 What is up? Welcome to me. I'm excited to say this you guys ready you guys ready for me to get this out welcome to phone Phenom You guys won't be a phenom you maybe maybe you don't even know what it is You know what when I think of phenom, maybe I think about being phenomenal and I know you guys want to be phenomenal I'm gonna get into the definition in just a second. Why are we doing another show? Why? Couple reasons real quick number one. I love Producing content to help insurance agents. We have a studio that cost us 4050 grand to build So we might as well use it. Am I right? That's point number one the second reason is Not only do we love producing content helping agents, but the phone is the number One sales tool on planet earth and it's also the number one thing that Insurance agents struggle with if we're trying to change this statistic together that 92 percent of agents Fail sucks, right? It's awful. It's horrible if we're trying to change that Then you need to be good on the phone. And so when we jump jump into the show Today we're gonna give you statistics, but when we jump into this show every week We're gonna do all kind of crazy stuff to get your fear of the phone to vanish We were we were proclaiming that we're doing this show earlier today and someone came out and said hey my fear Keeps me from picking up the phone. How are you gonna help me? I'm helping I'm gonna help you make some freaking moolah. So thank you for joining us on Facebook and YouTube the goal Just to proclaim it up front the goal for phone phenom Is to get you amazing on the phone is to make you Absolutely phenomenal on The phone which camera angle do you like better? I want you to be phenomenal at the art of using The telephone this little bitty device Scares more people than anyone else and it's insane It's unbelievable why this phone would start to scare people and why you would not pick it up Because it's a freaking hunk of plastic keeping you from making six figures Keeping you from eventually possibly making seven figures is because you're scared to pick it up and you're not an Assassin at the art of using the telephone. I need you to be great for you to be successful You got to be great. So let's jump into the definition. So the definition of a phenom. Are you guys ready? What do you think the definition is? I didn't even know this a phenom is a Tell me in comments below in Facebook and YouTube if you're okay with this being you after several weeks of us helping you With your art of skilling up on the phone a phenom is a person who is outstandingly Talented or admired Especially and up and comer. Are you an up and comer? Are you outstandingly talented or admired for your phone skills? I love the phone I'm a freaking phenom on the phone There's no doubt in my mind and I'm doing this to help you be a phenom on the phone as well I want you to be outstandingly talented. I want you to be admired And I want you to be a freaking the next up and comer in this industry That's what I want. You want that. Do you want that for yourself? I want you Tate to be an up and freaking comer in this industry and that's why we're gonna do this together So I got a bunch of stats that are gonna blow your mind That are gonna surprise you that I want to jump into Dylan any Comments or feedback before we jump in We just get we got lots of people on YouTube watching right now and a lot of them are saying they they need help on the phone Come on. Give it to me. That's right. I'm with you. I'm with you. Thank you, buddy Awesome. We'll do it. Hey when you guys have questions put them in Dylan is mic'd up for the show today to address your questions to be able to tell me when you got something good That's freaking gold because the goal of this is to make you a phenom on the phone That's why we do that's what we're doing this. I'm a phenom of using the freaking telephone Like I don't know of anyone that's better at using the telephone to get what they want than me And I'm gonna transfer that into you over the next Days weeks months years and decades, baby. All right, so let's jump into the phone stats. You ready? phone statistics in 2007 I want to get some stats out of the way I want to educate you a little bit because for you to be great at this You've got to be educated informed right or wrong true or false. You've got to be educated a little bit. So in 2007 12 years ago it took an average of 3.68 we'll call it three called call attempts to reach a prospect So when you called someone it took three an average of three attempts to get someone on the phone now a Decade later it takes an average of eight eight attempts Eight attempts to get a prospect on the phone You wonder why most of you Struggle at using the telephone most of you struggle at using the telephone Because you go once and you give up You go twice and you give up You may go three times in some random rare Occasion and then you guess what you give up. I don't want you to give up on me anymore If it takes an average of eight attempts Statistically to get someone on the phone and to reach a prospect then let's go freaking eight. I've been preaching six Let's make it ain't right because I want to do everything in my power to make sure that I'm helping you succeed And so I mean because I said it a while back Harvard Business Review and inside sales comm they did a study 100,000 internet leads over three years What they noticed is it took? once you called It does take an average of eight attempts. So there you go When you went six dials to a lead Six calls to a lead you had a 90% chance of contact Most of you are giving up way too early. You're not going deep enough You're not going far enough. You're lazy. You're lethargic. You're not picking it up enough one two three four five six seven eight That's all I'm asking So that's the first step Remember that because that's gonna be a huge helper the second one about 80% of cells I've preached this before about 80% of cells require five follow-up calls after a meeting and 44% of cells people give up after one follow-up call they say That the average that cells are made between the fifth and 12th contact Are you going five to 12 touches? I? Preach 12 touches in 72 hours Write that down Dylan will address that next week about my specific 12 touches Duke are also came up with another phone idea for next week on specific stats of hours and days to call and all that We're gonna give you so much education that it will blow you away 80% of cells require five follow-up calls and most of you Aren't even going once I guess about half a year going one time any thoughts over there Dylan Not at the moment. All right about number three about 70% of people make purchasing decisions to solve Problems, I've been okay. I had a veteran agent preach this to me a decade ago when I got started in the insurance business and he said You are a you're not an insurance agent He said you are a problem solver a salesperson. It's someone that's supposed to solve a problem It's your job your duty your obligation your responsibility to solve a problem 70% of people make decisions just because it's going to solve a problem you buy leads from secure agent leads and me Because you're hoping that it's going to solve a problem of helping you make more money right around true or false Yes Just think of yourself as a problem solver. You're not you're not a salesperson a lot of agents say they're an order taker I'm no order taker. Yeah, I'm a freakin. I'm a phenom But I'm a phenom that's gonna solve your problem Prospects number four prospects that buy have fifth about 58 percent more objections than prospects who don't This is surprising Dylan, I'm gonna go to the close camera too because I want to talk to you guys right now really close and personal prospects that buy Present 58 percent more objections than prospects that don't so my Summarization of that is that prospects that give you no objection. They don't give you objections They're not a buyer So when you get objections on the phone and phenoms understand this when you get objections on the phone That's a buyer If they don't give you an objection, they're not a buyer. I Preach us all the time when we call leads I prefer that they own life insurance when I prefer the lead owns life insurance when I call him Because they're used to it They're giving me an objection that they already own it and they're used to paying for it and they believe in it That's why I wanted to reinforce that Objections are good That's kind of that's kind of rare. You don't think about that, but objections are actually good Weird right the objections are good. I don't make any sense. Cody. What are you talking about objections can't be good objections are good duh, I Don't make sales without someone giving me a what an Objection I don't make sales unless someone gives me an objection. I just don't So I prefer objections So when when I see something like that says that prospects that buy present 58% more objections. I'm like No crap Sherlock, but you guys don't know that Or you think that when they're giving you objections, they're not a buyer I'm gonna let you know a little secret If they're giving you objections They're a buyer There's no doubt about it. They're a buyer next thing is this one's gonna this one kind of this one will surprise most people It didn't surprise me, but tone. I'm actually surprised by the statistics a little bit I would have said about 60 40 70 30, but 80 20 not 86 14 80 tone is 86% of the conversation the words you use are 14% Most people don't show I was training the sales team this morning. Most people don't show confidence on the phone They're not asking questions. They're not in control and they're not punching the person in the mouth and getting their attention Tone is 86% so if you have a hundred percent available tone is 86% of the conversation your tone when you're talking to someone 14% only 14% is the words that actually come out of your mouth You could say the worst thing in the world and if you present it with some enthusiasm You present it in control and you present it in a good manner. Apparently It's more important than the words you say 86% tone is more important The words are only worth 14% of that hundred percent pie your tone is important if you're if you sound mono tone and you don't like listening to yourself the Prospect isn't going to want to listen to you either If you don't like listening to yourself, they aren't going to want to listen to you newsflash if you sound horrible Then no one's going to want to talk to you so improve your tone Next one the optimal voicemail message bear with me or this one's good I'm gonna go back to the side camera because this one surprises me the optimal voicemail message is Less than 30 seconds long. I want you guys to do me a favor I'm gonna give you a voicemail right now, but I want you guys do me a favor when write down that When you're sitting there right now rehearse your voicemail or write it or do it after we got the show either way rehearse your voicemail I Promise you it's over 30 seconds long Most insurance agents are puking on people through their phone The optimal voicemail message is less less than 30 seconds For instance, let's do it. We're gonna stay on this. I'm gonna stay on the side camera because I'm gonna pull up a A timer stop watch Let's try this Miss Betty. This is Cody. Hey, I'm getting back to you about your request for the new final expense information now Betty I got some really good news. Call me back as soon as you can my numbers 9-1-1-1-1-1-1-1 come back as soon as you can ask. It's got some great news about the information that you requested 19 seconds almost 20 seconds, okay Moe, I guarantee you the average insurance agent voicemail is about a minute About three times longer than that because this is what you say Hey, Miss Betty Smith. This is Cody Askins with no negativity insurance company Actually, you know what? I'm gonna do that. I'm gonna even do it right now This is what most you say and we're gonna test this out. I thought voice so much is less than 30 seconds I don't want to leave one longer than 20 because I'm never gonna be average, right? I'm not gonna I'm not gonna meet a statistic I'm gonna exceed a statistic. So here's what you guys do Miss Betty. This is Cody Askins with no negativity insurance company Looks like you went online saying that you wanted a quote to buy some life insurance now I just have a couple of questions for you so that I can get you the information that you need Again, it would be really great if you could give me a call back. I'm sorry. I missed you My number is 9-1-1 800 9-1-1 9-1-1 1 Again, Miss Betty. This is Cody. My number is 9-1-1 800 9-1-1-1 Please give me a call back as soon as you can. I need you to get you that information I'll be out in your area on Friday and I stay pretty busy But again, you should be able to reach me if you call me back I would like to schedule an appointment to come out and give you that information, okay? So please give me a call back as soon as you can 49 seconds 48 and a half seconds that is two and a half times as long as a voicemail should be Most of you no lie put it in comments right now Facebook or YouTube. No lie. You're doing that Put it in comments face Facebook or YouTube. I want when we get done I want you to time yourself video yourself leave it a voicemail and send it into our office send it to my email Cody at Cody askins.com I guarantee you you're using way too much time on your voicemails 50 45 50 seconds 55 60 seconds Anything over 30 is way too long. Okay It's hard. It's hard for people to keep your attention, right true or false. It's hard people to keep your attention if that's true Prospects are humans, too It's also hard for you to keep their attention if someone leaves a voicemail. That's over 20 30 seconds It's way too long even over 20 seconds. It's just way too long. I'm telling you it's gotta be under 20 I showed you 19 seconds. I didn't even know how long it was before we jumped on the show I didn't even plan on doing that, but It was perfect, right? 19 seconds is a lot better than a minute. You've got to get your pitch down You've got to shorten it and you've got I like the no negativity insurance company That may be something you need to name your company But just in general think about your voicemail pitch it script it role play it You should never do something that you haven't practiced That's just stupid 50% of cells go goes to go to the first salesperson to contact the prospect. This one's really good 50% Half of cells go to the first salesperson to contact the prospect Are you first to market or are you lazy? Phenoms are not lazy phenoms PHENOM They are first be first be deliberate be intentional and be a freaking rockstar because you are first and Because you're not letting people beat you 50% of cells go to the first salesperson. The other 50% is shared by another 3 4 6 8 10 12 people valley our leads are exclusive But that doesn't mean that the person isn't responding to another ad online or a direct mail piece or a commercial or a Phone call, right? They could be responding in multiple different ways. There's billboards. There's commercials. There's there's TV There's direct mail. There's brokers clearing house. There's surveys. There's free iPads. There's like it is so Freaking convoluted nowadays that you need to be first You just need to be first next one using Did I catch you at a bad time makes you 40% less likely to book a meeting? Wow, I don't like that I used to use that when I was early agentated I catch you in okay time to catch you to bad time to catch you It makes you 40% less likely to book a meeting because it's telemarketing. It just is we don't we don't ask that crap anymore You've seen my script. I'm gonna go through my script in detail calling tips phone tips We'll eventually add telecells to this too. I'm telling you the phone phenom show will be your favorite show I'll be shocked if it isn't did I catch you to bad time to catch okay time like did I catch you to good time? How are you it's telemarketing This is Cody. I'm getting back to you about your request for this I'm the local filled underwriter assigned to help you I'll be out in your area on Friday now Betty. Tell me should I drop it off in the morning or in the afternoon? It's simple and did you ever hear did I catch you at a bad time to catch you? Okay, time to catch you at a good time or how are you doing or? I'm looking for so-and-so or is this so-and-so or hey, I need to talk to so-and-so and none of that right I Like asking questions, but I don't like asking stupid questions Next one forty one point two percent of sales people said their phone is the most effective sales tool Can I get an amen in Facebook or YouTube comments this thing this big ol thing? this big ol thing For over 41% of sales people said that it's their most effective tool and I'm telling you it should be a hundred percent Unless you're like a I only doorknock and I'm a doorknocking freak. Maybe that's you But most sales people I'm telling you if you get good at this you can be so efficient So positive and such a freaking rock star that you freaking slay and dominate most This is your most effective sales tool number one sales tool on planet earth right here Thank you Who created the phone? I don't know I know this Steve Jobs created this one, but he didn't create the original telephone. I Should know that but Alexander Graham Alexander Graham bell. Thank you brother. Dude. We owe you this show man. Thank you Dylan see that was a test I said it pretty quietly because I wasn't very confident lack of confidence Dude, I don't know. I didn't know I do it now, but that's good. Thank you, buddy All right best time to cold call best time to make calls It is like four to five so like I like weekends at four to five I like evenings at four to five four to six like that's a great time evenings weekends If you're looking at like during the day during a work day like between eight and five four to five Second best time is eight is in the morning like eight to nine and then the worst time is during lunch That'll surprise people worst time of the day to call is during lunch Any questions before we wrap up our very first show? Let me know what you think in comments Facebook and YouTube phone freak We should have wish it added a P spelled freaking with a P phone freaking phenom I want you to be outstandingly talented Abnormal amazing in a phenom anything else the any questions or thoughts? No, we got a couple questions just talking about calling old leads, okay But we've we've had some videos about that if they want to go check it out. Absolutely, okay Yeah, and you know even calling the old leads. I don't like to tell them that they did it a year ago I like to act like it's fresh because they may have responded to somebody else. I like that's one tip right there I like to keep it fresh. I don't like to act like they did it a year ago. I like to use the same script whether it's new or old I don't care. It still works. These are stats and Statistics that you need to know because if you're not in the know you can't be a what You can't be a phenom But I'm all about helping you succeed I'm gonna pour content on you because 92% is way too high. It's my job to help you It's my job to make you successful and I'm jacked up about helping you, which is why I'm bringing the most passionate dude on the planet to speak to you at a percent nation The mr. Michael Irvin pulled up my tag like it's me dude. I got to get more passionate that dude is a freaking passionate Dude Michael Irvin is passionate. He's hungry. He knows his stats and he's not gonna call someone one time Because he's a phenom at what he does He did anything good. It's gonna be on the phone, but dude. He's a phenom at his craft Because he's not lazy. I want you to spend some time with us at this event. Also real quick before we go off I want you to I want you to Check out Cody ask ins.com. We've we've had several people just had another one actually As well just had someone grabbed our We've had a few universities go today mastering insurance telecells a Cody's trick people are signing up for Cody's training program as we speak Thank you. Carrie who just signed up at 5 24 p.m. Central time. So thank you Cody ask ins.com is it's it's all about helping you I've got a new for those agents that are new and you're struggling. You're like man. I want to be amazing I want to be a phenom at all aspects of the business. I've got a new it's called. It's Cody ask ins.com It's a new Cody's training program It's it's like eight nine bucks a week thirty seven dollars a month You get access to resources scripts a library and I'm gonna do a private weekly training class every Wednesday Afternoon late afternoon every Wednesday I'm gonna spend some time with you on Wednesdays for a one-hour private training class where we're live In a private group and I'm going deep and I'm addressing your questions Thanks for being on the first one phone Phenom, I want you to be a phone phenom. I want you to be unbelievable Thanks for watching. I'm Cody ask ins with Scragent leads Cody ask ins calm and a person nation I'm here to help you succeed Dylan. Thanks for putting this together, bro Yeah, appreciate you guys having a great rest of your day Thanks for being a part of the first one every Tuesday at five o'clock phone phenom at five Every Tuesday at five center center time phone phenom from now on to make you great at the art of using the telephone Thanks for being with