How To Make $1,000 Per Day Selling Final Expense Over The Phone (Complete Guide)

Video. I'm going to be showing you guys exactly how you can make $1,000 per day selling final expense life insurance from home. Now, this is going to be a complete full guide. I'm going to show you literally every single thing that you need to go from zero or wherever you are at now and exactly how you can, you know, go from where you are now to making $1,000 per day in profit selling final expense from home. First and foremost, let me explain who I am and why you should even listen to me. My name is Tim Shulker. I run the life insurance sales channel. We put out free content like this to help insurance agents like your make six figures plus over the phone selling insurance from home. And over the last three and a half years, I've been helping hundreds of agents do the exact same thing for themselves, teaching them how to generate their own leads and teaching people how to systemize their business. And over the course of the last six months or so, we've sold over $312,000 of final expense. And this is approved annual premium, as you can see here. $312,971. And this is all in approved business, not just submitted. So, you know, we know a thing or two about selling insurance, and we' coached and trained dozens and dozens of other people on how to do the same thing in their business. This is actually a month where we made 30k in profit with just one producer. And eventually we're also going to be building an agency and, you know, hopefully growing it to $100 million. So that's who I am. That's what I do. Now let's go ahead and jump into the video. So a big, like, mindset shift that I want you to have, like, whenever you're getting into this business or really just like selling insurance is that a lot of people kind of think that they're just salespeople, but in all reality, you're actually a business owner. Right now in this video, I'm gonna be showing you guys, like, how to actually do this with a broker model. If you're doing like a free lead model or, you know, maybe you're like, at a captive agency where you only sell one product. Like, this is not what this video is gonna be about. Right? I'm talking about people that are working a broker model where they have like 70% comp or higher. And you, you know, that is going to be what I'm going to describe and how this whole system works. But the big mindset shift you need to have is like, you are not a salesperson, you are a business owner, right? And a business is basically just a big system, right? You have inputs and you have outputs and a business is just a system. And I'm going to show you guys like what I mean by this and how this actually works in a second. So with your particular business, you know, selling final expense, the inputs to your system are leads, right? These are your people that you're going to call and the people that you need to talk to and people that have expressed interest in life insurance is hopefully they've expressed interest in life insurance. Those are the inputs to your system, right? So the leads are the inputs. Now the outputs are issue paid policies, right? It's not submitted policies, the outputs are issue paid policies. Because this is what we actually get paid on, right? We get paid on issue paid policies. So basically, like, put simply, in order for us to make money, we just need every single aspect of our system to be working correctly and something that will convert leads into issue paid policies, right? That fundamentally is the way we make money. We get leads and we convert them into issue paid policies. And the more efficiently and consistently we can do that, the more money we make. Now in this video, what I'm going to show you guys is the most efficient setup for this system for this particular business that I know of. So I'm going to show you guys the most efficient way that I know of to sell final expense insurance. This is what I teach all of my clients. This is what we do internally inside of our business. And this is basically what I'm going to show you guys in this video. Now this is kind of like a very simple drawing of what the system actually looks like in your business, right? So you have leads that come in. You know, there's a million ways to get these. You can buy them, you can generate them, but we'll talk more about that later. But fundamentally you have leads, you have people that you know, you, you pay money to get contact info, you then send those leads into your selling system and there's a lot more that goes into this, right? Which we're going to talk about what the selling system is and how that actually works. But then leads come in, they go into the selling system, you convert them into issue paid policies, and then you make money. You make money. And if you're smart, you take a percentage of that money and then you reinvest it back into leads, right? And you just repeat this cycle over and over and over and over and over and over again. And this is how we make money, literally. We get leads, we put them in the selling system, they turn into policies. We take some of that money to pay for bills and, you know, buy a house or whatever you need to do, and then you reinvest the rest of that money back into more leads to get more people going through the system. That is a very simple explanation of what this actually is. Now, when you get on a more complex level and you actually like really fully build this out, this is actually a drawing of, of or I guess a diagram of our system, right? So we have Facebook leads that come in, they go into our CRM, we're dialing them with this, this software called Kixie that locally wraps all of our area codes. If they answer, they go through here, right? So this is like fully mapped out, showing like what the system actually looks like. And I'm going to kind of talk a little bit more about how you can actually build this for yourself. Now, as the agent, the way that this kind of works is like, as the agent, you have so much time in the day, right? So usually, you know, the most that an agent is going to work is like, you know, maybe 12 to 15 hours a day. Most people, like a 12 hour day is like really pushing the limits of them, right? So you only have so much time and you only have so much energy. So what you focus that energy on, right? You need to focus that on the things that are going to get you the most output, right? And that's kind of what I have drawn right here is whatever you focus on as the agent, like, however you spend your time, that is going to determine the results that you get, right? And so basically what I recommend and the agents that work our system do is they focus most of their effort on new leads and appointments. Then the remainder of their time goes into working their order leads and then follow up, right? And they're doing all of that through a dialer that locally wraps their number to increase their answer rate. So I know we're getting a little bit in the weeds here, and I promise this will all make sense as I go later on in this video. But the thing that you fundamentally need to understand is that you have a limited amount of time in the day, you have a limited amount of energy in that time that you can expend. And so basically the way that you can get the most output is to have the most leverage on your time, right? And that's the concept I want you guys to get. This system is what allows you to do that, right? So what are we going to talk about in this video? Well, first and foremost we're going to talk about the expectations, what you actually need to know before you start selling insurance. That way you get into this, this whole, you know, venture with the right mindset. We're going to talk about the physical toolbox, right? So this is basically like all the of the gadgets that you need, the headset, the, you know, computer, like how I recommend setting all of that stuff up the digital toolbox, right? You can tell like the word toolbox, I guess, every software that you need. So I'm going to show you guys the software stack that we use that works the best for US Carriers, what carriers you want to have. I'll show you guys the ones that we use and my favorite carriers. And then I'll also kind of show you like you can basically sub like any carrier in based off of what I'm going to show you, right? Leads, how to find people to talk to. I'm going to give you guys the secret method that we use to generate high quality leads. We're mostly going to talk about the selling system. So this is like everything that I was talking about back here, right? I'm going to show you guys what this is and how to build that out. We're also going to talk about underwriting, which is a very underrated portion of the business. Most people don't know anything about underwriting and they just end up getting a bunch of, you know, policies that get submitted and then rejected and they don't actually get paid. So this is a very important piece, is underwriting. Then we're going to talk about tracking your numbers so that we can figure out how to make $1,000 a day. And I'm going to show you guys the two ways to get rich in this industry. So we got a lot to cover. Let's go ahead and kick it off. So first and foremost, expectations, right? Most of you were probably recruited into this business or maybe you saw like a YouTube video with me or David Duford or Cody Askins or some other random YouTuber out there. And you know, usually someone's either recruited or they see like a YouTube video and they get into this industry. What generally happens is the people that are recruiting you, they'll paint you a picture of what this business looks like and the path to six figures is like smooth sailing. It's very easy. You just have to, you know, put in a little work and next thing you know, you'll get rich. Right? Let me just go ahead and disband that entire Myth, like, this is not at all what this industry is like. This is one of the hardest industries in all reality. Just because, like, psychologically can be so taxing to be outbound dialing and get hung up on and do all these different things. So, like, this second picture is a closer reality of what this business looks like, right? There's all of these, you know, pitfalls and obstacles you got to go under and things that you got to figure out. And, like, you know, cloudy weather. Like, there's a lot of. There's a lot of shit in the way between you and six figures. And if you think that it's going to be this, you're going to have a really rough time when you realize that it's actually, you know, this, okay? So first and foremost, before you even, like, embark on this journey, or if you're already on this journey, before you continue and invest more time and money into this, this is the reality, and this is what you were sold. So when I say that, I don't mean to scare you away from this business or, like, make it seem like it's not a big opportunity, because it's a huge opportunity, right? Right. There's 12,000 seniors that turn 65 every single day. Seven out of 10Americans don't even have a thousand dollars in their bank account, meaning that, you know, 70% of Americans couldn't pay for their own funeral. So there's a massive demand, there's a massive market, and there's 3 billion monthly active users on Facebook. So it's never been easier to, like, reach these people with a message that they need. And there's like, there's just so many people, right? So it's a massive opportunity, but you have to. You have to go to push through, like, the BS to really get that right. And that's what I want to set here when I'm talking about expectations is, like, you have a massive opportunity, but you just have to realize, like, it's not going to be easy. And in all reality, like, I've been in multiple different businesses. No business is easy, but this one is just a different kind of hard because you have to face so much rejection, right? So just really understand that and, you know, expect to suck. Expect to lose money. In the beginning, you're gonna have to work more than 40 hours a week. If that's not you, then, you know, you probably want to go back and get a job. Right? Like, any business that you get into, if you want to be really successful, you're gonna put more than 40 hours a week. I don't know. The last time I worked less than 40 hours or even 40 hours at all. Right? People are not gonna answer the phone. You're not gonna be able to work part time. You're gonna have to do this full time and just realize like when you own your own business, which is what you're doing when you're, when you're doing this, you are owning your own insurance agency. You're responsible for sales, marketing, finance and hr. If you try to recruit people and hire employees, like you are responsible for all of it. If you came from like a W2 position or something different. Like this is a whole other world, right? It's a lot more lucrative and you have a much higher ceiling. But like there is a lot of things that go into this. There's a lot of things that go into this. It's not going to be easy. You're not going to get rich quick and you need to expect to fail. But the fastest way to succeed is just double your rate of failure. So if you just like run head first into the brick wall and just figure it out as you go, that is what I've seen is the best way to see success in anything, especially this industry. But I say all of that to say like, if you do stick with this and you don't quit in a few years, you can could be making the most money that you've ever made in your life, right? There's so many people in this industry that make six figures. There's also so many people that don't. But it's simply because they don't understand what I'm going to show you guys in this video. So wanted to set those expectations. I want you to really know what you're getting into before you dive into the rest of the video. So let's talk about the physical toolbox. Some things that I recommend you guys to have. Whoops.

First and foremost, a laptop. I like MacBook Pro Pro. Right. I have a link here and I can include some of these links down below in the description headset with a good mic. I'll include a link for you guys. This was one that I had recommended in the past, but I changed my preference. So I'll link a different one for you guys. I recommend having like a gamer chair because you're going to be sitting at your desk for a lot of your day. You want to make sure you have something comfortable. This says it's unavailable, but if you guys just look up gamer chair on, on Amazon, make sure you have a Comfy chair. Point being. Right. A raising desk. Right. So a desk that can either be standing or sitting. Highly recommend this.

Okay. It's probably still available, but I'm in Spain at the moment, so that's probably why it's saying it's unavailable. Anyway, raising desk. Because if you're sitting all day long, you're going to drive yourself crazy. Like, you're going to be dialing, dialing, dialing, dialing. Sometimes it's nice to be able to, like, you know, stand up and hit the phones for a minute and then sit back down and, like, do. Do your thing, you know. So I recommend having a. A standing desk that can raise up or you can sit down at. Okay, so get one of those. An ergonomic mouse. I'm honestly, I'm getting just a little bit, like, crazy here. These are just things that I like having. Because when you're going to be typing on your computer all the time, I don't have it with me now, but I have it my office set up in Arizona. It's like a mouse, actually. I'm going to show you.

It kind of looks like this, and so it's, like, easier on your hands versus just like, resting your wrist on, like, the edge of the desk. It just, you know, you get these, like, lines, and it can kind of hurt your hands over time. So I recommend, you know, investing in your workspace is super important because you're going to be spending so much time there. Right. Bluetooth keyboard. Highly recommend.

Having an extra monitor is huge. Let me see if I can show you.

I have another monitor here. Right. Point being. So I have an extra screen that I can look at. So you can maybe have, like, on one side you have your script, and then on another side you have, like, your CRM and your dialer. So having an extra monitor is really, really helpful because you can balance multiple things. There's a lot of multitasking when it comes to this business. So extra monitor, A laptop stand so you can basically connect your laptop to your other monitor. Highly recommend that. Total investment. If you want to go like, you know, if you want to get all of these things, it ends up being around 1500 bucks. If you want to add in, like, some of the other fancy things, it's going to be like 2300 bucks. Right. But this is factoring in the. The cost of a computer. So if you already have, like, a good computer, like, it's going to be less. Right. You just need these other things. So I would say make sure, like, biggest thing, make sure you have a high quality computer, make sure you have a high quality headset, make sure your, your desk and your chair and all that stuff is comfortable. And then I recommend getting an extra monitor. Highly recommend that. And anything else is optional for sure. So physical toolbox, this is what I recommend again have your computer, your like laptop and then your extra monitor set up, you know, side by side. Some people like to do three monitors. I've really seen that, you know, two is usually plenty. So that's the physical toolbox. Links will be in the description down below. Now next thing, let's talk about the digital toolbox here. All right, so when I say digital toolbox I'm basically just talking about softwares, right? So, so there's a couple softwares that you must have. A Go High level CRM. So this is basically Go High level is like the software that you know, you can text your leads, you can call them, you have automations that are inside of it. It basically is just this big like CRM for lack of a better term that stores all of your leads. And you know, it's, from what I've seen, it's the most efficient way to work the business, gives you the most customer customizability. You can have automations that you know, text release to book appointments. You have your calendar in there, you have you know, funnels and landing pages all built out. We have our own like white labeled version where we have all of the automations already built up for you. This is something we give to like our, our you know, coaching clients, the people that have us help them with Facebook ads. So if you guys want to learn more about that, there'll be a link down below in the description. We don't like offer it to people that aren't our clients just because it's, you know, proprietary. We spend a bunch of time creating it. But you can also just create your own automations if you don't want to, you know, do our coaching program or whatever. Either way it doesn't matter. Point being, use a Go High level CRM because this will allow you to easily like connect with anyone and allow all of your leads to come in and just have all of the automation systemized out. Get you pre booked appointments on your calendar. Go high level CRM. 97 bucks a month. Highly, highly, highly, highly recommend. Second thing is Kixie. So this is a software that is very good at getting people to answer, right? So basically what it does is it gives you a local presence whenever you call leads. So what that means is basically like If I'm in Arizona and I call somebody in California, my number will show up as a California number. And this, like when we instituted Kixie, it boosted our answer rate by literally 5x. So we went from like, make a hundred calls, get like three people to answer to make 100 calls, get 15 people to answer. Right. And it also allows you to call so much quicker. So it'll call three numbers at once and you can just rip through through your list that much faster. So highly Recommend Using Kixie. 150 bucks a month. Entirely worth it. So that you're not spending all of your day dialing and listening to a dial tone. Talking to five times more people will definitely make you more than 150 bucks a month. And the last thing is insurance toolkits. So this is something that you absolutely must have all three of these. Like there's other softwares you can get. These are three must haves. Right? Must haves. Because without them you're gonna have a tough time like getting people on the phone, you know, organizing your people and then also selling them. So insurance Toolkits basically is like, it's like an aggregator of all of the different insurance companies that are out there, right? So it takes all of their underwriting and all of their quoting engines and puts it into one. And so basically what it does is you go in, you have somebody, let's say I'm talking to Ms. Jones. She has high blood pressure, diabetes, had a heart attack recently, so on and so forth. I plug in all the information into Toolkits and it'll find me the best company for her based off of her age, health, height, weight, smoker status, so on and so forth. And so insurance toolkit saves you so much time because instead of having to go from company A to company B to company C to get quotes and she or she gets approved, I can see what company is going to approve her and what the cost is all in one place. And it's only 40 bucks a month. Like I don't have an affiliate or anything with them, but I wish I did because it's an absolute no brainer. So total cost that you want to spend is about 286amonth on softwares.

You know, you may say, oh, that's a ton of money, but if you're unwilling to invest in your business, you should probably not own a business. 286 bucks a month is not that much. So.

Yeah, those are the softwares I recommend. Again, go high level Kixie insurance toolkits. Now the next Thing I want to talk about is the carriers, right? Because the carriers that you have basically determine what you're able to offer to people, right? Your job as an insurance broker is you are basically you're able to shop the market for your clients. So you have all of these options and you're able to place them with the best products, right? But you are only as good as the products that you have access to, right? If you have crappy carriers or you don't have that many options, like somebody with more options and better carriers, regardless of how good of an agent you are, they're gonna be able to come behind you and beat you because you're only as good as the tools you have, right? And your carriers are your tools, your carriers are your product, right? And so like a lot of the people that you're gonna talk to, especially with final expenses, they're gonna have health issues. They're also gonna be on a budget. And so like you need to have a carrier stack that allows you to be competitive on like major health conditions and also just be competitive overall on price, right? A lot of people get into the business and they'll just sell like one company. Like, you know, Lincoln Heritage or Senior Life is one of those companies. But like if you're only selling one carrier, like your client, like you're not the only agent out there. There's other people out there, right? Like there are other agents calling your clients, you know, shocker. These people are called a lot. So like if you aren't giving them the best thing, they're gonna find out and they're gonna cancel on you. Like it happens all the time. So you need to be competitive on price, you need to be competitive on, you know, the major health conditions as well. So there's like five main carriers. You need to have, you need to have a price buster carrier. So this is just like a really low priced company. Like Mutual Omaha is a great example. It's something that you has a low price, good brand recognition and you're gonna be able to like beat a lot of rates, right? You need to have a diabetic neuropathy carrier. So a lot of people in the US have diabetes, right? Because you know, we eat terrible. And neuropathy is one of those things where basically people will start to get like tingling in their extremities, like fingers and toes and things like that. And it's basically because they have lack of blood circulation. And so a lot of companies will deny those people, don't give them a waiting period. But if you have a company that accepts those people. Day one, those people will buy from you every single time because you have the only. You have the best option for them. So I highly recommend having a diabetic neuropathy carrier that is a huge market and a huge niche, so to speak. That's really, really good to target. Copd, same thing. We have a smoking and vaping problem in our country. I'm in Europe right now though, and I would say it's actually worse outside of the US Smoking. Like, everybody smokes in Europe anyway. We just have a smoking problem in general as a human race. And so a lot of people end up getting copd. This is another big niche. Just like diabetic neuropathy. If you can offer these people something that is day one insurance, they will take it like almost every time. Same thing with heart issues.

We're just a very unhealthy people. Right? Heart issues. America is really bad for this. We eat a bunch of red meat, we smoke a lot, we drink a lot, and we eat a bunch of terrible food. And so people get heart failure and all these different things that come up. And if you can offer them day one insurance, they're gonna buy from you. And then also you're. You're just gonna have people that are simply not healthy enough to get something. That's day one. And so you also want to have a guaranteed issue option. Realistically, if you have something that covers these five things, you're good. Like, you are 100% good. Now these are the carriers that I recommend. Mutual of Omaha, great Price buster. Price buster. And also the high, like, very good price brand recognition. So, like, everyone knows who Mutual Omaha is, so they're not going to be sketched out at all. American amicable, great for smokers. They have a really good smoker rate and they're also a good company to deal with customer service wise. Sbli, this one's good for like COPD and some other health conditions as well. They also have a really high approval rate. So SBLI is like one of my favorite carriers. Royal Neighbors is great too. They're great for diabetic neuropathy. AIG is my go to guaranteed issue. Aetna is another good price buster. And it's also really easy to do the E application. And then Transamerica is good for like dialysis and heart failure. So if you get someone that has dialysis, you can actually get them approved for day one coverage. And same thing if somebody has heart failure. So these are the main seven carriers that I would recommend you know, other people like different ones. These are the best that I've seen. Transamerica, honestly, can sometimes kind of be a pain to deal with. But because they take these two things, you're going to end up writing them, which, like, they have, they have great rates and they take a lot of things. So Transamerica is a good one to have, too. So let's talk about leads, right? Once you have your carriers, you have your, you know, your cool, fancy office set up, now we got to get people to talk to, we got to get the inputs into our system. And there are basically three main ways that people get leads. You can buy them, you can get them for free, or you can generate them. Okay, now let me explain each of these and then I'll tell you which one I prefer. You guys can probably already guess which one I prefer. So buying leads, right? This is the first and foremost. This is what probably, I would say most people do. And basically, you know, you'll buy leads from either a vendor or your IMO or somebody like that. That. And so the thing with buying leads is you, you usually don't have control over what your prospect sees, right? And what I mean by that is like most people, when they buy leads, like the prospect, you know, the person that, or the, the, the marketer, the lead vendor, they'll oftentimes run these like, bait and switch kind of like gimmicky ads. Like, a lot of people, they'll run these ads that are, or like it's a picture of the state seal or the governor of, you know, Wisconsin or whatever state you're in, and it says new state approved final expense burial program. And so obviously all of the people that fill that out, they have this like, idea that insurance is free. And so you end up getting very low quality leads. A lot of times when you buy them. The other issue people run into is they're just very high costs, right? Like the cost to buy leads is just ridiculous because you're paying these like, vendor markups and honestly, like, full transparency. I used to sell leads. I was a lead vendor for like, you know, a few months and it sucked, right? Because for you to make any money as a lead vendor, you have to charge, you know, premium. And regardless, people are always going to have issues with like, the quality of the lead or whatever. And so people are paying a bunch of money, they're buying leads. And like, you can't ever please anyone, right? So it's. When you buy leads, it sucks for the lead vendor and it sucks for you. It's just overall, like, it seems to be pretty crappy. Pretty crappy, you know, business selling leads. So in my opinion, I mean, you can buy leads. It's probably the quickest and easiest way to get people to talk to. But there's a lot of problems. You run into the cost, the quality, you don't have control over it. A lot of times you have to like a product. People jump from lead vendor to lead vendor to lead vendor to lead vendor. It ends up just costing a lot of money. You spend a lot of time dealing with lead vendors and also with the whole like, FCC ruling, you have to be very careful about who you buy leads from because a lot of the leads that are out there are going to become illegal in just a few months. If you don't know about that, I have a video on my channel that explains the whole FCC thing. Now, the second option is getting free leads. Okay? So you may be saying like, well, who would give me leads for free? That doesn't make any sense. So what this basically is, is you take a lower commission.

Lower commission, right. Usually like 40 or 50% comp. And in exchange you get free leads. Okay? Now you may be saying like, oh, you know, that comp sounds ridiculous. Why would I take lower comp? Well, I mean, somebody's paying for your lead, so that's why you're taking lower.

The only the, the thing with this is it's good for certain people.

It's good for certain people for sure, who don't really have like, risk tolerance. The downside is your, your upside is capped, right? So your upside is capped, but you have a also capped downside, right? Which is zero because you can't lose money if you're not paying for leads. So you have a zero downside risk. But, but you have a capped upside, right? So this is better for people that are like.

You just want to be a salesperson. You don't want to have to worry about anything else. You just want to sell.

But it really depends on who you go with. So if you're going to do a free lead model, again, the leads are the input to your business. So if you're going to get somebody to give you leads for free and you're taking lower comp, make sure that what they're inputting into your business is going to be high quality, right? So free leads, they're definitely an option. Again, you're going to be more of an employee. Like, if somebody's paying for your leads, you're going to have requirements and things that you have to do. You're going to have to show up at a certain time. Like, there's a lot of strings attached to this. Again, I did a free lead program in the past. You have to attach a lot of strings when you're paying for people's leads as the agency. So like, it's really one of those situations where if you're okay, kind of like being told what to do and you know, having lower comp free leads is a great option because it's lower risk. But this leads me to my last option, which is personally my favorite, right? And this is learning to generate your own leads, right? And basically, you know, when I say that, I mean like specifically on Facebook is what I usually recommend people to do. But like, the reason I'm such a fan of generating your own leads is because it puts you in full control, right? There's no middleman, there's no, you know, costs being jacked up. You just are generating your own leads. So the cool thing too is once you have this skill, you have the skill, like nobody can take away your ability to generate leads. Once you know how to do it, you know how to do it. And so it kind of comes down to like, would you rather buy fish or would you rather like learn how to fish and never go hungry again? And so the richest people in the world and the richest people in this industry, they don't only know how to sell, but they also know how to market, right? When you have both, it's a dangerous combo. Like you, you can never go hungry again because if you know how to get people to talk to and they know how to convert those people.

That'S all it takes to make money. So I personally am a bigger fan of generating leads. More control, lower cost. It does take a little bit of time to learn, but once you understand the skill, like you have this for life, right? So let's talk a little bit about. I'm going to go down the path of generating leads. Let's assume that's what you do. I'm going to show you guys the psychology behind generating leads and not only just generating leads, but generating high intent leads, right? So basically what it comes down to in this is with any form of marketing, but specifically final expense, it's all about finding the Achilles heel, right? And this is basically like the deep seated insecurity or the pain point of the market, right? And so for final expense, it's usually being a burden on the family, right? Leaving the family with a burden, you know, they have to take a Good. Take out a GoFundMe. That is what the pain is. That is the Achilles heel. That is what's keeping these people up at night. And that's ultimately why they buy. Right? So it all comes down to how can we target people that are in pain. There's a couple different, you know, there's two main types of products. You have like luxury products. This is generally what people refer to as wants. And then you have pain products, which is what people refer to as needs. And so what do you think is a, easier, easier to sell? Right?

Obviously it's, it's the pain products, right? Because people that are in pain, they have urgency, they need to solve the problem. So it's easier to make money when you're targeting people that are in pain. And so basically what you want to do is you need to find the Achilles heel of the market, right, for final expense. Again, it's being a burden, leaving the family with, you know, debt, forcing them to take out a GoFundMe. Like that is the fear, that is the pain point of the market. And so you need to target that. And that is ultimately like when you generate leads that are in pain, not only are they easier to generate and they're higher quality, but they're also easier to sell because they have a problem that needs to be solved. Right? So ultimately once you do that, the five step system that I've seen that works the best for generating leads is you basically you have an ad that goes to an instant form on Facebook and then you send them to a landing page that has a survey to ask them more questions. Then you send them to your calendar to pre book appointments, which is really cool. You get people pre booking on your calendar and then you also have automations that kind of like tie the whole thing together. So this is kind of what it looks like. You have an ad. This is just an example of an ad. This is not like an in pain ad. This is like honestly kind of like a gimmicky one. But I thought that it, you know, was a good example of an ad that looks good. You have an attention grabbing hook, bright colors, attractive, colorful image, and then a call to action, right? And the goal of your ad is to get people to click on it. Right. Next you have an instant form. So this is where you collect all of your information. This is hosted within Facebook and this is basically where you actually get your leads. Then you send them to a landing page that has a survey where it asks them more questions to basically kind of like warm them up. And move them down the that funnel. Then they go to a calendar where they can book appointments on your calendar. And the last piece is you have automations of also text these people to make sure they show up and you know, text them to kind of nurture them and get them ready to buy. Right now if you guys want to go like in depth on how to actually generate leads, I'll include a video down below. This is a full video breakdown. I think it's like a 40 minute free course that shows you guys how to generate your own leads. If you click the link down below, you can access the free course which shows you like every single thing that you need to know to generate your own leads. So check that out. It's hosted inside of school and it has a bunch of videos that show you how to do that. Awesome. So that is pretty much it when it comes to leads, Right? So just quickly to summarize. Your leads are the inputs of your system. Make sure that the inputs that are going into your system are quality, right? You don't want to shove garbage down the system because garbage in, garbage out. Make sure you have high quality in paying leads going into your selling system and that will result in more sales. All right, so let's move into the fun part. This is where you actually have to do work. So this is basically where we're going to talk about the selling system and what actually goes into converting leads into policies, right? So first and foremost, let's talk about what is selling life insurance first and foremost, so that we can kind of work backwards to figure out how we need to create this system. Right? So basically sales in general is, this is something I got from Alex Hormozi is the transference of belief over a bridge of trust. Right? And so basically what that means is that you have to, first and foremost, you have to have trust in order to sell anybody. They have to trust you, they don't trust you, nothing happens. Right? So you have to have this bridge of trust and then you have to believe you have to have high conviction in the product or whatever you're selling. And then you have to transfer that belief over the bridge of trust into your prospect. Right? So again, just to clarify, you have belief, you build trust with the prospect so that they would believe what you believe. Then you transfer your conviction over the bridge of trust into their mind. That's fundamentally what sales is. Right. And so in order for us to sell life insurance, we have to do that. But before we talk about how to do that and how to build the selling system. Let's talk about what you're actually selling, right? Basically, final expense insurance is a solution to a problem. It's a solution to a problem. And so in order to figure out what problem they have, we simply just need to ask our prospect, right? So final expense is just a solution to the problem. And in order to solve their problem, we have to understand what is their problem, AKA what is their why, what is their reason for doing this, right? So a lot of times, you know, so basically, like final expense insurance is just a check that their family gets when they die that gives them money to solve a problem, right? So we need to figure out what problem we're actually solving so that we can tailor our sales process to their specific problem. So a lot of times people will say, like, okay, what are your prospects goals, Right? Well, maybe they want to pay for a burial, or maybe they want a cremation, or maybe they want to pay off the house, or maybe they want to leave a little bit of money extra behind for their kids, right? So this is the, basically the goal. This is the problem that it's solving. They're paying for a burial, they're paying for a cremation, maybe they're paying off the house. Whatever it is, that is the prospect's goal. That is what they are at least telling you is their problem. But the key to actually sell these people is we have to understand them on a fundamental level, on the most basic level. And so when they tell you these things like, oh, my goals is just to cover a burial or cover accumulation or pay off the house or pay the inheritance, that is the surface level answer, right? That is the surface level answer. What we want to do is we want to find the source why. And this yellow part right here, like this little gold part, this is where the money is actually made. And this is the actual reason that people buy insurance or buy anything. People buy things because it confirms their identity to other people and to themselves, right? So, for example, when somebody tells you, the reason I'm looking for insurance is because I want to cover a burial, sure, maybe that's true. But why do they want to cover a burial? Well, they want to cover a burial because they want to protect their children from being burdened. But why does that. Why is that important to you? Why does that matter? Well, the reason that they want to protect their children from. From being burdened is because they have this identity, right? This view of themselves, so to speak, that they are a mother who cares about their children, right? They want to be A good mom. They want to believe themselves that they're a good mom, and then they want other people to view them as a good mom. That is it. That is the only reason they're buying this insurance. It's not because they want to pay for a burial. It's not even because they want to protect the their kids. It's because they want to confirm to themselves that they are the type of person who cares about their kids. And when you understand that, everything else becomes easy. Like, I'll give you guys another example. Let's say, you know, I'm an insurance agent who wants to make six figures. Well, why do I want to make six figures? Well, I just want to make six figures. No, but seriously, why do you want to make six figures? Well, I want to be able to buy a house. Why do you want to go to buy a house? Well, I want my kids to be able to grow up in a house instead of an apartment. Well, why do you want your kids to be able to grow up in a house instead of an apartment? You see, like when you get deeper and deeper, it comes down to, well, it's because, you know, I want to give them the, you know, the childhood that I never had. Why? So that I feel like a good parent. That's the source. They want to do that so they feel like a good parent and they can feel good about themselves. And it's not that they want to give their kids this experience. They want to confirm the identity in themselves that they are the person who could provide that for their children. And so when you realize that that is the true problem that the insurance is solving, you're not covering a burial, you're not protecting their kids from being burdened. You're confirming an identity in your prospect. So what is final expense insurance? It is simply a certificate that gives them peace of mind to confir this identity, this person that they want to be. And when you understand that, everything else becomes more simple. Because if you can basically paint the picture that this purchase, this product they do is confirming this, they will buy every single time, right? So it's not just about finding out what is their why or what is their goal. It's about finding what is their why. And then what is the why behind that why? And what is the why behind the why behind the why source why? We want to find the root reason, which is always, always, always comes down to an identity thing. It always comes down to identity. That is the fundamental core, you know, principle of human existence. Like it's all based off of your identity and how you view yourself and how other people view you. And that's what everybody. That's the only reason people buy things is it's all to confirm or advance or prove an identity. So again, what is selling life insurance? Well, it's basically the transference of the belief in the product over the bridge of trust. Right? Transference of belief over a bridge of trust. So in order for this to work, there's two things that need to be true. One, there has to be trust, and two, we have to believe to transfer that belief over trust. So. So let's talk about trust first and foremost, and then we'll talk about belief. So trust is built like when you're building trust over the phone, it's kind of a tricky thing because you're calling these people, they filled something out online, and then all of a sudden you have to make them trust you, right? So a lot of this comes with offering value, right? And building value. And basically the way that you do that is you need to make people feel understood and then make promises and keep them. So there's two main ways to build trust over the phone with telesales. Make people feel understood and then make promises and keep them. So I'll give you an example of making people feel understood. That's basically what we just talked about, right? Finding out their source reason, and then basically repeating it back to them and listening to what they have to say. Repeating it back to them in their work, right? You listen and then you repeat it back to them and you make them feel understood. Most people know how to do that on a fundamental level, but to get to the advanced level, you really just have to be able to ask questions and then mirror their response back trust. The other piece of it is making promises and keeping them. So this is literally as simple as like, hey, Ms. Jones, give me one second. I'm just gonna pull up a couple quotes for you, and then we can go into everything, right? I'm just gonna have to ask you couple of health questions first to see what you qualify, and then we'll go into everything, right? And then you say that you're going to do that, and then you actually do that. So you say, hey, I'm going to ask you a couple health questions, and then you ask them health questions, right? That seems super simple. But most people make promises and then don't keep them. And so if you make promises and then keep them and you show that you are a man or woman of your word, that builds trust, right? So two things Remember.

Listening to what they say, making them feel understood, and then making promises and keeping them. When you do that, you build trust. Now, belief, this is something that you actually have to have yourself, right? So fundamentally, if you don't believe in the product of final expense, people are not going to buy final expense from you because your conviction has to be so high that it overcomes any doubt that they have, right? And so basically, like, let's take two agents, right? This guy has a ton of belief and this guy has no belief. Even if this guy is a better salesperson than this guy, this, this guy will outsell this guy every time. And the reason why is because this dude has more belief to transfer. So if you don't believe that much, you're not going to push that hard and you're not going to sell. Convicted, right? A convicted agent will always be the skilled agent. And so my best recommendation to build conviction as an agent is go through gofundme. Go through gofundme and look up funeral or look up burial and search through all of the stories that people are having where they don't reach their goal, right? They don't reach their goal. Every time you see one of those, in all reality, what that actually is, is it is a family who lost their loved one. Now they had to publicly post their loved one on a social media site, Facebook, and you know, GoFundMe and all these things to try to raise money to bury them. And then they didn't reach the goal and now they're gonna have to go into debt to bury their loved one. That is what we're actually protecting people against is that situation. And so if you haven't had a situation like that and you're personal life where someone passed away and you had to cover a funeral, just go and go fund me and look at it and like really imagine that situation for yourself, right? Talk to other people that have had those experiences. And that is the best way I've found to build conviction. And then also when you talk to your prospects, you're going to hear stories like you. As you do this more and more and more, you will build more conviction in the product because you'll see the consequences of not having it and, and the consequences of having it and how it impacts people's lives. So again, focus on building that conviction. That is one of the most important things you can do to improve your sales and improve your sales process, right? So the next thing you need is a systemized sales process, right? So most people, they jump on the phone and they just start talking, right? It just. The sale just goes in all these random different directions and the prospect start. Starts talking about their dog, and then you start talking about dogs and then all of a sudden you're off in Neverland. Right? The way that you need to do this is having a systemized sales process. And so when I say systemized sales process, what I basically just mean is a script. So you have the intro that goes into the discovery, that goes into labeling their problem, which goes into qualifying them, which goes into presenting the company, which goes into presenting the price, which goes into closing and then answering any objections. And every single sales the exact same. It all follows the same process, right? And again, a systemized sales process is literally just a script. So let me show you guys what our script actually looks like and there's going to be a link to download this in the description. This one that I'm showing you guys right here, this is like the advanced script that we have. This is what we give to our clients because we've actually linked in overcomes to every single objection.

Through the script. So as you're going through the script, if you run into any objections, they're actually linked for you throughout. I also have like a light version, like a more basic version that doesn't have that they'll all give you guys access to for free. If you want access to this particular script, there's gonna be a link down below as well where you can apply to join our coaching program and have us help you with, you know, setting up Facebook ads and generating leads. And then we also will give you all of our sales resources as well. So that's something you guys want to, you know, look at. Link is going to be below in the description, but I'll also have the free version of the script down there for you guys as well. So basically again in the script you have the call intro, which is basically just getting people on the phone, the discovery, asking the questions, finding out their why, finding out their need, labeling their problem. This is a big part where we're building trust because we're repeating their problems back to them and making them feel heard, setting expectations as far as what we're gonna do. So we're making a promise and then we're keeping it. We ask some health questions to qualify them. We go through the quotes, we go through and close the application and then filling out the application. And that's like, if you don't have your sales process systemized and like structured out like that, every sale is gonna be different and you're never gonna be able to get good at the process, right? So it's very important, important to have this all systemized out and structured in a streamlined way. So if you guys don't have a script or if you want a really good script, use ours. Link down below in the description. And if you want to get our more advanced one, you can also join our coaching program and get access to it there. So that's the script, right? Now, obviously, we wish that every single sale would be super simple and we just run through the script and it's all basic and it's all yeses and they just tell us everything. But a lot of times you're going to get objections, right? So I'm going to give you guys a quick little, like, refresher, quick little training on the three main objections or the basically, like, I guess it's two, the two hardest objections that people tend to struggle with. All right? And we're going to talk about the walls of resistance, smoke screens and trojan horses.

All right? Now, most clients that you actually will sell do have some objections. So if you're not able to overcome objections and you don't have the skill, you're losing out on about 80% of the business that is out there. Right? We went and looked at all of our business in the past, and like 80% of the people that we sell have objections. Right? So really, the. Your job as the insurance agent and as a professional starts after the first objection. When somebody gives you an objection, that is when the selling starts. That is when you have to, you know, that is when your skill set comes into play. Right? And so if you aren't role playing and training and practicing objections, you are literally losing thousands of dollars every single week. Right? Again, your job is to jump on the phone with people, find their needs, solve their problem. When they give you an objection, you have to have a response to it or else, you know, again, you're losing thousands of dollars a week. You're losing about 80% of your sales, right? So there's a few basic frameworks that you need to, like, have down and memorize when it comes to objections. The first one is the triple A's. Okay? So this is basically the system or the formula you're going to use to overcome every single objection. You agree with what they say, agree with the objection, answer a question, answer their question, and then ask them a question. Right? So you agree, answer the objection, and then ask them a question every single time. Agree with the objection, answer the objection, ask them a Question. Right. So this is the formula that we use every time. Objection ammo. So basically what happens a lot of times is people will just have like one canned response to an objection. Objection. Ammo basically means that you have multiple layers of responses based off of what they tell you. You have a response, response, response, response, response, response. All of this down so that you know what to say after they give you an objection. Right. With a blame on you. We're going to skip over that for today. Sidestepping objections versus confronting objections head on. We'll talk about that. And overall, the thing that you want to remember is just help the person solve the problem. At the end of the day, you are a person who, your job is to solve a problem for them. Just help them solve the problem. Right. You're not trying to combat them. It's not a battle, it's not a war. You're helping them solve the problem. Right? So those are the things to remember. So let's look at one of the most common unpleasant objections to get, which is, I need to think about it, right? So I'm going to show you guys how to overcome this step by step. So let's say somebody gives you the objection. I need to think about it. Most people will say something like this. Yeah, well, let me. What do you need to think about? Now the problem is, whenever you say this to somebody, their walls of resistance just immediately go up, right? Immediately they're like, oh, you know, well, I don't know. I just need to think about it. Right? This is usually what they'll say. And so you get one of these responses where it's just. They're just giving you a smokescreen and it's not a real response whenever you do this. So the walls of resistance go up. Now the problem is, whenever you get the walls of resistance, anything else that you throw at this is just going to immediately bounce right off and you're not going to get anywhere. So any, any response you do to this is just going to immediately just bounce right off, right? That's the walls of resistance. Now what we basically want to do is we have to remove the walls of resistance so that we can actually overcome the objection and close the deal. So the correct response, when someone says, I need to think about it, we're going to say, yeah, yeah, I mean, I totally understand that. Right? Yeah, I totally respect that. Agreeing right to the first day. What's kind of your timeframe on getting back to me in the next day or so just to see if I'd be available for you. Right. And then we actually are going to set an appointment. You may be saying, like, why would we set an appointment? That doesn't make any sense. Why, why would we set an appointment instead of just trying to overcome the objection? Well, what happens is when you set the appointment, you're basically taking all the sales pressure off. And so what happens is the walls of resistance disappeared, and now we can throw in our trojan horse, which is how we're actually going to try and close the deal. So we're going to say something like, great, yeah, I mean, that makes perfect sense after you set. After you set the appointment. Just so I know what questions to be prepared for to answer for you on our call. What was it that you were more curious about? Was it like the price of the perk or how the program works? They say price of the program. You can drop the price or overcome whatever objection they give you. And if they say how the program works, you just re explain whatever they're unclear about and just go right for the close again. And so now we've removed all of the sales pressure, we can answer whatever objection they actually have and close the deal. That's the trojan horse, right now. That's how you overcome. I need to think about it. Let's talk about. I need to talk to my wife. Usually people will say something like this, sure. Is your wife around? Right. The problem is the wife objection is actually most of the time it's a smoke screen. Right. So what we need to do is clear the smoke and figure out what the real objection is. So we'll say something like this. Yeah, I mean, I totally respect that, I guess. What specifically about the program do you think your wife might not like? And then they're going to tell you either what they don't like or what they think they, their wife wouldn't like. Either way, you're going to get the real objection. Right. And so basically, let's say they say, oh, well, you know, she would probably want me to get more in coverage. Okay, well, now we just raise the coverage amount. Go back. Was there anything else that you think your wife might not be so sure about? No, it was just. She wanted more coverage. Boom, loop back again, close the deal. It's that simple. So again, what specifically do you think your wife, your husband, your kids, who, whoever it is, might not like about the program? Whatever they say, that is the real objection. You overcome that objection and just ask for the order again. And that's pretty much it. So you clear the smoke screen and then tackle the Root objection. So whenever you're overcoming objections, it's really just about like you're playing a game, right? Sometimes you get a smoke screen, sometimes you get like the sales resistance based off of whatever situation, situation you're given. You have to react accordingly. So sometimes you have to jump, and then sometimes you have to duck, and sometimes you have to, you know, roll and sometimes you have to, like, there's different moves that you need to do based off of what they throw at you, right? So this is like, if you guys have ever, like tried to load a page on Google and you don't have Internet, this little like T. Rex will pop up and it'll say, like, we weren't able to find the page. If you press the space bar. Whenever you do that, you play this little game. And so there's like these little obstacles that come up, right? So you have like these cactuses, you know, these like little pterodactyls. And so if the cactus pops up, you obviously you have to jump, right? And if the pterodactyl comes up, you have to duck and go below it. So it's the same kind of thing. Like sometimes you have to jump and then sometimes you have to duck. Sometimes you have to take the objections head on, and sometimes you have to sidestep them and kind of like use a little bit more finesse to find out what the root objection is. So the key is, the way that this gets easy is you want to have word tracks memorized and systemized out so that you can take your focus off of what to say and instead focus on how you're saying it. Right? And so that ultimately is one of the things that we have on this script I was showing you guys. And if you end up like, if you don't join our coaching program to get access to this, just like write out objections and objection overcomes so that you have your own asset like this. Because like, for example, we have every single objection that you get scripted out. So if somebody says, I'm not interested, instead of like me stumbling over my words, I can just go here. Yeah, no worries. And when you say you aren't interested, is it because you think you might be unaffordable or because you don't think you can get approved? And then based on off of what they say, I can click here and find out exactly, like what I need to say. So they say, oh, well, you know, it's just unaffordable. Yeah, no worries. I mean, most of the people that we work with are on a Fixed income. Are you on a fixed income too? Yeah, I am. Perfect. Well, you know, Ms. Jones, the plans that you requested, information like so on and so forth. So I have every objection scripted out for me here so that I can easily find out what I need to say. Oh, well, you know, I'm just going to wait. I totally get it now. These prices do go up every year if you don't lock in a rate. So when you say that you're just going to wait, is it because the price is not affordable now or you don't feel like this is a priority at the moment? Whatever they say, you have it all scripted out so you don't have to think about what to say. You're instead just listening to what they say and focusing on your own response so highly. If you don't end up joining our coaching program and getting access to that objection. Overcome, write that out yourself and have that because it's super helpful, Right. I don't know why I'm getting a thumbs down right now. But anyway, so systemizing out the objections, that is a major key. And then also just practicing and role playing them. So next, let's talk about underwriting. So once you get somebody to agree to buy, you also have to be able to underwrite, right? We kind of talked a little bit about the carriers in the beginning. If you guys want a full video on just underwriting, let me know. I have like an hour long training that explains the whole process that we go through. So if you guys want me to post that, just comment underwriting in the comments down below and I'll sort that out for you guys. But basically, like, when it comes to underwriting, so many people get confused with this. Put simply, just use toolkits and try to find your client, a company that will offer them day one coverage and will give them the most bang for their buck. Basically, it just comes to that. Down to that. And whenever you're underwriting, you're basically like. If you guys ever played the game of Clue where you're trying to like basically gather information to, to, you know, basically make a guess on who did it, right. With underwriting, it's kind of the same way. Especially because we're over the phone, we can't see the person like in person, right? So we have to basically just make guesses on their health based off of what they think tell us, right? And so we are going to ask certain questions, right? Oh, you know, do you smoke? Do you have any heart conditions? Have you ever had a heart attack, anything like that? We're putting all of this information into toolkits to try to, based off of process of elimination, figure out which companies that they can't get accepted for. And then we're going to pick from the remaining options of what still stands. Right. And that, I mean fundamentally, that's essentially what you're doing when you're underwriting. You're playing a game of elimination. You're eliminating all the companies they can't get approved for and trying to find the few that they can. Right. And then picking from those what's which is going to be the best for them. So if you guys want to see that full underwriting training comment down below and I'll post it for you. That is pretty much the basic form of what underwriting is. And if you use toolkits, it becomes a lot easier. Now, once you start doing this, the thing that you guys need to do again, I promise we're going to tie this back to how to make a thousand dollars a day. The thing that you need to do is track your numbers. Alright, so there's a few numbers that you need to track in order to be successful in this field. Okay. The first thing is how much you spend on on leads. Then you need to figure out how many new leads you get per day, how many dials you make, how many of those dials answer, how many quotes you give, how many policies that get approved, how much AP you write. Right. And then how much you get in deposits. Right. I recommend using like quickbooks to track like your actual income. So set up like a separate bank account, have like a business bank account and then have your personal bank account. And so all of your transactions that you do for business, do it in the business bank account, otherwise it'll get crazy confusing. So use QuickBooks. I think you can get QuickBooks for like 20 or 30 bucks a month and it'll track your profit so you can see how much money you're actually making, not just how much you're writing or how much is getting deposited. Track how much you're making using QuickBooks. Okay. Now these other numbers, these are ones that you're going to want to track on a daily basis. And then you can Also just use QuickBooks to categorize your expenses. Right. Again, like guys, you're running a business here. So if you're not tracking your expenses versus you know, what you're making, taking like you're not running a business and you're just gonna fail. That's why so many people fail, is they treat this like A job, but it's really a business. Okay, so track these numbers. You can track all of these in a spreadsheet. And when you do that, you're gonna be able to find out these metrics. All right? Now these metrics are basically what actually tells you how healthy your business is. Your answer rate, your dials per sale, your cost per sale, and your retention percentage. So answer rate basically just tells you like, you know, if you're calling at the right time or if you're using local number wrapping, then you know, your answer rate should be solid. What up is this stuff? Then your answer rate should be solid. Dials per sale. This will basically kind of tell you like if you like how solid you are at selling basically, right? Because the more more dials that you need to do to get a sale, the more that you need to work on your scripting and your tonality and your objections. Dials for sale is basically a result of how good you are at sales, right? The lower your dials for sale, the better you are as a, as a salesperson. Cost per sale is more of a quality of lead metric. And also it also you tells ties back into like your skill set as a salesperson. You want your cost per sale to be below $200, right? If you're paying more than $200 to get a, to get a sale.

With the other expenses and everything, you're not going to make nearly as much money if it's below $200. You're just killing it. Right? And then retention, this is basically how many people actually stick on the books and like don't charge back. Right? So retention percentage is another important thing to track. Now basically, how do you make $1,000 a day? Well, once we understand the inputs and outputs of our system, we literally just have to scale up the inputs to get our desired outputs. So what does that actually mean? Cool. So let me show you guys. Let's say my goal is I want to make $250,000 in take home income, right? So I put 250,000 here. I put my commission rate, which is, you know, what you get paid per policy, your retention rate, which again we find out from tracking our numbers. Our average policy size, which I've seen is usually about a thousand bucks. But track your own. Your dials per sale, your closing percentage and your cost per lead. You plug in all of these numbers and this will tell you how many leads you need a day, how many policies you need to write a day, how much AP you need to write per day, and how Many dials you need to do per day. And when you understand this all, like when you know your numbers, all you have to do is just plug it in and it's as simple as working backwards. So how do you make a thousand dollars a day? Set up the system, start running it, start tracking your numbers, and then plug your numbers into the system. And that will tell you exactly what you need to do to make a thousand dollars. It's literally the that simple, right? That is all you need to do. So that is how you make a thousand dollars. Now let me show you guys again. I'm gonna. I'll include that resource in the link down below. There's gonna be a lot of resources in the link down below, so stay tuned and check the description. Now let's talk about the two ways that you can actually build wealth and get very rich in this business, right? There's basically two main methods. You have the farmer, you have the teacher, right? And so this is kind of future casting. I'm just going to kind of like paint this picture for you guys because this is what gets me really excited about this industry. There's two main ways to get rich. You have the farmer and you have the teacher. So first, I'm going to show you guys what the teacher is. This is basically where you end up building an agency and you're teaching other people how to sell insurance successfully. Now, I recommend selling insurance successfully for at least like six months to a year before you start building a team and becoming a teacher. But when you master it yourself and you're more of a leader than like a manager and you're like bringing other people in, you have a system that works and you can just replicate it. You can make so much money on overrides that it's actually ridiculous, right? Like, the richest people in our industry have done this on a mass scale. So if you want to build, like huge amounts of wealth, the best way to do it is learning how to do it yourself and then teaching other people how to do it and leading from the front so that they actually respect you. Right? So that's the teacher. If you're more attracted to, like, the leadership route and you want to train people and build an agency, this is the route that you're going to want to go. And the best path to do this is focus on learning it yourself so that you understand it. And then after you've done it for six months to a year, start bringing on other people and plug them into your system right now, the other path, because not everybody is really cut out to be a teacher. The other path is the farmer. And this is basically, this is really, really cool because the work that you're doing today, you can get paid on that for years and years and years after, right? You have a small amount of renewal that comes from the life insurance industry. So your base just builds and builds and builds over time. But the cool thing about the farmer is when you're doing this business and you're doing it the right way and you're treating your clients, you know, with respect and you're actually caring about them, you start to build up a book of business, a clientele, so to speak. And what you can do over time is your clientele will start to give you referrals, they'll start to need more insurance. Maybe you get into Medicare and you can start selling the Medicare. There's all these different cross sell and different opportunities that come when you build this asset, which is the book. And so you're gonna be able to get more referrals and referrals and upsells and cross sells and all these things will come from this book of business that you're building. And so basically what happens is when you sell a bunch of clients and you build and foster these relationships, you start to get more referrals and more cross sells and all these things. And when you have a few thousand clients, which realistically only takes a few years to do, if you're going hard, money would just kind of start falling out of the sky when I say that. Like, that may sound crazy, but like, think about it. If you have like 2,000 clients, you're gonna have like five or six birthdays every single day. If you just call your clients up on their birthday and check in on them and just see how they're doing, you're going to find opportunities to sell insurance. And so what happens is when you stick with this and you do this business for a long time, a few years, you can get to a point where you're able to write like five policies in a day, like three to five policies every single day, just from calling up your existing clients and working your book and working referrals and doing different things like that. So I just want you guys to realize like the business is not always doing the outbound dialing and making $400 a day and doing that. You have to do that in the beginning, but, but once you really get the hang of it, these are kind of the two paths that you can go. You can build the agency, teach other people how to do it or you can kind of like build the farmer method and basically, you know, live off of your book of business. So, ladies and gentlemen, that is how to sell final expense and make $1,000 a day working from home. Hopefully you guys got some value from this video. If you did leave a like, all of the resources I went over are gonna be in the description down below and I will see you in the next one. Hit the subscribe button for more content like this. I'll see you guys soon. Take care.