 What's up agents, this is Rance with SecureAge of Mentor and today we wanted to switch it up a little bit different and I wanted to just kind of talk with you, discuss and level with you for a second. A lot of people have different tactics and different methods for working leads and what I want to do is give you my best advice, it might be blunt advice, it might sound like I'm not supportive or whatever but it's the mindset that you've got to have to be able to be successful with leads and I'm just talking about our leads, I'm talking about any type of lead, I'm talking if you're you know getting a list off the internet if you're cold-calling or even if you're door-knocking. You've got to have the same attitude regardless of what you're doing to not let negativity, not let an obstacle stop you at all. Specifically on our leads, we give you three points of contact. You've got to exhaust all three points of contact and what those are the email, the cell phone or the home phone number and their address. Most agents after they call two or three times they've you know they give up on the lead and they don't want to you know work it any longer, they don't want to do anything with that lead, they think it's a bad lead. It's not true at all. You've got to call eight, nine, ten times if they're not picking up their phone you get their email. You've got to get creative with like email campaigns as well so you can constantly at least once twice a week email these people even if you've never talked to them on the phone you've got to continue to reach out and try to contact them. Also we tell most of our agents and especially the agents we train here that you've got to door-knock leads. Getting in front of someone's going to give you a lot better chance to close them as well. Over the phone a lot of people are kind of conditioned because of telemarketers to just get off the phone as quick as possible. So if that's happening and you're getting hung up before you can even get your name out to the prospect go by their house let them know that hey we got your lead you know in our and with our leads you can you know bring up their favorite hobby or their their balances or anything like that that would the extra information that we gather and you can bring that up and start a conversation off of that and you've got a lot better chance to close them when you're right there in front because they can't you know hang up on you as easy. So that would be my biggest advice you know don't give up on the leads we hear so many stories about agents they just why called them once or twice and and they didn't pick up the phone. I don't care you know we don't care our agents here that work for us we tell them that like if you're not if you're not calling them double digits then I don't even want to hear about this I don't want to hear the story because the reality is you've got to work hard you got to exhaust that lead you know you paid money for you paid good money for them and I'm not saying this from our perspective I'm saying is you know someone who has also bought leads before and and known that you know that's hard earned money that you're spending on these leads so make sure that you get a return on your investment and it's your sweat equity that's gonna get that return. Be sure to check us out on Facebook follow us on YouTube check out the 8% nation conference that's going down in October it's gonna be epic insurance agents if you're not there I don't know what to say because it's gonna be the best insurance conference ever we got Ray Lewis Grant Cardone tons of other speakers it's gonna be a great time I hope to meet you there and and we'll see you next time