 Happy Wednesday and welcome to live Q&A with Cody every single Wednesday 2 o'clock Central Standard Time today. We thought we would change it up on you. We've moved across the building. We have the our old studio Now we have a brand new studio being built. It's not totally done. It still needs some carpet So it's some lights still need some, you know action all that kind of stuff It still needs the desk set up So today we're out in the new marketing area in front of the whiteboard answering your questions live on camera So I want to start off by thanking you for asking the question that you guys do all the interaction comments Shares likes everything that you guys do from YouTube to Facebook Huge. Thank you. I absolutely love following along. I love seeing your questions Most people don't think that I see all the questions to come in but guys I actually see quite a bit of what actually comes in. Am I right duker? Yes, sir. No doubt. Do we do man? Duke Duke is gonna be asking the questions today. I Do want to mention though before We jump in that we've got a ticket deal this week only for a percent nation I'm gonna do two things real quick before we start the first thing is a ticket deal literally this week only Two general admission tickets normally five hundred dollars each normally a thousand dollars total you can get two for only a Hundred and seventeen bucks you can bring a friend spend two days at the five star hotel the Statler in Dallas July 26th and 27th and soak up all of the industry insurance motivational knowledge to help you have a fantastic rest of 2019 and a Fantastic 2020 2021 2022 2023 and so on and so forth. So Dylan, why don't we give him a little sneak peek of the Studio that's being built Especially for you guys that are watching this live you get to see a kind of a little bit behind the scenes of our studio right now That is actually in the middle of being built. They've got the 10 screens up They've got a bunch of other stuff to do you can even see Dallas with the 8% nation jacket on walking through How about that in the middle of the marketing room the studio is pretty freaking cool. It's gonna be insane You won't find a nicer studio in the insurance industry Then the one that you will see when this thing is done that I can promise you Unbelievable unreal and we're super excited about so why don't we jump into your questions? Please ask let's answer why I got about 20 minutes before we got to get to a meeting So duker let's rock and roll, bro. All right first question. What do you bring to appointments when you go into their homes? Okay, and that's changed over the years. I have to admit it's changed over the years a lot But what I bring now I bring a kind of like a pad folio because I have a legal pad that I want to take notes on Obviously a pin. I like to bring a presentation book now. I know a lot of agents that are using those successfully Business card business card magnet. I don't and then and then all the applications I could need and my cell phone You know, I don't bring a lot. I'm not someone that brings it I used to bring a big old backpack or briefcase something like that. I keep it really simple Pad folio with legal pad in it presentation book in it. If you have a fact finder in it Applications if you have those a few for each company in it. I keep it super simple There's no reason to have a big old. I know I know ages entrance ages to carry like crates around in their cars and everything else Like yeah, yeah, I want to have a backup a stock that brings another good point in my trunk But I don't want to bring like a ton in because when you bring a ton into a home think about it from the prospects point of view They're thinking in in their mind like oh my gosh, this dude's planning on moving in like or you know How much crap is he about to sell me right? So think about them and be pretty minimalistic when you're taking stuff inside, so How do you handle a disgruntled prospect? Okay, two two two ways and we do it with our service team like I Used to think I wasn't good at customer service Dude, I don't know if anyone's better at customer service now I know I mean that but I do two things when I When I'm dealing with a prospect in general where or a disgruntled conversation or upset customer or something's not going well anyone that's had a Less than pleasant conversation with me would agree with these two things. I listen number one People that are upset. They normally want someone to listen to them. They want to vent. They wanted to get it off their chest. So I listen Just like right now just listen and then the second thing I do once I'm listening and I let them get off their chest. I agree with them I Try to find common ground if they're upset. I reason with them. I use words like you know what I Totally get what you're saying. I apologize. I promise. I'm gonna do everything I can and I'll start out conversations like this for instance They'll be agents that'll call our office and be really upset with our customer service ladies and then hang up on them And then I'll call them back and I'll say hey, I just want to start the conversation by letting you know Hey, my name is Cody. I'm the owner and I want you to know that no matter what happens on this call I'm gonna do everything in my power to make sure that this conversation ends Happy and that you get accomplished whatever you look to get accomplished and kind of setting the tone and Listening and actually agreeing is huge. I'm telling you it pays off when we have anything any type of disgruntled prospect in general telling you it works How was selling different products of insurance different and similar? Oh Okay, that's that's a good question. How do insurance products products? How are they similar and how are they different? Okay, so so for instance If you're talking about like okay, let's compare life and health to PNC because life and health I want to get I want to my the focus is on seeing people, right? They're both in high activity game about numbers, right? There's a similarity where they're different from life and health versus PNC is PNC is more quotes related Hey, I want to get out quotes life and health is more appointments related. I want to see 10 people PNC I want to get five quotes out today, right? So that's how they're similar and that's how they're different How can I better maintain a healthy work-life balance while working as hard as I need? Yeah, this one's tough for me because I still have a work-life balance But like I absolutely love what I do. So I don't ever think of it as like oh, I gotta, you know not be here I mean last week. I promise I guarantee it. I put in easy easy last week I put in 80 hours No doubt about it and Did I still feel like I had a work-life balance? Yes. Did I still feel like absolutely love what I do? Yes, and so I think if I think it comes down back down to having a passion and yeah If you've got family and kids and you've got things you want to do a bucket list whatever, you know dreams Okay, then take time for those But I think the biggest thing that that happens is agents. They're in an office and they're they're they're talking to people They're getting coffee. They're hanging out at the copy machine. They're you know talking I mean, they're not working. So my biggest advice for that is when you're working My dad says all the time Be working when you're away from your family when you've got to focus on work Focus on work Get as much out of the amount of time that you work as you possibly can And then you'll feel better about the time that you spent working because when you get a lot accomplished it feels good What was the most critical step towards creating your business? most critical step I Would say doing I would say and you could apply this to any business So that's why I'm an answer this way whether it was like security leads or 8% nation or Kodiaskins or me as an agent or Everything else I would say it was being uncomfortable it was doing getting myself to do the things that I did not want to do that made me Uncomfortable videos you wouldn't believe it now We're live in the office randomly in the back of the office where everyone can hear me. Who cares when I first started Videos made me uncomfortable. I sucked at them and on times I still do But it's getting out of your comfort zone I think that's the biggest advice I can give to someone that wants to get started and do something or accomplish something is It's going to be uncomfortable. It's not going to be easy Which is why I work out every morning now because it's uncomfortable. I don't want to do it But I start off my day by doing something I don't want to do and then I'm happy when it's over and so I would say being uncomfortable and Challenging yourself to do stuff that you didn't think you could do it'll pay off. I Really struggled booking appointments. What can I do to improve? Okay? Great question struggling book appointments the number one thing that agents that agents struggle with is Keeping control of the call right or when they get an objection they freak out or Lot of agents talk way too fast. So in illustration of a call. Hello, John. I get this call started off, right? I know it's them. I'm not saying I'm looking for somebody or are you this somebody or hey? Are you here? Are you this or hey is so-and-so here? John Yeah, this is John. This is Cody I'm getting back to you about your request for the new final expense information You can see I'm kind of slowing down pronouncing my words kind of a little ebb and flow. It's not boring. I'm not monotone Hey, I'm getting back to you about your request for the new final expense information. Now John and I get their attention I'm the local field underwriter and I'll be out in your area on Friday. Should I now buddy? Tell me this should I drop this information off in the morning or in the afternoon? And I think most agents they just get caught up and hey I gotta get all that out really quick or they struggle with control with a call or they struggle with overcoming objections or You know, maybe maybe they don't cover the five calling tips if you haven't seen my I've got a big brochure on how to work leads It's like what is it guys like three or four pages go to our website secure agent leads calm Under our how to close our leads page under leads. You can actually download a PDF for free You'll want to check that out because it's all my tips about like calling leads and appointments and setting and listening and That's kind of like to give you a live example of why I have a lot of success on the phone It's because of all the things I just said Got a live question Jack on YouTube. What's up, buddy? How many days are you in the field? How many sits do you average a week? Okay, so if I'm an agent because I'm not in the I'm not in the field at all anymore But if I'm an agent that is I would be in the field At least three days a week three to four days a week Maybe five or six right, but I'm saying at least because I want to have 15 set Ten sit that's my goal. So if you can do five a day over three days like a Monday Wednesday Friday Tuesday Thursday Saturday Whatever that's great, but for an agent that wants to have a structure and have a system that works What what the what the secret sauce is is hey, I've got three dialing at least three to four dialing sessions a week I've got at least three to four filled days a week, and I'm setting at least 15 appointments a week So whatever that looks like numbers wise for you set it up Set 15 sit with ten and sell five But most agents never set 15 because they don't have designated calling times they don't put the time in to actually go and Set 15 So I would say I would definitely do that. So all good. Cool. Is that it? That's it I got a meeting to get to man. That was quick 13 minutes today lucky number 13, right? That's on no elevators ever Right not one. I don't know one if it is I'm like dude. I'm getting off of this one, right? You're good. You can walk around that buddy You can walk around it Or you're good either way Well, we do it's in the old studio see we're talking about studios and I was showing you the new one and talking about the old one We literally have to add to move our entire break room. We'll have an even bigger break room here That'll be literally two offices together Awesome any other questions you guys have been great. Thank you for watching any other questions while we are Commentating this I Promise we'll sell out Guaranteed you won't find a better deal on tickets to 8% nation the end of July if if if brand if if lead generation Appointments selling tele-sales field sales recruiting branding marketing if if blowing up your business and making tons of money is important Then you'll want to take advantage of this right now this week only two tickets $117 I'm losing money on the seat because of all the things that we're doing But I wanted I want to reward people that take advantage by the end of January this week only take advantage of that any other questions YouTube you guys are awesome. Make sure do me a favor if you're watching on YouTube if you love what we do Tell someone I want to get our subscribers to 10,000 by the conference and I need your help to do it. I'm not gonna lie I need your help big time Facebook same thing. We got to get our Facebook likes and followers up So tell someone tag someone someone needs help. I need to help more people Thanks for watching anything else We got a few got a few do it man. Let's do it. We got we got I got five ten minutes, dude I got all day for these guys. I love doing this Mike knots on my What things areas would you look for when searching for an IMO? Oh? Okay If you're brand new Training assistance help someone to call leads stuff like that is really important Okay, so look for those things if you're a veteran then you know what I mean Maybe you're just looking for someone that Veterans would go with because some of the other things aren't as important your experience You know what you're doing. You have lead options, whatever then I would do that So good question. I try to answer those gracefully as you can tell You're not gonna believe it but Bob the builders on here Bob the builder used to comment on all my my live My Sunday night lives Bob and I go way back man. He says hey Cody I'm an insurance agent and I need some tips on staying motivated every day two things two things Write your goals down every morning have some freaking goals for starters, right? Right about every morning and then listen to something that motivates you if I motivate you Listen to me every morning if Grant Cardo motivates you listen to every morning I used to listen to Brian Tracy all the time find someone that motivates you and listen to them every morning to kick off your day Because when I start listening to videos early in the morning It gets me all sorts of freakin jacked up and then I and then I think about my goals I write them down and I don't have problems with motivation the rest of the day like I'm freaking these guys can tell you No, no, I mean dude. I'm no one's more passionate about what they do And Jack's Bob the builder Jack wants to know how do you normally roll appointments? I don't make calls because I roll all my appointments in the home usually I can roll 30 throughout the week Door knocking is that we're talking about so you're not making calls to your door knocking I Guess I think so. Okay, so if that's the case Dude do what makes you successful if door knocking, you know a hundred doors and getting in 30 is the answer then do it if making a Hundred lead calls and setting 15 appointments is the answer than do it So, I mean, yeah, I like McQueen calling and door knocking. I love them both I think you need to do them both and if you're awful on the phone get good on the phone But door knock first if you're awful at door knocking and you hate it, you know, whatever then then call if you Horrible at both then do both and we finally get good at one or both. So We got a question. How do you approach event coordinators to do a seminar? What do you say event coordinators do a seminar? Okay, so if I was going up to a senior center and Let's just say this and this is just random off the cuff. I've never I've never even done this I don't think maybe I have I don't know but say the head of events name is Heather Hey Heather. I'm Cody. How are you? You know, hey, I wanted to stop by real quick I'm assuming you guys I don't want to most what happens in sales pitches normally people spew a bunch of Stuff on people or they talk a lot. I want to get some questions. I want to get some feedback I want to get them talking. I want to get them moving in my direction Heather, I'm assuming you guys do a lot of really cool events, right? Yeah, do you have people come in and actually bring food and ever give presentations? Yeah, okay Well, what would I need to do to be able to come and pay for a meal for the entire senior center? And then you know what maybe I would love to give a little educational seminar to your people on a topic such as medicare or Final expenses. I'm assuming that would be okay. Am I right? Yeah Well, what I need to do for you to feel comfortable with us doing that, you know What type of food you guys like right? So that was like a live Dialogue of the types of questions that I would ask but I don't make my questions super long and puke on people I like to for them to be able to fill a part of the process So it's a lot of little questions to get them kind of like engaged And you could tell I was in control of the whole thing You know, whatever it is if you want to get out of it, whatever you want to get out of it You will you just you just got to ask the right questions and you've got to Not puke on people. I think that's the one thing that people do that they shouldn't do it's gross That's it, right? You guys think it's gross when you puke on people Bailey doesn't think it's gross. They they they should they should You guys know what I mean, right when I say puke on people. Yeah, I know you do Word vomit. There you go. Lauren's over here hiding word vomit. I love that. Yeah. Yeah anything else? One more question. This is a little off topic, but have you okay never mind. Nope All right, you guys are awesome live Q&A every single Wednesday 2 o'clock central standard time Thank you so much for watching. Do me a favor if you want to go to 8% nation grab your ticket grab your seat You guys are amazing. Thanks for watching. Please subscribe I'll see you Friday for 8% club if you didn't watch Ray Lewis his keynote that we are last Friday Freakin Ray Lewis NFL Hall of Famer Dropping bombs for an hour. You'll want to go check that out from last Friday. Thanks for watching Thanks for being here. Thank you do Kerr Bailey studio audience Lauren Dill and everybody you guys are great We'll see you Friday for 8% club. Appreciate it