 All right, welcome to Wednesday. Every Wednesday or two we answer your questions, whether it's previous questions, whether it's new questions, whether you want to add questions right now. Whether you're on YouTube, Facebook, or Instagram, doesn't matter. If you had previous questions, we're going to address those right now, specifically in detail with a solid answer. But even though you may not have submitted previous questions, it doesn't mean you can't submit a question right now that you want answered. Additionally, as you're watching this entire video, when questions come up, should they come up, this is the best place and time to ask those. So if that's you, and if that happens, I'm even going to be watching on Facebook on my phone here, ask them, we'll work them in, and we'll address them. We've got Duker asking the questions, he's commentating the show we'll call it, and Dylan's man, the pearl, and the software, and the cameras, and all the live streaming, and all the fun stuff. All the hard stuff, yeah, he leaves the easy stuff to me and me and Duker. All right, brother, so what kind of questions did we get over the last? What's up Travis? What's up Omar? What's up Matt? Welcome, welcome, welcome. What questions can we answer, bro? How do you recruit agents? Okay, so this is a question that comes up a lot, and there's a lot of different ways to answer it, but to keep it really simple and efficient when it comes to how do I recruit agents? I still believe that the number one best way to recruit agents, I'm going to give multiple answers, but I feel like the number one best way is leading by example. You the agent, doing a actually producing and being successful at the business you're trying to recruit people in, it's stupid to recruit people if you suck at this business. Like that's just, that's the biggest misconception, hey, you should recruit everyone. Dude, if you can't be successful, how can you train other people to guess what be successful? So you should do, you should number one succeed, and then when you succeed, you should put out video content on a consistent basis just like we do that says hey, I made eight grand this week. I didn't know how to spell the word insurance 12 months ago, and with my help, you can make eight grand a week too. And then guess what? People are going to be reaching out to you, family, friends, followers, people in your warm market, you can throw videos up on YouTube for SEO and long term purposes. You can throw videos up on Facebook for a short term purpose. At the end of the day, you want people coming to you because you are doing what? You're leading by example. I mean there's other avenues. If you're talking about local, indeed, you're talking about more national, maybe zip recruiter. If you're talking about, I mean there's some ads that you can be doing. We've even helped some agencies with recruiting ads and actually building out of ads. And so there's a lot of areas. But I feel like focusing on something, having a target, figuring out what you want to do to recruit agents and find them. But leading by example is always the best answer. So great question. What are the best dialers that you recommend? Yeah, for dialers, I would say you're mic'd up, right? They can hear you when you're asking this stuff. I would say dialers, okay. There's a few. There's sales dialers, solid dialer. There's Zincall, X-E-N-C-A-L-L, Radius Bob has an internal dialer. Everyone's got a dialer on their phone. I mean at the end of the day, it depends on what the purpose is of the dialer. If you're going to be dialing, there's also DYL, which I've heard a lot of positive stuff about, and they show me ads online like eight times a day now for whatever reason, because I apparently have bi-software. And it depends. Are you wanting to dial three, four people at a, two, three, four people at a time and do a lot of predictive dialing, a large number of high volume of leads, high volume of cold calls? Then you want to look at like a predictive dialer. If you're wanting to just dial one at a time, then they've got like preview dialers, power dialers, and there's always P names, but it depends on what the purpose is. If you just want to dial efficiently through like one lead at a time, or have an opener transfer calls, then there's a lot of options, but there's a few. So I would figure out like, before you just start going and finding dialer companies and calling dialer companies, I just, I listed a few that are good, but you want to know what the purpose is and what you envision happening before you just go buy something and then it doesn't fit what you need. So that's kind of a little bit of advice. How do you handle reaching out to older leads that you have like say four weeks ago? Okay, so, and that's one thing that a lot of agents do well. Yeah, you can be super efficient and not follow up with older leads, but there's a lot of agents that are broke that need to be following up with old leads. They need to be even buying aged leads and door knocking and calling. I mean, the biggest thing is to, I generally approach the phone calls very similar as a brand new lead because guess what? They took action at some point in the past and they may have took action since then with someone else and they may not even know who's calling them. So you've got to, the first step in the call is to let them know that, hey, I know you like, hey, John, my name is Cody and then refresh. I'm getting back to you about your request. Looks like about two and a half weeks ago. You can even throw in the date. Looks like it looks like back on Thanksgiving Day. Actually, you were online and you said you had information, you had interest in the new final expense information. Hey, John, I'm the local field underwriter. I'm going to be out in your area on Friday. I'm delivering this information to other people, probably some of your neighbors. Should I drop that off in the morning or in the afternoon? So it's like a refresh. Let them know you know who they are. Hey, I'm getting back to you and then you're adding some other things along the way. So that's a, I would say that's a good question. I mean, there's so many ways to exceed in this business. It's freaking crazy and age leads work. I know a lot of people that use some age leads. And at least not giving up on the new leads. I mean, most people, most agents statistically, what is it like 80% of time a salesperson reaches out to someone like one time ever? And that's, especially with online leads, you got to be reaching out at least six times. That's, that's like, that's there's a statistic, Harvard business review and inside sales.com teamed up. And they said that if you contacted a lead six times, you had a 90% chance of contact. So dude, I'm going to play the stats in my favor every single time. How to overcome the most common objection. I'm not interested with warm leads and cold calls. And also an idea of, I'm talking to our studio team here for next Wednesdays when we do live Q&A. Let's have the person's name and like where they're from. Cause I know, yeah, we get, we get questions from all, from a lot of states. We also get questions from Puerto Rico, Australia, New Zealand, just to name a few recently, New Zealand, Mexico, Canada. And we've had, you know, Ireland recently, the UK quite a bit. What was the question again though? How to overcome the most common objection. I'm not interested. I'm not interested. I would say that normally you don't get that in a home. So I'm assuming that you're probably saying, hey, I get that on a call. I use three steps for overcoming objections. It works. Well, I'm not saying it's perfect every time, but I use three A's agree. And I just train this train in Hispanic team in Orlando to use these three steps. And they have just absolutely loved it because I like to break stuff down. Everything you can use steps and everything you do agree, answer and ask. So someone says, hey, I'm not interested. What happens is if you pause, if you think about it, if you don't respond quickly, guess what? Click. So someone says, hey, I'm not interested. Excellent. Thank you so much for sharing that. You know what? I've had other people that, you know, didn't think they were interested. But once they got the information, they were pretty excited. So I'm going to be out there on Friday. I'll just drop it off because again, you expressed interest and you probably would like to still have it. Should I drop it off in the morning or the afternoon? So something brief. I'm not saying go on for two minutes, but something that follows those three steps. Agree because you can't be disagreeable. Like they're like, hey, I'm not interested. You can say, oh, how do you know you're not interested? Like that's a disagreeable state. That's a horrible, horrible objection. If anybody ever says that, don't do it. Agree, answer and ask. The psychology is you've got to, with the objections, you have to finish with a question. The person that asks questions is in control. And the psychology behind it is if you agree and you answer but you don't finish with a question, guess what? If you don't finish with a question, they're in control and they're going to reassume the call and probably state the same thing again. Dude, I said I'm not interested in the hang up, but he finished with a question. You get a chance of them actually answering your question because it's got you in what? In control. I train our sales team, even our lead sales team, hey, ask questions. Don't talk a bunch. The gift of gab is a curse, like ask questions. And so objections follow the same thing. Agree, answer the objection, acknowledge it, and then finish with a question. How to follow up with a lead after a successful first meeting but you didn't write an app? Okay, so how to follow up with a lead? Say you have a successful meeting. Kind of successful meeting as a sale, but everybody's different. Okay, successful meeting. I don't make the sale. How do I follow up? Well, there's a few different ways. You could put a, and I don't love to follow up because I, when I was in the field, I legit used a no callback policy where I did not make callbacks. I did not follow up. I mean, people have enough information to make decisions on the first call. So that's just the way I run my business. But in the event that you're not aggressive enough to do that and you're like, hey, you know what, I really just want to come back. Okay, well, you've got to set a time to come back that's with hopefully within the next 48 hours. Okay, you also need to be making sure that you're top of mind. There's a reason why you're coming back. There's a time. There's an expectation. And we do that with our team. Everybody has tasks. What's their priorities? And then what's the deadline? So with the same thing with prospects, if you have to follow up, I don't love it. But if you do and you want to come back and you think they actually want to think about it, even though they normally don't, then guess what? Have a plan of attack, some expectations for what they're going to think about or what's going to happen in the next meeting, and then a deadline of when that's going to happen. Good question, though. Is it better to schedule many appointments or schedule fewer, more solid in quality? Okay, so the question was should I set more appointments or less appointments with higher quality? Yeah. Okay, and some would laugh at that question and say that's a horrible question. Actually, I do see that when I used to be out in the field and I would try to run 10 appointments in a day or 12 appointments in a day or whatever, like large numbers, I would generally only grab the low hanging fruit and my closing rate would be less because I was increasing my quantity of appointments. And so I wasn't spending as much time as I would have liked to with each prospect. Now, I coached each other the other day that a big problem was a lot of their appointments was like three hours. Well, that's way too long. I can get everything out in 30, 40, 50, 60 minutes. But I think one of the biggest things for appointments is 92% of agents fail. Most don't run enough. So, I mean, everybody can run 8, 10, 12, 15 appointments a week, even 20. If someone gets to where, you know what, hey, I'm only going to work four days a week and I want to run 48 appointments, the appointments are going to be lower quality. You've got to, the way I look at it to answer that question is I track the numbers and I can see, okay, this week I ran, you know, 30 appointments, but I only closed 10 deals. So, I'm going to 33% closing rate. But when I run 20, you know, I still close 10 because of the quality. So, you've got to like look at those numbers. But I would say there does come to a point. I'm always a numbers volume guy, but there's come to a point where it's a ton and it can affect quality. So, it varies by the individual. I mean, as long as you're setting them out an hour and a half and you run, you know, 6 to 8 and you want to run 4, 5, 6 days a week and you can still run a lot and you can still give people attention. So, that question really varies by the individual big time. Derek, Matthew, Mark, Greg, Zach, Dylan, Andrew, Adam, Jeremy, Derek, thank you guys for joining, all the reasons. We did just have a couple that have jumped on Facebook if you want me to go ahead and address those real quick. Jasmine says, oh, what's up, Jasmine, thanks for the question. Is it better to schedule many appointments? Okay, so that was that one, right? Yeah. And then there was another one. Are you guys going to start doing appointment setting again soon? That's a really good question that I, I don't know, Jeremy's loving that one, I'm sure. Not, not, every agent's different. Some agents, you know, that's, yeah, the appointment setting was really good. We had too many agents calling ahead and letting people out or being late for appointments or no showing appointments and expecting credits. And so it was an appointment setting. It's a tough business to run. I'm not saying that we couldn't run it and do it well, but it's tough, which is better in setting appointments. Thanks, Rob. What's up, brother? Calling or door knocking or is a mixture of both best? I personally like a mixture of both, but I will say that I know a lot of agents that door knock and have a ton of success. The Hispanic team in Orlando that I was just with, they only door knock and they do extremely, extremely well. There's a small team of like 15 and they'll write, you know, 260 apps, right? They're efficient, but they all door knock. There's others. There was another agent that was a new agent that wrote four grand off of 20 of our leads only from door knocking. That was just recent. But there's also veteran agents that want to be more efficient. Like, for instance, Todd up in Ohio that I worked with really closely with, we do some coaching together. With him, he writes about $10,000, $8,000, $9,000, $10,000, $11,000 of premium every single week. And by doing that, he doesn't door knock at all because it's an efficiency play for him. So the efficiency play is, hey, I'm going to run about 12 appointments a week and probably write 10 of them because he's responding to quality leads. He's getting in front of people. He's scheduling out his dials. Most aren't disciplined enough. The best question for that, what's up, Derek? The best question for that, Rob, is most agents are not efficient enough or disciplined enough to do extremely well only from calling. And what I mean by that is, agents need to call the lead immediately when they get it. Saturday morning, let's just say you got them on Friday, call immediately. Saturday, you need a Saturday morning block of time that you call. You need a Sunday evening block of time that you call. Most agents aren't disciplined enough. Most agents don't even want to work on the weekend at all. So it comes down to a disciplined play. If you're disciplined and you'll actually put in the work, calls is great. If you're not and you need to have someone hand you a doorknocking route to go to each and every day or for the week, it's easier to be disciplined because you don't have to pick up the phone. You can just go and doorknock. So it varies by agent. I love both. But do not ignore doorknocking. It works way better than I even realized. I used to do it a ton, but there's so many agents that still doorknock a lot that do freaking crazy, crazy numbers. So that's an awesome question. Thank you both. Jimmy over on YouTube asks, I have two appointments today. What term amount do you suggest to start with in the lowest price first or highest? Okay, so Jimmy on YouTube says, and maybe Jimmy from, we have a Jimmy, Jimmy from Georgia and Jimmy from Texas. Who knows, but he says, he says he's got two appointments today. He's wondering what term amounts to show. And then he's also wondering like how he should structure the, the, when he, when he presents. I always do everything in, in these steps. I warm up, I fact find, I present in clothes and then I cool down. And when I present in clothes, I, I show at least five benefits and I walk through each one of those. And after each benefit, I say, you know what, is that important to you? Do you like that? So I get engagement after each benefit. And then at the end of all five benefits, hey, which one was your favorite? I'm doing what I'm getting them to make. I'm getting engagement, but also getting them to make decisions on those benefits. Because I'm fixing to ask them to make a decision to buy in a second. So then after I go through all the five benefits, then I show them three options. I, the way I believe it, I believe in doing that in descending order. So like 20,000, 16,000, 12,000. I don't believe in showing less than 10. I just don't very rarely ever. And I believe in doing it in descending order. So start with the biggest one, 25, 2015. And then most of the time they'll choose the one in the middle. But I base the presentation more off of need than off of budget. I base the presentation on what they need more than what they can afford. I don't ask what they can afford. Price never comes up until I show options. Because price gets them thinking small. It gets them thinking budget. It gets them thinking about their wallet and spending money. It doesn't matter. We're there to sell them what they need. Also, people that are selling an average coverage of like 8, 10 grand, they're doing people a disservice. Because agents, agents don't realize this. I ran into an agent the other day that I was coaching. And the agent averages about $42 a month of premium compared to an agent that they worked with that averaged like $79 a month of premium. I mean almost double. The difference was this one agent was scared to show bigger options because they felt bad for the person. At the end of the day, what are we ultimately doing in protecting? We're protecting them so that when they pass away, their family is protected. If one agent sells 20,000 of coverage, the next agent sells 10,000 of coverage, who helped that family more? The person that sold with their own wallet and was scared to show big options or the person that showed them what they needed. So when an agent is selling smaller premiums, and I'm talking smaller than $61 per month of premium, then you're either showing options that are too small. You're showing them in ascending order from little to big, which is the wrong way to do it, or you are doing something wrong in the process with the value, the benefits, and the way you show things. Like the average premium, a lot of it, even more important than lead, a lot of it comes down to the way you present options to the prospect. And most people, they present stuff incorrectly. So that's a super, super good question. Jasmine, is that one you just saw too? I know you recommend a call immediately, but what if you get some leads overnight? What would affect your ratio if you wait until the next day to call them because I've had leads come in after 11 p.m. at night? You can just wait until 8 o'clock, 7, 8 o'clock in the morning, text them, call them. Yeah, you shouldn't call them at midnight. Yeah, you can send a text. Who cares? But at the end of the day, I'm going to wait first thing in the morning. It's not going to affect my ratio very much at all. Maybe a touch, but as long as I still call them as soon as I can, call them a lot six times, and text them and doorknock them, I'll still get a hold of a large majority of my leads. I mean, a large majority. How do you deal with the get-back-to-me-in-the-new-year or after-Christmas objection? Yeah, okay, get-back-to-me-in-the-new-year-after-Christmas objection. I just got it. I was in Jamaica calling leads live on camera. You guys have probably seen the video. And I was about to, and when I did that, I was right before Thanksgiving, like the week before, and someone even came out and said, I've got Thanksgiving. Can you just call me back, you know, on Thursday or Friday or whatever it was, and you can hear from the call. I was like, you know what? Absolutely agree. You know what? Since you mentioned that, I'm going to be out in your area on Tuesday. It'll only take a couple minutes to drop off the information. Why don't we just go ahead and get it out of the way before the holiday? I'm already going to be out there. It'll be real easy. So why don't we shoot for, you know, mornings or afternoons, which is better, so we can just get it out of the way. And they went for it, and that was fine, because I agreed, I answered, and I asked. The other time, the person said, when I was calling leads, literally in Jamaica on video, the person said, I've got company over. I want you to call me back Tuesday. And I was calling on a Sunday morning when the leads were coming in, because that's what I believe in calling when the leads coming in. And the person said, no, I've got company. Can you call me back Tuesday? And I said, you know what? It'll just take me a couple seconds. Since you bring that up, I'm actually going to be out there Tuesday. I'll just drop the information off because I'm going to be out there anyway. Our mornings or afternoons better. And I immediately just jumped over both of those objections that I just gave you into setting appointments because I was proactive and quick about it. I knew what to say, and I finished with a question. You can overcome a large majority of objections and most by being in control of the call, not accepting objections the first time they throw them at you and end up finishing with a question. All right. We good for today? We got one more. One more? All right. What we got? How do you handle the objection that they have life insurance through work? Okay. Someone says, hey, I have life insurance through work. Excellent. What that's doing is that's, and I know a lot of agencies that use stories to overcome that early in the presentation about their family. But in this case, I want them to know that, hey, having insurance through work is great. That's a temporary option. You are awesome for doing that. But let's just say you get fired tomorrow or you leave or you get sick and they get rid of you or you get sick and you don't get benefits anymore. You are up a creek without a paddle. The reason for having life insurance is what? So that no matter when you pass away, whether it's today or 40 years from now, your family has protection. If you only rely on work insurance, it's a temporary option and it may be there and it may not. So why don't we make sure that it's a sure thing? So let's look through something that's a more permanent, solid, trustworthy option. Good to go? All right, thanks for watching. Thanks for the questions. I got to jump in a meeting here in a couple of minutes. Every Wednesday at two o'clock, we do what? You submit questions. We answer those. You guys are awesome. If you haven't subscribed to our YouTube channel, please do that. We're about to hit 5,000 subscribers. We're going to keep the content coming. If you don't watch our YouTube and all of our videos, you're nuts. We put up videos dealing every day. Every single day. We may make it twice a day coming soon. Who knows? We put out so much content. It's unreal. You've got to be following along on YouTube. Make sure you subscribe. Thanks for the questions. We'll see you for 8% Club on Friday. Make sure to submit questions now. Facebook, YouTube, Instagram for next week so that we address your questions with your name and your state and your question on next Wednesday's show. Thanks for being on. Thanks for watching. Thanks for being on Facebook. Thanks for all the questions. Rob, Jasmine and all the others. You guys are awesome. Have a great rest of your week.