How To Work Life Insurance Leads (The 6 Figure Playbook)

Today's training 11, 8, 22. Without any further ado, I'm going to jump right into it and see if we can't add some freaking value. So we're going to talk about today's topics. Today's topics are working the leads and something I call Backdoor Rapport. At the end, we're going to have a little bit of time left for some questions because I've been talking to a ton of agents recently and I keep hearing the same things over and over and over again. And whenever I hear a recurring issue it always comes down to either a system or it comes down to something that maybe somebody else is doing differently than everyone else. And so we see people like Johnny Nitafan, Trevor, Sebastian, Dan, a lot of guys in this, in this group message are tearing it up and the real question is how? So I'm going to kind of spill some of the secrets that they're doing. Hope they don't mind, but I'm just going to kind of share everything with you guys and things that I've done to be successful in selling insurance and kind of see how we can, you know, get everybody on the same page so that we can get you guys free from these lead vendors and these sketchy companies and see if we can't get you guys rolling. So let's start with working the leads. Now I know this is like a very bare slide. This is just, I'm going to roll through this one real quick and we're going to dive deeper in the next few here. But the first thing when you're working leads like you need a triple dial. So if you're not triple dialing currently and what I mean by triple dialing is calling back to back. So like if I get declined, I'm calling them again right that, right in that second. And if they decline me again, I don't care what they're saying, they can tell me that they're busy, they're at the hospital. I don't care if you're at the hospital, it's a better time to get life insurance. I mean we're talking about, there's nothing more important than this right now. If they don't answer, always leave a voicemail and you know, text them and email them too. This is why we have automations and you know, the reason that we have these automations is that so you're, so that you're able to get in touch with these people in the most efficient way possible. And I know John's going to be dropping a link down below to. For a free trial to our CRM where it'll. You can actually call a lead without having to dial the number using a power dialer, and it'll actually text and email your leads for you. And all you got to do is leave a voicemail. So John's going to drop that down below if you want to use that, you get free 14 days just to try it out. But I'm going to jump right into keeping them on the phone. So your intro is super important. The way that you open a phone call is going to dictate whether or not they decide that you're a telemarketer that's a sleazeball trying to sell them something, or whether you're someone who's actually going to, you know, keeping them on the phone. If you're, if you're introing your call with, hello, this is my name. Hey, my name is Julian Polito and I work for Jet Financial Group. I'm calling you. Click. And maybe some of you are experiencing that. I keep hearing some frustration from agents that they're not. They're not seeing success with getting people on the phone. They're really struggling to get people to stay on and talk to them about this kind of thing. And it all comes down to the way that you. The way that you approach this. I was talking with an agent the other day about this, and it was kind of a similar situation. And now, granted, what it usually comes down to is maybe your upline isn't training you, maybe you're newer to the business or whatever, but if you're selling, which is you giving them information about you and what you want them to do, and they're not selling you on why they want to work with you, you've already lost. And so I'm going to give some examples on this later in the presentation. But I wanted to talk about the FORT Method, because this should have been called the dork method. Okay. If you run into a conversation, I mean, just think about how weird this is if you were to run into a conversation and be like, hey, my name is Julian Polito, I work at Jet Financial Group, and I'm here to help you with your insurance needs. Tell me, how many family members do you have? Bro, come on. You know what I mean? Like, this is. This is like, I feel like this should be basic social skills. But, you know, these are things that are trained in the industry where we just get like, they just tell us this because they're just trying to throw mud at the wall. So I'm going to go over how you guys can be exceptional agents, people that are going to be destroying the here after this presentation today. And I'm going to get into the structure of how you can open a phone call, build rapport with them, and qualify your prospect faster than anybody in your agency. And I'm going to cover that in these next, in these next few slides here. So I'm going to talk a little bit about qualifying your prospect and building the relationship as you go. This is a term that I, that I have given. This is called backdoor reports. It's a term that I've coined, and I really like it because you're not just going straight through the front of the house, kicking everything down and taking all their money, right? You're. You're sneaking in through the back and getting their money, which is the same thing without all the conflict. So, you know, whenever you're talking to these people, make sure that you're going through and actually, you know, figuring out whether or not you can sell them something. Because I've seen a lot of people, and maybe this is just you, maybe this is just, you know, your upline, or maybe this is just people in general. I don't know. But I got into this business to make money, not to make friends. And so when you're, when you're talking to a prospect, it's important that you want to build a relationship with them. Yes, but I don't just want to make a ton of friends. If they can't pay for it and they have no bank, and if they have no way of qualifying for any of the programs, then I don't really care to talk to them because I can't do anything with them. And it's nothing against them. I'm sure they're great people, and that's grand. But if I'm here to put food on the table, I'm not going to put food on the table having empty conversations. So let's talk about qualifying your prospects. So you want to set your expectations early on in the appointment. You need to know whether or not your prospect is qualified. And so this means you need to know if they have banking information. You need to know if they, you know, they qualify for this with their health. You need to know, you know, whether or not they have a Social Security number. So how can we find this information out as quickly as possible? Right. Using backdoor report. What does that look like? So whenever you're opening a conversation, and I'm gonna give some examples of this later on Always, always come from a place of familiarity. Everybody knows you're a freaking telemarketer. If you're calling up and saying, hey, my name is, you know, Julian Polito, I'm from Jet Financial Group, and I'm here to sell you something. That sounds horrible, right? So instead, you know, come from a point of familiarity. I always open a phone call with, hey, is blank there, right? So, for example, let's say I was calling brother Tim here, or let's say brother Trev. I know he's watching. So I was like, hey, hey, Trev, what's going on, man? Or if I said, you know, hey, is Trev there? I sound like I know the guy instead of saying, hey, Trevor, my name is Julian Polito. I'm calling you from Jet Financial. You sound like a robot, right? And so when you open your phone calls up that way. And again, I'll give more examples of this and talk a little bit more in a later slide, but, you know, you're really setting the tone for yourself to be able to kind of have a real conversation and kind of knock their guard down, right? I'm always trying to set myself apart from all of the telemarketers out there because there's so many. I don't want to be seen as everybody else because then their guard is up. And that's a great way to screw yourself out of a lot of business right now, especially with how many people are getting called. Especially with, you know, after Covid, nobody was going and doing things in person. It's all over the phone now. So we've seen a lot of drop offs in answer rates. We've seen a lot of drop offs in, you know, trust over the phone and stuff, because there was so much more of it. And so this is why I always preach triple dial, triple dial, triple dial. I triple dial my mom, dude. I don't care if she's eating dinner. I don't care what she's doing. But if you need to talk to somebody, call them. They're gonna answer. First call is robocall. This is how people think. First calls robocall. Second call is telemarketer. Third call is urgent. If you're. If you can ensure urgency in your. Instill urgency in your clients, you will make a lot of money this year. And, you know, we're in fourth quarter here. I want to see you guys winning. So, you know, that's a little nugget you can take to the bank and cash that check here in the next week when you're writing Business using that technique. So, you know, whenever you're talking early on, you want to start asking them the health questions off the bat, right? And so I'm going to kind of talk about a couple of things you can do in your next. In your next sales call. And then I'm going to circle back to what the examples look like of how you can do what we're talking about today. So in your next sales call, get your prospect engaged. Okay? If I call somebody and I'm saying I'm hitting them with the same old intro, right? I'm here to sell you something financial. You sound. First of all, you sound awful because it doesn't sound like you're enthusiastic. Get excited to talk to these people. Fake it till you make it. We're all in the. In the entertainment business, it's show biz. These people want to buy you. They don't want to buy insurance. That's why we still have salespeople for it. Otherwise people would just do it online. There's a reason that ethos is collapsing under its own financial duress is because nobody wants to buy insurance. It's why we have salespeople. So when they're on the sales call, get them involved, dude, take control of the phone call, right? Set expectations and go over how every single thing works. I don't care if they already have insurance. You always want to go over how that kind of thing works. So, like, for example, let's say that I'm selling some final expense to Ms. Jones, right? I'm going to call her and I'm going to say, hey, Ms. Jones, you know, blah, blah, blah. Has anybody ever talked to you about this before? Oh, they haven't? Okay, great. Or if they hit you with I already have insurance, no problem. Great. I'm going to kind of go over the different types of insurance and how they work, just because I know oftentimes when people do get life insurance, it's a very quick transaction. They don't understand how much value is actually in it because there's so many different options. And it's usually just some telemarketer from Belize or the Philippines or Pakistan and they're just there to sign you up. So I'm going to go over the difference. Make yourself a little presentation. If you want, you can read off of it or however, you know, whatever works best for you. I've done a lot of research on this stuff, so I can just freestyle, right? But I would highly suggest if you don't know the difference between like term and final Expense or. Or something like that. I would do some heavy, heavy research and how you can add value to your prospect. Because these people are asking you for your help. They're asking for advice. If you come there and all you give them is a quote, do you feel like you set yourself apart from the other agents? Probably not, because everybody is just here to quote everybody. But, yeah, I mean, if you're talking about giving them the price.

Why would you give up the price so early? They don't even understand what you're offering them. They don't know how valuable it is. Right. So I'll use an example. We're very. Our industry is very similar to car sales. If you walked onto the lot and before you even saw the car or drove the car or got to touch it, feel it, and listen to the stereo, sit in it, you know, put your hands on the steering wheel, get comfortable in the seat, use that seat warmer, the acc. If they just walked up to you and said, hey, man, you want a quote? And you said, yeah, I like the Ferrari 458. And they just look at you and, okay, it's going to be $350,000. Do you want to sign up? Do you see how foolish that sounds? It's ridiculous. This is a lot of the things. GEICO is very guilty of this. I've seen them do it a million times. I called them four times when I first moved to Arizona for a car quote just to sign up. They didn't tell me anything about insurance on the front end. They didn't tell me anything about how it worked. You know, I'm over here analyzing their sales process. I found out that they're actually paid hourly. They don't get a commission, and everything they do is just handle inbound calls. And that's just to build the margin for geico. But why would you not. I would rather pay somebody more and have them offer true value to a customer or a client. That way I can stick around. The only reason that I'm not as loyal to GEICO is because they didn't give me anything when I signed up. It was just like, hey, sign up on our app for a free discount. What are you talking about? How is that valuable to me? Like, yeah, it's a discount. That's cool. But, like, why should I sign up? You know, there's no, like, there's no hype. There's no nothing. There's no value. It's just like, do this, do that. Hey, I have a quote for you. You want to sign up and so when you, when you start selling on price, that's how you get your business replaced. That's how you get your unhappy prospects. Like, there's no loyalty there, especially over the phone, if they don't get to meet you and shake your hand or I've had people hug me, cry on my shoulder, and tell me, thank you so much, blah, blah, blah, blah, blah. But you don't get that over the phone as much. And so you got to think about it. If you're not going to go over how things work and, like, actually build a relationship, then why would you even hop on the sales call in the first place? You're going to get a charge back next month. Have them write everything down, quotes, your information carrier. I like to do three options. Whenever I quote someone, and whenever I'm quoting someone, I'll have them pull out a pen. So I'll be like, you know, kind of show you guys how this works. Hey, you know, Ms. Jones, I'm going to go over some quotes with you real quick, and I want you to write down the name of the carrier. They're called Mutual of Omaha. Have you ever heard of them before? No. You haven't? Okay. And then I'll go through a brief little elevator pitch on how Mutual of Omaha works, where they, how when they were founded, basically everything that they stand for, company, company vision, values, everything that I can give them. Right? It's a pitch. That's what it is. Then I'm going to talk about how secure their family is going to be when the check is going to hit the mailbox. I'm building value right in the product. Then I'm going to start talking about prices. So I'll have them write down three different amounts of coverage with equal signs next to them. I use this to explain how the process works. Right. I'll have them write down the prices one by one. And they've already written down my license information, my first and last name, my phone number. They already know who I am. Right. And so then at that point, I'm just going to ask them, hey, which one of these best fits in your budget? Right there. You can overcome price objection. Boom, no problem. They'll tell you on the spot how much they can afford, and you can go ahead, pretty much just get them signed up. Okay, perfect. Would you be totally opposed to moving forward with us then? Or, hey, let's go ahead and get you signed up. Whatever you prefer. Comment down below what you prefer to do to overcome the price objection. Because I want to see what you Guys are doing differently. But here's the last thing for this next sales call that you need to bring. Bring the freaking thunder, dude. If it sounds like you, if it doesn't sound like you just struck gold in California before the gold rush happened, you are failing your clients right now. I'm serious. Some of you guys are probably thinking, this guy's crazy. He's had too much coffee. Well, you're right. But I'm also right, because your clients are begging to be loved and cared for. Like on these calls, they don't. Their grandkids don't call them, right? Nobody talks to them. They go to the store once a week and grab their groceries at 8am so they don't get sick of quote unquote Covid. Now they're. Now they're terrified to go and talk to people because they have a less strong immune system. They sit at home all day and watch tv. Don't be a telemarketer, right? Be their insurance guy or girl. You can have a real conversation with them and you can come in with energy, make them feel young again. Dude. Like, these people are craving attention. It's ridiculous to me that some people are unable to connect with these. They are begging for someone to call. They literally sit by the phone. I've watched them. They sit by the phone and they pick it up one after the other and they just get inundated with Medicare call after Medicare call, life insurance guy after life insurance guy, and all of them are peddling the same freaking thing. You qualify for more benefits. You can get this for free. You can get that for free. I can save you money. Here's. Do you want to quote? The only way to stand out is to be the person that actually cares about the client and not about the commission. When you start positioning yourself as an educator, not as a hype up, sign up. Let me give you a quote guy, where you're just pillaging the village and kicking their front door in and not taking no for an answer. You're just, you know, finding some sketchy way to grab their banking info. These people are not going to sign up with you. And if they do, they're going to charge back. So make sure that you're sharing information with them. If they don't feel like. If you hop off the phone and they don't feel like they know more about insurance, you failed whether they bought or not. So just putting that out there. You need to do this in your next sales call. All three of these things, they work very, very well and they get your prospect engaged. So how does this sounder look? Right. I'll give you an example of how I introduce my conversations, right? So I'll say, hey, is Trevor there? Or you see, I position it as a question. I position it on an up note so it sounds like I'm familiar, right? I'm using tonality to.

Get some level of curiosity going. Because if I start with a closed ended piece of information like, hey, my name is Julian Polito, I'm calling from Jet Financial Group. Oh my gosh, they've hung up before you finished, right? You got to give them a reason to respond. And you've also got to give them something that is interesting, curious, because you got to think about it. If somebody were to call you right now, if I were to call Trevor or John or whoever else is on this live and just say, hey, is Trevor there? Is John there? Well, you have to. I mean, yeah, what's up? Who's asking? That's what you're gonna hear every time. Who's asking? Yeah, this is, this is Julian. Who is this? Who's calling me? You. Seems like you're familiar. And so when, that's when you can start going into, you know, the point of interest. Hey. Hey, Julian. I was just giving you a call. I was getting back to you with that information that you requested from me. And you had listed that your beneficiary was your daughter and that your high school mascot was a pirate, right? Yeah, that's right. Oh, okay, gotcha. Yeah. Did you have, you know, what year did you graduate? And I'll just start talking to him about anything. But here's the thing. Set your expectations in the middle. In the beginning of the conversation, I hear about a lot of agents getting stuck on the phone for hours and hours on end and they make. And they make no money and make no sales. I see we got a comment that just came in. Let's see. Boom, boom, boom. Let's see. Jamie, between you and me, is better than I can. Can I be honest with you? Thank you, Jamie. I love that. Look at that. Jamie's a top producer over at Symmetry, guys. If you want to look at her comments, she's got some good stuff going on. She said, between me and you is better than. Can I be honest with you? I like that a lot, actually. Let's see. Tyler Mason. 240amonth for half a million in coverage, you would have to save almost 107 for almost 174 years. Exactly. Tyler, you're right on the slot there, my friend. I love what you're doing there. If you got. You got to build. You got to build that value. It's perfect. Let's see Jamie again. She tagged Jeremy. Okay, cool. Hey, Dominique. Nice to have you. Love to have you. So, yeah, good stuff. Setting expectations. Jamie likes to say, between you and me, I think that's a great option. I personally like to go with. Can I be totally honest with you? This is just the kind of way that I approach things. There's no. There's no wrong or right way, but I would definitely give either a shot. And so, you know, I'll say, hey, you know, Mr. Jones, can I be totally honest with you? And whenever they, Whenever they say yes, I'm always looking for permission, right? And they're always going to be questions that I'm asking to get the yes back. I'm gonna go ahead and let them know, hey, look, I'm booked up every day, all day, back to back, every day this week. Is it all right if I just jump straight into everything? I know you're probably busy, too. That's usually how I'll approach it. And then eventually, you know, immediately they're gonna say, yeah, yeah, totally, I get it. This is how I'm able to get through a lead faster without having to worry about whether or not they have no banking or they have no social or they have no interest in life insurance or whatever. Right. So I always go through the process of confirm, connect, contract. Right. I'm going to explain that here. So the way that, that looks in a phone call when you're speaking with a prospect is you don't want to end up in Neverland. This happens oftentimes when people are. People get confused that when you're trying to build rapport, you must just listen to everything that your prospect says and just agree or have a long, drawn out conversation about their kids or grandkids or whatever their favorite hobby is. At the end of the day, these people don't care. They do want somebody to talk to. They do want to connect with someone, but what they don't want is. Is for you to kiss their ass and brown nose them the whole time. They really don't enjoy that. And they know why you're doing it. It's obvious that you're pitching them. It's obvious that you're trying to sell them something. And honestly, it's very transparent and gross. And so I've seen people do that. It doesn't work out very well. A lot of places will train that. And I honestly disagree with it completely. But that's why I was going back to the fort method. If you start asking everybody about their family and this, that, and the third, they're just compartmentalizing an easy, cohesive way to connect with somebody. But when you're. When you're selling over the phone, it's a very different ballgame. And so, you know, one thing that I like to kind of touch on is like, it is okay to ignore something that your prospect says. There's nothing wrong with that. If they're like, oh, well, my grandkid just turned, you know, 12 today. Oh, okay, gotcha. Sweet. So let me. Yeah, so I got this quote pulled up, right? You don't even have to respond. I've done this. I've done this so many times with. With people that I'm selling insurance to. And the reason that I do it is because you don't want to get off track when you. When you're like, hey, you know, and I let them know, I'm not. I'm not an ass. I'm not mean about it. It's just like, hey, look, I'm getting this quote pulled up for you real quick. And so you're just redirecting the conversation back on. Back on track so that they understand that what you're talking about is important and that you're not here to just waste their time and, you know, chat all day because you got to make some money. And then they also, you know, I mean, if they want to talk to you all day, that's great, but, you know, you don't have time for that. Respect your time. So if it's, you know, if it's not related to the sale or to their immediate benefit, it's perfectly okay to ignore something they say. Again, it's. You should acknowledge it. Don't be rude. Sometimes I'll just be completely silent if it's like. Like a lot of information that they're just dumping on me, like, hey, you know, my kid had Covid. And then they start going on a 20 minute, like, I'm just gonna. I'm gonna be okay. Okay. And then keep it moving. Right? But you want to at least make them feel heard. You don't want to be rude, but, like, it is okay to ignore that. I want to touch on that. Because some people think that, you know, you really have to connect on every single thing. So here's what I'm talking about when I say contract. So when you're confirming and connecting and contracting, you want to repeat back what they said, have Them expand and then shut it down, move away from it so you don't get caught off topic. So, for example, if somebody says, oh, my gosh, I am like, you know, how many beneficiaries do you have? Or, you know, who did you want to leave this to? They're like, oh, I want to leave it to my. To my three kids, but, oh, okay, cool. You know, how. You know, how old are they? You know, they're all out of college or they still, you know, what's the situation? And they're like, oh, my gosh, they all graduated from Chapel Hill and, you know, they played sports and they're super smart and blah, blah, blah, blah, blah. And then that's when I'm going to shut it down because I already asked them, okay, you wanted to leave it to your three beneficiaries. They'll start talking. The more that they tell me, the more that they're gonna like me as a salesperson. And then I'm just gonna. I'm just gonna be, oh, okay, gotcha. Yeah. So I'm looking at these quotes here for you, and I'm back on topic. Right. Contract, pull away. You don't have to go down the rabbit hole of 30 minutes later. You can name all their grandkids, but. But you didn't get the sale because they didn't even have a bank account. So confirm connect contract. Very, very turnkey for you to be able to get in and out of sales calls quickly and actually be able to qualify them and have a conversation with them at the same time. Instead of just being a pitch fest or just being a hangout session on. On the phone, there.