How To Make $100,000 Selling Life Insurance From Home (Guide For New Agents)

Sam.

Welcome to Friday Fuel.

What's up, everybody? Happy Friday. We got a special one for you today.

Oh, yeah, it's gonna be a good one.

Yes. It's gonna be me and Donnie hosting today, so we are gonna try and switch up how we're doing the podcast a little bit to kind of give it some variety. So we'll kind of do like a 2 and 2, and then we'll do all four of us, and then a 2 and 2 again. So Donnie and I are kicking it off this week, and we've got two really special guests, both actually from my hometown of Greensboro, North Carolina.

Crazy.

I know. I don't even remember. I guess we connected through Johnny Nita fan, and the rest is history. But these guys are awesome.

Nuts.

Yeah, they.

They put out some sick content over on YouTube, so you'll be able to. To get that link here shortly. And also they've. They've just recently launched their own imo, which they're going to go over that a little bit too, but it's gonna be extra special because they've got their own little presentation that they're going to share with us.

Yeah, it's going to be a banger episode.

Yes, it is. So, without further ado, let me introduce you to Tim Shucker and Julian Polito. How you doing, guys?

Good, good. Dude, I'm having freaking heart palpitations after that intro, man.

We gotta have the best intro in the game right now.

No kidding.

Yeah. Oh, no doubt, no doubt.

I mean, you all can't see it, but behind the scenes, whenever the song's going, we're all just, like, vibing over here. So I hope you guys are too at home.

I was like, maybe I need to drink less coffee, man.

That's all you need, man.

Tickets to go visit that city. And I realized it was fictional when I saw the flying car.

Tokyo Drift or something.

Yeah, literally.

Yeah.

For real.

So tell us a little bit about yourselves. You guys can go in whatever order you want, but, you know, just give us a little bit of your background and. And then we'll get into your presentation.

Yeah. Julian, you want to kind of kick us off here?

Yeah, sure. I was gonna say the same thing.

Yeah, I mean, long, like, super, super long story short, got into the business. I was a waiter that I got recruited by one of the MLM companies, and it was the best thing that ever happened to me. So, you know, I started getting to the insurance business. Tim was a friend of mine at the time, and we started selling insurance pretty much at the Same time, left after about a year to go independent. Got our contracts held, couldn't work for six months. And then pretty much a lot of people know us for advanced agent marketing, but the goal was always to build our own insurance agency, our own imo, if you will. And pretty much here we are today, life insurance only over the phone. And make YouTube content about selling burial insurance to seniors. Y and then my business partner Tim handles all the marketing and he's got a ton of experience excelling himself, but I'll let him kind of talk on his own experience with this industry.

Yeah. So Julian recruited me into the life insurance industry in my basement in Greensboro.

Decided I would give it a go. And we got into it. We were doing like the five dollar Walmart gift card lead, free lead program. So it was like a free lead program, but the leads kind of like were not great.

We didn't really realize that at the time that there were like actually leads that wanted life insurance. And so we just kind of went at it gung ho, ran up and sold a lot of business, but a lot of it charged back because, you know, what you kind of put out there is what you get. And when you put out five dollar Walmart gift card, you get, you know, a less than desirable life insurance client. So, yeah, we left, started our own marketing agency. We did that for about a year and a half, which, you know, like Julian said, the goal was always to start our own imo, our own agency. And you know, after about a year and a half on the marketing side, we felt like we had enough experience to really, like move back and blend our experience with sales, experience with marketing, and then do what we're doing now.

Very cool.

Yeah.

So why was that always your long term goal of creating your own imo? Like, why not just stick with, you know, the traditional, be somebody's downline and just kind of pour everything into sales versus doing what you're doing now.

Ooh, I kind of want to answer this question if that's cool.

Yeah, go for it. Go for it. And then after this, I know we are kind of on a time crunch here. I got a presentation for you guys. It's how to earn $100,000 as a beginner life insurance agent from home. So I want to, I want to break that down for you guys.

Perfect. It's gonna be awesome. Yeah. I mean, the biggest thing for us is that, like, I've always had a love of like sharing information with people and I know Tim has too, but I mean, I don't want to speak specifically for him. Just, I know for me like being able to. I, I have a lot of experience in sales. I mean I've been doing it now for actually doing it, working selling a product to, to consumers for five years. But I used to go door to door as a little kid, like 7, 8 years old with a shovel and no script or anything, just knock on the door, hey, I can, I can do your driveway real quick, you know, And I would just like basically just start haggling them on their front doorstep like just some 8, 7, 8 year old kid. And I did the same thing with mowing lawns. I've always been into like direct response consumer sales and so I, I love sharing that skill with people, that experience with people. And I can't like just being someone's downline. I wouldn't be able to reach as many agents as I could if I'm doing what we're doing now. And even I was initially. Tim is loves content. Something about me that a lot of people don't know. I was actually miserable with content. I hated content. And I thought it was, I thought it was really like, you know, nerve wracking. What if I say the wrong thing? Da da da da da. And what I realized is that like the price I have to pay to reach the people that I want to reach and have the impact that I want to have with my own personal goals. I've got to do things that I'm not comfortable doing. And even building an IMO is something that's. It's uncomfortable. It is, it's just like selling insurance. It's another, there's another level too that you have to add on of complexity. But for me it's worth it because I want to see people be financially free.

Yeah, I think that's a great transition into your presentation. The value of content, of free content that you guys bring to especially new agents and even seasoned agents is so invaluable. So without further ado, let's go ahead and get into that presentation of yours.

And I'll go ahead and just take me and Donnie off the screen and you guys can just do your thing. Donnie.

Oh, no, no, you guys stay on, man. We want to, we got to keep it interactive here.

If you want to interact with us. Sure, go for it.

You guys are the host. We can't steal your home. That would be messed up.

That's all good.

Go for it.

What a great picture.

Yeah, this is actually, this is the thumbnail on the live stream for our channel. But yeah, I Mean, so basically what I want to kind of touch on here, because, you know, I've had a lot of conversations with a lot of agents, and I'm sure you guys can relate to this. Like, the number one goal that I hear is like, I want to earn six figures, right? I want to earn six figures from home. Like, that's why most people get into this industry is they want to. They want to reach this financial goal and they want to be able to do it from anywhere in the world on their own schedule, right? So that's what I really want to kind of break down here.

And basically this is going to be, like, laid out for a newer agent. So if you're kind of newer to the industry, like, this is basically the road map to get there. So a couple of things we're going to touch on. First thing we're going to talk about is just like, expectations, because I feel like a lot of. A lot of this industry is selling people into the industry, right? I want to kind of break down, like, what you actually need to know in order to see success. And for all of you guys that, you know, were sold the dream. I mean, all four of us here were sold the dream. And then once we get in, he's kind of shattered. I think this is going to definitely relate and we're going to talk about the activity. So, like, what do you actually need to do? How much work do you actually have to put in? This is super important because most people drastically underestimate this. The X factor, what most agents don't even account for, which actually has, like, a massive impact on their success. The script. So we're going to break down our script here. If we have time, we'll go through the whole thing. If not, we'll do kind of an abridged version. A live sales call. This is actually a. A close that Julian made on Monday that I downloaded. Cut out the personal info. So we're gonna listen into that after we go through the script so you guys can, like, see the script in action, right? And then last thing we'll do is kind of go over some objections, and then I'll. I'll give you guys some free resources here. I'm going to give you guys the script. If you stay to the end, you'll go to download the exact script PDF that Julian's using and other agents in our agency are using and. Yeah, yeah, state of the end, for sure. And then I'm also going to give you guys a whole sheet that shows how to overcome every single life Insurance objection that you get. So we're going to dive right into it here. And I mean, I want to keep this kind of collaborative because obviously we got four people on here. So feel free to interject at any point if you guys.

Absolutely. Yeah.

But I like the comments.

Please. If you have any questions in the comments, please ask.

Yeah, yeah, please. And if you're watching on our channel too, just, just drop in and let us know. Shout you out as the names pop up here. So, yeah, this, I really like this graphic here. I feel like this like perfectly exemplifies the way that people are recruited in the industry. Making six figures, what recruiters tell you it's going to be like, is just a straight line path right to the finish line. But at the end of the day, in reality, once you get into it, you realize there's, you know, all this stuff, it's a very treacherous path. There's chargeback, there's crappy leads, there's roll up debt, there's all these other things that are just completely unaccounted for and nobody bothers to tell you about it. Right. So before we get into like how to actually make six figures, because it's entirely possible, I just want to kind of like scare away the people that think this is going to be easy. And I think it's, it's for their own good. Because if you think it's going to be easy and you get into this, you're going to get a massive slap to the face. Right.

So yeah, and one thing I want to quickly get out is, you know, just because there are these obstacles that, that shouldn't scare you. You know, us were sold on that dream and by all means we went through all of the obstacles and all the ups and the downs and we're still here. And we love this industry and we're so appreciative of this industry.

Yeah.

Donnie, to your point, I mean, the biggest reason that I love this business is that it, the fact that it's hard means that nobody else is willing to do it. Not nobody, but nobody. That's like normal. You have to be willing to do a little bit more than the average person to succeed in this business.

Absolutely.

You also have to be more than an average person to be, you know, valuable enough and bring enough value to the marketplace to actually make six figures. That's why you see people get triple master's degrees and they're still making 50, 60k because they're not actually bringing as much value to society as we are. And we're propping up all these insurance companies, all these IMOs, all these lead vending companies. I mean our work that we do props up an entire industry and if it was easy, everyone would do it. And so that is my biggest appreciation for life insurance sales is that we get to make money doing stuff that other people don't want to do.

Yeah, great point, great point. Definitely. Well, just some quick things I want to throw out here before we get into like, you know, breaking down how, like how to actually do this. When you first get in, you're gonna suck, right? There's a learning curve. You're gonna be terrible. You have to accept that and you have to be okay with that. You're going to lose money, you're going to have negative weeks. You have to work over 40 hours a week. If you really want to make this work and you want to make six figures, you're not going to be able to do this part time. It's just like the amount of effort it takes to really do something right. You can't do 20, 30 hours a week. In my opinion and from my experience, absolutely agree. If you're going to be a broker, you are responsible for sales, marketing, finance and hr. So there's four.

Departments of a company for functions. Basically you have sales, which is just getting new people in. Marketing, which is, you know, lead generation and leads finance, which is managing the money and managing the numbers and then hr. So as a, as an agent at a, you know, in an agent you have to sell, you have to get leads, either buy them or generate them. You have to manage your finances and make sure you don't go broke between chargebacks and you have to recruit, hire, train and manage people. So when you're becoming a broker, you're really a business owner. And that's what I think don't, people don't realize is they think they're getting a sales job, but they're actually starting a business. So if you go the broker route, keep those things in mind because that is the reality of the situation you're getting into. It's not going to be easy, you're not going to get rich quick and you should expect to fail. But if you stick with it and don't quit and really like put everything into it, in a few years you'll be making the most money that you've ever made. As long as you put the effort in and stick with it.

That's a hundred percent true. And last night, just to go off of how you're talking about 40 hour work weeks. I think yesterday, cumulatively I think I spent 13 hours working. I was kind of broken up throughout the day and a little bit last night too. But I mean it happens. Like you could just get so busy and sometimes you kind of lose track of time. Like I was up till 10 o' clock last night just you know, taking notes, going through my CRM and getting people's information like that I need to call today. And yeah, it's a lot. So that's definitely something that I didn't expect. Going into the business was just that aspect of having to actually run a business.

Oh, 100.

Yeah. I think I was not expecting the chargebacks and all the other stuff that comes in.

Yep.

The crazy part in my, in my mind is that because finance, you can kind of skate by on finance. You can just put like 25% of your money back and you know, have enough money for taxes and to offset your chargebacks just to kind of like once you're getting started, you know, you don't have to be a genius. You're not like, it's not like you're bouncing the books for an entire company. Right. Marketing, you can just go and work at an agency that provides leads or you can buy leads from if you're an independent. But also like the sales aspect, that's where you have all the work. And one of the things that I wish like so many people didn't push was recruiting early on at least because I think I don't have any problem with like recruiting. I don't, I'm not a big fan of the hype up, sign up, like blow smoke up your hiney type of deal where they're just like, you're gonna make nine figures in a week. Like it's just, it's out of control. There's a little bit of like, you know, smoke and mirrors there. But the biggest thing that I think is absolutely insane is that you're working a full time job as a recruiter and as a salesperson and if you want to pick up sales manager as a third, third job, like I'm working like, like Adam said, I mean 13 hours is, that's a pretty regular day for me with as a sales trainer and a producer right now. And it always, it goes up. So like if I like as they, as a new batch of agents have come through, they've made it through the process, they've survived our training process, they've made it through hell week and they're selling and they're, they're making money, etc, I Get to kind of come off and have a, a few days of like rest. But I'm basically a drill instructor. I mean, for, you know, a few weeks. I don't have a life and I have to like really dive in and, and help these people out. And sometimes, I mean, there's days where we have an agent, Michelle, who's doing really well. I just got an email from David to Ford because she wrote over 10k in a week, but she approved. We made a video about how much she actually approved on our channel. The important thing here though is that like it is a lot of work.

Yeah.

And I'm, I'm selling and training. Sometimes it ends up being 15, 16 hour days consecutively for weeks on end. So I wouldn't try to be a recruiter, sales trainer and producer starting out. And I really think that's why we have two people.

Like I'm doing all the recruiting, you're doing all the training. It's like passing them off, essentially.

Yeah.

And he does the marketing and I do the selling. Right. And I'm still like slammed. And so is Tim.

Yeah, one person. It'd be impossible.

But I want to touch here on like what it actually takes. If you're gonna make 100 grand your first year, at least have any shot at doing it. In my eyes, this is the minimum commitment. Right.

50 hours a week. Right. And this is like if you want to do this your first year, 50 hours plus for sure. Per week on the phones, role playing, practicing, all the things that go into it. 300 a day minimum. Right. Making 300 a day minimum. If your talk time's higher some days you'll make, you know, 70, 80 calls because your talk time will be so high. But I mean, it really comes down to the activity that you're putting in. And if you're not willing to put in just the massive activity your. The time it takes for you to get better is just going to be so much longer.

Right.

And this is one thing I got yesterday from one of our mentors. Listening to your own sales calls daily, downloading your calls and then listening to them on repeat and just kind of breaking them down. Hey, what did I do here that was wrong? What could I have done better? And then coupling that with like consistent training and back and forth with a mentor and you do all of these things. Right. It's basically just like a feedback loop. So the faster the feedback loop, the more dials you do, the more feedback you get, the faster you improve and get better. And the people that jump on they're like, oh, I did 50 dials today and nobody, nobody answered or nobody was interested. Like if you do 50 dials every day for, you know, five years and somebody else does 300 a day in one year, they're going to lap you.

Yes.

And quickly. Like I know new agents will see this and they'll be like, oh my goodness, that's so much work. Or yeah. Or they'll do this amount of work for a couple days and not see the, the results and then they'll quit. You know, me, Adam, Alex and Colin are, are literally the example of this framework right here. We all had our best week over ten thousand dollar weeks by just following these two fifty plus hours per week, three hundred calls per day, inconsistent training with your mentor. And believe me, if we had enough time to listen to our sales calls the next day, I'm sure we'd have been doing more numbers. More numbers, More numbers.

Oh yeah. This is the formula. It just, it just works. There's no shortcut for hard work. Even with like, there's all these, you know, get rich quick businesses which I, in my opinion the only get rich quick is selling pictures of yourself online. To be honest, everything I've seen, every other get rich quick is, is just like a, it's a shiny object and then it ends up being a lot of work.

Yeah.

And this is no different.

Right.

Like it's just work. If you want to see results, you just have to put work in. There's no shortcut, there's no, there's no way around it.

Right.

Yeah.

So the faster you accept that, the sooner you can get better.

I also about how I make money literally.

Hopefully I don't find that on accident.

I think one of the things that's huge too is like as someone who is training agents and I've been in the business I think probably longer than I think pretty much everyone here. Maybe not.

Adam.

Adam, how long have you been in here in the business?

April of 21.

April of 21. Yeah. So I've been in a little bit longer. I was in, I got in in December of 20 and the thing that like you said a second ago, Donnie, is like over the 10k weeks like following this framework like me too, man. And my, my little trajectory in this business was a little bit different. I did come out of the gate like selling a lot of insurance. Like it wasn't a, I didn't have a struggle or anything early on selling it, but it was making money that I struggled with because of the chargebacks. Because of not knowing how to write good business. There's a lot more that goes to this. But the activity, I was lapping people that had been doing this business for five, six, seven, eight years because they weren't putting in the activity that I would. And I think that, you know, we're all pretty young on this call, I'd say, I mean, Donnie, you're. I think we're about the same age. And Adam, I know you're pretty young.

Too, and I'm the old man in the group.

What are you, like, 37? 27.

That beard. Add some years, dude.

It's all, it's all the beard. But I mean, realistically though, like looking at this business, you're just going to have to outwork your. Your lack of. Of knowledge and your lack of experience and like, you just have to outwork your suck and I think that's a great phrase.

Yeah, I like that. I think it's the only way. That's all I know.

Yeah.

This is one of the things that I think most people don't even account for when they get into the business because it's a recruiting based business and so nobody shops who they're going to be with. Right. But I'm curious for all of those. How, Adam, how many people do we have on right now? I can't see the numbers.

I can see 21 live viewers right now.

Yep.

All right.

For all of the 21 people live, what do you guys think is the X factor? That besides the activity and the work is going to have the most, like the greatest impact on your success as a new agent? What do you guys think.

The commies down below.

Give you guys a few seconds to answer. I'm curious to see.

Now there's 22 people.

So somebody's got a comment.

There we go.

What's up, camper? I saw you commenting down below, my friend. It's been a while.

What's going on? I'm curious. What do you guys think? It is everyone that's. Everyone that's watching. Because I've kind of like studied this for a while and I, I've come to this conclusion.

Why don't you repeat the question just in case somebody.

Yeah, what do you guys think? Besides obviously activity and putting the work in has the greatest impact on somebody's success as a new agent.

Everybody just disappear out of the comments the second we, we ask them something. Come on now, y'. All.

I think there's usually a few second lag.

Yeah. Yeah.

I'm thinking about going to grab A cup of coffee while we're waiting for these guys to hit us back.

Just getting weird.

Okay, there we go, Joe.

There we go.

I knew it. I told you guys.

Adam, what do you think? What do you think? What's your thoughts?

Yeah, I was gonna say what Joe just said. Mentorship is probably a pretty big piece.

And just I. I would also say having, like, a system that you can follow, that's like. Because what I was told getting into the insurance industry is that insurance has been around for hundreds of years, right? Like, it's not a new thing, right? And it's like a lot of people try and come in and they try and reinvent the wheel, right? When so many times. It's literally like the system is provided for you if you just plug yourself into it and just do what somebody else who's do. Who has what you have, like if. Or who has what you want to have. If you just do what they do, like, you'll get what they have, right?

Yeah.

Yeah. I agree with Gina, who you are around for me. I. I say your home, you know, your. Your home. The. The people that you surround yourself with, you know, your. Your acquaintances, your friends, your co workers, and of course, your mentor.

What's going on?

Discipline. There we go. That's a good one.

It's the mentor. You guys are spot on. I mean, we basically got people saying the same thing in different ways. It's 100% the mentor. We got one of the most famous, famous mentors of all times here. And basically, like, what it really comes down to is when you're a new agent, there's two learning curves that you have to overcome, right? You have the sales learning curve, and then you have the insurance learning curve. And so the sales learning curve is like, how do I overcome this objection? What is my tonality? What is the script? What should I not say on a call? The insurance learning curve is like, how do I underwrite? How do I get people approved? Why are people charging back? You know, how do I find out which carrier to go with, like, all these different things? And basically, like, if you guys can see my mouse here, everyone starts off, like, right here when they're a new agent, and to succeed, you have to climb this learning curve and get to here. Same thing with sales. Usually people. Sometimes people are a little better at sales, but everyone, like, knows nothing about insurance when they get in. And so the faster that you get over these learning curves, the faster you can see success. And the only person that can help you do this is somebody that has experience. Otherwise, you're just going to extend the time that it takes you to overcome the learning curve. So that's why, like, one thing I wish I would have done when I got into the business was shop around.

Right.

Everyone loves the term shop around, especially the client. But shop around with who I want to be my mentor and who I want to train and lead me. Right.

That 100. Besides putting in the activity and putting in the effort, who's leading you and who's training you is who you're going to become. So that's one of the biggest things.

Absolutely.

And with that being said, you guys want to kind of dive into the script here, break it down, and show some people what the sales process is that Julian's using.

Awesome.

Sales curve can go both ways, too, which I think is crazy. So many folks don't stick around. You'll have rough months, and you'll have amazing months.

Absolutely.

Yeah.

100%.

All right, let me share this tab here. So this is the script that, you know, our agency is using. It's called Zoosurance. And basically, again, if you guys stick to the end, we're going to drop this in the. In the comments below and in the description, so you guys can download this and use it for yourself. I know we're about halfway through. I still want us to have time to kind of go over the live call. So I think what would probably be helpful, Julian, do you want to, like, just do, like, a live breakdown? Like, you read through the script, and then we can either have Donnie or Adam be the prospect, and we kind of go through it, show them what it looks like, and then we'll show them a sales call. And if people want to see, like, more of a breakdown, they can watch our. Our video we did. Breaking down the script. Yeah, sure.

Who wants to be my client?

I think Donnie wants to.

Let's go up. Cool.

You guys see this, by the way?

Yeah.

Yeah, that's good.

Ring, ring.

Hello?

Hey, Is Donnie there?

You're talking to him, Donnie.

It's just Juliana. I have a request you sent us here about the life insurance. How's it going?

Oh, how's it going? You said. You said you were. Julian, you're calling about what now?

Just about the life insurance. Just getting back to you on that request you sent us. Was this your first time looking into life insurance?

Yeah, I've been. I've been shopping around. I guess you. We got connected with each other.

Oh, beautiful. Okay. Whenever you filled this out, like, what was it that you were concerned about just leaving money behind for the family or just covering some final expenses?

Yeah, I was looking to cover my funeral and then, you know, potentially look at options to. To leave something behind for my. My family.

Okay, a little bit of both. And I guess, just so we know exactly how much insurance to look at for you here, Mr. Donnie, are we going to be looking at a traditional burial or more of a cremation?

I would end up going with cremation.

Yep, cremation. Okay. And was there anything else outside of leaving some money behind for the family or just, you know, covering that cremation? Is there anything else that you'd be looking to cover here?

I think just the. Just the cremation and. And, you know, leaving something, you know, for my family. I think that's about it. Okay.

And just to make sure I'm covering my basis here. Have you ever been declined for life insurance since you've been shopping around?

No, I have not.

Beautiful. Beautiful. And you mentioned leaving something behind for family. It looks like you listed your wife as your beneficiary here.

Is that correct?

That would be correct, yep.

Awesome.

So, I mean, that. That makes sense. You basically just want to make sure that your. Your wife doesn't have to worry about paying for the. The cremation and then leave some. Something behind for her. Is that for, like, income replacement? Is that right?

Yeah. I am, you know, the breadwinner of, you know, our family. So, you know, obviously, if we lost our income, my family would, you know, intensely suffer.

So intensely. Okay, well, we're going to make sure that. That that doesn't happen for you. And the way that we do that is we look at all the big insurance companies for you, like, you know, Mutual of Omaha, Aetna, American General, just to find you the most coverage for the lowest price that you actually qualify for. Does that make sense?

Oh, that definitely makes sense. Yeah. I've heard of them. For sure. I've heard of them.

Okay. Yeah. I've just got to ask you some health questions real quick just to see which company might even make the most sense for you. Let's go ahead and start with, have you used tobacco? Are you a smoker? Have you smoked in the last 12 months?

No, I have not.

Okay. Do you have any history?

Real quick, side note here. Just so you guys know what we're actually doing as we're going through this is as Julian is asking these questions, he's plugging them into toolkits. Right. So these are basically like the base questions. You're asking all these questions and then like for example, right, let's say Julian asks this question and Donnie's like, yeah, I had a heart attack. Okay. So you plug in heart attack into toolkits and it's going to come up with follow up questions. So you always ask the follow up questions. So be like, okay, and when was that heart attack? It was in the last 12 months.

Okay.

Do you know, like, which month it was? I think it was April. Boom. Plug in April and then just keep going and ask all the follow up questions that come up. Just wanted to add that there because a lot of times people would just ask these questions. But like, you want to use this with toolkits. If you're not using toolkits, like, what are you doing?

Yep.

Yeah. Also, quick side note, in addition to that, this is something that I was. I'm, I'm just following the script for demonstration purposes. If anybody ever tells me they're shopping around, I'm going to tear that up right on the spot. Right. I'm just going to ask them like, hey, if you're. Oh, great. So if you're still shopping around, either you haven't found what you're looking for, is it you can't get approved or is it, is the problem that you can't find the right plan for the right price? What's going on? I'm going to go ahead. That, that's an. Like, that is an objection that will is, is a, is a molehill that will turn into a mountain down the road. But I didn't want to jump into that until it was a side note because the point is to demonstrate the script here.

But can you say that one more time just to solidify that?

Yeah, for sure. So basically, like whenever you get a. These, I call them like speed bumps. And so more or less you're like a bulldozer. And if you hit the speed bump and you keep pushing the speed bump back, it just builds up with the rest of the concrete that's in the parking lot. Eventually you just crash into it and it breaks and your bulldozer is done and now you've got no deal. And the problem is, is that if I don't address the fact that he's been shopping around, that shopping ends here. Like, we're going over the speed bump now. We're getting this done today. And if I'm just like, if he's like, yeah, I've just been shopping around, great.

I can't be.

I can't wait to fit in with the rest of the crew. I Can't wait to just be another, another painting on the wall. Another, you know, one more drop coming out of the sky in a rainstorm, like, absolutely not. I'm going to shut that down and I'm going to come in with, absolutely, man. Good to hear that you're shopping around. If you're still shopping though, you haven't found the right plan, is it that you're having trouble getting approved or is it that you can't find the right plan for the right price? And that's where they're going to tell you pretty much everything that they don't want. And then that way you can tell them what they do want and you show that offer to them and close them on the spot.

And so if they come in and they're like, well, I really want a $500,000 life insurance policy with living benefits. And then you go through the health questions and they have had a heart attack last week, like, do you just kind of shut it down or what's your process?

It's already shut down before we even get to the health questions because usually 500,000 is pie in the sky number that they just came up with on their own. And so when they, oh, I just want a five hundred thousand dollar policy. Oh man, me too. What do you want that for? What's the significance of 500,000 to you? And then they'll start telling you, well, I gotta, you know, I gotta get this covered and that covered. And usually at, at most they're gonna tell you that they have a, a mortgage that they have to cover. And then I've just got to break that down to like, okay, you don't need 500 grand. You said you wanted final expenses covered. That's what this plan is for. And you want to cover mortgage payments or cover your mortgage. Now I'm going to start reframing their, their, their scope on what they think is actually possible because they think that they can just get 500,000 at the drop of a shoe. But I have to set that straight. And then I've got to make sure that they understand that that's probably not going to be an option. And it is actually dependent on what you qualify for. And we want to make sure that we're getting the most bang for their buck. So I'll actually present final expense as a better option for them to spend less and still meet their goal without having to spend their entire life savings on life insurance. They can still enjoy their retirement. And they're so bought into that strategy and that like frame of thought that they're ready to move forward pretty much before I even go through the health questions.

Very nice. All right, keep on going.

Cool. Do you guys want me to do the health questions or should I just. Should I just skip over? All right, cool.

So before you jump into this, I think you should definitely, like, kind of talk about the psychology going into this and why the way you frame it is so important. I'm sure you know what I'm talking about here.

I have no idea what you're talking about, but I think what Tim is referencing. I think what Tim is referencing is basically like my entire frame in approaching the call is like, I treat this like dating. And so in insurance sales, for some reason, we're the desperate single guy that hasn't had a date in, like, seven years and got dumped nine years ago by his high school girlfriend for his brother. That's how we approach these calls. And it's like, let's just get you. Let's just get you signed up. And we sound so desperate, it's disgusting. And they're turned off. But whenever we are talking to the prospect, we want to come in. In with a.

A very.

How do I put this expert frame of mind. I want to be. I want to be a doctor. I'm diagnosing a problem, and I'm. And I'm prescribing a solution. And the way that I go about that is by. By referencing whether or not they're going to qualify for anything over and over and over and over and over and over and over again. So when we get to the close, there's no thinking about it. Right. The only thing they need to think about is whether or not they can even get approved. And they don't even know because they don't know if they qualify. And so instead of making it almost an assumption that they can get approved, I hear people, they'll be like, you're so healthy, you're going to get anything you want. Someone, too many options. They'll take no option. So I've got to make sure that everything, no matter what, is based off of what they qualify for. Even a guaranteed issue policy.

Like, just because they can get. Just because anyone can get approved, you know, despite their health conditions, doesn't mean that we're going to allow them to just get approved, period. Because, well, we don't know if they have a valid. But we don't know if they have a Social Security number. We don't know if they're a legal, like a US Citizen or a Legal resident of the United States. We don't know if they have a valid address. We don't know if they have valid payment information. We don't know if they have a. You know, they might have some fraudulent, illegal reason they're trying to purchase insurance. There's a lot of qualifying factors, and if you can change your mindset to look at it that way, you're going to close pretty much anybody who's closable. Because now instead of selling them, you're solving a problem for them. And it's really easy to do that if you're actually trying to help the person instead of just get a commission. Nice.

That's huge. That's great. Yeah. 100%.

Cool. You wanna jump back in?

Yeah.

Awesome. So I'll just say. Let's just say that you're super healthy just for the sake of the demonstration. No medications, no. No height and weight problems, Nothing like that. I'm just gonna go through kind of back to the script, but okay. So based off what you're kind of telling me here, Donnie, it seems like you might qualify for one of the programs here in the area. Oh, I'm just going to get a few quotes pulled up here for you real quick. Give me one second. Are you familiar with the different types of life insurance like term and whole life?

Yeah, I think. I think I know that term, obviously, you know, means temporary and then whole kind of means, you know, for whole life. Is that kind of the gist of it?

Yeah, more or less. I always like to just give a little recap. I mean, whenever you're looking at term life insurance, it's basically just like milk, eggs and cheese. It's great while it lasts, but once it expires, you just have to throw it out. And a lot of the reason that people like term life insurance is because you pay more or you pay less for more insurance. But the problem is, is that you're buying money, not time, which is what why I like to tell people, because it does terminate. So for whenever you're in retirement looking to cover final expenses and actually leave, you want to leave the money behind for sure, right? 100% for sure.

100%.

Then whole life is just like the name sounds. It's there for your whole life. And the reason I recommend it for this specific problem that you're looking at here is because we don't know when we're going to pass, but we know we're going to pass for sure. And I don't want to take a chance in recommending that you bet your family's finances on a policy that might expire. Does that make sense?

Do you see why? Oh, yeah, that definitely does make sense. Yeah, I see where you're coming from with that.

Okay, well, I'm getting these. These quotes pulled up here for us with a company called Smutul of Samoa. Have you ever heard of them before?

Oh, Smutul, I've definitely heard of them before.

Yeah.

They're one of my favorite, favorite companies because they actually specialize on in doing business with people here in Arizona. And the reason why we're picking this company is because you let me know that you didn't have any medications currently and that there weren't really any health conditions that you said would have popped up out outside of the. The plastic surgery that you had gotten on your. On your body parts earlier this year. And I think. I'm not sure that that would be a problem, but I would have to see if you'd qualify for this. So we're looking at Mutual of Omaha, US Mutual, I mean, because they are going to offer you the most amount of coverage for the lowest amount each month, and there's no waiting period or anything like that. Does that oh, wow sense.

So. So that, like, it goes into day one coverage, Is that what you're saying? Yeah.

So God forbid you pass on. On a Wednesday and you made your first payment on a Tuesday, that that full check would get paid out to your family. It's not like they're. They're not just going to send them a letter saying, my condolences. Does that make sense?

Oh, wow, that sounds. That sounds real cool.

Yeah. And that's why I like them.

I mean, this.

This is the plan I recommend. My mom has smoothed Omaha, so I.

This is.

I recommend this to anyone. Did you have any questions for me so far about Smutul or any of the things that we've discussed so far?

No, I think.

I. I would probably, I guess, like to maybe continue to shop around a little bit, but at this point, I don't know if I have any. Any questions at this point.

Yeah, for sure. And once, you know, totally welcome to shop around, of course. And I'm looking at all the companies here. Smutual is coming in lower than everyone, but I have, you know, haven't even gotten the quotes for you yet, because once you see these, you're not going anywhere, I promise. Let's check this out. You want to grab a pen and paper for me?

Oh, yeah. Give me one second. Let me go grab it.

Beautiful. Let Me know when you're ready.

All righty, let's do it.

Awesome. So, Donnie, I wanted to give you a range of options here so we could figure out which one makes the most sense for you.

Just, you know, obviously if you. If you were to get approved. But just let me know whenever you're ready. And I've got these offers that just came back for us.

Okay, go ahead.

Beautiful. So the insurance company came back with three different offers for you. They came back with one plan for 30,000.

One for 20,000, and another one for 10,000. Just let me know when you got it down.

Alrighty.

Beautiful. So basically the way that this plan works is that if, God forbid, you pass away the day after you make your first payment, your family would get the full payout.

Right.

So you're covered from day one, like we talked about, as if you pass on Wednesday, but paid on Tuesday, your family gets the full check. There's no reductions, there's no waiting frames. There's no. I'm sorry. Hope it works out. Do you have any questions for me on this so far?

No, I think that definitely makes sense to me. That's exactly what I wanted. Wanted to get for sure.

Beautiful. And the, the other thing to note here is that this life insurance is never going to expire and it's also never going to reduce or go up at any time. It always stays the same. So that, God forbid, when you, you know, if you do pass, your. Your wife would get everything that she needs to cover not only the cremation, but also to have that money behind as an income replacement for you guys. What questions do you have for me on how this plan works?

So far you've explained everything. I don't think I have any questions. You told me it was, you know, day one, I could, you know, die the next day that we put in. So let me ask you this. Is it from the day that we put in an application, does that day one coverage go in?

So if you pay, if you put. Submit your payment with the application. Absolutely.

I don't, and I don't want to put the cart in front of the horse first. We do got to, we got to look at these options just to see which one of them would even make sense and if it even makes sense for us to apply. I just have to go over that with you. But let's see here. It looks like the prices just came back for us. The fifth, the 30,000 came back at only $200 a month.

The 20,000 came back at only $150 a month.

And then the 10,000 came back at only $100 a month. Let me know when you got it all down.

Alrighty. So 200, 150 and 100. Gotcha.

Yep. And we can always go up or down if we need to. But based off of the three options that we've just covered with you here, which one do you think would be the best fit for you and your family? Donnie?

I definitely think somewhere in between the twenty and thirty thousand dollar mark for sure.

Okay, and so when you say in between, do you mean either one of those plans or would you need a quote on like a 25,000 or something like that? What do you think?

Yeah, can we split the difference and do a quote for 25,000? Is that possible at all?

I can see if it's available for you. Give me one moment. Let's see. And again, you would still have to apply for this plan as well, but the 25,000 came back at only 175amonth. Let me know when you got it down.

175. Alrighty.

Beautiful. And then you said that if you were to get approved, this would be, this plan would probably be the best for you somewhere in the middle. Is that correct?

Yeah, for what I'm looking at right now, I think I, I think so. It's just explain this approved process to me because you told me that I was, that I was healthy and that I qualify. Can you kind of explain what the approved means?

Yeah.

So the biggest thing to understand about the life insurance plans is that it's. We don't get to make the final decision. Right. I'm not the big boss. I don't get to call the shots. And whenever you're looking at life insurance, you basically have to apply to see if they're going to be able to pay your family that full check based off of your health. And so it's a three step process where they confirm your identity to make sure that you're who you say you are and that some crazy ex wife isn't trying to get a bunch of money loaded up on Donnie before she knocks him over. And then the second step is we have to go through what's called a health assessment. This is making sure that you can answer all the health questions and go through their medical background check just to see if you actually even qualify for this. And then the last step is just to make sure that we can list the beneficiaries and valid payment information so that way you're doing a legitimate transaction here does that answer your question?

Oh, absolutely. That. That explains it well for me. Thank you.

Yeah, of course.

The next step. Now that we have these in front of us, what are we going to do now?

So you said that the. The 27,000.

Was going to be the. Or the 25,000 would be the one that you wanted to apply for. We would have to just fill out that application. I just went over with you the three step process here with Mutual of Omaha, and in the event that you were able to get approved, would you just want to go ahead and get this started today?

I. I wasn't sure if I really could, you know, kind of pay the 175 today. Is it something that I can kind of talk over with the wife and, you know, kind of see what she thinks? You know, you know, she's the. She. She wears the pants, so, you know, she runs our finances.

Oh, nice. Nice. I love it. And yeah, I mean, this is totally something that we. This is totally something that you guys would be able to kind of look at, I guess. Based off of the plan that we've gone over here today, is there anything in particular you think she wouldn't like about this Mutual of Omaha plan?

I. I guess not. It's more of just, you know, before. I just like to talk to the wife before I make decisions. That's really it.

Yeah. Yeah, absolutely. And so I guess, have you guys talked about this Pl. These types of plans before? Or is this. What does that look like?

Yeah, she was. She was actually the one that. That told me that we needed to go ahead and put a policy on myself.

Oh, wow. So I guess if. If you guys have talked about this and she told you to do that, do you think she would approve of you not at least getting some insurance in place before talking with her about it?

I guess.

Well, you know, when you. When you kind of say it like that, I guess, you know, if it's something that she definitely want.

Yeah, Yeah, I think we can go ahead and go through with this application today.

Okay. And, Donnie, one thing that you raised that was of concern to me was that you mentioned you weren't sure about making the payment today. I just want to confirm with you, if you did get approved, would you want to set this up for today or what does that look like?

Yeah. So do I have to provide, you know, my routing and account number?

Um, yeah, we would have to get valid payment information on file. I just want to make sure that if you did get approved, we were able to set this up for today because You. You mentioned something there that. About making the payment. I just want to make sure this wouldn't be something that would be inconvenient for. For you guys at this time of the month. Would this be something that you'd be opposed to getting done with the payment today? That way you're covered moving forward. And when you talk to your wife, it's. And it's not you getting beat over the head for waiting to get insured since she wanted you to get this.

You know what? You're. You're absolutely right. Let's go. Let's go ahead and put an application. I'm ready.

Okay, beautiful. And then I'll just go through and verify their information and get it done.

Boom.

I was trying to think of all of the objections that I could, like, think of in my head and just throw them at you all at once. You did a great job. I love your metaphors. And like I said, I love metaphors because it turns something hard to understand into something very easy to understand. And especially the. The way you explain it so effortlessly. It's so good throughout your script. So good. And you can tell that you've practiced and that you went back and you've studied, and it's.

It's.

It's so good.

Yeah, I appreciate it, man. And, yeah, I mean, the. The objections, like, a lot of the times, these people, they actually do want to get insured. So the objections are usually just either confusion on a. On a portion of the product, a lack of trust with the producer, or they just aren't really sure if they have the approval of someone else. And that's why I was just like, hey, I mean, does she approve of it? Oh, no, she told me to get it. Oh, dude, let's get this done. Of course. That makes sense. And a lot of the times, if you notice, basically one of the things that I do that really changed my game. If you're watching this and you're newer, this is huge. Don't sell the payment. Sell the application, and then close the payment after, because it's easier for me to say, if we were able to get you approved, right? Like, which one would be the best fit for you and your family? This one. Great. Now, if we get you approved, would you want to set this up for today? So I've closed you on the application, which one we're going to do? Then I take you down and close you on the price. And then when you're like, oh, well, I asked them for if they want to do it today because they're assuming they have to pay today. And so the sales resistance immediately comes up. Unless they have the money. Immediately comes up, oh, I don't have any money. And I take my price objection and turn it into perfect. Most of my people get either get paid on the first or the third. Which one is it for you? So I bring them back to when they get paid, and then they're like, oh, I get paid on the third. Right. So they think I'm. I'm going to be like, oh, I'll call you back on the third. And immediately I just go, great, let's set it up for the third. Now, if we were able to get you approved. Give me one second. While you're locked in here, logged in here. I'm just going to verify some information with you real quick to make sure this pays out to the right PO family. And then off to the races.

I like that redirect, like you said, like, do you get paid on this day or this day? Just that they're assuming already that it's like, oh, good, like, I have to do it today. Yeah, well, we're gonna set it up for that date. Let's keep going.

Yeah, yeah, yeah. I love to do, like, I call them Trojan horse clothes because, like, basically I just, I pretend like I'm retreating and then I just blow it up on the inside. I do the same.

Speaking of that, speaking of that. For the live sales call, I'm curious. I had one planned out, but we basically. I mean, it's. That was basically like a direct run through of the script. So I think what might be more valuable if we're trying to give people the skills they need to, you know, hit the 100k mark if we did a call with an objection. Right. And so I have two different calls in mind. And I'm wondering, like, what the audience would rather see, what they think would be more valuable. Would you guys rather see a, I need to think about it at the end of the call or a, I'm not interested in the beginning of the call.

What.

What would you say you guys are struggling with more. And what do you. What would be more valuable for you guys for us to review? Because I know we just got a few minutes left here.

Yeah, we'll wait to see what the people say. And yeah, in. In the comments. But especially for newer agents, I think getting just past that first initial objection is going to dramatically change their business.

Okay.

Joe says, not interested. Not.

You guys are not interested in hearing.

The call or yeah, I'm not interested thank you.

We got to think about it. There we go.

All right.

I personally want to hear the think about it.

You want to hear the think about it?

That's the one I get the most.

I think that's based on the leads that I work. I think a lot of newer agents are running more aged leads, so they'll get a lot of not interesteds. But, yeah, I get. I usually get through it, and then they're like, I'm not interested or I need to think about it.

Okay, so we got two for think about it and two for not interested. For counting.

You need a tiebreaker. Somebody comment, first one gets it.

Yeah, think about it. All right. All right.

People have spoken.

So this is one that I know we've. We've broken down a couple times before on different channels, but I think for most of you guys, you probably haven't heard this.

Boom. Okay, so, Julian, you know the caller I'm about to review, Right? I'm assuming.

I don't know. Is it Oscar?

No, no, it's. It's brown.

Oh, I thought we were. Are we doing not interested or think about it?

They said think about it, but they'd rather see.

Oh, I forgot. She gave me that one, too. She gave me every objection I've ever heard. I forgot about her, man. She's. She's tough.

I think. I think we should start right where she gives you that objection so we can just show that objection overcome. And if you can kind of just give like a brief background on what happened.

Yeah, some. You want me to get the background now while you're pulling it up?

Yeah, yeah.

So basically, this lady hit me with everything under the sun. Not interested. Already have insurance. This is actually where I make the majority of my sales as people who already have insurance. I, like, pretty much specialize almost exclusively in replacements because 92% of agents fail, and 50 of consumers have insurance. So of the 50 that have it, the likelihood that they got it from one of the 92% that didn't make it more than likely means that the insurance that they have sucks. And so if they dealt with someone who doesn't know what they're doing and the insurance isn't the best thing, that's for them. The likelihood of me needing to give them a better policy is really high. And so. And I know there's probably some replacement geeks in the. In the comments. You should never replace insurance. Whatever that's. That's like acting in the best interest of the client most of the time is going to require a Replacement. Because these guys get it offline, they get it off a mailer. They called some call center and some guy who gets paid 16 bucks an hour plus $3 when they sell a policy just gave him whatever he could, you know, sign them up on and just moved on. These people need our help. We have, we have to. It's like our. It's our obligation to help them. And so when they say they're not interested, they have insurance or all these other. All these other objections like I got in the beginning of this call, I'm just going to plow through it. And then she takes me through and tells me she has insurance. She doesn't know what she has. And then she does, and then she's like all over the place. It's super confusing. But after like, you know, beating her over the head with a newspaper, she finally like, basically has given me enough to understand what's going on. And I think at this point. Did she have a two year wait? I don't know, Tim. This has been a long call. It was like a two or three year wait.

Yeah, I think so.

I think it was a three year wait. It was with a company that rhymes with Fumico, and there was a three year waiting period.

So I basically. We did not endorse beating old women over the head with newspapers. Just wanted to put that out.

Yeah, we don't. We don't know. We do not endorse that. Just to clarify.

Trying to get our show canceled. Come on now. Yeah.

All right, so we'll start here. And prior to this, I mean, this is 30 minutes into the call of just metaphorically beating her over the head with a newspaper.

Yeah.

And also back and forth, playing, you know, tug of war with a noodle of spaghetti. Just a total nightmare of a call.

Like this.

Yeah, yeah. Not all calls are like this, but a lot of them are.

Let me play this right here. So this is basically Pooleon kind of makes a suggestion about replacing the policy.

And so I guess if you guys.

Can hear, the most helpful thing that we could do would be to help you get this lumico policy canceled. I think that's number number one. But because you said you don't need that anymore, right? No, not saying that. No money. No.

Okay.

So, yeah, what we can do is we can get this. We can get this Lumico policy canceled. And then I think it might make sense because I know you said you wanted to leave a little extra behind. We could look at something that was a little bit smaller, maybe like, I don't know, 5,000, because that would only be about 25amonth. And that's what you would already be giving him with the lumico, but you'd be paying half the price for it, and that would kick in in the first day instead of three years from now. What do you think?

This is all overwhelming. Can I call you back?

So this is all overwhelming. Can I call you back? So what for the new agents, or just agents that are, you know, maybe are struggling with objections, what do you guys typically say to this? I know. Adam, you said this was something that you run into a lot. What's your typical overcome for? Think about it.

Well, if they ask if they can call me back, usually I'll approach it from the standpoint of I'll just be direct with them. I'm like, well, usually when somebody says they want to call me back, it's usually for one of two reasons. Either they. That, you know, I didn't explain something well enough, or, you know, the policy is too expensive. So do you think either of those things applies to you? That's kind of how I approach it.

Okay, got it. Got it. I think most people probably approach it a similar way. This is a overcome we got from Jeremy Minor in epq, actually. And basically what I've realized is whenever you say something like that, you get walls of resistance because they immediately feel like you're trying to close them. So this is a slightly different strategy, but ever since we've used this, Julian, you've closed a much higher percentage of these people right, With. I need to think about it. Yeah, I was.

I used to. I mean, I used to close. I need to think about it pretty often before, like, it's gone up a fair amount, but it was more of, like, a brute force close. It was a lot less. It was a lot less like, sticky business. Yeah, you could say that. It was more like, I'm not leaving the house type of deal, or like, I'm not hanging up, and I'm just gonna say anything and everything to keep you on the phone. And, like, if they're. Until they hang up on me, like, I'm not quitting. So this is kind of like the Trojan horse. Objection. Overcome. That I talked about earlier, where you basically make it. Make them feel like you're retreating. You can do it with any objection. And it works like a charm. Like, you just basically make it look like you're giving up. You throw in the towel, and then you come back in and just drop the hammer. Close the deal, keep it moving. That's what we're about to do here.

All right.

Yeah, absolutely. I don't know if I just be available for. For you to just call me back just because of my schedule. What I could do is set an appointment for us to get together and we could kind of go from there. Would that help?

But you mean that you come here? Well, I wouldn't show up at, you know, this. It's not the. This isn't the 80s anymore.

We would be doing over the phone.

Just ever since COVID they moved us over to the virtual stuff. Okay. Yeah, it's not the same that I used to do the face to face.

Stuff, but you know how it is.

With that whole pandemic. Everything changed, so. But okay, let me see what I got for you. Give me just a second.

I'm just selling the crap out of it.

You guys are probably thinking like, what the hell is this dude doing? Setting at a point.

My system's loading. Give me just a moment.

Like you didn't give her any pushback.

And then while I'm getting this pulled up, are you more of a. Of a morning or an afternoon person?

Evening person.

Evening. Even better. Everything I say, she's always like, every time.

Would.

Would later today or sometime tomorrow work better for you?

Probably tomorrow.

Probably tomorrow.

Okay.

And then I guess I could do either 5 or 7 o' clock your time. Which one of those would work better for you? Michelle on Thursday.

5.

Okay. I'm gonna send you an invitation over.

And you're gonna get.

I'll skip over that part. Basically, he's like, I'll send you over an email. And she's like, well, when did I give you my email? When did I give you that?

She's objecting to everything.

More information on how you could save money on this insurance and get some coverage. Yeah, okay.

And then let me see. I'm sending over that invitation now.

See them.

Let's see. Appointment.

You guys are about to see the Hammer miss and you notice, like, there's.

No sales resistance, like there's no pressure.

That was five year time that was going to work. Is that correct? Right. On Thursday or when?

Let me see. Yeah, Thursday.

Yeah.

Is the time going by that quick already?

No.

Faster and faster every day. It's full, like absolute madness. And okay, and then just, just so I know what.

So here's. Here's the actual objection overcome and I'm going to play it and then I'll let Juan kind of explain it real quick. I know we're a couple minutes over time, so we'll, we'll wrap this up in a second here, but I need.

To go over on our call on Thursday and, and what questions I, I need to be prepared to answer.

I'm gonna play that real quick.

What we need to go over on our call on Thursday and, and what questions I, I need to be prepared to answer. What was it that you were curious about? Was it, was it the price of the program or was it how the program worked?

The price and how it works.

So what's the psychology behind setting the appointment and then asking that question?

So I just got to figure out where the confusion is. And they think I've already given up again. I go, I always go back, just call it the Trojan horse. If you ever. I'm super into Greek mythology. I have like a whole Greek mythology tattoo and everything. If you, if you guys don't know me. So that's, that's why I do that. I call it the Trojan horse clothes. Because I just run away. Then I just come back in with a gift to come through the doors and then just knock them out in the dead of night. And then a lot of times you'll still get people who are just like, yo, I'm. I don't need. I don't have any questions. And they'll just say, I don't have any questions at all. This all. Everything makes sense. And it's, that's an easy close. Oh, Donnie, why don't we just go ahead and get it knocked out now then?

Yeah.

You know what I mean? Basic. Very basic. And so the psychology is just that I've got to figure out what's what with their confusion. Because if they're not moving forward, it's because they're unsure of something. Because at least in my mind, I'm not going to live in a world where I'm not insured.

Right?

Because it just doesn't make sense. Like, logically it makes no sense. She's got a three year wait, it's double the price. It hasn't kicked in and it won't for another two and a half years or whatever it was. It was like it just started. She's frustrated with them. She's been upset with, with dealing with their customer service, this, this and that because she had to get something changed. They gave her the run around. Her agent didn't pick up, so she was super frustrated. Like it just. What she's saying makes zero sense. And so the only reason she wouldn't move forward is if she doesn't know exactly what she's getting. And that's why I'm just trying to understand what's going on. Yep.

What's your mark?

Oh, okay. Gotcha. And so I guess what questions did you have? I might be able to just answer them for you now.

But you know, to be honest with you, I don't even remember throwing out anything. Gotcha. Yeah, this was for the. That form you filled out through assurance.

33 minutes on Facebook.

And he talked about the life insurance programs. Would you where you could save some money and get some extra coverage. And then it was that second funny looking guy who was wearing the blue polo with the whiteboard. Did you see that?

I can't remember. I don't remember.

No worries.

I don't sit around thinking about this kind of thing either. With the, the current questions that you said you had about the program, you said there was about the price.

Now we're just re explaining.

Right.

She's like, I don't understand the price of the program.

And about looping exactly amount of coverage as well.

The program that I'm looking at right now is only 2575amonth for 5000, which is half the price of that program with you with Lumicode that you got. But it's the same amount of coverage.

If we were able to get you the same amount of coverage for half the price, would that be helpful? Yeah, but what would that. Which you could tell me what company would that be?

Now we're starting to get somewhere.

Yeah, just 25. 25. Now that's a good price to pay for insurance. Yeah, yeah. This, this would be through Mutual of Omaha because I work with them. I can get that coverage added on for you. So you could not only save that money like you were talking about bringing back in Hawaii, so give that extra 5 that extra coverage behind to help me, his guardian angel.

So that would all be through Mutual of Omaha. And I know you've been doing business with them before. You said you already have a policy for them, correct?

Yes.

Well, I mean, I mean if it would help, what we could do is we could submit an application for the, the 502575 to see if you get approved through, see if they'd accept you to add on some coverage. And if so, and then we can go ahead and I can help actually help you get that lumico policy canceled as well. So you can end up saving some money.

Would that help?

Okay, you could go ahead and go through with the mini show overhaul.

Dude.

That'S awesome.

That's it.

That's A lot of my. Like, a lot of my calls are me.

Like.

Like, I.

My shots count for more because I just refuse to quit. So, like, the thing that's kind of funny, like, we talk about making tons of dials. Like, yo, you need to hit 300 dials. When you start getting to a point where you've been doing it for so long, you're listening to your calls, you're practicing constantly. You've been training for years. You're training other people, so you're in that constant rhythm, and you find that stride for yourself. And it took me a long time to get there. But when you do find it, like, I can't even get to 300 phone.

Calls a day anymore.

Literally.

I have. I don't even. I don't even have the option to. Because my talk time. In my talk time, I make half or a third of the dials of most of the agents that we work with, and my talk time is still higher. And it's because I'm taking diligence in each and every individual call that they do answer. Now, if they say, I'm not interested, click, I. There's nothing I can do there. They just hung up on me. I can't even say anything. But I just take my time. I'm cool as a cucumber. And I'm just like, oh, well, you know, tell me about that. What's going on? You know, like, what is that?

What do you mean by that? I just.

I don't really understand. Like, I had a lady yesterday. I already have insurance. Oh, we're good. Really? I mean, I guess. Why did you fill this one out then? I mean, what was it that you were concerned about? She's like, oh, well, my sister can't get insured. I was like, oh, my gosh. What. What do you mean? She's like, well, I talked to this broker, and he got me insurance, but then he said my sister was uninsured. I was like, uninsurable? He used a word like that? That's disgusting. Tell me about that. What do you. Why did he say she was uninsured? And then she just starts breaking it down. Then she's like, yo, can you wait? Hold on. I'm like, well, I don't know. I mean, just. If he got you a policy and he said your sister was uninsurable, and that's a. I mean, that's like. That would be like saying, like, you can't get your kid a flu shot. That doesn't even make sense. I mean, what do you think he did for your insurance. Is it. Is it something that's okay? Well, I mean, I have a two year wait and every. Oh, my gosh. Did he tell you why?

I don't even.

Does that even make sense?

She starts thinking.

She says, well, actually, and can you insure my son and my husband? And now I'm following up with her. I think it's either tomorrow or I think it's tomorrow. And she's like, wants me to wait on her sister, and now she just wants me to sign her up, sign her husband up, and then look at her son. And then I'm going to come back for son and then come back for sister later. But it's all just because, like, I'm taking the diligence with each call. I've practiced my word tracks. I've listened to my own sales calls. I've broken them down on multiple videos like this. And so I have such a deep understanding of my own process and of the prospect's mindset around this product that I'm able to have long conversations that turn into me writing anywhere between one to three apps a day on average. Right. And that's just literally from practice, practice, practice, practice, practice, practice.

All it is, and I think so much of what you just showed to us too, is understanding not just that there are going to be objections, but understanding the, the real meaning behind the objections.

Absolutely.

So much of it is just a smokescreen. Right? Like, she's like, this is also overwhelming. Can I just. Can you just call me back?

Yeah.

Right. It's like, well, what's overwhelming about it? Like, did you want me to go over this or this? Yeah, this and this?

Yeah, yeah, everything.

Well, let me just cover that right now. Like, and, and so just having that understanding of whatever they're saying is not actually what they're really concerned about nine times out of 10 and just pushing through it. I think that's such a big piece where most agents will just tuck the tail between their legs and hang on.

Right.

So great job on that.

Yeah, I know. Adam, I think you just dropped the cheat sheet, which shows how to overcome every objection with the exact overcome Julian use that's on that cheat sheet. So definitely check it out. It's free for you guys. We also posted the script. Maybe we can post it in the Facebook group as well for you guys. So you guys can use that.

Yeah.

Awesome.

Very good. Well, guys, we really appreciate you.

Yeah, I appreciate you guys having us. Thanks to. Thanks to Joe for hosting us here in his. In his group. We really Appreciate it. Yeah.

Thank you, guys. Thank you for having us. Been great hanging out with you.

You guys are bangers. You guys are killers.

I'm gonna drop the link to their YouTube channel in the comments on the Facebook page. I'll also put it up in the description, but if you also just want to search it, it's life insurance sales, so you should be able to find it through there. And yeah, Tim and Julian, great guys. You can get connected through them. There's a link on their YouTube channel. And. Yeah. Any final words you'd like to share, gentlemen?

I think. I think you pretty much covered everything. Just look up life insurance sales channel. We're still trying to get to the top of the real estate of life insurance sales, so I don't know if we'll be the top one there, but if you look up life insurance sales channel will pop up.

Subscribe.

Yeah, there we go. Yeah, hit that subscribe button. Ladies and gents, we drop daily videos right now. It's. It's a freaking marathon. But, yeah, so we're putting out a ton of videos. You know, stuff like this. This training is going to be on our YouTube. And yeah, I mean, super excited to hear from you guys. And shout out to Adam and Donnie for hosting the show every week and putting this on for you guys. And I know Alex and Colin. I think I've met Alex before. I haven't met Colin. But appreciate all of you guys for. For having.

Yeah, we gotta get y' all connected.

Absolutely. And also shout out to our sponsor, the Medicare Machine Factory, for sponsoring our show, so this can be possible for you guys. And again, we appreciate you all tuning in and go out there and have a great rest of your Friday.

Yeah. If you don't take something from this episode today, then y', all, like, come on now. I got nothing to say.

Let's go.

Right?

Business. Let's get some apps on the board.

Go kill it today.

All right, you too.

Awesome.