LIVE: $20k/mo Telesales Producers Share Their Secrets...

Now, at the moment, we'll wait for a couple people to join on, but Eris and Eddie, welcome to the channel. Appreciate you guys hopping on.

Thank you.

Say what?

It's great seeing you guys.

Yeah, likewise. It's been a while, but I've seen. I've seen all the Facebook group posts, so I know you guys have been active and getting after it, so that's.

Always good to see production.

Yeah, man, we're working right now, man. But big ups to you guys, man, because it started with you guys painting that, you know, that vision of what's possible. So we're really just running the play right now.

You guys are killing it, man. You guys are killing it. Well, cool.

Let's. Let's go ahead and jump into everything. And then the end. For the last 15 minutes, we'll do a Q A. I know we got a couple people joining now. If you guys are hopping into the live stream, just comment here and where you're from. We'll. We'll give you a shout out here. But Harrison, Eddie, welcome again. I'm curious, like, for everyone that hasn't met you guys yet, I know we've done a couple videos in the past. How did you guys get into the insurance business? And then, you know, kind of just give us your story and then let's hear, like, one interesting fact about you guys that people should know.

Yeah. So it really goes back to my Air Force day. So I used to be in the Air Force. I served for six years. And I love what I did for our country. Right. But I didn't necessarily was satisfied with what I was doing on a daily basis, if that makes any sense. So, long story short, man, I was actually getting ready to deploy to Afghanistan. Literally a couple weeks before I was actually about to get on the plane and get up out of here, there was a guy that I actually met. Somebody said, sup, y'? All? What's up? But right before I actually got on the plane to get up out of here, I actually met a broker who actually owned an office about 45 minutes from where our base was. And he said, hey, you know, you seem like a young, sharp guy. Do you keep your options open to make some money? Pretty similar to what a lot of us hear, right?

Yeah.

Yeah. Eris is over here playing.

Yeah. So. So I said, yeah. So literally, he said, you know what? Why don't you try to, you know, pass your state exam before you even get back? That way you're not, you know, have to learn a whole new language. You can probably Just cram course and, you know, just try to get your license. Van. So, long story short, I crammed for about a week. I actually passed. But then I got shipped over to, you know, Kandahar, Afghanistan, came back and said, you know what? I already know my. What my future holds in the military, which I'm not going to reenlist. I said, let's just see what the cards look like at playing the insurance game. And here we are.

No kidding. I. I don't think I'd ever heard that story before. So you were like, you were in Afghanistan and then got sent back over and decided you weren't going to reenlist?

Yeah. Well, this was 2013. 13. Literally December 2013, I actually passed my state exam. And then July 4th, I'm sorry, January 4th is when I got on the, you know, the C130, you know, go over there to Kandahar, Afghanistan. Right. So I literally passed. Not thinking that I would pass. I just said, you know, let me just tell this guy that I'm going to take my state exam. If I don't pass, I'll just try when I get back. Well, I passed. Right. And that kind of made a lot of things a lot more crystal clear by the time I got back. I said, you know, what if I can really support my family off of, you know, what I'm actually able to do, you know, part time, who knows what I'm actually able to do full time, you know, so no kidding.

Well, first of all, you know, thank you for your service. Obviously, anytime that we get to have a veteran on here, especially a veteran insurance agent who's, you know, helping families and protecting the country, it's always cool. So.

Right.

I know you said 2013 is when you got your license. That's about. You've had your license for about 10 years, right?

Yep, 10 years.

So between when you got it and then this year, which it seems like is when things started to take off, what were you guys doing and what did the business look like for you?

So we were with a captive company. And with that company, obviously they've got different marketing, you know, philosophies on how they want you to go get business. Right. Russ? We kind of were like, you know, this is. This is the type of business how we actually always wanted to run our business, like telesales and doing things that way. But obviously it wasn't, you know, the preferred method on how to go out get business. But we were consistently doing between 8 to 12,000 personal making okay money, you know, 4 or 5,000 bucks not, you know, knocking it on the park by no stretch of the imagination. Right. But we were doing okay, you know, paying our bills, you know, but that's the extent of what it was. So once we got connected with you guys, it's like, you know, we went to the moon.

Yeah.

Got it.

Got it.

And so kind of fast. Fast forward to now. What are you guys writing in ap? I know we. We kind of teased it a little bit with. With the title of the video. But what are you guys consistently writing in weekly, monthly, daily? What's your production?

Yeah, so before, you know, we got started in the program, we were doing like 3 to 4k a week, something like that. 3 to 4 sales. Now every time, like, every day we work, we. We do at least a sale. So which, you know, Julian, he actually, it wasn't like that before, and he can attest to it. Like, we would say, like doing three or four this week, you know, just frustrated. But yeah, now every day we work, we do. It's. It's like, it's not a day of waste, you know, so we have five kids, so we're super. Like, we pay attention to our time and the time we spend and, you know, in different areas. And so this has just been working out great for us. We aren't even contacting everyone that we're getting, so it's a good problem to have, but that's why we're growing.

I love that.

I have a. I have a question, actually. I'm curious. So you guys said that you were doing three or four sales a week, and now you're doing one a day. And I don't. I'm not sure how. Like, there's obviously some things that have changed, but I'm curious to know, like, was it lead flow? Was it understanding, like, what you needed to say to the prospects? Like, what specifically was it that meshed for you guys that took you from like maybe three, four a week to like one, two a day? Like, what was it that. That you said? You said something. Some stuff changed, and I could attest that. I know I remember, like, us talking and everything, but, like, what specifically for you guys changed in that. In that facet?

Yeah, so I'll. I'll say it's a couple different things that actually changed there. I mean, being in the kind of the telesales world, you guys will start to realize that there's people who are serious about, you know, taking the next step and seeing what they can do to get cover. And then there's Other people that are tire kickers, right, they just kind of want to, you know, talk your ear off and let you know how much their family means to them. But when it comes down to the, okay, it's going to be this, this, this, for this, this, this, and then they make up all the excuses in the world, right. So you can tell serious people, but it's kind of almost like one of those things where you kind of have to go through it to know who or who. Who are the people who usually show the signs of taking the next step and who are the other people that, you know, maybe they need life to hit them in a couple different directions to get serious about it. So I think that's the biggest time, too. The biggest tip so far, too, is just noticing, you know, the signs of people who are wasting your time versus people who are ready to make a decision. So that's one for me. But who you think, what you think.

Yeah. And also the way we're. We were talking to people, I would say so, like. Oh, yeah.

You know, paying attention more to like, the ins and outs of what we invest into it besides for, like, what's good for the client, what do they want? And so I feel like over the past 90 days or so, we focus more on what the client wants. And so taking the attention off of us and put it on to them.

That's really good stuff. That's really good stuff. Just finding a. Finding a problem and solving it, I think, is that. And just sounds like repetition. But like, what do they call it? Not. It's not that practice makes perfect. It's perfect.

Practice makes perfect.

And so, like, basically, you guys are already. You guys are on fire already. It's just like basically putting that fire in the right direction. And some of that's experience and some of it's, you know, just. Just like you said that. That perfect repetition, but. No, that's exactly right. The more it's like, what's that old saying they have? It's like the people don't care how much you know until they know how much you care.

Right?

Yes, 100.

Exactly.

Yeah.

I'm curious. Break into the numbers a little bit because you guys went from. You said about. Was it 10 to 12k a month?

Huh?

Okay. To like 20k plus a month consistently. And I think the. The biggest difference for you guys, correct me if I'm wrong, but it's not that you're necessarily writing because, I mean, you doubled your production. But the most impressive part to me is not even like the Increase in production, it's the increase in profit, like what you guys are actually taking home and making. So kind of walk me through that, like, what's, what's been the, the biggest factor to you guys actually profiting more instead of just falling into that AP trap where, you know, you're on the top of the leaderboards, but there's not really anything left over at the end of the month to show for it.

Yeah. So we are like a relationship freak. So we really love our clients. And so after we speak with our clients, like Eddie's speaking to them, they're speaking to me like three or four times. It's not like a wham, bam, you know, going to the next. We send thank you cards, we text them on their birthdays and things like that. So we're really keeping a connection with our clients. Plus, you know, at the beginning of the kind of conversation, we're knowing what they're doing it for us. We take those notes, you know, go back to those notes when we're talking to them. Oh, how's little Maria doing? You know, so we're just like really big relationship freaks.

And the biggest thing too is to me, you know, kind of from my standpoint, because I do, you know, she actually pre screens and I actually go in and obviously, you know, take the information that we have and, you know, get them to make a decision. Right. But the biggest thing for me is, is that when we're actually sitting down with someone, you know, I really can't, you know, hit on that enough about, you know, seeing exactly who's going to be the one that's going to be serious. Right. But I let them know, like step by step by step, this is actually what, you know, what we actually may see. You may get approved on the spot or it may get, you know, referred to underwriting, or you might not even get approved.

Right.

But that's not the time to actually, you know, drop your head and soak. It's oh, woe is me. It's like, okay, now you're expecting your insurance brokers, which is Eddie and Neris actually do our work now with which is go find you a company that's going to get you what you deserve. Right. Which you can actually get approved for. Right. So I think that's pretty good too that, you know, you kind of managing expectations and kind of, you know, letting them know, like, hey, this could happen, this could happen, this could happen. We've seen it all before, but that doesn't mean that we can't find anything for you. So I think that goes a long way with people too. Letting them know that they got somebody who really has their best interest at heart.

So y' all go ahead for it.

I was gonna say, are you guys doing good cop, bad cop here?

Hey, what's going on? I'm Aaron. Eddie comes in. Let's get this policy.

Actually, it's the other way around, I think, I think it's the other way around.

That's funny, man.

I filter them out pretty good so we're not wasting no time.

Yeah, exactly.

That's hilarious. So I'm curious, like, it sounds like a lot of the increase in profitability is like keeping people on the books. All right, okay. So you guys are like big follow up people. Like once somebody signs up as a client, you're not just leaving it, you're, you're really like doing your due diligence to make sure that they're, they're going to keep the policy.

Oh yeah, because you may make the transaction, right. But the sale starts once, you know, everything's actually been, you know, enforced, right? So of course when you actually make that check, I mean that can easily be a chargeback if you're not on your stuff, right? So if you got poor people skills, poor follow up habits, if you're not a man or woman of your word, I mean, those type of things, it may seem little to you, but you know, everything. Yeah, it's everything because you're speak. I mean, a lot of people that we're sit down with, 99.9% of the business that we're writing right now, people don't know who we are. So this is our reintroduction every day, right? So if they actually have something that they're counting on us to deliver on something, right? Like, hey, we can do this, we can do that, right? But if you're not living up to what you're, you know, doing what you say, doing what you're saying, right? I mean, at the end of the day you just got to get serious to make serious money, right? I mean, you just gotta, you know, cut all variables out of the picture and just say, hey, I'm gonna go over and beyond, I'm gonna, you know, I'm gonna under promise, but over deliver on everything that you're actually going over with your clients. And I feel like if you just follow that method there, then you should be good.

Yeah, that's awesome.

I have a question for you guys. I'm curious, like one of the things that I'm sure everyone's wondering is what kind of script are you guys using? Because obviously there's like a handoff there and I'm curious, like, where, where are you picking up eris that you're handing it off to Eddie for the close? And what, like, what does that process kind of look like?

A little bit?

Yeah. So I literally filter out all of our leads that come through. So if they have an appointment or if they're fresh lead, I'm giving them a call. Once I do that, I'm either scheduling the appointment or like literally live transferring over to Eddie using the CRM that you guys have. So I'm able to do a warm transfer, get them on the phone, you know, before the transfer. I actually ask them a few pre screening questions, just serious stuff, medications, stuff like that. Let them know they do qualify. So I get them over to Eddie and introduce, you know, them to him and like just passing them off, you know, so.

And then from that point, what I do is I'm jumping right in, right? So one of the things that I like to do is I'm big on.

Always be disarming. I don't know if that's all, you know, something that is common knowledge, right? But yeah, always be disarming, right? So, yeah, so you're talking to a complete stranger and you really want to get in there to get on our good side as quickly as possible. You don't want to spend too much time just rambling, right? So let's just say if I'm sitting down with Tim, right? And Tim, I've got your information. You know, your mid-20s, you got kids, you have no medical, no tobacco. I'll get on the phone after Eric transfers me and I say, hey, Tim eris, let me know a little bit about your situation. It looks like that you got the key to all wellness. What's working well for you? Or what's the secret to the sauce? And they'll start chuckling like, oh, well, you know, I'm stress free or you know, stay busy. Yeah, stay busy. Or, you know, drama or something, you know, something like that.

Sparkling water. I'm telling you, I got like three of these things next to my desk. I'm addicted now.

Yeah, yeah.

And then from that point, right. I just say, you know what? So as I'm getting everything pulled up. What got you looking into life insurance? So you can really tell a lot about what people's intentions are by that statement there. What got you looking into life insurance? Yeah, you got. Some people say, oh, well, I was just looking around Or I was just looking for a quote, then you really want to be careful about how much time that you're actually spending with that person if they're genuinely not looking to make a decision. But you only know if they're looking to make a decision based off the questions that you ask. So it's the quality of question that you definitely want to drive home to people to make sure. Like, hey, if you can actually find what it is that you're looking for, does it make sense to keep kicking every rock and turn over every bush to see how you can save five to ten bucks, or does it make sense to go ahead and put a plan in place today? Right. So I go through all that, and honestly, it's just a conversation, right. I go over who. Who's going to be impacted if something were to happen to you. Right. Why is it important to you? Where does your kids live? You know, if you don't actually make it home, do they still live in the same neighborhood? Does your wife just. Does she have to remarry for money? Right. What does that look like?

Yes. I love that, dude. I love that one. Did she have to remarry for money? That's a good one.

Yeah. Yes. Right? So. So I say, okay, based on what you went over with me right now, it looks like, I mean, you've had a lot of time to think about it. Am I wrong, Tim? And Tim said, you know, I've been thinking about this for quite a while now. So, Tim, based on what you mentioned, right, you don't want this to happen. You don't want this to happen. You want to prevent. Da, da, da, da, da. Right. When does it make the most sense to put a plan like that in place? Well, asap, right? So I go through the whole thing, like, have you guys ever got life insurance before? Right. So I'll let them know the steps.

Right.

They got to do a quick background check to make sure you do qualify for the programs, but assuming that we can find a quote for you that's going to, you know, be what's best for you, Right. They allow you to cover yourself as soon as today, but they give you up to seven days. And I kind of make that up, too. They give you up to seven days from approval notification that you can get your plan started. When does it make sense to put a plan in place based on that timeline? And they say, when I get paid on Monday, on Tuesday, Right. So I'm already getting kind of the objections that I'm usually supposed to get out of the way. But of course not every situation is the same. But being able to actually have a system that you go through every single time, that's flawless.

That's going to be the one that actually saves you in the long run because you really get out of the mode of how the conversation is supposed to go and really just having a basic conversation with someone so that you're not robotic and all that. So as long as you actually have a good foundation on what you're actually looking to accomplish, making sure that they know what's to be expected, right, they're going to get quotes. But having them feel comfortable about making a decision that they don't actually have to be, you know, have anxiety like, oh, this is. This hundred dollars is going to set me back for groceries next week or something like that. Right. So stuff like that, you just kind of want to, you know, have a real conversation with people because people are people at the end of the day, you know, 100. I love that.

So, Julian, do you have any more questions before we kind of dive into the numbers of everything?

Not too much, I think just a few key points that like, you guys have spit a lot of freaking heat on this live so far.

I think a few key points that.

We could take away from this though. Like if I were to just like say like, ah, this is what I need to take away from Harrison. Eddie, I'd say one thing that you guys kind of touched on is basically turning your sales process into a system. This changed my life and this is like the reason why I'm able to, you know, close policies, write business, get sales, whatever. But it's just literally understanding the buying process of a product prospect. Overcoming the objection before they give it to you. You touched on that really briefly, but like you can't really stress that enough that like if you're basically blocking the objection prior to it coming up and just coming over it, then, then you know that that's like, I don't know, man. That might be the biggest nugget I've taken away so far from you guys. Just basically stopping the objection before it pops up. And other than that, I think just having fun with the prospect and building the relationship. Like if I was watching this, maybe I'm not hit these kind of numbers. Like that's what you need to take away from. What Eris and Eddie are saying right now is system block objections on the front end. Don't try to just overcome them on the back end. Obviously overcome them, but the better that you can get rid of them. Before they come up, the easier it's going to be. And then really focus on building a relationship and just having fun with the person because they're people, not just numbers. I think, I think that's kind of the best thing. But Tim, if you want to go ahead and dive into numbers, I just wanted to touch on that. I know that's super valuable. Thank you, guys.

Yeah, yeah. So for the last. Let's see, today's Tuesday. Last week, what did you guys write in AP?

We wrote 7,000 in AP last week. 7,000. Did you have.

Yeah, last week was kind of a slow week.

Slowly. Okay, 7,000 last week. We wrote 8, 500 the week before.

Yeah. Our goal is 10k a week.

Yeah, 10k a week.

Oh, so you guys. I said 20k a month. Telesales producers. I should have said 20k each.

Yeah. Oh, no, no.

So it's together still. But like he does that and I pre screen. But oh, is 10k a week.

Like, that's what I'm saying. Like, between the two of you guys would be 20k a week.

Oh, yeah, definitely.

10K a week. So to write seven, what are you guys spending on leads? Like, what's your, what's your lead cost on that?

Yeah, so we spend about a hundred and fifty a day. So that's about what, a thousand thirty five a week? Yeah, yeah. So it's about a little.

It goes up and down, but this is. It's about 150.

150 a day. So it's a little over a thousand a week.

So you guys are spending about a thousand a week to write 7k in AP?

Yeah, pretty much. But our goal, 10k and AP. But yeah, the goal is 10k.

Yeah. Well, if. I mean, if you guys are getting the lead volume, you're a lot of the people that you guys have in pipeline that maybe you haven't even spoken with, like they're going to convert into policies over time.

Right. I'm curious.

Like, you spend seven to. Or you spend a thousand? Not seven to write a thousand. You spend a thousand to write seven. Otherwise we wouldn't be having this conversation.

Yeah, we're doing a different conversation.

Yeah.

Visa calling up for our lead money? No. So a thousand to write, you know, seven grand. What are you guys profiting on on a week like that? It's like all the business charging back and you're making like 500 bucks or what does that actually look like?

So our average would be. So since.

They got the whiteboard with.

The numbers, I love It.

Yeah. So we do. And we put how much we make on the board. But since the first, we made about 10 grand and so still have business. We still have a lot of people like underwriting stuff going on. Right. So we're still waiting on a few policies to go through. Yeah. But our goal by the end of the month is to do at least make at least 25k. I mean, still a lot of a month left, so. With everything processed. Yeah.

So you guys are gonna have like, the way your. Your structure is set up is like you guys will write someone and then there's kind of some things that go in with underwriting. So.

Right. Or we gotta change or something. You know, that stuff comes up so they get signed here. We're like, we're not married to the company. We're pretty much married to you. So we're gonna help you find out what works the best for you. Which was a big part of us going independent recently too. So that's another story. But yeah.

Yeah.

I feel.

I feel bad with Julian and I hogging all the questions for you. So you got Julian. You want to open it up to. To the comments and let people drop some Q A in here?

Yeah. Do you got.

Do you.

I guess we'll just call you guys friends and family, advanced agents in the making, whatever you want to call it.

I don't know.

But do you guys want to ask Eris and Eddie some questions? These cats are Talking about making 25 grand a month take home pay.

Yeah.

Talking about writing ap.

Yeah.

I told. I totally mistitled this. This live stream. I feel bad. Yeah.

We're not talking the month not over. We can do another one on the first.

Yeah, I know.

Obviously I put your guys. AP number is lower than what you guys are trying to take home.

Yeah. Okay.

Yeah, yeah.

For real. You guys are monster producers. But guys, like, we're talking about people that are acting. Did we talk about 92% of agents failing? Let's talk about the 8% that aren't making any money.

Right.

And it's probably closer to 7% because that top 1%'s cranking. But Heiress and Eddie are top 1% earners right now. And we're talking about like people that are actually making money, actually getting deposited bills are being paid. American Express is not only the only one eating here. Lead vendor. Right. So.

Hey, listen, that's most people, but guys, like, there's so many. I'm sure that we got 15 people.

People watching.

I bet you like, you know, 11 or 12 of them might be in the situation. That's where I was.

I was writing.

Yeah. Yeah. It wasn't as great as it was now. It is now.

No.

And it doesn't start that way. And it's. So it's okay to. To be that agent. And the thing is, is that, like, at the end of the day, we can't. We don't know until we mess. Make that mistake. Right. And so some agents are watching this, and they're like, oh, that's not me, man.

And they did.

They've only been doing it maybe for a few weeks. They've just been robbing Peter to pay Paul. Just for a few weeks now. But I promise you, if you don't.

See at the end of the month.

That you're taking home a boatload of cash.

Yeah.

You're writing 30 grand a month.

Or.

Or you're writing 20 grand a month, and you look at your bank account.

You'Re like, where is it Working with a magnifying scope or magnifying glass?

Yeah.

Let's ask these questions, guys. Let's open it up to you guys. And how can we.

How can we help?

How can we all make more money? So let's see if we got any questions here in the chat. If you want to drop it down. Somebody said, amazing.

Yeah.

AIs and Eddie are freaking awesome.

But I'm curious, guys, while we're waiting on some questions, like, obviously, we've been working together since, what, I think, like, February or March.

Beginning of February. Yeah. Y.

Okay, so just so, like, Julian and I know what we should do more of or what we can improve. Like, what's been the most valuable thing that we've done to, you know, help you guys with your goals and whatnot. Like, what. What have you guys gotten the most value from?

It's so much like.

Like two or three things. What would you say? One, I can.

The system, like, you guys, system that you have, it's like, I haven't seen this anywhere else, you know, so. And I look. Trust me, I look. So I haven't seen it anywhere else. And it's like, it's so easy to follow as long as you pay attention and you actually go through it and follow it. Like, if you stop in the middle or, like, it's not going well. So let me just pull back. That's when you should actually pull more into it. Like, let me, you know, invest more time. One of our kids really let me.

Invest a second ago.

Yeah. Invest more time into. You know, these people are teaching me this and getting all together. For me, that's our one year old.

Yeah, my one year old. He just keeps coming back up here. You guys hear some screaming?

That's him.

Like, looks under the door, like, hey, yeah.

But yeah, they're doing this with five kids. I just wanted to throw that out there. Like, all my. All my agents that are, man, I just.

My.

My buddy called and his girl left. Like, they got five kids and like, they're still doing this thing like that. But you wanna. I think Eddie was saying something. I just wanted to. I saw there was a kid screaming, so I figured I'd jump in.

Yeah.

Yeah. So I think the biggest thing is as well, if you can kind of boil it down to, like, one thing without me kind of sounding cliche. I. I think it's more so with you guys. Our experience is being more intentional. So whether that's with the sales process or with you guys, with helping us with, you know, the leads and, you know, the ads set up and stuff like that, everything actually has a proper place. Like, it's nothing that's random.

It's. So everything is put together. It's crazy.

Yeah. I think it's more so about being very intentional. Because if you want consistency in your life, you gotta have. You gotta have stuff in place. You gotta have things that you expect to get a reasonable expectation from. You know what I mean? So, yeah, I think that's the biggest thing.

Another thing that just came to mind. You guys, like, always pushed us to, like, scale up instead of, like, staying, you know, steady. And I think that really helped us, like, you know, burn our ass every morning. You know, like, we got. We just spent 150.

So. Investing into yourself, it really makes you, like, get serious about it. Like, okay, this is a real business running. I'm helping real people, so. Making real money.

So.

And.

And right. When you actually add that up, I think the entrepreneur in me, because I'm an entrepreneur's entrepreneur, I'm the, like, the worst employee. Not that I'm, like, insignificant. It's just that. Yeah, it's like, I'm just like. I just got big dreams that outlives, you know, my current circumstances. Right. But I think the biggest thing is, is just like, putting your butt on the line. If you can just boil anything down as at some point you're just gonna have to make a decision that it's either you're gonna sink or swim, but you just gotta trust yourself that it's like, okay, everybody can't tell you no, the world isn't conspiring against you to have you fail. You know what I'm saying? At some point, you just got to be like, okay, no matter what happens, hell or high water, I'm gonna make this happen. And as long as you come up with that overarching commitment that you actually make to yourself, I think before you make that commitment with anyone else, you need to make it with yourself that no matter what happens, I'm going to see this through. Not every day is going to be perfect.

Happens.

I mean, excuse me.

Every day, Right? What happens to you? Yeah, so what happens to you happens to everybody, right? But it's what you do with what happens to you, which makes all the difference. So I think that that's the biggest thing, too, is just put yourself on the line. I mean, if you're comfortable doing. If you already have your ads going, right? And if it's a certain amount, well, put your butt on the line and say, okay, let's up it up. Right? Get better at your skills. Get better at networking, referrals. Whatever you got to do to get this ball off the ground, just do it.

Yeah, right.

Thank yourself in the long run, after 90 days, you're killing it. You're gonna buy. You know what? It started when I was, you know, when I wasn't too sure about what the outcome was going to be. That look at me now, you know. So that's how it is.

Yeah.

And that's crazy, too, like, to kind of touch on this. I remember in February, I think, if. I think if I remember correctly, February, there was a ton of, like, there was like, a disconnect with, like, the.

Whole lead source thing.

Like, it hasn't been all wins, guys. And, you know, there's been points in, like, where we've kind of gone back and forth a little bit. It's not just like sunshine and rainbows, but at the end of the day, if you want to perform at 1% levels, you got to put in 1% effort. And. And you gotta. And you gotta actually, like, like, you're gonna. You're not gonna always agree with each other. You're not gonna always, like, do these things. Me and Tim disagree sometimes. Like, that's okay. We're here to win. We're not. It doesn't. Like, everything else doesn't even matter. So I think what you guys is talking about is just, like, spot on. I know. We got a few questions. Christopher, ca. I think I really botched that. I'm sorry, buddy. When you're setting appointments, what's your intro like? I think that'd be for Eris, right?

Yeah.

So that'll be for me. So I'll just go over real quick.

Yeah. So like, I'm calling you Julian, Right? So, hey, Julian. Or sorry. Hey, Julian. So just questioning, like, hey, Julian. Like, is this Julian, right?

Yeah. Hey, who's this?

I'm getting back to you on your request of the information for the state approved life insurance program. You said your firstborn child's first words were mama and that your beneficiary will be your kids. Does that sound right?

Yeah.

Okay, so I just have a short pre screening that I'll go through with you and after that I'll put you through with a licensed agent, which is Eddie, to see which plans you qualify for. Does that sound good?

Yeah, perfect.

And then after that I just go into. Do you have this, this, this. You know, just. Just really seeing which company they're going to go to. You know, so by doing that pre screening, like, finds out everything for them.

Yeah. So we don't get any surprises during underwriting. Like, oh, I'm healthy, but you had a heart attack.

Yeah, you didn't tell me that.

I'm healthy, but I do have stage four cancer. Other than that.

Yeah, I know, right?

We don't want to wait on that. So.

Yeah, we got another one here. KB, Superman 87 says, what would you say is your closing ratio?

How many serious sits versus actual sales? Asking as a field rep.

So I'll answer this one. So our numbers have been one out of five. So if I get on, I. If I get connected with five transfers from Heiress, one out of five. I'm closing. Like there are days where it's like, okay, it's a trucker, you know, and we're going through the application and he hits like some area where it's like he's got no service to even talk on the phone. Right. I'll call him the first thing tomorrow morning and end up closing. But on average, we close one out of five. So that's where we get our numbers from that we close at least a sale to that sale sale a day. So once you guys get to a position where you're getting a certain amount of leads that you can really start to dial in. Okay, how many conversations am I having every single day? So not necessarily appointments. That's important. But what's more important is how many people that you actually have on the other end of that phone call that you're actually able to speak to. That's been the biggest gauge in our business that is one out of five for us. So 20. So getting better at it. We're still following up with a lot of those people, but we've got so much value coming in.

Right. Like I was gonna say, like, one out. One out of five. Like, I get them on with five people, but it's like we still have a bunch that don't even get contacted.

Yeah, it's some that'll start an application and then say, oh, well, I thought that this was going to be something that I can speak to my wife first before pulling the trigger and stuff like that. We have those. I'm pretty sure you guys know about all that. Right. We'll end up following up with them. But it's a sweet spot that we're in right now. And I really want to thank you. I can't thank you guys enough for this is because the system that we actually have with the ads, it's like we're in a position now where before in the past when we worked with our captive agency, it's like we met people out and about, and you may have got a referral here and there, but it was like you really wanted to dial in on, okay, I've got to be absolutely perfect in order to actually make this sale. Now. It's like I've got so many people to speak with outside of you that I don't even know the next time I'm even going to be able to follow up with you. You know what I mean? So that's just such a sweet spot to be in where it's like, you want to care about this person and be able to deliver for them because it's serious. It's life insurance. Right. But the bug doesn't stop with them. I mean, we've got a ton more people for every one person that actually wants to kind of jerk around and stuff like that. It's like, I mean, you need this. My family has.

Somebody's waiting. Literally, I cost money. I'm double booked.

Yeah, literally, we're double booked now. And I gotta call somebody in the next hour. Once they get into an area that they can actually sign up, sign the. The E app. Right. But it's just such a sweet spot to be in when you actually have enough leads to actually come in that you don't. You want to be good. I'll never say that you want to be a professional at what it is that you do, but you. You can really take the pressure off yourself that you actually have to be absolutely perfect. And I don't say Everything absolutely perfect. But I honestly don't know.

I stumbled on the intro. Like I do it every day.

Yeah, we do it every day. And we still, I still look back like, oh, okay, I probably could have been a little bit more, you know, drove home more emphasis on this, on that. But I don't think you're ever going to be to the point.

Nobody cares either. Nobody really cares anyways.

Yeah, you probably sound like a G. You probably sound so smart to them that it's like, wow, this person.

Genius.

Yeah, life insurance genius. I gotta, I gotta say guys, for everyone watching, crazy detail, but literally right before Eddie and Eris hopped on, they were in the middle of giving three quotes. So we cut them short on a referral of giving three quotes. So I feel a little bit bad for that. But you'll be able to call them back and get them back on the phone. These guys are crazy. I think we got time for one more question and then we're gonna, we're gonna hop off here. I'll let you guys pick which question you want to answer. So we got four of them here. What's your schedule look like? Do you do transfers to Eddie right away or do you.

Yeah, so.

And then are you calling from the CRM or dialing with your phone?

So you guys.

Are easy.

So we do call from the CRM. I think it's much easier. Plus it tracks who we call and like I know the last time I talked. We also record our conversations with them. That's on, on the CRM as well so that like we can go back, make sure we got everything right or whatever the case is. Right. So it's good to record your conversations to know how you sound. And also the transfers, Yeah, I connect them to Eddie right away, right after the pre screen. And we're using that advanced agent CRM. We've been using that since the beginning. I don't, I feel like if I stopped using that my life would go crazy.

Yeah, we got referral, we got referrals to actually start another CRM. But I'm so dam scared about.

I know, I'm like, I don't want to.

It was like, maybe it could save me a couple dollars. But I'm like at this point it's like, yeah, this, it's not broken, you know what I'm saying? I'm just gonna keep running this play.

You know what I'm saying?

So it's just thing so far, you.

Know, the whole system you guys gave us, like we use everything. So.

So if you guys Take anything. I know a couple people actually answer a couple questions if you guys take anything. It's just two things. Right. So number one is just put your butt on the line. This is probably going to be the most uncomfortable time in your life. Probably outside of pregnancy, probably for you.

Right.

But it's probably going to be the most uncomfortable time just getting it started. But just embrace it that you got. I mean, you're going to grow through it. Right. So just figure out what you got to do, put your butt on the line and just work behind that faith. And then two is just be more intentional. You know what I'm saying? So whether that's be with the system with you guys, with Tim, Julian and the team, don't just get on like, okay, this is the same Monday morning thing. I already know what they're going to say. No, take the things they're actually teaching you guys and just implement it. Because a lot of things that Julian, you probably don't realize, but I say a lot of the stuff that you actually sat down with us.

Yeah.

And coach us on still to this day. And just. It's almost like reflexive. Right. But just with that, just be more intentional about everything. You know, the interaction that you guys have with the team. But also be intentional with your goals. I mean, how do you know where you're going if you have no roadmap to get there? You know what I'm saying? So you just be more intentional with everything. Those are just the two biggest things. Right. Just, you know, just get after it. Right. Put your butt on the line and just be more intentional about what you're doing with everything.

Love it. Appreciate you guys. And I know you guys are working on scaling. I saw a post in the. In the group the other day. How can people contact you guys if they're interested in learning more about what you guys are doing?

Yep. So we're in a process right now. We. We literally got to this point where it's like, it's a little bit more than what we can actually handle personally.

We have three people who are like, studying for their test right now.

Yeah.

Because we need help.

Ye.

We got a couple people that we definitely need. Right. Because it's people that's like maybe three weeks old that I feel bad about.

I know. It's like three times.

Yeah. It's like, oh, my gosh. So it's like we need somebody to help us out on that. So we literally got a couple people in that we actually just got licensed. Right. But if you guys do Want to reach out for questions? You can reach out to me on Facebook.

Yeah, we're in the group. Air sims. Yep.

And then I'm also on Instagram. I post some, you know, family and stuff like that. Whatever I feel most, you know, inspired by. You can find me on there. Himothy. So, like Timothy, but Timothy underscore o T O s on Instagram, so I.

Feel like I should change my username to that.

Yeah.

And mine's relaxed R I underscore laxx.

Yeah. We got some alter egos going on, right? Yeah.

For real. Awesome. Julian, you want to close this out?

Yeah, sure. Guys, I want to thank you guys so much for coming on. You guys are. Gosh, man, you guys are just. You guys are just a pair of people that you don't come across every single day. You know what I'm talking about? I know that we. I know that you guys have your Slack channel. I haven't seen in there much, but miss catching up with you guys. You guys are welcome to come on our sales training. I do it every day at 4:00pm Eastern Standard Time, so you guys are always welcome to jump on there if you do want to. We're cranking it out, you know, just freaking smiling, dialing, doing it all. I'm gonna be jumping on the phones here in a bit as soon as my licensure comes through, so maybe we can do like a little live dial session or something.

Yeah, man, I gotta freaking. I gotta freaking turn the lights on, man.

You know what I'm saying?

Good use.

Yeah.

Seriously. But thanks, guys. Seriously. This is like, I can't even imagine you guys are taking time out of your day that you guys get paid for to come and hang out with us and share your knowledge with everybody.

Any day, man. We owe y'. All.

Yeah.

And, guys, like I said, you need to reach out to these. These guys. They are legit. You guys can learn a lot from them. So if you want to reach out, you want to get similar results, I'd probably try and learn from somebody who's doing it that that's them. So go ahead and hit them up. And I know they're looking to build something huge. So if you want to be a part of something bigger than yourself, they're the people to reach out to.

Thank you.

See you in the next one. Peace.