Make $10,000 AP With Facebook Leads - The ONLY Video You NEED

Hey, what's going on? So you just generated your first lead, and you're wondering what to do next. I'm going to go over all of that here. But first, before any of what I'm about to tell you even matters a little bit, you can't get there unless you do this part. The first thing to remember when you're working your Facebook leads is that you want to get to them within five minutes. MIT did a study that if you get to a lead within 60 seconds to five minutes, you actually have a 900% increase in being able to close that lead versus if you wait even five minutes after that. Because. Because they're fresh, they're thinking about it, and that's exactly what's on their mind at that time. The next thing to remember is when a lead fills out the form, you want to call them. And I'm going to give you the exact script that I've used to intro every single call that I've done for the last four going on five years now. And all I say is, hey, is Ms. Jones there? Hey, Ms. Jones. It's. It's Julian. Yeah, listen, I was giving you a call because you had listed that you were looking at the final expense program out here in Phoenix, Arizona, and you had listed that you're a high school mascot, was a coal mine in a bucket. You always want to use a point of interest, whatever it is that they put on the lead form, I don't care if it's their beneficiary. I don't care if it's a coal mine in a bucket, whatever it is, because if you're calling them, hey, did you want life insurance? They're going to hang up on you. They're not going to talk to you. This might sound crazy to some people out there, but I've heard this, I've seen this, and it happens every single day. Another thing I'll do is. Hey, Tim, what's going on, man? How's it going? Hey, it's Julian. Dude, come on, man. Julian. Oh, I was getting back to you about the final expense program. Listen, man, you listed that your beneficiary was going to be your daughter, Sarah. What you got going on? I got to ask you a couple questions real quick. And they're just like, oh, okay, because I'm acting familiar. But you also want to make sure you're touching on the point of interest every single time, because if you're not, not only are you losing way more leads than you should, but if you're not calling them in the first five minutes, you're going to lose deal after deal because if it's a 900% increase in your chances of closing them, think about how much drop off is after three months when you get back a direct mailer. And that's one of the reasons that we decided to go with Facebook self generated leads. There are three three things that you need to do to get your mind right for getting into the headspace to talk with your prospects. So if your prospects are not qualified, you are screwed. You'll waste time on clowns, you will lose a lot of money, and you'll end up becoming a punching bag for the underwriting department. Ultimately, you will end up extremely frustrated. Number two, always qualify on the front end and make friends or build the relationship on the back end. If you're trying to talk to them about their family, the first 10 minutes of the phone call, they're nauseous from listening to you sound like every other salesperson. It's disgusting. They hate it, you hate it. Nobody wants to do it. So just skip that part and go straight to qualifying. If you're over the phone, you don't want to invest in just having random one off conversations where you're spending an hour talking about Domino's Pizza or their kids or their cousins or their grandchildren or whatever it is that you got going on in these random conversations. Qualify if they can buy talk. If they can't buy, hang up and tell them to have a great day and you're glad you met them. Don't be rude, but obviously don't waste your time there. If you focus on the qualifying, I'm going to show you exactly how to do it. This does differ from company to company. So if you you work with a carrier and you're captive, or if you work with an IMO or if you're, you know, you're independent, you're just contracted through someone. Everybody has a different process, so make sure you adhere to yours. But always use the resources that the company gives you. And if they don't give you resources, make your own. The first thing you need to have is an underwriting guide. You can use a quoting tool that has underwriting questions that are up to date. This is the most important. Underwriting tools go in and out of fashion every single year and oftentimes they're never up to date. So make sure that you do have one that is. And if you're old school like I was, I had a print off stack of papers with each underwriting question on a, on A series of spreadsheets that was giving me the answers to whether or not my prospect was qualified. You can also do what I did before that, actually read the contracts individually to look at the health question because I was running into so many issues because I didn't even know underwriting existed, which sounds funny to say it now, but I was so green to the business, I had no idea. The next biggest thing is to streamline your qualifying process. So you actually only need to know a few basic questions when you're going into the sale to kind of determine whether or not they are someone that's able to actually get life insurance that you have. Maybe you're selling term, maybe you're selling Iuls, maybe you're saying selling G Wells. Whatever it is, they're usually a lot stricter. Final expense, you can get away with a guaranteed issue policy and you'll be okay. You can streamline this process by creating a one page survey sheet, which is what we did to basically find out what exactly they were doing. And we would even find out what their income was and their assets to put us in a position to be able to find out whether or not they were even qualified. Qualified prospect, you now have leverage and you're able to not only find out if they're qualified, but you're able to find out what it is exactly that they need so that you're able to give them the solution to their problems, not create another one by giving them something that's too expensive and ending up with a ton of chargebacks. So here's how I open this in the appointment. I'm going to be completely honest with you. My boss put a stack of papers on my desk and I got to talk to 100 people by the end of the week. So I'm just going to jump straight into it, if that's okay with you. For those of you that have watched my referral video, I include that next line after this. But I like to take this a step further by saying I'm going to go through a quick survey real quick. Once I go through these questions, I'll have a better idea of what exactly you are able to get. Whether or not we can even do anything for you. So I'm going to go over what that looks like if we can help you, and then if not, I'll be out of here in five minutes. Or, you know, we'll be off the phone here in five minutes. That way we're not wasting each other's time. Sound fair enough? I always like to say Boss. This is a few key things here. I like to say boss because they can understand I have to do this. Granted, we're all our own boss in this business. If you're not, yikes. But in this business, you are a 1099 business owner. You dictate what you do, but you say boss to relate to them. Most of these people that you're talking to have an employer have to listen to orders that they're getting. And so you want to relate to them by saying, hey, look, I have to do this, but it only takes five minutes. If I can't help you, great, I'm out of your hair. But you're saying it as if your time is valuable, not as if you were a pest to them. You want to make sure that you're maintaining status within the relationship. And also I like to create some urgency by saying I have to talk to 100 people. That way I can just kind of fly through things and I have an excuse to jump straight into it, which helps me get past having to talk about their little kid Jimmy's soccer game last weekend that they have posted on the freaking Nancy. After going through this portion of the appointment, I'm going to jump straight into my survey sheet. Now granted, this is different for everyone. It should be different. And I want you to make this for yourself because it's going to help you have a better understanding of what it is that you're doing. A survey sheet is a super great way to appear professional if you're a face to face guy. If you're over the phone, it doesn't really matter as much unless you're doing like zoom. But you know, you just let them know like, hey, I'm going to go through a survey real quick just to see what you qualify for. And you sound like frickin pro. This is super helpful for fact finding as well. I had, we had a fact finder where I used to work. It was like five pages ridiculous and it was like a million questions. Condense it down to like 10, you're golden. You only need a few key pieces of information, then you can expand from there. One thing to remember is that it's okay to be enthusiastic, it's okay to be upbeat and positive, but you don't want to seem desperate. I like to be urgent and direct. I'm to the point, but I'm never needy. I don't need the paycheck, I don't need the commission, I don't need the client. We're here to help them. They need you. We don't need them. It's hard to think that way sometimes. If you're new to the business and you're just trying to get your first deal, you're just trying to get your first few clients. But at the end of the day, what you have to remember is that you're a professional. Professionals never beg. Your doctor doesn't say, please show up for the appointment. He just says, okay, cool, I'll send you a bill for 125 bucks because you didn't show up. If you maintain that level of professionalism and you understand that, hey, we are here to offer a solution, not beg for business, then your prospects are going to be a lot more receptive to you in the home. Now, again, keep in mind, your IMO or the carrier that you work with typically will have a needs analysis sheet. They will typically have a confidential client review or something of some sort to where you can fact find in the home. If you don't have your business, I would definitely bring it up to your upline or the owner of the agency. One thing to keep in mind here is that you want to maintain posture within the appointment. I've touched on this in a previous video, but I want to go over, just glaze over it real quick. We are a consultant, not a salesperson. We're an educator, not a beggar. And so what we want to do in this appointment is we want to give them more information than they previously had. We want to change the scope of the way that they view insurance. If I have to get car insurance, I'm irritated. I don't want to talk to the car insurance guy they selling, they're awful. They have no enthusiasm. They're not excited about the product. They're not excited to ask me about my goals or what I want to do or anything. They're just like, hey, man, please sign up. If you're that agent, I promise you, you're gonna have a ton of chargebacks. Your clients will hate you, they're not gonna stick with you, and then guys like me are gonna come in and tear you up. So please, please remember, take time to actually care about your client and educate them on what it is that you you're doing. Tons of people are going to get hung up on door slamming in the face. There's no such thing as an evil prospect. It's easy to get stuck in that mindset, but the biggest thing to remember is, is that they asked us for information. We're delivering that information. The guy that I worked with, he had a really good analogy to this. He said, we're just like the mailman. Whenever we would knock on the door, we have a reason to be there. We're delivering something that they asked for. Look at it the same way when you're over the phone, face to face, zoom, whatever. One thing you'll notice also is that whenever you're talking with people like this, they're going to mention to you, hey, my financial advisor. You'll notice their financial advisors are typically more like a trusted confidant. We're the same exact thing. The reason why they're trusted and they're looked at in that way is simply because they're offering value to their prospect and they're not begging for business. So the biggest reason that I do a lot of those things that I just mentioned in the last portion was you want to break their guard down. You want to completely disarm them. And that's why I'm never going to come in and say, like, you know, trigger words. Obviously, this is a short video. I can't go over all of that in this, but if you join our Facebook group down below, I'll include a link called Insurance Agent Freedom. I do weekly trainings just like this, and I go a lot more in depth because I've got a lot more time. We typically do about 30 minutes to an hour, and I'm able to go over all this, but I want to talk a little bit more about building a relationship with your client and what that looks like. The one thing to remember is that most salespeople have no training, are absolutely garbage, and don't understand anything about business whatsoever. You don't want to be the sleazy insurance sales guy. I'm going to give you a couple of tips here on how to build rapport with a client quickly and effectively after qualifying them so that you're not wasting time on the front end and you're able to see more people and make more money throughout the the one acronym that I use is sect. Awful acronym, but great framework for being able to build rapport. It's Connect, Expand, Contract, Transition. This is the difference between closing a ton of deals or losing a ton of time on talkers that have nothing better to do than waste your time. Now, I'm going to give you a few examples. Here's example number one, Connect and Expand. So you said this was meant to protect your husband. Like, how long you guys been married? 20 years. Oh, you know, we got married in Aruba or whatever. Oh, okay. Gotcha, gotcha. Well, you know I know that you were looking at getting him protected with this burial insurance policy. And so that's it. Literally that simple. Just taking one second to expand a little bit further on what it is that they're talking about makes a world of difference because they feel like they know. Example number two. Oh, you said you drive a 2006 Peterbilt truck and you listen to jazz while you drive. How long have you been listening to jazz? For 20 years, dude. Okay, cool. Listen, man, all we have to do is run through a quick survey just to see what programs you qualify for. Has anybody ever gone over this kind of thing with you before? Example number three. Last one. Wow. You've been married for 25 years. Sounds like I got quite a bit to learn from you. What's the secret? They will be careful with this one. They will talk for the rest of the freaking day. But you want to connect in the transition. Wow. That was great advice. What, are you gonna charge me for that session? I'm just kidding. I'm guessing that you'd be leaving this kind of thing behind for your husband, Billy, Right? And all of a sudden, you're in an amazing level of rapport. You're in agreement and everyone. One of the biggest things I will suggest, and this is one of the biggest mistakes I ever saw when people try to build rapport, is that they never listen. If they're telling me about their husband, they want to be heard. Acknowledge what they're saying. Don't just. Yeah, so listen, Ms. Jones, here's your quote. Like, that's awful. You want to acknowledge what they say, pick out key details, use the subject of the sentence, and then just expand on it a little bit. You don't have to spend the whole day there, but it means the world to them, especially if they're senior citizens. These people have nobody to talk to. And it's super important that you actually take the time to care about, listen to, and connect with your client, because that's what they want. They're not just looking for a transaction. They're looking for a relationship. Just to conclude a few things here, one of the biggest things that you need to make sure of is that, hey, you do need to make sure that your prospect feels heard. Always qualify on the front end, Never qualify on the back end. If I hear the fort method come out of your mouth, just unsubscribe. Just kidding. No, I'm not kidding. Just unsubscribe. Never use the fort method. I'm always going to have normal conversation. But then tie it back to the sale. I'm not going to talk about the the price is right for 45 minutes. They got 2 minutes and 45 seconds max. But sometimes they just need that little bit of extra connection, that little bit of extra time to actually know exactly what's going on. So if you want to get leads and you're tired of overpaying for leads from lead vendors or from your IMO or wherever it is that you're getting them, can go ahead and click that link down below. You'll get to schedule a call with one of our client success managers, either Calvin or John. They'll be able to go over some strategies with you to how you can actually reduce your lead costs, increase the amount of apps that that you're riding, and ultimately increase your profitability over the course of the year so that you can start hitting your goals. And I would love to help you get there. So go ahead and click that link down below. Subscribe, click the notifications bell and leave a comment for more videos that you want to see. Like this and we'll see you in the next one.

Sam.