Write $10,000 AP In 7 Days With NO Leads - Step By Step (Pt. 2)

Alrighty. So in this video, we're going to show you how to write $10,000 in annual premium in just seven days without buying any leads. Now, this is the second video in a three part series showing you how to do this. There's basically three different steps. So if you're watching the second video and you haven't seen the first one, there's going to be a link down below in the description to watch the first one. It'll probably also be in the suggested sidebar. So make sure that you watch part number one before you watch this one because it'll give you a little bit more context and it'll be now time to actually use the second step. So, so make sure to go to part number one first. If you've already watched part number one, enjoy part number two, and I will see you soon in part number three as well. All right, welcome back to the Fast Cash play. In this video, we're going to be talking about step number two, which is the referral reservoir. All right, so past clients are your highest intent buyers, right? These are people who have already done business with you, trust you, are oftentimes willing to do more business with you, right? Whether that's recommending a friend or buying something else from you. So the referral reservoir allows you to tap into the clients who already know, like and trust you to either get referrals or add coverage on top. Right now we don't want to just directly call our clients up and ask for referrals since this can oftentimes feel a little bit transactional and a little bit awkward as well. So instead what we're going to do is use a Trojan horse, right? We're going to call them up and ask them to help us conduct a client satisfaction survey. So in that survey, we're going to ask some questions about how they feel we were able to help them and if they were satisfied with the amount of coverage they received. The survey allows us a seamless transition into asking for referrals and also helps us find opportunities to add on additional coverage. So what you're going to do is, is you're going to make a copy of this sheet right here.

Just show you guys what this looks like. And this is just a list of your current clients. So we got first name, last name, phone and type of coverage. Very simple type of coverage is just term, fe, whatever you can add some notes about like the company or the policy, anything like that. So then you're going to locate that list, add all of them to the list that I just showed you guys and then call through them and conduct the survey attached inside of your personal number drive. So let me show you guys what that looks like.

Whenever you sign up for this program, you're going to get a copy of this made inside of your slack. So I'll just show you guys an example here.

Let's see, someone newer.

So if I go to client folder, I'm going to have all these different things and this purple thing right here that says your name, Fast Cash play. This is the survey you're going to use. So I'm going to show you guys on this one here.

All right, so let's see. All right, so let me show you guys how to go through and call clients with the survey. So let's come call. Ms. Jones. Hey, Ms. Jones. This is Tim, your insurance guy. I was just calling you, you know, as. As an insurance agent, you know, someone that deals with people all the time. I like to always make sure that I'm improving and doing my best to serve my clients. So the reason I was calling is I just wanted to run through a quick little satisfaction survey just to get some feedback on how you thought I did. Do you have like five minutes just to do that real quick for me? Okay, perfect. Thank you. So first thing you know, obviously I got your name, Mrs. Jones. And let me see, I'm gonna break character here for a second. Let me open this up. So, yeah, whenever you guys are doing this, you're just going to have this format on your computer and you're going to start filling it out. So Mrs. Jones and I got your phone number here is 555-555-5555. Now, when we spoke, we got you some final expense coverage to cover that burial. All right, perfect. Now the first question I want to ask you. On a scale of 1 to 10, how well do you feel like you understand your insurance policy and how it works? Right. So she'll give me a number. Let's say it's a 10, right? If it's not a 10, that means I just prevented something that could have been a chargeback because I'm catching this before it's an issue. Right? So part of this is I'm calling the clients, I'm kind of checking up on them, and then I'm going to get something out of it in the end. But if she says a four, I'm like, oh, okay, gotcha. So what, what exactly were you unclear on? Because obviously this is my job. I want to make sure that you understand what you got Right. So part of it is you're conducting the survey, getting referrals, and part of it is you can prevent chargebacks. All right, perfect. So Ms. Jones, next question I have for you is how would you rate your overall satisfaction with the service you received? Right. Service being me helping you get the policy. Oh, you were great. You were a 10. Great. Thank you. I really appreciate it.

Now the next question I have for you is, on a scale of 1 to 10, how satisfied are you with the current amount of, with the amount of coverage that you currently have? Now pause real quick. What this does is it uncovers opportunities to write more insurance. So let's say I got her 7,500 because that's all she could afford at the time. She's like, ah, well, you know, I'm, I'm, I'd say like a six because I'm, I'm glad that I have something, but I really want to have 15,000 so I can have enough for, for a burial and leave a little extra behind. Boom. You just uncovered an opportunity to write more insurance. Let's just say she says a 10. I'm super happy with it. Okay, perfect. And last question I got for you here is. Or second to last question. On a scale of 1 to 10, how likely would you be to recommend me to a friend or family member? Now this is a hard question to answer anything less than a 10 to. And if they answer less than a 10, do some self reflection and figure out what you did wrong. Most of the time they're going to answer a 10 here. And then.

I'm going to ask her a follow up question. Right. And then I'm going to ask her a question that would be consistent with this one. You'll understand what I mean. So next question I'll ask is. Okay, awesome. You know, how do you feel like I was able to help you the most when we spoke? Oh, well, you know, I was really confused about this, this and that, and you helped kind of clear everything up. And now I finally have insurance. Gotcha. So you said I helped you understand how everything works and get you a.

Policy. Is that correct? Yeah, that's correct. Perfect. So the next thing that I want to do is I'm going to. This is this like referral script that we have here is actually on the skeleton key. The skeleton key script. So let me show you guys. This is basically where I'm going to go through. Right. So where I'm at on the script is I'm figuring out how I was able to help her most so next thing I'm going to do is I'm actually going to jump into this part, right. And this is step number nine, referral script on the skeleton key. I'm using this in the Fast Cash play. So I'm basically going, okay, awesome. And, you know, Ms. Jones, with that in mind, who do you know that's struggling with that same problem? And in her case, that problem was.

Who do you know that's, you know, also struggling with kind of being confused with everything about insurance and just wants to kind of cut through all, all the, all the fog and get something figured out? Who else do you know that's struggling with that same problem?

And then oftentimes she'll recommend somebody, right? She'll mention someone. Oh, my. I know. My sister and I have been talking about this, and she's struggling with the same thing. Got it. Okay. And, you know, let's see.

If. Yes. Okay, here we go. Gotta stay on track with the script. Okay. And can you tell me a little bit more about your sister and, you know, why you think we may be able to help her?

She's going to give me more information. Okay, gotcha. You know, what do you think would be the best way to approach them? I, you know, I just realized I don't want them to think that I'm calling them up. Their car's extended warranty. You think it would be good if we, if we, you know, did a text, Like a group text. Perfect. Blah, blah, blah kind of go into that. And so here I'm going to ask for their number. All right, so I get the number, Mrs. Jones's sister, her number, blah, blah, blah, whatever it is. And the notes about them, this is all the information she's giving me. So Mrs. Jones's sister had a heart attack and doesn't think she can get insurance. Right, Whatever. And then I can ask it again. Referral number two, get their name, Mr. Jones.

Number, notes, whatever. And then referral number three. And you can get up to three referrals with this form. And then let me show you guys the cool part. Blah, blah, blah, blah. Just fill in random stuff here.

And once I submit that, and this is what's really cool with you guys having your own form, is now these responses are saved. But what I recommend doing is you go to responses and then click View in sheets, and it's going to create me this Google Doc with Ms. Jones, her number, the type of coverage she had, her survey for me, how she feels like I was able to help her. And then referral number One, referral number two and referral number three. So now I have all this information on all of the referrals and then I can go through and call the referrals and sell the referrals. Right. So that's basically how the survey works.

Jump back into this and then basically what you'll do is you're going to ask for permission to send a group text and then you're going to send this text to the referral. So you'll say, hey Jimmy, it's Tim. I just helped your sister, Ms. Jones set up her life insurance and she asked me to reach out. And then immediately after that you're going to shoot this text. Here's my contact info below. I'm about to give you a ring now, right? And then you have your name and your number. So they know what number you're going to be calling from. And then you just call them immediately, triple dial if they don't answer. And then once you get them on the phone, you're basically just going to go into like, hey. Because the difference with referrals is a lot of times they aren't already looking for insurance. Sometimes they are, but a lot of times it's like, oh, you know, my sister wanted me to talk to you, whatever. So you want to approach it a little bit different.

What you'll do, basically you're just going to kind of offer them a free review, just kind of do like a needs analysis and see what they need. And I found that that's the best way to actually get that person to agree to an appointment. Usually with a referral, unless they're already looking for coverage. You're not going to do a one call close with a referral. Usually you'll call them and then set an appointment. They're less likely to no show the appointment because their sister recommended them or whoever they're the person is. So you're a lot safer to set appointments with referrals. But usually if you go straight for a one call close, unless they're already looking for insurance, it can come off as a little bit pushy, which you don't want to do. So if they're not ready to take it right there, if they're not ready to make that split second decision, set the appointment, come prepared with some information and do like a full on needs analysis with the client. All right, so for the referrals I want you guys to spend about one to two days calling through your existing clients. Obviously this depends on the size of your book. And then one to two days calling through the referrals. So you don't have to delay doing the rest of the things in the program. You don't have to delay working the assurance leads, you don't have to delay working any age leads. But you should. In total, this step two should take you about two to four days of calling through your existing clients and then calling through those referrals. Referrals. And this is. You guys can use this survey for any of the clients that you sell. This is a great way to get referrals and everything like that. In the next video, we're going to talk about the network effect and we'll see you guys there.