 Go Friday at two o'clock center center time whether you're on Facebook or whether you're jumping in on YouTube We are here with a percent club every Friday at two. We kind of do this thing Every week at the same time. Yeah, it's weird how that works. It's kind of funny Well, and what this show my goal for the show is and we've talked about this We want to give you something that you can take and use. I don't want to spit out, you know 99% of the time blah blah. I don't want to give you stats. I don't want to give you figures Yeah, I want to give you something because you would have been making them up if you did. Yeah, 74% of stats are made up Here's the thing though. I want to give you something you can write down. So get you a notepad Get you a pen and paper. We're gonna give you some stuff to write down and use. Listen Linda listen. Listen. Here's the thing That's your that's your thing. Here's what it is What is it about today? We're gonna talk about retaining clients Yeah, but we want to give you a way to be remembered. Okay, how many insurance agents are there in? The market, I mean Springfield Missouri, you know, there's probably five thousand probably five thousand agents 74% of statistics probably more Here's the thing though. What makes you stand out? Why would somebody remember you think about things that you remember? What does what what do what do my clients remember me from? Exactly years ago. Exactly. Here's the thing again. We're giving away a it's like a drinking game You got to take a shot every time I say here's the thing. You won't make it to the end of the show I promise you that I When I was a kid 1993 Three I went to a like a retreat like a camp so he's like a dude told no, I'm not kidding I was 15 years old a dude told a joke a guy walks into a bar Have you heard the one about the dog that walks into the bar three-legged dog walks into a bar and says I'm looking for the guy that shot my paw not that funny of a joke. It's a great dad joke But here's the thing. I remembered that to this day. Yeah, you remember something about it Just yeah, I remember the guy that told it I remember every thought it thought it was hilarious and he told it like every day of the conference So I don't know why that's why we are discussing this right now It's because there's so many agents out there, right? The market is only gonna get bigger. There's only gonna be more agents Yeah, but I've heard there's less than there used to be maybe that's true But you need to be remembered like for advertising marketing. Yeah You have to stay top of mind the newsletter every month through the mail that I used to do That kept me top of mind. It was also Consistent I think most people forget the second part you can be memorable you can do something, but are you consistent with it? That's why most people respect our brand security mentor so much is right everyone can do content But we do it so often and so consistent You do you have to be crazy think about things though that you remember it was talking about that Joe We talked about that before the show. We were talking about the office Yeah, and one of my favorite episodes the dude has to do jazz hands, right? Yeah Every there you you remember certain things. There's things that triggers you and you say, oh, yeah I mean think about when you movies I can walk by and say, you know I can stick my head up a bull and immediately Everybody's thinking Tommy boy. There are just things. So what is it that makes you memorable? We're gonna give you four or five things today that you can do that can make you memorable a newsletter is a great start however You have to okay. Let's talk about a newsletter. Okay 90% of newsletters are gonna get done with this. Yes. I check my mail. This is no lie my Mailbox is here my trash can since here. I get the mail out of the mailbox I walk over the trash can I flip it open and I do this You know what I mean? I check I know what I want to keep and I just boom boom boom That kind of normal thing to literally go through the mail over the trash Even people do it inside too. Yeah, Lauren does the same thing. So what's the diff? What makes you go from here to okay? This is going inside. Yeah, you know I think I think it's something that pertains to you some value something that's actually useful Like a recipe. Mm-hmm. I had a lot. I mean there's a lot of Medicare agents out there They're like, hey, dude, I want to be memorable. I want Medicare I want Medicare prospects to remember me when I saw a Medicare policy I don't think there'd be my customer for life because you get renewals on Medicare policies forever Well, that's a perfect way to do that. Yeah to stay memorable But you there's got to be something useful valuable something they're going to remember It's consistent because unique they may throw away the first one by the time they get six in a row Mm-hmm You're gonna get their attention and my goal is not just to get them a newsletter that they read and say, okay That's interesting. Yeah, my goal is to get them to get a newsletter and to call Bob and say man Right. I just read this article in this newsletter from my insurance agent Completely you're not gonna or or when I sent 60 out in a row for five years straight to some clients By the fifth year there has someone thinks about insurance or when or when Ruth their neighbor says hey, who's your Medicare with? Yeah, dude, don't you think they may remember right? They may not remember the name, but they're like I've got 60 of his newsletters sitting in my you know On my fridge how often throughout the year should a person touch their clients There's there's actually there's there's specific stats on this if you go to conferences and events There's people that there's financial advisors where they want to touch their you know They're they're a clients at least 12 times a year, you know, and they classic people. It's like a bc and d I'm not big on like saying hey, you're an a client. No, you're a D client now If you talk to me if you're nicer to me when you make me cookies, maybe you'll become a C client I don't agree with all that but I Would say I would say I like to treat everyone like an a client right number one And I think you gotta have at least a dozen touches Okay, because think about it all the come all the TV all the mail right they get Alex for back We get like a thousand pieces of mail a month. Yeah, it's ridiculous. Yeah, and I don't check it So maybe I'm off. I don't know but I'll be honest Is it fair to say unless you have a newsletter that is outstanding and Newsletters not enough. I'll tell you I agree that a birthday card a car. No, it's not enough It's nice. You used to send a dollar. We did. Yeah, one thing that we used to steal this if you want to I stole pretty good. It's pretty good. I used to I used to take for my birthday cards I had a letter that said in 1962 a shirt cost this You know a coat cost this yeah, I would love to give you all of this stuff However, I will give you a buck. So go have a coke on me, you know, and I got phone calls on that saying hey Thank you for the dollar. I mean it cost me a dollar weird to maybe it's like it's a buck Yeah, but it's memorable because it's like no one else is sending them a dollar and it's less about seeing the dollar It's less about the monetary value. It's more about the the thought and the creativity behind it You want to sit up of mine? You'd be memorable. You want to improve client retention? I think one of the big another big big big step is a lot of agents rather than trying to when you when they sell someone They get the app and they run out the door. Mm-hmm. I I encourage agents to spend five ten minutes in a cool down Rappup period step four. Mm-hmm of my force of appointment process to actually get to know them solidify relationship Here's the I like to if you're a local agent You need to be not only going and selling the policy Locally, you need to be delivering the policy as well and that's a very important Part of the sales process one. That's the time to ask for referrals in my book Cross out also one thing I used to do if I went to a house and sold a policy and they had a dog or cat When I go back to deliver the policy, I'm taking dog treats. I'm taking cat treats something because Think about it, especially seniors, right? They love their animals As an agent life happens We get in a rush we get busy We end up selling policies. We never take time Think about being creative. Yeah doing something unique like that like take I don't even like pets But like I barely like mine and like take taken but what if it helps me help helps me have a better relationship with my client And if they're more likely to keep me as their agent over The next dude that can come and maybe save them three bucks down the road You know if you have that relationship, they don't care about the hundred bucks I do to save my year. It's irrelevant if you have the relationship I had clients one time that called me I was a captive agent mutual mall Captain gift career agent and they called me and said man, dude, you've sent us newsletters for like four years They said it's unreal. It's it's incredible. They said dude more people need to run their business like you do They said we we get offered Medicare solutions to save us money all the time And guess what because of the way you run your business did we don't leave and we ain't leaving yeah I like we talked to quite a few people every month, and if I talked to a hundred people a month Here's the sad truth and insurance 90 of them I mean I asked this all the time because there are people that I don't want to steal their business Yeah, I asked more time. Who's your agent? 90% will say I have no idea. There was a guy. He had a face You know that's about all I know and that's a shame. You were pants. He yeah, I think He that's they're not gonna. That's on you when I hear that though I'm getting that client. Yeah, and when my guys less about it It's more about a comparison of products at that point and less about or your chance to build the relationship Over the fact that they have relation if they have a relationship. I would rather I would rather I Would rather have to fight against price Then I have to fight against a relationship. Oh, absolutely 100% 100% You give me yeah, it's almost a it is almost an unbeatable objective When I call up to somebody and they say I say hey What what plan do you have? Oh, I have I have mutual of Omaha play an app Okay, I know already I can save money. They should have a plan G right so I know I can save money So Dean one and I say, okay, how long have you had it? Oh, we've had it about three years. Okay. Who's your agent? Oh Josh Robinson? I'm a really good local guy. Yeah, you know, he bought me McDonald's. Yeah, we meet every Friday We drink coffee together. He sponsors the bike ride and yep, I'm out, you know, there's no way Yeah, I can get that guy because and here's what I've even had happened. This is no lie I'm having a grand a year. Yep, they still wouldn't do it. Here's what I've even had happened I will go and I will say okay, you have a plan F right here with with mutual of Omaha And you're paying two hundred and thirty five dollars a month I can get you a plan G for a hundred and seventy five, right? So I'm saving them fifty five six. Yeah, sixty dollars a month, right? Yeah, sixty dollars a month. I can save you Okay, two hundred dollars in the next ten years. Yeah, I Have had them say, okay, I want to think about it now. I'm gonna ask them What do you want to think about? What do you what do you need to think about? Is there anything I could do to is it the ten grand? I'm saving you for the same thing something Right, I will say eventually I will say, okay, you know what? I'm gonna call you back in two days You look it over and they'll say I need to talk to my sister and this has happened on numerous occasions I call them back and they say well Dallas to be honest with you I went down to my local agent. He told me he could do the same thing and we did it with him Yeah, now that's frustrating, but in a way. I'm kind of proud of that guy. Yeah now he should have done it Right. Yeah, that's what I always tell them they come to him And I always tell him hey have him send me a thank you car happens a ton though It happens a lot because they remember that guy they associate that guy. How many people here's what I want you to Ask yourself a question. How many people call yourself call you their insurance guy Not the guy that wrote their policy or the That's my if I were to go to your client to say Bob. Who's your insurance guy? They'd say oh Mike Mike's my insurance guy you've established yourself as that true Okay, there you go I think that's something that most people forget is when you do a newsletter or a recipe or a game or something try to be memorable as in Try to help them remember your name. Yeah, because if they can put a name to that question Who's your agent they feel more loyal to you because they know your name versus if they don't it's personal. Yeah, so here We want to help you guys. We also love getting help from from you. Leave us a comment What do you do? Yes to help retain make yourself memorable to help retain clients? I want to give you guys we've kind of been all over the board. Yeah, I get your pen and paper out I wanted to give you I want to give you four things Okay, four things to do that will help you retain your clients And I'm gonna go deeper than a newsletter and a thank-you card and that should be normal. Yeah, that should be Normal, okay number one when you are in the home take notes All right every call that I make I've got notes if for example, I had a lady her name's Kathleen this week I called her she said listen. I really want to talk to you about this I'm paying three hundred and twenty dollars a month for my AARP. I really want to talk to you I know I can save money, but my brother's getting ready to have surgery I am literally in the hospital helping him get to his room. Of course. I'm gonna say, you know what? Yeah, go do that, but I am making a note and when I call Kathleen back I'm gonna say hey, how's your brother? You know everything come out. All right. Are you okay? You know, is this a good time to call they respect that and feel better because that dude That dude cared absolutely. Hey, you did you ready to buy that? You know you ready to buy that you ready to spend some money with me yet? Yeah, don't just remember I had AARP now. You remember all that stuff, but take notes. Yeah, listen people People will respect you and respect that you take time to pay attention to them people that I've heard of saying a long time ago Yeah, no one will no one will care about you until they know that you care about them Okay, how much you care? Yeah, how much you care exactly? I had a video a while back This pertains to the subject perfectly I did a video a while back that said hey prices are relevant people don't buy them price price doesn't matter I had an actual big life insurance carrier reach out and said hey You know the compliance department wants you to know that you know, we believe that price is important, you know And I'm like They took the video out of context what they don't what what they didn't get out of it was that right the relationship Is more important and the value? Yeah is way more important Than whatever product they have and whatever they're paying. I've got a lady that calls it is almost irrelevant when you're selling like they're buying you They're buying the value Everyone that buys anything always overpays they don't care. Yeah, here's the thing I I Have a lady she is a truck driver 68 years old. She's a truck driver She calls me probably twice a month and I always ask the same thing where you at and what are you hauling? There you go, and she loves that so now she'll call me and she'll be like Dallas I mean she there's times when she calls me. She goes. I'm just tired I needed somebody to talk to you and I'll be like, you know what talk away on me and she'll always lead with I'm in Utah and I'm hauling a load of carrots. You know, she already knows that's what I'm gonna ask We have a relationship there. She called me about I'd say a month thing on say hey You're not gonna believe this you're not the cheapest life insurance policy out there the one you sold me There's something cheaper out there, and I thought oh great. Are you kidding me? She goes, but he was horrible The guy came in she goes he had to ask me my name three times You know he kept calling me Sharon and her name's Susan and I said well Sharon. That's too bad I said she like you know, but she it doesn't matter. No that he had a lower price product She she just told him. Hey, there's no way, you know, it's irrelevant. That's all he preached that so much to insurances Everybody thinks it's based on price. That's why a lot of people struggle with telesales It's because they think it's they think you just pitch price and you know what they'll do it. Well, yeah, maybe some but gonna get replaced Yes, they would rather you spend some time with them build the relationship build the value Do the little things like we talked about where it comes to client retention. What are some unique things that you guys do? I'm actually watching on Facebook right now What are some unique things that you guys do to help with client retention to help being memorable to stay top of mind? We've given you, you know, thank you cards Newsletters spending time at the end of the appointment You've actually went as far as doing like a survey so that you can do something, you know, send them a kick at bar You know to do some unique stuff. Yeah, something like Lauren does for all of our team members She has everybody a new team member fill out the survey and then she like you know for Easter so get on their favorite candy or this Here the other thing number number one take notes pay attention to take notes number two act on what you've learned Okay, like you said, I love the idea of sending out a survey send out a five-question survey Do not make it business related out or the end of the day. Hey, you know, yeah, I'm just curious I want to get to know you better. What's your favorite hobby? Yeah, what's your favorite movie? What's your favorite hobby? What's your you know, what's your pets name? You know, how many grandkids do you have and what's your favorite candy bar? Which one's your favorite drink? Yeah Yeah, don't write that one down But take action on it You know if somebody sends you a referral shame on you if you don't say thank you with something Yeah, we can spend twenty five dollars up to twenty five bucks in this business Act on it do something take some money out of your wallet invest in your business Completely, right? It's the little things. It's thinking outside the box It's not letting life happen like Lauren just chimed in today. I love putting the new recipe in the newsletter They don't remember anything else about the newsletter. They will not accept the recipe business. What like I used to put like a Question and they would call in and it was like my chance to generate when the Same people calling all the time, you know, hey I want to win the trivia question for a gift card or this or that or I'd put like a little Insurance blurb or an update in my life No, but they remember the recipe the recipe jokes people love jokes all that stuff I remember puzzles, you know a little Whatever they call those things Okay, what we got? What we got salescloser says 8% baby Cody Are we able to use those in Medicare Facebook leads for Medicare Advantage? Compliantly and if so, I want to buy some. Yes, do me a favor and call in right now 8 3 3 40 agent We've actually got a Medicare cell going on for open enrollment right now Can't tell you what it is because it's too good to say on air and I'll put it on video off to Honor forever, so you got a call in right now 8 3 3 40 agent great question salescloser. We'll see you day percent We'll hook you up with some sick and crazy Medicare leads so so okay, we said take notes take action on those notes number three number three and this is very important Know what know what makes your client tick and okay? Let me give you an example Every person is different. Yeah, right if I send out a formal newsletter to everybody Some people are gonna love it some people are not other people like emails Other people like to receive a piece of paper like a card in the mail We've had old people some people like to know what's going on in your life. I remember we've been in we've been in Houses that you and Lauren went to like two years before and we go back together and they'll say wow your last one was much better looking You know you're left so know what makes your people tick and a way to do that is To ask them more and more and more questions and then remember and then fourthly. I Want you to do this this week? This week Write down your top 10 clients. Okay, and ask them. This is a tough question. Make them come up with something What did you hate about what I did? Mmm ask them What did you dislike about what I did because I always want to get better? Oh, I always want to get better and you may get an answer like that most people are gonna say, you know what? It was all good and everything like that, but Make sure that when you do get some negative feedback. Yeah, you don't you know, we'll send it You know screw you. I don't be your agent. Yeah now make sure you have the right response of okay How can I fix that? What can I do to fix that? Make yourself memorable Before we go you've got to think outside the box to do that. Yes Make sure when you are calling these people. Yes, you're reading your script, but give them something to remember I've told the joke over the phone. I'll tell them. Hey when I show up I'm gonna be the great-looking bald guy that's driving the Black Ford Taurus and they'll laugh at that But they'll probably remember. Yeah, they remember the bald part for sure You know be a human don't be a sales agent be a human that Relationship aspect it's all about connecting with people and people that connect with people Tend to do a much better in cells of people but don't keep your clients band retain them It's 8% club every Friday at 2 o'clock central standard time D we match today. Thank you brother. We've been coordinated. You know color coordinated our outfits that are uniforms looking good What's up you guys come on man? You guys gotta do that, too This 8% club every Friday at 2 where we talk about helping you be an 8% or 92% of agents fail We get the wealth conference coming up We do and I'm ready to hang out with you and bring you some value focus on creating wealth in your life We've got people like Grant Cardone Tim story NFL Hall of Fame Ray Lewis man Shantae McMillan Langhorse Charlie Coach Michael bird Olympians. I mean it's unreal or bring you at an NFL Stadium Nissan Stadium If you haven't got your seats, I want you to know so I don't want you to be surprised Ticket prices are going up 100% and longer you on the Bible 915 September you can think of it as 915 tonight, but it's really September the 15th of this month, so It's coming eight days away eight days away, man. It's coming man Make sure you grab your seat because you will never go to pay what you're about to pay right now Thanks for watching a percent club come hang out with Dallas and Cody 26 27 That's right. Appreciate you being on have an incredible weekend and go retain all your clients