Timothy Schucker's first day selling life insurance included a tense 3.5-hour sale to a former New York capo with serious health issues, then a $1.5M annuity close the same afternoon. He made $6,800 that week and became a top producer by chasing leads and following up relentlessly.
Questions this video answers
May 21, 2024
About 3.5 hours
Two to three times (speaker says "two or three different times")
About $1.5 million ("almost a million and a half")
About $6,800 ("almost 7k in sales")
Chapters
All right, I'm gonna tell you guys about my first day selling life insurance. This is the craziest, craziest, probably first day story you've ever heard. It involves over a million dollars, and it involves a New York capo gangster that used to work for. I forget who the guy was. It was somebody famous that was in New York. And anyways, I'm gonna kind of just tell you guys about it. So basically when I first started, I had shadowed a guy who was selling Medicare, so, like all health insurance. And my first day selling light. My first day in the field was selling life insurance. So completely two different products. Didn't understand the process for life insurance at all. And it was pretty interesting because, like, when I got in, I didn't even know what underwriting was or anything at all. In fact, the guy that I taught that was training me told me, like, if you can just get them to agree to the policy, like, get them to buy and, you know, just get their information and get the answers to the health questions, then you're going to get the deal. And I was like, what does that even mean? So it was a lot of stumbling forward, back and forth, and I didn't really know what the hell I was doing. So it was a process. I think it was probably about three and a half hours to sell my first deal. It was disgusting, you know, might have been more. I don't remember. I know he got declined like, three different times. Two or three different times. I think it was. Yeah, I think it was like two or three different times. And I was sitting in this, like, weird, dark house. And this guy was super cool, but he had, like, a really scary background. And I was in one of the most dangerous zip codes in my entire home state with one of the highest crime rates in working in, like, kind of one of the lower income areas, one of the. Actually the lowest income areas. And it was pretty, like, you know, it was pretty interesting. The room was really dark. He was talking about, like, his past. I know the guy said that he. And he, like, pulled up his shirt and showed me, like, all these knife wounds and stab, like bullet holes and stabs and from when he was like a capo. So, like, he obviously wasn't kidding. And it was pretty, like, it was pretty intense, right? He had a ton of health issues. And we ended up getting him approved for a life insurance policy, which is cool. But I probably walked out to my upline's car like six times just because I had no idea what the hell I was doing. And, yeah, I was, it was, it was pretty interesting, right? You know, I overcame some objections and kind of got after it and everything and I ended up selling the guy. Funny. Actually, like a couple days later, he called me up, cussing me out, telling me he was going to come to my house, he knew where I lived and all this stuff, and then he was going to kill me. And then it had been a while, but, you know, he still got it and all this stuff because he got drafted early. And the funny thing was was I actually set the payment up perfectly. He had just, he had another bill that came out and he just like totally went off on the wrong guy. So he ended up missing his bill. And you know, he was like, well, if you want to get me more insurance. Like, I was just like, after that interaction, I wasn't really interested in kind of working with him as a client, so I just dropped him. But that was like my first ever sale. Pretty insane. So anyways, for the rest of the day, I ended up going around door knocking and I was just hitting door after door after door after door after door after door.
My end at like middle of the day maybe, I think I ended up selling this other lady a policy.
But she told me the doing and I went out and I walked out to my.
I came out to the car and I was like, hey man, this lady is, she's got some bread, dude. She's got like almost, you know, a million and a half.
It was like, do you think, like, can you come inside? He was like.
Like, this was a annual salary worth of commission if I had gotten her.
Into an annuity, right? And obviously those are not like a one call interaction or a one, one, you know, meeting interaction for that type of money because that's obviously like her life savings, but like that's a life changing amount of money. And so I, I was just like, you know, mind blown. My first day in, I've made like, I think it was two sales and I'm prospecting an annuity for almost a million and a half bucks, right? I'm like, what the hell, right? I'm like, mind blown. And this, I haven't even started to do it sell any of the other products just yet. Like, I, like, I ended up learning how to do. So my mind is absolutely blown and I'm like going through. And this is pretty much like my first day, right? I'm like, holy. Like, if this is, if it's like this like my whole career, this is going to be bonkers. And so that was kind of like, my first day, you know, I think it was pretty relaxed. Other than that, it was just mostly door knocking, setting appointments, nothing crazy. And I ended up getting with just like.
Just like, some.
Like, other people that, like, nothing really panned out or whatever. And, like, nothing. Nothing else really, like, shook out that day. I ended up finishing the day, the week out, I think, at, like, almost 7k in sales. It was like, almost. I think it was like 6,800 in sales or whatever. And then I went on to be one of the top producers at the agency that I was working at. And so if you guys are watching this and you're like, dude, how the hell did you do that? Like, what does that mean? I couldn't even imagine making that amount of sales. A few of the things that really kind of helped me was, like, realizing the value of leads and having a ton of them. That was like, I'll kind of give you, like, three tips out here to close this video out. I just wanted to, like, talk to you guys, like, super real, like, letting you know, like, you know, how this stuff kind of worked for me or whatever. But for me, like, what worked really well was having a ton of leads all the time. Like, constantly having leads, constantly, like, following up, reaching out, you know, touching base with people.
Never taking no for an answer. Like, even if you're not having the perfect response to, like, an objection, it doesn't even have to be perfect as long as you just try. Like, one of the things that I live by is like, I cannot fail if I do not quit. And if that is true for you too, then you're just going to get a lot more business than other than you otherwise would. And then the third thing was also, like, not limiting myself and my belief, right? Like, a lot of people were coming in and like, well, hey, man, if you sell a policy in your first week, like, you're going to be on track to have a solid career. Like, if you can sell two policies in a week, you're gonna be solid. I was like, screw that. How can I sell, like, you know, six, seven, eight policies in my first week and keep that going? And that's what I did. And I ended up becoming one of the top producers at that company. They have, like, almost 8,000 agents, I think, to date. And I was in the top three for, like, the first two months pretty regularly and top five, like, all the time. So it was pretty cool. It was interesting and an interesting start to my career, and there was a lot of other crazy stories. So if you guys want to see more stories like this, let me know. Drop a comment down below and I'll show you guys some of the wildest stories about how I was, how I sold a policy at gunpoint, how I was chased down by, by Doberman and some of the other crazy, crazy stories that are out there like. But I won't spoil the rest of it. But if you want to see those comment down below, see you in the next one.
