The BEST Final Expense Telesales Script For 2024 (Sell $10K Per Week)

All right, what is going on? Ladies and gentlemen, in this video, we're going to be breaking down our telesales script. This is the best telesale script to use in 2024. And this is the exact script that Julian is using right now to write $10,000 every single week of final expense premium over the phone. And if you guys stick around to the end of the video, to the end of the live stream, we're going to be giving you a PDF copy of of this script to use for yourself. Julian, how's it going, my friend?

What's up, brother? Just getting some vitamin DN or vitamin C. Whichever one it is. Just got off the phone's got an app coming after this live here. So let's jump right in.

Let's do it. Let's do it. So let's kind of break down our itinerary for this live here.

Pull this up for you guys. Awesome. So we're going to be breaking down the exact script intellisales process that Julian's using, right? $40,000 a month. Again, at the end of the live stream, we're going to be giving you guys a free PDF copy for yourself.

So first thing we're going to do is break down the telesale script. We're going to kind of role play it, go back and forth, let you guys ask some questions in the comments. The next thing, we're going to review a live call where Julian uses the script to close a deal. It's a pretty interesting one. I think you guys will enjoy that quite a bit. And then the last thing we're gonna do is, if you guys want, we're gonna show you guys a pretty cool way that we've developed where agents can make a hundred thousand dollars without having to buy leads. So that's what we got in store for you guys. Let's go ahead and jump right into it. Now, before we pull up the script, one thing I want to kind of COVID because I think a lot of people kind of get confused about.

What a script actually is, right? So the point of a script, because a lot of people, they. They rely too much on a script, right? And before we, like, show you guys the best thing, I want to kind of set this preface because I don't want anyone to be, you know, basically like, dependent on a script, right? A script is basically where you want to be, but it's not always where you will be, right? So basically a script is not word for word everything that you will say on a call every time, right? Sometimes the Prospects will take you off script, and sometimes you'll be able to stay on script.

Is there an issue with the echo? Are we good?

Yeah, apparently there's an echo. I don't know.

Do you have the live on your phone?

There's no volume on it, so it wouldn't even matter.

Might. I would maybe just try turning it off or something.

He said they're. He's saying that he's hearing you and then hearing you again. I think it might be a delay or something because it's not. I don't have any volume on. I do it every time. Wouldn't be a problem.

All right, guys, is anyone else hearing, like, an issue with an echo? Let us know so we can try and fix it.

Let us know.

Definitely let us know. We don't want to drop the sunshine. Forever says I hear it fine. Thank you, sunshine.

Okay, perfect. So, Corey, what's going on, my man? Anyway, so what I was talking about with the script. So basically like a script is. It's basically like, it's a guide of where you want to be, but you can't be too reliant on the script because prospects will take you off it. And if this is only, like, you're the only way you know how to do anything, it's going to be a pretty. Pretty difficult situation for you. So a script is like your safe space for you to return to. It's like the route that you want to be on, but you do have to know how to take some detours. So with that being said, let's pull up this script here, and we're going to go ahead and jump right in. Hold on.

When is your.

When is your call that you got to jump to so we can make sure we're making good time here?

Supposed to write her.

Six my time. Eight your time.

Oh, so like two hours from now? Okay, we're good. We're good. Cool, cool, cool. So, Julian, I know you've been using this script quite a bit. You want to kind of walk everyone through.

How this script works and how they can use it on their calls. And if you guys are getting value from this video. So far, I know we haven't jumped into the script yet, but if you guys are expecting value, I guess go ahead and drop script in the comments down below so we can blow this up for y'. All. Cool.

So, Tim, do you want me to talk just through, like, the word tracks on the script, the framework of the script, how I'm approaching the call? What specifically do you want me to break down real quick.

I think basically, like, the way that they should approach the call using the script, and then we can go into like the actual word track and basically role play it out for people.

Okay. So the way that I'm approaching every single phone call is literally just like, I'm calling you to see if you even qualify for this.

Right. I don't know what. I'm just here to solve your problems and I just basically need to know, like, what's going on. So, like, before I jump into the call, I'm basically wiping my mind clean as like, just a clean slate of whatever assumptions I might make or whatever thoughts I might have. Like, if you're calling your leads and your thought is like, everyone is just going to spend $60 a month or everyone is just going to get a cremation, or everybody I run into is unhealthy, or everybody I run into is direct express, like, you're going to find more of that because you're looking for it the same way that, like, if you're looking for a white car, you're going to find a white car. Like, you know what I mean? That you're gonna. If you buy. If you buy a white Tacoma, you're gonna start seeing every white Tacoma. So what I'm looking for is people who are interested in life insurance and want to protect their family, but most particular, like, most specifically just want to protect their family. Because life insurance is just a tool to be used to cover expenses, whatever those expenses are. It's not always a burial, it's not always a cremation. Sometimes it's for family, sometimes it's for credit card debt or car payments or whatever. And so I just approach as a clean slate of like, hey, I just need to see how I can add value to this person and what I can do to solve their problem. And if they buy insurance, great. And if they don't, that's okay, too. I'll still be all right. My life will go on. That's pretty much it.

I just.

That's how I approach the call. And then the script basically is just kind of helping me uncover what they do and don't have.

Okay, awesome. Well, let's. Let's go ahead and jump right into the script here.

Starting with step number one. If there's any context you think the people need about step number one, you can give it before we jump in. And then basically we can kind of just show them, like, how to role play through, how to run through the script and how it actually works.

Yeah, I Would just maintain the same frame of mind that I mentioned a moment ago. And then the tonality in the frame that I'm taking is like, super curious tone, high energy, very upbeat. When I was a waiter, like, several years ago, they always used to say, like, pretend you're on stage.

And you're just like the happiest person ever. Like, you love your job. And, you know, I know a lot of people don't like making phone calls. I personally don't mind them. But for those of you that don't pretend, you love making phone calls more than anything in the world. Right? Like, and at some point you will, because I wasn't always the biggest fan of making phone calls because it's just kind of monotonous. But like, if you're just like, oh my gosh, these phone calls, I eat these for breakfast. Like, I think I tricked myself into loving phone calls and the gym and dieting and all the other things that most people hate just by like, literally binging myself on saying the same thing over and over. Like, I love doing this. So that's pretty much it. I just go in with super high energy, high, high friendly tonality, very high energy. That's pretty much it. And I can role play it out if you want to start.

Let's do it.

All right. Ring, ring.

Hello?

Hey, is Tim there?

Yeah, who's this?

Tim, it's just Julian. I got that request he sent us here at about the life insurance. How's it going?

It's all right. How are you?

It's never been better, man. Just. Just had a cup of coffee this morning, ready to roll. Was this your first time looking into life insurance?

Yeah.

Okay, gotcha. And I guess whenever you filled this out, what was it that you were concerned about? Leaving money behind for family or just covering funeral expenses?

Just covering the funeral expenses. Just want to make sure my kids don't have to pay for a burial.

Oh, good. Okay. And then just. Just so we know how much insurance we even need to look at here. You mentioned a burial. Were you trying to do like a traditional burial cremation or anything of the sort? What does that look like?

Well, I mean, pretty much just a burial. Okay.

Just a traditional dig.

Dig up a hole in the ground and put me in it. You know that.

Yes, exactly. Exactly. Okay. And then is there anything else that we need to look at covering here, like any outstanding debts or anything? Or is it just quite simply the traditional bureau for you?

No, I want to leave some money behind to my granddaughters if I can.

Okay. Is that for anything in particular, like college or car first? Car, anything in at all? Or is this just like an inheritance? Like, hey, thanks for being my granddaughter?

I guess kind of a little bit of both. Right? Like, thanks for being my granddaughter. Here's some money for college.

Nice. Okay, and so let me see, let me just make sure I'm covering my bases here. Have you ever been, you want to.

Pause right there and then kind of go like, let's kind of break down like why you're saying what you're saying in step number one. Just so they can understand like the why behind the what, what they're doing.

Yeah. So I mean, pretty much here, like what my goal is is to figure out like what the hell they're even doing on this phone. So like when we're training our agents, one of the ways that we always describe it in the training is like, if you guys have ever been to one of those shops near like a mountain or something, and they just sell like knickknacks, yin yangs and flim flams. Oftentimes you'll see random things for sale there, like paintings or dragon's teeth or whatever it is. And so like, I just got to figure out like, did they come into my store for a flim flame or a dragon tooth? I don't know. And so when I'm speaking with them, my goal here is just to figure out like, you know, what's going on. Like, why are they even. Have they looked into it before? I need to understand their past experience. I don't know if, like, if I just assume they've looked into life insurance and I start dropping insurance lingo, they're going to be like, who the hell is this guy?

Right.

And vice versa. If I pretend that nobody knows anything about insurance and I'm just like, you know, hosing them down with insurance terminology. And like, hey, like I like to, I like to sell like an educator type of crap where it's everybody that I talk to, I'm just like barfing on them. They're gonna hate that. And so I've got to understand I gotta get context on what they've got going on.

So, you know, we like to use a question based framework to kind of figure out what's going on and whether they want dragon's teeth or fun flam. So that's pretty much what I do here. One thing I think I would note if I were a new agent or if I was an agent who's trying to produce at a higher level. So definitely Add like the question in there, like what else they're looking to cover.

Yeah, 100.

You're gonna uncover more things that they wanna, they want to get insurance for all the time and your average policy size will go up considerably.

Yeah, yeah, exactly.

Anything else on the step one or you want to move on to step two?

I think we can go into step two.

Okay, cool. So step two is labeling them with a problem. Right. We've already basically discovered the need and now we're basically going to.

Kind of highlight that problem and then dive a little bit deeper. You want to role play this real quick?

Yeah, yeah. And Tim, just to make sure I'm covering my bases here, have you ever been like, declined for life insurance?

Yeah, a couple times.

Oh, okay. And did they say why?

Well, no, I don't remember.

Oh, okay. But you know, obviously with life insurance, it's all about, it's all about your health. Do you have any health conditions that would have caused any disqualifications for you, do you think?

Well, I had cancer five years ago, but I mean, I'm, I'm past that now.

Oh, good to hear. Did you, did you beat cancer? I'm guessing it sounds like.

Oh, yeah, I beat cancer's ass, man.

Oh, nice, dude. My, my grandmother actually has had cancer three times now and, and beat it. So she's a tough old broad, but man, I tell you what, it's, it's no joke, so props to you for that.

I curb stomped cancer, man. That. No joke.

Nice. Nice. Okay, awesome. Nothing like a good curb stomping. Right?

So, all right, and so basically it sounds like you've had a little bit of a tough time getting approved for life insurance. And, and basically your goal here is just to leave some money behind to the, the granddaughters to cover that funeral and leave some money for them, for their futures. Is that, am I, am I on base in saying that?

I would say so, yeah.

Okay, that makes sense. And so basically in making sure that I've already kind of said this, I'm just going to keep moving along on the next part of this.

Let's, let's pause real quick because if I'm an agent watching this, I'm probably going to say like, what the hell just happened? Like, this is not on the script. So kind of fill us in. Like, why did you not just read the lines on the script? Why did you go off script and like, what, what kind of happened there?

Yeah, so there's a framework and I think Tim made a video about this, but there's a framework That I follow for basically every type of.

Sales, whether it's selling for acclamation or burial, life insurance, lawn mowing services, whatever you're doing.

You know, whether you're selling insurance and you're watching this or maybe you go off and sell solar, whatever. This works with people in general. If you want to get your wife to not hate you, this is a good one. I mean, just like it works in anything. Use closed ended questions to get people to make decisions and open ended questions to get people to give you information. And, and right there when you gave me some information, the reason I'm asking if you've been declined for life insurance is because that's a trigger question to let me know whether you have it or that you don't have it. So you're going to either tell me, no, I've never been declined, I have life insurance, or you're going to say, yes, I do get, I have been declined and I don't have life insurance, or I have been declined and I do have life insurance, in which case I need to figure out, okay, well how'd you get the other life insurance? Right. So it just, it gives me a nice situation to kind of just figure out like what is it that's going on here? What problem am I labeling them with? And then I just kind of want to remind them of like, it's kind of like a little nudge to remind them of like why they're buying it, which is why I bring it back to the beneficiary. And a lot of times you'll see like when I'm in the calls, you guys will see this in our live calls that we record. I'll be like, oh, okay. And that makes sense. You basically just want to make sure that you, your daughter doesn't have to pay for this funeral and that your granddaughters are going to be able to go to college. Is that, am I on base in saying that? Is that right? And so I'll just switch that curious tonality after I've found all these problems, done my discovery. But I've got to figure out what's going on. And if I leave information on the table, like if he goes, I've had cancer five years ago, I'm getting declined with everybody I know, I know that I can like now I know which direction I'm going to go in. Right. So that's why I go off script in there. It's just like using open ended questions to get more information. Because ultimately information is power.

Yeah.

Intelligence is what's Going to give me the ability to make a decision to help this person get insured or not insured 100%.

And that. This kind of goes back to, like, why I prefaced before we even jumped into this, guys, like, you can't. You can't be a scripted agent. You can be an agent with a script, but you cannot be a scripted agent. Right. Because if you are, you're missing all of these little bits and pieces of information. You have to be a human first and then use the script as a guide. But the script is not like, you don't live and die by the script or you're gonna die.

Right.

So basically, whenever they throw you a piece of information, you need to dig deeper and basically mold the script to fit the conversation. That makes sense. So I wanted to touch on that just so people can kind of understand that concept, because I think that's critically important to. To actually being successful using this or using any script. But I think we stopped right here, right where you basically just kind of repeated what I said back to you. You mirrored me. So you want to kind of dive in right here on this part. Yeah.

So first, before we jump back into that, just, like, I want you guys to look at this from the perspective of like, a soldier uses a gun, but a soldier doesn't need a gun to be lethal. Right. It's just a tool. So use the script as a tool. I'm going to move on because like I said, I already basically mirrored that back to you earlier in the script. I'm going to jump into the big companies, so. Okay, Tim, so we look at all the big companies for you here, like Mutual of Omaha, Aetna, aig, American General, and we just basically try to find the. The most coverage for the lowest price that you might qualify for.

Does that make sense? Yeah, that makes sense.

Okay, perfect. So I'm just gonna ask you some health questions here real quick just to see what you qualify for and what's going to make the most sense for you. Let's start with. Are you a smoker?

Yeah, big time.

Beautiful. Okay. And is that tobacco? Cigarettes? Are we talking about the good stuff?

All of it.

All of it.

Every last bit.

Good. Okay.

Anything that lights on fire, I'll smoke it.

Oh, awesome. Alrighty. And then are you taking any. Are you taking any, like, medications for high blood pressure or heart failure?

No.

Oh, good. And then are you taking any types of medications for, say, diabetes?

Nope. Nothing.

Beautiful. And do you have any inhalers for anything like maybe COPD or asthma, emphysema?

Anything like that, you wouldn't believe it, man. But despite me smoking everything that lights on fire, no inhalers, no copd, nothing.

Okay, good. And then I guess, have you ever had like a heart attack or stroke or maybe even cancer?

Just that cancer 5 years ago I was telling you about.

Okay, what type of cancer was that, Tim?

It was orbital cancer. I don't know.

Okay, heart cancer. Orbital cancer. Okay, I'm gonna put down heart cancer. I'm not familiar with orbital cancer, so I'm gonna put down heart cancer here. Did you get chemo or was that like one of the surgery things or what happened with the doctor?

I just took a couple radiation pills. They caught it super early and then I was. I was good to go.

Okay, so you just took. But you haven't taken chemo in the last 12 months here or nothing like that?

Nope.

Beautiful. Beautiful.

Okay.

Do you still go back to the doctor to get checkups for this or have they stopped doing those regular checkups?

I think they pretty much stopped it. I've gone back since I was cleared.

Oh, so they didn't do like the. They didn't do the post cancer.

Biannual treatments with the pills that you have to take monthly and to prevent the kids.

No, ever since I was good. That was good.

Great. Even better. And then, Tim, what's your approximate height and weight here?

About 5, 2, 357. Beautiful.

Okay, and then are there side note, if you're talking to someone and they say that they weigh a lot, don't repeat it back to them. I always repeat the height and weight back. Unless it's like really out of control.

It's not comfortable for people to talk about.

So how. How do you know which questions to dive deeper on? Are you just reading what's on toolkits or how are you kind of figuring that out? Because obviously that's not on the script. If you had every health question on the script, it would be the whole script.

It would be a dictionary. I have all of the health questions like next to memorized. I could, I could probably be like a part time doctor or like an NP or a pharmacist, because I've just done it so many times. But toolkits will give you most of them. Most people, like, if you fill out cancer, it's going to ask you all the questions I just asked.

Okay.

Yeah, but I already know like, what's going to come up because I talk to people like all the time. They had past cancer, they have cancer, like, whatever. Like it just Comes up, you know, when you're making hundred, thousands of phone calls a week or whatever, however many it is.

Yeah.

You just run into it enough to where you just see it and you get used to asking this question. So, I mean, it'll be in toolkits, but yeah, I just knew to ask those because I had a cancer patient earlier today, I think it was, or two days ago.

Cool. So you've asked me the health questions. Now what?

Well, I'm not done yet. Whenever I'm asking my health questions, I'm going to go through, read everything back to them, and then ask them one more time. At least one more time. And Tim, so now I know you said you had the cancer five years ago. You haven't been back for medical visits. You told me you were. You told me your height and weight. You said you were a smoker. And then obviously you were looking at covering a traditional burial, leaving some money behind for your grandchildren to make sure that they could invest into their futures or. And have, like, a little inheritance there for you. And is there anything that I'm missing here in this picture? Is there any other health questions or any other health conditions that you think we should know about here to make sure we can find you the right plan?

Beautiful. Beautiful. Okay, good. Well, basically, based off what you're telling me here, Tim, it seems like you might qualify for one of the programs here in the area. And I'm just going to get a few quotes pulled up here for you while I'm doing that. Just give me one second. Are you. But are you familiar with the different types of life insurance, like term and whole life?

So we're right here. Yeah, I'm familiar.

Beautiful. Okay. And so I'm sure if you're familiar, you probably know that.

That term life insurance is like.

I think we lost Tim. Are you there?

I think we lost him. I'm back.

I don't know what happened.

Okay, so basically, I mean, I'm sure you know, then if you're familiar with that, that term is just like milk, eggs and cheese. It just expires after a while and, you know, you just pay into it for a certain amount of time and whole life is just there for your. Just like the name sounds, for your whole life then, right?

Yep.

Beautiful. Before we jump into the next part of the script here, I do want to touch on, like, whether or not they know stuff about life insurance. Like, oh, I used to sell life insurance. Beautiful. So you know the differences. And I'm just going to explain the differences. Hey, I'VE never heard of life insurance before. Great. So the different types of life insurance are blank, blank and blank. Okay, awesome. If they're telling me they know or they don't know anything about life insurance, I'm. I'm just going to like, no matter what, explain the differences.

Because how do people know what to say when they're explaining the difference?

You can use, I mean, well, you should have learned it in insurance school. But like, just, you know, you can, if you want to be like a techie guru and just like break everything down for them, you can do that. What I found to be the best is just to make an analogy. Similarly, metaphor of some type that like, makes sense. Most people are like on a third grade reading level with understanding things throughout communication. A lot of people don't even talk at work. They just do like labor or factory work or whatever. Like, that's a vast majority of Americans to this day. So, like, I'm just going to keep it simple. Right. They don't communicate daily like we do. And they really don't care about life insurance, which, I mean, if we're being honest, like, we don't want to get too techy on them. So I just am like, hey, you know what term is just like Milk, eggs and cheese. It's great while it lasts. Once it expires, you just got to throw it out. Usually it lasts anywhere for, you know, anywhere from like 10 to 30 years. You pay on it and then after that it just goes away. Does that make sense?

Yeah, that makes sense.

And now if you're watching this, like, as an agent, is there any objection you can have to understanding that concept? Milk, eggs and cheese expires. It lasts for 10 or 30 years. Typically.

Once it's gone, it's gone. Like, I mean, it's not rocket science. We don't want to make this like. And the carrier, like, just keep it easy. And then when I'm talking about whole life, that one's even easier to explain. Yeah. And then whole life is just like the name sounds. It's there for your whole life. If you pay the small bill, they make the big payout. Does that make sense? If they say no, which has happened to me, please be patient with them and then just go back through it. And now you can take more time to explain it. So if I say, hey, the whole life is just like the name sounds just like your whole. It's there for your whole life. If you pay the small bill, they make the big payout and they're like, and I'M like, does that make sense? And they're like, no, okay, no worries.

What part of the.

Of the whole life insurance doesn't make sense? I want to make sure I can cover this for you before we move forward.

Because if I move forward, then I'm just some slick talking salesman that's trying to sell them something. But if I genuinely take the time to educate the prospect here, they're going to be super cool to make a decision. But we don't want them confused and we definitely don't want to be using insurance lingo. So.

That'S. I wanted to touch on that before we move forward because if we just skip over that and we just completely negate the fact that we have expertise, like, it's going to be a nightmare. They're not going to purchase.

Okay, makes sense. Makes sense. So you just explained term versus whole life to me. Now what?

Cool. So they'll be like, oh, righty, I just got these quotes pulled up. Or okay, perfect. Just got these quotes pulled up however you want to say it, but I'll be like, okay, perfect. So the quotes I'm getting pulled up here are for a company called Insert Carrier Name. Have you ever heard of them?

No.

Okay, gotcha. So the reason why. Quick side note, I'm going to tell them why we're picking the company and it needs to be bulletproof. So the reason why we're picking this company is that based on your health conditions, with the past cancer here over the last five years, Carrier Name is going to offer you the most amount of coverage for the lowest each month and there's no waiting period. Do you kind of see why we're going with this option here?

Yeah, it makes sense.

Okay. Because most of the other companies that I saw and like, this is just something that I'll. I'll throw in there if they've like mentioned shopping around or something. Hey, most of the things that I'll, you know, most of the time I look at some other companies, but you know what, all those other ones came up a lot more expensive, especially because you're also smoking and stuff. And I just wanted to make sure we could get you the lowest rate. Okay.

Yeah, 100. Perfect.

Now I've got these quotes ready for you here. Tim, do you want to grab a pen and paper for me?

Awesome. I'm gonna take that silent indicator as a yes.

Okay. I just want to give you a range of options here so we can figure out which one makes the most sense for you. Just let me know when you're Ready, Tim?

Ready when you are.

Awesome. So the insurance company came back with three different offers for you, and it looks like they came back with 1500-0120-0051-0000. Let me know when you got it down.

Okay? Got it.

Awesome. So basically the way that this works, Tim, is that it's going to cover you from day one. Meaning if you make your first payment on a Tuesday and you pass away on a Wednesday, your family still gets paid the full check. Does that all make sense?

It does. Yeah.

Perfect. And the plan also, it never expires. It's never going to reduce or go up on you, or there's no rate hikes or anything like that at any time. It always stays the same. What questions do you have for me on how this plan works?

I don't think I have any questions.

Awesome. And it looks like these prices just came back here for us. Now, these prices, like, just to clarify. And they never go up or down. And for as long as you make the small payment, they give your family the big payout. Okay.

Okay.

The 15,000 came back here at only 99.99amonth. The 12,500 came back here at only 79.99amonth. And the 12 and the 10,000 came back here at only.

59.99Amonth. Let me know when you got it all down.

Got it.

Awesome. So, you know, we can always go up or down if we want to, but based off of these three options that we've just covered here for you, Tim, which one do you think would be the best fit for you and your family?

Probably the middle option.

Okay, beautiful. So the 12,500. The further 79.99.

Yep.

Beautiful. Go ahead and circle that for me real quick. And in the event that you were able to get approved here, Tim, would you want to go ahead and get this set up for today?

Yeah, let's do it.

Perfect.

Ready?

And then what most people will tell you in that time frame is they'll say, no, I can't do it today because I don't have any money. I don't like post dating business, but if I have to, I'll just say, no worries. Most of my clients either get paid on the first or the third. Which one is it for you? And then once they tell me, I just rip the sale. Great. So all. All we can get it set up for the third if you get approved here. Give me one moment while I get logged in.

Okay. Okay.

And then I just go through the app and then we use our. Our Social and our banking pre framing process to avoid any sales resistance or objections.

Let's. Let's break this down because there. That was a. That was the longest we went without giving explanation. I think there was a lot there that I think we need to unpack.

100.

So sorry.

I just got a notification to sign this lady up for some insurance.

Yeah. So basically, guys, one of the. There's a few things that I want to tackle in this. And if you have any questions, go ahead and start dropping them in the chat.

I see we got a couple. Do. Do you want to address those before we dive in?

Yeah, let me check that out. Let me see what's going on.

I see Sunshine Forever asked, how do you know what direction to go in? And I think guessing Sunshine Forever is a girl. If not, my apologies. But I think what she was asking was like, when I told you that I had been declined for life insurance, how did you know what direction to go into? And then she asked if there's a cheat sheet for that.

Yeah, the cheat. I don't know that I don't think we really have a cheat sheet. We have, like, there's not. The agents that we're training in, like, in our agency, we have like a. An objection, and we call it like the objection ammo sheet. It's just basically a sheet for every single objection you can ever think of. And then we basically just kind of train around which direction to go in because you're never gonna, like, you're never just gonna get a perfect script call. Or more than likely they're not buying.

Yeah.

Like, if they're an engaged buyer, they're not just gonna be like, yeah, okay, yeah, all right, Take my credit card. Here's my. Like, they're not gonna do that. You gotta, like, you got to be able to use this as a framework. This is the line of getting them to purchase. Like, this is. We're running past the checkpoints of purchase. And when they take me off of that checkpoint, I've got to address it, box it, break it down, and then bring them back to crossing the next checkpoint. So, like, if you notice, I'll say, like, let's see, for example, like, what questions do you have for me about that is a good one. Or like, are you familiar with different types of life insurance? I don't move forward until they understand the life insurance. It's a checkpoint. If they don't understand life insurance, they're not buying life insurance. So I have to.

You can't script the answer to every single question.

Yeah, exactly, because people are going to say different things, you know what I mean? Like, there's a lady up, we're going to post a call. I jump on the call. Hey, is Blank there? Yeah, this is blank. Who's this? I'm not interested. Music blasting in the BACKGROUND we're actually.

Going to hear that call in just a minute.

Oh, we are? Okay. So she like, just blasts me with objections and then she starts asking me questions that are totally out of, like, the scope of the script. And so part of the way that you're going to handle those types of things is by training with professionals, people that do it every day that actually know what they're doing. Right. I'm not talking about the people that are telling you, like, hey, go recruit your cousin, your and your sister and your brother.

Right?

Like, if they're not selling life insurance actively, we don't want to learn from them. So watch people that are doing it on YouTube. Learn from your upliner, manager, trainer, whoever. Listen to your own calls. Like, oh, my gosh. If you don't have like.

I think the key here to, like, know what direction to go into is you need to know what you're asking, right? So when you're asking if someone's been declined, what you're trying to figure out is that they have some health condition or some pain that you need to find out about. So you're basically, whenever they give you a piece of information, you're just digging deeper. That's how you know what direction to go into is. You know where you need to get, which is getting them closed and getting them approved. And so any piece of information, you're digging deep to figure out how that gets you to where you're gonna go. Hopefully that answers that question. I know. Let's see here. Sunshine said about the health questions. Do you learn all that through toolkits?

Toolkits has the questions like, I don't know how to. They're like pre loaded. I had that off of the dome. I'm not using toolkits right now, but I just see it so many times a day that like most of the questions and most of the medications, I can just tell you because I do it so many times. It's like the guy that's been in construction for like three years can tell you when a brick's gonna fall down, even though you don't think it will, just because he's just seen it so many times.

Right.

So it does tell you. But.

Like, just make sure that you're also clarifying if you are going to use toolkits, what the health condition is because there's medications that go for different, different health conditions and you don't want to like misdiagnose someone and then like completely botch your sale. But that's for approving business. That's a totally different topic. This is only about the script.

Yeah. So basically when you go through like if I put in cancer, it's going to ask me the follow up questions that I need to answer.

Yeah.

How, how long recently did you have it X time. So you don't have to know those questions off the top of your head. They will pop up in toolkits.

I think that answers your other question. And then I think this is something. Yeah. Do you want to touch on this real quick before we jump back into dissecting what you just went through?

Yeah, how can we check? You just ask them like literally. That's the point of this, that, that's the point of that question. Like have you ever been declined is to get them to reveal a few things. Do they have any, have they been looking for life insurance? Right. Like what is their intent?

Quote, unquote.

What are they trying to do? Have they been declined?

Right.

Have they been told no?

Have they like do they have insurance already? That question is, it's a great question.

Yeah.

If you know how to, if you know how to use it. Because if you, if you use that question properly you can really find out pretty much everything you need to know right there to get the sale. Have they been, do they have insurance? Have they been looking.

And then like basically like what health conditions they may or may not have. And if they're like, I've never been declined for life insurance. Oh perfect. Do you have any life insurance currently or like no. Right. A lot of times I'll just volunteer the information but those are just those little follow up questions that you gotta like, they're like micro questions and a lot of times you never have to ask them which is why they're not in the script because they'll just tell you everything.

Yeah, I got this, this, this, this, this, this, this, this, this.

I'm like, I, you know, I spent 15 minutes on the call earlier with a lady who like just listed off medications for 15 minutes. I didn't get a word in before we did an application.

Right. 100%. Awesome. So let's kind of dissect what you did there because I, I think what's really important is the way you present the prices and I want people to understand how you're doing that on the back end, like, yeah, what you're actually pulling up and how that all works. So let's kind of jump right into this.

Sure. So I'm always going to look for some brand recognition. Right. If they don't know who the brand is, I'm going to tie it to a brand they do know. So for example, like if I was selling like soccer shoes, I'm not going to say, have you ever heard of my unheard of brand? I'm going to say, have you ever heard of Nike or Adidas? And go, yeah, I've heard of Nike or Adidas. Great. My, these shoes are just like Nike and Adidas. So I'm taking the brand recognition and I'm tying it to the brand that I'm offering them. If it's not something they've ever heard of, why I do that is to lower sales resistance. It takes them out of an element of having their guard up and being defensive. Because if I say, have you ever heard like I'll just use a random brand. Like, have you ever heard of sbli?

Yeah, a lot of people don't know what SBLI is.

Or have you ever heard of like a new one that came on the block is Sika. Nobody's ever heard of these brands unless they've had the insurance before with them. And if we're trying to get them to be more comfortable with a brand, I'm not going to say, have you ever heard of this brand that nobody's ever heard of? And then when they tell me no, just like move on. Because that doesn't make any sense. So if I ask them, hey, have you ever heard of them? No. Great. They do business just like blank and blank and their prices are very similar to them. I'm sure you've heard of those companies. Oh yeah, all the time. Great. Basically very similar. So the reason why we're picking this company and then I break down, I call it a court case close. I'm giving them a court case to argue why they're getting this plan versus any other plan. Because if they don't see why we're going with this option, then they need to shop around. But I can't have that. So I've already told them I'm a broker, which is one way of completely destroying that objection of shopping around. And then I come in here and I basically close the life out of them. Not on buying insurance, but on which company we're picking and why. Once I do that now they're going to Be like, okay, now that I understand why I'm going with this company, and they're going to actually give me an approval. Yeah, of course I see why we're going with this option. And at that point, we've got. Now, like, we have to get confirmation here. This is another checkbox that we've got to go through. Because if we just blow past this, like, hey, have you ever heard of sbli, for example? And they've never heard of sbi. I'm like, okay, great, great, great. So here's why we're picking them. And then they're like, I have never even heard of sbli, though. And then you're like, do you see why we're going with this company? They're still thinking about sbi. And you're like. They're like, yeah. And now they're just. Yes. Manning you out of nowhere. I'm just, like, throwing. I'm vomiting on them now. So I've got it with. With care. Hey, have you ever heard of them? They're like, this company. This company. Like, and once I break that down, completely compartmentalize it and move, like, send it off into the ether and it's solved. Once the problem is solved, we can move on to the next problem. Yeah, misinformation or lack of information. That's why we go through this process here.

Well, it's like, if you remember, like, in the Way of the Wolf, Jordan Belford's book, he talks about, like, your prospects need to be sold on three things. The company you work with, the product itself, and you. And if they're not sold on the company you're selling them, they're going to be totally off base.

Yeah, exactly. And, like, you'll get people that'll be like, if you don't. If you don't do this, what's the name of that company? I'm gonna do some. I'm look them up. I'm gonna do some research on that company. Never heard of them before. Yeah, but why would they do research on a company that they've never heard of before if they know why they're. You're picking that company. And you've already tied it to, like, other brands that they recognize.

Yep.

100 wouldn't really make sense.

So, yeah, I think that's huge.

So where do we. Where do we go from there? So you. You went carrier. You kind of tied it to a brand they recognize. And then here you're. You said you're doing the court case. Court case. Close.

Yep.

What's next?

I'M basically. So I've sold them on that option. If they say no or they're like, yeah, it kind of makes sense. But when you say it kind of makes sense, like what do you mean by that? I gotta understand like why they're. If there's any hesitation anywhere in the sale, I've got to stop and understand why I don't do maybes and I don't do I mights.

It's yes, open ended question, baby.

Yeah, exactly. So then when I go through and, and I've got all that down, right, I'm going to give them the quotes. So first of all, one of the agents we brought on told me, I thought this was insanity. She was like, yeah, they don't have us have people write quotes down. If you're not having people write quotes down right now, you are losing a lot of money. You are clowning yourself and you're clowning your client. They don't even know what they're agreeing to. They don't even know because like when you start throwing out numbers, if nobody writes this down. 10,000, 99.99, 12,500, 109, 37, 15,000, you know, 135, 15, 17,005. I guess it's like you guys probably.

I can't even repeat what you just said back to me and I'm listening right now.

Yeah, that's the point. They can't do it either and they're older so they're going to struggle with it more if you write it down. Like best case or worst case scenario, I'm texting it to them. That's if they like are in a wheelchair and like can't get it or they literally don't have a pen and paper and you hear them rustling around. But getting a pen and paper is another checkpoint for me. You have to have a pen and paper or worst case scenario, I'll text it to you. So when I go through I get them to do that. Now I'm gonna get, I'm say, hey, this is for your records, right? Like we're doing this for you. Gonna go through the range of options. Let me know when you're ready. This is how you're gonna get a mega engaged. This is the part of the sale that you have to have complete engagement. Somebody's talking in the background. Hey, I heard something going on in the background. Just let me know when you're ready. I don't want, I don't want you to be rushed or anything at all.

TVs blasting. Hey, I hear the TV on in the background. I don't want you to feel rushed or anything at all. Just let me know when you're ready. They'll turn it down. You don't have to, like, be confrontational or anything.

Hey, Julian, can you turn the TV down? I can barely hear you.

Yeah, literally, you don't have to do all that. Just, hey, I've just got these prices for you. I heard something going on in the background. Just let me know when you're ready. Right. Super relaxed, super chill, non confrontational, very comforting. It's like, oh, okay, yeah, give me one. I'm going to turn this TV down so I can hear you a little bit better. They'll suggest it themselves most of the time. And so, you know, I'll go, okay, great. So the insurance company came back with three different offers.

I like the way you phrase it. Yeah, you can say offers. It makes it so much more valuable.

Yeah, I like offers because it's like, it just sounds so hype that I got an offer.

But like, another thing I'm not exactly. It's just. It sounds good. One thing I'm not doing is like, I'm just never gonna tell someone that you're approved ever.

That's just not what I'm doing because it doesn't make any sense until they are approved. Yeah, of course I'm not gonna, like, approve you and then just never call you again or something. But, like, I'm not gonna be like, I've got you an approval. You're approved here. Got you. Oh, we got you 100% because you might, you might go in the application. Oh, I've got nothing wrong with me. You fill it out, they get declined. 30 medications show up on the, on the back end of the app or, you know, they're declined after you type in their social or whatever it is. And they're like, what's going on? And they're like, oh, well, I do have blank, blank, blank, blank and blank. Like, we never want to promise an approval because it takes leverage out of why they should do it today, which is the part of the urgency. And it also, like, it just cheapens everything you're going. It's like, if everybody could get a Ferrari, would a Ferrari really be special anymore?

No, it'd just be a Honda Civic.

Yeah, exactly. But you got to get approved to get a Ferrari. You got to have money to get a Ferrari. Makes it more exclusive. So I'm making the insurance exclusive by dangling the approval and holding that as my final playing card.

Here in the game.

So I'll go through and I'll explain each of them as I did earlier in the. Earlier in the role play, before anything, they. They cannot respond before you say this. Let me know when you got it down.

If you just give them the quotes and shut up and you just let them talk, you're going to lose control of the conversation right here. What are the prices? What's the price of the 15,000? So, like, for example, I'll go through it. Tim, I want you to, like, hustle me for a price when I give you, like, the first coverage amount, for example, and I'll show you exactly how I handle this, guys.

Yeah.

Hey, the insurance came. The insurance company came back here with three different offers for you, Tim, and it looks like they came back for 15,000.

How much does it cost?

Whenever I'm pulling up the offers here for us, it's going to give us three different offers, and then the pricing will come right after the second one that they come up for us here was the 12,500.

And then the third one that came back for us was. Was the 10,000. Let me know when you got it down.

So you're literally, like, on the back, on the heels of your. Of your last price, you're saying, let me know when you got it down.

Yep. Let me know you got it down immediately. Because as soon as they say, you let me know when you got it down, I still maintain control. If they say, well, how does this work? What does that look like? How long have you been doing this? Who's this company? What? It's like, whoa, I'm losing control. I'm like. I'm, like, shielding myself from getting pummeled with questions.

You're playing defense instead of controlling the conversation and leading them.

Exactly. I've got to lead this conversation. So let me know when you got it down. Okay, I got it down. So basically, the way that. You got to be, like, stepping on the back of their words in this part of the conversation.

Yeah.

So I'll say it and show you exactly how quick I'm doing it. So let me know you got it down, Tim.

Done.

So basically, the way that this program works is that it covers you from day one, meaning if you make your first payment on a Tuesday and you pass away on a Wednesday, you. Your family gets the full check. Does that make sense?

Yeah, that makes sense.

Perfect. And it also never expires, and the plan will never reduce or go up any. At any time. It always stays the same. Now, here's what questions do you have for me on how this plan works?

You see this guys, I'm compartmentalizing the understanding of life insurance before giving the pricing. Because if they're confused on the concept of life insurance and they understand the pricing now, they have to think about it because they don't understand the life insurance, which is an objection you have to overcome later in the sale, which is completely worthless. That's a total waste of your time. You just gave them a loose pitch. But if I give you an airtight court case close on the insurance company, the health conditions and everything, and I come in, I use a for the decision and then I move down to an open ended question for asking for more information. I'm asking them for the objection. Yeah, what questions do you have for me on this? But if they don't understand the insurance now I'm going to break all that down and I can't move forward in the sale anymore until I've closed them on how insurance works.

And the most important part of this question here is like, because you're saying what questions do you have? For me the obvious question is what does it cost? But this part right here is like, this is gold on how the plan works. So you're isolating each variable before you give the price. That's huge.

Yeah, that's one of like I, I'll say that's probably one of the, this step five is probably one of the strongest like frameworks you'll find for sales anywhere on YouTube from what I found. Because you're like on, just on life insurance sales, but probably sales in general because if you don't start isolating objections out, like a lot of people call this objection blocking. There's one guy that calls it objection blocking if you don't isolate it out and get what Jordan Belfort calls 10 a level 10 of certainty.

Yeah.

Across each of the three product plan.

Producer in this scenario, the salesperson like you can't move, they won't move forward. So like this right here is like a crazy example of that. But it's just things that a lot of the top sales gurus already do, but most of them just never label it for us to understand how it works. But this is me doing that for you. And this is gonna, this is gonna take your sales game to like the next level. Because if you can clear up your objections prior to them, prior to you asking for the order, your job is just so easy. Everybody feels like a lay down because you don't have to like beat them over the Head to get them to move forward because everyone's super confused.

100. So, no, I don't have any questions about how it works.

Okay, perfect. And it looks like these prices just came back here for us. Now, these prices never go up or down. For as long as you make the small payment, they give your family the big payout.

Okay, okay.

The highest ups the 15,000. And then I'll go through and break everything down. Now what you'll notice is I'll go through and I'll do them one at a time. And my dog's crying. I'm sorry if you guys can hear that. She's dreaming. But whenever I'm going through and breaking this down now, instead of going like 15,150, I'm just going like, bam. I go bam, bam, bam, bam, bam, bam. Reason why this works so well is because if I go 15,000 and it's 180amonth, for example. Oh, 180. Hell no, I'm not doing that. Click. You never got a chance to go through anything else. But now if they say 15,180. Oh my gosh, 180.

Exactly.

And that's why we're going to look at the 12,500 which came back at only bam. And I've got my second backup, right. I'm already, I'm already into the next one. It's like it's a split second instead of me having to go through and like, frantically type, well, let's see, let's see what 12,500. No, I'm organized. I'm already ready. I've got everything in front of me. And when they come back. Oh, 150. Hell no, I'm not doing 150. Great. And that's why they gave us an offer for the 10,000 as well. We're which came back at only 120amonth. Let me know when you got that all down. Now if they come back and tell you there's no way an abs like, there's no way in the like, absoluteness of humanity that I can even do 120amonth. No, I totally understand. Now we go to objections, which is, let's find out where they're going to be more comfortable with their payment being under and we're good to go. But they might come back and say, hey, that 120, that sounds great for the 10,000 instead of the other two. And we got a price anchor. They're good. It's great. And they're a happy camper. They're ready to move forward. But I don't want to give out my pr, my coverage and my pricing with like a minute delay or a 40 second delay or just shoot them off with no organization, nobody writing it down. That's where you start losing business.

Yeah, I love this. Real quick, before we dive into the rest of the script, are you guys getting value from this? If you are dropping, just drop V. I won't even make you guys type value out because I like to keep it simple. Just drop a V in the chat for victory or for value and we'll dive into the rest of this. I see Bob is asking when we, when will we get the script? Don't worry, we'll be sending a PDF copy, dropping it in the comments down below at the end of the live stream. Bob is right on top of it with the first V in the chat. Yes, sir. Bob. All right, Julian, you want to dive into the rest of the script? I think see Richard, Corey. Corey is actually part of the team. Corey, thanks for tuning in here. He's been freaking crushing it on this script and learning it. I'm surprised he wants to watch this because he's been freaking handwriting this script to memorize it. So shout out to Corey. Awesome. Julian, you want to dive into the the next part of the script. So you just gave me the prices. Now what?

So now we go straight into the close and the close here. The reason why I leave this back door open most, a lot of people will just try and like go straight into the three option close and they don't give their client any wiggle room. What I found. And with most of my carriers I have very minimal chargebacks. One carrier in particular has a weird billing system and that's not the case with them. I constantly have to get people back on the books because their billing system. But for the majority, vast majority of my of my carriers, my retention is typically 15 or, I'm sorry, 85%. And for a couple of them it's a little bit higher. But I don't write those as much. And so the reason why I think a lot of it comes down to this is because I used to try and close people on the highest one. Hey, let's get you in for that 180. The 180 is freaking beautiful. And then it was a nightmare because I'm getting charged back after chargeback. What I found is though, if you give them a little in here to mention that the payment might be a little bit too high. This close is phenomenal. So Tim, now that You've got that all down. We can always go up or down if you need to or if we want to. But based off of these three options we've just covered here for you, which one do you think will be the best fit for you and your family?

Probably the most expensive one, to be honest.

Now, quick pause. Sometimes they'll say, dude, let's go to 50 grand. How much can I get for 400amonth?

Or.

Which is more likely. Dude, these prices are insanity. What do you got for 50 bucks a month? But I gave them that option there. What they don't realize is that, like, these are not grocery store prices. Grocery stores and most of the things that people buy operate on a fixed price basis. And so when they see three options that you give them, they automatically assume you do only have those three options. They don't understand the pricing is flexible and that the coverage is adjustable. And so we have to realize that if we're going to sell this, this, this plan, we have to make sure that they're aware that we can go up or down. Because what I don't want to do is close somebody on. I had somebody the other day, I like, anti close them. They committed to $162 a month, I think it was. And I asked them, I'm like, what, you know, what does that look like? Blah, blah, blah, blah, blah. And I. And they ended up telling me that, like, there's no way in hell they could afford it. And they were actually, like, in the negative in their bank account. I didn't even sell them because it was a chargeback waiting to happen. And then two days later, I had another lady who committed to $251 a month of life insurance and ended up buying $90 a month of life insurance because I downsold her to a plan that she could actually afford. But when you give a bulletproof presentation and you offer them three options and you give them the choice, human psychology is geared to pick options they're given. And so I. That's why I have to pump the brakes here. Right. Okay. Like, this has been going great so far. Let's get married.

Whoa.

Should we do that wedding today or later? You know what I mean? Like, we don't want to just jump the gun and hit Vegas and go ahead and put a ring on it and sign the paperwork. We got to get to know each other a little bit better. So that's why I'm giving them this.

Other close ended question that you're hitting there too, at the end.

Yep, exactly right.

Which of these three, do you think is going to fit best? So you're. You're having them make a decision, but you're also giving them the out, which I think is important.

Exactly. And so then after I get them to make a decision. So let's just say that Tim picks the 15,000. They're the highest one.

All right.

Now, in the event that you were able to get approved, would you want to go ahead and get this set up for today?

Yeah. Now, why are you asking this now?

The reason I'm asking this is so I can get Cat. I can get them to pay today. Now, I got a guy to do this earlier today. He told me that his daughter was going to be paying for the life insurance and then went from my daughter's going to be paying for this life insurance to can I just pay this today on my own bank?

Because of the questions that I'm asking.

Yeah, most. I mean, I feel like most people will wait to ask when they want to pay until, like, in the app.

Yeah, exactly.

Ever. Nobody ever asks if they want to pay today. Yeah.

And like, you're gonna lose a lot of money doing that and you're gonna also have a lot more chargebacks. There's another reason I have less chargebacks. When I get people to pay today, it becomes real. When I post date everything, it doesn't become real. And like, I always tell everybody this. I track all of my dollars, like, in and out in my budget on a monthly basis like clockwork. I can tell you literally, like, what I spent six months ago on gasoline on, like, you know, March 18th. Like, it's all accounted for. And most people aren't like that. But if you tell me, like, when my bill is going to come out, I don't even know. I have to have reminders I've got to have. And these are for things that I pay every month. Rent, utilities, like, basic stuff. But I got to have reminders for that. If my utility company didn't remind me, I would never pay my utility bill ever. I would literally live in, like, the third world. And it's just because, like, dude, like, we got so much going on. Like, how am I supposed to remember that? So if I get them to pay today, though, it becomes real. And then I just have to remind them of that next payment coming out. I'm good. They're not trying to. Like, most of these people don't want to charge back on you. Most of these people are good people. They just are not responsible a lot of the times or they Forget. And we just have to remember that it's our job to get them to get the insurance and keep the insurance. So that's why I do it there gets more commitment. And then this is where I go through and I post item. If they can't do it today.

Okay, perfect.

Which is fairly common.

Once I can, I can pay today.

If you can then I'd be like okay, great. And then you just want to be built on the, you know what's today. You just want to be built on the 1st of every month moving forward as well.

Yeah, that's fine.

Beautiful. I'm just going to verify some information with you here real quick. And, and to make now I gotta make sure this pays out to the right Shooker family. Just confirm with you that name, that first name is Tim, last name is Shooker. That's T I M S C H U C K E R. Is that correct?

That's right.

Bam. And then I just start going through and then asking them the questions.

I did see a comment here about how often does it switch to a more higher level face amount or other product type sale with slashes and never. It actually does a lot. So I would definitely give your clients room with that question to raise it if they want to. Like if you're just getting yeses, it's okay to push the envelope a little bit.

But it just, a lot of it just depends on how you present it or what types of leads you're working. Like if you're not working with insurance.

We didn't get none of those.

Yeah, we didn't get any of that where we were working originally. Free gift card leads. People that were just sending it in, they got the gift card, they canceled it or you gave them the gift card, they literally kicked you out of their house. You show up getting held at gunpoint. It's like I had, what was it? Doberman chasing me like now if you're working branded leads that are, are focused around helping the consumer, educating the consumer and you're actually offering a high level of service. It's really common to get people to buy more insurance. Yeah, I have to sell people two policies all the time because they get maxed out on a face amount with one carrier and I have to do another one and those are like not, not even 25 000. I'm talking like 35 $50,000 policies that like they just have to get another one.

And then. Yep, I just go to the cool down here after, after selling it.

All right, so kind of fill me in with what we do here. And then let's jump into this live call, I think. Who's excited for the live call? Drop in live if you guys are excited to see this live sales call of Julian just getting absolutely mossed with objections in, like, the first 30 seconds of the call and then overcomes it using the script in this framework to close it was a pretty sizable deal, right? Over a thousand.

It was like over 1300. I think it was like 119amonth.

Yeah. Comment Live if you guys are excited to see that we're going to run through this step six. This is actually one of the most important parts of the script, though, to be honest, because this is going to boost your retention rate like crazy.

Yep. So I'm gonna go through and say now, Tim, before we get wrapped up here, there's three things you need to remember. Your policy is going to arrive here in the first in the next five to 10 business days. Number two, if you were to pass away the day after you make your first payment, your dog, Maverick would get paid a check and then your first payment. It was set to come out today. And moving forward, it's going to be set up on the 1st of every month after that. What questions did you have for me?

I don't have any questions.

Okay, pause. A lot of questions come up here, guys. How much was the payment amount again? Who was the company again? What was your name? What was your phone number? When does it start? Am I covered immediately or not immediately. Okay, so I was approved, though. Like, you'll get pounded with questions here. And it's not, like, most of the time, like, I promise you guys, I cover my bases, like, really hard. I'm really diligent with this. You're still going to get people that are going to be coming up with, like, random questions. Like, I got drilled with questions earlier. This person was asking me, like, okay, what was the company name? How much did it cost?

Blah, blah, blah.

Did I get approved? Okay. And it's like, it's not that they don't know or didn't hear you. We just gave them so much information. We did so many things, and then we asked them for so much information, they just got mentally overloaded. They need to have the big basics reminded. And then we need to give them room to, like, basically break down any lack of information, Anything that's making them unsure. Because if they don't know the price or the company, I promise you, they're not gonna stick.

Yeah.

And if they don't even know your name, this happens all the time. They just forget my name. They don't even know. They're like, I know I just gave you my social in my banking, but I forgot your name, baby. Oh, it's just Julian. You want to get my direct line down? That way you don't have to call. Go through all the call prompts. Yeah, let me get that number for you. What is it? Bam. Phone number. Hey, read it back to me just to make sure you don't call some random lady in Florida. Right. And then they're like, okay, so Julian, right? Yep. And just read that phone number back one more time. I want to make sure you're calling the right person. And after that, it's a game changer. They like, I have people. I've had. This is the craziest thing in the world. Working the branded leads. Following this process, I've had, I think now 4 clients today message me asking me when their first payment was going to come out or if. If they could pay. Or I had one person ask me to pay early. Like, she's like, hey, I know I told you to take it out on the. On the third, but can I. Can I just pay you today? I was like, I don't even. I've. I. I don't even know. Here's the company number.

Try.

I mean, I guess. I don't know. I don't know what to tell you. I can't take the payment.

But, yeah, it's insanity. And it's. But it's. It's because we're actually like, stop trying to. Stop trying to make money in this business and just start trying to help people. And you're going to make a lot of money.

That's the.

That's pretty much the solution here.

So 100.

Well, cool.

Are you guys. You guys ready for this live here? I see we got two people commenting live.

For this live sales call. We're going to kind of break down. I think the intro is really the most important part here.

So let me pull this up. You guys are going to laugh at the call name, but you will see why in a second. This is the Beyonce call. Not interested.

I think we lost Julian. Basically. I'll wait for him to come back here before we dive into this. But basically, what happens on this call calls up a lead.

She just pounds them with objections in the beginning. And you guys are about to see basically how to overcome this and kind of like the word tracks to use here and what actually happens when somebody takes you off script? Because again, like, the script is a tool. But if you live and die by the script, when someone takes you off script, you're gonna die. So you need to understand the fundamentals and the basics of the script and why, like, why you're saying what you're saying so that you know when to ask questions and what questions to ask. And really what it comes down to is when you're in the beginning, you're trying to gather as much information as possible. When they say something, don't just skip over it, right? You really need to listen in to each individual word that they're saying. Because a lot of times these people give you clues on how to close them. Right? Like, for example, there was a call Julian was on just last week. The lady was talking about she wanted to leave a bunch of money behind to her kids, but she kept like talking about.

At, in March, I'm down to do it. In March, I'm down to do it. I'm ready to do it, but in March. And so a lot of people just be like, okay, well, you know, cool, we'll. I'll call you in March when you ask. Okay, well, I mean, I hear you keep mentioning, you know, in March. Is there, is there something specific that that changes in March? Like, would you not be able to do it now versus March? And it turns out she was waiting for a disability hearing. And so, like, there's all these little things that are just under the surface that if you don't dig deep and you don't ask, like literally just the one follow up question, right? And so when you said that you were, you know, looking around for the last two weeks, I mean, obviously no one wants to look at life insurance for, you know, weeks and spend a bunch of time on that. Was there a reason that, you know, you haven't really moved forward with anybody? Like, that one extra question could give you the information you need to get a sale versus not gonna sell. So that's ultimately like the fundamentals of what questions ask and when to ask questions. Just anytime I give you a piece of information, dig a little deeper, do that one question, just ask that extra question, and you'll find so much more info. Julian, you ready to jump into this call?

Let's go, let's grow.

All right, let me know if you guys can hear the audio here.

Can you hear it?

I got it.

Okay, can you guys all hear the audio? Just comment yes, if you can and we'll go into this. I don't want to go through a call recording. You guys can't hear.

Julian I've got your request here about the life insurance.

Okay, so we've cut out her personal info, like her name and all that stuff just to protect the client. But basically.

What you guys are about to hear here is the call intro. So the first part that you guys just heard, hey. Is blank there. He says, obviously her name, but you can't hear it because we cut it out. And then you guys will hear, like, what he says.

Hello? Hey.

Just Julian. I got your request here about the life insurance. How's it going?

I'm not interested, thank you.

Oh, okay. The form that I got filled out here for you, whenever you filled it out, like, what was it that you were concerned about?

So she hits him over the head with the, like, immediate turn, like, immediate rejection. I'm not interested. So what are you thinking at this point, Julian? What, like, what's kind of the, the reasoning in your head as far as, like, why you say what you said?

I just, I'm trying to bring her immediately back to like, what her motivation is to purchase. Like, if she's looking into life insurance and has any interest at all, this question should bring her right back to that thought process. Because whenever she filled it out, granted, she might have been, you know, like this lady, not specifically, but like, she might have been on medications. I don't know her. Her situation yet. Right. So she might have been on medications. When she filled it out, it might have been 2am she might have been like, depressed because, because her family member just died and she was thinking about it. She might have, I don't know, like, anything about this person. And so her frame of mind when she filled it out could have been, I'm on medications and I don't really know what I'm doing. I'm just. I do need to, like, life insurance. It could have been 2am I miss my dad. He passed away with no life insurance. Like, there's so many things that it could be, but I've got to find out what it is so that I can isolate it and start to break that down to move her into the, into the sales process. Which is why I bring them back, back home with this question, with whatever their concern was.

Okay, so I'm going to play what you said again and then we'll go back into it.

The form that I got filled out here for you, whenever you filled it out, like, what was it that you were concerned about?

Who is this?

Who is this?

Just pounding you over. Over the head again with more objections.

I just. Julian, I was just responding to that request you sent us.

I don't remember sending in a request.

So now she genuinely sounds like she does not remember sending in a request. So I can either beat her over the head, hey, you sent in this request. And I can be the bitter old veteran agent that, like, sounds like he hates his life and doesn't care about the customer. Or I can seek to understand and see why she's telling me this. See what happens.

Huh?

Okay. It looks like whenever you filled it out, you'd filled out like a pre approval form and everything. It would have asked you if you were like a smoker and all that stuff for the life of your belt.

What's the name of your issuance?

So she's immediate. She's expressing interest here.

She has, yeah, exactly.

I work for a company called do sure. But we work with big companies like F Aetna or Mutual of Omaha or aig.

So why do you say that?

Why.

Why are you mentioning these big companies? You decide. Cloud chasing or what's going on here?

So first, whenever I mention zoo assurance, like, I get people that'll call up and say, hey, are you guys, Are you with this? Are you, Are you the guy with insurance all the time? Hey, is this as insurance company form I filled out? I just wanted to make sure I'm talking to the right people. Right. I guess I could lie if I wasn't with insurance. But like, whenever they call us up and they're like, hey, is this your assurance? Like, that's an immediate win. But like, for most people, she's saying she doesn't remember filling it out. She never did it. She doesn't know she doesn't need life insurance. She's not interested. Who am I?

She hit me with every.

Like, this is like, we're in a rocky path here trying to make this happen. Me trying to use assurance as my only leverage of brand recognition. If she doesn't even remember filling it out, it's gonna be a. Like, that's a. That's, that's, that's a stretch. So I'm then gonna come in and say we work with big companies like blank, blank, and blank because their brand credibility is something that I can use to my advantage since we actually do work with those companies and everybody knows who those companies are and if they don't, they're living under a rock. So.

Yeah.

Okay. Awesome.

Is there a whole life insurance?

It depends on what you need, but if that's what you were looking for, we have whole life, term life, pretty much everything. Were you looking for Whole life insurance.

Well, I had insurance at my work.

But.

I mean, it's funny you how.

That'S everyone's favorite line to hear. It's funny you called.

That means that's a. That's a green flag right there.

They like globe life. And I know they've been sending me stuff.

But I. Oh, gotcha.

That's probably why, right? So she mentions a health condition that she had. We obviously cut that out, filled this one out.

Then it's because we can get people approved no matter what. Is that why you filled it out?

Boom. So what are you doing here?

Going back to, like, what's going on? Why did you. How do we get here? Why. Why are we talking? Is she buying dragon's teeth or is she.

What is she looking for dragon's teeth or moon sand?

Yeah, okay.

I don't know.

Maybe she did it for me.

Yeah, that happens all the time.

So she's talking about her daughter. Oh, maybe my daughter filled it out for me.

Let me see. I've got a.

The older other name that I had.

On here was for. Is there a chance.

Sorry, that's important there. We need to pause that. Yeah. Notice that I keep labeling her as the one who filled it out. I just keep saying she filled it out, regardless of what she's telling me because she never told me who filled it out. Somebody filled it out, but she's saying she didn't fill it out. So I'm just going to keep saying she filled it out until she gives me. Gives me the person who did. In which case, now I can agree with her if she can tell me who the. Who the who filled it out. It's usually the beneficiary if it's not them. Yeah, If I can get that and then I can come back and say, oh, was it blank their first and last name. You're in there like crazy. Like, if I came in and said, hey, oh, okay, Tim, you didn't fill this out. What do you think? Maybe it was my. I have another name on here.

It was Maya Shooker.

Is. Do you think maybe she filled it out? They're like, oh, that's my blank. Which is exactly what she says here. And immediately. If I know them, by extension, we should know each other. And therefore I have an easier in by your, you know, connecting your sphere of influence.

Yep. Bingo.

That's my daughter.

Okay, that makes sense.

So basically, I guess this is why.

We called the Beyonce call. If you guys can hear that. By the way, YouTube. This is not. We're not Playing copyrighted music. This other lady was. We're just playing the call, so do not copyright. Strike this.

You were just trying to get approved to cover, like, what, final expenses or just leave money behind for family?

Just, I guess, like, I don't even.

Know how you're hearing what this lady's saying at this point, but I literally can't even hear.

I'm just. I'm just, like, firing stuff off.

Like, so they'll have enough to bury me. And. Well, I. I want to be cremated, so have enough, you know, the cream in me or whatever, and. And they have some for themselves, I guess.

So. Boom. That's the need, right? That's her. Why?

Okay, gotcha. Gotcha. All right.

And then I know you said you.

Had a work policy. Do you have anything else currently or. What does that look like?

No, just my work policy.

I see.

And so I guess you. You kind of realize, like, that thing expires, and that's probably how we got here today, then. Is that correct?

Yes.

Like, if it expires, it's like. Because, like, a lot of my friends, they got fired, you know, and say that they don't have anything, so.

Okay.

So, you know, if I get caught in this situation, I'm not gonna have any insurance.

Okay, that makes a lot of sense. Okay, well, yeah, let me see. Let me see what I can kind of do for you. And the birthday I got for you here was a Honda store.

It.

Okay. And then have you ever heard of a company called Great Western before?

Boom. So basically, this is, like. This is why I wanted to show you guys this call is because we just showed you a script. This is a call that Julian closed, and the only thing he said so far that is on the script is this.

Hello, Haze.

Okay, I've got your request here about the life insurance. How's it going?

Right. That's the only thing he said that's on the script so far. Right. Other than. Other than this.

So Julian, kind of like, for the agent that's watching this, that's like. They're seeing the production. You're putting up, you know, $10,000 a week very consistently.

And that's approved business, too. Like, it's not. You're not just, like, writing business that's falling off. Off the books.

Yeah. These aren't vanity metrics and flim Flam.

They're. They want to learn from you. They're seeing the script, but they just watched this whole presentation where you just, like, you had two lines that were on script, and the rest of it is off. How do I replicate this? If I'm watching this video, I'm like, I want to see these results.

Well, the thing that most people do in sales is they're like, they're just bots.

Like, you can't go and hire an AI company to read off of a script. You're a person. You have to have emotional intelligence. And it's not rocket science. Like, just have a real conversation. There's no. You don't need to. Most people put pressure on their own, on themselves and the prospect, which is why their sales process is uncomfortable, because they think the call has to result in a sale. I, I don't care if this lady buys. I just don't even know why she filled it out. I was just getting back to her, you know. Oh, weird. I have this request you sent here. Huh. Wonder how that happened. Was this your first time looking into life insurance? Right. I'm just confused. I don't even know what's going on. So for as long as I'm just like seeking to understand and trying to offer value and solutions to people, it doesn't. I don't have to just stick to a script because she's beating me over the head with this.

Right?

I mean, immediately I'm in the trenches. And so if I'm going to get out of the trenches, I've basically just got to immediately find out. Like, it's not about having a one liner that's going to get her to buy or this or that. It's just genuinely approaching it from a frame of like, I don't know if I can help this lady. Like, and if I can, like, what does she need? I don't know. And asking these questions, like, it's really not hard to think of these questions.

Or to go through what they're saying. You're just basically asking a question with words that they just said in their sentence.

Yeah, exactly. It's basics. Hey, what's your name? My name is Tim. Nice to meet you, Tim.

It's like, wow, you know what I mean? It looks like I'm doing a lot more than I actually am. But I also listen to people. Like, one thing you'll notice about me and a lot of the things that we train with our agents at our agency is you need to listen. You're not, you're not like, sales people are not the best talkers. Sales, like real sales people, professionals are the best listeners. Because if I listen to what you have to tell me, then you're gonna tell me everything that I Need to hear to get you to get a policy, right? I don't have to. Oh, well, this, like, I can only tell you so much about how great the policy is before you're going to be ready or not to purchase.

Like I could. Oh, but it's got living benefits, Julian. Yeah.

Oh, my gosh. They've been in business for 100 years. Like, no one cares. They don't care. They're buying for.

They have an A plus rating with the Better Business Bureau.

Oh, I know. They pay out death claims. Like, this is.

They all do this.

Everything is the same. It's just the price is a little different. Like, and like, yeah, sure, throw a little sauce on the name of the company. Like make them look good, of course. But like, you've got to listen to what the prospect is telling you. Like, if I was a waiter and I just came up to the table and said, hey, the steaks here are great. You guys should try the steaks. And they're like, I'm a vegetarian. Oh, I would not get a tip more than likely. Or if I did, to be a pity tip. So if you're, if you're only getting pity tip sales out here, you're going to be out of the business. Right? And like, I don't, I don't want to like get deals just because it's out of either out of pity or just full on desperation that they want to purchase. But I'm closing leads that you guys are getting that you're not closing. Because I'm just listening, literally. Just all I want to know is like, why, how, how am I able to even help you? Like, do you want the dragon's teeth or the moon sand?

Why.

Why do you want that? What, what got you looking for dragon's teeth? I mean, what are we doing here, right? How do we end up in this moment? I don't know.

100. And then I see here you, basically you, you go straight into hyping up the company. Have you heard of Great Western? And this is because basically the stuff we cut out, it's a health condition that she can only get with Great Western. So that's, that's why he immediately knew, Boom. I'm gonna go with Great Western. Basically, you explain how Great Western works. Pretty simple. Ended off.

Do you have any questions for me on that?

How much is the policy?

Boom. So now she's trying to take control of the conversation again. How much is the policy?

Let me check on it for you.

You.

You said you was not looking at doing like a A traditional burial or something. Is that right?

Yeah, I wanted, I, I want to be cremated. I really want to be in the ground.

Right.

It's like, yeah, you'll also, you'll also.

Notice that I explain the way the program works. The reason why I explained the way the program works with a graded or a guaranteed issue policy before I even go go down to pricing or anything. And like, while I might, I might like, kind of like I'm, I'm like, I'm still using the script.

You guys will see.

I actually go back through the script later.

Yeah.

But I have to deal with her, like, objections first. But I also got to find out, is she going to object to getting a greater guarantee issue policy here? Because if she does, I can't sign her up. Yeah, right. Like, I'll get people that are like, they'll literally be in hospice dying. They're like, I've got a week left to live. They're like, but I won't take a two year wait. I'm like, I need to know that. Because if I go out 30 minutes into trying to get this thing cooking and they're just like, oh, yeah, I'm not doing that. I don't want to end up in that position. So we're four minutes in. She already knows that she's getting a graded. A graded policy. And I'm trying to make sure that she understands that because I don't want her to feel deceived, uncomfortable, or anything about any of the above.

Yeah.

And.

And you know what? Cremation is getting so high because we cremated my sister like two years ago and my niece still paid like, they still paid like over $10,000 for herself.

So, boom. She just had a recent experience with a funeral. And then basically you go back into health questions, confirm some different stuff, as long as you're not taking any other medications, blah, blah, blah, blah.

Looks like a Great Western would be the best one for you. And I just got these rates back. Do you have a pen and paper around?

Boom. So now we're going right back into the pen and paper.

You know, I put it in my phone.

Okay. Yeah, Let me know when you're ready.

She's still focused, engaged, down, so I'll.

Allow her that first one they came back with, this is all under the same company called Great Western. That first one was, it came back with an offer for you for 20,000.

Hear that offer? Offer sounds so much better.

The second offer they came back with was for 15,000.

And then there was another one they came back with for 10,000.

Okay.

Now, all these plans work the same. The only difference is.

One is higher than the other and how much each one cost you. Are you with me so far?

Huh?

Okay, so that 20,000, that only came back at 80.57.

Okay.

The 15,000, I want you guys to hear.

You guys. Do you guys notice how much emphasis Julian put on the, like.

Leading the.

Let.

Let me know when you got it after you give the prices. Like, watch how he does this in a live call.

They came back at 61.33.

Okay.

And then the 10,000 only came back at 42.8.

Let me know you got it.

Boom. Exactly like we taught it in the script.

And also, I'm always rehashing the big number before I tell them the small number.

Yep.

Because a month is a lot of money unless I'm getting 30,000 for it. 30,000. Whoa. Only a hundred dollars a month. Oh, yeah. Terrible.

And then the biggest thing when we're looking at getting you approved with this is just figuring out which one's going to be the best for you. Out of these three, which one do you think will be the best for you and your family?

I probably go, like, with the 20. Just the highest one. Right.

I don't.

Let me see if it goes any higher. I'm not sure.

This never happens. Nobody ever asks for a higher face amount.

Yeah. This is. Is a great example of why I leave the door open there. Just, like, talk about whether or not it. It can go up or down. And I think I talked about it earlier. I don't even know why I talked about it here, but. No, I know. I discussed it here, and then I.

Started trying to get it to go up.

Because that's what she wants, right?

Yeah.

But I'm just. I'm just.

I'm just trying to take care of the client. Yeah. Erica says how many leads you use per day and week. My goal is $100,000 per year. Your approach is refreshingly authentic.

And.

Yeah, Erica, like, authenticity is the new.

Like, I guess, inauthenticity, I guess.

I guess authenticity is the new, like, hard closing, I guess. I don't know how to put that. But, like, people. People just want to be like people.

Just. We.

America used to have this touch of service where every business was trying to outperform service. And then, like, between Covid and like, all these other things that have happened where standards just slowly got lower and lower, people just kind of realize that they can just get by with doing nothing or not caring. And, like, people really, really love it when you actually, like, give a. About them and try and you genuinely like, I'm exhausted. I think I have been on the phone at this point for, like, it's like six and a half hours or something. Just straight talking, including the training and. And including like a meeting or something. I mean, I was like, beat. I could barely think. If you guys heard me, I paused a few times at random spots. It wasn't like, that wasn't calculated. I think I was, like, sneezing or hiccuping or something like. Or burping. It was like, totally. I was like. It just. It was like I felt like garbage. You can hear my enthusiasm is much lower in this call, but I genuinely just want to get this lady right. Like, I really do want to help her. How many leads do I take? I. I'm fueling me and my. And my agency with that I run with Tim, so I don't even know it fluctuates, but it's going to me.

Like 30 to 50, maybe.

Yeah. But it also goes to, like, other agents, so. And, you know, I've also got to do interviews and other stuff too. So, like, if you want to hit 100 grand, I mean, I'd say you probably want to have 10 to 20.

Maybe.

Yeah, maybe 10 to 20 a day, I'd say.

Of new. But you also have another list. Yeah, yeah, exactly.

Yeah.

So let's diver check on it for you.

Give me one sec.

Okay.

Every time I start, you go through the other prices.

Now, out of the ones we've gone over here, did you still like the 20, 000 or which one did you think made the most sense for you?

The. Can I move it up anytime?

So here's those questions you're talking about that always come up at the end, right? So as long as you don't get sick, you can move it up. Perfect. Blah, blah, blah, blah. And then here's how you ask for the question. Okay.

And so, like, if I went with the 31, like, what would I have to do?

We would just have to see if we could get you approved and go through an application.

Yeah. So let me.

Let me get that pulled up for you. If you did get approved, would you be setting this up for today? Or how would you do that?

No, it'll probably be, like, probably like around the eight. So if you want to copy back then.

Oh, this is something I really want you to touch on here.

You can do that because that's when I get paid, so that's when I will have it.

This thing cracks me up when it says things like, I just want my Wham.

Yeah, the transcriptions off.

Off. Yeah. It's so funny.

It said blue shurance earlier.

Oh, I know. You want to wait to hear me respond or do you want me to go over it first?

Well, I think, I think let's, let's touch on it real quick here. Because so many people, like, they ask this question the wrong way. And so people say they can't, they're not ready to do it, or they need to think about it or whatever, and it's just because they don't have the money until they get paid.

Another thing that, the way that I word the question sets me up for this. Yeah. So what a lot of people will do is like, they'll try to close them, but they'll like, they'll ask them like, which one they need to do or whatever. And like, a lot of times they'll object and say, oh, like, for example, they might say like, hey, if you are using a three option close. If you're like, not using a three option close. Yikes. Even a two option, give me something like, give me an option. But if you are using a three option close, and you're just like, hey, so you know, which one do you like? Or like, you know, maybe it's. Maybe you're not as experienced and you're not really running out like a solid close.

And they're like, hey, I need to think about it. Or I don't, I don't have any money right now. I can't afford it. Like, all these objections. I'm setting myself up to have the fallback of the post date. Right. But I'm trying to get the money today because from the perspective of having them insured, I've had clients hit the hospital. Like, I talked to them on Tuesday, we set an appointment for Thursday, and on Wednesday they have to cancel their. Because they're in the hospital.

Yeah.

And so it's my responsibility to, like, get them insured as quickly as humanly possible. Because if my client dies because I was too soft to ask them for the order and to ask them to pay today, then I'm causing them harm. I'm literally like, I'm screwing them. And so if I just try to post everything and I never remind them and I just, like, try to write more business, overcharge facts, charge the highest premium ever, and just write more business and just more chargebacks, like, that's not a sustainable way to do business. Like if Chick Fil A was just like, okay, let's give them a Chick Fil A. Let's give them a Chick Fil. A sandwich and a thing of fries and let's go to the next town and never talk to them again. Like, they'd be out of business. And so, like, you guys are running a real. Like, this is a service based business. It's a, A subscription. We have to treat them like we care about them and that, like, we are here to solve their problems and that we're here to help them continue to solve the problem because, like, we still get charged back on it if they don't pay for the first 12 months. And some carriers go beyond that. So, like, yeah, keep that in mind as you're trying to serve these people. Like, you need to remember, like, hey, they need to be supported 112 months.

Okay, sorry. Yeah, totally. And we could actually. The way that they do it is.

They let me, they'll let me set.

It up for the 8th. That way we can get you approved.

That way, you know, we have an.

Answer on this and we could get you approved and then set it up for the eighth. And then if you don't get approved, we know that we need to go in a different direction. Does that make sense?

That's fine. Yeah.

Alrighty. Give me one second while I pull it up for us.

And then just to make sure. That birthday for you was that.

Yes.

And what's that zip code for you? I knew I was missing something.

Boom. That's the close right there. That's literally he's getting the application eight minutes in. The rest of it is just the application. So guys, that's literally. That's how you use the script, right? It's not always going to be word for word unless you're talking to a robot or you're. Or you're practicing the script. It's never going to be word for word. But that's why you need to know the script is because when they take you off, you need to know where to come back on. And that's the importance of memorizing the script. Not so you can read it off word by word like an actor on a movie.

But so that you can come back to it when they take you off. So that's gonna be the live call, guys. Comment down below if you guys want me to drop a PDF of the script. And then after that I have something really cool to show you. Guys, do not jump off this live stream yet because we got something else that we want to show you. And this is a new system we've created where you can make a hundred thousand dollars without buying leads. And we're going to kind of walk you through how that whole process works. So comment PDF and I will drop in a printable copy that you guys can print out and use this exact script that we just went over with you guys to use on your calls to, you know, help you close deals and ultimately run a lot more business than you are right now. So just come in that PDF down below so I know that you guys want it. I see Michelle Hayes is coming to PDF. Erica says PDF. Marlin says PDF Josh Hilly says PDF Richard says PDF Scorefine says PDF Bob Reese says PDF and Jay Serrano and Dennis. Awesome. I think you guys want the PDF. I will give it to you guys. I'm gonna spam it in the chat here. PDF screen.

All right.

I just drop that there. Let me know if that link works. If not, I can drop it again and want to make sure you guys are able to get this.

Erica, I saw your question. Best time in days to make calls. Best days every day. Best times.

Is going to be 8am to 12pm and then 4pm to 8pm any time zone. That's when most people are available to talk across any demographic, senior market or other. Most people do their daily activities between 12 and 4pm retired or working.

But all days are good for making calls. I have noticed that there are lower answer rates on Wednesdays and is it Tuesdays and Wednesday? No, it's Wednesdays and Thursdays. I think it is. For me personally.

I like to make calls on Saturdays, believe it or not, because Saturdays are like, they're like 40 answer rates, which is like 4 out of every 10 leads I call pick up. I've had some that are even higher than that. So it's pretty, it's pretty insane. But.

I like Monday's one of my highest answer rates. Saturdays, Fridays towards the evening are kind of dead. Friday day is pretty decent.

But I mean I've made, I've had like 3, 4 and 5k AP days on every day of the week.

Except for maybe Sunday because I don't really Write business on Sunday.

100. Well, guys, after getting all of that training, I know we, we literally have just been talking about the script and a bunch of different stuff when it comes to sales for the last hour and a half. So how many of you guys feel like you just drank water from freaking fire hose here, like just got completely blasted with info and you're not sure how much of it you can actually like compartmentalize at once. Maybe having to re watch this and take out little pieces or. Or different things like that. How many of you guys feel like you just drank water from a fire hose? Probably, I'm guessing a lot of you guys because an hour and a half. I know. Like, how long were were classes in school, Julian? Like hour 15 maybe, depending on your school.

I had one class, it was an hour and a half and then the rest of them were like 50 minutes.

Yeah, I know. I was like always mentally fried at the end of those classes. And this is like quite a bit longer than that. So I want to ask you guys a question.

After getting this training, do you guys want more training like this? Right? More training, like in depth stuff? I know Erica said she thought this was refreshingly authentic Julian's approach to selling. I definitely agree. That's one of the reasons that I partnered with him as a business partner. But do you guys want more training like this? You guys think that this would help you and achieving your goals and selling life insurance and making more money and helping more people? Do you guys think you would benefit from more training like this? Let me know in the comments down below.

But basically what I'm. What I kind of mean when I say more training, I'm talking about like more resources, obviously. We showed you guys a call recording. You guys got an in depth look at our script. Do you guys think that you would benefit from more, you know, resources, call recordings, trainings, all these different things to ultimately learn from? And if so, are you guys cool if we kind of take a second to break down the agency we're building, how that whole thing works so you guys can see if you would want to be a part of it? I see Erica says absolutely. Awesome. Is anybody. Would anybody else like to hear, you know, just for a quick second about how our agency works, what we're building, and how you guys could get more training like that on a daily basis? Basically the entire day, constantly. Michelle says sure thing. Awesome. Julian, you think we should kind of dive into this real quick?

We got to, man, I've gotta. I'm supposed to write an app in like 20 minutes.

Okay, cool. Let's go into it. So, guys, the agency that we're building is called Zoosurance. And essentially the way that this model kind of works is we're basically building like a closer model. Right. As agents, there's like so many different things that you have to do.

You have to service clients, you have to sell policies, you have to deal with chargebacks. You have to buy leads, generate leads. Like, there's so many freaking things, it's absolutely insane, right? So I want you guys to imagine for a second like you guys just saw an hour and a half of training. If you guys were able to get daily sales training and mentorship, how much more do you guys think that you'd be able to sell, right? Some of you guys, like, your upline doesn't even text you back for two days. They're on the golf course, you know, smoking cigars, whatever they're doing, recruiting more people that are ultimately going to fail. How much more could you guys sell if you had somebody listening to your live calls, training you on objections? Like, literally you're just sitting in your chair and all of a sudden somebody hits you with an objection and like, you have to, you have to respond or you're going to get clowned. Like, do you think you would succeed more in an environment like that? So, I mean, we're talking training, Training the script live. Like a Navy SEAL insurance agent, right? Like SEAL Team six. Hey, you better know this thing down to the T. You're handwriting the script to learn it. Like drilling objections constantly. Like, I was just talking about and learning from an agent that is writing 10k a week. And when I say an agent running 10k a week, I'm talking about I can't do it. This guy Julian, right? Julian's consistently. Right. Has failed, but Julian's consistently writing 10k a week. Right? And if you guys want to get to those numbers or more, if you're trying to make those six figures in insurance, the best way to do that is from learning from somebody who's already doing that and more. So I want to dive into what this actually looks like. I took a screenshot of Julian on the Zoom yesterday, and he didn't know and added this to the presentation. But Julian is writing 10K consistently each week. And this is in business that's not just being written, but business that's being approved and issued, right?

So, yeah, I mean, this is a 10k producer right here that you guys can learn from. So if you guys are part of the agency, you'll get to learn from Julian directly every single day, Right? Julian, what days do you work?

Monday through Saturday.

How long is the Zoom room open where people can listen to you call and, like, get training from you?

Like.

Usually like 11 or 12 hours.

11 or 12 hours of direct access to a 10k a week producer. Like, are you guys seeing. Are you guys, like, if I first got into the business, And I had that opportunity, I would be like in there like swimwear.

So.

That'S only one piece of it, right? Is the, the sales training and everything. But imagine having to now never buy or generate leads again, right? How much of a distraction is it for you guys to go from lead vendor to lead vendor, Facebook ads course to Facebook ads course, trying to figure all this crap out when like you only make money when you're selling insurance. You don't make money when you're buying leads. You don't make money when you're generating leads. You don't make money when you're doing all of these different things that you do on a day to day basis. You only make money when you sell. So if you had all that off your plate, you were just getting leads, leads fed to you every day, how much more would you be able to sell? Right? Probably a lot. No more lead vendors, no more lead gen, no more negative weeks where you're investing money into leads and then not seeing a return. That's one of the things I see like knockout agents all the time, right? How many of you guys know an agent that is joined the business, spent a bunch of money on leads, maybe they even racked up credit card debt and then failed out because they had too many negative leads weeks. It happens all the time, right? We did a video with a guy who.

Was like 20 something years old and had like 30 grand in credit card debt, went homeless from buying leads, right?

Yeah.

And chargebacks, right? So my full time job, this is me, I'm Tim. My full time job is literally marketing and doing all of the lead gen for our agencies. So any agent that's with us, they don't have to think about leads, they don't have to generate leads, they don't have to buy leads, they just show up to work and they have leads, right? It's all handled in the back end. I do it. I have a team that does the marketing and we literally handle all of that for you. So you don't have to do any marketing. My full time job is marketing. So that means creating Facebook ads, running Facebook ads, creating content to warm up the leads so that the leads are higher quality when you call them and work them, generating appointments, pre booked appointments for you, writing email automations to follow up with the clients for weeks and weeks and weeks so you get that nurture and the clients are warmed up and they recognize zoo assurance when you call them and more smiley face. So we have an in house Facebook ad specialist that does all of the Facebook Ads for a whole agency. Like you don't have to handle any of that stuff.

And so what I want to do here is kind of like break down what agents at our agency actually get and what we invest into the agents, right? So the first thing is free unlimited leads, right? That's $10,000 a month of value. You show up to work every day, you have leads. Regardless, unlimited free leads, that's $10,000 a month in value that we're investing.

The next thing too is softwares, right? So as you guys know and Erica, we'll get to your question at the end real quick. Julian's got to jump here in 18 minutes so I gotta run through this relatively quick. But when you're an agent, a lot of people will use like spreadsheets. And you know, when we used to do this, we would have like a stack of paper that we would call through to get our leads. Just utter nightmare. And so we, we got into the whole telesales game and we realized like, okay, cool, there's these CRMs and there's these softwares and there's all these different things and like we've tried every conceivable combination of CRM software and dialer and we have found out that most of them suck. And so what we did is we basically created our own. So we use a go high level white labeled CRM where we've programmed all of these automations that set up all of your clients and follow up with them and send them emails and do all of these different things in the back end so that you can just focus on selling, right? So the email automations to like warm people up and get them just like hot and bothered and ready to buy insurance.

Hot and bothered.

And we've literally spent hundreds of hours like me personally have spent hundreds of hours like coding these automations and I'm not a programmer, so that was a nightmare. And thousands of dollars like creating these automations. We've hired people to kind of go in and tweak them. You've hired consultants, bought courses, $12,000 course like just a couple months ago to kind of like pour all that knowledge into creating the system. So when you join the Zoosurance, our agency, you're going to get the free unlimited leads, $10,000 a month of value. You're going to get a free CRM system which is actually $497 a month in value. That's what we pay for it. And you basically get that for free just for being a part of our agency. So you have Your own account, you have all the automations that are going to sub in your name and your number so that you are actually able to build that rapport and build that relationship with your clients before you even talk to them. So how many of you guys are watching this and you're like who's ever had this problem? Hold on, have you ever had this problem before? I know I had this problem but with door knocking.

Have I ever had this problem?

Yes, I remember.

If you guys have ever had this problem, this is like the most common problem in telesas.

Nobody answers the phone, right? Like I'm doing 500 dials a day, nobody's answering. I'm doing 600 dials every single day and nobody's answering. I'm doing 10 dials a day and nobody's answering the phone. What is going on? Right, well we had the exact same problem.

And we discovered this software that actually ties in with our CRM which all the agents that work with us get access to and it's basically a multi line dialer with number wrapping, right? So basically what the hell is number wrapping? Let me explain it in layman terms. It's basically whenever I call a number, regardless of where they are, it's going to show up locally in their area code. So think about it, when you get a phone call, who do you answer the phone when they call you? Your doctors? The car service spot? Like you answered local numbers and your answer rate goes up when you have local, like you're calling in area code so the software literally no matter where you're calling it wraps the number with an area code local to them so they're more likely to answer. Not to mention you can call up to four numbers at the same time so it just puts your answer rate on crack cocaine so that you can talk to people all day. Julian does your voice heard at the end of each day when you're done working?

Dude.

My jaw was sore yesterday like, like I can, I used to, I used to basically say like yo, you're soft if you don't make like 300 a day and it's not for a lack of trying but dude I just cannot make bear. I mean I can barely break 200 phone calls a day. I spent most of my time quoting, most of my time selling and obviously now I'm training and dealing with clients and stuff too. Obviously we have the, the back end system that's gonna take over the whole client deal here soon which is awesome. Excited to talk about that more in the future but yeah dude, I'm exhausted. I mean, I'm brain dead right now. I gotta go get another policy today. I'm like, exhausted. But yeah, it's a great feeling, though. Like, I. I'm finally like, for once, I'm actually like, selling insurance where, like, I couldn't get that anywhere else.

Yeah, you used to have carpal tunnel from dialing. Now you have like lock jaw from talking literally.

Pretty cool.

Yeah. But, yeah, so the, the multi line dialer, that's another thing we pay for as well. So you get the free unlimited leads, $10,000 a month in value. The free CRM system. 497. 497amonth in value. The free multi line dialer that wraps your numbers with local area codes. 150amonth in value, for a total value of $127,764 a year. And we're investing into each agent.

But that's not it. Because what's the biggest problem the agents deal with that caused them to fail? Well, this meme explains it perfectly right here, right? My upline playing golf with their phone on DND while I struggle to get an application approved. The biggest problem most people run into is they have a leader or a mentor or trainer, you know, a shifu, whatever the hell you want to call them that doesn't actually provide that support that they need. Right? An upline that doesn't answer the phone.

When they need them.

It doesn't train them, it doesn't coach them, it doesn't teach them. Like this whole live stream move just gone over. Most people don't get this from their upline, which is why you guys are here watching it. So it's just like the biggest problem that plagues people. Like, how many of you guys, maybe you like your upline, but you just don't feel like you're getting, like the level of support that you need to succeed in this industry. Is that like, do you guys feel that? I know I felt that our. Our upline, like, I liked him as a guy, but he was a. Like, he had a substance abuse problem. He didn't train us at all.

And it was a total nightmare. Right.

So what we've done to combat that and what we've created is basically a live zoom room where everybody works together. So we're in a live zoom room hauling leads together. So, like, throughout the day, as you're dialing, you know, Julan, I need to talk to my wife. Julian has to answer the objection. Julan, I need to think about it. Julian has to Answer the objection. Hey, run through the script real quick. Like you're constantly training and getting better and better and better and better and better. And everybody like is expected to have that level of mastery. And if you don't, like, you're not on the team. Right. So how much quicker do you guys think that you would be able to improve your skill set and get to your goals and reach your max potential as an agent if you were in a live Zoom room all day long with agents who are doing the exact same thing and an agent who's writing 10k a week, which is.

Probably quite a bit faster. So we have the Zoom room. Daily training, one on one mentorship. Like daily training. Like not just like, oh yeah, hype up, sign up. How much AP did you write yesterday? Like actually training new things that you're learning. Role playing, one on one mentorship. We have sales managers. Obviously the sales manager right now is Julian. But as we grow sales managers that listen to everyone's calls to, to basically give them feedback and help them improve like it's a freaking boot camp for selling final expense. We're basically creating a seal team of insurance producers. That's our goal. Right?

Highly trained elite salespeople that just know everything that they need to say and when they need to say it so they can go on the phones and just crush it. Right.

So Julian, how many, like, would you say this is an accurate number for the amount of calls that you made in your sales career? Lifetime?

Dude, that's like the last six months.

Maybe 10,000 calls plus, probably more. Dude, you do 300 a day.

Probably a hundred thousand calls if we're being realistic.

Yeah, Real estate. I was doing like 400 plus a day. It was insanity.

Yeah. So Julian's literally made 10,000 calls plus and he's created the perfect telesale script which we've just shown you guys on this live. And it's constantly being tweaked, constantly being improved, constantly split testing and trying new things. And if you guys are part of the agency, you'll have the utmost, most up to date script at all times and you'll be keyed in on what's working at the highest level.

Right.

Not to mention you guys heard one snippet of a live call. We have dozens and dozens of live sales calls and sales training that is in, in a library that all of our agents get access to so they can view that and work on and improve their skill set.

Not to mention Julian's average policy size. Average. Most people, like, this is a big app for them. His average policy size is 1,322 AP per policy. Right? So literally that's 57% higher than the average policy most people start writing. I know when I was selling in the field I was like 500 bucks was a good, good app for me. And one thing that you guys could pick up from that sales training or from the Zoom room or from mentorship could boost your closing rate by like 10 to 30%. Right? You guys are going to learn the exact sales process from start to finish and be trained and drilled on it every single day, day after day so you can reach your full potential and hit your goals. So.

Again, unlimited leads. Unlimited leads, right? Like you don't have to buy leads. You show up and you have leads. $10,000 a month in value. A free CRM system. 497amonth in value. You don't have to test the CRM. You don't have to try all these different CRMs. Whatever. 497amonth in value. A free multi line dialer. $150 a month in value. Extensive training and mentorship. I can't even, I don't even know if this is the right value on this to be honest. Because the time that Julian takes out of selling to focus on training is probably more than this a month. But extensive training and mentorship, right? If you guys were to pay, like if you were to pay a coach to give you the level of mentorship you're getting from being at this agency and you would be spending probably over a hundred thousand dollars a month because I've paid like $3,000 for like three hours of coaching. You're getting over three hours of coaching every single day. Every single day of the month. So this is underestimated if I'm being completely honest. $5,000 a month in value. $187,764 per year that we're investing into agents. So I want to tell you guys about what our goal is for our agency so you guys can understand why we're actually putting all this into each individual agent. So our goal, we want to sell our agency for a hundred million dollars in the next 10 years. And we need a lot of agents to do that and we need leaders, right? We need people that are going to step up, learn this on their own, like master this by putting in the effort and then be able to go and train other agents because like at the end of the day we're not going to build a hundred million dollar company with me doing all the marketing and Julian doing all the selling on, doing all the training be a total nightmare. So we're going to need to have people that can sell and then people that rise to the level that Julian's doing and can train other people that learn how to sell, that then can train other people. Like we need people that are going to be leaders and going to be trainers and want to rise to that next level. Like it's not possible without that. So that's why, that's why we're putting this whole thing together and that's why I want to show you guys this is we need leaders like you. And ultimately what we want to do is when we sell it, we want to give those leaders equity opportunities in the future. So if someone comes to our agency and they're putting in work and they're learning all these different things and they're mastering it and they're showing leadership potential, we want to, we want to be able to offer them equity opportunities in the future so that when we sell the agency they can get a piece of that pie, right? This is a fat juicy piece of pumpkin pie right here. Imagine what 100 million dollar pie looks like. What are those slices looking like? Pretty solid. So again.

I think this is the last time. Unlimited freaking leads. Like I know I sound like a broken record saying this, but unlimited leads. $10,000 a month in value. A free CRM system. 497 in value. Multi line dialer that locally wraps your numbers, calls multiple numbers at the same time. 150amonth in value. Extensive training and mentorship. I put $5,000 a month in value. If you were to go and pay for a coach, it would be like 20 times that. I promise you. Because I've paid coaches before. And growth and equity opportunities, which I didn't even add to this total because I can't put a value value on it. So we're just going to say 187, 764 a year plus opportunities for growth and equity. So you guys may be wondering like comment below. If you guys are wondering what is the comp? Like what is this 10. Like there must be some, some stupid, stupid comp. Like what is going on here? Well, let me tell you guys. So what is the actual, what is the comp? What is the starting comp at our agency? Well, when creating this model we basically had two choices, right? The first option was we could offer the highest possible comp that we could, which would basically mean we'd have to build an MLM and offer very little support. We couldn't do free leads if we did that. We couldn't offer extensive training because the upside on training someone would be low for us. So that was the first option. We could build a, build an mlm, build another, you know, Primerica or whatever and offer the highest comp we possibly could. Or the second option is we could offer slightly lower comp but in exchange we can devote resources and give up more resources to your success and create a completely different model from anything that had that currently exists, has ever existed or will ever exist in this industry. So we chose the second option, right? So let me ask you guys, what is it worth to you to never have to buy leads again? Like what comp would make sense, right? To be able to write your own paycheck, Would it be worth 5,000amonth, $10,000 a month, maybe even more. Like what would it be worth to you? What would it be worth to you to be an insurance closer that just shows up, closes deals, collects paychecks and services clients?

There's a lot of agencies out there that will give you no support, no leads, 25 point comp. Sure, a lot of you guys have maybe seen them, right? No names. Other agencies will give you like the highest possible comp they can.

But then they try and scam you by selling you age leads and telling you to write the same product over and over again. Like that's a pretty common thing. No names again. And there's some agencies that will just pay you like a tiny percentage or a flat fee like per app that you write, which is crazy. So for unlimited leads, $10,000 a month, a free CRM system 497amonth, the free multi line dialer of 150amonth, extensive training or mentorship, $5,000 a month. Again, we already talked about how this should be more growth and equity equity opportunities, which potential in having equity in 100 million dollar exit, total value of 187, 764 a year. You guys can see why it would be a good deal at 30 starting commission, right? Like that would be a good deal at 30 point comp for being honest. But right now for the people that are coming on, we're offering a 50 starting commission for everything that I just went over. So what we're doing is we're hosting interviews to bring people on. We're very selective about the agents that we will accept and the agents that have come on. We've had 78 applications now and we've hired two people. So we're only looking for the best of the best, right? We're looking for people that are fully committed to this opportunity. We're looking for people that are like, we're looking for killers, right? We're looking for people with so much drive like they could freaking be the engine in a Ferrari, right? Like if that's you though, if you're the person that is like ridiculously committed to your goals and willing to do anything that it takes to reach them and is fully committed to this industry, then click the link down below and apply to work with us. And I look forward to jumping on an interview with you personally. Personally, I'm going to drop the link here in the comments for you guys to apply.

Let me see here. Drop this right here.

Comments down below.

Apply.

And part of the reason I'm calling a lead while we're talking, part of the reason why we're so selective had a ton of people ask us questions. We even had one guy who said he thought it was a sales tactic. If you were, if you were to invest $200,000 into anything.

Would, would you just take anything and everything? It's easy for, for a company that's selling you leads or telling you to recruit people to a model that they don't even barely sell insurance in is very easy for them to just accept anybody because it's not built around selling insurance or developing the representative. It's built around developing the name of the brand. Ultimately it's a recruiting based model or, you know, an MLM based model. But when we're actually investing in producers, if we just threw 200 grand at everything that had a pulse and fogged up a mirror, we would be homeless. So just full transparency.

With that type of investment, the amount of effort I'm putting in, I take time away from my wife. I, I come in early and I stay late with producers. I take time on my weekend to review calls and I do one on ones with agents. We have.

People who are starving here that deserve that attention, are earning that attention. And if we're going to take time away from those people and invest into.

Someone who hasn't, who hasn't yet, you know, produced under the company or hasn't yet done something within the company, like if we're going to make that bet on you, we've got to be selective because if not, it could affect their families, our families.

Or, you know, we would just lose a ton of money. And so while I Wish we had 200 grand to just throw at everything with a pulse, we probably Wouldn't be on this call today if we did. We'd probably be playing golf and. And waiting for our downline to go to voicemail. But until then, until then, we're going to be extremely selective and look for people who are serious about their future. And that way we can align our interests with them and build something huge.

Yeah. 100 a second, everything you just said. Guys, I know again, drinking water from a fire hose here. I just threw a lot at you. Do you guys have any questions about what I just went over? The agency, how it works.

The opportunity, any. Anything like that, Please drop them down below. I'm happy to answer any questions. Probably leave. You know, stay on for the next 15 minutes here. We'll see if Leon ends up having to jump into an app. Maybe he'll stay on and throw himself on mute so we can watch him close. But are there any questions you guys have about the agency, the opportunity, the application, just anything overall, even the script, like what questions you guys have. I want to take, you know, 10, 15 minutes here to go.

Hey, Charlotte.

Y' all hear me.

Okay? Yeah. Charlotte's playing game attacks there. Called her three times and texted her. We'll see if she's. She's about her salt or she's gonna actually go through with the deal or not.

But yeah.

Yeah. What questions do you guys have?

We covered a lot here, quite a bit.

I heard another.

I saw a comment about can we have another live stream day? Tim, we should send out an email and ask if.

We should send out an email to ask if people want us to do another live stream day.

Yeah. Who here was on the live stream day? Comment, Comment live. If you guys watched the 10 hour live that Julian did the other day, that was insane.

Bob says is there a monetary investment request required on our part to start.

Bob there. Yeah, I was gonna say there is not, except you do have to have the licenses to work in the areas that we work in.

Yeah. This is not a. No mlm. You don't have. There's no buy in required or anything like that.

Yo, Tim, did you tell him about the. The hidden fees where we. Where he buys leads from us and we. I don't know what else they sell and we. And we tell them to recruit everything that briefs. Did you tell them?

I didn't. I didn't mention that part. That was. That's actually the next slide here.

Okay. Yeah, we don't tell them that until after they've bought leads from us. Right.

Obviously he's kidding.

Yeah, I'm Kidding.

That one person that doesn't understand like dry humor that jumped off and was like, gosh, that scammer, bro.

They had me until then.

Yeah, they had. That was like. That was the best. That was like the best thing ever. And then, man, they started, they started.

Trying to get me to hype up sign up.

Oh, question that a lot of people have asked me. Can I start recruiting people when I come on. We don't recruit people. We interview people we invest in. We are investing in agents. So if we're not recruiting, nobody else is recruiting because we still have to invest in the agent. Yeah. No, we cannot. We're not going to immediately jump into, hey, let's recruit everyone.

Do you want to. Do you want to talk about like the, the admin thing is.

Sure.

Corey says the only question is an opportunity like this even real? Corey's. What's up? Corey? Didn't know you're still on here. Corey's one of, one of the agents that works here at Zoo Assurance with us. We've got a couple of agents here. It's me and two other stud killers that have really been going after it. I gotta shout them out for real. Shout out to Corey and shout out to Michelle. You guys have been an awesome pleasure to work with. So I second that for sure. It's very rare. I find people that are, are equally as hungry to learn and grow and are responsible, receptive to that even when, you know, like it's tough to be receptive to feedback sometimes. Like if you are not. If you're learning something new or whatever. Like I definitely, I definitely have had my levels of frustration like when I'm learning something new and then like somebody's like, dude, you suck at this. You know, like, it's definitely not always fun, but if, when you're just so committed to being better, like there's nothing like an environment like that that's.

Yeah.

Love sharing that with you guys.

No problem. I have all licenses in all the areas with the exception of Colorado, Maryland and North Carolina. Cool, man. Well, yeah, definitely go in and apply. If, if it makes sense for, for both sides, then we would have to have those states before we move forward because we do invest in all the leads. But yeah. So you want me to talk about the admin thing though, right?

Yeah, yeah, I think that's something really interesting. I haven't really heard of too many other people doing that. I think a lot of people might be excited about that.

Yeah. So basically we have a back end system where there's a transition from the. Should I like, should I reveal the sauce, Tim? I mean, how in depth do you want me to go on this?

Oh, dude. Freaking sauce it up.

All right, so the trade secret I will reveal is basically we're going to have like a backend support player that will call your clients, help your clients get their things taken care of, help them to get their payments up to date, if they have insufficient funds, miss a payment, etc.

There's also, I'm trying to think payment reminder manual payment reminders, a welcome phone call.

All sorts of things that they're doing to help you, like, grow and maintain your income, right? Because writing business doesn't matter. I've written business and made no money. I've also written business and made a lot of money. Yeah, like my, my production supports an entire company, this lead pro, free lead program, salaries for the marketing team, my own salary, and all the agents that are coming on softwares and all of their costs associated. So if, if that, like, I had to tell I tried to not sell a guy earlier today. I'll probably play that call for you guys another time. It was insanity. This guy was literally bought. He bought. I like, it was, I thought it was a sketchy deal because the way he said something and then he just literally was like, can I just buy it right now? Can I just pay you? I literally was trying not to close him. He just bought. It was insanity. But like the fact that we're able to do that and we've got agents that are coming on with no risk, with the ability to grow, like, and you keep your like. And we're working to. We're literally financing a, I guess you'd call them a case manager, support player, whatever, to help you keep more business. Because if you like, if you write a hundred thousand and fifty, like twenty charges back, which most people, if we're being honest, they're charging back at like 40%. But if 20 only charges back, which is the industry standard, which is also garbage, but most people are going to lose, like for simple math, let's just say 20 grand there because 80, 20, whatever. But like, imagine if you just kept an extra 5% of that, right? What would that do for your income every single year? What if you weren't writing only a hundred? A hundred thousand AP. What if you were writing 300, 000 AP? If I keep doing 40k months, I'm on pace to do 480, 000. If I only hit 40 even.

In AP, right? It's a 240, 000 income before chargebacks and taxes.

Yeah.

And if you guys are doing anything close to what my retention is, I mean, you can do the math, right? 15 retention or 15 chargebacks. Take out taxes.

Federal.

If you live in California. Oof. Take that out too. But I mean, guys, it's like. It's not rocket science. I'm just following the system. You do need all the states before starting, not before applying. If you would like to apply, you're welcome to do that. But you do need all the states before starting.

100%. Yeah. Any other questions you guys have? If not, I think we're probably going to wrap it up here. I know Julian's going to jump back on the phones. I got to get some more stuff done here. And yeah, if you guys do apply. Excuse me. Long day. I look forward to talking to you guys and getting to know you and if it's a good fit for both of us, then maybe moving forward and having you guys be part of the agency. I know. I've talked to a lot of people. I've talked to a lot of great people that I haven't been able to hire and I've been able to talk to two awesome people that I have been able to hire. And yeah, I mean, we're just unbelievably excited to. To work with the people that we brought on and find even more of them and, you know, help everyone grow and achieve their goals. That's. That's ultimately the goal here. And I think. I think we're in a really good spot to do that.

Gotta jump. She wants to buy.

I think I lost Julian. I don't know what happened there, but yeah, that's kind of where we're at with everything. Bob says thanks. You're welcome. Thanks for showing up on a Thursday night here. I know it's getting pretty late here over on the east coast. Probably gonna grab some dinner after this and get some more work done and go to bed. But yeah, if you. Let's see. Michelle says thanks. Awesome. You're welcome. Thanks for showing up.

Let's see.

Any other questions you guys have, I'm gonna give it like a minute more and then I'll probably shut it off. The 15 people that are still watching this, I appreciate your time. Thank you guys so much for showing up and look forward to hearing from you guys.

Appreciate the time and the content. Absolutely. Time to grow. Amen to that. It's always time to grow. Let's go. Let's grow, I think is what the. What the kids say nowadays.

Cool. Awesome. Well, thank you guys so much for showing up. I don't think we have any more questions questions here, so I'm going to cut this off. Thank you guys so much for showing up again and I will see you guys in the next one. For more content like this, hit that subscribe button down below. We're going to be doing more lives, more videos, more call reviews, everything to help you guys reach that six figure mark in the industry. That coveted six figure mark I know that everyone wants to hit. So hit the subscribe button and we'll help you get there. See you guys.