 Welcome to 8% Club every Friday at 2 o'clock, and today, thanks for tuning in. Today, we're live on Facebook and YouTube, just like always, but today we're talking about the three key components to having success with aged insurance leads. This is a topic that's come up a lot. I've got a lot of questions from agents about the topic of aged leads. And even though, yes, you will have a better chance of making money and getting a return on investment by working new fresh leads here at SecureAge of Mentor. However, if you don't have the money, or if you would like a ton of opportunity for very little money, aged leads can be an option, especially for new and struggling agents. You have to put a little bit more activity in it, a little harder to work. We'll talk about dialing versus door knocking those. We're going to talk about three key components today. So stay with me. I'm also, I'm going to cover the first key component right here. I'm going to cover the second key component from the whiteboard shoe. You want to stay tuned for that here in about a couple of minutes really briefly. And then we'll finish with a third key component back from the studio desk. So the first thing I want to talk about is that April's Nation 2019. I want to release that right now. I don't think we've done it on a, I don't think we've actually released it all on video yet. True or false, guys? I think we've done some emails and some graphics and we've thought about it. We've worked on it. We've looked at it. It's official. July 26th and 27th, 2019 in Dallas at the Statler. It's a five, you're looking on your screen now. It's a five star hotel downtown Dallas. Super nice at the end of July. Literally two days ago, we would have been about seven months away. So believe it or not, it will be here before you know it. April's Nation 2018 was a huge success. I'm talking 600 agents, 700 agents, a ton of fun, awesome time. We covered a lot. This picture right here that Dylan's showing you right now is the rooftop balcony pool. A couple dozen stories in the air. It's an incredible five star place. It's awesome. I'm telling you what, from the rooftop balcony, which they call the and bar, which they call the and pool, they call that the waterproof. To the VIP, where the VIP party will be. You're seeing a picture of the bowling alley right now at the Statler. We've got the VIP party seats about, it'll hold about 400. They have a bowling alley in the bar and party. You can see the Statler ballroom right now, the big grand ballroom. That's literally where the event will be held for about 1200 power freaking players from this industry. The speakers are going to be ridiculous. I can't, the names are going through my head. We were calling Mark Cuban's office a couple of days ago. I can't even mention the people that we're talking about yet because it isn't official. I'm telling you what, the Statler is going to be awesome. They've got the, for the VIP party, for the grand ballroom, we've got, we're actually making this a more exclusive intimate event. And we're only going to have a couple dozen sponsors and vendors. We're limiting it to 1200 attendees. We will sell out. We're looking to make this a more exclusive, intimate event. We've even got two team suites. If you want to bring a team of like a dozen, 15, 20 people and have your own team suite, then you want to check out our website, aprecination.com. Because we're just releasing it, I want to do something super special for those that are watching right now. I'm going to slow down for this part because this is the good part. You guys know me. I talk fast. 90 miles an hour, 100 miles an hour, whatever. However fast Randy Johnson throws a baseball. Either way, now, I'm not talking about Randy Johnson from American Idol. I'm talking about Randy Johnson, the lefty, 103 miles per hour. All right, so now, this second through New Year's Day, literally the rest of the year, plus the first, maybe. We're doing 80% off and buy one, get one. Between now, we've had people buy tickets and we're going to honor Bogo for those that already bought them because I'm not about, you know, hey, doing one deal and then giving another deal later. 80% off. General mission is normally $500. We're doing it for 97 bucks and we're giving you two for the price of one. VIP, so you're in the VIP party, you're up front, you get lunch. We're including VIP lunch both days with the speakers. That's normally $1247 right now. It's under 500 bucks and we're doing Bogo, buy one, get one. Same thing for Premier. Premier is 80% off. Normally, 2500 bucks, two grand. We're talking down to like 700 bucks and you get two for the price of one. So we're doing Bogo for the rest of the year. Go to aprecination.com right now. I'm going to jump into three key components for having success with age insurance leads. But go to our website, aprecination.com to claim that Bogo offer. All right, so the three key components, I want to jump into the first one because, man, I've already been on for about seven minutes, six, seven minutes and flying. The first thing is the quantity in which you need to work these leads, as in a dialer, as in door knocking. This is where I want to talk about dialing versus door knocking. Dialing is an efficient way to work age insurance leads, but only for very few people. That's my take on it because I say use a dialer, yes. Especially if you're going to call because you want to be working 500 age leads, 100 age leads, 1,000 age leads and you want to be able to literally, it's a contact sport, right? It's talking to a lot of people and you end up with some results. About 95% of people that you call will not be interested, but about 5%, you know, hey, they'll make it worth it. They may not have done something. They may have done something, you may have something better. They may want the new information, whatever it is. The more calls you make, guess what? The more sales you make, it's a numbers game. We talk about this all the time. And with a dialer compared to hand dialing, especially with age leads, you can quadruple the amount of calls that you can make. And so, yeah, I'm all about hand dialing. I'm all about when I'm calling new leads. When I'm calling age leads though, I want to use a dialer, call through hundreds of leads as fast as I can, or I want to door knock. You guys know I talk about efficiency and I'm going to compare a couple of numbers and break them down in just a second. But the reason I would say for new and struggling agents, if you don't want to make the calls, then door knock, because most insurance agents, even though they can probably be more efficient using the phone and a dialer and actually calling these, most agents are scared of the phone, that's the first point, or they're no good on the phone, that's the second point. You're either afraid of it or you suck at it and so you don't end up using it at all. If you're going to call, use a dialer. But door knocking can be efficient because those new and struggling agents that hate to pick up the phone, that phone feels like it's 800 pounds and you're like, gosh, I can't get it up to my ear, I just hate it. It's so difficult. With those agents, they may want to consider door knocking simply because maybe they will actually follow along and do it. We talk about branding, we talk about marketing, we talk about the studio. I'm going to the whiteboard literally right over here in about 60 seconds to talk about the quantity and breaking down the actual numbers. So we talk about dialer, we talk about door knocking, choose one or do both, but you must do one. If you're scared of the phone, then door knock and door knock a lot. I think door knocking is a great way for agents that are new or struggling to get in front of people and make sales. For instance, if I had to guarantee somebody do something to have success, it's probably door knock quite a bit because I took, there was a group of six insurance agents. We went down to Arkansas to door knock for a weekend, some aged leads. Every single person made a sale because we door knocked efficiently. We had some new agents with us, some experienced agents. Door knocking allows you to get in front of people. The name of the game in the insurance business is to get in front of people. Dylan, let me know when you're ready to go to the whiteboard, brother. You good to roll? Let's do it. All right, we're gonna jump over to the whiteboard and talk about the quantity of leads. Stay with me, follow me over here. We're gonna talk about the quantity of leads. We're gonna talk about the quantity of leads in general, and we're gonna break down some numbers. So I wanna look at this from both angles. So I wanna look at this by actually making calls and I want this to look at this by actually making door knocks. So, because no matter what you do, let's just say that you grabbed 100 aged leads and there's ways for you to grab older ones and get 1,000 for like 1,000 bucks or 500 for 1,000 bucks or 100 for $300, whatever. They're inexpensive. It gives, agents don't have a lot of money, the opportunity to go make sales and get in front of people without spending a lot of dough, Dylan, right? So with calls, say you're working 100 aged leads. Say you call all the way through the whole list. Let's just say that you make 100 calls. You should call this list multiple times. I'm talking like six times because six times gives you a 90% chance of contact. Now, maybe not with aged leads because some of the data and information is gonna be incorrect, so it won't be perfect. But let's just say that you made 100 calls. Let's just say that from aged, let's just say that about 30 answer the phone. We normally say about a 30% contact rate, right? Out of that, I would normally say you would set one of every two or three of new. With this, you may book, you may actually set appointments with one out of every five to six, right? That you actually speak to. So in that case, let's use six. And so in that case, you set five appointments. Let's just say that you get in front of five people and some ages may be worse than this. Honestly, that's the thing. If you're not any good on the phone, then these numbers may not even make sense at all. Let's just use these numbers for now. So five set appointments, let's just say you get in front of them because their age is a little different. Let's just say that you make two cells, okay? Let's say you have a 40% closing rate, right? Okay, 40% closing rate, two cells. Let's just say the average sale is 60 bucks each. So that's $720 times two. That's $1440 of annual premium. And you probably spent, I don't know, $250, $200 to 300 bucks. Is that a good ROI? Yes. Now that you have to work harder and spend more time and you may have to call through these a couple of times to get these numbers. Sure, but that's kind of how I can think of breaking down calls. Now let's think about breaking down doorknocks for a second because a lot of times for an agent that's struggling or they're new or they're just not any good, you're afraid of the phone, it's 800 pounds and you don't want to pick it up, then what happens if that's the case? Doorknocking gets you in front of people and it's easier for them to say no over the phone than it is to your face. You know, we talked about it a few shows ago how you could make like 40 bucks by doorknocking. Let's just say you have the same 100 leads and let's just say that you did 100 knocks in one week, okay? So that, what is that? That's 20 per day times five days, right? And you get 100 knocks in, that's extremely possible. Like that's not duke or I'm not exaggerating, bro. That's legit. All right, so 100, so you do 100 knocks. Out of 100 knocks, let's just say that about, oh, let's just say that about 30, let's use the same numbers, about 30 answer the door. Could be a little higher, could be as high as 33, 35, 40, somewhere in there. I'm gonna be conservative, we'll say 30. Out of those 30, let's just say that five, let you inside to actually run an appointment because the goal is to get in the house, nothing else. Don't set future appointments, get in the door. You sell five, but you say that you end up with two cells, all right? So in both of these cases, this one you may have to make 200, 300, 400 calls to get to these types of numbers. Who knows? In this case, you probably need to knock them all, you know what I mean? One time for the week and averaging 60 bucks. Even in this example, you end up with probably similar type numbers, 1440 bucks of annual premium. But the reason I show you both examples is which one are you more likely to actually go do? Are you more likely to pick up the phone? Let's just say you had to make three calls to these leads to talk to 30 people, right? Okay, so you had to make 300 calls. Are you more likely to make 60 calls a day for five days? Maybe, or are you more likely to go doorknock on 100 doors for an entire week? Most agents are scared of the phone, they're not any good. So I think that even though this is probably slightly more efficient because you're not spending all your time out in the field, but there's something to be said for being out in the field in high activity and that's why actually door knocking is a better fit even though, if you're gonna call, use a dialer, right? We talked about this point, number one. But even though door to door and actually knocking, there's even a door to door conference nowadays, knocking is better for most agents. I love both. If I want to be more efficient, I'm very good on the phone. I should probably make calls even though I'm great in person too. I got a big ol' smile, I'll put on some charm and I'll probably get in the door, right? Like Matt, dude, he's a charming dude. Hundred, you could be successful either way, but you need to know, we have a lot of fun in here too, but you need to know which one are you more likely to go do and have results? That's what you do. I'm all about preaching, hey, do the hard stuff and do the stuff that unsuccessful people are unwilling to do and do the stuff that nobody else will do. Yes, I do that stuff. But you can have success either way, but you gotta have a plan and you gotta execute the plan. So whatever that looks like, I love breaking down numbers with you guys because it's all about a plan and executing. So let's jump back over here and jump to the studio to finish up the show with Mr. Dillon as we talk about having a system in place and working it well. That's why that's a perfect setup. We talked about the dialer and knocking. We talked about a large quantity of leads. Now we talk about a system because a system is the best way to finish this off. So you saw the system here, maybe it was 300 calls. Maybe it was, hey, I'm gonna make 60, whatever it is, I'm gonna make 60 to 100 dials a day for five days or three days or four days, have a system or hey, I'm gonna go door knock 20 doors for five days during the day, nine to five, and I'm gonna get my 100 knocks in and I'll probably make a couple sales, right? But making $1,000, $1,500, $2,000 off of a measly few hundred bucks by door knocking a lot is something that most agents could be successful with if they put that system in place and actually followed it. Now, a few things if you're gonna call. Obviously we talked about you gotta use a dialer. You gotta commit to three to four days of dials. You gotta develop a script and stick with it, which we've given you the example of the script before. You need to use a CRM to stay in contact with people. You can automate texting and emailing, all that stuff. But at the end of the day, it's all about having a system and executing. You can have a ton of success working age insurance leads if you will execute. That's the word of the day. Dylan, don't we have a lead sale going on, man? I think at Over at SecureAgeEventure.com we're doing something where you can get like six, seven, eight bucks off a lead for only until the new year. Something that we normally never do. This just, you don't give massive discounts off of leads, but hey, the end of the year for the chosen few that'll invest a little bit of money to have success, they will absolutely, it would absolutely work for them. For instance, I got a text earlier from an agent that texted me and said, hey, Cody, I'm so blessed that you shared these leads with me and other agents. I've made sales and they are great. I will be ordering more as soon as I get back from vacation. Thank you for making me a part of your success. Wow, agents out in Vegas, legit testimonial. Also, if you wanna go to the conference, if you wanna be successful, if you wanna surround yourself with people on the same mission as you and you want to take your game to another level, then you'll grab a ticket to Apricot Nation for 80% off with Bogo. You buy one and I'll give you another one for free or I'll pay for the second one, whatever. But you've gotta go to apricotnation.com to check that Bogo offer out. Again, Apricot Nation 2019 at the Statler in Dallas July 26th and 27th. It's gonna be an incredible time. We're gonna have an awesome speakers, an amazing event. If you or your company wants a team suite, a big group of tickets, or the chance to be a vendor sponsor or even speaker, those are available if you wanna scale and grow and think bigger and get your brand out there. This was all about having success with aged insurance leads using those three components. This is 8% Club. From everybody at the office, the secure agent mentors, secure agent leads, the Cody askings, everybody. Thanks for watching. Have a happy new year. We'll see you when we get back in the new year. What's your target for 2019? And are you gonna hit it? Let's do it together.