How To Make 6-Figures Selling Insurance
Julian and Tim share strategies for insurance agents to hit six figures. They cover lead generation, nurturing prospects, and sales techniques to build client trust and close more deals.
Chapters
Good on your end? Yeah. Okay.
All right, we're live.
Awesome. So I'm gonna give everyone a couple minutes to come in here. Once you guys join, just, you know, drop here or something. Just so we know you're here. You want to make sure we're not dealing with any, like, technical difficulties or anything crazy, because that's definitely happened before with the lives. All right, I see we got. Here we go. 11 people on that number jumped up like that. 14 people. Awesome. So it looks like people are coming on here. People, I'm assuming, like the texts are probably still coming out. So people will be joining over the next few minutes here. But Julian, if you kind of just want to go ahead and kick it off and we can go ahead and jump into everything as people are joining.
Sure. What's going on, ladies and gents? I see a couple comments. It's getting. Getting blown up. What's good? My dudes can't see you. Tim says John something. You might want to keep an eye out for Tim, but. Yeah. What's going on? Ladies and gentlemen, we're doing this live. We're going to kind of go over. I don't know if I disappeared or not. I see the screens moving, but we're going to kind of go over a presentation that we did live in Las Vegas talking about how not to go broke as an insurance agent. Now, before we don't like jump straight into the presentation and kind of go over the people. People keep saying your screen is black. Tim, just a heads up. But before we dive straight into the presentation and we kind of go over, you know, the four buckets of insurance and how to make a boatload of money by properly managing your business. I want to tell you guys a little bit about what we're doing with the program and how this applies to you and how you fit into everything. So all of you know that for the content that we make, our goal is to get you to 3 to 5k a week in sales so that you can apply to work with us. So basically, you know, we're making some changes and instead of doing just the normal Facebook ad setup stuff that we were doing before and offering a course and everything as well, now we're offering a six month coaching program where we work with you one on one. And we're. We're also doing a one time offer for the next two people to get in. And I'm not going to dive into that now. I do want to talk about first about everything and then I can kind of go over what that would look like and possible next steps and how you can apply to work with us. You got anything to add there Tim?
Nope. Yeah, we'll be dropping a calendar link later on through the live but for now we kind of just want to jump into the presentation. Let you guys kind of like basically it's a, it's a framework. We call it like how to not go broke selling insurance. But it's a little tongue in cheek. It's, it's more so like a framework to get to six figures and ultimately seven figures. It's really just like it kind of breaks down everything that you need all the pieces, all the components to scale an insurance business. So without any further ado, I'm going to share my screen here before you jump in.
Tim Islam said btw, I was like, I was the first like son and.
You the first like the first like, like the first.
Oh I, I was like what do you mean son who's child?
No dude, I don't have any kids yet.
Yeah, cool, awesome.
So let me share my screen here. Let me know if you guys can see it. I know there's like some weird stuff going on in the beginning with my screen but let me comment live if.
You can see this.
You guys got it.
Not seeing any.
And if you are watching, just a heads up, we are giving away a thousand leads at the end of this live today. So I just wanted to throw that out there.
So this could be, you know, not only we get the biggest return on investment for the information we're about to give you, but also you have a chance to win a thousand leads. Go ahead and take it away, Tim.
Cool. You can see it now.
Yeah, I think we got you. Looks great.
Beautiful, beautiful, beautiful.
Cool.
So how to not go broke selling insurance AKA how to make six figures and beyond selling insurance. So drop in the comments. Just say yes if you guys know what this is. It's an animal. Hopefully you guys know what this is and if you've, you know, if you've ever seen a photo of one of these animals before, just drop yes in the comments below. Seeing a couple yeses come through. Obviously it is a turtle and the thing is most agents are similar to a turtle. And what do I mean by that? Well, most agents kind of just hide in their shell, right? They want to ignore the reality of what's going on around them because most people aren't making any money. So don't feel bad about it because this used to be me, this used to be Julian. We were stuck in the same ap Trap where we would just write as much business as possible and you know, try to dig ourselves out of a hole that ultimately was not possible to be dug out of. So our background, our story. Julian got picked up waiting tables and recruited into an insurance model where basically it was all face to face sales, direct mail leads that advertised a gift card. So it would say like get a free gift card right here. And then under it it would be like state regulated burial program. Very, I would call it bait and switch marketing to be completely honest. And so those were the leads we would get. We'd pull a pack of like 25 of them and like 100 recycled leads, drive two and a half hours one way to a destination, knock doors for eight hours and then drive back home. So it was like 16 plus hour days. Every single day we would get chargebacks on top of chargebacks on top of chargebacks. We didn't know anything about retention or building relationship with our clients. And this is funny, our CRM was tally marks on the lead card, which was a disaster. We didn't track our numbers at all. The only number we knew was how much AP we were writing and then at the end of the year how much profit we made because we had to do our taxes, which was also a nightmare if you don't track your numbers or your expenses. I think I made six grand and I think Julian, you made like 11 or 12 maybe, something like that.
Most of my money was on the Medicare, to be honest.
Yeah, most of the money was on Medicare. So it was pretty wild, right? And after telling you guys all this, you might be surprised to know that we were Both averaging about 5k or more a week and we barely broke even after selling for eight plus months. So one day we had a realization there had to be a better way to do this whole thing, right? There's no way that the business that has made the most millionaires in history is like this, right? It just doesn't make sense. We realized we were working a broken model and so we wanted to find a way to do this where we had a life outside of insurance, right? We weren't driving and on the road all the time. Where we had leads that were reasonably caught, reason had a reasonable cost, right? One that was more efficient and one where we were actually making money for putting work in. Then we realized it was actually stupidly, stupidly, stupidly simple. So we came up with the four golden buckets of insurance.
Right?
I'm going to kind of explain this a little briefly. This is what the entire presentation will be about. So you guys will definitely get tired of us saying the four golden buckets, but it's going to make you a lot of money if you implement it. So leads is just your people to talk to, right? Nurture is how you work those leads. That's calling, texting, automation, sending the videos, whatever sales is, once you're talking to them from there to, you close them into a policy, right? So it's conversation to policy and the retention is just keeping people after that, right? Keeping your clients that you already have, keeping the people that you have already paid to acquire. And then if you can have people flow through all four of these buckets, then you end up with profit, right? So if you have a lead, you work your leads, you get them on the phone, have conversations with them, you turn them into policies and then you keep the policies you get. All of that will turn into profit. However, if you have a hole in any of these buckets, if you're not calling your leads enough, well, it's going to be hard to get people into the sales bucket because you won't have conversations, you won't close sales and the rest won't happen. If you're having conversations and not closing deals, well, you have a hole in your sales bucket if you're getting a ton of policies and you have like a 50% chargeback rate retention problem big time. Right? And all of that doesn't even matter if you don't have leads. So those are the four golden buckets. This was for like an in person presentation. So raise your hand if you're in the room. You guys can just comment here in the comments down below because we won't be able to see you if you raise your hand. But if you want to, you can just raise your hand at your computer or whatever. But comment here. Yeah, comment here if you guys are in the chat there. This is also for the in person presentation. So ignore the photos thing, but ultimately just kind of be present. This is going to be recorded and posted on YouTube. So let's talk about bucket number one, which is leads, right? We started our business only helping agents with leads, right? We had the secrets of 77 cents course we do the Facebook ad setups. And then as we were doing that, we realized there's a lot more problems in the business. We knew that the whole time, but we didn't really know how to help with it. But let's start with leads. This is just getting people into your pipeline, right? People in your pipeline. Very simple. There's three factors to Leads, right? So you have volume. How many leads do you have? You have quality. How good are the leads? The quality of the leads, Right. The intent, whatever you want to call it, and then cost, which is how much they cost. So you can either have these three variables in your favor or against your favor. They're variables. So they're not good or bad. It's just how is it? Is it playing in your favor or against it? Right? So volume, very simple. The more leads that you have, the more AP you will write. You guys have seen this in your own business. If you're buying leads consistently, you're writing more AP than if you're not. If you're generating leads consistently and then your ad account gets shut down, your AP is going to drop. So the more leads you have, the more AP you write. Obviously, a better agent will write more AP per lead they have. But overall, this equation works for just about every single agent. So we've, from what we've seen, to see success, and we're considering success is like on track or already making six figures. You need at least 100 leads a week, minimum. Anything less than that and you're going to have a very tough time. So let's talk about quality. This is the one thing that I think a lot of people get stuck on. A lot of people will blame the quality of their leads for their lack of success, but quality is simply just an equation of what they see equals what you get. Right? Most of the time, the problem is not really a quality issue because at the end of the day, a lead is just a name and a number and a reason to. Reason to call someone or a reason to show up somewhere. But there is definitely like to ignore that. There is intent and quality and leads is just stupid. But it's not as big of a problem as some people make it, Right. Quality is just a factor of what they see equals what you get. So if you show them garbage, what are you going to get? Garbage, Right? If you show them get two free gifts on us. You're going to get people that are saying that was about life insurance. People are going to be very confused. Whereas if you show them gold, if you show them quality, you're going to get quality, right? You show them an ad that says life insurance for seniors, what are you going to get seniors that want life insurance? Pretty simple. Next thing we're going to talk about is cost. So a lot of people think that, and I think a lot of this narrative may be pushed by lead vendors is that cost equals quality. So you get what you pay for. While that's true in the real world, right? Like in most things, which you get what you pay for with leads, cost does not equal quality. Give you guys an example. Let's say somebody is selling a lead for $100 and they're running a terrible ad like this one, right? And it costs them a ton of money because no one's responding to this because it looks like spam, it looks like a credit card scam. They're going to steal my Social Security, everything, right? So less people are going to respond to this. So let's say Julian clicks on the ad lead, vendor Jimmy sells me the lead for a hundred dollars because it cost him a bunch of money to generate. Does that mean it's a high quality lead?
No.
But if I go to Julian and he knows that I sell insurance and he refers me his grandma to sign her up on a policy for final expense, how much does that cost me? Nothing. But a referral is one of the highest quality leads that you can get. So cost does not equal quality. So what does cost equal? Cost equals the cost to generate the lead plus the vendor margin, right? So, for example, if.
Is Islam says, I'm quoting a custody while I'm watching, I've never heard someone shorten customer to custody. I don't know if I'm for or against it, but I'm just gonna put that there anyway. So if somebody. If it costs somebody nothing to generate a lead and they sell it to me, the only thing I'm paying is the vendor margin. So cost is just cost to generate plus vendor margin. What happens if you generate your own leads? You cut out the vendor margin, so you're not paying a middleman.
Next thing we're going to talk about is what we've seen most optimal for people we've worked with, right? So in general, from all the agents we've worked with, the most successful people we've seen will do Facebook leads. So they're generating their own Facebook leads in combination with recycled or age leads, right? So as you're making the transition from buying leads to generating them, you can kind of supplement with those recycled or age leads to keep your costs low and kind of fill your pipeline with people to talk to as you're having the fresh new Facebook leads come in. So the most optimal way we've seen Facebook leads plus recycled leads or age leads. So that's going to wrap up bucket number one to let Julian take over here and talk about nurture, which is every agent's favorite Thing to do.
Yeah, Tim, I was going to ask you real quick, do you want me to, you want to just click for me or do you want me to screen share? How does that, how does that work on, on, on streamyard?
Yeah, I'll just click for you. Just say, probably tell if I mess up. Just say go back or.
Yeah, I'll let you know. Cool. So thanks for the intro, Tim. So bucket number two, Nurture. This is how you work your leads. So what we're doing here is we're trying to grow these clients, as you can see in that kind of, kind of that little image there is. We're trying to grow them from stranger to client, right? From wacko to purchaser or custy, as our friend says. So here's kind of like.
A few.
Different ways that you can nurture your leads. So your outreach would be like manually working your leads. Things think like phone calls, texts, dms, anything that would be manually done. You're having to spend time doing it right? This is like, it's like using the, the pickaxe to mine your gold. Automation is like using a tractor. You're using AI to work your leads. You're not really putting in any effort. You're clicking a couple buttons and you're just kind of sitting back and letting things run. This is kind of, you know, a combination of what we do with our system, right? Using AI, doing manual outreach as well and then follow up. This is reaching out to people that you have spoken to. You know, 60% of buyers will say no four times before they purchase. And so what that means is that you want to follow up with these people. But also only 90, only 2% of people buy on the, on the first appointment. So that means that 98% of the people that you speak to are literally just like being left off in limbo. And somebody who's willing to work recycled leads and pay way less is probably going to pick up more money with a bigger margin. Content. This is sending videos, pictures. I like voice messages a lot. It seems to build trust with people. That's just something that I do. I don't know, like I don't really have too much data on voice messages, but that's something that I really like. But videos and pictures perform very, very well via text message. And for like content, think like YouTube, things like that as well.
Yo, Julian, before you keep going, I forgot to mention something. Guys, as you guys are watching this pre zone, the Kahoot at the end, whoever wins the Kahoot gets the thousand leads is based off of this presentation. So, you know, if you guys want to take notes or kind of just follow along with it, this will definitely help you with the competition at the end of the live here.
Good, good mention. I, we didn't even, I didn't even think of that.
Yeah. So outreach talking. I was like, shoot, I gotta tell them.
Let's break it down. Outreach, dials and texts. So that would be texting people and calling people. And let me get one thing really, really clear for everyone. This is the number one thing that causes agents to fail. But what I will say is that a text is not the equivalent of a dial. I hear people say that they're prospecting. They're like, oh, I'm, I'm texting my, my leads. But, you know, they don't want to, they don't want to move forward. Right. And it's like, well, I mean, have you had a real conversation with them? No, I mean, I was just sending them quotes over text. If you were doing quotes over text and having text conversations as, as sales appointments stop, you're gonna make a lot more money if you don't do that. The point of texting is just to get them on the phone, and the point of dialing is just to get them on the phone. But ultimately, like the sale is made in convert, in conversation. It's not made over text with some one liner or some zinger that your upline says is going to get them locked down. So.
Back up, back last panel up once, please.
And so.
Can you go back? Yeah. And so without consistent outreach, the, the moral of the story is like, you will fail. If you're not making dials every single day, you will fail. And so what we've seen is that agents that make 100 dials a day at least. This is a minimum. This is not at maximum. This doesn't mean if I make 100, I had a good day. This is like 100 is a, is a medium day. That's a mediocre day. You know what I mean? Like, this is the bare minimum to be successful. The more that you outreach like in the equation, the more business that you will write. We've seen that to be true with door knocking, phone calls, texts, emails, leads, everything. The more volume you do, the more volume you'll get. That's, that's always staying consistent. So if you want to be successful, you need to make at least 100 dials per day.
And so let's talk a little bit about automation here. You want to automate your emails and your texts if you are currently 100 triple dials. No, we see most people just doing 100 dials period, three dials. So like calling like 33 leads. Right. This is why I'm saying it's a minimum. Okay. So if you're doing 100 triple dials, that would be, that would be. You're calling 100 leads.
Yeah.
Which is great. There's nothing wrong with that. But whatever you're doing, and here's the secret to success, just make sure it's consistent. Like I don't care if you make $100, 150 every day, 300 every day, but if it's like, if 300 a day is, is something that like mentally exhausts you to the point where you're like not inspired to get up for work in the morning, I'd probably do less just so that you can stay consistent because you don't get good at this business by just having like explosive days where you just kill it one day and then take off the rest of the week. You, you destroy this business by being consistent every single day, day after day, week after week, month after month. That's where the wins are. So if you're not using a CRM currently.
Make sure that you're using a CRM with pre built automations. I recommend using a CRM from someone that actually has experience with insurance. We don't offer our CRM to the public currently but what I do suggest is that you do work with someone who's actually sold insurance before because there's a lot of Mickey Mouse guys out there that are push, pushing CRMs through ads and just spending more than everyone else. And I've seen the Automations and it's like it's, I don't even know what's going on there. That's not, that's not business, that's, that's a hobby. So the reason why this is so powerful though is because you're going to get pre booked appointments, you can get better retention and yes, this works for captivations. Franklin. And you're going to also have things that are going to help your clients stick on the books. You're going to help get yourself referrals, find cross sells if you're in that game. And this is going to be a major time saver. You're not working a paper stack like Tim and I were with tally marks on the car. It's like looking back on it, I feel like I was living in the ice age. It's insane. So make sure that you are using a CRM and automating everything. AI is huge. So if you're missing out on that, I can, I can assure you that it's not going to take over the world just yet. But, but it is going to take over businesses if you don't use it. So you want to use automation and consistent outreach and that's going to equal dollar signs. I'm not going to do the dollar sign face, but f you. Just kidding. It's better when you're in person. But let's talk about follow up, reaching back out to people who weren't ready to buy initially. I talked earlier about how only 2% of sales are made on the first contact. So if you. Tim is definitely in the. In a closet. I'm wondering.
In my parents basement.
Yeah, yeah, parents basement. But 2% of sales are made on the first contact. So you got to think about that. If you get a hundred leads, that means that statistically speaking, two of them will buy on the first call, on the first contact. And so maybe it's something simple like you set an appointment and then you sell them. And that's, that's, that would no longer be the first contact. But like if you're going call to close, your chance for conversion is 2% statistically speaking. This is like source data, right? And so 60% of customers reject offers four times before making a purchasing decision. I want you guys to think about how these could affect your business currently because a lot of people, oh, I've got dead leads. These are old leads. Like if you have, let's say a thousand leads. Only if you only have a thousand leads. And 98% of them didn't buy on the first contact and 60% of them have said no to you three or four times. Think about how much money is left in that pile of people. Just in the thousand that you have, 98% of them did not purchase. Like think about how absolutely insane that is. So I want, I want you, I want to leave you with that for a moment when we go to the next slide here. But think about what is in the leads that you currently have. So content, content is going to be videos, emails, text, social media posts. I saw a guy post something the other day and he was like, it was like some fear tactic about like final expense coverage or life insurance or something. And it was, it was like just don't, just don't be gross. You know what I mean? Like if you would, if you wouldn't read this post, let's say if it was pertaining to some, like, let's say you see a solar post and you think to yourself like this guy sounds like an idiot. Just think from that frame of mind like hey, would I think that, that this guy sounds like an idiot if I were the one posting. Like if you feel weird or, or like cringy posting it, it probably sucks. So like just do research on what, what actually works or things that you actually like looking at. Because like telling someone that they're a pad. A bad parent for not having like whole life insurance is like really bad marketing. So just, just an idea for content. Like don't do that. But this is, this is a really scalable way to get in front of people and constantly remind them over and over and over again. So, so there's three purposes of content. Number one is to build trust. Number two is to remind them that you exist. And exactly. Trust your gut is to remind them that you exist. And then the third purpose of content is to educate. So I'll use David Duford as a quick example before we jump to the next slide. But a lot of people have seen David Duford. He's got like 30 some thousand subscribers. Tons of people trust him and you're constantly reminded of who he is. And he's one of the biggest names in the industry because you, you're constantly reminded of him because he posts every single day. Tons of people will tell David all the time and tell us all the time that he has.
You know, he has helped them in some form or fashion to improve their business. He's definitely helped us. And that's because he's trying to educate people and help them grow in business. How many seniors do you come across have an email when selling final expense? Like Raymond?
90%.
Yeah, I don't have like a hard statistic. I don't, I don't like, look at that. But pretty much everyone in the, in like the developed world has an email regardless of age, even if they're like 10 or 90. So I would, you know, pretty much everybody. You can jump to the Next slide here, Mr. Tim, but let's talk about content and why it's so important. Because if you make it once, look at this comments down below. David is great and super helpful and trustworthy. I read his book. Let's see, you guys are already talking about him like it's already, it's already created a conversation because his content is reminding us of who he is. It's crazy. So the reason why content is so powerful though is because when you make it, it lasts forever. I don't have to go back and post a video again that's already been posted. It just sits on the Internet. It's easy to automate sending out. So you can literally use like a CRM or some. Some form of automation tool to just continue to send this out constantly to new prospects that are coming in. And they can also make your job easier when you start selling. So, like, for example, I go back to David Duor because he's done a ton of content, but David didn't even have to pitch us on moving our contracts. We talked to like all these IMOs around the country. Everybody was like, you need to come with us. We have the best leads. D d you know, we're going to give you everything. They bought us all these dinners and wines and drinks and this is. And that. But David literally just answer, answered our questions, didn't tell us anything. And because we had already watched a ton of his content and had an idea of who he was as a person, we realized that it just made the most sense to move forward with him. So keep that in mind and think about how you can apply that to the. To the leads that you are going to be talking to. Robert says, I work for David for that reason. See, this is like living proof here. Let's talk about bucket number three. Sales closing prospects into policies. Right? The real money makers. If this is you, and it probably is, and we've all been there, so it's okay, but if this is you and you're like in the house or on the phone and you're like trying to, you know, throw your prospect in an arm bar to get him to buy insurance, and you're. And you're facing chargebacks and you're running away from those month after month, then you need to watch this. And even if you're not, you still need to watch this. But the one thing I always like to tell people, and I got this from Alex Hermosi, so I can't take credit for it, but sales is seduction, not rape. The goal is to get the prospect to decide not to buy. It's to consult and educate the consumer not to sell them. And so what you'll actually find is that when you talk to people in the marketplace, people want to believe you and they want to buy from you. But when. And this is like, especially with telesales is like the. The worst thing I ever see is people will. Will try to skip all of this. You know, I realize I'm not in person. People try to skip all these steps here at the bottom. They're not trying to get them to decide. They don't want to consult and educate. They don't even. Like, they just jump straight into, well, are you interested in getting life insurance? Like, yes, it's a numbers game and yes, you want to be efficient, but that is just lazy if you're asking people if they're just interested or if they want to go ahead and sign up. Look more, more David Hype.
See, this is good though, because it's proving my, it's proving my point about content 100%. The thing that's crazy is that so many teles. Sales agents, if you're transitioning, whatever, you're jump. Are you interested in life insurance? Hey, let me get you a quote. Like, why are we talking about quotes? Why are we even like, h. I don't even know if they've talked to someone about insurance before. I don't know what they understand about insurance. I don't know where they're at. I don't know if they have any money. I don't. There's. I have no context and I'm just jumping straight into it. So remember, we're trying to seduce them into.
Into the purchase. We're not trying to like, just, you know, beat them up until they freaking sign up and, and twist their arm or anything. So remember, your job is to consult and educate, not to sell. So you need to check four boxes and if you check these four, then it equals dollar signs.
Number one. They have to trust that you have their best interest at heart. Now I want to touch on this one really quick because this one is really important. If they think that you're in it for a commission. And this is why you have to consult and educate. And this is why you have to ask questions and seek to understand versus just trying to like, share your story and why they should buy. This is the biggest thing that'll influence whether or not they will purchase from you. You don't even really have to be. I mean, I've had people tell me before when I was like, way less good at sales and I was like, you know, just being super genuine and actually worried about their problem. And they're like, you know what? I, I trust you. I think this just makes sense. I'm just gonna do it. That's like the most, the nicest way of saying, like, hey, you suck at your job. But like, you're, you're nice and trustworthy. Like, you know what I mean? Like, you don't have to be the best salesperson ever if you're like legit. Yeah. Commission breath sucks. Don't do that. Thank you, Priscilla. So like if you have commission breath and you're like, you know, not throwing a mint in, then stop. Make sure that you throw in the mint of consulting and educating your clients because it makes this job way easier. They understand the product that will solve their problem and they believe that it is true. If.
Everybody knows that like confused buyers don't buy or confused prospects don't buy, this is also huge because when you're talking to someone in a conversation, if they, if they're like not really understanding how the product works, it's very difficult for them to like imagine and see the outcome of, of what they want coming true. Right. And so it's, it's a very simple process of, with sales is that you're take, it's a bridge, the bridge of trust gets them from I have a problem to I have my desired outcome, which is no more problem. And so like if I don't understand, like if I see a bridge in front of me and I go to cross it and there's just a big hole in the bridge and I don't believe I can cross it, it's really hard for me to imagine getting to the other side. So I want you to think about it that way. So if you're talking to prospects and they don't understand the insurance, and even worse, if you're explaining it and you feel like you don't fully understand that product, do your research, make sure that you can convey that information to them. Make sure that you have their budget. I'm not even going to touch on this too much. Make sure they have money. If you're talking to someone, it sounds like they don't have money. Just, you know, get to the bottom of that. Use a three option pricing, pricing method that we talk about on our channel. Number four, they believe that others will support their decision. So this is one thing you can always leverage human psychology and the herd mentality to your advantage and talk about, hey, you know, I think your daughter's going to be like really excited to hear that her mom was willing to plan ahead. And typically when I have someone like you that's willing to take action to protect their family, their daughter, son, whoever, they're covering their family, their beneficiary will usually model them because they're setting such a great example and they're like, wow, I'm gonna do that. You know, you're influencing the decision because you're telling them that everyone else is going to approve of it.
Islam says ease off of the caffeine. I don't know if he's talking to me or not, but I haven't had, I haven't had like an absurd amount that. Here's the four parts of the sale. These are in no particular order, but basically what you want to do is you want to qualify your prospect, you know, figure out whether or not they can purchase. You need to find the need. Everyone can agree that the hardest person to sell is the 60 plus year old man that has no wife, no kids, no grandkids. He's like old and alone. He's got nothing to live for, nothing to lose. But he's just like a tough old guy. He's always the hardest to sell because he has no why. And so the, the secret to getting people to purchase in this industry and in every and every sales job, but specifically in this industry is talking about the reason that they're getting the product, which is their beneficiary. I should spend the majority of my time talking about that, like the conversation. I'm not talking about a quote. The substance in the conversation is not the quote, it's not the policy that I have to go over that. But that's like three minutes, it's fast. The majority of the conversation, like 85% plus of the conversation is can they qualify and, but most importantly, who are they doing this for and why and what does it look like for that person if they don't qualify? Right. We need to play out all, all possible scenarios so that they can see the value of the program that they're going to get enlisted in. So closing, closing is, is really, it's all done before you ask for the order, by educating the consumer and overcoming obstacles before you dive into asking for the order. Because asking for the order like you don't need a one liner, you don't need a zinger. You can literally just say, do you want to go ahead and knock this out? And like that would be considered like closing. Would you be a totally opposed to moving forward? Like, you know, how do you want to move forward? There's not like a really crazy way that you need to ask for the order. That's going to be the difference between whether or not you get the deal. The difference between whether or not you get the deal is in that 85% of the conversation and answering any potential questions that they might have throughout the sale. So when you want to build trust with people, and this is the last part of the sale, you want to make micro commitments to the to the consumer and it could be something as simple as hey, I'm going to get a quote pulled up for you real quick. Give me one second. Did you want a pen and paper to write this down for your records? And then I pulled a quote up. The more consistent that you can be throughout the conversation, the better. So if you, if you over promise, for example, and you're like hey, I can get you a rate for a dollar a day and then you come back and it's $10 a day for them or $5 a day, like that's an inconsistency. So trust is broken. You're not going to get the sale. So just make sure that you under promise if anything and over deliver.
Seen a ton of comments come in. Truth pays off in the life in general. Yep. Educating an interest. Best keep lead on IUL from research. You're correct. Awesome qualifying. Let's break it down. Health questions and underwriting. Use an underwriting tool. Don't try to do this and memorize it yourself. You'll kind of get a knack for it as you go on. I never used an underwriting tool when I was in the field because we didn't really do that. We had like a 30 page packet.
They existed at that point.
Yeah, we didn't even, I didn't even know what underwriting was when I first started. I was the greenest. But yeah, definitely get an underwriting tool. I know Integrity has underwriting. What is it called? Underwriting Genie. And then there's also HL Pro. No, no, HL Pro Tools. What is it? Insurance toolkits.
That's what it is, I think as well.
Yeah, yeah. There's a bunch of them out there. So check those out. Definitely use it. Budget, can they afford it? So when I'm qualifying a prospect, I need to know if 1. Are they healthy enough to get this? Especially with terminal, if you're selling final expense, you can get away with selling, you know, the guaranteed issue policies. But like especially with term, the underwriting is specifically important. Budget, can they afford it? If they can't afford it, get the hell off the phone. Like there's no reason to be talking to someone who can't buy your program. But fact find and make sure you know, find out about how much they make. There's different ways to go about this. You can do it in the beginning of the sale, you can do it later in the sale, but you want to make sure you know how much they can spend on the insurance. So let's talk about finding the need.
This is the what. And there's three components. It's the what, the who and the how. All three of these components make up the why. And so why buy, right? What problem are you solving? Hey, I need to make sure that, you know, little Timmy doesn't get stuck with my $15,000 funeral bill. Right. Who does it protect? Little Timmy. Right. How is it protecting them? It's paying them a check to ensure they don't get stuck with the, the fifteen thousand dollar bill. And so the reason why I'm talking earlier in this video about touching on 85 of this, like this is 85 of the conversation is because this is the only reason they buy. Like nobody wants to pay an insurance company money. And like just, you know, watch every, like watch money leave their check every, every, every single month. Especially if they're on a fixed income. But like, I'm younger, not on a fixed income. And I see, oh wow, money's leaving my account. Let me stop that. Because that's what, that's like the natural thing to do, right? It's preservation, self preservation. So if you not are not talking about this in the conversation, you are not going to make sales. So make sure that like if all you did was talk about this in the conversation and you didn't have one liners, you didn't have zingers, you could probably not even ask for the order and still get deals because this is why they do it. They would end up asking you how to move forward. But spend as much time as you can on this.
Building trust, educate them and provide value. Right. Show them that you care. Right? This is rapport. I'm not talking about the dork method or the Fort method or whatever you guys want to call it. Where you go, hey, is your, you know, your grandkids, this.
A better chat to, better place to watch. Yeah, you watch on Facebook or you can watch on YouTube I think would be the easiest to interact with.
Yeah, YouTube will probably be the best for you.
Yeah, I think YouTube is the best personally. But yeah, if you're going in and doing the Fort method about grandkids and dogs and, and cats and like, do you have any pets? That's the weirdest thing in the world. I want you to imagine that you walk into Chick Fil A and you're right, right as you're about to order, they say, do you have any pets? Give me pets at home. This is the weirdest thing in the freaking world. So why would you do that when you're selling them insurance? You're not insuring the pets. If you were, then you can ask about it. But don't be weird. Jump straight to business. And then if they bring it up in conversation, you can expand on it. Be vulnerable. When you're vulnerable in a sales conversation, people trust you, and they're more likely to buy from you. So, for example, I'll tell them about a story. An interaction that I had with life insurance in my personal life. Helping special needs at school has truly helped me in this industry. So grateful. Awesome. And I don't really.
I don't.
I can't see who it is. It says Facebook user, but that's cool. Love to see it. But yeah, when you're. When you're, like, being vulnerable with people you want to actually like, this isn't fake. It's not like, surface level. Like, yeah, I stubbed my toe the other day. This is like, hey, my grandma got cancer three times. And, like, you know, we make sure that she has life insurance because if she didn't, like, my mom and her sisters could have been financially screwed. And that's. That's something that we just weren't willing to accept. It's Melissa Ham. What's up, Melissa? Build trust. Educate them. Educate. Don't pitch. I'm not selling anybody anything when I'm in these houses or on the phone ever. I'm just telling them how it works and then trying to get them to make a decision. Right. I don't care what the outcome is. So confused. People don't buy if you don't explain to them how it works and then clarify that they understand it. That is like, you know, sales 101. Clarify with them that they understand the concept, because if they don't get it, they're not gonna. They're not gonna purchase. But give them information that makes their life easier. One of the best things that I ever picked up was term is like milk, eggs and cheese, and whole life is like a Twinkie. It never goes away, never expires, no matter how long you have it. Right. Great.
You can go to the next one, Mr. Tim. So this is just going back to the building trust, showing that you care. I don't want to hear about the fort method. Don't ask about the grand. If they mention it, bring. Then you can talk about it. But again, we're not starting the conversation.
Off with, oh, do you have any pets?
Do you have any grandkids? What's your favorite hobby? That's my favorite.
It's your favorite hobby. How long have you been Playing chess for me.
Show you care. This is you in the background. You're not a. You're not their best friend. You're not their spouse. You're not going on a date. You were literally just making sure that they're okay in the fight against life and you're concerned for their well being, but you're not going to baby them. You know what I mean? You guys ever see the ref in like one of the fighting matches? Boxing, ufc? They'll get in the middle and like push people away. Like, you're just a barrier against life and financial detriment to their family. So you can be a friendly advocate, but you're not their friend. I'm not here to hang out. I'm not here to have a beer. I'm not here to freaking, you know, shoot the shit for three hours on the phone and talk about how your day was. I here to literally just go over business. And this doesn't mean you can't make friends. You don't want to, like, ruin your, like, have a miserable life in this business. But that's not the frame to approach with. Like, I'm not calling up random people and saying, like, hey man, let's hang out and be friends. You know, let's drink a beer. It's like, hey, let's talk about this. And then like, if we, if we vibe, we vibe, whatever. Rapport building does not build trust. Proving that you were on their side, build. Builds trust. Now let me explain. When you are talking with someone, right?
It.
Let, let's. I'm going to put this into a blue collar situation because I've been in blue collar. So I did construction for a while and I was working at a prison. Yeah, crazy. I was building a prison. And the crazy thing was is that they told us when we came on, they said, hey, if anybody asks you for money or if anybody approaches you in the parking lot, don't talk to them. And make sure you walk with someone because these, like, sometimes, you know, people slip out. It's like, it's a county, county prison. So the security is not as great here because, you know, there's not as much taxes going in. I'm like, holy. But the thing was, was that while I didn't like this guy very much, I did trust him because he was, he was having my best interest at heart. And so we don't have to be their best friend. We don't have to talk about, you know, their grandkids or this or that. We quite literally just have to make sure that they are not putting their hand on the stove and. And burning themselves. You know what I mean? It's kind of like when your parents are like, hey, don't touch the stove. You touch it, you get burnt, and you're like, oh, I shouldn't do that. I'm not saying you don't like your parents, but you get the point.
Like a lawyer. Like, most people probably aren't best friends with their lawyer, but, oh, my gosh, an advocate, right?
Yeah, exactly, exactly, exactly. I can't. Don't get me started on lawyers, Bill. Build trust, be vulnerable. Yeah, we've already talked about this. When people trust things that share people about themselves. So, like, for example, I talk sometimes about how I failed in real estate at 18. And while, you know, it's not, like, the most fun thing to talk about or whatever, it doesn't really matter. It's very helpful in understanding that someone who can be successful in sales can also fail in sales if they don't have the right training and support system. And so people tend not to trust people when they're unwilling to share. And so one thing I've had to personally be better about is being vulnerable. And it's really worked out well for me in my relationships, in business, and in my personal life. So. Highly recommend. But you don't want to be this guy. You don't want to be the dude that's, like, all iced out cold, unwilling to open up, interrogating them, pounding them with questions. I think that's on the next slide here. But this is like. Like you're not sitting across from them on the other side of the table and, like, you know, pounding, pounding it out, like, trying to get them to just tell you everything. It's not an interrogation. Every time that you share something about yourself, you're making a deposit into the piggy bank of trust. And so I want you to think of, like, I think there's some. On the next slide here, some examples, like, maybe you're. Maybe you used to stutter as a kid. Or maybe it's something as simple as, I have two dogs. Or maybe you say, hey, my girlfriend says I'm messy. Or, you know, like I mentioned the cancer thing earlier. My aunt just recovered from cancer. I have this autoimmune disease, too. Like, you're not the only one who has, you know, high blood pressure. I've got high blood pressure. And, like, don't be a yes man and just try and copy everything they say. But it's okay to share your own life experiences as well, so that they like fishing.
I like fishing.
Yeah. Yeah. How long have you been fishing for? Oh, five years, man. What's your favorite? What's your favorite? You know, I don't even know. What do you keep in your tackle box? I guess, dude, I have a. I have a rubber worm. I'm going out this Friday. You know, like, I don't know what I'm talking about. Don't be that guy. We all have a journey. Exactly. So just share that with them. Get very. Yeah, I always get personal. I related to a custody by talking about Andrew Tate. Lmao. Close the spell. Lol, bro. Islam, you kill me, man. I don't know if I don't know what cracks me up more, but Custy's up there.
That's it. That's. That's definitely what's cracking me up.
Screen is. Screen is really blurry. Try closing out the app, Tammy, and getting back on sometimes. It'll get weird. But basically, 10 are lay downs. 10% of the people that you talk to are lay downs. 10% of people will never buy the 80% are what we fight for. And that's why we train for no, because sales doesn't start until after we hear the word no. And so, like, I used to make this joke when I first started in sales. I'd be like, I. I eat objections for breakfast. And like, I know that sounds stupid, but I tried. My point was to condition myself to enjoy hearing objections because I was excited to overcome them, because initially I was uncomfortable with them. And so when I. When I started telling myself, like, ooh, I'm excited. I love objections. I eat objections for breakfast. I just get objections now. And it's like, okay, done, done, done. And I have, like, an automated response system that's in my mind. It's awesome. And so if you're not excited for objections, then you're probably not training enough, and you should do more of that. So here's what closing looks like. You asked for the order. Hey, go for no. Great book. Never read it, but Priscilla says it's great. Check it out. Go for, you know, not go for no. Ask for the order. Hey, did you want to go ahead and get this knocked out today, Ms. Jones? Or, hey, are you totally opposed to moving forward? Or I'm gonna go ahead and get you signed up, whatever, and they hit you with I'm gonna think about it or whatever other objection. And so this is the part in the sale that people get stuck on. And again, like I said, the reason why is because people don't train for this. They only train for up to asking for the order, but it doesn't start until after. And so what I encourage you to do if you're watching this is to go through our channel because the goal of our videos is to help you get to 3 to 5k a week in sales so you can apply to work with us. But if you don't know these, I've got a couple of videos out there on the objections and I think it would be very beneficial for you to check it out and you know, get a second opinion. Maybe you'll learn something, maybe not, but either way it's good to have a second opinion. Writing the application will One thing that I really recommend doing when you're writing the app is narrating what you're doing. Especially with telesales because a lot of agents think it, think that it gets awkward and weird when they're filling it out and it's just silence.
It doesn't really like if the thing is loading. For an example, like, and I know this sounds so basic to some people but like this is, I'm making this for everyone. If it's like loading, just tell them, hey Ms. Jones, you know what? This has taken a second to load. I've been on a loading screen before with somebody for 35 minutes plus. And you know when in that situation this is when you start talking. Like if you want to talk about grandkids now, talk about grandkids now. Like this is the time.
Yeah, I was about to jump in and say that. But yeah, that, that's like the perfect time for rapport building is as you're doing the app and.
Yeah.
And all that stuff.
Yeah, let's talk about that. And then I, and I'll also like one thing that I've seen. Yeah, avoid dead air. Exactly. One thing that I've seen also work really well is not only.
Not only being vulnerable but also kind of like self deprecating jokes. I don't know why they're so funny. Like hey Ms. Jones, like, you know, it's a good thing that they don't do this thing face to face anymore because if you saw my ugly mug, you'd probably send me home, you probably send me walking and you might even call the cops.
Holy.
And they're like, oh stop it. I bet you're a great, you know, a great looking young man and da da da. I'm like over here like refresh, refresh, refresh. But yeah, self deprecating jokes are great. And then you Know, concluding the sale, just breaking everything down, asking them what questions they have. I recommend putting them on the do not call list just to make sure that they're not getting, you know, Ripped by Scammers but one of the things that you can do when you're closing is when you're asking for the order is a value stack. So value stacking is basically when you give them three core benefits as to, as to why they should purchase any more, it gets weird. Any less, it doesn't seem like it's actually, actually that valuable. Yeah, John Helm is actually like, is actually right. Especially older people. Not too much with term clients, but you can get them to talk about their job and their work. They'll never stop talking. But value stack, benefit one, benefit two, benefit three, for example, I might say, you know, John, when we're, you know, when we get this set up for you, one of the things that you need to remember is that, you know, you're getting that with this policy. You're getting that free will. And not only that, but you're also getting, you know, and I like to use the word bonus as a bonus. You're also getting access to discounts on your dental vision plans, access to discounts on your legal services. This isn't if you, if you knock over a bank, Ms. Jones. This is, this is like a, a seat belt ticket type thing, parking ticket type deal. And on top of that, right. In addition to on top of that, you're also going to get that $15,000 to make sure that little Timmy doesn't have to pay that bill. Did you want to go ahead and get that knocked out? Did you want to go ahead and move forward? How did you know? Are you totally opposed to move forward?
Whatever.
Right. Ask for your order there. My favorite two closes are the soft close and the assumptive close. The assumptive close is like number one for me. I'll just let em know and be like, hey, so does it, you know, does everything make sense there? Yes. Okay, perfect. And just to get started, I'm going to need you to go grab your, you know, this, this, and this or whatever. Right, okay, cool. I'm just going to need to confirm a little bit of information with you. You spell your name like, you know, John J O, H N Helm. H E, L, M. Is that correct? Yep. And then your address is listed on the form here. Right. And I'll just go through and I'm filling out the application. Soft close would be something more along the lines of would you be totally opposed to moving forward. I will say if you are not as like out there as I am and like you're not comfortable being as forward, do not try the assumptive clothes unless you're comfortable doing it and you've practiced it. If you're like, okay, cool, well, I'm just gonna like, I guess we're just gonna go ahead and like, you know, move forward. If you're awkward and like you're not confident with it, they will piece you don't use l liners and zingers. You need to genuinely understand why they aren't ready to move forward. Let's try to talk about a sad experience. Yes, I know. Better going objections. Yeah, check out Jocelyn, check out our objections video. It'll definitely help how do their. How to use their policy and to call you if. Yeah, of course. I think we touch on that later. In. In just a second.
Paul.
Good stuff. But yeah, no one liners, no zingers. Do you need to genuinely understand why they aren't ready to move forward? Objections or smoke screens get to the root. So if somebody says, I need to talk to my husband, it's a very simple, very simple response of, you know, if your husband weren't here right now, what exactly if your husband were here right now, what exactly do you think you wouldn't like about, you know, this program? Like, what is it about this program that you think you wouldn't like? I don't want to say. What do you need to think? Why do you need to talk to your husband? Just ask about the. Ask about why they're objecting. Understand the objection. And when you. And when you have the real issue, then you can tackle the problem with them instead of tackling the person and ultimately move forward into the rest of the sale. This is the blame onion. We have a whole video on this. It's the video about Alex Hermosi. He went over this. Basically there's three layers of blame, circumstances, others and self. The outer layer of circumstances and they are stacked. So if somebody says, oh, I can't right now, I don't have enough money, that would be the circumstances I need to talk to my husband would be others and then self would be, I need to think about it. The closer you get to self, the closer you are to getting the deal. So sometimes if somebody says, I can't afford it right now. We got to get through price, then they're going to say, then they might go to the next layer, which is others. Oh, well, I need to talk to my husband first. Once we get through that then. Now we're to self where they say, ah well, you know what? I think I just need to think about it and if we get to that last objection, we can dive into the sale, move forward and make sure that everybody's good.
Writing the app. Know your underwriting and use an underwriting tool. Overcome Banking and Social. Reminds me of Shriek. I don't know what that means, but whenever you are asking for social and banking, don't ever, ever ask for it for you ask for it for them. What this means is, you know, Ms. Jones, I need to, I need to, you know, just to make sure that this pays out to the right. John Helm, I'm going to need your social. Go ahead, I'm ready when you are. Super chill. Same with banking. Hey, I've got your, you know, confirm where they bank. Hey, who do you bank with? Wells Fargo. Great. You got that in Wichita or not Wichita, you got that in Wyoming. Okay, great. And I have that routing number for you here. It's my, it's, it's, it pulled up into my system. All I need is your account number. I'm ready when you are. And a lot of times if they seem like they've been a little more skeptical throughout the conversation, I'll ask them if they want to write down their own routing number because that will completely destroy banking as an objection. Same thing with Social. I just touched on this a second ago. I kind of make it a joke like, hey, just to make sure that this pays out to the right. Tim Shooker, I'm gonna need your social real quick. I'm ready whenever you are and I'll just shut up. We talked about filling dead space. Make sure you narrate your own actions. Hey, I'm just typing this up real quick, Ms. Jones, I'm gonna send you over an email real quick. Closing, conclusion, Recap everything you guys did. Hey, Ms. Jones, we got it. You got everything in place here. We got that 15k that's going to go into effect on the 3rd of next month when you get paid to make sure that little Timmy doesn't get screwed with a fifteen thousand dollar bill when the time comes. Not if, because there's 100 death rate in America and globally apparently. Have them save your contact. Send them a digital contact card, send them a business card. Cinema. I like to send people selfies. When I network with people, I love to send selfies. If you're with them and face to face, that's even better. If you're not, just send a selfie of Yourself. Do not call list. Throw them on there. Takes a minute. Takes like 30 seconds. Not even a minute. Set expectations. Hey, I should see. You should see your policy the next five to 10 business days and ask for referrals. Don't be lazy.
I'll leave it back off with Mr. Tim here.
All right, last bucket here. And real quick, before I jump into everything, shout out to all of the 85 people that are still watching the live here for two reasons. Number one, you guys are investing in yourself and your business. I promise you, it'll pay off if you do this consistently. Part of business is the action, and part of it is learning. So you learn things and then you apply it with action, right? So make sure that not only you guys are learning and watching this, but also applying things from this that you learn. Second reason is because at the end of this presentation, we are going to be conducting a kahoot, which is basically just where you guys can compete and answer questions based off of the presentation. So for everyone that's watching, you guys are going to be entered and have the chance to win 1000 free leads, which if you guys are working and actually calling them, there's tens of thousands of dollars or more of AP sitting in those leads. So shout out to all 84, 85 of you that are watching the stream right now. Your hard work will definitely pay off.
Let me respond real quick to Facebook user is what I'm seeing. How do you throw them on the Do Not Call list? And also, do you have to tell them that you are doing that? Yes, they have to sign up for it. It is voluntary. And when I, when I tell people that they are going to get put on the Do Not Call list, I just say.
I just say, hey, you know, do you get a ton of telemarketing calls like I do? Yes. Do you want me to make those stop. Do you think that we'd be best friends after? Yes. Okay, great. I'm going to send you an email real quick from the Do Not Call registry. If you just confirm that it's you, you have to click a button and click Accept. It'll put both your phone number and. And your, you know, it'll get your email on there, but it'll also put your phone number on the Do Not Call list for both your home phone, your wife's phone, your phone, whatever. I think you can put like four numbers and then, you know, you'll be good to go.
Awesome.
And yeah, we'll.
We'll touch on that a little bit more later in the Preso. So just comment if you guys have had a chargeback. I'm seeing a ton of yeses come through. So I'm assuming some of you guys have been in the business for a while. And part of the reason, I hate to tell you guys, but part of the reason is actually your fault. There are a lot of agents out there that act like this. My responsibility ended at Kaching, right? My responsibility to you ended when you e signed the policy. And I sent you that email via DocuSign. Right? That's what a lot of people do. Honestly, transparent. I used to do this a little bit. So.
Let'S talk about retention, right? 10% of people are always going to charge back. That's just kind of the nature of the business. People charge back, people change their mind. Some people don't have the money. Maybe they spend it on fireworks during Fourth of July. Whatever it is, right? 60% of people, if you do things right, will keep their policy, right. 60% will not charge back. If you're writing crappy business, this number might be less for you, but like, if you're doing things normally as an agent, 60% of people will stay on the books. The 30% is what we're fighting for. So remember, with sales, it was 10% of people are going to buy. 10% of people will never buy. 80% in between for chargebacks, it's like 30%. So if you can get your retention rate from 60% to 90%, you're on pace and you're doing great, right? So there's four ways to solidify a sale. Go ahead and drop in the comments. Just say solid. If you guys want to know the four ways to solidify a sale so that you guys can get closer to a 90% retention rate. So just drop in solid in the comments and then we will go ahead and jump into the four ways to solidify sale and reduce your chargeback percentage. So I'm seeing some solids come through. Let me go ahead and jump into it. That animation was just for my sake because I wanted to be a little bit extra. But first way is the relationship, right? I know we talked about not making friends, but being friendly. This is kind of where this ties in because the guy that hops in the call and is just like being weird and like trying to be your friend. Everyone can see through that, right? Like, literally, as humans, we are wired to be able to see through, like, the creepy person that's coming in with, like, different intentions, but they're acting like they're. They're our friend. Like we, everyone can see straight through that. But if you come in, you're doing your job, you're add, you're acting in their best interest, and you're being an advocate rather than like the flaky friend. This is what builds trust and this is what builds real relationships with your clients.
Right?
So a couple ways to do that. The front end trust is what Julian was just talking about with the poor building and all that. Next thing is sending birthday cards. I've gone behind agents that sent their clients birthday cards and welcome cards and all this stuff. You are never replacing that policy. It's impossible. The only way that you can replace that policy, the only way that I replaced a policy like that was because the person missed their payment and thought they had insurance but didn't. Other than that, they're getting cards from their agent. No way, ever. You're not replacing that. The last part is signing up their family and getting referrals. Right? So that's basically the more people they send your way, the more invested they are with you, the less likely they are to charge back or switch with another person. So if I tell eight of my friends to go join a gym, I'm less likely to leave that gym because then if I leave, I look inconsistent. Assistant so with retention, we actually have a system where we can automate sending birthday cards to your clients. It's all done through the CRM. Basically all you do is move them over once you make a sale, adds them to an automation. Wherever their birthday comes up, it automatically sends them a card. It costs like $3. Super. It makes a ton of sense, Right? So that's a great way to help solidify sale and build the relationship is to automatically automate handwritten birthday cards, which you can do entirely through a CRM. The next way to solidify a sale is perceived value. Right? So this is. There's a difference between value and perceived value, right? Because the value of the insurance policy is high. But every month money is getting siphoned out of their bank account and they're not seeing anything. They have a little stack of papers. It's their life insurance policy, and that's the only perceived value that they're. They're getting, right? So how can we make it more tangible and feel more real? Because if you can give them something more than just their policy, maybe it's an explanation of, maybe it's an explanation of how the policy works, right? Something that you provide, maybe a burial guide, you know, funeral shopping guide. If you guys have ever gone behind like a Lincoln Heritage agent. I'm sure some of you have. If the clients have like this funeral shopping guide and they think they get all these discounts with stuff, impossible to replace those policies. So the extra, the extra thing that you can give your client the extra value, the tangible asset that they have increases the perceived value. So again, life insurance is just an idea. You want to give them something to touch and something with utility that they can use while they're alive. Priscilla says brochure or final expense guides. Perfect example. Yep. So make sure that the value of them having insurance with you is more than only their beneficiary getting a death benefit. Part of your job as an agent, part of the reason they go with you versus someone else is because they trust that you're going to be able to serve their family when the time comes. So if you can offer that value, they will prioritize paying the premium.
Right.
It's not just going to be a bill they forget about. If you are constantly on their mind because you're providing them with value. Next thing is communication. The single biggest problem in communication is the illusion that it has taken place. There's a quote from George Bernard Shaw, right? No one ever charges back because their agent over communicated. Now there may be a caveat to this. If you call your client 16 times after you sign them up, I'd probably charge back on you too. But I don't think any of you guys are doing that. That would be like more of like a needy girlfriend thing or like a psycho ex boyfriend. I don't think anyone's calling their clients 16 times after they sign up. But most people want to be communicated with more than they are. So a lot of this you can automate. Some of it you want to do manually. But make sure that if they have any questions or any problems, like it's very easy for them to find you. So they shouldn't have any problems or any hurdles getting in contact with you to ask questions. Make sure that you over communicate. Don't under communicate. A few ways to do this are just, you know, reaching out, checking up, making sure they got their policy. You can automate some of this and then also reaching out to their beneficiaries is a way to go above and beyond, make sure they're comfortable with it, obviously. But that is an extra step you can take that furthers the trust in communication. The last part is what I like to call building a moat. So I don't remember who it was, but somebody asked about the do not call list. This is basically so picture your client isn't like if you. Have you guys ever seen a moat? Just comment. Yes. Or comment boat in the comments below. If you guys know what a, what a moat is, right. I have a photo that's coming up here pretty soon to show you. You don't. But basically back in the, the olden days, the Middle Ages, they would have castles and then they would build, dig a trench around it and fill it with water. And then sometimes they put crocodiles or sharks or whatever in it. Probably not sharks, but crocodiles. And the idea was that if an invading army tried to cross the moat, they would have to go through it. And it made it more difficult. Same thing with your policies. So you want to put your client in a castle in the middle of the moat and then fill it with crocodiles. So these are your crocodiles. The do not call list. So you put your clients on the do not Call list. Obviously do it with their permission. Nobody is ever going to deny you putting them, putting them on the do not call list. Seniors get way too many phone calls and they freaking hate it. As someone who's been in hundreds of their houses, Julian can vouch for this too. That is like the biggest problem that they have. They're like, oh my God, I just. Like the phone rings while they're talking to you and they're like, like just losing their mind, right? Every time. So if you can do that. Another perfect example of adding value as an agent. Next thing is make sure they know to call you if they have any questions. So if another agent comes behind you, they're raising all these flags about your policy. You know, hey, well, what about this? What about that? If you have solidified in their mind to call you if they have any questions before they replace the policy and go with the other agent. If you've built the trust, what are they going to do? Call Julian, call Tim, whatever. Right? That's what they're going to do. Call you if they have any questions. The next thing is business cards. So this is business cards, swag, whatever you want to leave them, leave it across their house so that if they have any questions, they can easily find your number. You can also do digital business cards. Have them save you as a contact while you're still on the phone with them, because people will forget to do that afterwards. So if you're able to make sure that they have your contact, they have any questions, they call you. That is going to help solidify your business. And the last thing, we posted a reel on this and a Bunch of people said it was like sketchy. The practice I'm about to describe, I totally disagree and I'll explain why. So basically, when I say don't trust other agents, I'll tell a short little story. The first policy that I ever wrote was a guy on like, it was like a three year old lead at the time. It was him, his wife and his granddaughter, right? And so I wrote him on this policy and then his granddaughter was like a grandchild writer, so she had her own policy. This agent came behind me, replaced all of the policies and told the guy that his granddaughter didn't actually have insurance, which is completely false because the grandchild rider acts as a policy. But he basically tricked the guy and told him that he didn't actually have insurance, right? And so the problem is the agent that came behind me was simply just going after a commission. He didn't really care about the client. And there's a lot of people like that. There's a lot of scammers, There's a lot of agents that come in the business that are here one day and gone the next. So the whole point of the policy is you service it. When they die, the agent leaves the business. Their policy is not getting serviced, right? So when I say don't trust other agents, if you are the agent that's actually doing what's right for your client, you need to warn them about the people that won't, because the people that won't will come behind you and tell your clients that what you did for them is not correct because they're just going after the commission. They'll lie, they'll say whatever they need to just to replace a policy. There are tons of people like this, like thousands of agents that are like this. So I don't know why, but for some reason, like every comment on that reel was like, oh, this is sketchy. Blah, blah, blah, Untrue, completely untrue. If you guys are not warning your clients about other agents and people that are coming behind and you know, replacing policies or stealing, there's like, there's so many scams out there, it's insane, right? So make sure that you are warning them. You don't have to be sketchy about it. You don't have to lie. Just tell them the truth. Like, look, there are other agents that will come behind, they'll tell you things just to replace the policy. There's a lot of, there's a lot of people that get into this industry and don't have your best interest at heart. So as Someone who genuinely cares about you and your family. If you have anyone come here, just call me. And to be honest with you, if they will offer you something better, Julian came up with this. And Julian came up with this. And then basically like everyone that was working with us kind of copied it is what we would say is like genuinely, I just want the best thing for you. If somebody else can offer you something better, call me, I'll look at it and I'll let you know. If they do and if the thing is better, I'll go work for them. Right Is basically what we would say. So we represent all the companies. I found you what's best for you. If someone else comes, comes here and offers you something better, call me, I'll let you know if it is and then I'll go work for them. That completely solidifies the sale. Let's see, looking at the comments.
Say this if you're contacted by another agent and tell them you already have an agent and you are welcome to give them my name and number, that's totally fine. But also doing a little bit of a warning just because like if you kind of just say that they don't really take it as seriously. But if you like kind of warn them and make them understand that there's genuine downside to another agent replacing the policy and to be very careful about who they let look at it, that's protecting your client better than just kind of saying call me and give him my name and number, whatever. Because the people that are going to replace the policy just to replace it aren't going to call you and they don't really care. So here's the visual. You put your client in the castle, you fill the note with crocs, which is the do not call list. Don't trust the other agents business cards and call me. And then if the other agents try to cross it, what happens? Well, that. So again this is for the in person presentation but I'm going to let Julian take back over and kind of detail what we have for you guys. The offer that we are doing at the moment, kind of like the changes that we're making and then from there we'll jump into the coot and give away 1,000 leads.
Yeah, ladies and gents, so before we, before we jump into this thousand lead giveaway, I want to tell you just real quick a little bit about kind of like I mentioned, the changes that we're making. A lot of you guys are either in our program or have inquired about being able to work with us or tried to apply to work with us. So if you're, if you are selling life insurance and you are writing between 3 to 5k a week, you are eligible to apply to work with us. And so basically we're going to be doing a six month coaching program where we build you a marketing machine that's profitable or you don't pay. And so it's pretty simple. We'll work with you one on one for six months. And we're offering this at about half off for the next two agents that get in to the program. And so this offer expires, I believe we're ending it Friday at midnight Pacific standard time. But the thing to keep in mind here is that as we can see, there's like, I think there's like 75 people watching right now. And those spots are going to go pretty fast because you're not, you're also not going to be the only ones who are seeing this. There's people on Facebook, there's people on other things as well. So keep that in mind. But for the next two agents that get into the program, we will build you a profitable internal marketing system or you don't pay. So if that sounds interesting or it sounds like something you want to do and you want to, you want to get access to kind of content like this one on one that's going to solve the problems that are in your business. Specifically, I think Tim is going to be dropping a link below for you to be able to apply to work with us. And if you're not eligible to work with us, that's okay. You know, there's nothing wrong with that. The content on our channel is designed to get you to be able to write 3 to 5k a week and then we can just talk later down the line. And because, you know, because of the way that this offer is structured, if it's not profitable for you, we don't get paid. So we're only working with people that we truly believe we can help. We're not looking to hard sell anyone. There's no arm bars, there's no, there's no hard selling. We literally just want to make sure that we can get as many successful agents as possible. So if that interests you, feel free to click the link below to book a call. And like I said, there's only two spots left. But without any further ado, I'm going to let Tim jump into. Linda says. What about sending birthday wishes on social media?
Yeah, and then I see some stuff about 3 to 5k. I guess it's not for me. Well Ed, you know it is, it can be for you. But I would highly recommend going through the free content so that you can get there first because the goal is for us to help you make a multi six figure income and you need to have a basis to get there and that's what we provide you with the free content. You can also use our mini course to learn how to generate your own leads in the Facebook group so you don't have to pay for them. Franklin says, I think I'm in the wrong place. If you're captive, I will tell you it is for some people. It's not for some people. If you want to learn more about that, you're feel free to message me. I can tell you which place would be the best fit for you. I have no dog in that fight. But yeah, I'm gonna let Tim jump into this and let's see who wins these thousand leads.
Yeah. And real quick before I do that, just to kind of provide a little bit more context, I dropped the link on Facebook as Well as on YouTube. So that's the link to book a call with us. Basically the way the program is going to work is it's kind of like we're transitioning to this like six month coaching program. It's going to be a lot more like intensive, more one on one stuff. And the offer is basically to get in at the price that we were doing before for 60 days and you're getting us for six months. So very limited spots, very limited access. But basically everything that we just talked about in the presentation we went over is what this whole program is about. So it's basically helping you guys with the lead side, which is obviously the first part, helping you guys with the nurture, automation, everything that goes with that, helping you guys with sales. We're gonna have daily sales training, all of that. And then also helping you guys cut down on chargebacks and implementing those automations that we talked about helping you guys with. Do not call list, everything that goes into that to ultimately help you guys become a six figure producer. I'm not talking about apm, talking about income. So if that interests you guys, let me drop the link again just so you guys have it. So I dropped that in YouTube and also dropped it in Facebook. We're going to be taking calls over the next two days, Thursday and Friday and then we're going to be cutting access to that entirely. So just kind of a little bit more information about what that offer looks like. You guys also get a ton of emails over the next two days or so. So you guys will see that offer there as well. So without any further ado, let's jump into this. Kahoot.
Pull this up on the tab here.
All right, so I'm going to share my screen.
And Tim, while you're, while you're doing that, I want to. I saw a question that I don't know if everyone saw my response because there's so many things coming in right now. Yeah, if you're in this, if you're in the 60 day program, you can re enroll. We do offer like an existing member setup discount. For those of you Danny asking about the course. I know it's like a bunch of comments up. We do not offer a course. We do not offer the CRM to the public. These are all included in the program that we are referencing currently. It's the only thing that we offer to help agents grow their business and that's just so that we can actually guarantee your success. Like I said, if, if you do it and you. And it's not profitable, you don't pay. So we have to actually really invest a lot into agents to make sure that happens. Tim, could you drop the Facebook group link for Mr. Ivan and Craig says he's starting over. Good luck. Kevin, reach out to me and we can talk about the existing member discount for you to get a re enrollment. But yeah, just wanted to answer those questions real quick, Tim. I'll let you take it away. Awesome. Let me.
I'm going to post this Facebook group link for everyone that's watching on YouTube. You guys are in the, the Facebook group. Obviously you don't need the Facebook group link, but that is the link. So the for Kahoot. I see a bunch of people joining here. If you guys can join with your email as your username. That way we can see who each person is. Because last time we had somebody who won, which was M.J. and there were like four people that messaged me. They had the initials of M.J. trying to claim that they were the winner. So just join us your email. So I can easily differentiate who's who and the way to join. If you guys scan this QR code or go to kahoot.it and then type in that code 643-9670 then you guys will be able to join from there. So the way I would recommend doing it, just have this on your computer and then get your cell phone and. And just join the Kahoot from there. That would be what I would recommend. And if you guys already joined, I See Jose Giancarlo. I'm guessing that's Sebastian. I know most of you guys, you should be fine, but for other people, just join as your email just so we can differentiate for everyone to else everyone else.
So Ed said, if you're making 3-5k, why would I want to come with your program? It would be interest interesting to see someone who wants to make 3 to 5k. So I'll answer that real quick. The people that work the best with us are people that are already making the dials. They're already doing the effort, they're already doing the output, the manual outreach and they're basically struggling with profit. Right. So if you're writing 3 to 5k a week, that doesn't mean you're making 3 to 5k a week. We talked about, Julian and I were writing five K plus a week. We made six grand over the year. So the key is not the AP you're writing, it's what you're taking home. So if you're at a point where you're writing less than 3k a week, the biggest thing to focus on is just increasing your output and increasing your sales ability just flat out. And once you get to that point, if you're making 200, $300 a day, it's going to be hard not to write 3k a week because you're just, you're going to find lay downs at that point. So once you can kind of prove that you're already to that point, people that are already seeing that success when they join our program, it's just kind of like leapfrog. So we reduce the lead cost, we help you with tracking your numbers, do different things with sales to help you get to the next level on that. So ultimately the people that we work the best with are people that are already writing business, not people that are newer to the business and like haven't really gotten that far down. Like if you haven't written your first app, we're probably not going to be the best fit for you. But everything you need to get to 3 to 5K we put on our YouTube channel for free. So basically the way that you should think about it is if you're not writing 3 to 5k, watch our content to get to 3 to 5k. And then if you want to work with us from there, we have open arms and we're, we're ready to, to help you get to that next level.
So that's a week also. That's. Yeah, yeah per week and that's profit that's not like the AP trap. You know what I mean? If you're riding 3 to 5k, you're not making 3 to 5k, like Tim said.
Yeah, exactly. 100. So let's see how many people we got. 35 people in the Kahoot. I got 76 people on the stream. I'm gonna give it 60 more seconds, and then we're gonna jump into everything. If you guys have not joined the Kahoot yet, if you go to kahoot.it and then type in the code, you guys will be able to join that way. I'm pasting that link again for you guys. Kahoot.it and then the code is 643-9670.
So we'll go 30 more seconds, and then we'll go ahead and jump into everything. We're gonna see who's gonna win 1, 000 leads today, which ultimately could lead to tens of thousands of dollars of annual premium or more. Especially if you're asking for referrals. That's like hundreds of thousands of dollars of annual premium.
Awesome. So I'm gonna give it about 10 more seconds, and then we're gonna go ahead and jump into everything. So if you guys aren't already on, go and go to kahoot it and type in 643-9670. So we got 37 people in. I'm gonna go ahead and start it here, and we'll go ahead and jump into everything.
All right, so this is based off of the presentation you guys just watched. The first question we have here is, what are the four golden buckets of insurance in order?
So is it triangle? Leads, sales, nurture, and retention? Lead, nurture, retention, and sales. Leads, nurture, sales, and retention. Or leads, nurture, closing, and retention.
You guys got five more seconds.
Foreign.
The correct answer was leads, nurture, sales, and retention. So congratulations to all three people that got the answer correct. We have a lot more questions to go, so if you guys didn't get that one right, don't worry. There's like 17 questions. You guys have plenty of time.
First place, we got Sebastian and then James, then Grant, Giancarlo, and mj. We only got three people who got a right to the other two or just, like, space fillers on the leaderboard here. All right, what are the three factors of leads? This is what we touched on in the presentation. Is it size, quality, and spend? Is it volume, quality, and cost? Frequency, cost, and amount? Or direct mail, Facebook, and referrals?
You guys are seeing it with a delay. If you go to live like, just scroll over because if you joined late, you may not be up to speed on this. So if you guys just go to the live, live part of the stream, then you'll be correct on all of that. So here we go. I think a lot more people caught up. We got 20 people that got it correct. Congratulations to everybody, everyone. Let's see what this leaderboard looks like now. Sebastian is still in first place. Then we got James dm. That's going to be tough if you win. Destin Franks and CA Family insurance. That's Jose. All right, when it comes to leads, what does cost equal? Does cost equal quality? Does cost equal cost to generate minus vendor markup? Is it cost cost to generate plus vendor markup or number of leads times quality of leads?
All right, let's see one more second left. Get your answers in. There we go. So majority of people got it. 14 answers were correct. Let's see who's in the leaderboard now. Maimon Doza climbed up 11 places. Congratulations. We now have James in first place here.
All right, what is the minimum amount of daily dials recommended?
Is it 50, 75, 500 or 100?
Again, this is the minimum amount of dials recommended, not the amount of dials you could make or should make. Just the minimum that we recommend. Got five more seconds. I'm seeing a lot more people are answering, guessing. Everyone caught up and got to live.
There we go.
Congratulations. Majority of people got that one correct.
I saw someone, Linda said that she hasn't. She has an agency she's with but got a lot of value and inspiration. I just want to clarify with everyone, we do not accept insurance contracts. We are not here to recruit you. This is all free value that you can use to get to 3 to 5k and then you can apply to work with us if you'd like. But this is a separate coaching program. This is nothing to do with us recruiting or taking your contracts.
Yeah, no good distinction there. I think I read that comment a little bit differently, but I think you probably hit the nail on the head there. So we got James in first place. Dana, Chelsea, Michael and Sebastian. All right, guys, this is only question 5 of 17. So if you guys are not where you want to be, you still have plenty of time. So what are the four ways to nurture leads? Outreach, Automation, leaving voicemails and tick tock. Is it outreach? Automation, follow up and content? Outreach, Automation, Direct mail and content for door knocking. Automation, follow up and content.
Got eight more seconds.
I saw some last ones come in there just in the Final seconds. Freaking clutch. Congratulations. 18 people got it right. See James up here at the top still. Chelsea, Michael and MJ Hayes and RobCPO mail co.
In regards to nurture, what are the three purposes of content? Entertain, remind, and recognize. Educate, entertain, and educate. Again. Build trust, remind and entertain or build trust, remind, and educate. See who was paying attention during the presentation earlier.
Got 10 more seconds. Hold on. Who do you think is going to win so far up until this point?
Are you betting on?
I think it's the last thing. It was like, Wazernski or something. I have to see it again. I don't remember, but the James guy was number one and, like, came out of nowhere.
Oh, I'll tell you what. There's. There's one thing that I've noticed about these cahoots, and it's like the top five just completely shake up every single time. There's, like, stability here. It's insane.
Good to see you on here, Kevin.
According to the slides, what percentage of sales are made on the first contact? Is it 1%, 2%, 3%, or 4%?
There we go.
Most people were paying attention. Looks like the results are still pretty solid. Doesn't look like we've. We haven't really had any, like, trick questions that have messed most people up yet, other than the first one, but I think a lot of people just weren't on. So Michael in first place, DM, Chelsea, Rob, and then Dana. See if you guys can hold your position in the top five. What are the four parts to a sale? Qualify, find, need, build trust, and closing. Qualify. Rapport. Building, build trust, and closing. Qualify, find, need, underwriting, and closing or qualify, find, need, build trust and objections.
I saw a comment about if we're in the chat, we can't win. There's no way for us to track that. So that's why we do it through Kahoot. There's no way for us to keep up with that.
Yeah, yeah, you have to answer through the quiz, otherwise it won't count. So, yeah, it's like trick question there.
You're also graded off of speed to answer it too. So.
Yeah, there's no way to do that.
No way to do it.
All right, so the top five are holding pretty steady here. Congrats to Giancarlo, who climbed up 10 places. That's fantastic. All right.
Nine out of 17. What? Three components make up someone's why? Is it who, what, and when? Is it who, where, and how? Is it when, where, and what? Or is it who, what, and how?
If you guys Are delayed. Just skip to the point in the live. Or you guys are up to speed, you just click live on YouTube. It'll take you to the live part that we're doing.
All right, 15 people got that one right. It was who, what, and how. Let's see if the leaderboard shook up at all. Michael is still holding the top spot, followed by DM, who's only 82 points behind. Then Chelsea, Rob, and Dana. All right, what are the three ways to build trust? We're only a little over halfway there. Educate them for method and ask about grandkids. Educate them, show you care and be vulnerable. Give them money, the fort method and asking about grandkids. Or educate them, show you care and then replace their policy. Which one is correct?
Two.
One.
There we go. I was hoping that not too many people got messed up on this one.
This.
This one was kind of easy, if I would say so myself. So Michael has a nine correct answer streak, which is fantastic. The leaderboard has shaken up a little bit, but not a crazy amount. True or false? You should approach the conversation trying to make friends with your prospect. True or false?
Five people got that wrong.
All right.
Let'S go to the next one. Michael is still in the lead.
Rob made a comeback with three in a row. But the top five have shaken up quite a bit. All right, this next one is a slider. So you basically slide to the correct percentage here. So in closing, what percentage are we fighting for? That's not a lay down and is not unclosable. So what is the percentage that we are fighting for if you guys slide on your phone to pick the correct answer? You guys have 13 seconds left.
All right, we have 31 answers. Is it 50%, 60%, 70%. 30%.
Is 80%.
All right, nine people got it correct. Let's see if this shook up our top five. It has not yet. Adam Jealousich is now in fourth place and Michael and DM are holding the top spots. We're now 13 of 17. Don't worry, guys. The last question is a double question, so it would account for double the amount of points. So what are the three layers of the blame onion? Other people, family and life. Circumstances. Spouse and self. Other people, family and God. Or circumstances, other and self.
All right, looks like majority of people got this one right as well. Oh, here it is, Julian. This is where things start to get interesting, dude. The top spot has now been taken. DM just went to the top spot.
Hopefully we can find out who that is. If they win, then we got Michael Chelsea, Adam and Pat B. The truce and at gma.
All right, next one is when it comes to retention, what is the percentage that we are fighting for.
From 10 to 60%? What percentage are we fighting for when it comes to retention? This is people outside of ones that are always going to charge back. People outside of ones that are going to keep it no matter what you do.
Right?
Is it 60%, 30%.
It's 30%.
Congratulations to the eight people that got that right. Julian, it sounds like there's like a swing set in the background. Is that you or is that me?
It was me.
Okay.
Gotcha. Gotcha. I didn't know we had a swing set in our office. That must be a new addition. Since I left, DM has 11 answers correct in a row. That is fantastic. But if you guys are not in first place, do not worry. There's still plenty of time time left. We have a few questions. We have three questions but one of them is going to be a double points question. So you guys will have a chance to get back in the lead here. So what are the four ways to solidify a life insurance? Sales relationship, Competitive pricing communication and building trust relationship Perceived value communication and building a moat Relationship Perceived value, Withholding information and building a moat or over promising benefits Perceived value communication and building. Nope.
Here we go. Most people got it right.
The top spot is still held solid. This next one is a trick question but is worth double points. So let's see who has been paying the most attention in the presence group. Here we're giving away a free trip to Mexico based off of people posting AP in the group. So how much AP has the Facebook group written? We just posted an update two days ago. So who has been paying attention from 0 to 2 million. Where are we at? You guys don't have to get it exactly, but the closer that you are, the more points you would get and this is worth double the amount of points.
Let's see.
Got some answers there.
And keep in mind ladies and gents, if you are posting your sales every time you post your stuff sales in the group you get entered for a chance to win a all inclusive trip to a resort in Mexico.
So nobody got it exactly right. But we did have some people close. Let's see. Do you think this, do you think this switched up the top five here? What do you think, Julian?
Let's find out.
Let's see.
We still have DM in the top spot here. Here. All right, let's see. We have one final question. What is one YouTube video you guys Would like to see us make that would help you get closer to your goal. So basically what you guys do is you type your idea for what you would like to see from us. Maybe it's a video about Facebook ads. The more specific you are, the better. And then we're going to vote on which idea was the best. And whoever's idea gets the most votes is going to get some points towards their cahoot score. So just type in an idea, you guys get up to two ideas and whoever idea gets the most votes will obviously win.
So we got seven answers here. I'm gonna give you guys a few minutes or 143 seconds to go in so, you know, come up with your best idea. Really think about it because will probably end up making whatever video you guys give us the idea for. If it is solid and doable. If it's like sell insurance while skydiving, we might not, might not film that one. Maybe we will, I don't know. But the more relevant and the more reasonable it is, the better. But we love to produce the videos that you guys ask for. So if you ask, more than likely you guys will receive.
All right, so everyone already gave their two ideas. Let's see what we got.
Actually, never mind.
This is.
More ideas are coming in while you're.
While we're waiting for the ideas to come in, Tammy G says, do you supply leads? You said when you post in your ap, in the Facebook or our own sales. No, Tammy, we are. We don't give away free leads every day.
We do give them away on these lives and stuff and we are giving away the trip. But that is on your own sales. And if you tell us the rules are all posted in the group, but if you tell us like what your lead source was and how much AP it was and everything you do get entered. Every time you post a sale, you get an. You get an entry to win the trip to the all inclusive resort and import to Vallarta, Mexico. It's super tight and we're going to come down there and visit whoever goes and make a video. Kind of ask you how you're such a superstar and, you know, enjoy Mexico a little bit, but we won't hang around too long.
100. All right, so we got 40 more seconds to come up with the ideas. I'm seeing a lot of shapes here. I'm excited to see what you guys came up with. About 35 more seconds. Three, two, one.
All right, got 25 more seconds. And again, whoever's idea gets the most votes is going to win some extra points.
After that. Have you eaten lunch yet, Tim?
Yeah, dude, it's like 6:40 here, my man.
Dude, I haven't even eaten lunch yet, bro. Jeez, I'm like mentally brain dead.
That's brutal, dude.
It's very brutal.
All right, let's see.
Sorting the ideas.
The Facebook group name is insurance agent freedom.
And you'll see it says hosted by advanced agent marketing.
More Facebook ad videos. Facebook ads and objections Objection handlings Facebook ads hooks. We got a lot of them. Smoke screens, cross selling retention IUL how to make all prospects want you because they see the difference. Best way to get referrals. Awesome. So we're going to go ahead and start the voting. You guys can swipe. Basically how it works is you guys will swipe through all the questions. You can vote as many times as you want. So if you like an idea, leave, leave a vote. If you don't like an idea, skip to the next one and you don't have to leave a vote. But you guys are going to have 100 seconds to go through and vote on all the ideas. If you see two ideas that are the same and you like them, you know if the exact same idea and you and you like them both, feel free to vote on them multiple times because you get unlimited votes.
All right, got 75 more seconds on here.
And if you guys have already voted, feel free to drop any, like, questions you guys have for us in the chat as we're waiting for the rest of these votes to come in. We got about 60 more seconds. We get some questions, we'll try to answer them in that time frame.
Yeah, and just so there's no dead space like we covered today in the presentation.
Yeah, exactly.
For those of you who wonder why I keep yawning, I got woken up by my dog last night six times throughout the evening from like 2am to like 5 something. Am constantly waking me up and she's taking a nap all afternoon while I'm working. So go figure. But it's like having a kid with spots on it. If you guys are wondering what I mean by the spots, I'm talking about a dalmatian. But.
Yeah, that's. That's the life of Julian. Yeah.
See, that's filled. That only filled like 40 seconds. So now all we got to do is talk about something else. No questions in the chat.
So no, we got 10 more seconds. We can just talk about the, the time counting down. Just narrate our actions.
Yeah.
Yeah.
Players, it's time to vote. We have 172 votes. There's only three, two, one.
That's more votes than people that voted in the last U.S. election.
Right.
What is one YouTube video you would like to see us make which would help you get closer to your goal? The most votes win. We have CRM Automations with nine votes. The best way to set up and roll out automatic Automations.
What to text to clients. With nine votes. These are all tied. And the best way to make a video ad. Awesome. Fantastic, guys. Well, we're going to save all of these ideas and sort through them and probably put out a ton of YouTube videos in the next couple of weeks here.
So not any further ado. Let's see who has won. In third place we have Michael Sabatini. In second place we have Chelsea Brazel. And in first place, drum roll please, we have dm. So because you just put your initials, I'm gonna need a screenshot of you in first place like on your screen. So just send me a screenshot of it saying that you won DM it to me on Facebook, no pun intended. And I will be sure to figure out the best way to get you your lead. So send us a DM with a screenshot of it. I see Dustin says that it's him. I'm going to take your word for it. But I do also need to see the screenshot because I'm probably going to get multiple DMS from multiple dms and yeah, just to make sure I give the leads to the right person. Awesome. So thank you guys so much for participating. I know Julian's gonna close us out with a few words and a little bit more about the opportunity that we are going to be giving to a couple of agents here. So I'll let Julian take over, I'm gonna stop sharing my screen and I'll let you close us out.
Ladies and gents, I am not going to keep this too long because I do have to go eat lunch. And I know y', all, I know yalls time is valuable, but I know we mentioned earlier we are only taking two agents. There were a bunch of people commenting down below that they had booked a call call with us. We're gonna put out, you know, a few texts and emails to let you guys know, keep you posted in the loop. But basically the premise is that we are going to work. We've never done this before. We're going to work with you one on one for six months and build you a profitable marketing system.
Based off of, you know, where you're at or you don't pay. So, you know, again, if, if it doesn't, you know, we're not incentivized to sell you anything. We're not incentivized to pitch you. It's just, hey, this makes sense. Let's move forward. Or, you know, no, no big deal. Just doesn't make sense. Come back in a month or two. But remember, it is, it is just, it's great to get on the call and kind of lay out a game plan because basically the way that we like to do our calls is, you know, we talk about kind of the problems in your business. We'll go over how you can solve them. And if you decide to move forward and you think it's a great, a great opportunity for you, awesome. If not, that's great, too. It doesn't really matter to us, but there are only two spots left because we are offering a massive discount until Friday at, at midnight Pacific Standard time. So just be sure that if you do want to check it out and learn more, you can hop on the call. And again, remember, if it isn't profitable, you don't pay. So, you know, we'll see you there. But I'm going to go ahead and jump off here. If you guys have any further questions, please reach out to us in the Facebook group. It's insurance agent Freedom. If you're not already in it, we'll be happy to answer any questions and we'll see you in the next one. Peace.
