 Welcome to Wednesday dude. We need like a professional name for this guys, but it's Q&A with Cody every Wednesday at 2 Derek Duker one of our new guys. He runs our social media our blog and our email list He actually asked the questions that you've submitted so we had a lot of good questions So first I want to say thank you so much for submitting those questions today I'm going to answer those because we got a lot of questions from new agents experienced agents Especially on our YouTube channel a lot on our Facebook a lot are directly messaged us We had one come in last night. I believe that we added to the list And also if you if you have a little context to do to add like name and state, you know eventually then that'd be cool, you know just to Let you know that you know, they're not making them up and then I'll believe you Now they're legit. We had a lot of people submit them. Thank you for the questions We're going to answer those right now. I say we jump in What do you say you ready? Ready. Let's do it, bro. What do you got for us? What are some good systems you've implemented to maximize efficiency and save time? Oh, okay So what are some good systems that you've implemented to maximize efficiency save time? I forget he's mic'd up I don't have to repeat that. Okay, so what I do is One of the things that's one of the things I'm focused on for 2019 is being more efficient one thing that I do There's two things that I do that help me be more efficient. I every Sunday night Well, I would say obviously you guys know I write down goals every morning But the the main one is every Sunday night I put together a to-do list every Sunday night I spend time saying okay These are the things that I have to accomplish this week and then I set out to actually Accomplish them because that's one of the things I'm learning is a week can just fly by it can be gone and before you know it You didn't anything done like life happened. You were busy. You took a lot of calls You responded to a lot of emails you went to the bathroom a lot You drank a lot of water you drink a lot of coffee you had some meetings and before you know it But antipuff the whole week is just gone. It's like the whole thing is over and Imagine that so let's be more efficient Moving forward from now on I need you guys along with me. You hold me accountable I'll hold you accountable. We will all continue to be more efficient moving forward, right? I mean, it's really okay. I'll see these guys to in the studio You're really is there anything that you guys see that helps us be more efficient in What we do obviously you guys know I plan for the week You know, I write down goals, you know, we do the meeting every morning to get the whole team on the same page We do marketing meetings. I also do one-on-ones every month to set expectations Responsibilities and a timeline for every person that's on my team because it's super easy for us to just go through the motions And get nothing done So that's one the biggest thing is focusing on what actually moves the needle is the best way to be efficient I think it's a it's a simple answer, but I believe it's the best answer How many leads do I need to have for it to make sense to have an appointment setter? Okay, I would say Mmm, goodness, that's a good one. Ah, I Mean you can make time to call anything some some agents suck on the phone and you should door knock But to answer the question I would say I Probably It's got to be over like 25 or 30. It's got to be over 30. I'm thinking like 30 40 50 leads Because at the end of the day you've got to get in front of people and if you're not great on the phone Or if you personally know that you're not going to be self-disciplined enough to pick it up then either pick up the phone or Hire someone to do it for you like either be self-disciplined and stop being lazy or just hire someone to do it And I think it's on a case-by-case basis But I would say if you're north of 25 30 then then that definitely helps because you need to exhaust those and that's a lot of calls What's the one thing agents should be doing to prepare for the new year? Oh Okay, one of the biggest things I notice is nobody nobody has a plan. There's no goal for the year I was I was only successful my first year when I made 117 K in eight months 19 20 years old in college playing basketball. I was only successful early on because I established a goal I wrote it out. I signed it have my father sign it and we put it on my wall I think that's the biggest thing is you've got to figure out. What do you want in 2019? What is your target? What would you like to hit? What would you all like to achieve and what steps do you believe do you need to take to actually hit that? That's I mean, I would I would do a lot of reflecting I always do a ton of reflecting over the holidays because I I Still work, but it's you know, there's a lot of family time. You're sitting on the couches looking at people and Acting like you're listening, but you're really thinking about your business and how you can blow up point 19 Did you maybe maybe maybe you guys too? Maybe I just need you better listening But think about some ways that you can be that you can actually achieve a goal So if you're like an average agent you're making like 48 grand a year, how do you make? How do you make a hundred grand? How do you make a hundred and fifty grand and then set a target for yourself for 2019? Publicize it. I love putting pressure on myself. I've got a big goal like a personation was a big goal I love putting pressure on myself to achieve that big goal So I'll put a video up of me saying hey, I'm doing this either you get on board or Be on the sidelines and watch me, but I am making if I'm an agent. I'm making a hundred grand in 2019 Watch me on my journey and then I you put pressure on yourself. So that's a target Put pressure on yourself make it public. That's how you really know someone actually cares about hitting their target if it's private they don't believe it like once you've made it once it's public they believe it and And then write it down every morning Because then you know what you have to do What's the biggest mistake agents make when calling leads? Mmm-hmm The biggest mistake agents make when they call leads There's several but if I had to choose one because you guys know my favorite way of getting someone to pick something is Hey hypothetical if you had to choose I'm gonna do that on myself right now if I had to choose one I would say that it's they don't sell a drop-off time. They don't sell a time to drop off the information They talk too much. They get too much information. They give too much information They get too much information it becomes too much of a dialogue too much But back and forth like the call shouldn't last long the call should be The person answer the phone you say Betty. Yeah, this is Betty. This is Cody I'm getting back to you about your request for the new final expense information now Betty The only reason I'm calling is I'm the local field underwriter and I've been assigned to your area I'll be out there in the Lebanon area on Friday. What do you think's best? What do you think is best Betty? Should I drop this information off in the morning or in the afternoon? Like what part of that pitch that actually works and you see me do it live on video from Jamaica What part of that pitch did I ask about health? Did I say the word appointment did I say the word life insurance that I say the word agent did I say the word insurance agent did I Did I ask about tobacco or height and weight or give them a quote or make sure they're gonna be there or You know tell them it's not free. I mean I just I Selling drop-off time. I book a drop-off time and then I move on most agents spell it calling leads because they Don't know what they're doing and they end up doing Stupid stuff like that Every time I put out an ad for final expense leads people think it's free. Is this avoidable. Hmm. I Remember this one. So so there's an agent that buys when I'm out of worry buys leads. He says hey some people think it's free. It's Not avoidable totally it's always gonna happen final expense is a lower-income demographic. It's just going to happen. Okay There's ways. I mean normally when that comes I don't get that come up like I asked my wife this morning I said hey, I talked to four leads on video in Jamaica. How many of them said they thought it was free? None because the word tracks and the things that I say don't lead to Anything other than me dropping information off So price is not like it doesn't cost anything for me to drop it off but a response hype I mean normally if it comes up the agent is doing something incorrectly for it to come up Hypothetically if it were to come up It shouldn't but if it does because I guess it could someone could just randomly say does this cost anything, right? Or I thought it was free You can say Now the that this is for information to help cover the additional cost because the government so security does pay out of $255 death benefit, but that's all My time is free. It's complimentary the company's paying for that and The information is also free and complimentary. So because you responded I've got to give it to you I've got to bring it by our mornings or afternoons generally better It's agree Answer and ask and I let them know that the information is free I'm free that the government 250 dollar death benefit is free and all these other things and then ask a question So that's a great response. It shouldn't come up a lot if it does the agents just is doing something incorrectly I don't get it much when I do. That's what I say How do you sell insurance to people who have it through work? Okay, so I think we got this question a couple weeks ago with work say hey, I have insurance through work You know what I always tell them hey, it's like renting versus buying a home Most people that I know that I do business with prefer to own something Having insurance through work You're renting it because if you get fired if you get sick if they let you go if anything happens The company goes under they go out of business. Guess what? You don't have any insurance anymore because it's Temporary you're renting it most people. I know they only buy insurance for one reason And that's to make sure that it actually pays out in the event of their death There's no reason to make a Possible scenario out of that or a potential scenario when you rent something So let's make sure that you own it and then it actually takes care of what you need I'm assuming that you would like that, right? That's a question because I don't believe in say anything a rebuttal without a question What is my best plan of improvement if I'm getting in front of ten people weekly, but I cannot close 40% Okay, so if an agent's sitting with ten, but they're not closing 40% There's been times where I didn't close 40% I've got two answers the first one is if you're cold-calling your cold door knocking. Yeah You're probably you may not you know But some ways if you're working leads or people who actually have interest some level of interest That's what elite is then I would suggest to I would suggest Say the second part of that again say the ending of that again do it real quick If I'm getting in front of ten people weekly 40% right? Yeah, but I can't close 40% to get above 40 to say it like half or At least half it always comes down to two things It always comes down or I would say I would say three things it comes down to the relationship that I'm building with the prospect it comes down to Me actually going over the benefits and getting feedback and them seeing the value And it has to come down to not talking price or showing price or talking budget until the end When I actually show them options and I show them three options in descending order if I do those three things I felt like I've accomplished those I always make the sale 100% of the time if I have a relationship with them We get along they feel like I'm a friend. I'm getting there. I'm earning their trust great check if I'm Providing the benefits and they actually see the value in what I'm talking about and they're engaged Check and if I show them the right options in descending order and get them to choose one check When those things three things aligned I make a sale when they don't Or only two of them aligned. Maybe I've got a relationship and maybe I show benefits Maybe maybe maybe the whole conversation was about budget and how much they can afford. That's stupid. Who cares? then At that point if only two of the three are involved Then I may not make the sell if one out of three are involved I won't make the sell if all three are involved. I will make the sell So there's a won't make it a may make it or a definitely will dude. I'd rather definitely will every time When door knocking how do you pitch to get in the door of an aged lead that's several months old? Oh, yeah, that's good There's a few different ways to take that so your door not gonna lead Say it's age say it's three months old Whatever it is I would have the lead with me or what if you could show them something it didn't matter either way, but hey They open the door. Hey, but hey John. How are you? I want to make sure that they know I know who they're who they are not a random salesperson trying to sell a curbie vacuum John Hey, I'm Cody. I'm the local filled underwriter assigned to this area I work in this county and I'm getting back to you about your request for the new final expense information That you had requested sometime over the last couple months. I'm sorry. They keep me really busy I'm sorry. I'm just now getting out here, but I have the information and I need to go over it right now Can I come in for a quick second? And that's it and I would get good at that I would refine that like even mine pitch wasn't perfect there because it was off the cuff I haven't door knocked an age lead in years But I still had like the idea of how to do it and what to say so I would write it down I would make it similar to that I would tweak it. I would write it down and then I would Dude, I would role play it. I would I would do it. I would say it to the mirror and Smile and then I would just Get it get it down to where it literally I've got it down to a science and I could say it You know to the clerk at the grocery store if I had to What script would you use for a cold list of people with homes valued? 300,000 or higher What cold list would I use for people to have a list? Okay, okay, so I would relate it to mortgage protection because you just said homes of 300k or more And if I was calling about cold stuff I would do it similar to our cold calling script that we did live on our cold calling show Which I think was like You know, hey, this is Cody I'm getting back to everyone in the Springfield area about the new mortgage protection information I'm assuming that we got this to you. Is that correct? Maybe so I don't know if I got it or not, you know, that's what they normally say Okay, well, it's just my job to drop it off I'll be out in your area on Thursday is mornings or afternoons generally better like that's like so simple and short But I mean something similar to that if I was going to just jump on and do a lot of cold calling To and Albert the age leads is a good thing to do or knock man. I mean, it's the activity I think agents if they need they need 60 to 120 door knocks a week depending on the type of door They're knocking and depending on their skill Most agents don't don't knock on near enough if you want to have success that I could do or knock I could buy a list of a 100 or 200 age leads for like a buck and then go door knock them all for a month and Repeat the cycle or whatever and dude. I'm gonna I'm gonna I'll make 10 grand like I just will and I'll probably spend $200 400 bucks like it's but it's the activity. It's it's the consistency of it That's it banana puff banana puff. We are done 16 minutes and 17 seconds from when we started live Q&A every single Wednesday Two o'clock central center time. I'm very grateful that you guys not only watch our content that you subscribe That you like that you comment and that you actually ask questions that we can answer in real time through our different Platforms and channels and that we can also address on our live show Thanks for watching Cody's live Q&A every Wednesday at 2. Have a great week. We'll see you Friday 4 8% Club go try our leads something crazy today. If you're not following our 12 days of Christmas We're trying to give people to we're trying to give an agent 20 free leads today So make sure you go back and check out our posts. So check it out. Have a great week. Thank you guys. Thanks, Duker Thanks Dylan. Let's do it