How We Wrote $200,000 AP Our First 6 Months Selling Insurance!

This is what comes out to be probably one of the most important things the entire time that you're watching this video. So please pay attention to this one because this is ultimately what enabled me, Tim and anybody that we worked with to write business.

So in our first six months in business, we wrote a combined $200,000 in life insurance premium. And here is how we did it. So there's seven things that I'm going to outline that basically kind of, you know, cover how we were able to do this.

So number one is actually caring about the client.

You can put it quite simply, you know, bas basically just giving a shit, right? You care about their best interest. And people, especially people that are older, are very attuned to picking up bullshitters.

If you can't do it, if like, let's say you're replacing business, if you can't do better, don't do anything at all. First of all, build trust. And you can use that equity that you build with that client to then sign people up in their family. You can ask for referrals from people who don't sign up, by the way. I know, but it's definitely something that you can do and I've done it many, many times.

So if you walk into somebody's house or you call them on the phone and you're sweet talking them and blah blah, blah, you don't actually ask them about their goals. You don't actually know their situation. You try to sell them on something you've already lost.

I would say that one of the biggest things though is mindset shift from I'm doing this to make money to I'm doing this to educate others. This is something that I did very early on when I was first getting started. And my only goal was to make sure that they understood how insurance work and they understood how their insurance worked. And I wouldn't move forward unless they did understand that. So I always positioned it as a point of education, not a point of getting a sale. I would let them know like upfront, like, hey, I'm gonna be really honest with you whether you hear it or not. And then, you know, maybe, maybe we'll get along afterwards, maybe not. But one thing I will promise you is that we're gonna, I'm be brutally honest and if you don't like that, like I said in advance, just let you know. But I am going to keep it real with you. I would tell them all about the insurance, so on and so forth. And then that way objections came up. I could just get as crazy as possible. Like, well, I mean, your daughter, like when you die, your daughter's gonna be freaking screwed. Like I told you, I'm gonna be honest with you, you know what I'm saying? I have to fall back on. But whenever you're with these people, if you're trying to sell, hey, you need this insurance, you need this insurance garbage, you're not gonna make any money, you're not gonna make any sales. When you're selling something to someone you don't want to the carrier about the insurance policy, whatever, nobody cares. It's all about them. If you don't know why they want it, if you don't know why they are even looking into this stuff to begin with, you're not going to make any sales, you're not going to make any money and nobody's going to want to work with you. They're not going to give you referrals, so on and so forth. So always educate, consult, don't sell.

If you are genuine and you actually care about helping somebody, putting them in a better situation, you are by far miles and miles above most of the other people that are in this industry. So number one is actually caring. You get that first part down, all the rest of the stuff is going to come pretty easy. Number two is committing to the activity, not the results.

I would go out every single day. Tim would do the same thing, schedule my first appointment as early as humanly possible. 8am, 9am and sometimes I was working. Most times I was working two, two and a half hours away. Oftentimes in Fayetteville in North Carolina, you know, the 2, 6 for those of you that know where it's at. When I was working out there, I would schedule my first appointment. 8, 8:39. I'm always trying to walk into my first thing as an appointment. I want to start my day off with someone to talk to. I guaranteed someone to talk to because it sets the tone for the day.

We drive out there. By the time we got to our first appointment, we promised ourselves we would not le. We would not go home until the sunset. So during the summertime that meant 10 o' clock to 8pm so we were committing to 10 hours of activity on knocking on doors, going to our appointments, talking to people, all that.

I had this rule, or I guess kind of a saying is an app a day keeps the bills paid. So I would go out and I would not come back until I got an app. Now when I got an app, that doesn't mean I went home. I would just try and break My previous record. So I ended up getting. I went from one app a day to two apps a day to three apps a day. And I wouldn't leave without three apps a day. And that's when I was cross selling and basically running the most business at that time. Highly recommend setting this deadline for yourself. I did a kind of like a mental inventory of this to see how I would perform if I didn't make the commitment to myself versus if I did. When I did make a commitment to myself and I said, hey, like, I'm not leaving without an app. I wrote more business per day, per week. And same with two apps. When I. When I said, hey, I'm gonna write two apps a day, I noticed that every single day I started writing two apps. When I said, I'm writing three apps a day every single day, I started writing three apps and I started thinking for more creative ways to do it. And that's how I got so good at asking for referrals. That's why I started following up with people, is because I realized, like, oh, hey, I can't hit my goals if I don't do this in a strategic way. If I just throw money at the wall, I'm not gonna make any money here. So highly recommend making a commitment to yourself. And that way you have to meet that goal before you can do anything else.

And another thing too that we were super efficient about if we were working with another person, because oftentimes we had someone in the car that we were training. Let's say I'm driving. My buddy's in the car next to me while I'm driving to the doors and to the appointments, he's calling through all the leads. So there was not a second wasted during the day. But the key was that is what we committed to because that's what we could control. We can't control the amount of sales we get or the amount of people we get in front of that are gonna buy. What we can control is how much effort we put in.

I remember one day specifically in the mountains in North Carolina. It was in the wintertime, it was freaking cold. It was dark, and I was knocking with the freaking headlights on, dude. I was knocking on doors with the headlights on. I hadn't hit my app yet, and I was pissed. I ended up leaving the area that I was at like 9 something at night. I remember calling the guy that I was staying with. He didn't answer. He's at a party with his wife. And I ended up like, literally just hoping that I be Able to get back and stay and have a place to stay that night. And I did. It was good. But you see how seriously I take my commitments. If you are making commitments to yourself, you have to keep them. Otherwise you will not respect yourself. You will fall out of this business.

Number three is not taking rejection personally. When you go and you talk to 100 people during the day, most of them are going to tell you to screw off. Most of them are going to tell you no. And at a certain point, if you're not strong enough of a person, or I guess I shouldn't say strong enough of a person, but if you don't have the fortitude yet, because everyone's strong enough to take rejection, you don't really have an option in this world. You just have to learn to accept it. But if you don't have the fortitude built up yet, each rejection kind of like takes a bit out of your energy. It takes a bit out of your soul, right?

A mindset that I always have. Whether or not I write business in the house, I'm always looking for the next one. The next one's gonna be the one, right? The next one's gonna be the one where I make $200,000 out of one house, right? Whatever, right? It's always the next one. It's always the next one. Okay, this guy cussed me out. Doesn't matter. I'm on my way to the next one. And whether or not you win or lose, if you're always focused on the next one, it doesn't really matter what the people that you're talking to in the now say, because you're always focused on how you need to the next one. But don't let that mindset prevent you from finding business by being so motivated to move to the next one that you are missing things. Right? Also, take your time.

Every door should be like the first one. So the same energy that you bring to the first door and you've not heard a single no during the day is the exact same energy you should bring to the 12th door. Or if you're doing telesales, the 12th dial with 100 dial. Whenever someone answers, it should be like, it's the first person you talk to. Put a smile on your face, smile and dial. And all of a sudden like, hey, I'm on the phone. Oh, hey, is this Ms. Jones? Like, it's the first one. I'm not going to say, hey, is this Ms. Jones? Like, I've been rejected 15, 20,000 times during the day, act like it's the first person you talk to. Don't let the rejection affect you. And you have to keep your moral spirits hot. So if you want to get some more information on how to overcome objections, get better at sales and overall, just close more deals. I'm going to include a little card. If you click right here, you're going to be able to watch our ice objections video where we actually sat in an ice bath, me and Julian, and answered all of the common insurance objections that you will hear as an agent. So if you want to see how to overcome those, click that button right there.

If you really think about it, oh, my gosh, this guy, I knocked on his door and he cussed me out. It's like, dude, like, honestly, who really cares? Like, that guy, he hasn't spent Christmas with someone in the last 10 years. Like, give him a break.

He's.

He's not a happy person. Like, it's okay. It's a transference of energy. That's why you feel bad when you're. When you're having these interactions. Facing rejection is because they're taking their negativity and projecting it onto you. If you deflect their negativity with positivity, you're untouchable. Your mind is bulletproof, right? So when somebody says, oh, Julian of my law, I hate you. You're ugly. Like, full blah.

You're stupid.

Like, you don't know what the hell you're doing. Like, I hate you. I hate all insurance people. I'm just like, dude, I hope you have an amazing rest of your day. It's been a pleasure getting to know you. I'm gonna go ahead and get out of here. It seems like we're not really on the same page here, since you got some stuff going on, but God bless you. I hope you have a wonderful day. And I look forward to, you know, meeting the rest of people in town. They're gonna be like, what. What is wrong with this guy? Why is he so positive? And I just said, I just cussed him out. He said, God bless you. It's gonna get him thinking. They'll actually typically turn around and end up being more pleasant to be around. And oftentimes you'll actually even still be able to get into the house or be able to turn the phone call around. Super, super beneficial would highly, highly recommend it. Number four, which is actually.

It's kind of interesting, right? The name of this tenant, so to speak, is a little bit misleading, right? Because there's.

There's a deeper meaning to what it.

Is number four is to wear a suit. Okay? Now what I mean by this, whenever we would go out and work, literally everybody in our crew, right, or on our team, we wear a button down. In the beginning, when it was springtime, before it got freaking hot, we would wear a suit jacket, a tie, dress pants, dress shoes, we had haircuts.

The thought process behind this is that let's say that every day I get up and I go out and let's say that I was dressing to impress others. I would wear a suit, I would wear something nice, I would do my hair, I would, you know, make sure.

That I smell good.

I would make sure that I'm taken care of. And that way when I meet people, they're like, wow, this person is very clean cut. They take care of them. Firstly though, if I were to go out and I were not trying to impress anyone, I would probably just wear sweatpants and, you know, I wouldn't really care about my hair, make them running to the grocery store or whatever. But when I'm doing business, if I'm not at my peak performance, you never know who you're going to run into. I've met tons of people that are extremely affluential through their grandparents that I sold insurance to. For example, I actually met Andy Albright's family. The guy who started NAA, who actually ended up starting a ton of IMO's that stemmed from him. Like some of the companies you can think of, ffl, Symmetry, so on and so forth, actually sold one of his family members insurance. That's absurd. The dude's super rich. He's one of the biggest guys in the industry. And I ended up actually meeting him later down the line on a zoom call. You never know who you're talking to. Always dress to impress and always act like a professional. Don't be a brat. Start cussing people out just because they get mad at you on the front lawn. It doesn't matter. It's not a big deal. Like, seriously, like, let's, let's act like adults here. But always just impress, impress yourself, don't impress others. Putting effort into yourself is always going to pay off.

We looked good, right? So we would walk through the door, we looked professional, we act professional, we were competent, confident, we made eye contact and we were respectful, right? So whenever we go to the door, it's like, hey, I was looking for a Shirley Jones. Yeah, this is Shirley. Okay, perfect. Here. Tell you what, should we just show you guys our door knocking approach? Well, you think that would be a good idea? Hold On. You think we should show them our door knocking approach? Yeah, he says, yeah. All right.

What the hell?

Hey there.

What can I do for you?

Looking for a Julian Polito. Is that you?

Yeah, that's me.

Awesome. Awesome. My name is Tim. I'm out here with the final expense program in Arizona. I was responding to this card that you had mailed back in. Is that. Is that your handwriting right there?

Yep, that's the one. What's this about?

Perfect. Perfect. Well, you had sent in this. This card is basically about the final expense program out here, seeing if you qualify to. You have some money paid for your funeral. And, you know, I mentioned a free Walmart gift card. Basically, all I got to do is ask you a couple questions, takes about five minutes and get you that gift card. Do you have five minutes right now, or do you want to set a time for me to come back?

It only takes five minutes.

Five minutes to see if you qualify.

All right, come on in.

All right, let's do this thing.

What the hell?

Oh, hey. How are you?

I was responding to a card that Tim Shooker had mailed in. I'm guessing that's you.

Yeah, that. That's me.

Okay.

What is this? Gotcha.

Yeah, this was a card that you had filled out requesting some information on the final expense program out here, and you were also requesting that free Walmart gift card had down in the system that nobody had come by to talk to you yet. Is that correct? Is this a.

Is this a Thanksgiving card with a dog on it?

Yeah, that's actually the card that you had mailed in requesting that information. So basically the way that it works is I just take five minutes to go over what you qualify for, and I can get you that gift card. Did you want to do the kitchen table or did you want to do the couch?

I mean, I don't have any furniture, so I guess we could just do the floor.

Let's do that.

So whenever we would go to a door, again, we look professional, we act professional. You guys just saw the door knocking approach right there. And that basically got us into most doors that a lot of people wouldn't get into. I didn't walk around with my shoes untied with gym shorts with a ratty shirt. We looked good and we looked professional. Now, here's the thing. You're doing telesales. How do you convey that exact same level of professionalism without being in person? Well, the key is, it's in your voice. You have to sound sharp. You have to sound knowledgeable. You have to sound competent and confident, right? And so that has to come across in your vocal tonality. Now, when you're in person, if you have the visual aspect, the vocal aspect is not as important because they can see your body language, but if they can't see you in person, they don't know what you look like. You have to convey that same level of professionalism using your voice. Now one other thing is you also need to get around people that are like minded, that are focused on their goals and are trying to succeed in this business. So if you haven't already, click the link down below this video to join insurance agent Freedom. Go ahead and watch the rest of this video. There's gonna be a ton more value that we're gonna drop here. We still have a bunch more points to cover. But afterwards, click that link down below to join insurance agent freedom so you can get around like minded producers that are all, you know, aimed towards the same things. And one thing that I've realized my years of business and in life is you are the sum of the five people you hang most. So make sure you're hanging around the right people. Get an insurance agent for you. We have weekly live trainings to teach you about sales and marketing. Link down below. And number five, this is one that I threw in here because this is something that I realized a few weeks into the business. And this kind of goes into having high energy at every single door. You need to listen to music, not podcasts and audiobooks.

You need to maintain a high level of energy if you are constantly listening to someone. Oftentimes if you notice in books they will have more of a like mid level energy tonality because they're trying to transfer information, they're not trying to transfer emotion. So when we are selling, we're focused on transferring emotion. Because if I'm excited about this thing, if I'm saying, hey dude, like, you got to check out this insurance, you got to check this out, whatever. If I came up to my friend Tim, for example, and he was single at the time, which is not, ladies, you know, chill out. But if he was, then if I were to be like, hey, look like you have to meet Tim. He's such a great guy, super funny, super great looking dude, just super invested himself. Like, you have to meet, you have to meet Tim. He's such a great guy. The excitement that I just transferred right there to that individual is going to be like, I have to meet Tim.

Even if you're doing telesales, like between the dials, you have one AirPod in. Don't listen to podcasts, don't listen to audiobooks, listen to music that gets you excited.

Okay?

Now the thing is, whenever I was driving to a door and I was listening to an audiobook, right, I listened to Jordan Peterson's 12 Rules for Life for a few weeks when I was doing the business. Great book. And here's the thing, whenever I would listen to it, I would be interested in the book, right? And my mind, my heart rate, my energy levels were going along the pacing of the book, right? And so I would drive to a door, I'm listening to an audiobook or a podcast I'm interested in, and all of a sudden it's like, oh, I want to stay a second longer and hear what else they have to say right? Now that's a problem because when I'm slowing down, I'm slowing down my pace. This whole business is about pacing, right? You get into a rhythm, it's sales, sales is about rhythm. And so if your rhythm is on the pace of an audiobook or a podcast, it's slow, you're low energy, you're moving slow, you're hitting less doors, you're hitting less dials. Whereas if I'm listening to music that's getting me excited, it's like, knock, knock, alright, wake up, wake up, you're getting sold insurance, right?

If you're not listening to something that's gonna be high energy. One of the things that I've listened to in the past sounds super stupid, but the movie Wolf of Wall Street, Jordan Belfort, when he gives a speech about the guys like, you know, they're his warriors, blah, blah, so on and so forth, it's just, it's a super high energy situation. If I was ever wanting to look for inspiration within sales, I'm always gonna listen to that. I always like my baseline, I go back to that and it just, it automatically like lifts me up again, jumps my emotions, jump starts my energy. But also listening to loud, high energy music. Maybe rock, hip hop, electronic music, technical club music. But dude, listen to music. Do not listen to something that's gonna keep you here. Listen to something that's gonna get you really hyped up.

Now you can do this with telesales. You put one airpod in, the other airpod is here in the dial tone. And then every single time somebody answers, pause the music. Hey, is this Julian? Yes, this is Julian. Hey, this is Tim. I was just telling you about that Facebook form you literally just throw down about 30 seconds ago. You got five minutes to talk about that right now. Bam.

Right?

And so the key is you want to keep your energy high, you want to get into a rhythm and music is crucial to doing that. That's one thing that helped me a lot. I'm sure it increased my closing percentage. I know for a fact that he got me in more doors. So that's a little, a little hack for all of you salespeople out there.

Side hack caffeine.

Number six is having a high volume of leads. Okay? This comes down to having more leads than you do time, right? I don't want to ever hit every single lead that I have. If I touch every lead in my door knocking round or if I've called every single lead in my CRM, I've screwed up because I don't have enough leads. I always need to have more leads in time. And so one thing we would do, we were only able to pull about 25 new leads a week right at our old IMO. And so whenever we would pull those leads, right, pull 25 new leads and then they said, hey, pull 50 recycled leads. We said we pulled like 100 to 200 recycled leads a week.

People think I'm crazy. I want 20, 40, 60, 80, 100 leads a day if possible. Dude, I don't care. Like I had to cut my own orders when I was working. They kept my orders because I was at 200 leads. I would pull like 200 leads on Monday. And they're like, dude, we're not getting anymore. Like we cannot exceed orders of 200. Like you're not even gonna be able to work that. And guess what? Because when you start creating a massive opportunity for yourself with a high volume of leads, your door knocking for example, all of them start getting closer together because you have so many, if you're calling them, you have an entire stack to just shuffle through, shuffle through, shuffle, shuffle through. If you're running it through the advanced agent CRM like we highly recommend, recommend you should do, then you're just having automations fire off and you're automatically selling points for yourself. It just makes sense. So if you are not using a high volume of lead, you're clown and you need to start now. But you want to have more leads in time as the way the Tim puts it. I think it's very well put, like I should not be able to hit all the leads, to be honest.

So what we do, we call through all the leads. The day before that we were going to go out, set a bunch of appointments and in between those appointments, I Would have a door knock around. So let's say my appointment.

No.

Shows me pull up my phone, find the closest house, go drive to the house and I start knocking doors. I always had something to do whenever.

Tim and I were in the car, whenever we go out together, he would dial or while he, while I was driving, or vice versa. Like every moment during your work hours should be dedicated to activity, to building that client base, to getting in front of more people. More people, more people. Because that's how you make money in this industry. If I'm dialing and nobody's answering, I'm texting other people while I'm dialing. Why am I going to just sit there and stare at my computer screen while the phone's dialing? If I'm doing television, I'm texting other people, dude, I'm calling people and texting them. If I'm in the field and I'm training somebody, they're calling leads. They're getting, not only getting practice, but I'm eliminating bad prospects and getting in front of more qualified prospects at the same time. Or if I'm doing it, I'm riding with someone and they're training me, or if I'm just writing with them because you know, whatever reason, then obviously it would just make sense for us to be the most efficient possible.

It's a well oiled machine. Granted, we had a pretty terrible system compared to what we have now, which, you know, advanced agency CRM, it's a lot easier to organize your leads. Like if we have what we have now, you guys have now, we probably never would have left the business or never would have stopped selling insurance. Right? We probably never would have left our order. I know. Which thankfully, looking back now that everything worked out the way it did, we would help a lot more agents like you guys. Best agency around, link down below in the description, get a 14 day free trial to try out all those features. But you know, so on and so forth.

Everyone was elite. Everyone in the house, neighbors, all of them. Like if I see somebody walking across their line and I'm knocking on their neighbor's door and they haven't answered yet, I'm gonna be like, hey dude, do you know freaking Billy Joe? No. Oh my gosh, look what I've got for you. Right? And I'm gonna start talking to them. Whoever's in front of me is a prospect, dude. If I see somebody's freaking grandchild, I'm like, when do they graduate high school? I'm gonna recruit them. Like they're like dude, that kid's 7 years old. He's a prospect. Guys, I'm telling you, like, serious stuff. I need to sign up everybody in the house where I did not do my job. One rule that I came up with is sitter set. This was something I came up with very, very early because I was like, how do I get in front of more people and how do I not show up late to appointments? So I came up with this idea. Sit or set. So basically, you have less than 45 minutes before your next appointment. Just pull off to somewhere within five minutes of that prospect's house. If you're nearby and just start dialing leads. That means you're gonna get 40 minutes of dial time on leads that you would not have been able to get in front of as many if you went out and doorknock and put. It would have potentially been late for your appointment if you got your conversation with that individual. If I have more than 45 minutes, I'm going to go and doorknock and then once I hit that 45 minute mark or less, then I'm going to start dialing within five minutes of that person's house. Therefore, I'm able to get in front of as many prospects as possible. And I'm the most efficient and I'm having my appointment so that I can be professional and I'm not looking like a freaking clown out here, right? The sitter set is huge. If you're a face to face agent and completely change my business, 100% recommend it. But it is all about being efficient when you're working. Leads is all that matters, right? This is what comes out to be probably one of the most important things the entire time that you're watching this video. So please pay attention to this one because this is ultimately what enabled me, Tim and anybody that we worked with to write business. So if you're incompetent, right? If you're not, if you don't know anything about what you're doing, you're not going to be successful. So confidence is key. Not confidence, competence. Knowing your stuff is just going to come from reps.

I can't read.

I'm not going to read sales books and just, you know, start, start trying to figure, man, I got to figure out how to overcome this Objection. Dude, I'd rather sound stupid than sound silent. I would just, I'll just say something. If they like it, great. If they don't, I'll just keep moving on and I'll just keep changing it to somebody like what I'm saying, and then they'll just keep going from there. Right. It's no big deal. But you need to be confident. This means that if you are unaware of what you're doing and maybe you run into a situation which you're unfamiliar with, which is very common, insurance changes policies, changes different types of policies. It's such a whole new world that you may not understand anything about what it is that you're looking at. Call the carrier, call your upline, get in contact with somebody who knows what they're doing.

I can say a lot of things negatively about where I used to work, but one thing I have to give him credit for and I have to give my old upline credit for is he would always answer the phone if I had a question. And so if I had a question and if he's watching this, obviously we've gone our separate ways. But this is one thing I have to commend you for. Every time I had a question, I could call my upline. So if you have an upline that doesn't answer the phone and you have an underwriting question, leave where you're at. I'm so serious. That is the most important thing for a new agent. Getting out there, getting reps. And then if you need help relying on your upline.

Right.

So if I had underwriting question, call the upline. If I had a question about cash value, no one ever had a problem with this, like, hey, look, Ms. Jones, I'm looking at your policy. I'm pretty familiar with all this, but I just want to be sure that what I'm recommending is the best thing out there. So let me call my upline. They probably don't know that term takes me about five minutes. He's been doing this for longer than I've been alive. And he could help quite a bit. I just want to be sure. So okay, perfect. Yep.

Cool.

Hang up phone, sign them up for insurance, or switch over the policy. And then what I can even do is sometimes I can put him on speaker and use his authority to close the person did that many times.

You can save a lot of time by borrowing experience from others because if they're willing to loan it to you now, you can take that experience, make it your own, and offer that value to someone in the future. So we were able to pick apart a policy with moments of looking at it. This was because I had looked at so many. Part of this was from so many reps, but also anytime that I was see a contract, and this also helped me with underwriting a lot. I struggled with underwriting very early on, like many agents do. So if you don't want to be a clown, you can actually read through the underwriting things. Each of the carriers either has it on their website and they'll basically tell you on the paper app where whether or not they would qualify based off the question they're answering. I'm always looking for knowledge in this, in this realm. How can I get better underwriting, how can I get more issued and how can I get more people accepted? Because ultimately I'm going to go ahead and sell something. Why wouldn't I just sell it right the first time? And worrying about dealing with underwriting and dealing with this and dealing with that, just no point. Doesn't make any sense. So if you don't have an underwriting sheet or you haven't read all through the contracts of the main carriers that you're writing, or you don't know your underwriting stuff that you need to figure that out, that's going to be one of the biggest changes in your business. Absolutely changed my life. So I was also able to look through, because of this, I was able to look through other people's policies and make decisions on whether or not they actually had the right thing. I would see people with renewable term policies that didn't make any sense. I would go in place it that, hey, this doesn't make any sense for you. You know you're going to end up paying X amount of dollars in this amount of time. You're telling me that you're already strapped on your budget. Let's go ahead and do this, make this move for you so it makes sense and that way your budget's in.

A good place now. There's a lot of people, I'm sure you've noticed there's very, very, very high turnover in the insurance business. Almost 100% turnover. What do we say, 8% make it? So that's 92% turnover. And a lot of those 8% they're leaving at a certain point, right? So they come in, come out. It's just because the business is hard, but if you figure it out, it's very lucrative. And so a lot of people don't know what they're doing. Maybe they're only writing one carrier, but they don't know how to underwrite or maybe they're doing too lazy to underwrite. Not calling out anybody. Specifically these people that are writing bad business. That was like, that was my ticket in the door. So if I could plant even the smallest Seed of doubt that there was something up with their policy or like, hey, you know, I've run into a lot of situations where people are actually getting signed up for life insurance policies. And when I look through the policy, it won't even pay out because they got clean sheeted. Now it just takes me about five minutes. I'm just going to do a quick policy review to make sure you have the best thing out there. And I got really, really good at doing these policy reviews. So I could look at someone's policy within five minutes, I could figure out, hey, this is good, I'm going to leave this. Or, hey, I need to do something about this. We need to switch something around.

I got so good that I could.

Tell if, like, the cash value of their policy can be converted and they could get even more insurance for less money. Like, that's how freaking good we were. We only got good by doing it, not by studying.

Most people in this industry that come through are new, have no idea what they're doing, and oftentimes they'll write it or people will get things offline, off tv, that they didn't even know what they're asking for. And they ask for the wrong thing because they don't know anything about insurance. So it's partly because of a lot of bad agents, partly because a lot of insurance prospects have no idea what they're doing. So highly recommend you figuring out all sorts of the different policies and everything, make sure you're reading for those contracts, you know what exactly it is you're looking at. And this will help you a lot. We knew all of the rates of the carriers basically by heart. If I didn't know it or I couldn't remember, I would just take a picture of them, look them up online. That way I had a kind of a pulse on the business and I was able to kind of, you know, kind of keep track of what I was competing with and when I was competing with it. Things have changed, though, a lot recently you've seen a lot of carriers make adjustments to their rate. So, like the people who were at the top a year ago, two years ago, three years ago, are no longer at the top. It's constantly, ever changing, constantly. There's a massive cycle of it. So keep that in mind.

Yeah, so good. We literally knew what carriers charged, what amount. We have this down to a science. And it was only from reps, it was only from seeing and looking at so many policies a day that we got good. And I mean, I got good within a month or A few weeks, just because I was studying this. This is all I was doing all day. So that's a massive thing. Most of my business came from policy replacements. So number seven, know your shit. Now here's the thing, okay? So we wrote $200,000 in combined premium between the two of us, but I actually only made out with around 20,000 something in dollars before expenses. And I'm going to break down why we made almost no money, even though we wrote almost or $100,000 or more in business. Number one is because we were at a lower comp split. So I had about $50,000 of that business that actually stuck and got issued. I was about 50% comp. So my payout was about 27,000. Right. But here's the thing. A lot of that business charged back right? Now there's a few reasons they could charge back. Number one, they couldn't afford it. That's my fault for not triple freaking checking that. Number two, I wasn't following up enough. Right? So when I write the business, I was so busy with working the next week, we literally worked six days a week. We were either in the office pulling leads, doing training, or we were going out and, you know, writing business. So I never had time to call my old clients and check up on them. Now here's the thing. I'm going to plug in Advanced Agent CRM again because this is an excellent tool for this. It literally will follow up with your clients for three months after they sign up with your policy to remind them that you're there. You're going to take care of them, make sure they get their policy. All the things that can go wrong, we are in their phone making sure they don't go wrong. So that is a massive thing. I didn't have time, I didn't have a system to follow up with the existing business that I wrote. So it didn't stick. Okay? So if you have a CRM or a system, it doesn't have to be ours. I would recommend ours. It's built up perfectly for life insurance telesales. We're gonna be adding other product lines there as well. But have a system that follows up with your clients. That way you can reduce chargebacks that will kill you if you're in this business and don't know what you're doing. Number two is we had super high expenses. We were driving two and a half hours to get to an area, to drive around the area the whole time and waste gas. So if you switch over to telesales, all of those Expenses pretty much go to zero. So that's another thing that I would say as well. And number three is just the follow up game, right? The chargebacks came from not following up and from writing business that was too expensive for the people to keep. So I want to, I want to preface this with a lot of you guys are probably at different spots, right? Some of you are beginners, you're just getting into the business. Maybe you're still pulling contracts, some of you are just starting. Maybe you haven't even written your first deal. Maybe some of you are writing a little bit per week, but you're trying to get to a point where you're happy and some of you are writing, you know, high five, six figures a month, you know, and seeing a lot of success, you know, high five, high six figures. And you're having a pretty good time at this business. So there's a couple different ways we can help you depending on what, you know, moment you are in your business. So if you're still a beginner, one thing I would definitely recommend you to do, number one, go ahead and join the Facebook group Insurance agent freedom. Number two, is to get the CRM. Now what this is going to do for you is allow you to work your leads in a more organized and easy way. It's going to give you a leg up so that you can actually learn the business and start seeing some success with it. You're already seeing some success. I would definitely recommend you to get the CRM as well as the Secrets to 77 cents Facebook course so you can learn to generate your own leads and start increasing the profit margin so that when you're writing those deals, you're making more money and you can also increase lead flow to reinvest back into your business. Now, if you're already seeing success, you know, maybe you're writing five figures a month or you're at a point in your business where you know you're starting to see some success. We would definitely recommend, recommend our platinum done with you bundle. Now, this is basically where we coach you, we help you set up a video and we pretty much help you create an entire lead generation funnel so you can start getting prospects who are booking on your calendar who know who you are because they see a video of you on Facebook and are ready to talk to you, they're ready to buy and ultimately just grow your business overall. So those are our free three different programs. If you click the link down below where you can talk to John about getting set up on either the course or the Done with youh program and then also a link to the free CRM 14 day free trial and again the CRM is 79 bucks a month right now the course is retailing for 497 and if you want to get details on the platinum done with you click the link down below and book on John our account managers calendar. So that is going to conclude the video. Thank you guys so much for watching. I hope this got a ton of value for you. Now if you found value from this video leave a like down below More insurance agents to see this so that they can write, you know, more business than we did but actually make a ton of money from from doing it because they know and they can learn from the mistakes that we made during our first six months in this business. So again if you found value click the like button, click subscribe down below and turn the bell notification on to get notified every time we post a video and to get more valuable content like this so we can take you to Insurance Agent Freedom. We'll see you guys in the next one. Be sure to join the Facebook group for more free content and weekly live trainings. We'll see you soon.

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