 I want to talk about how to write and sell 100 Medicare policies okay and I'm gonna break it down into three steps today because everything we do it's always about steps always about purpose it's always about specific details for you to be able to do what you want right I always believe in breaking everything everything down with scripts systems processes steps because I feel like systems and steps are duplicatable repeatable and the purpose is for you to ask a question me to train on it me to coach on it me to address it and then you be able to actually apply it right so today is we're going to talk about how to write a hundred okay so the first thing is do the math you guys know I'm big on numbers so let's look okay let's look from October 15th through December 7th you've got one two three four nine thirteen okay you got thirteen days in October and I'm looking at business days right this can easily be you can easily sell in the weekends okay I'm looking at specifics though then you've got 21 in November okay and then how many do we have in I'm looking at just business days and I'm not guessing but I'm grabbing several okay then you got another five okay so if you add these together you got 39 how about that quick math 39 business days so let's do the math okay so to do the math you need if you take 100 divided by 39 you can need about two and a half right two two and a half per day so how do you write two and a half per day well a lot of times because of this season a lot of times you can actually sit and and get one appointment and get multiple policies okay so one thing you could do is you got it you can't forget that you're gonna get some some some duo cells as we'll call them today okay some duo cells you're also can't forget that you know what hey you may get some referrals so I actually believe that for this to become a reality you need to sit with so many people okay that's something we talked about a lot is doing the math okay so there's the math there's the math 39 business days most people don't know this stuff all right when you have a target and a goal some people's goals are bigger but it's cool to say I'm gonna write 200 Medicare policies during this time of the year but if you don't have a plan if you don't have an actual strategy for it then who cares right that's why when you do the math it becomes easier to hit a goal or a target or or to make that vision a reality that's why I love breaking stuff down the second step okay on how to write 100 is you got to you gotta pick strategies there are several strategies and ways to get in front of people during this time okay client list is always a no-brainer always a no-brainer that if you've got a prospect list client list right you might as well leverage that also you can get some referrals you can send out mail right you can speak at local senior centers and events and seminars and that kind of stuff right you could host events okay because that's always a great way there's a lot of traction that can come from that you could host one event and write them all from one event if it was the right type of event and it was big enough right that's what I think Vince events are always big I love events especially if I if I know how to get people at to the event right that's when I love events you can also do leads whether it be new or aged also you can cold call right I'm not saying you're gonna cold call about Medicare Advantage you're cold calling about Medicare or dental or something else right and then move into that other avenue right also warm market that's one of the biggest things that I always talk about with stuff like this is you got to think out of the box you got to get creative right you could also network the big thing is you need some type something I talk a lot about an attack list any time I want to sell a certain amount of anything I always create an attack list right we're talking about rolling out a media company attack list we're talking about having a massive day in lead sales we're gonna have we'll do Dylan what we're on pace to do like $40,000 in leads today because we set we did the math we create an attack list and we figured out what we need to do to make that a reality right there's a lot of different ways to go about this but people that are successful and they put forth the steps and they achieve them they typically have some type of attack list to where they know what to do when okay so there's several strategies because there's a lot of different ways and strategies to be successful in this business here's a few different ones okay I'm not saying I do them all but maybe you're like I'm gonna do some events I'm gonna work my clients and I'm gonna get some new leads okay and then maybe the rest of it's out maybe you're warm market too because that's kind of like some low-hanging fruit you might as well I mean it's freaking Medicare they need help right they need help okay there's four ways but but maybe you're like I'm gonna ask my client for referrals I'm gonna send out a piece of mail to all my clients whatever there you can end up doing almost all of these just by thinking outside the box and getting a friend of people I'm telling you this is easy during AEP this is easy to create a couple grand a month in residual income how do you do this during AEP well most of you probably didn't think about some of these other ways that you could do it you can cold call you can freaking doorknock right hey I'm to I want to talk to you about your Medicare your Medicare supplement oh I don't have a medical supplement okay let's schedule a time for me to come back whatever right I'm not saying I'm the compliance officer I'm here to give you ideas okay clients referrals mail speak events leads new and age networking doorknocking cold call warm market there's a lot of different ways I know individuals that from events that will in two days will sell 90 Medicare policies from two Medicare events just to okay so there's a lot of different ways to be successful by doing this and this is always a good way the third thing is hey I need a I need to figure out how many appointments do I need per week right well you're probably during this time if they're specific to Medicare then you probably need to sit with at least 15 plus per week okay because two and a half 2.5 times 5 if we're just looking at business days I'm not saying we have to that's 12 and a half cells per week okay but you sit with 15 and they're all on Medicare and you're trying to help them all you can probably do more than that because you got to remember there's duo cells in that you'll probably you sit with 15 you actually sit with 15 which isn't easy if you actually sit with 15 okay then you'll probably end up being able to help probably and actually sell probably 10 of them but I bet half of those will be duos probably so they just added on another five cells so then guess what your total is 15 okay which is then you're gonna end up with more they're 125 or so for the entire AEP season so that's the big thing with everything we do and I'm gonna get some questions Dylan and see if they have any in just a second but the big thing is what's the target right do the math you need to know most of you didn't know that right that's a freaking problem okay pick some strategies what does it look like how do we attack it how do we go for it how do we get it right and we need to sit with 15 plus a week so how do we make that a reality every single week 15 15 15 15 plus maybe 20 I'm right I'm gonna hold you back if you if you think I know if you think I need to sit with 40 a week then sit with 40 a week map out a plan there's tons people to sit with 40 people a week during AEP okay Dylan any thoughts or questions you're welcome thank you we share health thank you for sharing your health right okay what's up Sarah hope Minnesota is treating you well okay Vikings looked good yesterday I don't know I actually don't know that I was curious though I didn't think she was but you made me think she is boom she's sitting there sitting there trying somebody on the on the stand and he's he's watching us I like it guilty landing guilty right just guilty are you mic'd up okay Reginald Smith said hello Cody from Virginia hello Cody from Virginia what's up brother hope you're doing well man brother Reg I'm gonna call you how about that yeah boom I love it at the end of the day you need to know what your plan is I'm telling you this time is a it can be a massive time for you but you got to do the math you got to pick some strategies and you have to create an attack list if you're part of our success society Sarah is and several others are we're going to be talking about how to maximize your time and get in front of people during AEP okay I don't care what type of policies you're selling you can sell anything during AEP so we're gonna talk about that at four o'clock in success society if you want to be a part of that call for free and be in success society for 30 days for free email Andy at Cody askins.com and why at Cody askins.com what you got what is the general verbiage of a Medicare lead yes so it's someone that is expressing help with saving money on their Medicare plan but a lot of times they'll respond to that and they may just have some questions on the changes they may have questions on plan types they may need help with their prescription drugs maybe they want more coverage maybe they want less coverage maybe they want to pay you know more maybe they want to pay less whatever and so in general the purpose of a general Medicare lead Doug is to find someone that has interest in receiving assistance with their Medicare and then it's that agent's job to go get in front of them or help them over the phone okay Vivian thanks for the things she said thanks for the question thanks for everything you do and and and I want to see the activity numbers how many need is you know how many need a specific activity number I mean the big thing is you've got to figure out if you've got you know 50 clients you can automatically sit with all those okay because over the course of those 39 days you need to be you need to end up sitting 39 times at least three a day right at least three a day is what's that 117 okay total appointments or total sits over the course of those 39 business days I'm saying you can't sit on Saturday and Sundays but the big thing is do the math pick some strategies tech of how to get in front most people forget about events big one most people forget about new leads in our office easy one hope people forget about warm market oh no brainer we don't forget about clients typically but we forget about other stuff okay and then you have to sit with at least 15 a week that's that's the goal you'll probably have to set I mean people I don't think people are gonna stand you up during this time they're like begging for help so I mean 20 appointments you know set 20 sit with 15 so sell 10 to 15 truthfully so it's like it's literally like you're selling candy to Cody askin's because I freaking love candy it ain't it ain't hard right what else we got Dylan especially sour candy yep success society I'll give you a 30-day free trial if you're watching now email Andy at Cody askin's.com and why at my first and last name Andy at Cody askin's.com thanks for asking but Reggie thanks appreciate it buddy any other thoughts or questions I'm new to the business was the average time when you sit with someone I'm new to the business was the average time you sit with someone Medicare season an hour for 45 minutes an hour there's some agents that try I mean some maybe longer so maybe the shorter some agents would prefer to get them all done in 40 minutes but it's not always gonna happen I mean the big thing is with this kind of stuff if they're already a client you don't remain I have to do as much warming up if they aren't a client and they're stranger I would still go through the appointment process and warm them up and ask questions and get to know them hour 15 you know if it's cold hey we're here to help what our job is is to help you write if you're if it's what you want to do maybe you want to write a hundred Medicare policies during AP I don't care what it is our job is to help you I don't care if you sell you know if you sell cancer plans do the math pick some strategies and then go sit with people right at the end of the day you can make anything in reality it all goes back to have an attack list doing the math the simple things right most people overcomplicate this business most people fell because they don't get sent in front of people what's why we've created a personation to help agents succeed welcome teachers agent training thanks for being here have a great week and also give me a favor and call in to our office and grab some leads a three massive cell almost 10 bucks off a piece almost huge deal 833 40 agent let's do it a great week hey if you love this you'll love how to do a presentation for interest agents a couple pieces of this video that I've never talked about before it's right here click on it you'll love hey almost every interest agent I know struggles with objections specifically what to do and how to improve your closing abilities I'm gonna talk through several different things okay I always talk about