 All right. I'm excited to introduce my father, Mr. Brian Askins. Give him a hand while he says hello. Welcome. Hey, it's good to be here. Hope everyone's doing really well today. Appreciate you being here as well. Okay. This dude has been the insurance industry, right? 31 years, 30 days ago, 29 days ago, right? April 1, 1990. You've learned a thing or two since then. A couple things, absolutely. And how often do you keep learning, by the way? Every single day. Absolutely every day. I want him to share some of the things because I want him to talk about the actual enrollment piece of sales of the phone. A lot of people are, I've been training a lot on getting people on the phone, right? And some of the initial stuff. Who would like for him to talk about how to actually enroll people over the phone and get them to move forward when you're already on the phone with someone. He does really, really well. Now he gets a lot of referrals, okay? So full disclosure. He's not like calling a ton of people that don't know who he is. When you've been in business this long, he has people like saying, Mr. Askins, can you please sign me up, sir? That doesn't suck, does it? Yeah, pretty close to that. Maybe not to that extent, but I'm exaggerating a little. However, everybody wants to get to that point, right? One of the things that have worked well for you and some of the things you want to talk through when it comes to enrolling people via the phone. Well, one of the great things is the carriers had already been headed in a big time direction and the online enrollments. Yes. And since COVID has happened, you know, there are a lot of carriers are moving even faster and getting you more products and more services enrolled. I do a lot of fully underwritten life insurance, traditional life insurance. And what I mean by that is like term, term life express, the guaranteed universal life, accumulation, ULs, indexed ULs, whether it be, you know, all the different life products. And what I really, really loved and I've just I've absolutely fallen in love with over the last few years is, like you mentioned, I get a ton of referrals. Yeah. So individuals will call me and and we'll talk about life insurance and we'll, we'll always set up a time and I'll spend at least 30 to 40 minutes on the phone with them because it's a lot of these referrals are remote. You know, they're not like in the same city as me and sometimes not even in the same state as I am. And so we'll talk about life insurance, talk about what they currently have. And I always want to find out, you know, obviously exactly what they have. They don't even know what I'm competing against. Obviously I'm talking a lot about their health or their medical conditions, what medications they take, because when I give a quote I want to be in a very, very accurate quote. Yes. And then I'm talking about, you know, how much do they own their home and, and just all the basics of life insurance. And then at the end I'm always asking them a couple of questions I'm always asking the question of, you know, how much life insurance or do you think that you might need. I kind of want to see their answer and in a lot of times they'll say, you know, 500,000 a million is kind of the two numbers that I hear most often. And so what I'll always do is, and so let's just, I'm going to use a quick example, let's just say that they're looking for a term life quote. What I'm going to do on that is I'm going to, I'm going to get all the information and I'm going to send them an email with the term life quotes. I'm going to always choose 10, 15, 20, 25, and 30 year terms. And then basically they wanted 500,000 I'm going to show them 500,000, 750 and a million. Because I'm always going to show them one and two levels above what they even asked for. And then if they said I want a 10 year term I'm going to show the 10 by most of them show the 15 to 20 to 25 and 30 year term. So I'm going to show them all. And it's all on one little spreadsheet. And these quotes could be ran within less than two minutes. You know how quick they are. And then I will email them to them set up a time to talk to them again. And on the second phone call, we're going to do an enrollment. And about 90% of them end up in enrollments. And so the great thing, and I absolutely love this part is, and this kind of goes along with what you know kind of what you just mentioned is when I click on, after I run the quote on the quote engine I'm clicking, you know, enroll the button, it typically gives me three options, it gives me an option for paper application which I don't want to do. It gives me an application an option for an e app, which I enjoy doing e apps and e apps is basically to where I'm going to ask all the health questions, so that way they don't get the phone call. And then the third one is a drop ticket, a drop tickets to where I could be done with the application in just two or three minutes, and just really less little than five minutes, and I can be done with the application. And now that client is then going to get a phone call from the carrier to ask all the health questions, then the client's going to get a phone call to ask all of our to set the appointment if a pair of meds needed. But what I kind of love about you know why the chairs nowadays, probably 80% of now have accelerated underwriting to a client qualifies. There's no medical examination, and these are on preferred plus ratings preferred ratings standard plus standard, you know, those type ratings. So, and it can be for, you know, a million about every carry now does a million dollars, and some cares go above that but million dollars is really really typical now. And to where you can do the so I write probably at least five or six cases at least every single week of life insurance to where I don't even see the client. And that's really that where it's all done over the phone, done virtually, and then some of the carriers you send them the link for their electronic signature some of the carriers are done only require the electronic signature at all. And so, a ton over the phone to just absolutely. Now, the line of these I'm referring to here are, they're warm, you know their referrals, their existing clients, the majority of referrals, you know, and or existing clients so. That makes the call so much easier but when you get on your majority is what would you say percentage wise on your business is is is face to face versus phone, how much book percentages phone, probably 75% phone. Okay, something like that. We had a lot respond to the question earlier in chat about. There was a lot that had that would say majority on this aren't selling 100% over the phone. Yeah, phones become a big thing and it's gonna become it's gonna keep getting bigger and bigger. I still have the face to face and so I always give the client the option, you know, do you want to do the cell phone you want to do it in person. And they wanted it in person absolutely love that and, you know, and always, you know, encourage the beating at my office. That's don't want to go out in the field no more than I have to and I still do it. I went out in the field on about a month ago and, but when I went. Now the clients came them off. The first point was at the client's house, but I knew it was going to be a master cell. Yeah. And, and then the second point we did enrollments, we did it at my office so. That's awesome. That's good. What questions do you guys have Brian Thompson said pay attention to this guy one of the smartest guys ever talked to that's cool. That's awesome. Appreciate that. Nice of you buddy. So what's some questions we have that that he can answer as we take kind of pause and do some Q&A. Okay, in relation to talking to someone and getting them to enroll. When you're selling, how many options are you giving them. What I'm going to do is, like, when we pull up, you know, the, because I do a lot of term GOLs IULs, you know, all the different carrier products. And it's coming up with, you know, 2025 30 different carriers in every scenario. I'm not showing them 2530 for carriers. I'm typically, if there's if there's a term Excel, you know, Excel right now. If there's just accelerated underwriting available I'm typically choosing that option, unless it's so much higher than the full internet option, because I want to as much simplicity that I can get to make the process easy for the, for the clients as I possibly can get. And so, I'm typically choosing that and, and, you know, I've had those cases issue, you know, just a day or two. So, got you. Do you also use zoom for meetings? I do absolutely. And that's a great question. Because so when I meet with a client, I'll ask the client, you know, we can just talk with the phone or I can do a screen share. And, and so, and, and probably about 60% to say let's just talk 40% say screen share something of that nature, somewhere somewhere close to that number. And one of the things I'll give you a quick closing idea and y'all I'm sure most of y'all have done this in the past when we give you a quick closing idea. Let's just say you got a person with some health issues. And, you know, you've got and a lot of them, you know, a lot of Americans do have some type of health issues. I always tell the clients, I, and I do this every single time and it works well over 90% of the time and we write the case on that, you know, that time, and then we place over 90% that business. So what I'll do is I'll say, Hey, Mr. Mr. Prospect, today I'm giving you quotes that, you know, I think are as accurate as I possibly can give, based on the information. But obviously the care is going to, they're underwriting, they're going to check the MIB, which is a medical information bureau, they're going to check the pharmaceutical prescription Rx check, you know, and they're going to do their due diligence. They may order medical records, they may order a pyramid. And so, you know, we can guess all day long on what rating you're going to be whether that is, you know, standard or you can be rated up or whatever the situation is. I personally think you're coming out at standard. So why don't we do this. If you're okay with this, here's what I'd like to do. I'd like to let's go and apply for the life insurance at standard, which is probably going to be the best case scenario. Let's see what comes back. And if the client says, you know, and if the client was trying to kind of between where they want 250 or 500, let's just go ahead and apply for 500, because we can easily back down to 250 if needed. Let's get the rating. After we get the, if we get all the underwriting done, we'll come back to the table or come back to, you know, in a meeting, and then I'm going to be able to give you exactly what the offer is. And we think this can be standard. It could come back at table two, and to where maybe 250 is the right number. If it comes back at, maybe it could come back at standard plus, and to where, you know, you can get 500,000, you know, for, you know, maybe that may be your situation. So let's apply for the coverage. Let's see what happens. And then we'll come back to the table and finalize the selections. But let's get the approval. And we won't have the policy issued after the approval. I'm going to go through the, we're going to come back to the table and you and I are going, I'm going, you're going to look at exact numbers instead of kind of like the guessing game we're doing today. Yeah. So more of an underwriting approach. Absolutely. And that's the approach I use a lot. And it works almost every single time. It's very non-threatening. Absolutely. It is an aggressive, but it also gets people to at least like take action in some way. And then, and if they're serious, they're going to stick with it and do it anyway. What I love about that approach too is this, it kind of doesn't put you in a trap or box to where, you know, because if you write somebody preferred best and they come back at standard, that's a big rated, you know, because I'm telling them, hey, this is what I'm guessing. This is what I think. But let's, let's go through the underwriting process and let's get it firm. You know, let's get it firm because, you know, you may come back with a different rating that we're projecting today. And so it kind of leaves a little leadway. And so if it does come back at table two, you know, if you submit a standard as an example, then you come back and say, you know, we were hoping for a standard, but remember we talked about it could come back at table two. It did. And so here are the offers. And then you give like the initial one and then a couple lower. Absolutely. And so what I'm doing is at that time, I'm giving a couple of different options. So I'll tell you, I'll tell you another trick. And I'll just use term life insurance as my example here. So let's just say you do a 20 year term, and you apply for it at preferred best. And they come back at standard plus, okay, due to whatever. And you've applied for a 20 year term, you can easily back that down to a 15 year term and be pretty similar to the same rate as they were on the 20 year term. And so when you apply for the longer term peers, it leaves you a little more leadway to get back to the premium that they're looking for. And if you apply for 500, maybe 350 is the number that gets them to the number that they're that the budget they were looking for. And so, because I'll say, you know, Mr. Miss Jones, you know, we applied for 500,000, the premium is going to be $100 a month. You know, and we applied for standard plus, you came back at standard. So instead of $100 a month, that's 120. But if you want to stay at the $100 a month, we can, you know, lower the insurance from 500 down to 400 or we can lower the years from 25 years down to 20 years or whatever the snare may be. You can run up. It leaves you a lot of flexibility. It doesn't, it does nothing more than it allows you to, to continue to close a sale. It gives you more opportunities. Jeff says, so what is the quote engine and where is it? We use a quote engine that's our problem. And, and it's through, we have one so in for all the agents who have their contracts to us. They have access to it and what I absolutely love about it we just recently added. And this has been just an absolute game changer for me. We've recently added IULs, not only accumulation, but the protection IULs on the quote engine, we can run the proposals on the quote engine now. We can do the enrollments on the quote engine now. We can run the GUL, we can run the, the, the accumulation IULs. We can, anything that you want to run on the permanent product side, we can now do it from our quote engines and do the enrollment from our quote engines, because we're totally, not that we're getting away from paper, paper is still an option. But if you want to be paperless, you can do so. Okay. And which is, which is huge. Kimberly, it's, it's through I pipeline. I know that it like it's interweaved in our site and stuff. I'm not really sure exactly but, but it works well. Works extremely well. Rudolph, Rudolph says how many carriers and do you show the prospect he said I typically show three carriers for each term period. Do you show different carriers or just different. What I'm doing is, is I go through and I do, we have two different options. We can do comparison ledger or we can do the list report. So the comparison ledger is to where they're all going to be vertical and to where let's just say I'm doing a, I'm showing 250, 500 and a million. Those three amounts. And I'm showing 10 to 30 year term 10 1520 25 and 30. I'm choosing the carrier I want them to see on the 10 year the car went to 15 to 20 to 25 and 30 for each amount. And that way they're seeing 15 carriers. And, but there's some but but across one line. This is 250. And these are the 10 1520 25 and 30 year terms. This is the fifth, you know, the, the 500,000 and then the five year, you know, the five level terms. And then what they call list report, which is the exact same thing, except it runs it, it runs it, or, you know, downward vertically down, instead of across. And so it's just way you want to run the proposal, but I love giving the client some options, because and I love always making sure I quote more than the client actually asked for, because a lot of times it's much more competitive rate than what they were anticipating. And I never want to shortchange my, you know, my cell and, you know, and I want to make sure that, you know, obviously, I've been doing this for selling life insurance for over 31 years now and I've never met a person that has ever told me that's too much life insurance. Yeah. I mean, there's nobody that has ever received a life insurance death benefit check and said too much. Take it back. Right. Too much take it back. Okay. This is how good is this information by the way, okay from someone that's written. How many apps you think you've written this week or how much this and while you're still also owning and running a big insurance agency with 1000 agents to produce a lot. I do produce a lot. I, I delivered yesterday, I delivered to live cases that we just got approved, and the premium on those two was about 16,000 annually. I wrote a $6,000 annual life case this morning at eight o'clock. And so, horrible, horrible. I've got right now about 135,000 and pending right now of annual premium and pending right now. That's awesome. That's big. It's big time. What's your best, Brian Thompson from Iowa. What's your best line for asking those people for referrals. I'll tell you what the referrals is probably the easiest. People always asked. I'm going to tell a quick little story of us and I'll answer that question. People ask me, you know, what drives you. You know, a lot of times money drives people. Okay, money drives people. Sometimes it's, you know, incentives trips and those type things drive people. Mine's totally different. What drives me is referrals. That is 100% what drives me. And here's the reason why referrals drives me is because I know if I get a referral. That's a recommendation of the job I've done. And so I judge everything I do on whether I got a referral from that client or not. I never even asked for referrals. I never asked. I simply, I go above and beyond. I make sure I'm not pushing the sales in the sales call whatsoever. I just, I educate them. And I do, you know, I make sure all the questions are answered. Make sure they're extremely comfortable with the, with the situation, you know, with what we're doing. I mean, I just absolutely go above and beyond. But as far as what, what questions I ask, I really don't ask a lot. The only way out on the way out the door, I'll just tell them, you know, if you ever have any family friends or somebody you know that could use my services, you know, I'd love the opportunity. And that is my referral pitch on the way out the door. And, but I literally get well, well, well in excess of it's got to be at least, at least, I don't know, 150 referrals a year at a minimum, and probably more than that. 1520 a month. Yeah, it's at least that amount. It's pretty salty. Okay, let's do last question if there is one because I know you have a duty appointment in eight minutes. I'll be respectful. We'll get you out of here the next one, three minutes for sure. Do you put your business card, I'll come back to your question next or by the way, do you put because I know he doesn't work live transfers. Do you put your business card in the thank you card to a new customer or in their birthday card. They both actually. And so one thing I said they both we just actually change their birthday things here. I'm going to tell you something we just changes and actually absolutely love it I think it's even better what we've done but in the past. We, when we make a sale we send out a an email to the client, we make sure we get everyone's email, and just thank him for their sale and ask him to leave as a review. And so, and this and they were also putting a product and resume sheet, they just saw the product resume sheet at the time of sale. And, but they're gonna see it again in the email I want them to know all the different product and services we offer. So one thing we did on the birthday and I'm telling you this works it works it works. Instead of sending out birthday cards which a lot of people do birthday cards, they're kind of impersonal, you know, because you, it's a, it's a pre written birthday card that this somebody probably stamped your signature Okay, so it's, it's, it's nice I'm not saying it's not nice but it's, it's not not personable. So what I did is I've got one of my staff members. She calls every single client of mine on the date of their birthday and listen birthdays on Saturday or Sunday she called them on Friday. So everybody this weekend she called on Friday. She personally calls every one of them, and she wishes them a happy birthday on behalf of Brian askings and secure entrance group and just wanted to tell them we hope that they have a tremendous birthday. And that's really cool. And that is it works. And you want to talk about people, you know, it gives them another chance to hear from from you from your company from, from, you know, from your staff. And I always want my staff doing it just because it makes me look bigger. It makes me look like I'm not a one man show which I'm not but it proves that I'm not a one man show to the client. And so helps to I'm telling you, that is relationship building and nobody's doing that. I love that. If they have questions in relation to anything you've said where should we have them email you think Dallas or they can email me or Dallas either one you can put both of them in there and but I'd be glad to answer any questions you have and if anybody wants to call me and and just kind of talk about referrals talk about, you know, just just anything whatsoever be glad to help you and I can so Okay, I just put his email and chat brian.askinscure.com. Anyone add for me. Any other questions I didn't catch. I need one more request. No, you're good. That was it. That was it. But yeah, try that. Try that with the with the live call on their birthday, because I'm telling you that'll build the relationships. And it's, it's huge. So. Well, thank you all very much. We appreciate it for every help you would love the opportunity. Boom. Okay. Great dad. That's what Tom said. Thank you, buddy. Thank you. My father, Brian Askins. I love it. Okay. How good was that? Is that good or was that good? Thank you very much. Hey, if you enjoyed this, I got another one. It's right there. Click on it. You talk about schedule because you mentioned that multiple times. That's a big part of your week and what you do. You're really organized. I'm actually not that organized. So I'm really impressed that you are. Oh my gosh, I will give you a schedule that will change your entire everybody, everybody. It's a 25.