 Rule number one of my eight rules to eight percent as I came up with whole new content for this tour is Focus on revenue Most insurance agents wake up. We get in the office. It's 9 a.m. I'm gonna get some coffee I'm gonna go talk to Susie by the printer. I'm gonna go hang out with Joe in his office I'm gonna go to two-hour lunch. I need to make calls, but I you know what? I don't know I need to get all the details there. I need a script. What do I say? Well, what if they give me an objection? I'll make calls tomorrow and before you know it The whole day is gone Successful people wake up and they make sales every single day. It's not an option It's a decision in our office. We have a sales team and I tell them Hey, you show up you spend eight nine ten hours with me and you go home and you don't make a sale today That's a problem You show up and you don't focus on revenue Creating sales and helping people and you go home and you sold nothing Why did we show up to begin with? Who believes in what you sell? Who believes that if you sell it you help someone? Who believes that when you sell it you leave them in a better situation than when you found them or I hope you wouldn't sell it I believe That you should believe that if you were to believe In what I believe that you would start doing a lot more of this because I believe if You show up and you're sitting in front of a prospect and you can help them you can put them better situation You have the product or service that they need and you do not close the deal. You do not sell them You are doing them a disservice Who actually fully believes that then why don't we start thinking that when we walk in? Why don't we start thinking that in every house on every call? Because our family got a little bit of a rude awakening on December 26 2020 Day after Christmas my mom's best friend's husband who we've known for several decades Not too many decades. I'm only 30, but you know several decades. Okay, and my mom called me The evening of December 26 2020 just a few weeks ago and she said Cody Jeff just passed away in his driveway and was electrocuted By a light pole while he was painting it. It's my mom's best friend and her husband's the one that passed away You know one of the first thing that came to mind for me. What do you think it was? Well, what do you think my first thought was? Well, I wish my first thought would have been I hope he has life insurance it was but really the question I asked myself is Why didn't you get in front of them to make sure? Because what most people don't know is he was on my warm-market list a decade ago. I didn't get in front of them I don't blame them. I blame me. I Could have put in the effort. I could have followed up. I could have been better on the phone I could have went 12 touches. I could have drove to the house. I could have done whatever it take to get in front of them But I didn't That's a problem. How would you have felt in that moment? Are there friends and family that if that were to happen? Tomorrow How would you feel I can tell you that I should have been better I should have been better and I can also fortunately say That he had plenty of life insurance supposedly Which I don't think you can ever have enough An accident policy and the family's will taken care of however, I know That if I get in that home He probably ends up with more Everything shifts when you start to focus on helping everyone you can and when you can help them you should Or you're doing them a disservice Who's going to commit now? To focus on revenue to push the bottom line to increase your income and to change your financial future forever in 2021 Thank you rule number two Focus on your potential My wife and I just bought a Three-quarters a million dollar home in Springfield, Missouri Which you know in big old, Missouri. It's it's pretty nice And I looked at her on day two and I said Babe, it's still too small. I said I I You deserve a better life. I deserve a better life. I Need to show up more who else wakes up a little bit Disappointed dissatisfied Driven knowing that you got a lot more in the tank Knowing you can go a lot farther than what you've gone in those moments I'm typically focused on the now and where I currently sit Versus my actual real true potential I Want to challenge you today to start to focus on your true potential Because the moment I think I've arrived I'm gonna get arrogant. I'm gonna have an ego and I can promise you None of us will ever actually arrive. We will never actually reach our full true potential But by being focused on chasing it instead of where you currently sit You will force yourself to level up. You will force yourself to get better. You will force your life to get a lot better Most people think they've made it Most people think they can't get a whole lot better. Most people think maybe they can't work a whole lot harder Maybe they think their income can't go up that much. I'm here to tell you if you start focusing on your true potential You're not even close and I'm not either Everything will shift the moment that you start focusing on what your actual true potential is Far too many people focus on where they currently sit Instead of where they can go where they can end up how good life can get But you have to focus on your potential instead of where you currently are Say yes if that makes sense Say yes if you're with me. Say yes if you're gonna do this in 2021 good. Here's what I know The more energy you guys give me today the better I perform Okay, okay That's how that's how this thing works. All right, and I'm guessing that the better I perform The more motivated you leave the more nuggets you get and the more money you make in 2021 am I right? good Thank you for being engaged Who's gonna apply to rule number two in 2021? Excellent rule number three Focus on short-term targets Here's what I mean Most people focus on an entire year We plan to do this tour. I plan the whole tour in like 13 minutes and Released it 13 days before and said I wanted a thousand to register We didn't meet the target Why did I do that? Because I've learned when I have insane crazy massive short-term targets That it pulls me in that direction Who didn't hit the and and and when I have some of these questions like this is your chance to look inward do an internal audit a Self-assessment and be honest with yourself and right now. We're all family. This is the time to do it. Trust me Okay, who has the courage to raise your hand and say I did not Reach my goal in 2020 if you didn't have one you didn't reach it either by the way Okay, good Not good, but good. Thank you for being honest. Okay Why do you think you didn't hit it? Okay? Good good answers Also great answer. What else? Yeah, well not a good answer, but thank you for being honest. Okay. Well, who else Excuses yep for sure. What else? Who else? Boom and the lights go out because you didn't hit your goal We're not turning them back on do you recommit? All right, so Here's the real reason. Okay. Here's the real reason Yeah, who all spoke in front of a room before Okay, you'll learn that you got to like just go with the flow man, right? That's what I love about inky Johnson I don't know who all was a personation 2020 in September. Okay, let's make sure the rest of you're there in 2021 By the way, inky Johnson's on stage. He's one of the best motivational speakers on the planet The mic stops working He keeps talking My audio guy is up there literally Taking this off and why put it up through a shirt and like reconfiguring him his whole body and I'm like The dude just keeps going I'm like, how freaking impressive is that? I learned something just by watching a screw up There's a moment to learn every chance you get And if it wouldn't have been for me learning that from inky who knows what I would just done when the lights went out Here's the real reason you didn't hit your goal in 2020 before I ask that question though What do most people do when they don't hit it quit give up make excuses. What else? Lower them. Yes. Yes Here's the real reason you didn't hit it and it's gonna surprise everyone in the room It wasn't big enough and I always get faces just like that by the way. Okay, so thank you. I do you're like, huh? You didn't I didn't hit it Cody. So why would I? Needed to be bigger. It was too big because I didn't hit it. I Didn't reach it. It didn't happen The reason you didn't hit it is it wasn't big enough and What I mean by that is if it's big enough, it will challenge you If it's big enough, it will motivate you If it's big enough, it will constantly pull you in that direction The real reason why we didn't hit our goal in 2020 for those that didn't is because it wasn't big enough It didn't challenge you you didn't wake up so scared to death of this massive freaking number that you went for it every single day She mentioned not working hard enough the bigger it is the harder I work The bigger it is the harder I work We pushed on this tour about as hard as you ever pushed on anything It had close to 600 agents register across the four cities You have to push the limit You have to challenge yourself and I'm telling you the reason why You didn't hit your goal is because it was too small backwards, I know But the bigger it gets the more attention I give it. So here's what I do now It's got to be so massive. It scares me to death There's got to be so much fear associated with it that it actually gets your attention and then Once it's massive step number one step number two is You have to tell Everyone the more publicly you make it the more you could possibly embarrass yourself and trust me I Want to do insane massive things? To where I could end up embarrassing myself That's what I know. I got my attention And the thing is Like in 2018 we threw a percent nation in a club area at Nissan Stadium. That's that's insane Everybody's like who's this kid at the time 27 years old doing this and why? Spent over a half a million dollars on the event Planned it 90 days later in the middle of October in the middle of middle of actually the end of October and health insurance and Medicare season That's really smart, but it got my attention. I Said no matter what I'm not giving up No matter what I'm gonna keep pushing. I mean most people don't know this my first sponsor They get they said I'll give you ten grand But if it doesn't happen, do we get our money back? That's a that's a problem and I told him I say There is none of this. What if it doesn't happen? That creates doubt You can say it all you want, but I'm not listening to it It's happening the secret is to set short-term targets That pull you in a positive forward offensive posture and that scare you Into so much fear Most people when they set a goal though, it's private It's on paper in their nightstand It's in the notes on their phone Nobody knows Why? Because if I don't hit it, I didn't embarrass myself Nobody knew That's a problem Put yourself in a position in 2021 where you either show up Or you embarrass yourself and we wrote at the top earlier show up anyway I'm telling you if it challenges you if it's big enough, you'll show up anyway guaranteed rule number four Never quit. Yes, ma'am. Go ahead. We did a virtual conference in 20 at last April not because we weren't going to do a real one just because I wanted to do a virtual one too and we thought about a theme I Said okay, we got 2,500 agents registered for this. There's gonna be a lot of new agents. What should the theme be? And I said If you don't quit you can't fail I've said that a lot. I said it earlier life's gonna get really good as long as you don't choose to quit quitting is an option quitting is a choice quitting is a decision and Please decide Now that it's never going to happen Because I'm telling you there's people in the room right now. They're thinking about quitting. This is the toughest career on planet earth But it should be if it's the most financially rewarding There's more millionaires in the insurance industry than any other industry in the world So why would it be easy? More than real estate by the way Like my family wants me to sell them a home. They don't always want me to sell them insurance like let's let's keep it real Like this is not easy Like please sell me a home. Please sell my home when I'm ready Here's what we're gonna do right now though. I want us as a group to make a commitment For those that want to participate Stand up if you are going to choose right now and make the decision that you are never Going to quit and that you know as long as you don't life is going to get really good if you're thinking about quitting stay seated Because right now we are choosing that it's never going to happen Good If not, I was gonna come back and pick you up man because I'm not letting you quit bro, okay Thank you for being honest by the way. Okay, appreciate that I'm telling you though as long as you make the choice that I'm not going to quit I don't care how bad it gets. I don't care hard hard it gets. I don't care what happens in my life I'm going to show up anyway be seated. Thank you. Give yourselves a hand. I Remember being 16 years old work going to work at Little Apple Market in Rogersville, Missouri So it's to work at four o'clock four to ten part time. It's 3 30 And I'm throwing up at home And I go to my dad. I'm like, hey, I don't feel well. I do not feel like going to work today Who's ever felt like I don't want to go to work today Right all of us my times a hundred Okay, maybe a thousand, you know And he said something to me that changed my life forever. I don't I don't want to go to work I'm throwing up he said You do whatever you want to do But you know what I would do I'm like, gosh dang it. Come on dad. Come on Guess what I Went to work. I went to work. It's not okay to quit. It's not okay to not show up It's a choice. I've seen my dad go to work in April at April 1st It'll be 32 years in the insurance industry. He's never missed a day of work Now there are some fortunate circumstances for that to be true There's a lot of moments I can tell you That have nothing to do with circumstances that he could have chose to say at home with a tummy ache Life gets really good as long as you choose not to quit and that's not mentioned enough in our industry By the way, because as long as you decide right now, I'm never gonna quit. It's not an option. It's not a choice I'm choosing to win Life will get incredible rule number four Never quit rule number five I went to Grant Cardone's $50,000 mastermind in February of 2020 and he talked about I Got three nuggets out of it talked about a lot of stuff for two days after the conference But I got three nuggets out of it and paid a lot of money to learn them who wants to know what they were Let me get let me help you get to the return on your admission price today. Okay, here we go Okay, number one number one It goes back to rule number it goes back to rule number one which was Focused on revenue like he asked a question to the group in there and said He said where's the best place to put a booth or a sales table? at an event at a conference and I'm like That's an interesting question. I have a conference. I don't know That's a problem He said Right outside the bathroom. I'm like everybody's gonna go there at some point. He's right the creativity was always focused on Doing everything you could To help others number two Was creating Your ideal life like most people don't think about this it never gets talked about my wife and our on I are always doing this by the way We are planning our ideal life. What's it look like? Where do we live? How do we travel? What do we drive? How many team members do we have? How many companies do we have how many how much cash in the bank do we have? How many insurance agents have we helped? I want to challenge you to do this at some point start to think about how you Can create and envision the future of your ideal life What does it look like because I can promise you You go there in the mind Before you go there in the body and trust me you want to go there, but unless you go there You can never go there And I want to go there Do you want to go there? Do we want to go there? I want to go there. You need to do it now not later This isn't something you procrastinate and kick down the kick you know kick down the road like we do working out like something I got to do man I got to know what does it look like what I want to happen? What does everything like Cardone talked about like a jet a Private island a ranch a helicopter like all sort of stuff, and I'm like this dude is thinking a whole nother level man Because most and guess what he's shopping for a private island in a ranch right now And he told me that a year ago Who's gonna commit to doing that? Who's gonna commit to doing that? Okay? Good Number three is on the screen He talked about removing limiting beliefs. There is a There is a mint. We all have this mental cap this lid That we can raise from time to time, but we always seem to bump into it And what I mean by that is I Am still not thinking big enough, and I'm trying to push my lid I'm trying to push the envelope Because I have never said I would do anything and they're not at least come close to doing it Which means I'm not said I'm gonna do enough big stuff yet Elimiting belief is something that is mentally holding you back From taking that next step in your life from taking that next level in your life from going To a whole new you I've had several in my life Maybe the way I was raised maybe things I was told maybe teachers taught me whatever But there were several things that have held me back from taking that next step in my life that next level in my life one of the main ones years ago was I thought I don't need to Invest money in myself for me to get there That's a problem and I was wrong because I spent 15 grand to go to a conference three years ago Changed everything and I didn't feel comfortable spending the 15 grand But man am I glad I did But the only thing that holds somebody back is the fear piece It's I don't know that I want to pull out My credit card. I don't know I Don't know if I should I don't know if I want to I don't know if it'll help For you to be the best you you have to Whether you like it or not Another one that's really helped me back previously the money when I spent more money on myself than probably anybody in the insurance industry I'm like I don't care. I'm in I'm in I'm in because I keep learning the more I know the more the farther I go. So I'm like just feed me Another big one is always caring about what everybody else thought Most people care what everybody else thinks a lot of us to care about what our family thinks What our friends think for example? my In-laws when I first Got married told my wife. Why doesn't he get a real job? I bet they're glad I didn't know Because I suck and the thing is I'm in a position To where if not now in the very short amount of time I Could have bought whatever company they wanted me to have a job at that's a whole other level of thinking Who's sitting there thinking dude? I've had people in my life tell me go get a real job But there are more millionaires in the insurance industry in the world So why isn't everyone in the world telling everyone else go become an insurance agent instead of go get a real job That's the piece that makes zero sense to me And that woke something up inside of me that day. They said that I told my wife Just wait and see Because I know that as long as I don't quit life's gonna get really good and As good as I think my life is at this point They ain't seen nothing yet And as good as you think your life is at this moment You ain't seen nothing yet And as okay as it may be is or as bad as it is guess what it is going to get a lot better But you've got to be able to push that lid farther and farther and farther and farther and you've got to remove those things that are mentally Holding you back from taking that next step in life because it's happening right now Whether you see it or not whether you notice it or not and the part of worry about everybody else thought that held me back From doing a conference that held me back from doing a tour that held me back from having a video guide that travels with us Everywhere that held me back from putting out 2,000 videos on YouTube that held me back from having five companies doing 10 million bucks or more I Worried about what everybody else thought That's a problem because who's the only person that really matters You because if you don't believe it it can't ever happen anyway There's gonna be several things that are going to be limiting beliefs that are mentally Holding you back. It's like you've got your Paul not Papa, but Paul on your brain and you're not letting go Let go Try to figure out what they are I want to challenge you right now start to think about what is though What are those pieces that are really actually holding me back is it? I'm afraid to spend money because guess what for you to make a lot of money. You got to spend a lot more The more I spend the more I make I know it's not popular to hear in the insurance industry, but guess what? I stopped caring what people thought At least last year for sure because nobody else Did an in-person conference With hundreds of people post COVID But we did Because it's not okay to quit. It's not okay to fail It's not okay to choose to not show up what kind of example what I'd be setting for the rest of the industry if I just no Not this year Agents need it this year the next year and every year after and Really I try to go to events every month Every quarter at the absolute worst why? Because of the motivation I receive the nuggets I receive and how much I've seen my life changed by the power of events So we're doing this for free because there's gonna be a few in the room that have a freaking shift And we're gonna look back in a year and say oh my gosh, man Just because they showed up Spent four dollars and fifty cents in gas and came to a free event and sat there and took notes and Stayed engaged and learn and hooped and hollered and yelled and danced everything else. I See if I dance yet, but maybe who knows we'll see The question is what are those mental barriers in your life? What are those things that are mentally holding you back from taking that next step rule number six? effort effort I learned a long time ago That I was never gonna be the best salesperson in the world. I knew a long time ago I was never gonna be the most knowledgeable and Know the most about every carrier in the world. I knew that I Wanted to earn $100,000 my first year and there were a lot of other agents in the office That were doing a lot better than me But the only thing I could choose to do was outwork them and I didn't just out working by a little bit I worked them so bad before they knew it They were the ones making a quarter million dollars a year and they're coming to this new agent like what are you doing instead of the other way around That's a problem For them Man, what's your goal? If you don't have don't have one yet make it up for me. What's your what's your goal? How much money would you like to make in 2021? I'm going to try something That's awesome. That's really cool Good good. Love it. Give her a hand. That's great. And what's your name? Janet awesome. Thank you for being here. Thank you for sharing that too hundred grand or more Okay in 2021. There's only three things Specifically when you as you're taking notes that could hold miss Janet back from doing that only three The first is effort It's effort She can choose to show up and put in the work or not Efforts a choice It's an action But it's still a decision Number two is skill She may not have the skill at this point for that to be reality but if we want To learn this skill We can can't we? Because what we could do is we could watch training videos every morning We could role play we could we could listen to the art of closing the cell While brian tracy every morning in the car like we could do whatever it took to get better We could listen to our calls we could record we could do everything we wanted to to improve our skill, but it takes effort To skill up It takes effort for your skill to go up and who's okay admitting right now Dude, my skills got to go up for this thing to change man But this thing to get really good my skill has got to Got to go okay number three knowledge knowledge Miss janet may not know enough right now to make that a reality Guess what? If I want to download david campers brain into mine and know everything he knows Eventually I could True or false Which means I could put in the effort To increase the amount of knowledge There's only three things that can hold you back from hitting whatever goal you want effort skill or knowledge You either don't put enough effort You either don't have enough skill at this point in your career or you don't have enough knowledge But all three are a choice All three are possible for you no matter because some of you can be like dude. I'm okay working hard. I'm in that's fine That's cool. Okay great But I'm not very good I can tell you you can get great If you want to You may say dude, I don't know a lot. I don't know enough. I want to know more. I want to know more I want to know more. I want to know more. I want to know more. I need to know more for this to happen You're right And you can That's what's the beauty of it All of this is a choice Miss janet can put in the work She can get really good and she can get really knowledgeable And then life Will get really good It's a choice. It's a decision And it's not an option Rule number seven Which leads right into this which is trained daily In our office we train twice a day with ourselves team 8 30 a.m. And 1 30 p.m. In the afternoon We go for 15 20 minutes in the morning 15 20 sometimes 30 Each way we're listening to sales training videos We're breaking down what we learned. We're role playing something specific when we role play We're role playing a specific part of a call or a specific part of a cell And we're role playing the same thing the whole week by the way We're not changing it up every 14 minutes and trying something new and changing like, you know We are getting really good at this this week What's the close? How do we ask for the business? What card would you like to put that on? What card would you like to put that on? What card would you like to put that on not what do you think? What do you think? What do you think? If that's in your vocab, please remove it forever Because people will give you a lot of reasons why they're not going to buy and they're they will make up stuff They will lie to you and they will tell you to think about it when they don't Okay, that I know for fact We practice and role play a specific piece the entire week You say and you guys can make excuses. I mean you can make excuses for anything, right? Like, oh, I don't have someone to I don't have anybody. I don't have anybody. I'm alone I role played in the mirror I would record my in-home appointments just for me And I would listen to them on the way back to the office I would listen to the art of closing the cell by Brian Tracy in my car on repeat For years Till I had to redownload it because I the CDs were so messed up Why? Because me getting really good is a choice. I choose whether I get great or not It ain't up to anybody else Most people fell in the industry and they're like, hey, it was my trainer's fault. My manager didn't help me He didn't download his brain into me. He didn't make the calls for me I didn't get to do all these role plays and I didn't get to go do all these ride-alongs everything else, right Doesn't mean we can't get great But to get great you have to train every Single day. It's not a choice It's not an option It's not a Nice to do It's a must-do And you have to train every single day. What do you feel like it or not? Whether you want to role play with your mirror, but you know because it's weird and cheesy and awkward, but Dude, you can't do if you can't get great talking to you. You'll never get great talking to anybody else Trust me And if you don't think you're good, guess what they think you want to think you're phenomenal Not to the point where you stop training though Because you can always get better Who believes that? Who knows that to be true? Who's going to make it happen in 2021 and who's committing right now to dude? I am going all in. I got the guts I'm committing and I want to win You're like, I want to go there. Ms. Grace is like, I want to go there And she already tore it up her first AEP. So imagine where she's going to get You want to go there. You want to get really good I truly believe at this point not from an arrogant standpoint You can put me in any cell situation in the world Whether we're selling RVs A mosquito spray. I don't grow we selling And I don't actually need to know as much about the product as I think And I'll close the deal Cells is cells Closing is closing fact finding is fact finding building rapport is building rapport building value creating engagement Like why do you guys think I'm tapping the marker on on on the board? For 36 seconds 814 times Because I gotta keep your attention Who's going to train every day? Roll number eight invest in yourself It's not an option. It's not I may do it. It's I have to do it Who has the courage to say, you know what? I did not invest in myself as much as I should have in 2020 Guess what that's about to change And I'm about to help you change it Because life got really good for me Now when I started spending more money on leads Now when I started spending more money on A car Now when I started spending more money on a home Now when I started spending more money on my wife as much as she believes that to be true, okay Now when I started doing all these other things life got really good when I started investing in me Life got really good when I started investing in my personal development my self improvement And I'm about to give A few people the option to spend more time with me Who doesn't believe but who knows That I can help you Who knows that when I help you your money and your income and your revenue goes up my right Joe and David Come on now True or true And who's also sitting here thinking dude When I get the opportunity If you give me an opportunity, I'm actually going to go go all in. I'm not just going to say it I'm not just going to raise my hand and stand up and say I'm going to commit But I'm actually going to really commit in 2021 and go all in and say I am Going to invest in myself like I've never invested before Because it's not an option. It is I've got to be really good The car I drive doesn't it doesn't matter from an income standpoint. It really doesn't Right the house I live in How much money I spend on my kids I don't have yet, right whatever For me to get great for a for it to get to where it is impossible for me to quit I've got to spend it on me up here in here All year long I now and and you should be spending over 10 percent of your personal income On just making you better because you want your income to go up watch this you want your income to go up try spending money on you Because guess what if you're making 60k 30k 400k You're going to hit a lid You're going to hit a capacity We're going to the 1% mastermind next week in Arizona And Derek bought his own plane ticket I'm not paying for it for you You're investing in yourself Because it's going to pay off. I spoke at Nate offered swat event in Dallas Three of my salespeople paid for their own ticket Nate would have probably gave them one. I said don't Because you have to pay to pay attention You want your income to go up? Raise the lid You want your income to go up? spend more money on you When help a lot more people Make you a lot better Make you a lot better Hey, if you enjoyed this I got another one you're gonna love. It's right there click on it See you in there. Hey, what's up 8% nation jeff root here? I am managing partner over at digital Bga, uh, we're 100 percent telesales life insurance agency. I'm also author of the digital life insurance agent, which is the number one