How To Make 6-Figures Selling Life Insurance (LIVE Q&A - Ep. 9)

All right, ladies and gentlemen, in this training, we're going to be breaking down the numbers behind generating your own leads. And I want to show you guys some cool stuff because, you know, ultimately we call this training how to make six figures selling life insurance. And I want to actually break down what those numbers look like. So this training is going to be a little bit of a blend of, like, reverse engineering how you can make like six figures selling insurance. And then we're also going to talk a little bit about some lead generation stuff as well. I see Lashawn is on here. Welcome, welcome. Shout out to you for showing up for yourself and investing in your own knowledge in the business. Julian, how you doing, my man?

I've literally never been better.

This is the best day never, man. Can't complain and everything's going great. So cool, guys, I'm gonna share my screen and I basically want to walk you guys through. This is something that we do with all of our clients to kind of like figure out what they need to do in order to hit their income goals. Right. So I see we got a couple people on here. Somebody drop in. What is your income goal? Like, what do you want to make selling insurance? When I say income goal, I don't mean ap. I. I don't mean, you know, how much do you want to sell a month? I mean, like net net after chargebacks, expenses, everything. What do you want to make? Because ultimately that's what actually matters. Somebody drop in your income goal. And then we're going to kind of reverse engineer this. I'm going to break it down as far as the actual numbers in order to hit your goals.

Do you have a blank screen or is Kelly Shooker just having tech issues?

I would definitely call her service provider because I. It's not a black screen for me.

All right, I see net tax income of a million dollars. So I love that. That's awesome. However, I will say this. As a personal producer selling life insurance over the phone, netting a million dollars is going to be pretty tough. What I usually see is like, this opportunity usually caps out around the like 350 to 500k mark. If you're gonna get to a million, you're probably going to be building a team. So what I'm going to show here is specific for personal production. So if we could get like a personal production number somewhere between the range of like 100k to like, you know, 250. Here we go. We got 250. Cool. So this is a sheet that we created for our clients and Basically, what you do here is we're going to put in your income goal, which you said was 250k. Right? Let me zoom in a little here. So commission rate, right? This is basically just what are you getting paid from the policies you sell, right? So let's say your commission rate is about 100%, your retention rate, which means what percentage of policies stay on the books and don't charge back? Let's say this is 75%. We'll just be conservative. Would you agree with that number, Julian?

Yeah, for sure.

Cool. So we'll put 75 there. Now, this is something that a lot of people get confused on or they're, like, surprised by this number is the average policy size of about 1200 bucks. So what we see with Facebook ads and when you're generating your own leads and, like, doing everything online, your average policy size tends to be a bit higher. Right? Julian, what was your. Your average policy size was like 1300 or something, right?

It was 1488 after we booted Bama.

Okay. Yeah. So, like, whenever someone tells me, like, their average policy size is like 50 bucks a month, it's like $600. There's something wrong, like, every single time. So who here? Like, you guys are watching this because this is, like a very important stat. If your average policy size is way low, like, that's going to affect everything else, and you're just doing the same work to make less money. So, like, who here? Like, actually not even that. Just drop your average policy size in the chat. I want to see what you guys are getting here on the call, and then I can also kind of walk through some of the strategies that we use to help people boost this.

So, yeah, average policy size is a major point of leverage because if you're making $600 per policy you sell, and I'm making $1,200 per policy I sell, I can do the exact same amount of work as you, and I'm going to make double the money. It's like just simple math, Right? So while you guys are dropping the average policy size in there, the next number I'm going to move over to is called dials for Sale. So this is. Oh, yes. Total annual premium. Correct. 70 to 80 bucks a month.

Yeah.

So that's a good spot. Right? Like, if you're at about. That's like 900 to a thousand. So a thousand plus and you're in a good spot. I'm going to use 1200 as the example here. Right now. Dials per sale. This is how many Phone calls does it take you to get somebody to buy? Right. If I make X amount of dials, I make one sale. That's what dials per sale is. It's like, it's very easy to calculate this number because you just take how many dials did you make and you divided by how many sales you made. So if you're using like a power dialer, what I found is if you're under like 200 dials per sale, that means that you can easily average one sale or one and a half sales per day. Right. That's kind of how the numbers break out. So, you know, some of our clients, they'll have like 100 dials per sale, which means literally they get 100 dials off and they're selling a policy every single 100 dials. A lot of people that I talk to that are like, doing things the wrong way, their dials per sale will be like, what's the highest that you've ever seen, Julian?

Over 2,000.

Over 2,000 dials per sale. Meaning.

And that was a decent rep too, just to be totally clear. But they just like, yeah, it was just a nightmare.

Yeah. This is usually going to be like a good indicator of how good you are at converting people is your dials per cell. The lower this is, the better your.

System also contributes to this. I did want to add that because, like, for example, true, Tim and I were working on things and it was taking me. I think my average dial per sale for a while was close to a thousand.

But.

The problem, it might have been a little bit over for a while, but the problem was, is I was marked as spam likely. So I would have to make. I don't know if you remember this, Tim, but I was making like 550 phone calls per day. Plus oftentimes, like there was days I made 700 and some phone calls. And it wasn't that, like, I was just like killing myself making phone calls. I was. But also, like, when nobody picks up, it's easier to make more phone calls. And so I was just spamming phone calls, like all day long and like, nothing would happen. I was so proud of my phone call numbers. I was like, no one will out call me, but I just was sucking more than other people because I had. I hadn't invested into the system yet. And ultimately I hadn't learned how to get around that obstacle. And so Those are the two indicators.

Yeah, 100%. Does anybody here like, actually track your dials for sale? Like, do you guys track these numbers? Do you know these numbers. It's okay if you don't because ultimately, like, if you don't know, it's not really your fault. But now that you do know, it's your responsibility to do it so that you can get where you need to get. But who here is currently tracking their dials? For sale. I'm just curious.

Yeah. Does anybody know their dps?

Yeah, it's like your. It's like the, the miles per gallon on a car, but for an insurance agent, basically. It's usually the way that I explain it.

That's a. That's a great explanation. I'm going to use that.

Yeah. Thank you.

See, it looks like a couple people know their dials, per se. Okay. Yes. Wow. Awesome. So Jill is actually tracking this number. Lashawn. Dang. We got a freaking good group on here today. Julian. Usually this is like. No, I don't even know what that means. I don't even, you know, make dials. Whatever. Right.

You got. You guys must be following Advanced Agent marketing. You.

Yeah. 100. 100. Yeah. Corey. Yeah. 100,000% went from like 650 to 200 in two weeks. Yeah. It's crazy. So this next number is called ppl, right? So what this is, is PPL means premium per lead.

Right.

So basically, like premium per lead is like, how much AP did you write divided by how many leads did you take? So this is kind of another, like, way of measuring your efficiency, but it's going to be a better, like, way to determine how much you're profiting. So the higher that this number is, the more money you're making, right? Obviously. Because if I'm writing in premium a hundred dollars per lead that I get, and I'm paying $10 a lead for easy round math, then I'm basically 10xing my money. Right. Obviously we got to take out chargebacks and, you know, whatever, but roughly, I'm 10xing my money, which is a really, really, really good spot to be at. Who here tracks ppl currently or has like some number that's similar to this.

Sort of a comment in the. In the comments that says ppl.

Yeah. I wouldn't be surprised if somebody actually has this just based off of the initial response of people actually knowing their dials and dials for sale.

Is this calculator out there, like on the web, like, do you have this available to people or not?

Yep. You guys can feel free to like, plug in your own goals and stuff. Yeah.

Cool.

So you got a similar number. Amazing. The next one is Obviously your cost per lead, right? So you know, most people, if you're buying leads from a vendor, you're gonna pay like lowest for a fresh exclusive lead is gonna be like 17 to 20 bucks a lot of times more. What's the highest or like not even highest. Let's just get something like average from who you're talking to on a day to day basis. Julian, what are people usually like spending for leads?

Man, there's some agencies where like they got mailers and stuff that go all the way out between like freaking 60 to $80. Oh my God. Digital leads. I'd say I usually see people paying between 20 and like 30 something.

But oftentimes they are like resold.

You said they're a couple weeks old.

No, they're oftentimes they're resold, so.

Oh, yeah. So there's like an exclusivity window or.

Yeah, yeah, it's like there's a ton of like fine print of like, yeah, it's yours, but it's yours for like, you know, three days. You know what I mean? Yeah, exactly.

Exactly. For those of you guys on here, drop in the comments. What you guys are currently paying per lead. Just so we kind of have an idea, but I'm going to show you guys an example of like why cutting your lead cost is such a huge leverage in addition to some of these other numbers I talked about. But this is like a major one, right? So on average, our clients, on average, our clients that we run their ads for, they pay an average of $8 and $0.06 per lead, right? So this is the average across, like I think this is 45 clients. Average cost is $8 and 6 cents.

And these are for fresh, exclusive Facebook leads that come in. And then also there's a percentage of them that will pre book appointments on your calendar.

Let's comments real quick. I see Vondo says $0 per lead, only referrals. And Lashawn says generating my own for $0. Are you also getting referrals?

Lashawn?

I just had an interview and I was told fresh leads are $20. Jill. Not.

Not the Latano Napolitano, like the ice cream or Neo.

That's the Neapolitan bunch of gringos out here, man. Anyways, let's dive back in.

Awesome. Cool. So who here wants to see the numbers of what it would actually look like for somebody to profit? 250k?

Cool, I'm going to show you. Anyway, so basically, if we look at these numbers, if somebody's gonna profit, right? This is netting 250k after chargebacks, leads, everything. This is what it breaks out to. You would need about 23 leads per day. You would need to be spending about a hundred and ninety dollars per day on leads or thirteen hundred a week.

And then basically you would need to write about a policy and a half a day.

Shooting for about 35k per month on in AP. Right? So 35k per month, about 8k per week. And you would want to make about 284 dials per day.

So basically, I'll show you guys a different example, right? Like, let's say, for example, Jill mentioned paying 20 a lead. Watch what happens to these numbers. Now all of a sudden, for us to make 250k, you're gonna have to write 60k a month, every single month, and make 477 dials per day, which is just absolutely insane. Right? So what you're really looking at here is the. A huge lever on getting these numbers manageable and achievable is literally just cutting your recall. Well, Tim, you said something about like $30 a lead too.

Yeah, I was gonna say, you go.

There, it gets even crazier.

One of the biggest levers that I've seen, and this is why most agents actually fail or the reason why they don't really see a ton of success. Go over really quickly, please, Tim, to the left side and put in.

Just put in 20, 22, $20 a lead. Let's, let's use our friend Jill as an example. So let's say that it takes her $200 per sale, and let's say she wants to make. What's like, what's going on, Brett, what's up? Let's say that she also has an average policy size of where most people are at in the business, which is closer to about $62 a month, meaning like 6, 720ish AP.

Okay.

So now the reason why this business is so difficult is because most people are getting at least a 25 chargeback rate. They're writing about 60 bucks a month. They're paying about 20 bucks a lead. And so if you scroll over, look how hard it is to write 250 to make 250.

Now, it's impossible, basically.

It's pretty much impossible. And so with most people in the business, they would have to make almost $800 per day. And they'd have to do like crazy, crazy work and get that, you know, tens of over 10,000 leads, almost 15,000 leads, and they'd have to spend 285k on leads. Now the reason why we switched over to the self gen model and everything. If you go back over, if nothing changes, just go back to our $8 leads. Tim.

When I saw this, this is when everything changed for me because I remember Tim brought this up. Go right back over if nothing changes. If you sell the same and nothing changes, your dials are cut over in half. And instead of spending two hundred and some thousand dollars on leads, now you, you know, you're only spending 67k to make the same money.

And not quite in half, but pretty damn close.

Yeah, pretty close. And then let's say, let's say Jill says I only want to make 100k.

Right. Let's do one. I think that's a better assessment too because 250 is pretty ambitious for most. For.

Yeah, exactly.

Most people just starting out or, you know, whatever, because they want to have a life.

So let's go back, we'll do the $20 a lead. Like this is what most people are doing in the industry. 720 average policy size. And I mean usually this is going to be higher and this is going to be lower, but we'll leave this where it's at, you know, just assuming these numbers.

And you can plug in your own numbers as well here.

Yeah. So to make 100k a year, you're making over 300 dials per day, writing 23k a month, and you're going to be spending like 8 grand a month on leads.

And you needed to hit about 15 leads per day. And to be honest with you.

This isn't a bad situation at all. Like you're still going to be successful. It's just that you have to do more to be successful. And where most people are really going wrong is like a lot of cats don't even start out with 100 comps or their dials per sale are higher. And so they're aiming for. And this is how I, I mean, I'm speaking from experience. My upline when I first started was just like, dude, you're on pace to make six figures this year. There was no data. He told me I was going to make like.

A buck 80. And there was no, no, there was no, no information to support that. There was zero information to support that. And I just believed it and kept going and was getting squeezed for overrides in a business model that wasn't favorable to me, the agent.

Yeah.

So I think it's important too.

Let's. Let's adjust the numbers and just look at the difference. Like let's say you start generating leads that are lower cost, and let's just say you get to a thousand in terms of your average policy size. Because you start like, if you guys are just on face to face, depending on what states you're in, like, you could be in a state where the average policy size is, like, closer to the 600 mark. And if you're not selling over the phone, the only people you're going to be exposed to are the people in that state. So your average policy size is going to be lower. Let's say you switch to over the phone. If you're doing face to face, your average policy size goes up to just a thousand and your lead cost goes to eight bucks. Look at how much easier this becomes.

Now all we're having to do is write 14 to 15k a month. We're making 136,000 a day, and we're spending about 1400amonth on leads instead of.

8 grand a month.

Yeah, that's two tweaks. Two tweaks.

I think this is huge, especially for. For people starting out. If I had seen this starting out, like, for example, Jill. If I was Jill, I mean, I hope you're sitting down, Jill. I mean that for me, I would have had like an, you know, a seizure if I'd seen this when I first started. So I hope you're seated and soaking this all in. Because you can. You can use this calculator. We have this available for you guys. You can use this calculator for yourself and you can use it. Like, for example, Travis says, what if the comp rate was 85? Like, dude, you can throw this in here and do it however you need to. And you can also plug in your own retention rate. And for most people, they're dials per sale if they're not getting proper sales training. Training and help could be significantly higher. Yeah, ppl might be off.

So, like, I mean, dude, for most people, this is probably like 400 or 450. Maybe even 500. Yeah, sometimes even higher. Like, I'll see people that go weeks and weeks with no sales and, like, they just don't have the proper sales training. Nobody's listening to their calls. There's no script. Nothing. No script. I mean, this number can get in. Like, I've seen this number in the thousands like you were mentioning. It's entirely possible.

It can get pretty dark.

Yeah, no doubt.

But I love going over this with you guys. Like, Lashawn says, thank you for walking us through this. Yeah, of course, dude. This is what we wish we had, you know, I mean, like, I was told that, you know, if you just sold an annuity a week and two Medicares a day and two life insurance policies a day, that you'd be making crazy money. And I was like, man, only one annuity a week.

Wow.

Let me just do that, literally. And it didn't happen that way, as we can see. But I'm glad it didn't, because now we get to share this with you guys, the reality of what's necessary to.

Be successful to make.

100.

Yeah, 100. 100. So for those of you guys that are jumping on here.

What questions do you guys have about, like, how to actually generate leads and start implementing something like this for yourself? Because, like, right now, if you're. If you're watching this and you're, you know, maybe you're just getting started or you've been selling for a while and you're paying like 20 a lead, or maybe you don't even have a lead source and you're just getting referrals because you don't trust any of the lead vendors that are out there. This is the best way to get leads coming in at a low cost that, one, you know, aren't going to be resold, and two, you control the quality. So you see literally exactly what the leads are seeing.

But what questions do you guys have about, like, how this process works, maybe the numbers behind it, or how you could actually get this set up for yourself?

I watched your Facebook course and start with fe.

Awesome. Awesome. Yeah. If you guys haven't already gone through, like, the. The free course that we have, it's like this, but on steroids and much, much more in depth. So I would highly recommend anyone that hasn't gone through that to go through it. I can drop the link in this video if you guys want.

I see Jill says, what policies are you selling?

I'm not sure exactly how to answer that, so I'll just answer it the best way I know how. We sell mainly final expense, but sometimes, you know, like, I had a guy, one of our clients, like a couple days ago, there's a YouTube video that's going to come out about him. He wrote four, eight hundred dollars in one day, and it was two IULs on a final expense lead. So sometimes you're going to be writing different policies depending on what the client needs, but majority of the time, we usually sell final expense, but depending on what the client needs, you might have to write something different. Right. In terms of, like, the companies that we sell. There's, like, seven carriers that we really recommend that cover most health questions, bill on time, and have really, really solid customer service for the clients.

Yeah. And we also do some mortgage protection stuff for agents who need help with that. I saw a question about mortgage protection.

Yep.

I'm not sure, like, what the question is. What does mortgage protection entail, please? Mortgage protection is helping people pay off their mortgage with a policy if they die. So, I mean, Right. I. I know that might be, like, the worst answer that I could have given you, but I'm not sure I understand the question. So if I missed it or whatever, like, let me know. But that's what mortgage protection is. Hopefully that helps. Term insurance. Oh, yeah. Cool. All right.

Yeah, usually mortgage protection is term, but sometimes people will sell, like, a whole life policy. They call it equity protection. Those are going to be to, like, anyone that can't qualify for term or it doesn't really make sense for them. You can also sell, like, whole life. Mortgage protection is just, like, a concept. It's not an actual policy type. Usually.

Yeah, usually it's done mostly for younger people with universal life plans, term plans.

But, like, Tim was talking about, if they're older, you can do an equity protection plan with whole life insurance. So.

I know we have a few minutes left here, guys, before we wrap up for the day. We've obviously covered a ton. I know Jill is probably gonna. Gonna order in some food tonight and rethink everything after this breakdown.

I'm just kidding.

But.

I guess, like, just, you know, really want to see if you guys have any questions in particular or what questions you do have about any of this stuff. We drop the free course below. Go through it, use it. We want to see more agents winning.

Yeah, 100%. Jill sends a smiley face, so I think that that means she's definitely ordering in tonight. Yeah, for sure.

Get the cookies and cream ice cream from whatever that brand's called. It's really good.

Don't do halo top.

No, not halo top.

It's.

It's the other one. It's got, like, the layers on it with, like. It's got, like, a chocolate layer in between and like.

Oh, talenti.

Oh, my gosh. Yeah. Talenti.

Did I tell you I swore off sweets for a year?

When did that happen?

We were on the car. In the car on the way back from the beach the other day, and one of our buddies, Tanner, did, like, no sweets for a year. So I was texting him back and forth. I was like, screw it. I'm Gonna do it. So September 14th until September 14th, 2025. No. No sweets. Nice.

Was this when we were in the car or another? Yeah.

Okay.

Did you go?

I'm pretty.

Yeah.

No, no.

Any questions? Any questions about Tim Sweets addictions? Anything at all or lack thereof? Yeah.

Any questions? I don't think we have any questions.

Going to actually go through and like implement this into their business. Like, who's going to start getting into the lead generation stuff as opposed to just buying leads.

Yeah, I'm curious to see about this one, because most people are running this like a job when they need to start running it like a business. And that was the. The biggest shift I had mentally getting into this. Going into after we're going independent from a captive agency was like, this is not a job. This is a business.

Brett says, me, awesome, man. Awesome. Sean says, me, Sean.

Awesome. So I know we dropped the free course if you guys want our help to kind of show you guys how to set this up and basically. Actually we don't even show you. We just do it all for you. Our whole team literally will just run the ads for you, set the whole campaign up so that all you have to do is just focus on sales. So if you guys would be like, interested in that, I can also drop a link below as well. So just let me know. Can drop the link. You guys can book a time with our team to pretty much walk you through the whole process. Like A to Z.

Nelly says. What do you guys think about Google Ads? Google Ads are, are cool, but they're not as easy to scale as Facebook ads.

And they're just a little more complex. Facebook tends to be better from what I've seen. Cool. Jill, I can drop that link for you and anyone else that wants this link. If you're watching the replay, it's going to be in the comments or not in the comments in the description below this video. So you guys can check that out as well.

Send it to you now. Cool.

That is dropped in the comments down below. And then if you're watching the replay again, it's going to be in the. In the description of the video.

Any possibility of you opening back up your agency? We do work with some agents on a pretty exclusive level. You have to have gone through our program though, just to make sure that like you actually have a. A feasible platform to run your business on.

But.

Great question, Mr. David. Would you practice on age leads or should all dials be on high ROI leads? I mean, Grant, that's a.

That's a really good Question, actually, yeah.

That'S a really good question. I think it depends on partially your skill set and your capital. One of the biggest things that I recommend to people is like, if you've got a couple grand to invest in your business, like if you can get access to capital funding or if you just have cash, if like I usually suggest like maybe 3k or more to be able to like really like, you know, make sales, invest in your business, then a system like ours where you're able to generate new exclusive leads and be able to like call like the high ROI leads you're talking about, I think that's the best way to go about it. If you're sub 3k and you have no sales experience and like, you know, you can't get access to capital, whether it's credit or any additional like third party funding, whatever, at that point that I say, hey, like by all means, definitely hit age leads, cut your teeth on them, and once you've made some sales, then go out and invest in a system like ours to start growing your business and put it on hyperdrive. Because if you always do age leads, it's like, oh God, yeah.

Just to add on to that too. I mean, like, maybe this is a little contrarian, but in my opinion, like, if you don't have enough money to start either buying leads or like generating your own and doing that, I don't even think that you should be in this business, particularly as a broker, because like, when you become a broker, you are a business owner and I don't recommend trying to start a business with no money. So if you don't have any capital, I mean, you can get your license and then if you sell a couple policies to friends and family people, you know, whatever, use that money to reinvest. But like the amount of times that I'll see people get into the insurance industry and like they don't even have like, you know, a thousand dollars to their name and they're like, how do I make this work? I don't have any money to buy leads. That's a really tough spot to be in. So I'm not saying that this is necessarily your situation, but if it is, and just in general, I don't recommend trying to go the broker route. If you don't have like any cash, tough to make work because there are expenses that come along with being a business owner.

Yeah, and this is the lowest, like, this is the lowest barrier to entry. You can get into business, like to get into real estate. I mean, you have to have like tens of thousands of dollars plus. And that's if you're lucky, right? Like, for some. Some projects, you gotta have millions of dollars for this. It's like you gotta have a couple, you know, a few grand and you can go out and start a business. You can, you know, go get a credit card and make that happen. But, like, it really just comes down to, like, your situation, so. Great question. That's a good one for the replay.

Thanks for showing out, guys. We're going to wrap it up here. You guys have a good one. And if you guys want to talk to us more about, you know, how we can help you guys get to a crazy position in your business, fill out the link, go out there, book a call, and we'll see if we can help. See you in the next one. Peace.

See y'.

All.