 to insurance agent training live every Monday, two o'clock central standard time. I love on Mondays because right now you get a chance to impact your week and have a really, really, really, really, really big week. So I want to get that started off right. I'm going to start off fresh. I want 2019. I want to bring you the most free content, the most value in 2019 that I've ever done before. So today I've got a good solid topic that's going, you want to watch 100K working your warm market. And I'm talking 100K working your warm market this year. I'm talking right now. I'm going to give you some good stuff. So stay with me. I got some good stuff to share. Also, I want to spend some time with you guys at our retreat in Arizona, 9,000 square foot mansion on branding, marketing, advertising for an entire weekend in Arizona. It'll be a ton of fun. So how do you make 100K right now over the next 12, 10, 12 months by working your warm market? I'm going to break this down into some steps, right? Because what you guys know, we're big on like creating steps. The first thing is you need to write down 100 names. And I'm going to touch on these. I'm going to go ahead and even write them down and then touch on them as we go. Because I've got something called a rolling 100 that you may have saw this past weekend that you need to make sure that you tune into and that you watch in depth because it's very, very good. So write down 100 names, right? How to contact. You got to contact them, right? What do you do when you're in front of them? Right? What's the thought process? What's some of the value ads that I can bring to you right now so you can make 100K this year? I'm going to go over each one of these. We're going to talk about the rolling 100 again. And then we're going to talk about the importance of being, I'm going to call it assertive, right? Assertive. And I'm going to explain like how to contact, what to say, what to do. First thing you got to do is you got to write down 100 names. You say, okay, well, what am I looking for when I write down 100 names? I'm talking people that know you, people that you know that you can at least start with a name. Now you can end up writing their number down. If you have their number, write it down, but you don't have to have it. You could write, you got Facebook, you got Instagram, you got all this other stuff, LinkedIn, you got ways to reach out to them. I would start with the best though. I mean, I would start with like, I would definitely want to have, you know, some immediate family. If you're already listening thinking, Hey, I should, I don't want to do this because my family is not going to like me if I try to help them. You're wrong. And you should continue listening because I promise you, I am going to make you 100k over the next several months this year by working your own market. Know you and you know immediate family first, write down name and number, put it, put it in Excel, put it on a pad, whatever, right? When you're thinking through this though, you've got to be, you've got to be, you have to be assertive, but you also have to be creative because when you're thinking through this, the first 100 is going to be easy, but then later, it's going to feel harder, but I'm going to tell you why it's not. I mean, I know people that will make 500k this year by networking, referrals, and their warm market. And most of you aren't even making 100k. What you're going to be making fit the average about 48k a year is the average. And I'm talking about blowing this up so that you can make 100k immediately using these things. So that's the first step, write them down. You need to say, okay, Cody, well, I wrote down 100 names. That's a good start. And 100 is easy to do. Everybody can do 100. Most places will say, hey, write down 200, write down 500. I read a book one time about networking. And it said, if you couldn't write down 500 names, then you weren't serious about prospecting. I think it was called Prospecting Made Easy. If you couldn't write down 500 names right now, then you weren't serious about prospecting. You say, okay, how do I contact? I'm going to address that. I'm going to address it in detail. I'm going to give you specifics. As soon as we get back, I want to share a video with you really, really quick. I want you to pay attention to this. Focus on this. I'm about to bring some value to you that I'm going to come back. And I'm going to address how to contact these. I'll be right back. Mr. Yet, I promise I'm going to get you there. And what you just saw has a chance of helping you get there, level up. Everybody needs a coach. Everybody needs to improve. Everybody needs to be better. And everybody needs to make some freaking cash. I love Mondays with you guys. 100 names. You say, okay, how do I approach them? Like I said on previous video this weekend, let's just say that you're calling your, I don't know, say you're calling your uncle Jim. Jim? Hey, it's Cody, buddy. How are you, man? Good. Good. Good. Hey, Jim, I just wanted you to know, man, I'm in the, you may or may not have heard, man. I'm moving up. I'm in the big time. I'm in the insurance industry now. Absolutely love it. I plan on being the rest of my life. I want to make it a career. I know that you probably have own insurance. So what I'm going to do is I want us to get together. I'll take you to lunch. I'll buy you some pizza or whatever. I just want to review your current insurance coverage to see if I can put you in a better situation. I'm assuming that would be okay. Right? That's it. That's the pitch. They're like, no, no, no, dude, I'd rather you not, Jim, you own it. You care about me. You want me to be successful. True. This will not only give me a chance to review what you have and, hey, if I can push you in a better situation, fantastic. If I can't, fantastic. Either way, I still love you, bro. But if not, at least give me a chance to like practice and learn and get in front of people and try to help people that I love. Because if something happened later, you didn't have the proper insurance or you were paying too much all those years, guess who would feel bad? Me. So please don't let me feel bad. So what do you want? Pepperoni, cheese? You want to meet at Starbucks? What do you want, man? Let's Tuesday night, Thursday night, what are we looking at? That's the contact. You notice that I didn't ask, right? I didn't ask like if he had insurance. I didn't ask if it was okay if we got together. I didn't ask if it was all right to look over his current coverage. I didn't ask if we could meet right? He's your family. He's your friends. You're trying to help them and always use the language like put you in a better situation. You know, I'm your, in this case, nephew, whatever, right? So how to contact? I'm talking you want to do it through phone. It's easier for them to, you want to do it through phone if you can. It's easier for them to put you off, ignore you or give you a response that you don't want if it's through text or message or so let's, let's grow up. Let's get them on the phone and then let's get in front of them. That's the goal. There's always got to be a goal. Anytime we're doing anything, there's always got to be a goal and the goal is to get in front of them. That's it. If you can help them fantastic, if you can't fantastic, then what do you do when you get in front of them? When you get in front of them, you spend some time like hanging out, right? Warming up, right? Hey, because you're still family and friends. You got to treat it like it. Hey, buddy, dude, hey, and then you move into fact find, right? And here's the phrase. Here's the phrase when you were warm from warm to fact find. Hey, buddy, I appreciate you. Let me meet with you for a few minutes. I promise I'm not going to take long. I shall review what you have and see if I can do anything better for you. All right. That's it. That is the phrase. So watch this back later, rewind it, write that down, practice it, role play it. That's the phrase. Okay. The next thing I want to jump into is the rolling 100. So that's where you've got 100 names. One, two, three, four, five, six, Dylan, you may keep writing, all the way to 100, all the way to 100, right? You 100 names. And here's what you do. You have, you have Jim, you have Larry, you have Jasmine, you have Dylan, you have Lauren, whatever, right? So in this example, what you would do is if they buy or if they say no, then you take them off, right? So you remove them. So let's just say that Jim meets with you. He says, no, take him off. So you, but then you add, but then you add a 101 and you write someone else or you, or you, or you take him off the whatever and you replace him. So anytime this, anytime you remove one, you add one. So remove one, add one. And this is where being assertive comes in because I want to be assertive. If I'm not assertive, if I'm a sally, if I'm a, I'm not going to get in front of them, right? So that's where being assertive, telling them what you want to happen, going in on it, going after it will actually, maybe we'll be happy with that. That'll actually help you get in front of them and get what you need because at the end of the day, you can make 100K working your market this year if you do these things properly. And when I say creative, creative, this is the most important part. Stay with me now. The most important part is how you can be creative because what's happening is you're going to get to where you, you have 100 and then you're able to add some, but you stop being creative. Remember that you meet people every day that you could add to your warm market list every single day. I'm talking the lady at Starbucks, your waiter, your people in networking group, people that you play sports with, people you go to church with, your Sunday school teacher, your pastor, the guy that sucks at softball that you play with every week and you're like, man, he's, he at least makes some money off of it. You got to watch him swing, strike out every week. Like get creative. You meet people every day that you can help. I go to family reunions, I meet new people every time. It's your fault. Get creative and get in front of people. Get creative on ways to add new names to the bottom of that list. So 101, 102, 103, remove them, add one, take one off, add one. I'm telling you, if you follow this and yeah, you need to supplement this with like some leads and stuff, promo, scratch it leads, but at the end of the day, you can make 100K this year by working your warm market. If you think of it as a rolling 100, most people think about their warm market as, as it's these people and then it doesn't exist anymore. That's not true. That's not true. You meet people every day that you could add to your warm market list. So we're about out of time. I had a blast. I love spending time with you diving in and helping you make some money. Once you make 100K, post it in comments below. Dylan, I'm ready to take them out. I'm ready to hang out with them again tomorrow for phone phenome insurance agent training every single Monday, two o'clock central. We come hang out with you. Thanks for watching. Go help your warm market. If you love them, if you care about them, then go help them and check out the 8% monster retreat. So you can come hang out with me too. Appreciate you guys. Thanks for watching.