 Most agents that I ever talk to that I ever hear from that even by our leads are doing it wrong and I'm going to take some time today to show you the top five reasons of why you're doing things wrong. The top five things that agents do wrong that you're probably doing wrong that we need to spend a little time together probably about 12-15 minutes together so that we can show you what you're doing wrong so that moving forward you can fix it. The number one reason why agents are calling leads incorrectly I think I had to rank these earlier today Dylan I sat down we always prep for the show some most of the time. Number one reason agents try to get too much information. Agents try to when you're calling leads you generally what happens is you generally try to quote the give them quotes give them prices ask what they can afford ask if they already have anything ask their interest level ask about their health if they smoke height and weight you ask too much it does not matter and it is irrelevant because the goal is to sit down with the prospect something I might go over a little bit you got a goal to sit down with the prospect but agents are used to giving way too much information and if that's the goal then hey let's sit down with the prospect then do whatever it takes to sit down with the prospect without complicating it or making it complex or confusing them an agent wrote in the other day and said hey dude I you know some of the leads that I call they think it's free I don't typically hear that because of the way that I work my script and the things that I say these are the five things that agents are doing in from the thing that they're doing most wrong that's most important not to do all the way down the least important so that's number one too much information it's irrelevant don't get it it's too much stick to the script first answer the phone John hey this is Cody getting back to you about the new state regulated final expense information hey I'm the local filled underwriter I've been assigned to your area and I'll be in your area on Friday should I drop this information off what do you think in the morning or in the afternoon where in that did I ask about their health where in that did I ask if they already had anything where in that did I ask how much they could afford where in that did I ask anything other than when I can drop something off nothing because it's irrelevant and if you're doing that and your manager's telling you to do that then stop and make sure I talk to your manager because I'm gonna set that straight that's number one number two reason that you're calling leads incorrectly is that you're not finishing with a question especially over the phone I do not believe in saying anything unless I finish with a question I don't believe in speaking over the phone unless I finish with a question I know that's rough I know that's hard I know for agents that are used to just blabbing everywhere and puking on people I know that's difficult to comprehend that I need to keep things concise and finish with questions I'm telling you it works it works for me it's worked for others it will work for you too you do not say anything over the phone without finishing with a question because this keeps you in control every step of the way at the end of the day the goal all these things align with the goal the goal is to sit down with someone the goal is to sit with them the goal is not even to make a sale the goal is to sit with them and hopefully you'll make a sale but at least you had the opportunity and you can't get opportunities if you don't sit with them that's reason number two you don't finish with a question start to finish with a question every single time all right reason number three this one's big this one's pretty common agents pause at the wrong times they pause without asking a question instead what you should be doing because I'll give you a perfect example you call a prospect and 95% of you that are watching right now are making this mistake hey this is John Smith with the insurance group hey you looks like you went online and and said that you wanted a quote for life insurance and then you pause and by doing that the only thing that you are doing and you're making the mistake right now we're going to fix it but what but when you do that and you say that phrase and that's what you all say because you don't know what to do and that's my fault I'll take blame when that happens though what's going on is you are saying miss miss Betty Mr. John prospect please insert an objection right here right now please go ahead you insert the objection I'll wait I'll hold it's insane it's ridiculous and I don't want you doing it anymore man I used to do it too first few years of my career I didn't understand all this stuff I really didn't it took me till uh honestly I probably didn't even understand all this stuff until I started generating leads for people and then I started calling them and practicing and working it and making and perfecting a system that works for people so that not only could I give leafed agents but I could also tell them I could give them leads and tell them what to do that works and then believe it or not if you have leads and you have something that actually works and you put the two together guess what you sit with people you have success and you make money so that's why we do these things number three was pause gosh I don't pause just to make it keep it simple so that I can like break this down I don't pause unless I until after after I ask a question that's it number four reason number four you guys ready you ready for number four number four is pretty big too and you don't even know that number four exists probably I would say 99% of entrance agents do this one wrong this one's big number four is a poor intro agents have a poor intro what does that mean that means that you don't take command of the call and I'm going to say this one thing that immediately happens is the person says hello and you the agent what do you say I'll give you a few examples is this Betty Smith hello I'm looking for Betty hi I'm looks like it looks like I'm looking for Betty hi I'm supposed to ask for Betty hey I'm I need Betty Smith please all of these things that lets you and what that does is you are telling the prospect that you do not know who they are and you're not even sure that you're calling the right person right now it's a mistake and it it's a bad mistake because it's so early in the call that the rest of the call you can still set appointments but it makes the rest of the call tougher it's an uphill sled instead you say well Cody that's what I've been trained to do that's all I ever do what should I do we'll just say that Betty answers the phone hello maybe in a more female voice than that but they say hello you say Betty it's confident you know that it's them and you just say their first name and then you're in control and you get the call started the way you want to get it started because and you say well dude what what if it's what if you know the lead says Betty Smith at the husband answers Mr. Smith that's it Mr. Smith and then if you need to ask for Betty that's fine but I'm going to roll with it the poor intro is number four you guys ready for number five number five is number five is something that I would say this is the one that I've generally always done pretty well which is selling a drop-off time if the goals to get in front of someone and selling a drop-off time is going to make it easiest for you to do that then sell a drop-off time I get a lot of agents to say well dude you're selling a drop-off time and then you get to the home and the prospect what are they going to say I thought you were dropping it off like like what do you say or what do you do when you get to the home they forget they don't remember everything you say they forget that you were ever dropping something off if you say well what information would you drop off dude I would drop off me I am the information and I'm going to provide the information to them and leave it with them if that's what they need but at the end of the day the goal is to sit with the prospect and selling a drop-off time is the best way to do it if you're not doing it you're making a mistake sell a drop-off time for instance I just said it earlier this is Cody I'm getting back to you about the new final expense information now John I'm the local field underwriter I've been assigned to your case I'll be out in your area on Friday should I drop this information off should I drop this information off in the morning or in the afternoon that's it and about 80 percent of the time they're going to pick one and then you're going to say they're going to say afternoon you're going to say great let me look at my calendar okay it looks like I have a two o'clock or a four o'clock which is better and and anybody can do this you can say these exact same things well people just don't because we're lazy we don't know what to do we've been taught to do all these things incorrectly so I'm going to run through those again real quick one more time number one you try to get too much information geez number two you don't finish with a question number three you pause at the wrong times don't pause unless you ask a question number four it's a poor intro you start the I mean that the whole call is shot and number five you don't sell a drop off time if the goal is to sit down with the prospect let's let's let's let's play a little game real quick if the goal is to sit down with the prospect does giving them too much information make it harder for you to sit down with them yes does not finishing with a question make it harder for you to sit down with them yes does pausing at the wrong times make it harder for you to sit down with them yes does starting poorly with an in poor intro make it harder if you to sit down with them yes does not selling a drop off time make it harder for you to sit down with them yes then don't don't do it if the goal is to sit down with them and these things will get you in front of them then do them and implement them into your calls because at the end of the day the only reason we do all of this is to help you the audience watching the agents that are doing great struggling making 18 grand in a year making 48 grand in a year making 92 grand in a year making 260 grand in a year making 782 grand in a year or 12 million dollars a year the reason we do what we do is to help insurance agents be great at getting in front of people and the goal is to sit down with them these things make it easier if you to sit down with them if you do the opposite if you don't do these things incorrectly and you actually do them correctly also something that is coming up pretty quick is christmas i'm going to finish with something that agents ask a lot about which is hey dude what days should i work use you can work you should work every day coming up about midday on christmas eve you could technically stop writing appointments and stop making calls about midday and then you can take off christmas don't write appointments don't make calls and then the 26th you're back at it so most of these are run days they really are days that you can get out in the field make calls set appointments do these things follow these things and have success merry christmas happy holidays thanks so much for watching eight percent club have a great weekend hope you have an awesome christmas hey if you enjoyed this i got another one you're gonna love it's right there click on it see you in there i'm truly believed as well in our business this the most successful people are doing the same thing every week what's your thoughts on on having a system of success want me to preach on that let's do it bro i'd love to hear it man yeah so the thing is is that you have to think about