 Who has a sales team? Okay, a lot. Who would like to have a sales team? Okay, I think that's the rest of everybody. Okay, good. Because at some point, you gotta duplicate yourself. Jeremy just talked about that, you gotta get to where. You wanna duplicate, if you're taking no stand, we'll do a bunch of training real quick, okay, very quick. Duplicate, because for me, I'm not really a keynote speaker, per se, you know? I mean, half the time, I'm learning how to do this as we're doing it, right? Because I believe in operating in a place of fear. I want to be outside of my comfort zone every second of the time. The moment I get comfortable up here, something's wrong, right? I'm not doing it right. So for me, I would rather train. I'm a sales trainer, that's what I do. I love selling. You saw the video, I made 117 grand at 20, playing basketball, cold calling, cold door knocking, and fell in love with the industry. Started YouTube in five years ago and putting up videos. And literally, most people don't know this. For the first two years, I think it took two years to get like 1,000 subscribers. Justin Brock did that in like four days, probably, you know? For me, it was like no one was watching. Who's been watching my video since 2015? 20, there you go, but you're probably about it. 2016, 2017, all right. 2018, 2019, 2020, that'd be the rest of you. Okay, good, awesome. So for me, I absolutely love training. To give you a little background real quick of why I decided to do the things that I'm doing now. A sales manager reached out to me when I was, after I made nine grand in one of my first months selling life insurance. Door-to-door, no leads. I didn't know what a lead was. I didn't have a land and I'm like, you know, how easy does he make it now? The six, nine Greek freak of marketing, man. But for me, I had a sales manager reach out to me that lived, and he had some agents that lived four hours away from me up in northern Missouri. And he said, I've got two agents that are struggling. Can you come up and help them? First time I've ever been asked this, right? I'm 20, 21 maybe. I'm like, I'll try, you know, I don't know, I'll try. Drove up, we went out cold canvas door knocking. Who's ever been cold canvas door knocking? Like legit, no leads just like, you know, you're knocking on the door and you're like, I hope it don't tackle me, you know? That was me, that was me as I started. And I spent about five, six, seven, eight hours with these two sales people. Names were Greg and Hunter. Still remember them today. And as I was spending time with them out cold door knocking, we made a sale and they get all hyped up. They're excited, they're high, we're high five and we're jumping around. They're like, dude, you made that look easy, man. Right, we go into another one, couple of doors later, make another sale. Couple of doors later, make another sale. Couple of doors later, make another sale. Couple of doors later, make another sale. From cold canvas door knocking. Five sales in probably five, eight hours. Training two newbies that hadn't made a sale in weeks did some additional training after to talk through what we learned about. Because I'm big on, when I do something or when I see somebody do something, I wanna take some time to like actually, we talked about, somebody talked about it earlier, actually review and evaluate what they just did so that I can actually start to apply it. It's one thing to watch a video, it's one thing to see somebody do something, it's one thing to hear somebody say something. But when you get to the point where you can actually start to role play and break it down and talk through it as a team, that's when those real breakthroughs start to happen like in our office. And I remember doing that with these agents, left the apps with them, didn't take any commission, drove home four hours. And the whole time I was thinking when I was driving home, is if I ever get the chance to do that again, I'm gonna take it. I said, because I think I just found my real passion. Who's had that moment of clarity? Where it's clicked for you? Where you're like, holy freak, I know what I wanna do the rest of my life. That happened to me in that moment. That happened to me in that moment. I learned quickly that my passion wasn't me making sales. I truly believe I could go out and make 50 grand during COVID, cold door knocking in freaking Montana. Like I know I can't. Not going to, but I know I could, right? Who's ever seen the show on undercover boss? That's where they, okay, what about another one I like, undercover billionaire? Okay, so that's a newer one. Where they drop off a, this gave me a bunch of ideas. They drop off a billionaire in Erie, Pennsylvania with $100, a beat up pickup truck and a cell phone, burner phone with no contacts. And he's gotta build a one, he's going undercover. And he's gotta build a business worth a million dollars in 90 days in a city he's never been to with no money, no network, no relationships and no contacts. I watched that show a few weeks ago. Coached it too. I'm like, dang dude, that got my attention. Who thinks they could do that? Million dollar company, 90 days from, and you start with a hundred bucks. Like the first three weeks, he's eating ramen, sleeping in his truck and it's like 18 degrees, killing himself and trying to flip money and tires and everything else just so we can eat, just so we can sleep. He's gotta have a million dollar company in 90 days. Who's gonna go watch that show after this because of that? Say good, good. I fell in love with that, right? I fell in love with that. That day with those agents though, I found my passion. My passion is not me going out and making a sale. I get more gratification after seeing other people make a sale. Who's heard of my no call back close that I ethically stole and gave credit to Brian Tracy for? I get agents that message me on a daily basis about that, that they've tried it, they've used it, they didn't think it would work and oh my gosh, I'm getting, like this is working, I'm getting some feedback from this. For me, I didn't think that we would have people from around the world reaching out to us on YouTube saying I struggled, I was about to quit. I was broke. Started watching your videos. Picked up a nugget and I'm not gonna quit anymore. That's what it's about for me. Like the money, the events, everything else, that's what it's about for me. That's what it's really about. When you're able to, like when several speakers have talked about being of service, helping somebody, we talked about this morning, taking some of that money and giving it away, who's already done that by the way? Good, I know Joe has, that's awesome. Good, good, good, that's awesome, that's cool. I wanna continue to over deliver, to get more attention, to put out more content than anybody else in the insurance industry because I want one of my goals, I write down goals, who else writes going goals every single day? I have a daily power five that I do that I'm gonna give you real quick. Five things I do to kick off my day every single day. Who's heard this? Okay, some of us, a lot of us have not. Here it is, number one, I wake up before, and then I rocket science, wake up before 6 a.m. Number two, I get a good workout in. Get my energy right. I believe, Marshall talked about earlier, cells is transferring certainty from you into them. If my energy sucks, is that gonna help me transfer certainty into them? No, so I get a good workout in. My energy's gotta be right, I don't wanna have a bad day. I will spend time training, audio book, videos, books, learning, trying to get better at something. You've always heard the best time to pick up something or learn something is in the morning. So that's what I'm doing, that's the third piece. Fourth is I'm writing down my goals every single morning. Then the fifth one, who knows the fifth one? Come on, Marlon Faulkner, come on, Marlon Faulkner. Cold shower. Somebody be like, dude, you're weird, okay, that's nuts. Few reasons why. There's some health benefits, right? It's good for you, I guess. It's good for your skin out here. That's not why I do it, okay? It's good though. It wakes me to freak up to kick off my day. Who's ever got to the office at 9 a.m. and you're like, a zombie? I'm like, yeah, that's almost when my team shows up to the office. Then I'm like, all right, we're gonna do some push-ups. And the third reason is I wanna force myself to do things that I don't wanna do. Since we started throwing 8% Nation, I started working out more consistently. I have a better relationship with my wife. We have a larger following. We help more agents now. And two years ago, I didn't know how to throw a birthday party. And let's be honest, my team is actually the one doing all the work here. So if you recognize that and appreciate that, join me and let's give my team a round of applause. Thank you, thank you, that's awesome. They try to make it to where I don't have to do anything at all, so thank you very much. Thank you very much, I appreciate that. Thank you, thank you, thank you. And so I finished with a cold shower, right? It wakes me up, forced me to do something I don't wanna do. I like operating in a place of fear. I like operating in a place of being uncomfortable, getting out of my comfort zone. When I do a lot of coaching and consulting, I force people to do things they don't wanna do. And I let them know it's optional, but if you don't do it, we're done working together. Because I guarantee you, when we spend time together at any point in the future, even if it's just this, that's cool. Doing those things has forced me to think bigger. It's forced me, like one of my goals right now every single morning is that I wanna help every insurance agent in the world. That I wanna leave a legacy on the insurance industry like no one ever has. That's a personal goal for me. It keeps me humble, keeps me focused. And if I could be that for other people, I'm happy to, right? And that's really what I wanna do. That's what I love, that's what I love. All right, so I wanna jump into some sales. Who's gonna take a cold shower now? Shut up, Justin, no, you're not. All right, okay, I wanna jump into some sales training. I wanna throw in some stories and some of those things before. But I wanna talk to people that have a sales team or people that wanna have a sales team. I did a recent webinar on this topic. There was not very many team owners on it, but I'm gonna also add a spin to it for anybody that has a sales team or that wants to build a sales team. I'm gonna give you seven things you need to know really quick. Seven things you need to know really quick in about seven minutes that you can immediately take away and apply to your sales team and get results and see results. Who wants those seven secrets in seven minutes? All right, good, perfect, perfect. I saw some hands, I only heard a few people though, so. Maybe we'll give three or four or should we give all seven? I don't know, okay. All right, okay, help me out then. Let me hear it as we're almost done. The first one is we hire slow. I have bad handwriting, but it's not as bad as Jordan Belfort. I learned that quickly. I'm like, dude, I don't even know if you can see what you're writing, but it's good, it's good. We hire slow. We put someone through several interviews and the first question we ask them when we're about to hire them is what do you know about our company? If they did no research, they're lazy and we escort them to the door immediately. Total waste of time, okay. We'll also put them through a disc assessment, a personality assessment, because I want to know their behavior. The disc is I want to hire salespeople that have a leading letter. Their dominant letter is either a D or an I. D is like I'm driven, I'm a self-starter, I'm a risk taker, I'm aggressive. I'm personally 100 on a D. I is influential, social, good personality, but I can also influence people in making decisions and doing things. Who thinks that influence people in making decisions is good and it's important in sales. I'm a 90 there. S, I consider it more service-related, steady. Customer service is the type of position we would do for that and then C's more conscientious, really computer work, analytical data and that kind of stuff. Some of our Facebook engineers. We put them through this and if they have a leading letter of a D or I, when we're recruiting salespeople, we will invite them to a second interview where we will bring in a sales director to explain how working at our office has changed their life, this and that and they're able to share their experiences at testimonial kind of like Silver did earlier and they're able to share with them why they are fortunate to get to work with us in our office. Okay, so the big key is I used to hire everyone. Now Andy does all the interviews and we hire very slow, very, very slow. We take our time, right? It's a privilege to be on our sales team. It's an absolute, it is. They make phenomenal money and at any point, if they don't view it as such, I don't wanna work in there, right? So we hire slow. We also fire fast as I move into that. If I'm seeing patterns that's over and over within the first 24, 48, 72 hours, I'm cutting ties at that moment. There's no reason. If you're seeing it that early, it's gonna come up again, you know? And a lot of us are too afraid to be honest people. Judge and Matt just talked about that yesterday. Most of us are scared to be honest with people we work with. So we fire fast. We also have quotas in the first 15 days, 15 business days. If they don't hit them, I'll still avisa baby, okay? Hire slow, fire fast. Third is we set expectations out of the gate. As I'm trying to figure out how to spell it. Okay, set expectations out of the gate. And that's not only activity numbers, dials. That's, you know, because for example, we have an 830 all team meeting to kick off every single day, 60, 70 people. Then from 840 to nine, and from 130 to two, we have two cells related trainings. Every single day, twice a day. If it's good enough to do it one day, it's good enough to do every day, right? So we do this every single day, two times a day. And we set the expectations that when you're in this meeting, you can be paying attention. You're gonna be taking notes. You're not gonna be late. You're not gonna be on your phone. You're not gonna talk to customers. Like if they're in the room and they're on phone with a customer or about to start a sales training, I will, and they don't get off. I will physically walk over. So sorry, I'll call you back in five minutes and hang up. I don't care if they're about to make the sale or not. I don't care. Because this time is the most important part of the day. And you gotta set the tone early. Most people do not set the tone early with their sales team. And they let people get away with stuff and before you know it, they're in a rut, they're unmotivated and you're like, oh my gosh, man, I don't know what to do because none of my salespeople are freaking care. That was me two years ago. That will never be me again. So we set expectations up front. We also track their activity daily. We have leaderboards around the office tracking all their activity so that we know every second of every day what's going on. I wanna know dials, I wanna know conversations, I wanna know talk time, I wanna know sales and I wanna know revenue. Okay, so we are literally tracking their activity constantly. We also have a white, we have a whiteboard really exactly like this in our office. And we keep track of their week on a whiteboard. Everybody's gotta go up and put, so each day, this would be like Monday, Tuesday and then we have a total box at the end. If you want to shoot me an email, Cody at Cody Askins I'll send you a picture because this is not what it looks like, okay? We have them insert, we have them insert. Dials, conversations, sales and money at the end of each day. They have to physically walk up before they leave and fill it out. Because who wants to walk up and do that every day? Nobody. Especially if this is the type of personality they are. They hate it, right? So again, we're tracking activity and then we can see daily numbers, weekly numbers, monthly numbers, the previous week, the previous month and we're able to track that for every single rep in our office. So after tracking activity, we already talked about this briefly. We train every single day but when we train, it's videos like I have a CA sales system that you've probably seen around that we released this year that has over 450 modules and quizzes and is specifically built for insurance sales teams to plug in and train every single day. And it's me on all the videos as well as a monthly live Q and A that's group style for anyone that's a member of our sales system or any team or any agent to actually get on and be specifically trained by me every month physically as well, not just video content. Okay, so we're training every single day. We're watching videos. We're role playing. And like Jordan talked about in the fire, little fire get together, it's something specific. It's something small. It's an objection. It's this phrase. It's how to ask for the business with this. It's the client says this and what do you say? It's our intro pitch so that when we get on the phone the first time we're not rusty. Who's ever made a call and you're like, dude, I screwed that up. I felt rusty, that sucked and I hope I never do that again. We just lost money. You lost money, I lost money and we're operating a business because we're not a charity because we want to make money. So we are improving every single day. They are getting better every single, that's the point. Then we jump into some energy activity. Jumping jacks, push-ups, squats, run around the building, something. Again, because I need their energy up. If they woke up at 7.30, they got to the office at 8.30 and that's pretty much, I consider that sleeping in by the way. They get to the office and maybe they haven't had coffee or they're running late or they're stressed out or they're whatever. I need to wake them up. They can't like float through the day and finally wake up at 10, 11 o'clock. It's just, that's dumb. So energy activity and then a little one, two, three cells or they do like a Ric Flair or Woo on Wednesdays. I don't know. They change it up. But something is like, and like the people that came to the retreat, like how much was our cells room like freaking buzzing, man? Like it's like, we got music playing in the background to help the energy. Like the culture and the room is just, it's buzzing. It's fun. It's like, you don't want us to go to an office, sit in a cubicle or in a random office and be all alone with no music, no supervision. Whether they say they don't want supervision or not, they do, I promise, because when they get supervision, they make more money. So like, I don't know why they wouldn't, okay? So we train daily. Two more real quick. We're gonna bring Nate up. We do a monthly P and L on every single cells person. If I'm spending money on them in any way, I wanna see if I lost money or made money. And if we lose money two months in a row on somebody, we let them go. Doesn't happen more than once. Pretty rare because of how structured our systems are in our office. So monthly P and L, if you want an example of that, Andy can probably get it to you, okay? And then the last one is focus and urgency. For our marketing sales team, Landon just released a Xbox, new Xbox five series, something Xbox-y, I don't know. Some prize from contests that I think you got the idea from JB or somebody. Somebody released an Xbox contest on Facebook or something. I think we stole the idea, I don't know. For our sales team. And we are constantly looking for ways to re-energize, to refocus, we'll have random spiffs, we'll give stuff away, we'll give out cash, I'll walk in and say, the next person to make a sale is 100 bucks, right? Something, right? So we're always increasing the focus and the urgency. We had several contests lined up for this year that didn't happen for like, winning the NBA, a trip to the NBA finals and the World Series and all this stuff. We're paying them in different ways when they win those contests, but some way to keep their attention, right? To keep the urgency up. And so we'll do like random sales where we're like, you know, we're selling this for the next 24 hours and the leader wins something, right? To keep them enthused and to keep the focus and the urgency up, all right? So, from every able to work with you or your sales team, I would love to, that's my passion is sales training and helping teams get to another level. I've learned a ton over the last few years on doing that in organizations that I used to be absolutely horrible at, okay? And some of you are probably in the shoes I was in and it sucks and you want to eventually get out. Thank you, thank you, thank you. Appreciate you guys. Hey, if you enjoyed this, I got another one. You're gonna love it. It's right there, click on it, see you in there. Rule number one of my eight rules to 8% 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.