How To Make 6-Figures Selling Life Insurance (LIVE Q&A - Ep. 8)

What is going on? Ladies and gentlemen, in this live stream, we're going to be doing a live lead generation masterclass, showing you guys the secrets to generate thousands of high intent life insurance leads for under $10 a pop. So as you guys are coming onto the live drop, where you're coming in from your location, so we can shout you out and see where the people are tuning in from. Julian, how are you doing on this fine Wednesday night SL afternoon?

Doing well. Doing well out here in North Carolina visiting Elamo. It's, it's funny.

It'S, it's weird, but I actually like, I kind of miss it. When I come back, there's a charm around home. But then like when I leave, I'm like, also like, I don't have to deal with the cold and all the BS that comes with the bugs. So bittersweet. But I'm about to leave. How about you, man?

Going good, man. Going good. We're, you know, pretty busy just, you know, taking care of clients, making sure they're getting leads, and, you know, hiring some new people. So it's been. Been a pretty busy week. But without any further ado as we got some people coming on, so we got two live viewers, I'm gonna go ahead and dive into everything and then as people jump on and join, they can just, you know, kind of catch up to where we're at. So basically what I want to talk about in this live today is how to generate high intent leads. Right. Let me just open this up in a separate tab so you guys should be able to see my screen here with the whiteboard. Just drop a yes down below if you guys can see the whiteboard in the chat. Just so I know that everything is working properly.

And we will go ahead and dive right in. Julian, can you see the. Can you see the whiteboard?

Okay, I was gonna mess with you, but yeah, I can see the whiteboard.

Awesome. So whenever it comes to generating leads on Facebook, right. First off, the reason that we use Facebook in the first place is, you know, I hear a lot of people talk about like, oh, I'm gonna run TikTok ads or, you know, YouTube ads or whatever. Facebook is by far the easiest, most simple platform to start running ads on. And you can very easily scale up to a point where you have the lead volume to write 20, 30, 40, 50k a month.

Right.

There's no other platform that is as easy to do that as Facebook. There's also, you know, especially if you're selling to seniors, for example, there's no platform that has more seniors on it. And the targeting on Facebook is just so much better than these other platforms. So that's why I recommend using Facebook to do it. But whenever it comes to like generating leads, you always want to start with who, right? So I'm just going to add this here. So you always want to start with who. And when I say this, what I mean is like basically figuring out who your client is, who you're actually targeting so that you can craft a message that's going to reach them so that you can ultimately generate leads. Right? So let's say, for example, I'm selling to final expense, right? So if we think about who that person is, well, my. Who is going to be a senior, Right. What is their age, right? What, what is your typical final expense client? Guys, drop down below in the comments and you guys will see how this all kind of loops back together. What do you guys see? Like maybe 60, 70. What's like the average age of your typical client?

Can I, can I chime in here or am I off limits?

Feel free to chime. Absolutely.

55 to 80. That's a really big average.

Yeah, I want to get, I want to get a little more specific, right? Because obviously there's a lot of people we can sell this to, but who do we want to sell to? Right? What is our ideal client? What are they typically going to be?

68.

68, exactly. So your average client, right, that's going to have where your premiums are a sizable amount, but also where it's, you know, not an astronomical figure that they can't afford, is going to be anywhere from like the 65 to like 72 range. Right? Meaning we're going for a senior. That's like an average of about 68 years old right?

Now.

Who knows the gender in terms of our clients? Are they more male or are they more female?

F or m in the chat below.

Oh, female.

Spoiling it. It is indeed a female. Right. When you look at the. We did a, an analysis of all of our clients right, across 50 AD accounts of what the cost per lead was with males versus females. The average cost per lead for females was about 30% lower.

Meaning that women are the ones who are generally thinking to buy life insurance. Right? So if we think about this person, right, we have a senior who's 68 year old female. Let's start to think more of like what is this person doing on a day to day basis, Right?

Right.

What are they, what's going through their head? What are they thinking about? What Are their pain points, what are their fears, desires, all these different things, right? So if you've got a 68 year old female, she's probably going to be a grandmother, right? Especially if she cares about her family and she's looking to leave life insurance, life insurance behind, she's probably going to be a grandmother. Maybe she has like, you know, let's say she's got like, you know, five grandkids.

What kind of hobbies does she have?

Hobbies. Yeah, I'm trying to think of a real one because everybody says like knitting, but like who actually.

Yeah, yeah, I don't, I don't know. There's definitely some people that knit out there. But gardening, that's a real gardening. There you go, that's a good one. Maybe they like gardening.

A lot of times they watch like Netflix and different TV shows.

One thing that I've seen a lot of these particular people do is like there's this like little personality quizzes that you can take on Facebook. You guys may have seen them or maybe you actually do them yourself, which in that case. Haha. But like these little personality quizzes, it'll be something stupid where it's like tap which Christmas tree are you? Or like something really dumb like that. No shade to our clients, but that is something that these people tend to do. But we're now starting to get like a general idea of the person that we're trying to target, right? So we also want to think about like what is this person fearful of? What type of language do they use? Right? So if this is our who, what are they scared of? Like what are their fears?

For example, and let's pause it here for a second because I want to make sure that everyone in the comments is kind of interacting a bit. Yeah, like this is critical thinking here guys, right? Like this, you guys got to think about this. This is not like, like this is not just Tim and I giving you the answers. This is an example. And so like you got to think about who that person is for you with whatever you're selling. Like so there you go. Edgar angel says I'm targeting Hispanic Latino seniors. I think that might be a bit redundant, right? But like you know that that's a great thing to know, right?

Yeah.

English, both Spanish speakers. There you go. He's getting more and more narrow here.

So yeah, so when we start to think about like the fears of these people, right? And this is like whenever we go and like we're creating ads that we run on our clients accounts, we do all this for Our clients. This is the process that we go through as a marketing team to make sure that our ads just, like, knock it out of the park 10 out of 10 times.

Right.

So the fears that this person usually has is, like, being a burden, specifically financially.

Right.

And when you really break this down, like, what does this actually look like, being a burden? They basically don't want to be remembered as someone who didn't plan ahead. Right?

Don't want to be remembered as someone who didn't plan ahead. They basically want to put their kids in a better spot than. Than they had. Right? Like, basically leaving. Leaving a legacy is another word that people often use. But that would. That wouldn't be a fear. That would more so be like a. A dream. Right? So their dreams, what do they like? Leaving a legacy.

Spending time with family.

What else? Right. They want to basically put kids in a better. In a better position. Maybe send grandkids to college. Right? You guys get it.

G. Kids to college. So why is it so important to know these things? Well, for one, not only is it going to, you know, make our ads perform better, but it gives us an idea of, like, how we need to structure the messaging on the ad itself. So if we take this person and we say, cool, how can we target them with something that's going to make them click? Well, if we look at what, like, what are they already interacting with on Facebook? Well, they're probably commenting on friends or family members, you know, photos of, you know, other people. They're doing all these little personality quizzes. They're probably liking things on Facebook that, like, relate to their favorite TV shows. All these different things. Right. We want to get in the head of our client. What are they scared of? You know, they're already worried about being a burden. Maybe they've shopped around for life insurance, but, like, it was too expensive or whatever. And so we're going to start to, like, gather this info so that we can use it when. When we make our ad copy and when we make our ad. So now that we know who our. Who is, the next piece is actually putting together an ad that's going to target this person. Right? So I'm just going to really quickly just kind of throw an ad together and kind of show you guys how we would go about doing this. Right? So let's say. Let me grab a different square.

This is fine. So let's say this is our ad, right? So I'm going to make this blackground background black and move this over, and we can kind of walk through like how we're going to put this together.

So what I always like to start off with is on our ad, we want to have some kind of call out or a way to stop the person as they're scrolling through Facebook, for example. So looking at this, we know this person is going to be a grandmother, right? So I could take some text, just going to make this a little easier to read and I could, you know, make it pop a little bit against this background. And I could say something like, I don't know, attention.

Grandmothers, right? Because this person is already self identifying as a grandmother.

Attention grandmothers or even attention parents. Because this person is. If they have grandkids, Spoiler alert. That also means they have kids. So we could either do grandmothers or we could do parents. Right.

Now we want to basically have something that we have this to like catch their attention. Now we want to kind of draw them in a little bit more. So we could say if you.

Don'T have life insurance, you're putting.

Your family.

Right. I'm just going to fit this on here. You're putting your family.

You'Re putting your family at risk. For example.

If you don't have life insurance, you're putting your family at risk.

Right? And this is just kind of something I'm throwing together here. Obviously we would, you know, iron this out a little bit more and maybe make the copy a little bit better. But as you guys can see, we're starting to see something that's kind of coming together. So if they're like, if you don't have life insurance, you're putting your grandkids at risk, for example.

Now we can take more text and we can say something like.

How would your family pay for your funeral if you passed away today? Right. So we're basically coming in, they're seeing this attention grabbing hook. Attention grandmothers. You know, we can add a exclamation point at the beginning. If you don't have life insurance, you're putting your grandkids at risk. How would your family pay for your funeral if you passed away today? And then once we've kind of done this, we've basically created the problem, right? So we have our call out, we have a hook. We've kind of started to describe the problem. Now we want to start to present the solution. So we're going to say, luckily there's a new life insurance program.

Where seniors can get up to $50,000 or you know, whatever your amount goes up to of coverage.

Immediately. Immediately. Right. And then we're going to have.

Click learn more to apply.

And this is basically a very simple structure of an ad, as you guys can see here.

Just to kind of give you guys like a general idea. And then what I'll usually do is I'll come in here and kind of mess around with the coloring to make it pop. I'll underline different things, I'll highlight different things, whatever.

Right?

You guys get the picture. So what we basically do is our ads team will put together, you know, dozens and dozens of these ads every single week, like 50 or more a week that we spend our own money to test. And then once we find the winners, we'll then go out and turn those into videos. So we're basically proving these different angles that we, that we find with like simple ads. And then we go out and we hire actors to basically create into videos and then hire editors to turn those into high converting video ads. So essentially like a photo ad is a great way to test an angle. And a lot of times photo ads perform really well. And then you also can start getting into the video stuff as well. So basically, guys, this is kind of the structure of how we put together an ad. The next piece, once you have your ad, is actually going to Facebook and marketing and running ads, which I'm going to talk about in just a second. What questions you guys have so far, but we've covered.

This is super valuable so far. If you guys hear any like noise in my background. My family decided to throw a party as soon as we went live. So I've been muted up. But I saw we had a question about engaging the pre retiree segment. Do you all have any annuity ads that you've run and seen success with? Great question, Christina. We do not run annuity ads. So we focus primarily on like mortgage protection and final expense particular like homeowners in the senior market to kind of help agents see success with that. Just because like most people can't get into the business and see a ton of success when they're like, you know, just starting out, trying to do like annuities and stuff. And so, you know, we work with experienced agents as well, but we specialize in those two lines of business particularly.

Great question. 100.

Cool.

So basically once you have your, your ad, we usually want to have at least three variations of ads. Right. So make different iterations of like photo ads, we'll have some video ads and then we'll launch those inside of what's called a CBO on Facebook. Right. So let me just kind of write this out so we have something called.

Yeah, whatever, I'll just draw it. So we have something called a cbo. Okay, so what this basically means in like Facebook terms is campaign budget optimization. So we have like one Facebook campaign, which is the cbo. And then inside of that, we also will have our ad set, right? So we have our ad set. And then inside of this ad set, we're going to then launch all of our different ads. So we usually will start off with about three, right? Start off with about three different ads.

Hopefully this is making sense so far to you guys. And if it's not, or you guys just want somebody else to do this for you, let us know. Just comment down below and I can send you guys a link. So you can just have our team set all this up for you. So CBO ad set, right? I'm just gonna add ST ad set, right? And then also we have add 1 at 2 and then at 3. Right. So essentially what happens is we'll launch this on like a small budget, right? So small budget looks like anywhere from 40 to 80 bucks a day. I know that looks like a five, but it's a dollar sign. So 40 to 80 bucks a day. From there, what you're going to want to do is on a basically daily basis, kind of check in on this account and like monitor the results. Right? What we always shoot for on all of our client accounts is like sub 10 bucks, ideally under nine, and in a perfect world under eight. A lot of our clients pay less than $8 per lead, but not all of them.

Right?

Like the average for us is I think it was like $8.36 across, like 50, 50 accounts. So on average our clients are paying sub $9 per lead. But basically if you can have it below this ten dollar mark, like, you're in a pretty decent spot. So basically what happens is you start to monitor this and kind of check on it on a daily basis.

And as you're scaling this up, because basically you guys are going to start off anywhere from 40 to 60, but if we're going to get to a budget that's going to Support us writing 20 or 30 or even $40,000 a month, we're gonna have to slowly ramp up and spend more. Is all this making sense so far, guys, I know we got a bunch of like numbers and diagrams on the screen. I just want to make sure I'm not like speaking Chinese to have other people watching this.

I think this is all Chinese 10.

To be honest with you.

But I mean, it does make, it does make Some sense.

Okay, cool.

The visual helps.

Cool.

Just comment Chinese or make sense so that we have an idea.

Yeah.

No, this is great. Cool.

Okay, so I'm gonna guess that is not Chinese. Awesome. I understand. Beautiful. So like, let's say for example, your guys's goal, common one that you know, like our clients will have is, hey, I want to write or I want to make ten grand a month. So if you have like a, you know, standard, like solid commission to write and like to profit 10 with your nine month advance and with chargebacks and everything, you're usually going to want to shoot for like 20k. And that's obviously like, that's a conservative number. Like you might make 10 writing.

You know, you, you might write, you might make 10 writing like 15 or 17. But just a safe bet, if you want to profit 10k, I would shoot for like riding 20k and AP. So the process of like getting there is you have these ads that you start with, you're spending like 40 to 80. And then we basically have to monitor like which ads are producing sales, how much sales are you getting, how much premium are you writing per lead. Which all comes with like tracking your numbers, which we have like a number tracking sheet. If you guys want that, just let me know, I can send it to you. That basically allows you to like figure out where your business is at so that we know when to scale and when we need to like figure what's wrong in the business. So once you're at that point, now we just start to slowly increase this budget. Right now you guys saw we got one ad here that I made in like five minutes. But as we start to increase, we're going to want to add in more ads and more ads and more ads and more ads so that we start to see more variation. So we're going to have videos, we're going to be testing different angles, different hooks, different images, different colors of backgrounds, all, all these different things that come into play to where your account might have, you know, 10 to 15 ads on it. And now instead of spending $80 a day, you're looking at spending, I don't know, let's say if you're trying to write like 30k a month, you might be spending 200 or 180 a day. Right? And this is where what I've seen is it's very helpful to have like.

You know, either someone on your team managing it or like a agency like us that can kind of like manage this and also kind of like look at your numbers as well to make sure that when you scale up to like 200 a day plus that everything is, is good and your cost per lead is staying around this under 10 mark and that your profit margin is still solid.

I think this is important for me to touch on as well because when I was writing, you know, between 10 and 12k per week and issue paid business. No, this was huge for me because we were spending I think like 200 and 200 a day. We were scaling up.

Yeah, 200 or 250. I'm not sure exactly what it was.

I think it was like, because this is back when we were having really low lead costs for a while it was like 150 and then it started going up. So then it went to 200 and I think we ended up topping out at like 240, 250 when we broke.

This is like two or three dollar cost per lead. And they were just converting like crazy.

Yeah, I was closing like crazy. We were getting lead costs lowest. I'll get out. It was insanity. And I remember like it was just going totally wild. And I, I mean the amount of phone calls that I was taking per day, I mean my biggest problem was that I didn't have enough time to write the apps. Like I was, you know, if they, if they got declined or if I had to, you know, whatever, like if they couldn't sign, like I had a lady one time couldn't sign for a while, but if I had been doing marketing myself, I mean I would have been drowning at the $200 a day mark. It's easier when you're at 40 bucks a day, but scaling is, is tough on your own. So I totally agree with you there. You gotta have somebody in house or an agency.

Yep, yep. And basically like guys, the way that I kind of look at this, like if you're an agent, there's basically there's like three main things that you want to outsource and you want to focus on one thing.

Right, right.

Because ultimately, like we only have so much time in the day.

We can't do all things. We can't be all things to all people. Right. So for example, let's say you're the agent right here. There's a few roles that you have to do.

Right.

You have to dial. Right. I'm using, I'm writing letters with a trackpad. So I'm just going to do a single letter, so bear with me. Right. You have to dial, you have to do back end work, which is like admin, you know, following up with clients, doing Paperwork, whatever, right? Dials, back end and marketing.

So the first thing that you should outsource, in my opinion, is marketing. First you should outsource this so that you can focus on this stuff, because most agents are experts in this stuff, and they're not experts in this. So the first thing you should outsource is marketing. The second thing that you should outsource is the back end, which is like chasing down chargebacks or, you know, let's say, you know, you write a application with Mutual Omaha and they need some paper signed or whatever. You shouldn't take time out of your day to not go and call clients to go and try to figure that out. You should hire an assistant that can do all that for you.

And.

And if someone misses a payment or has a, you know, there's a chargeback, you should have an assistant that can go and call those people for you so you can just focus on getting new business and helping clients, right? So that's when you outsource the back end. And then the third thing, once you have, like, so many leads, right? Like, we have literally in a power dialer right now, I think it's like 7,000 leads or more. If I wanted to.

I could hire, like, a dialer to go and call that list and just send live transfers. That's the point that you want to get to where you have so many leads that you've generated over the course of months and months and months of, like, doing this, that you can just have someone that gets going and calling through this list of leads that you've built up, and they're sending you live transfers and setting appointments on your own list that you literally own, like, having free live transfers and appointments. And then you could just pay, you know, your dialer every time you close a deal and then pay them, you know, like a small amount hourly if you find somebody from overseas. But that's kind of like where you go from here and get to a point where, like, you can run the business. And it's not like you have to make 500 dials a day. Just chase every single charge back and try to do the Facebook stuff, which. Which, like, if you guys are just getting started up, started off, and you don't have the money to, like, pay someone like us to, like, run all the ads for you. You could watch, like, a tutorial we have on YouTube, which, while I'm speaking of it, I'll just go ahead and drop you guys the playlist that has, like, all of the videos. And in terms of, like, how to actually set up the ads, like the tactical stuff. But if you guys are just getting started and you just need to get leads instead of paying a vendor, I would go through and just watch this stuff. I think you guys are already at the point where you're, you know, able to hire someone and you just don't want to worry about any of this marketing stuff. Just comment marketing below and I can drop you guys a link to learn more about what we do.

I also think that, like, I mean, one of the things that I would say is probably like my biggest. I don't even want to say regret, but like, one of my biggest, like, I could have done it better would be like, dude, if I had hired a. I started. I mean, it wasn't wrong what we. What we did. Like, yeah, hiring out agents and scaling after being able to consistently hit 10k plus per week. But had I hired like 2 dialers to just go like psychotic on our.

On our list while I was just.

Taking the closing calls, like, I could have probably gotten an extra. I mean, I could have probably gotten to like the four or five, maybe even six app a day range versus, like just the, you know, two or three app a day range.

Oh, 100. Especially if they were sending you like, transfers and stuff. Oh my God. Like, actually insane.

Yeah. So I think this is a perfect, like a perfect recipe for scale. I gotta. I mean, you know, Jeremy, we gotta. We got a friend that does this like literally the exact same thing that we're talking about, and he's doing like 100k a month. I think he said his biggest month was like 160. So it's definitely a great model. That's the only thing that I wish I could have done, like, better would be just. Just to basically like.

Get somebody like on there.

Yeah, no, I agree, man. I definitely agree. I just dropped the link for Justin, Christina and Harry. That's basically a video that kind of explains, like, how our whole system works. We pretty much guarantee $30,000 in AP using the system where you get all your money back. So pretty cool stuff there. Got some awesome clients that we're working with and helping them get leads. Average cost per lead for our clients is like under 9 bucks across 50 ad accounts, which is pretty cool.

I don't even think that matters so much. I think the biggest thing is like, not just the cost per lead, but the sales. I know like, one of our clients, Brett did 4, 800 today in. In sales. Joshua did 4,900. Marcel did 5,192.

Yeah.

Shout out to Dwayne. He sold three deals for 45.96, 200amonth from James. I mean, there's some heavy hitters in our group. So I'll share my screen too.

I can show you guys, like.

Just some of the wins people are having. Just so you guys can see, like, what we're describing here. Like, this whole method of using like Facebook ads instead of, you know, I don't know, paying like 80 bucks a lead for like a transfer or something that's like, probably illegally generated or, you know, buying. Buying Facebook leads or something. Like, this is just a way better way of doing business. Like, here's a 4, 900 app. His and hers, 2400 each.

Two call close from a Facebook lead. You know, 5K on one AP on one policy. This is all today too, which is crazy.

Three policies today, 200amonth. Or, you know, another app, Another app, another app. So, yeah, I could keep scrolling here. This is all literally just within the last week or so. So definitely works.

What. What questions do you guys have for the last like one minute here? And we're gonna jump. I included that playlist as well because we only have 30 minutes here. I can't, like, literally set up the whole Facebook ad. That would take too long. But I'll drop the link to that video that you guys can watch too.

Any questions? Any questions?

Going once, going twice.

Three times.

Awesome. I'm getting. My phone is blowing up and I gotta go spend some time with the family before I leave out of town. And I wanted to say thank you guys for supporting us. Thank you guys for showing up. Also your business thanks you for showing up for yourself and so wish you.

Guys, for those of you guys that are asking, this whole thing's recorded once I end the live in like 20 seconds here. You can just go back and re watch it. It's like a video on YouTube. It'll be your for the end of time.

All right, friendo. Well help. Hell yeah. We'll see you guys in the next one. Good luck.

Take care. Peace.