How To Start Selling Insurance With $0 In 2024 (FREE Course)

Alright ladies and gentlemen, in this video I'm going to be showing you how you can start selling life insurance with $0. Right? So you probably clicked on this video, you don't really have much money to invest into leads or maybe you just don't want to dump a bunch of money into leads or you know, marketing or all that kind of stuff and you just want to sell insurance. So this video is going to be showing you guys a few different strategies and explain how you can begin and start selling life insurance without any investment, without any money. So let's go ahead and dive right into it. So the first thing I want to touch on is like kind of breaking down what selling life insurance actually is. Because I think a lot of people get into this industry and they just see this as like a way to make money, but they don't actually realize what they're doing and why they're getting paid. Right. So what is selling life insurance? Well, you have here an insurance company. Right. And quick preface. Right. When you understand what each party involved wants, you can serve each party a little bit better. Right. So what does the insurance company want? Well, they basically they want paying customers. They're gonna pay them money every single month, right? That's how they make their money is people pay their insurance premium, the insurance company goes out and invests it, or they loan the money to banks or loan money to different people. They, they get interest and then when someone passes away, they just pay out a claim. So they basically the insurance company, their goal is to get a bunch of money, stack it up, invest it and then they keep the difference of what they make on the interest of the money they invest. Right? And that's essentially what they want is they want people that are going to pay them every month. That's how insurance companies make money. The clients, well, they want life insurance, they want coverage so that if something happens to them, their family is not sol, you know, starting to go fund me. So your job, like the cool thing about selling life insurance is you don't have to have a product. Like you don't have to, you know, like for example, if you sell something online, if you do like E commerce, you sell soap. Well, when you sell the soap, then you have to go and make the soap and ship it to your customer. Or if you're, you know, doing a service like let's say you're, you know, doing like social media marketing online or selling marketing services or something, you have to sell the product and then you have to fulfill the product. The great thing about insurance is we have no fulfillment on our end, so we don't have to buy inventory, we don't have to spend money on anything else. It is purely a sales position. There's not much fulfillment other than, you know, staying in contact with the client. Which is why being a life insurance agent is basically like being an affiliate marketer. Right? And that's essentially our role is we're glorified affiliate marketers that contract with insurance companies and we are just connecting the insurance companies to the clients. Right. And the reason the insurance companies don't do this themselves is because it's very expensive to go out and acquire clients. That's why they pay agents a commission to go out and sell the clients so they don't have to deal with any of the risk. They only pay when they get a customer. So they're only paying you a commission when you bring them a paying customer that stays for a period of time. So that's what we're actually doing. And now that we understand, like, why are we getting paid, let's kind of dive into why are you selling life insurance? Because at the end of the day, I'll be honest with you guys, this is a tough industry. It is not an easy, it's not an easy thing to do and it can be hard. You're dealing with a lot of rejection. You're calling people.

You'Re getting hung up on, you're getting cussed out. All of these different things that you're dealing with on a day to day basis. You need to really figure out what, why are you doing this? What is your North Star? What is your ultimate goal that's going to allow you to push through all these painful, all these painful times, right? So I want you guys to really think about this before I dive into like the tactics and the strategies we're going to cover. You really, really, really need to get this down. I would write it down. At our agency, we have everyone make a vision board because, like, it's tough. You're going to get your fricking teeth kicked in whether you're buying leads or not. And, and having that ultimate goal that you're reaching towards, that's what's gonna propel you to get past those dark times. So let's kind of dive into the actual tactics of it. So you're starting to sell insurance. The first thing that you need to do is basically pick a product that you're gonna sell, right? So whether this be life, Health or pnc, these are kind of like the main three buckets that most.

Insurance falls into, right? So life insurance, you have like your term, you have final expense, Iuls, annuities, all that stuff falls into the life insurance side. Health insurance is like your aca, your hospital indemnity plans, your cancer plans, dental, Medicare for example, that all falls into health. And then PNC is like your car insurance.

Car insurance, commercial insurance, homeowners insurance, all that kind of stuff, right. There's basically three different routes that you can go, right? And now health insurance, this is going to be something that is going to be pretty bad when it comes to upfront cash. It is a very renewal based business, right. So if you get into health insurance, if that's the path you decide and you choose to go down, you are going to have to like your money is going to be made on the back end. You're not going to make much money on the front end. You're basically. It's kind of like selling a Netflix subscription, right? Like Netflix costs 10, 10 bucks a month. They don't make money when they sell a client, they make money when the client keeps Netflix. Same thing with health insurance. P and C. Pretty similar. To be honest, I'm not as like in the PNC world as familiar, but it's definitely more of a renewal business. You don't make as much money on the front end. It's more about having a book and keeping people to continue to pay their car insurance, homeowners insurance, so on and so forth. Whereas life insurance is a little bit different than these other two. Life insurance is very cash upfront heavy. Right.

The first year commission is going to be the biggest part and then you'll get a small renewal on the back end, right. And if you sell a lot of life insurance, the renewals can stack up and that can be great, but most of your money is made on selling people in the front end. So if you need cash now, if you're looking for like a quick business to pay the bills, life insurance is typically the way to go. But so if you decide to go down the life insurance route, which is what I ultimately have decided to go down, just because it's, it allows you to put money back in your business to keep growing and also pay your bills, which is really important. If you pick life insurance, you have to basically pick which product you're going to sell in life insurance. Final expense, which is more of the senior market term, which is more of like, you know, your young mothers, young fathers, that kind of thing with parents with kids, that kind of market or iul, which is a little bit of a different market, tends to be oftentimes sold to younger people, but it's sold to people of all different age ranges. IUL is kind of like a, it's kind of like a wild card that you throw in there, right. A lot of people have, you know, started jumping on that trend with the whole infinite banking thing. So IUL is an option as well. Now for me personally, I picked Final Expense because it's a very simple product and it's a one call close typically. Right? Meaning that there's not a lot of moving parts, there's not like an investment aspect. It's just very simple, it's very cut and dry and it's very easy to understand. Meaning that you can jump on the phone with somebody and help them make a decision and they buy it immediately on the spot. And you obviously want to keep in contact with that client and make sure that they're happy. But besides that, there's no follow up or anything. So that's why I personally like Final Expense, which is just basically life insurance to cover a burial or a funeral. And it's a very hot market, particularly for seniors. So once you pick your product, you really need to stick with that one product a lot of agents mess up on. And this is a diagram of human focus, right? What a lot of agents do is they jump into the business and they're like, hey, you know, I'm gonna sell this one product. And they get into it and what happens is they don't see immediate success and they're not, you know, a millionaire within three months. And then all of a sudden they have this shiny object and they're like, boom, okay, you know what, I'm gonna go try a different product. So they jump from life insurance Final expense, and now they wanna sell term because, oh, you know, nobody that buys Final expense has any money and chargebacks and whatever. And then they jump from to term and then after term they do that for a while, everyone's getting declined, blah, blah, blah, blah. Nobody answers the phone, okay, I'm going to go and I'm going to do Iuls and then they do Iuls for a little bit and then they jump to Medicare and then they jump, they just keep jumping. So there's money in every single industry and in every single niche in insurance. What you need to do is pick one and stick with it because every time that you switch, you're losing ground. But if you pick one of these products and pick one of these markets and stick with it, you're Going to be able to go so much farther than all these other people that are just like niche hopping, very, very important. And all of them are going to be hard. All of them are going to suck. But all of them have money in them, right? Every, everything sucks. It all is hard, to be honest with you guys. It's all hard. There's no easy way out in this business. So pick one thing, stick with it, double down and go all in, right? So now that you've picked your product, this is where, this is where it gets a little tricky is finding a quality lead source. Because again, as an agent, we're basically, you know, we're glorified affiliate marketers. We're going out, we're finding these insurance companies clients. But how do we find them clients and how do we do it without paying any money? Well, we have to find a quality lead source so that we can then find our paying clients. Now if you want to do this and not spend any money on leads, there's three basic options that you have. And the first one is to just sell to complete strangers, right? This is like going out to the grocery store, asking someone like, hey, do you know where the taco shells are? And then just striking up a conversation about hey, you look like you might have a family, do you have life insurance? That kind of thing, right? I've talked to people that will go to farmers markets and they'll have a T shirt that says ask me about life insurance or ask me about Medicare or whatever it is, right? And this doesn't cost you any money, it just costs you time. And for some people, fantastic. There's a lot of big agencies, big IMO's that push this heavily. For other people, it's not a good fit. I personally could not see myself doing that. But if that's you and you're comfortable with with it, it's free. And every dime that you make is profit. So selling to people at the grocery store, the farmer's market, I've heard of people that will go to TJ Maxx and they'll stay in TJ Maxx for five hours asking someone where they can find the size 7 men's or whatever it is and they just bounce around TJ Maxx talking to different people and trying to strike up a conversation and sell them life insurance. So that's one option. The other option is selling to friends and family. A lot of people look down on this, but it's actually, it's a great way to raise the initial capital when you're getting into the business. Because if you don't have money to spend on leads or you don't have money to like invest into these different things, selling to friends and family is a great way to get that initial cash, right? Great way. And as long as you're not weird about it, I don't think this is a terrible option. I don't think it's a great long term strategy. But if you have to sell life insurance with $0, and this is how you're getting started, sell something to your friends and family. And if you really want to go out of your comfort zone, sell to strangers, right? This is, you know, talking to grandma, talking to mom, talking to your friend, whatever it is. And if you're selling, you know, final expense, you're probably going to be more so talking to grandma and finding grandma's friends and going out, going after that. Whereas if you're selling term, maybe you're talking to some people that you know that just had kids or Iuls different things like that, right? So this is a great way to initially raise money, but it's usually not a long term strategy because you're going to run out of friends and family to sell to. Now the third option to do this with $0 is a free lead model, right? Or free lead or finance lead model. And so basically this is kind of the way it works, right? So you pick an agency that the agency goes out and pays for leads. So the agency's buying leads, they're then giving the leads to the agent, the agent is selling the leads, the insurance company is paying the agent, and then the agent pays the agency a percentage of the commission in exchange for the leads, right? So I made this little graph. This took me way too long. I don't even want to admit how long this took me. But basically the agency again pays for the leads, gives them to the agent, and then the insurance company pays the agent when the agent makes a sale. And instead of buying leads, the agent just pays a percentage of the commission they receive from the insurance company to the agency. So this is a great option for agents that, you know, are tight on capital or just don't want to have the.

Stress of buying leads and potentially losing money on that. So that's essentially a free lead model, right? And of the three, I think this is the best long term strategy to sell life insurance without, you know, spending money and doing all these different things is definitely finding like a free lead model like that. But there are some important things that you need to look out for if you're going to go this route, right? And the thing is this is, with a free lead model or any model, your success as an agent is directly dependent on the marketing ability of the free lead program. And what I mean by that is leads are the lifeblood of your business. When you're an insurance agent, right, if you don't have people to talk to, you're not going to be able to find those paying clients and give them to the insurance company and get your commission in exchange. You have to have people to talk to or your business is dead in the water. And so when you go to a free lead program, you need to make sure that that program or the people running it have a good marketing system and have a good lead generation system. Because if you're at a free lead program and then all of a sudden the leads dry up.

Your sol, right, you're shit out of luck. And an example, like, I actually got my start in the industry at a free lead program, Walmart gift card leads. So they would send out these direct mailers that said like, you know, free Walmart gift card and then in like tiny letters that said state approved life insurance benefits. So people would send them back for the gift card. We'd go out to the house and we had to buy the gift card. So it technically wasn't a free lead program because we were paying about five bucks per lead. But this situation, I had free leads, but they were low quality leads. Another thing I've seen, I've seen a lot of these free lead programs out there where people, people will claim that the people that the leads they're calling have filled something in for car insurance or for like credit repair. So there's a lot of like gimmicky stuff out there. Make sure that if you're going to be giving up a percentage of your comp for leads, that the leads are actually quality and are actually being advertised for life insurance. Because the worst thing you can do is take lower comp and then get crap leads, right? Make sure that the commission split is fair, right? So I've seen a lot of these, you know, programs. I've seen certain programs where it's like you get free leads, but they pay you like $50 per application you write or something crazy.

If you're getting into this business, there's a lot of money to be made in this business and make sure that you have a high upside on what you write. Because the worst thing that you can do is get into this business and find the wrong model. That's not like Compensating you and giving you the upside that you deserve as an agent. So just make sure that you're finding something, that the commission split is actually fair.

I think like 50% for a free lead program is pretty solid. That's what we do for our agents. But just make sure you're not getting pennies on the dollar for, for the business you're selling. And then also look out, are other agents seeing success in that model? Right. That's a huge thing look out for. If you know no one's seeing success with this model, it's probably not a good thing. So those are some things to look out for. The next thing that you need is a sales system, right? So this little squiggly line, this is basically what most agents do when they sell insurance. So you know, someone comes in, they talk to them, they go around and they start talking about random stuff and then suddenly they mentioned life insurance. It's just like a total, it's a total mess. There's no structure to the conversation. They're just freeballing it. Which is the worst thing that you can do when you're getting into sales or when you're getting into selling life insurance. What you have to have in order to see success and in order to see consistent success is consistent, consistent inputs, right? So if you want consistent results, what you do needs to be consistent. And so that's why we have to systemize our sales process, right? You have to have a sales system. And so the best way to do this is by having a script, particularly a good script. So the way that we structure all of our scripts is basically with eight pieces, right? So you have the intro of the call. This is actually one of the most important pieces of the entire structure, right? Because the intro, like whether you're walking up to somebody in the grocery store or you're calling leads, you have to hook them into the conversation. That's the key. You have to hook them. If you look at like, it's the same, like the hook is always the most important part. And that's the intro. I'll give you guys an example. Some of you probably watch TikTok or you see like short form content on YouTube or Facebook, Instagram. The amount of time it takes for you to decide whether or not you're going to watch that video is in the first few seconds, right? If you're still watching the video at this point, this particular video, it's because I hooked you in in the first few seconds. So the intro of your call is the Most important piece, because it determines if you keep them on the phone. So the intro, you don't want to say something like, you know, hey, Jim, this is Tim calling you from life insurance company. And I was calling about a click. They're going to click, hang up on you every single time. Immediately you need to come in with energy and you need to sound familiar. You have to evoke curiosity. So they're like, who on the earth is this person? Do I know this person? Like, what's going on? And once you can keep them on the phone and create that intrigue, you've got them. And then you can go into the rest of the conversation. Right? So, for example, this is the hook that we use. Hey, Jim. Right? They're like, who the hell is this guy? Like, you know, Jim's on the other, other end of the line. Like, who the hell is this guy? Do I know this guy? Like, what is this about? Hey, Jim. Yeah, this is Jim. Jim, it's just Tim. I was calling you about that request that you would send in about the life insurance programs here. How's it going? Immediately, I've got his attention. I've got him hooked in. He's like, who is this guy? He sounds familiar. Oh, it's about that versus if I go in, you know, like dull. And I don't sound excited, don't have enthusiasm. I'm done. Right, so the intro, super critical. The next piece is discovery. So this is basically where you're asking questions to determine what the person's why is, right? This is extremely critical because if you don't understand why they're looking at life insurance or what the problem is, you can't solve it. So you're going to ask questions like, got it. And. And so whenever you filled this form out, what were you concerned about? What was your concern? Were you just looking to leave money behind for family or were you looking to cover, you know, maybe funeral expenses? Right. And I'm going to ask these questions with a curious tone to get them to open up and feed me information. And whenever they give me a piece of information or they give me a pain point, I'm going to dig deeper because I can't sell someone if I don't understand them. And I have to ask questions in order to understand them. So, you know, when Jim says, yeah, you know, I'm just looking to cover a funeral, I want to make sure that my wife doesn't have to pay for a burial. Got it, Got it. So you're looking to, you know, basically cover a Funeral, make sure that your wife isn't having to come out of pocket for that burial. And do you have anything in place currently? Like, if something happened to you, how would your wife come up with the money to pay for the burial? So I'm asking these questions that are basically like they're, they're displaying the gap that Jim has between his current situation and where he needs to, to be. Then once I've asked those questions, I'm now going to repeat the problem back to him and I'm going to label it. Right. So Jim says, yeah, you know, I don't have any insurance currently. I don't want my wife to have to come out of pocket and pay for my burial. It would put her in a tough spot. Got it, Jim, that makes perfect sense. So it sounds to me like you basically you're just looking for enough coverage to cover a burial, maybe leave a little bit extra behind to your wife and basically just make sure that, you know, if something happens to you, she's not put in a tough spot. Having to, you know, start a GoFundMe or, you know, go into debt or something to try to just put you in the ground. Is that about right? Yep. Perfect. So I've labeled his problem now Jim. I understand Jim, and Jim understands that I understand him. Right. So they have to, they have to understand that you are on the same side. You get their problem and you are going to now present a solution to solve it. Right. So once I've labeled his problem now, I need to qualify him. Right. So this is basically just going through the health questions and making sure that this person is going to qualify for the product that I have to sell them. The biggest thing you want to do whenever you are selling insurance is you don't want to tell them that they qualify. It's always a maybe and it's always an if. Right. So I'm always going to kind of.

Be a little vague or unsure about whether or not they're going to get approved because it creates curiosity and so suspense. So I'm going to go through the qualification process. I'm going to find out which company Jim qualifies for. Right now I'm going to present. So let's say I asked all the health questions because, you know, you do actually have to underwrite, you have to get these people approved and I'm going to present the option. So let's say, for example, Jim qualifies for Mutual Omaha. I'm going to have pre planned out bullet points of how I present Mutual of Omaha. And I'm going to run through those. Awesome. So, Jim, based off of what you told me, I think you might qualify for one of the programs here in the area.

The company that I'm looking at for you here is called Mutual of Omaha. Have you ever heard of them? Yeah, I've heard of Mutual Omaha. Great. So you maybe saw them on tv. They used to have that show a while ago called, I think it's Wild Kingdom with Marlon Perkins. And, you know, you've probably seen that on tv, right? Yep, yep. Great. So, yeah, Mutual Omaha, they're one of the biggest. Biggest and insurance companies out here. They've been in business for, you know, over. Over not over a decade, over over a century. And they're great about paying claims. They have amazing customer service, and they actually have some of the lowest rates in the entire country. Right. They're fantastic company all around. But, Jim, the only downside with Mutual Omaha, because they have all of these great benefits, they're actually extremely difficult. Difficult to get approved for, right? Very, very tough to get approved for. They decline most people that apply because they only take people that are extremely healthy. And if anything pops up in your medical records, they could decline you. So again, they're going to give you the most amount of coverage for the lowest price. Based off of that, did you have any questions for me about why we're going to go with Mutual Omaha here? That's the presentation. That's it, right? That's the presentation. I'm basically selling them on why this company is the best for them. If he has question questions, I'll answer the questions and then move on. Now we're going to go into pricing. Got it. So, Jim, Mutual Omaha came back with three different options here for you. The first option they came back with was for 15,000 in coverage. The second was for 10,000 in coverage. The third was for 7,500. So I'm going to go there. Check. Does he have any questions? I'm explaining how the program works. And next I'm going to present prices. So I'm gonna go. Got it. And so, Jim, looks like these prices just came back for us here. The $15,000 option came back at 89.99 per month. Let me know when you got it down. And I'm having Jim write all this down on pen and paper because if he, like, if he doesn't write it down, he's not going to know the prices and he's going to forget everything I tell him. So I go through, present the prices, 15,000 you know, 89, 99, 10,059, 99, whatever it is, 7,534, 87, whatever. They always come back with just random prices, right? They're. They're never like. They're not random, but they're. They're not like 99, 89, whatever. They're all over the place. So I hit them with the prices. So the way this program works, Jim, these prices are never going to go up. They're never going to go down. And as long as you pay that small premium amount each month, Mutual of Omaha is going to pay that full check to your wife in the event that something happens to you. Does that make sense? Yes, that makes sense. So out of these three options that we just went over here for you, which one do you think would make the most sense for you and your wife? He's going to pick one of those three options. I'm always going to give them three choices so that they feel like they have options, but there's not too many options where they feel confused. So I give him those three choices. Let's say he picks up 15,000. This is the close. It's literally this simple. Perfect. Now, in the event that we were able to get you approved for Mutual Omaha Gym, would you want to go ahead and set this up for today?

That's the close. There's nothing else. It's that simple. If he says yes, he wants to set it up for today, I go straight into the application. If he says no, he doesn't want to set it up for today, he'll usually be like, oh, you know, no, I either need to think about it or I need to talk to my wife or whatever. That's an objection. If he says no, I don't get paid. I would have to wait. We're always going to go and try to get them to pay today so that we can get an issue paid on the spot. But if they can't pay today, we're just going to be like, yep, no worries at all. Most of my clients, they either get paid on, like, the first or the third. Which one is it for you? Oh, I get paid on the third. Got it. So what we can do is we'll just set this up for the third. If you are able to get approved. Right. I'm always hinging the approval as a maybe if you were able to get approved, we can set this up for you. The third. Let me go ahead and get plugged in here for you. So I'm always assuming the sale. I'm always Assuming that he's going to apply, and if he gives me an objections, I'm going to overcome them. Now, a few things that you guys need to keep in mind specifically when you're overcoming objections, and this is something I see a lot of people mess up on, even experienced salespeople, is you need to seek to understand before seeking to be understood. So what on earth does this mean? Well.

Seeking to understand means that if Jim gives me an objection, I'm going to try to figure out why he's giving me that objection before I rebut his objection. So an example would be Jim says, yeah, well, you know, this looks good and all, but I'm gonna have to talk it over with my wife. Right? So here's the thing with the wife objection, guys. The wife objection is sometimes actually a real objection. Like sometimes Jim actually does have to go talk to his wife or she's gonna beat him over the head with, you know, a baseball bat or whatever. And sometimes it's just a smokescreen because he doesn't want to make a decision. So my job is to find out which one it is so I can actually solve the problem. What most people do when they get that is they go, yeah, well, the thing is, you know, do you think that your wife would be upset at you if you went ahead and got this, got this plan? Like, I've never, I've never seen anybody that, you know, got mad at their husband because they got life insurance. Like, that's. It's stupid. You have to seek to understand before seeking to be understood. And this is a rule that it's a universal law of the universe. Right. So Jim gives me that objection. What I'm going to do is ask a question to determine what the root objection is so I can solve this problem.

So I'll say, perfect. Yeah, totally understand that, Jim. I totally respect that. You want to talk to your wife what specifically about the program you think she might not like. And Jim's going to tell me either what he doesn't like about the program or what he thinks his wife isn't going to like. So let's say he says, yeah, I mean, I think she just might want me to shop around. I never like to take the first offer that I get. Right. So now Jim's objection is shop around. So I need to tackle that objection. Yeah, I mean, I totally get that. You know, I'm the exact same way. You always gotta, you know, I'm a businessman. Sounds like you are as well. I always like to make sure I'm getting the best offers. That's pretty much what it chalks up to for you. Yeah, that's right. Okay. Well, I mean, I'm not sure if I explained this correctly, but basically what I do is I actually shop with around all of the top companies in your area. Right. So I looked at all of the top insurance companies in your area to compare prices and find you the most amount of coverage for the lowest possible price. Right. Does that make sense? Yeah, that makes sense. Well, you know, out of all of those companies, Mutual of Omaha came back with the most amount of coverage for the lowest price. And this is if you're able to get approved. So I don't know for sure. I have to check and see if you get approved for the this plan first. But if you do get approved, this is going to be the best offer that you could possibly get. Right. So, Jim, I'll save you the time of having to call up a bunch of insurance, boring old insurance people like me. And, you know, I can tell you with 100% confidence this is going to be your best option. So besides, you know, just checking around and making sure you got the best rate, was there anything else that, you know, maybe you were a little confused about or concerned about? Right. So I've just isolated that the issue is he wants to shop around. I overcame that objection without you know, making myself the adversary or, you know, calling out Jim, and I overcame that objection. So I just asked, is there any other reason? Like, was there anything else you were confused about? If he says something else, I'll overcome that objection. If not, oh, perfect. Well, you know, if that was the only concern that you had, all I have to do do is basically just fill out a quick application to see if you get approved for Mutual Omaha, and then we can take this back if you get approved to the wife and make sure that she's on board. Let me get logged in here and then go through the application. So it's literally that simple. Guys, obviously there's different word tracks you need to learn and word tracks you need to master, but.

You can basically, like, shortcut all of that if you just remember this one law, which is seek to understand before seeking to be understood. Always, always, always works. So let's go in. Wait. There is a major, major problem. The problem is, guys, we all have access to the exact same products, right? Me, you, and every single insurance agent out there. We can get contracted with the same carriers. We can sell the exact same things. So how do you differentiate. Differentiate yourself? Like, how do you stand out from the competition. If they can all offer literally the exact same thing as you, this is a major, major issue that you're going to run into, right? And the key is, you know, again, like, if everyone can make me these. Make, like, me the exact same offer and offer me the exact same thing, how do I determine who to buy from? Right? Like, if you go to the. If you go to Target and there's a bunch of different soap options, how do you pick which soap to buy? How do you pick? Like, how do you decide? Well, the thing is. And this is, like, this is one thing that I kept hearing in this business, because this is a question that I pondered on and I've thought about for a while. Everyone is always like, you know, hey, this is a people business. This is a people business. Everyone says, this is a people business, is a relationship business. And I never really knew what that actually meant. And then I found, I think that I cracked a code, and I think that I figured out what they're saying when they say that, right? Because if everyone is selling the exact same thing and everyone has access to the same products, the client is making their purchasing decision based off of you, and if they trust you and if they like you. So let's kind of break down how we can stand out from everyone else and why people will buy from us versus someone else so that we can can use these things and align them in our favor so that we have the best chance of closing more people. So there's a few reasons that people buy from one agent versus another. First off, who's louder, right? Who is louder? An agent that never calls me versus an agent that calls me all the time. Who am I more likely to buy from? It's the person who's louder. It's the person who's making more calls, who's doing more activity and putting in more volume, right? So one of the biggest ways that we can sway this in our favor is just being louder. It's just being louder. It's just making more calls. It's getting in front of more people and showing up more times, right? The other piece is timing. A lot of times, like, these people are not ready to make a decision, but in a few weeks or a few months, they will be, right? So a lot of it is the timing. Like, I could be the best agent in the world. I call up Ms. Jones, but I catch her at the wrong time. You know, maybe she just had her spouse go into the hospital and she's busy and she's just not in A position to talk about this. But she's still going to buy life insurance, right? Or, you know, maybe I talked to Ms. Jones, and for whatever reason, she's just not ready to make a decision. But in two weeks, she's going to be right. Two weeks she's going to be. I could have gotten her all the way to the point where she was ready to buy, but she didn't. And then another agent could call her up, get lucky, and sell her. So a lot of this comes down to timing. It's the timing of when the person is ready to buy. And so the way that you can overcome this is just following up with people. It's just making tons of dials, like being extremely loud, being extremely. Being all over the place, right? And then timing being at the right place at the right time, which is luck. But what is luck like? Success is where preparation meets luck. So we have to be prepared. We have to have our skills down, and we just have to, you know, pull the slots tons and tons and tons of times. So who's louder? And timing is a huge part. And this just comes down to volume of dials and following up with people. The next thing is trust. So these first two are basically just like volume and activity things. The rest of these are more so skill set and like how you carry yourself things, trust, which is showing them that you care, right? This comes down to seeking to understand before seeking to be understood as well. So we're asking them questions and we're actually trying to solve their problem. We're not just trying to sell them a product. We're trying to solve the problem, which is a big piece of trust, which is where, like that discovery phase that I went into earlier, asking those questions to really understand the person on the other end of the line, that is what builds you trust, and that's what builds you that rapport. The other thing is relationship, right? So people will choose to buy from somebody that their friends and family have bought from and had good experiences with. So, for example, you know, if you're a really good agent and you help Ms. Jones, well, if you ask for the referral, she's probably going to refer you to her sister and her brother and her husband and maybe her kids. And then all of a sudden you're getting all these referrals. I'm going to buy from the agent that my friends and family are referring, as opposed to just some rando that calls me up on the phone. So building that relationship, this is where it comes back to that, you know, this is actually a people business. Like that's not bs it's actually a thing and it's in getting those referrals. Because a referral is the hottest lead that you can have. The other thing is education, right? So people buy from people that educate them and simplify concepts for them. And the best way that I can kind of like think about this is if you were to go to like a money manager or a stock broker, the person you're going to buy from is the one that explains and simplifies the concepts to you so that you can understand them, right? You're not going to go from some to you don't want to go work with someone that is just talking, you know, crazy complex industry speak and explains things in a way that you can't understand them. Because how are you going to communicate and do business with this person? So if you can educate your clients and explain these insurance concepts to them on a very basic level that they can grasp, that is going to set you apart from those other agents. So an example of this would be like turb is just like milk, eggs and cheese. It's great while it lasts, but at a certain point you have to throw it out, right? It has an expiration date. Whereas whole life, just like the name says, it lasts for your whole life. One agent could explain that with all these complex crazy insurance terms. And I just explained it to like a first grade reading level. Those are the things that are going to set me apart. And the last thing here is competence, right? Competence. So that's basically showing that you are a competent person, Showing that you're sharp as attack, showing that you're going to be able to do the things that they will need, that their family will need in that time where you have to help them file the death claim. So being competent, being quick, being sharp and following up with them and basically if you promise to of something, actually doing it and following through and being like a man or woman of your word, that's what, what competence comes into. And obviously all of these things combined is what actually is going to set you apart and allow you to succeed and beat out these other agents that are just like not really doing these things, right. And to sum this up, guys, like the key to make my face a little smaller, the key to long term success in this industry is, is basically in building relationships with your clients and creating what I call an infinite referral loop where eventually you're not as reliant on leads and not as reliant on making dials and doing different things because you've built up this network of people.

That will refer you business and buy more insurance from you. And the key is an infinite referral loop. But that's a concept that we'll have to cover in another video. If you guys want to see that video, comment down below. Infinite referral loop. And I'll make another training that explains that whole concept and how to actually do that. All right, so, ladies and gentlemen, that is going to wrap up this video. But real quick, before we jump off here, do you guys want me to show you a system that allows agents to make six figures without buying a single lead? I know we talked a little bit about free lead models and those different things. Do you guys want me to show you a system that is allowing agents to make six figures over the phone without having to spend any money on leads? If you do, this is the exact same system that has allowed Michelle to pay off two credit cards in less than two months. And she said that if she had not worked with the system, it would have taken her probably eight months to pay off those credit cards. So she's paying off credit cards, getting out of debt with the system. The system also allowed an agent who had no insurance experience, her name was Gina, to sell $15,000 in one single week in just her second month of selling insurance. Hopefully you guys got value from this video. If you did leave a like, hit the subscribe button for more and I will see you guys in the next one. Take care.