 Welcome to Wednesday's live Q&A every Wednesday two o'clock or right about there today it's 203 central standard time it's Dukes fault we're late right now maybe not hey we're excited to do this we love coming to you we love people commenting I'm watching YouTube live you're watching Facebook live who we got jumping over there yeah Matt from Springfield Matt Ryan I fear the 92% dude you're in good hands bro because we help people not fear the 92% dude you're an 8% I know you bro you're an 8% right so we're here that we're here to answer your questions we love answering questions we have a lot of fun on today's show I need to know though in comments below on YouTube and Facebook right now does my outfit match my wife doesn't think so she didn't think so she was all blue and green it's money and the Cowboys right I mean those two things go together it's almost like a North Carolina blue so she would hate that right isn't it kind of a little bit a little tar hillish blue that for Dylan for Corb over there right what do you guys think does it match green and blue we're gonna answer your question we appreciate your questions I mean well we get a lot of we get like you said like over a hundred questions a week right right it's a lot yeah how do we get it to a thousand right all right we get some good questions today you promise Duke or promise that this will be the best show best Q-net show I've ever done today three weeks in a row I've said that dang dude without even saying dang dick all right bro that's commitment man he's committed to helping y'all let's do it so the first question we got was kind of a long one I'm working for a state farm agent and will work full time form until I can open my own agency okay how much money should I save before I opened it if you believe in yourself the answer is a big ol nada nada I mean yeah you got a buy into the agency I'm assuming I've assumed that's how state farm works again I'm part of the part of state farm never have been but you know but we talked a lot of agents that are with them at the end of the day though some of the wealthiest people on planet Earth use debt to get wealthy I'm not giving financial advice but you know I'm saying if I wanted to open up a state farm agency with no funds and make it successful I could am I going to 100% not but I could so that's the thing like I don't I'm gonna ramble for a second because that's what I do now I'm doing a lot but when I do it I do it bro when I do it I prefer dose just kidding so that's a commercial jump so I was sitting with Matt earlier in my office and we were talking about coaching and the importance of coaching the importance of self-improvement personal development investing in you most people don't realize it and you'll never will probably I've spent $75,000 over the last year just on coaching and self-improvement for me that's insane that's more than the average American makes in a year and I'm so sold on coaching and getting around people and masterminds and retreats and conferences and universities and training in general I didn't I didn't even include the 20 bucks I just bought an audio book a few days ago right I didn't even include that you want to invest in yourself and that's one way you can invest in yourself but there's other ways like coaching personal development self-development you're investing time right now and listening to me ramble on this Q&A you know so what we got next how do you stay motivated during a sales run I had somebody asked me that earlier today too actually I bet it was a different person because the person that asked me that was in the office everyone goes through sales rats I've had that's what that's what's crazy about this business Ryan and Matt people in that in this business it's really easy to not always have success on every call I've had days where I was like holy crap I got you know eight appointments I'm gonna have amazing success and I end up with a goose egg because a bunch of people stand me up they're sick they're dying whatever right and so in this business that's what's amazing about this business though I can have an awful day one day and in the very next day I can put up six grand right and I've done it or I can have the worst appointment I've ever had where someone spits in my face tackles me lets their pit bull eat me alive and slams the door on my face right and curses me out and everything else and then the next one when I can make 3k 3 grand right I just love it though I'm like dude spit in my face please because the next person is gonna give me a bunch of freaking money that's his business that's just a part of it that's why people like Ryan won't be in 92% though because he's committed to going all in and it's cliche but you know they always talk about you either winning or you're learning you never take whatever it is that you know look at those appointments where you don't have success and figure out what it is that you did wrong yep yep I'm taking this off I'm getting hot my wife says it doesn't match you guys didn't tell me if it matched or not so it's gone I guess it didn't match because you were you know you were afraid to hurt my feelings describe the process takes a lot of hurt my feelings right I think it's impossible like try me describe the process of setting up a call center okay so call center you need a system you need leads and you need people right so what is your system are you are you using leads and outbound agents calling and selling them are you using leads and then an opener and then a closer like what's your system look like is it predefined the deeper you can go and make sure everything makes sense and is ready the better I get this question a lot a lot of questions about telecells I'm okay I'm gonna Tony G I'll get there bro I like it man there's ways to set it up I've ran at multiple different models had some success I like doing it you know I like the telecells part but you can have you need a consistent lead flow that's the lifeblood of a telecells or call center whatever is consistent leads age leads new leads whatever and our leads work really well because we get a lot of agents I just got a comment from a guy a couple minutes ago and he's like hey dude I loved your leads I bought like I wrote seven grand or something out it was nuts he's like I want to do it again so but that's that that's the thing any have a sales organization leads and a defined organized successful system to where it all makes sense is really what that's all about surround yourself with people that can take you off the ledge bro talk you off the ledge Tony G I'm with you bro I do don't don't you even think about jumping off bro Ryan it doesn't really match but still cool they do thank you man I love you bro positively so hey I have a question well dude let's let's you know let's let's ask it right that's what this is all about that's what Q&A is about make sure you ask it right now and avoid one answer it next after this next one alright what can I do to avoid making very little money in the first few months as a new agent yeah gosh I want to vomit right now because I talked about this yesterday I just I just met a brand new agent in my city they wanted to go to coffee with me again I don't even know how you heard about us I think somebody referred him seven weeks he made a hundred and fifty two dollars fifth was at 15,000 pennies right 15,200 pennies that sounds way better that's the only reason I'm doing insurance agent prospecting 101 for two hours because agents the number one reason the reason that guy had made says $152 or 15,000 or whatever it is right is because I think I'm at this right too like big brain the reason that happened is he struggled to get in front of people the only reason agents fell we could blame a lot of things I always say they don't get in front of people they struggle with prospecting this agent didn't know what to do to get in front of someone when you don't know what to do you end up doing what nothing the Duke is spitting game today bro and when that half that's that's the exact reason why I'm doing insurance agent prospecting 101 I'm gonna show you three avenues that if you apply them you will make six figures over the next 12 months I guarantee it and it's $47 and it's next Thursday night April 11th if you're like dude what are you talking about I'm doing a virtual live training for two hours with you next Thursday night go to Kodiaskins.com to register so also okay positively you know says I usually this person's always on our YouTube I love this you're my favorite right Tony G's a favorite Ryan's favorite all you guys are awesome I usually do two appointments to close what do you do when someone wanted you to follow up and then no show or say later that's exactly why I don't do that's exactly why I don't do callbacks I don't do callbacks like if you guys heard my call to close three hour training that's still online for sale we talked about why I don't do callbacks I'm gonna talk about that in the next Thursday training a little bit too I do not do callbacks someone says hey I want to think about it I'm not sure I'm not ready to make a decision call me back I would love to agree unfortunately we have a no callback policy you have everything that you need to make an informed educated decision right now why don't you just take it that's this that's the semi aggressive approach I've got an aggressive approach that most of you would never use that I shared on the show yesterday two days ago right two days ago Monday's insurance agent training we didn't see that you need to go back and watch it I don't do callbacks and that's exactly the reason why Ryan says I'm literally on my way to an appointment right now sitting in 10 minutes get that activity dude that's what it's all about bro only do one do talk to Tony G I'm with you I only do I do one call closes a lot of people in the industry disagree with me but if it was me versus them in a sales competition guess who would win the person that doesn't do two appointments so I love that do you have any tips for agents that have prospecting anxiety I'm gonna solve that next Thursday night to prospecting anxiety is is real I mean I don't want to like you know I hate to give it a label but it's real agents have anxiety about prospecting for one reason they don't know what to do when you know what to do it becomes easier when you don't know what to do it's harder so that's why I spend so much time teaching people what to do because when I have a full plate and I know what to do and I can just take action and do it I have success I stay busy and I make tons of money when I don't know what to do and I'm thinking about it and I'm sitting by the water cooler and I'm saying stupid stuff I'm drinking a lot of coffee and going to the bathroom a lot and you know talking to the receptionist secretary because she's hot whatever right because I'm lazy instead if we have a busy schedule and we know what that's a clip right if we know what to do then you know we won't sit around wearing a purple shirt spilling coffee on it going home and changing looking for reasons to go to the movies at 2 o'clock in the afternoon picking up our kids at 3 o'clock because that's what we do right we would find ways to succeed people have prospecting anxiety because they aren't in the 8% Tony G says I'm with you bro what's up Gilliam and that's the big thing if you if you do if you knew what to do and how to do it you would have no prospecting anxiety Facebook fans are awful quiet today yes okay here you go over there okay so what we got Joe we got Josh over on a security agent leads the live training video and he's got a good rebuttal for oh I a good rebuttal for let me think about it oh dude exist I okay literally I say this and I'm telling you it's worked on $300 a hundred dollar month sales to $2 a month sales not really $300 a month sales $500 a month sales $700 a month sales a thousand dollar a month sales I wish I could but I do not do callbacks I have a personal policy they don't do callbacks I've had people say that we're gonna think about it there it was they never really want to think about it they just didn't want to do it right they didn't think about it they passed away and their family blamed guess who Betty me and so you have everything that you need to make an informed decision you need it you want it you can afford it why don't we just make take care of this right now that's probably what you would like to go ahead and do correct yeah Josh yeah bro do I'm telling you it works man Trey it works I'm telling you it's a that rebuttal works people tell me I want to think about it gosh I don't do callbacks I don't do callbacks I don't do callbacks like practice it role play it make it part of you I've said that that little rebuttal three times today like it was like I know how to say it like I remember saying it positively you know says Cody that hard clothes do you do that even if your lead was a referral so someone who did not indicate they wanted it but they were just open because a good friend referred me to them because I can do that close if they have been looking for sure but if they weren't even looking I mean they're looking or they wouldn't be talking to you because I would only use it if they actually have interest and I've actually given them a quote right so I don't even use it unless I'm like really deep into the conversation that's the only time I would even you would even do it so that's all right I can't get this thing phone to work but I'm gonna see what you guys go oh are you kidding me these young kids and their technology are you kidding me dang dude that's why he's in charge of marketing right amazing amazing yeah you're the new marketing manager congrats good job a promotion no raise just kidding the title though bro the title Ryan says do you have a demographic you like to sell the most high income country area etc I prefer I prefer 15 to 75 thousand of income in rural areas if I had to like choose a demographic that our ages 55 to 75 or even 60 to 80 you know something like that those are like my favorite segments I don't care what I sell them but that's just like my favorite segments so I'll sell some life in Medicare you know so that's a good question any other questions let me go in man 24 minutes today do occurs been getting after it what are you talking so much I have no idea any don't know what to do with my hands thanks for watching appreciate you guys we'll see you Friday for sure great percent club have an awesome day