 I've got a campaign right now. Can I say numbers you think or dude? I mean I can't ask the audience because we're in a live podcast, but I'm good with it Okay, so I have I have a client that needs I mean he needs like 2,000 leads a day Okay, wow and we're we're we're not there yet In terms of the volume because we haven't quite scaled yet But we're we're only in 11 states and I looked at our lead cost We've got like a bunch of AB tests going on and we are at like five dollars and 72 cents a lead across the country in 11 states and we started the campaign You know a couple months ago like no big deal, but like wow and we are going to get to a couple thousand a day Oh, for sure And it's like What You are listening to the 8% nation podcast created to help you become a top producer in the insurance industry Enjoy the show So today what I want to break down is I've been getting into some really great conversations with agents across the country I want to talk about how now is the time to strike in the insurance business all and specifically Go into recruiting. Okay, so It's a lot people that want to grow their teams. So, well, yeah, so that you know, why don't you so we just got back from vegas, okay Um, there was a lot going on in vegas. We shot a couple podcasts. It was a lot of fun We scoped out 20 20 Uh locations for 8% nation which may have some reveals coming soon. Yeah But there was a couple insurance conferences during the time we were there and there was thousands and thousands of agents at these insurance conferences Yep and you know There's just something going on in the insurance world right now that I believe Recruiting is becoming a really hot button. So why do you think Recruiting is such a hot button right now? Cody For whatever reason recruiting is I think people feel like recruiting is like their way to Earn their way to us like a being a seven-figure earner eventually, you know And it's not that I disagree with that Because I agree with it. But at the same time, I do think You know full transparency early disclaimer most agents Focus on recruiting people before they know how to spell the word insurance and I think It's easier. I know it's easier When you have some social proof when you can lead by example when you can hey look at my commission check where I just made Oh, $11,200 last week Want to join my team? Like that's easier than Well, hey, you should join my team. Well, how much did you make? I didn't make any sales. I recruit right? I want you to sell so I can make more money. Yeah, then I'll show you my commission check So like I want people Yes, it's it's a huge opportunity. We are helping a lot of people with with our marketing for recruiting But I want them to like okay Freakin do something first. Yeah, but that's like Don't listen to me You know if I didn't make a hundred grand my first year well And if I and if I don't have us, you know if I haven't built Agencies worth seven seven figures I know the guys that we've talked to that are doing heavy recruiting are all producers and they're monster producers Yeah So anybody that I know personally of our clients or in our relationship Yeah, they they have a good little down line built up Um, but they the only you know, they it's because they're producing. Yep. You know what I mean? There's some guys that are we were just with uh, we were just we were just with you know One dude in vegas last week that is a half a million dollar producer himself before even 5600k Minimum before even considered recruiting. Yeah, which is amazing. Yeah incredible actually and but I mean I just don't see how you could Actually build a good solid team You know before that because you got to lead by example, you know, and most people forget that like production Is key in the insurance world without production What what is the point of having a team at all? You know like Dallas who who runs a local team, you know here it's it's it's like, okay If there was no production Why would someone join? Yeah, so the same thing for you guys out there right now. It's like, okay Production is king when you have production. It's freaking proof that you Should be the recruiter. Yeah, I agree totally. Well, you know, that being said recruiting is still Just on fire right now in terms of like what heavy a lot of people are trying and not only that a lot of people are succeeding And a lot of people are joining these teams That I mean, there's just a lot of recruiting going on right now And why do you think Why do you think now is the time in the insurance industry that recruiting seems to be like a really hot Topic hot button hot conversation. It seems like it's now more than more than has been the past. I think there's a lot of uh There's a lot more transparency in the industry the last 12 months than there probably ever has been What do you mean transparency? Uh, I think it's just easier to know what's available and what everyone's doing and people can show off and show their stuff and message people and see people videos and put stuff online and you know, I mean, I think it's easier uh for someone to Recruit someone nowadays. I just think it is I and not all of it's the truth, but well my perception of what's going on and okay So like I said full disclaimer if you're just now finding our brand Coat is the insurance professional that knows everything insurance coaching training. I I'm more of the marketing guy insurance not everything Well insurance, but he knows everything about marketing 100 percent. Yeah at all everything. No not at all But uh, I specialize in like the marketing side. I'm not licensed. I'm not an insurance agent Right, right. So my perception of the outside looking in here's what I keep thinking about Okay, I hear and I think about this every every day almost it comes up seriously And that's not an exaggeration every day in this country. There is 10,000 people turning 65 How crazy is that? Okay, so I don't know if you guys I got my You know college degree and they remember I remember seeing these population charts Have you ever seen those that the and then what was there a big gigantic bulge on the baby boomers? Okay, well the baby boomers are retiring. They're coming of life insurance age in terms of turning 65 medicare Age they're they're starting these long-term care. It's starting to be ridiculous They still have home and auto insurance like anybody, you know, okay, so there's just this huge opportunity like economically on a macro scale And I'm just like there's just so much opportunity. So, you know, whenever we've got some of these guys that we work with that are early 20s Making 200 300 grand a year and I mean, I love these guys But like they ain't friggin They don't have a bunch of special sauce necessarily. It's just they have opportunity and they have hustle Yeah, I mean, you know, they know what to do when they get in front of how to get in front of someone They use our marketing. They know what to say when they get in front of someone and they just work like My point is is that You know, not to take anything away from these guys, but like I didn't think it was possible for a 22 year old Guy that doesn't have a college degree to be making multiple six figures And that is just an indication of the industry. Yeah, right. It's kind of ridiculous I truly believe that there isn't a better industry on planter. I just right now especially especially right now. My gosh Well, and we got done with eight percent. Um, and one of the things that um, I was talking to your dad about who does medicare He said, you know, a specific word for word, you know, we've got we've got like five years of like prime medicare time You know, why do you think that it? Why do you think he said that? You know, is it just the population deal or is there Yeah, it's over the next five years There's like more people turning 65 than like ever and you know in history of our country It's just insane and then you look and you don't want to look look up in five ten years and like regret The gold rush. Yeah, you know per se. Yeah Well, I was talking to one of my clients last night at like nine o'clock because he's like a friend of mine And we're just kind of bouncing back and forth and talking about mortgage protection some other things And we were just kind of like talking through this whole deal where it's like You know now is that I was thinking like dare I say this may be a bold statement But it's like once in a lifetime opportunity right now You know and so I'm on the marketing side And so, you know the target from the marketing to try and reach turning 65 or, you know, medicare You know type clients, um, it's really like Easier than what I was expecting because the target's so dang large. Yeah, you know what I mean? And so it's like our medicare clients Well, everybody's always said it was like the toughest bullseye to hit And that you know, the people people paying $75 for like, you know, good medicare leads, you know and stuff like this like we hear all this stuff Yeah, and and and we're just I mean for call centers agents agencies. We're freaking crushing it. It's crazy I've got a campaign right now. Can I say numbers you think or dude? I mean, I can't ask the audience because we're in a live podcast, but I'm good with it Okay, so I have I have a client that needs, uh, I mean he needs like 2000 leads a day Okay, wow And we're we're we're not there yet In terms of the volume because we haven't quite scaled yet But we're we're only in 11 states and I looked at our lead cost We've got like a bunch of ab tests going on and we are at like $5 and 72 cents a lead across the country in 11 states And we started the campaign, you know a couple months ago like no big deal But like wow and we are going to get to a couple thousand a day. Oh, yeah for sure And it's like What? Yeah, you know what I mean? Like it's just kind of like Mind-boggling that there's this many people and these aren't people raising their hand opting in these aren't like Opening up the iPhone and like playing bejeweled and like accidentally thumbing the I want Medicare. Yeah, you know These are like legit opt-in in fact He told me I can say this because I don't we we're not talking about the client Once he gets the person on the phone their call center is a 50% close rate Wow 50% He said his challenge is getting them on the phone Yeah, first part and he said because his dialer was automated. He was only calling every four hours So he was only to call he was only because of the volume. He was only only able to call once a day So what he did is is he said, okay, I'm going to adjust My dialer instead of driving these leads straight into my Openers I'm going to drive them to the marketing people to qualify And then I'm have them call three times a day one email one text the next day three times a day one email one text Because if we can get them on the phone we're at a 50% close rate. Wow. What do you think about that? Dude, I mean, he's he's he's using the touch system too. You know, it's like he's He's realizing it. Okay. Where's the like you always talk about in the marketing funnel. There's like bottlenecks Okay, there's where's it? Where's it lacking? Right? Yeah for him. It's okay I have the leads I have the close Any people on the phone? Yep, right? So he sees where the opportunity is and he's Adjusting because he's paying attention numbers and he gets it Most people don't most people a lot of people don't know that stuff and then they just give up Because they're like, ah, it's just broke. It's just sucks. Well, this is one of the largest call centers in the nation So they for a reason they ain't given up for the reason but I was impressed. I mean and once again this guy I mean full disclosure like this guy is like mid 20s Okay And I'm late 20s now. So we have these freaking podcasts. You make me full I know every time you all I'm 35 Dylan. Do you feel old yet? Yeah, he says no, but he feels old too. My point is is that this dude is running a Mega million like multi multi million dollar medicare call center closing over the phone completely in 11 states right now And he is the one who wouldn't surprise me if they're doing We're not airing out laundry. It wouldn't surprise me if they're doing eight figures, man. Like it's just well I'm sure. Yeah, that's only 10. No. Yeah, they got I think well, I'm not gonna get too far in details They've got multiple call centers. I'm sure they're doing more right. Yeah. Yeah Um, so my my point though is is that I didn't get a call from him that said Well, here's what he said he goes. He goes. This is a really strong start. He said at first I thought you're I thought these marketing leads were rubbish But then we realized that once we got him on the phone, you know, we were able to close him 50% So my problem was was contact rate. So he said let's talk about contact rates So I said, okay. Well, I'll use cody's system because he's the insurance guy You know the first day three calls one email. Why don't you walk walk through it real quick? Yeah, the best results on generating leads Digitally, what's the best result to get someone on the phone? Yeah, I mean you got to have six to nine calls in the first 72 hours and that includes another Three texts three emails if you get a chance to door knock it includes that too like I love first day I don't care if I get to lead it noon. You know, I'm calling it noon I'm calling it four and I'm calling it eight like I'm calling three times and I'm texting and I'm emailing And I'm leaving at least one voicemail per day where most agents and you can look at stats Contact a lead zero or one time Most agents never make it to two calls Ever yeah period and a lot of times they're paying 65 bucks 25 bucks, you know, whatever the case is for leads And then we call them zero or one times then we blame the vendor when you just didn't get in contact with them But this guy that I can't use his name gets it. He ain't lazy He isn't blaming his closers or the funnel. He's blaming. All right. We're not doing enough You know and and he gets it that that's where like most agents Most agents are just mentally weak man. Like it's just I agree You know, I don't want to go in a soapbox, but it's like There's opportunity. Well, so I was talking to another client, right? And so, um, He's he booked eight appointments yesterday eight appointments today And I'm like I'm like the dude's in two days. He's got 16 booked appointments. Okay You can't I mean no wonder the dude is making what he's making. Yeah, exactly You know, I'm saying it's like I know I bet you most of the agents listen to this right now Okay, either are gonna call me a liar because that's impossible. They'll say right Or they're because they're booking three a week Max, but then they're wondering what's going on. What why am I not succeeding or whatever? And it's like, you know, they're lucky if they get 10 appointments a week, you know Which is like monster production for them in their head And then we've got most places that is and then we've got local agents in local markets that are You know 16 appointments a day. I mean every two days. That's bonkers. How do you not succeed? And I mean if you if you're setting like I mean if you're setting 20 30 appointments a week even 40 like Anywhere in between there you are going even 15 for a lot of people you're going to win You're going to see a return. You're going to make more money, you know, you're and you're going to make six figures So if there's like an agent out there like I'm struggling. I don't know what to do. Well Just start by doing more and then you'll actually pick up some more skill Maybe you need a bigger marketing budget. Maybe you don't maybe you're just not calling leads enough You know, I don't know but and one of the other other things that was interesting with with this particular And this is a little rabbit hole that I'm getting lost in buddy. It's good, man But it's interesting to me how his mindset. I mean, of course this guy's makes multiple six figures a year as an individual producer No team. Yeah, okay He told me that of his eight appointments yesterday He he got stood up by seven Whoo, and he was all smiles All smiles and he's like, hey man, I just know as an intern station I'm gonna have these days and I'm gonna come back. That's a really bad. That's a really bad day Well, he even said he said this is a horrible day. Yeah, it's like that's like a That's insane. He said horrible day But it's like I'm that much closer to a good day and it is what it is I'm gonna reschedule. He even said one of the eight appointments was a referral and he may sit with seven tomorrow My point is is is that You know, some people were like, oh work so hard to get the and I paid for the And then they blame the vendor that the person stood them up Yeah, the vendor has no control for whether they stick Like the marketing has you know what I mean has has has no And I'm sure we're gonna you know come back to recruiting again, too But we've added a lot of people interested in recruiting on a marketing budget. Yeah, it's been insanity. Yeah, well, there's just There's just a lot of opportunity and I think what's happening is is I think people are starting to like Hear the rumbles and and maybe you can shed some light on this what I also feel like is happening on the recruiting side I'm starting to notice large companies state farms all states some of these guys Are allowing their agents to go independent also in some capacity. Is that a right statement? Or maybe not state farm or all state, but maybe some brands. So that you there's some brands where you can like sell through like a Brokerage house that they do business with that they have access to you know or something It just seems like there's there lose the captive agencies are loosening up a little bit And there's kind of like a shift at least I've had this conversation. Maybe I'm wrong. I'm not the insurance guy Disclaimer, right? But it seems like at the same time. There's all this opportunity It seems like there's also a lot of you know carriers or or Organizations at the top that are allowing their agents to kind of be more independent Therefore they can put contracts with you and you and you and you and or whatever that looks like Is that a true statement or am I just like taking two conversations? I've had in the last couple weeks and It varies. It could be. Yeah, I mean it could be with certain people Because the big thing is there's like there's a lot of opportunity out there and and most people are Get trapped in those games where they've got you know contracts with 42 different people, you know I'm I'm like of the different mindset. Let's just like keep it super simple If you sell life, let's sell for a couple carriers If you sell medicare, you know, let's find a few key carriers in your market that makes sense You don't need access to 68 people to sell, you know, because 64 of them are never going to get a policy and they're going to term you for lack of production in six months You know, it's just like and then you wasted your time the contracting time Your up lines time that come with the carrier's time. It's like let's just most people that's that's we're also too So I always I always kind of say that agents A lot of times get too far in the weeds or they're like, you know, wait, they're procrastinating They can also waste a ton of time by saying, okay, I need 72 different carriers I need to learn about all of them and read everybody's brochure. I'm gonna watch everybody's video I'm gonna go to everybody's site and I'm gonna be expert about everything and before you know it Oh, by the way Production is still king and three three weeks later Guess what? You're still sitting at zero. Okay. Well, let me ask you a question then. So let's just say We've got a newer agent. That's licensed. That's Maybe struggling a little bit. Okay And you just recruited this person potentially they're on your team. Okay How many hours a week? Would you suggest they learn and how many hours a week would you suggest they produce in an ideal world? Should they just produce nine to five and then learn in the evenings or what? I mean, you need to spend at least an hour a day towards learning Even if that's self-training, you know audio books books video videos See, it's I'm I'm backwards. I'm I'm gonna get some flak for this, but whatever. It's not it won't be the first time I'm not worried about product knowledge Or carrier knowledge Because you know, there's two there's two activities as a salesperson that Pay you money. Yeah, there's two Prospecting and actually Selling as in I'm looking I'm looking for someone to get in front of Or I'm sitting there in front of them closing them Other than that you make zero dollars from anything else that you would ever want to do But most people want to know everything about every carrier and I can't like for instance, this is funny I had a I actually had an inch of a massive life insurance carrier That watched one of my youtube videos and reached out to me about a year or so ago Okay, maybe 18 months ago now and they said, uh, I talked about how price doesn't matter on a video And they didn't like that because they're like price is important You know and they took they really took it out of context though What I meant by it is that most agents are so worried about You know always telling the lowest price and knowing 42 carriers and you know Shopping every single time and all this other stuff To be successful you got to keep it simple and you got to sell on the relationship and the value and Forget about the price man Just just focus on the relationship and the value and you know do what's best for people and you know good will come Yeah, instead of getting in the weeds too far. Yeah well, how do you how do you stay disciplined because Can't you sometimes I've heard this business can be death by a thousand paper cuts, right? You've got questions. You've got underwriting questions. You got Phone calls that are coming in you get customer service, you know, how do you how do you actually spend? All of your time either prospecting or getting in front of people You can either get organized and and and ration out your time Or you got a like remiss it or you got a ration out some responsibilities and start to build a team or add an admin person Or an appointment set or you know or whatever. Hey, you turn in my applications You check my emails you filled some calls Um, and you said appointments, you know and what I do is And you manage my calendar and I show up and I sell right so I always had like I always had help from from callers appointment setters admin Um, even when I was 21 years old with with you know, I had I always had at least one or two people working for me Like I just always saw the ability to like build out some staff Because I learned when I'm in front of people I make money When I'm sitting there trying to learn about a product or a carrier I fall asleep And and if we've got a lot of agents that come to our trainings and watch our stuff and everything else that like They look for reasons not to sell even in my own office right now There's people that look for reasons not to sell So they'll like fold boxes, you know, or they'll turn in applications or they'll read brochures Or call carriers. They will look for reasons not to do what makes them money It's weird and guess what they don't make money. They don't make money You know, we were on the podcast. Uh, was it dropping bombs? It was with Bradley. Yeah. Yeah So he dropped a bomb that I actually like Like love and I may take it with me for the rest of my life. I'm not I'm not kidding And I want to kind of break it out. It is uh Relevant to what you just said he said most people Feel like well, they're first excuses. There's so many hours in the day Right, I have 24 hours just like you do, right? So I ran out of time, right? But he said no, you don't You have unlimited hours Right and I remember we were I was kind of like, well, okay. What do you mean by that exactly? And he's like Dude, I can pay somebody for their eight hours a day. I could pay this guy for their eight hours a day I can have an opener. I can have you know customer service and I you have unlimited hours to leverage I'm sick of that excuse And that really kind of opened my open my eyes number one excuse Well, I don't have enough time. I gotta learn. I don't know. I got a question That's right out of time today What you're doing is you're like laying down and just telling someone to run you over because it's like you have given the You just giving up man. It's It's frustrating to hear but it's an interesting thought that you actually don't have 24 hours in a day because you can leverage other people's time And add 24 hours to your day because you got three people working at hours Yeah, even though my numbers are well, yeah, so well, look at the amount of hours we get You know what the team staff of team of 25 So so, you know, I and you I hear all the time I don't know how you do all that you do with all the content and all the you know Agency building or whatever. Well, it's because you focus on what you're good at. Yeah About that's funny. You mentioned that about a year ago 18 months ago I started saying, okay, right now. I'm trying to do everything, you know, I'm the dude, you know Freaking folding boxes. Okay. I'm not saying I'm too good to fold boxes But you get the idea now I learned this was actually I really thought about this a lot on Actually burts retreat on Friday. He's like, I mean on in february he talked about he focuses on creating content he focuses on Thinking about ideas to move the needle and he focuses on selling And outside of like promoting and selling pretty much is those two things promoting and selling Um He doesn't do anything else, you know, and so I started adopting that this year and It's it's amazing. It really is because I'm like It's a control. Most people have like control problems. Yeah, I'm one of those people. Yeah Just Don't have people on your team. You don't trust. Yeah, I can give Dylan a you know task and dude I trust him to get it done and as soon as he's gonna do a freaking better than me You know what else I've found to I felt I found that like open and honest communication with your clients and all that is Helps a lot of that because you know, they they're trying to grow a business too, you know And if you can have an honest conversation to say like, you know, like like we had 8% Last week or a week before last I guess. Um, and then we went to vegas Um to kind of scout out the next 2020 locations and some things Um, and so we were crazy busy. And so, you know, there's I mean we got I got blasted Yeah, oh gosh, right blasted in a good way, you know, and I just kept telling people guys like, you know Please be patient like 8% was a huge success. You know, please be patient. Everyone was like, yeah, I get it You guys threw a huge conference. It was awesome but if I would have just like clammed up and like Delegated and tried to get my Staff to answer those questions and I kind of like clammed up I feel like my clients would have potentially been like you're what's what's going on Like we used to talk a bunch and now we're not, you know So I just feel like communicating helps that all quite a bit Oh a ton and that's one of the one of the things you do really well is like Communication, you know reaching out being proactive texting email and calling like, you know, not waiting for someone to uh Reach out to you a month later. It just helps. I think Maintain relationships because the insurance game is the relationship period for sure. You know, especially when it comes to recruiting because So let's let's bring it back to back to recruiting. So Um, what what time is it? How much time do you think we have? Yeah, we've been going about 25 30 minutes. Okay Let's talk a little bit about what we can do To help agencies recruit. Okay So we and I want to give you a plug real quick. Okay, I'm going to interrupt because we we've been Getting recruiting leads all over the country For our clients through security marketing. So we're the extension of their team We're not a vendor, you know, we're an extension of their team a partner To where they're able to build out we're able to build out custom campaigns for them and drive recruiting leads to them It's a lot of times 100 to 200 recruiting interest a month which is a lot For not even a big budget, you know, like a 1500 bucks. Yep, and It's ridiculous how well it's going over. So if you're sitting out there and you're thinking, okay Um, I'm struggling with that and I know it's a big part of my business and I need more of it Delegate it. Let land it in our team Funnel you the freak out of people interested in working with you Well, I mean we saw a conference with 8,000 recruit freshly recruited agents. We did in one place. Yeah What? Like there's something going on. Yeah, okay, and and also I'll tell you We're able to get these recruiting leads cheaper than I ever dreamed or thought. Yeah okay, so It's been an interesting little run where I feel like there's a little honey hole we found Where if you are interested in building a team If you just allocate $15 a month of budget, yep, you will get I mean how many leads you think they'll get for that 1500? Cody. I know the answer. I mean it's 100 to 200 Yeah, and these are people that are raising their hand on customers particular campaigns That's a conservative answer by the way. I agree. And so, you know, like for instance, like there's interesting things like expansion counties Um that there's particular carriers that have advantages in particular counties Well, those carriers are going to get you that list of competitive areas Well, we can target those specific areas across the country. We can build campaigns that way There's lots of ways we can do this. The main thing is Is that you're able to target individuals that are looking for a career change or licensed I mean, there's just a Million ways to go after this and it's really I'm having a lot of fun because I believe that my clients truly have a good opportunity for their people They're recruiting and I'm helping them connect with those individuals which is a lot of fun Which is why I got into this business in the first place That's what most people that are most people that are focused on recruiting and growing their organization struggle with that the most Yeah, just recruiting. Yeah It's a tough. It's a tough nut to crack. It is cracking it for them Well, and and we know all we can do from a marketing perspective is get people to raise their hand And then, you know, it's it's interesting. It's just like final expense or Medicare leads or anything else You know, some people are like, man, I just really wish I had more licensed people and when when when like, you know Or then there's like, man, I got like 150 people. I've already hired six people. I know two are going to turn over That's okay. It's a numbers game. If their production is this and I'm going to make this You know, I mean like it's like they're just focused on the end goal Um, some some make excuses Some get results and then let the guys that aren't going to make excuses Scoop up this market share. Yeah, is really what's going to come down to you All right, so maybe we can end on one little thing. I'd like for you to break down And you you are the numbers man. I've seen you get a white board out Um and walk people through this a hundred thousand times, but I've never seen it on recruiting Okay, so let's do it on the spot. No board What I would like to do is I'd like for you to break down the the peer numbers from a I want to get a team of 10 under me. What type of agent? Uh, let's call it Let's call it life insurance. You want to do final expense or Medicare or whatever? Let's just do Medicare. Okay. Let's just do Medicare. Okay. So walk me through the numbers if I'm Uh, an individual that's trying to grow a team of 10 walk me through those numbers. Yes. Okay. So so for instance, um, if You're wanting to grow to a team of 10, right? So that's what you're saying. That's the goal. Okay. That's the goal so At that 1500 we allocate a thousand towards ad spend 500 towards management fee. Okay. Okay. So out of a thousand bucks We're going to get you 100 to 200 people interested now if it's a if it's a If it's like a generic, you know Interance campaign then then we'll hit those numbers pretty easy if it's, you know, sometimes it's tougher. Okay You know, I mean someone that's more specific now break down the numbers of if I get a team of 10 If I'm able to hit that goal. Yeah, what do the numbers look like for my In on average, let's just on my general sort of profit slash production Help me understand those numbers. Let's just say that um, whether it whether it takes one or two months Let's just say that we give you 200 people to talk to. Okay. Let's just say you sign on only 5% of them Okay, so 10. Okay. Okay. So so out of 10 Um, if you can get them and let's just say that we'll just fast forward several months down the road And you've got like 10 producing Okay, so if you've got 10 producing Then out of those You're going to be getting a piece of what they sell Okay, so so you're going to get to where let's just say they're all selling You know, you can eventually get them to where they're all selling, you know, 20 policies a month You know, we hear a lot bigger numbers. We were smaller numbers. Okay, so we use that as example Then you've got two at 10 people You've got 200 pieces of business every month that you're getting a piece of you know Let's just say every time they sell something you average about a hundred bucks, you know, just a random Example, okay, because they could cross sell they could add, you know upsell whatever You're looking at 10 grand right 20 no 20 grand because we're looking at 200 policies, right? So you're looking at really really looking at 20 grand So so 20 grand Eventually every month that can stack as you grow your team But you got to have you got to get to where you have 10 producers But let's just say you have to sign on A hundred to get 10 producers 10 monster producer or not monster producers. Yeah, yeah, which is which is which is So let's just say it takes a thousand people To get to where you have you sign on a hundred and then you have 10 that produce Okay It mainly take us five months to actually hit that target and get you a thousand interested people And i'm breaking this down better and deeper than I expected At that point You've been with us for five months. You spent 7500 bucks. We put 5000 toward the ad spend and five six months later you've got 20 grand coming in every month because of an investment that you've spent over the last five or six months of Way less about five percent of the actual total revenue that you're going to be bringing in from this campaign And so that's where the numbers can really get juicy and nice Yeah, but you got to be willing to invest in your brand and market yourself It seems interesting that you make it seem easier But it really actually those numbers I feel like are like legit like they're not They're conservative numbers. They really are and when we sat down and we have obviously clients that are doing this now Um, you know, we we sat down and kind of like where's like They were in charge of what they wanted their cost per acquisition to be and we just kind of backed into that number That's how we created this whole thing anyways And it's weird that we're we're hitting these numbers and it's it's it's fun I didn't expect us to be doing this much Recruiting recruiting campaign. I didn't well, this is so much opportunity. Oh my gosh, and if you can recruit nationwide Yeah, so like if your business is structured where you can recruit nationwide you talk about printing Uh Lead cards of people that are raising their hand to be recruited Yeah, uh, we can we can pull that off and there's there's people out there that are earning a hundred thousand dollars a month Because I even know people that are earning 200 to 200 thousand dollars a month a month Because they started building their team a few years ago They allocated a marketing budget towards it But even most importantly after the budget and they have interest then they have a backend system That allows consistent production from their team. And so once they build out this entire thing from okay I've got an opportunity Any people that are interested in it and oh by the way once you're interested in it I can actually sign you on and I have a proven system to where You do this this and this and guess what? You're the new agent making four grand a week, you know, or whatever two grand a week eight grand a week And that's where they can really start to see results But if they don't start they can't do that and so okay We talked about getting to 10 people and maybe it takes five months to grab 10 really good people Which I don't think it will by the way, but maybe not it could yeah, I think that's worst-case scenario That's worst case. I could grab 10 great people. Well, I know for a fact that a lot of our campaigns are grabbing You know five to six good quality people. Yep, you know based on what what's happening exactly go ahead exactly So so let's just say okay Let's just say that you grab Well, let's just use your number then okay five a month. Okay, that that you know that are because you may sign on 20 and five may be good, you know out of the 200 or something like that And 200 is it sounds crazy, but it's it's probably the higher end You know as far as amount of quantity of leads recruiting leads, but it's there at that point five You need You know off of our Number of 10 to get 20k, you know, whatever that number looks like if they're good producers Then then you need You know then five will get you 10k you're 100 you need, you know 50 really good producers and That's 100 thousand dollars a month and and yeah, okay So you're going to need to take of that hundred grand a month You are absolutely going to take a portion of that to build out infrastructure And for support and customer service and all that yeah, but you my friend at that point have built an insurance agency business That's super successful a powerhouse that seems massive That's really not it's really not like I watched I mean I meet people every day making that kind of money in this business It's crazy. Yeah, like it and if okay, so if you've stumbled onto our content and you're like 1920 Okay, and you're starting to try and we're 89 If you're trying to think about what you're gonna do I could put you personally in touch with some 22 year old kids I say kids because i'm 35 that are making multiple six figures right now uncle landon and I It's just now's the time to start the first thing you got to do is do production Right, you got to get yourself to be a producer before you can recruit him in our opinion Right, or else I agree like a hey go make me money Yeah, that's weird and it's not probably gonna people people are attracted to people that are doing big things Well, it's just unsustainable. It's really just it's not realistic for you think that you can not be a big producer And then tell people to produce for you. It's like almost weird. I had three people yesterday that would like to Join our office in some way because they're attracted by what we're doing. So that's a perfect example of You need to have an attractive organization But you said You mean what what's your did you like work with them? Maybe, okay, I mean the ones that you're in sales team ones interested in marketing ones interested in You know operations. It's just like one's a buddy, you know, it's just like it's just people reaching out all the time That are like, oh my gosh, you guys are doing some crazy stuff I want to hang out and go meet Ray Lewis, you know and Michael Irvin and you know hang out with 2000 insurance agents And yeah be a part of this Sort of startup that I put air quotations on of overnight success that have been doing it for three and a half years Yeah, you you know, you'll get or you'll get organic people that'll follow you But it's not really controllable and sustainable for you to kind of like work your warm market on your recruiting leads No, no, no, but but I mean by that is it's attractive as in when you have people that are looking to join Even from a recruiting lead They will they may add you and follow you they may not join immediately But they may join down the road and guess what I want to be a part of that That's a good point. In fact several of our recruiting clients actually Are have a branding component as well and our plan is a six-month deal So yeah a kpi a key performance indicator for the campaign is going to be lead flow But there's also drip marketing that's going to go on after that If anyone is just looking at the immediate return from recruiting campaign, they're missing out on The other pieces of the puzzle that are big. It's it's interesting. Well, do you have any final thoughts on? You know this podcast this content this we get a call in like eight minutes, but the big thing I would say is uh I mean, hopefully this will get somebody thinking bigger about the opportunity whether it be, you know Sales related or recruiting related we can help with recruiting, you know, great Send land in an email land in a secure agent marketing.com. I think most people forget that There's a ton of opportunity in this business and most people it's easy to think small It's not so easy To think a little bigger and I want people to get out That's what I want them to leave with like most of them we do shows and live videos and videos and success society coaching calls and stuff people leave challenged I like that word better and motivated they will be motivated challenged And they just start thinking a little bigger I think that's what it takes. I agree. Well, um, so if you guys, you know, we're we're uh, I'm loving this podcast format Yeah, it's fun. So if you guys uh watching this if you want to leave a comment on the the uh youtube uh channel that is Maybe a podcast topic or maybe an area you want us to talk about We would love to kind of get into that because One of the things I'm liking about this format is and and also I'm noticing on the other podcast that I'm listening to and also You know guest hosting It's really an organic longer form conversation Listen into your car and it kind of really lets you see inside the brain of who's who's on there And I I get a lot of people Trying to get as much time with this guy as possible. In fact paying Hundreds of dollars to be a part of the success society to have access to be able to facebook group Message and say hey, what do you think about this and have him personally respond? So if you're liking this type of conversation and content just looking at kodi's success society That's a pretty cool way to get get direct access But you know, we're looking to just kind of have a conversation together and just kind of unpack because You know this today I have five client and prospecting meetings tomorrow. I've got seven Um client or prospecting meetings and there's it's amazing how much We learn along the way just talking to these producers because these guys are not small guys You know and some of them are just now starting but my point is is that You know, how many people are you talking to in the next two days? 15 awesome producers or whatever. So it's like it's just fun to like Learn from them. And then what this podcast is meant to do is kind of just Talk about it without naming names or whatever and then yeah, it's not scripted. You know, like a lot of this is just Let's let there's a topic we want to break down. We want to share something and a lot of it's just off off the dome It just is well. Thanks for joining us today. Um Man go out and kill it be part of the 8% not the 92 Have a good afternoon. Thank you so much for watching a presentation podcast I got a couple quick videos for you 2020 Medicare updates with mr. Tony Merwin and How do you start an insurance call center? Click on one of those podcasts check them out and I'll see you then Leads is the number one question that always comes up. How do I get in front of people? Yep, I can write insurance writing insurance is the easy part. Yeah, you can teach a monkey how to write out a contract or fill out an online app