 All right, so you want to increase your show ratio. Who doesn't want to increase your show ratio? Because if you do, guess what? You sit with more people and you end up making more sales. Okay, so here's several different things that you can use to specifically increase your show percentage immediately on every point of your setting. And by the way, this could be in-home, this could be in-home, or it could be a Zoom, or it could just be a phone appointment. We've been getting this question a lot when it comes to Zoom, by the way. Okay, and we just did a training with my buddy Nate on who's a seven-figure man for Success Society. And we specifically trained on how to increase show ratio for Zoom appointments. You're not a part of Success Society or a cell system. And you go to Kodiaskins.com to check that out. Okay, so I'm going to give you specifically things that I always did on the phone to increase my show ratio. Right, so there's several visual things that I want to think through and I want to talk through right now that you can do immediately. Okay, the first thing I'll do, after we have agreed on a time for this appointment to take place, this meeting, this drop-off, right, this demo, whatever you call it, whatever you're doing, okay? Once you've agreed on time, then I'm going to confirm an address. Now you're like, well dude, what if I'm Zoom-in or whatever? You know, confirm email address, okay? I want to confirm that I'm going to be doing something with him. If it is a Zoom, I'm going to actually end up using this to send a calendar invite. I love to send a calendar invite because then they have to accept the invite to say yes, I'm going and then that invite will notify them to show up. Okay, that'll help the show rate. A lot of people are skipping out on this and I love, love, love the calendar invite piece. Okay, now some of this I'm going to just cater to what I would normally do if I was setting an in-home appointment and I'm going to sprinkle in some Zoom or tele-sales pieces along the way. Okay, so after confirming address, then I'm actually having them, I'm asking, okay, is it a house, apartment or a trailer, okay? So I'm extracting data. I'm having them describe their place for me and then they're going to end up telling me about their place, right? House, apartment, trailer. Then, okay, now describe it for me, right? What color is it? Is there, you know, is it brick? Like if it's a home, right? Okay, what color is it? Oh, it's white. Okay, great, is it a, is it siding? Is it brick? Like, you know, what kind of house is it, right? Is there anything in the yard or anything in the road that I'll be able to notice? Okay, so by doing that, you are having them describe it, visualize it and then I'm taking it a step further where I'm saying, okay, do I need any special directions or will my Google Maps get me there? Well, it'll probably get you there. Just make sure that you turn right on Main Street when you come through the city, okay? Something like that, right? They see me driving to their house, which will hopefully, they take it more seriously and it'll remind them to actually show up, right? So you start describing some of the different pieces, okay? Once they do that, right? I'm gonna actually have them, not only I'm gonna say, hey, grab a pen and paper for me real quick. Then they say, well, why? Well, how do you normally record your appointments in your meetings? Do you do that on your refrigerator, on a whiteboard? You write them down, do you put them in your phone? Like, how do you typically remind yourself of that? Well, typically I put it in my phone. Okay, great, so let's put that in your phone together. I'm putting my phone, you put it in yours and I'm also gonna send you a calendar invite that you can specifically accept so that you can remember that I'm coming there, right? So whatever that is, I want them to take a second and I'll let them know, hey, grab a pen and paper, let me know when you're ready. Oh, hold, I'll wait for you, okay? It's not can you do this, it's not do you have a pen, it's not do you have a pad, you have a paper, it's, hey, grab something, to write something down, I'll wait for you, let me know when you're ready, okay, right? It's less, that's what a lot of people forget, with professional sales people, there's more telling, less selling, there's more telling, there's more asking, there's more telling so that you get in control and a lot of people forget those pieces. Okay, a lot of people forget those pieces, especially with telling, right? I'm also gonna ask a while after they're writing something down, I'm gonna ask a confirming question, right, which will actually, hopefully, concrete the appointment. Now John, is there anything, is there any reason, this is a question you have to ask, right, this is what I call the lockdown, okay, the lockdown, for any, is there any reason, is there any reason why you would not be available Friday at 10 a.m., right, because we've set the appointment, we know the appointment time, then I'm moving into, okay, now John, we have appointment at Friday at 10. Would there be any reason why you would not be able to be there Friday at 10? Can you think of anything at all, that would get in the way of you being there Friday at 10? And the reason I love to do this is there's psychology to this, the psychology is most people think they're a free, like somebody will say, hey, do you wanna play basketball tomorrow night, I'll be like, yeah, sounds good, but then I forget that my wife's family's coming over, right, and then before you know it, I'm like, oh crap, I forgot, I have something I can't, right, do you think about it, you do that a lot, I do that a lot, everybody does that a lot, I wanna take that error away, I wanna be in control of the situation. If they're gonna think about something getting in the way of that time, I want them to think about it while I'm on the phone with them, so there's psychology to that, right, so I'm gonna ask them, and they'll say, well, you know what, I don't think so, but let me check my calendar, but I have to go to the calendar, and it says, oh, you know what, I actually have a doctor appointment at nine, I probably should, you know, I probably won't be home until 10, 30, or 11, okay, so should we do this at like what, 11, 11, 30, noon, what, when do you think is best? I found that out while I was on the phone with them, that's the point of that question, there's two points, number one, to confirm it's actually okay, it's good, right, because it takes them a second to think about it again, right, it's when you walk into Best Buy, and they're like, hey, can I help you find anything? No, I'm just looking, and then literally eight seconds later, you're like, I came in here for a DVD player, and I don't even know where they're at, you know, but the guy just asked me anything, and I should have answered the question, but I didn't because it's human nature to say, I'm just looking, I'm just shopping, I'm not, you know what I mean, I don't know. The same thing is happening when you're booking appointments, most, some people have stuff, and they're not telling you that on the first call, so that's the lockdown, not only are they available, but also I wanna confirm it, I wanna be sure, right, I wanna remind them, I wanted them to take this seriously, they would say, well, yeah, I'll probably be there, well, you know, John, with all due respect, I need to be sure, because they keep me super busy, this is what Nate was talking about the other day, they keep me super busy, I work with a lot of families, typically they have me doing eight, 10, 12 meetings a day, they're very short, they're very concise, but they're very important, and every meeting that I, that someone like you isn't there, does not allow me to help another family, and I'm sure you can understand that my job to help families, and I gotta better help yours as well, so if you don't show, then what we messed, you know, we unfortunately took up some of their family's spot, and again, they keep me super busy, so can we be sure that you're there Friday at 10, can you guarantee that for me? Short of a nuclear bomb, you're gonna help me out, you'll be there, yeah, I'll be there, I'll be out, that makes sense, right, it's that extra, it's that extra layer of this is important, I help families, I help people, and if you don't show up, you just took somebody else's spot, then they feel bad, that's an extra layer to help the show ratio, right? That's the piece that a lot of ages forget about, it's like, well, we think that we are lucky that they're gonna meet with us, we need to reverse that, they are, I mean, yeah, we're lucky, sure, but maybe their family is fortunate that we're wanting to be there to help them, you know? It's more of a, I'm busy mentality, I've got a lot going on and less of, wow, someone wants to freakin' sit down with me, you know, like that, that's not, that's not how this thing should go down, okay? So, this is all about increasing the show ratio, okay? So we talked about in-home, right? Several different things, these are layers that I legit go through on the phone, I want them to drive me to their home visually, okay? As far as actual Zooms or phone appointments, I love confirming email, using a calendar invite, okay, I wouldn't ask that question or that question or that question, I would, you still use this, right? That, that, I would still lock down, I would still lock it down, right? I would still lock it down, maybe if you're doing that, and then I would use the, you know, how important this is and how they're taking somebody else's spot if they're not present, you know? Like when Nate went through that in Success Society call, Cell System call, I was like, man, dude, that was, it was a training call. That was one of the questions, like, he's like, he's like, yeah, I run 15, 20 meetings a week and I haven't had a, I haven't had a no show in months. And I'm like, like, people were like, dang, dude, that's awesome, that's impressive, you know? But it's because he takes his time. This is the last piece. This is the last little bonus that you need to know before we wrap up today's video, okay? First thing is, most agents, they set it, and then they rush off the phone. Because they're like, I don't want them to change their mind, don't, don't, don't change your mind, I'm, I, I, I, I, I, right? Instead, you should set it, but you should slow down and make sure it sticks, right? Because it's one thing to set it, that's cool. If they don't show up, it is a total waste. If you love this and you're like, dude, my show ratio is going up, but you're also thinking, I need some extra tips. I want to keep learning, man, there's three tips to help you become a better insurance agent. It's right there, I'll see you in that video right there. Today is all about the top three tips for becoming a better insurance selfish. Insurance and succeeding in...