like, specific questions from that.

Yeah, I mean, you know, people kind of get a little bit irritated sometimes with me because they want like a real, like, like a solid system and method, which, which is good, but like, at the same time, like, my whole thing has just been jumping into something and kind of like figuring it out later, you know, so jump into the deep end and then figure out how to swim kind of thing. So, I mean, you, you kind of just have to, like, you don't really know what you need to know until you need to know it in a lot of ways when it comes to selling insurance and selling products. So you just kind of have to start somewhere, and if you do have some guidance and somebody that can, you know, is further down the road that can answer questions, that obviously makes things easier. I've definitely leaned on other people that were ahead of where I am to try to, you know, figure things out and ask questions and shorten my learning curve through doing that. So, I mean, it's really just like, the tools are available, the resources are available. You just have to utilize them. I mean, you've got carrier help desks, You've got hopefully like upline support or mentorship if you're in the advanced agent marketing program. I mean, you've got IUL coaches and experts that can help you. So I mean, just knowing where the resources are and then just utilizing them and figuring out people that have made it work and then asking them how they did that.

Okay, so do you have. You don't have like a specific script that you're following or like.

Yeah, I mean, you want like the phone script? Yeah, yeah.

Okay. You know, a lead comes in. Yeah. Tell you call them. What does that look like for them?

Yeah, Lee comes in and so I'll say like, I'll say, hey, Tim. Hey, Tim. Hey, Tim.

Hey, what's up?

Hey, this is Josh. I was just calling you cause you had checked out one of our posts about the IUL for tax free retirement. You remember that?

Uh, yeah, I think I just filled it out a couple minutes ago.

Okay, perfect. Yeah, just calling to get you that info on that. Um, I see that your age is this and this. And it looks like your email's this. You know, confirm whatever details you have. And it looks like you're willing to put this much money into the IUL or for tax free retirement if it makes sense. Can you kind of tell me what it is you're trying to do or how much you know about the IUL so I can be on the same page with you?

I mean, I just saw a couple videos about it. I've been, I've been looking into it a little bit. I don't know too much. It just like the whole retiring tax free. I made too much money for a Roth IRA, you know, over 160 a year. So that's not really an option. But you know, I hate paying, I hate paying money uncle's land, to be honest with you. So. Yeah, anyway, I can avoid that and have to think about moving to Puerto.

Rico just to say, hey, that's a great idea too. No, no, that makes a lot of sense. I mean, people that hate the IRS love the iul. And because you can grow that money, you know, that cash value with compounded interest and you can utilize it tax free. So that makes a lot of sense. And a lot of people that have maxed out their Roth IRA also utilize the IUL because you can set it up to have, you know, put as much money per year as you want. So. Okay, that makes sense. I think I'm on the same page with you real quick. There is some underwriting for these. Not everybody gets improved So I do. I don't want to promise too much before I figure that out. Do you have any medications that you take monthly or on a regular basis? No, just supplements.

There's a lot of tongkat.

I'll eat. Okay, cool. I've heard that's a good one. Yeah. That boosts testosterone, right?

Yeah, yeah. Test booster.

Yeah, yeah, maybe I'll get on that myself. Although I don't think I have a problem there. But we'll see. Okay, cool. So you. You take just supplements, so you're healthy. Any major medical events or past medications that would pop up when they run that prescription history? Nothing. Okay, perfect. And then any tobacco or DUI or felony or probation or parole or anything exciting in your record?

Nah, no DUIs. I just don't get caught.

Okay. I mean, that's one way to. To avoid that.

Okay, cool. So nothing there. All right, perfect. Yeah, I think. I think we're. So I'll ask him a few quick health questions, and then from there I'll just say kind of an elevator pitch on the IUL just to kind of like, re. Engage that interest. So, yeah, like we said, the Iuls are great. A lot of people utilize them to grow that tax value. I mean, that cash value on a tax free basis. And then also it does have the death benefit. We know what that does. If something were to happen to you that goes to your loved ones, and then it also has the living benefit. So if you were to get a terminal, critical, or chronic illness along the way, well, you have access not just to cash value, but potentially the death benefit as well. So that being said, you definitely have to make sure you structure the IUL the right way to make sure it does what you want it to do. And that's where, you know, where my expertise will come in here. But if the IUL did make sense, you know, how much money do you feel like you want to put towards it? You know, a month or a year? I don't know, like, maybe thousand bucks.

A month, something like that. Okay, cool.

Yeah, I mean, I got some clients to put a couple hundred bucks a month. I got some clients that put a couple thousand dollars a month. I also have some clients that'll do like $200,000 or more per year. So it really just depends on what you're trying to do. But we could start with $1,000. I can show you an illustration, then we can go from there. Now, the death benefit, is that important to you as well?

Uh, I mean, do you have, like.

Loved ones you're Looking out for or.

Yeah, I get kids and stuff. I definitely would leave the money, but I mean the main thing for this is like the tax free retirement for sure.

Okay, got it. All right, got it. So I'm gonna do some work on my end here and then from there like so basically just to like summarize for you guys, I'm gonna figure out their knowledge base. How much do they know about the iul, you know, what are they trying to do, figure out if their expectations are, you know, here and I need to bring them here or, or if I need to expand their vision on what they could do. So I figure out their knowledge base, do a quick underwriting assessment to make sure I'm heading in the right direction, nothing too crazy. And then from there, a little elevator pitch again on the three main benefits of the iul. Death benefit, cash value, living benefits. And then from there, either booking the appointment or if it's feeling natural and they're, they're talking with me, I might try to go ahead and get it done right then and there.

You just send them a zoom link and jump on.

Yeah, send them a zoom link. I also utilize some other platforms that allow me to share my screen and things like that. But yeah, killer, killer.

And then what do you, how do you like walk through the illustration? Obviously like it'll happen here. We have YouTube videos that go into that. We'll be posting more content as well around presenting the illustration, everything like that. But like specifically just higher level overview. How do you kind of walk them through?

Yeah, I'll hit the highlights. Obviously illustrations are like, you know, 20 something pages or so. So I'll hit the highlights. So like I'll show them the historical look back on like what the index has done and I'll say, hey, you know, with these, like what, when the market goes up, you participate in that. When it goes down, you're protected, you know, with a floor, depending on what carrier you're working with, zero, maybe 1.25%, whatever it is. And I'll say, but what we. So we don't know exactly what it's going to do moving forward, but we can get a good idea based on what it has done. So here's what it has done. I'll kind of show them the index, kind of how it's performed, you know, the geometric average, things like that. And then I'll, and then I'll show them the illustration that shows, you know, moving forward what they could, you know, reasonably expect based on what the illustration illustrates. And I'll say, you know, this is a estimate here based on, you know, 6 point something percent or 7%, whatever carrier you're using, and I'll let them know what it'll do. And then depending on how we're setting it up, if we're illustrating for income or if we're just, they're just trying to get a big death benefit that's permanent for their family, whatever the case may be. You know, obviously it's going to vary client to client, but I'm just looking at that and then I'm also just briefly showing them like the living benefits, you know, so hitting the main highlights of the product. So, yeah, historical look, back projection, moving forward, the main highlights of the policy.

And.

And then from there we're going into an application.

Makes sense. Cool. Any final words of advice for anyone watching at home?

No, I mean, it's just, it's definitely a huge opportunity right now. I mean, if you've plugged into any of Tim's webinars, you kind of already know what's happening in the market and what's happening in the insurance industry. It's. To me, it's one of the most exciting things and opportunities that, that I've seen over the last nine years. And, you know, there's definitely a huge, a bigger demand. I mean, you can go almost anywhere. If you bring up like insurance, someone's going to be like, yeah, what about that cash value building? When everybody's seeing stuff about it online, but they're looking for that client that they can connect with. I'm thinking of another agent actually, real quick, named Joshua Silverstein who came on board. He was doing final expense for a while, plugging away at an agency. Had like two products he could offer to clients. Came on board with a, decided to move into the Iuls, and he's been in for probably four or five weeks. And I know he's written like, I want to say I don't have exact numbers, but around $40,000 of annual premium plus he's written like two annuities and he's, you know, brand new to the advanced market. So I would just say, guys, you know, make the step, make a leap. If you have a program like this one where they actually have training and support and solid marketing that's dialed in, that'll give you a huge advantage. But wherever you're at, man, just fit, you know, do some research, study up and then start implementing. Take action with a little bit you do know, and then that'll grow over time.

100%. Awesome. Brother. Appreciate it. Appreciate it, dude.

Yes, sir.