 Everybody wants to make a hundred K. I'm gonna show you right now how to make a hundred K What makes me a credible source to tell you how to make a hundred K in the insurance business? I was 19 years old in college playing basketball made a hundred and seventeen thousand dollars in eight months And here's exactly how I did it. I'm gonna give you three simple steps to follow. The first step is Know your numbers break down the numbers if your average cell is $750 per cell Then you're gonna need to make about a hundred and thirty cells in that case That's about two and a half a week So what we're gonna do is because some people cancel some people change their minds people lapse There's chargebacks your goal is to make three cells every single week once you know the numbers of What you need to do to make a hundred grand then You know you're gonna make three cells I'm gonna challenge you to sit and ask ten people and run ten Appointments every single week. I don't care what you sell if you sit with ten a few of them may be garbage Who cares? Say say three or four of them are just horrible and then you close half Maybe you're not the greatest salesperson in the world. You'll write three pieces of business every single week Know your numbers See so many people per week know how many you need to see once you know your numbers and you sit sit with ten and You consistently sit with ten Then the first step is you got to consistently do this weekend and week out. It's not good enough to do it one day It's not great enough to do it one week. It's not perfect enough to it one month. You want to make a hundred K We're gonna go ahead and decide right now. You will make 100 K Over the next 12 months if you figure out your numbers if you do whatever it freaking takes to sit in front of Specific number of people. I'm gonna challenge that specific number of people to be ten and then We're gonna decide that you're gonna be consistent Week in and week out. It's not good enough to be lazy one week and amazing the next week You want to make a hundred K? You want to be in the 8% of insurance agents that actually succeed that we're gonna take this seriously You're gonna stick to the numbers you're gonna know what you need to do and you're gonna do it and you're gonna do it consistently Hey, so many agents struggle not only with picking up the phone But also at being great on the phone, but you got to remember you're never gonna be perfect at something That you don't start. What's that? What's the old saying? 10,000 hours to mastery? That's that's that's what it's all about. So I'm gonna give you three tips today about how to be great on the phone tip number one agents are typically Disagreeable if you can remember one thing that I say from this entire video and everything I ever put out It's that you have to be in a state of agreement the customer's always right you have to agree with everything they say It's natural human nature to want to disagree with the prospect. So tip number one is all about being agreeable What do you mean Cody? Well, they say hey, dude, I'm not interested Perfect. I understand then continue and then ask so tip number one is be Agreeable that'll get you a long way on the phone to getting them to stay on the phone because if you get offended if you get disagreeable They're not gonna talk to you tip number one is be and stay agreeable the entire time when you get objections be agreeable All right tip number two is all about assuming and asking tip number two is all about the fact that hey You need to assume That they want to talk to you you need to assume That they are going to stay on the phone the entire time you need to assume that they're gonna answer your questions You need to assume that they're gonna talk more than you do and you need to assume that they're gonna do business with you Every step of the way That's one thing that I can that I can let on is when I'm on the phone that person knows the entire 20 minutes or 40 minutes or one hour that I'm on the phone with them that I'm expecting them to do business today And that every step of the way is a build-up to them doing business and so naturally they kind of expect it along the way So that when I get to the ask it's not as big of a deal because dude They that dude he expressed that I was gonna do business with him the whole time all along So now only are you assuming but don't forget the ask that's kind of a combo in tip number two is Assume everything but also don't forget to ask because most agents forget to ask if you built the Relationship if you gave him enough information and if you built value you have warranted a Chance to ask for the business don't forget to ask most people don't get business because don't do what they don't ask Be confident and expect to do business with every person you talk to but don't forget to ask To go for the clothes to expect business. All right tip number three This was gonna be tough. This was probably the best one most valuable one is Record your conversations and listen to yourself later. I know it's embarrassing. I know it's tough No one likes to listen to themselves But doing that helped me up my phone game Way more like for instance, we shoot a lot of video content I listen and watch videos and shows to find hey, dude, what kind of bad habits? Do you have what can you improve at the same thing can be said for when you're selling a prospect when you're trying to send Appointment when you're trying to tell a sale record your calls and listen to them later. I promise you This will be the best thing you ever do you'll learn so much about yourself. It'll reveal all your bad habits You'll say you'll learn by listening. Hey, I shouldn't have said that that was dumb. That was stupid. Oh, that was great I need to keep doing more of that and so you'll learn from those recordings What you continue to do and what you need to do to be better at being incredible on the phone So these are my three tips for getting better at using the telephone whether it's appointment setting Going out of the field or over the phone agents struggle with the phone I think that's one of the biggest reasons agents fail and they don't get in front of enough prospects Because you struggle with the phone. So don't be afraid to pick it up Don't be afraid to record yourself and don't be afraid to learn and get great at using the telephone Hey, you guys know me. I'm big on finding common ground with the prospect I feel like the warm-up portion of a call of an appointment is Arguably the most important part of the sell Period that's one thing that I tend to forget when I still run appointments or talk to someone on the phone is that they only buy Yeah, the value has to outweigh price. That's common sense. Yeah, they have to see value and what they're purchasing but the The fact that they like you trust you and that you have a relationship Helps a ton for instance. I just took a call and was able to was it was able to close a couple tickets It was like 9 30 at night. I talked to the guy a lead came in for our event And I I end up spending about 20 minutes on the phone with this person a Lot of people forget that they they need information. They need to like you They need to trust you and that building a relationship is super super important So I'm gonna give you a few ideas in this video to find common ground with prospects Everyone has something in common with someone else. Did you grow up in the same area? Do you like the same sports team? Do you did you grow up both going to church or did you you know or or are you in the same area where there's Incredible weather today whatever it is. You've got to find ways to find things in common with the person Even if you can't find things in common at least get them talking get that relationship and that rapport process Started. I mean, are you both family oriented? Do you both love your family? Do they like to talk about their family? Do they have pictures on the walls to where they want to talk about Susie or little Bubba, you know What whatever it is everyone has their People in their family that they care about that they love about that they will gladly like to talk about We all have those in our life And if you think about it, we're all naturally a little bit self-absorbed If you give me a chance to talk about me, dude I'm gonna do it for too long if you give the prospect of chance to talk about them They're gonna do it for too long But I noticed that when I'm I make cells when they talk more than I do the gift of gab is a myth and When we have a relationship when we find common ground and when they like us so use use these ideas and questions To build some common ground you think about well, dude. What's what's some specific questions, you know, hey When I move from warm up to fact find I always say what got you thinking about this. That's a great way to get them talking You know we're hey, I you have a lovely home. Thank you for allowing me in here How long have you all lived here? Are you originally from here? Just just questions in general to get them talking to find common ground to build rapport to build a relationship Don't forget when you're making a cell today. Don't forget that the relationship is Arguably the most important part of every cell All right, we get a lot of questions about follow-up about what to do when to do it why to do it This is when how why and why we do it This is our this is my three-day lead follow-up system those first 72 hours are really really important When you're reaching out to leads they have the best chance of remembering you need to get on the phone with Them you need to get a hold of them the longer you wait the worse your chances get of them picking up So I'm gonna go over a few I'm gonna go over the follow-up system and a few stats to also support this So the first day three calls a text and an email the three calls morning afternoon evening Leave leave one voicemail every single day the text email and voicemail use the the three things that we have on the site good news Quick question and drop-off and you can you can you can you can do maybe one of each each day and change it up Is what I ultimately recommend so in this first day. That's five Touches three calls a text and an email day two Two calls a text and an email you'll see a pattern here then you're at four contacts You're at a total of nine between the first two days day three one call One text an email and every day you're leaving one voicemail in those call text an email. That's a total of three contacts Total you're at 12 Touches in the first 72 hours you say well dude, why would you do that because? 80% of Cells are made between the fifth and the 12th contact So I want to put them all in the first 72 hours and yes an email and a touch is a contact or an email text is Is a contact and a touch 80% of cells are made between the fifth and 12th contact so we're going to show you how to cram it all into the first 72 hours because No matter what type of leads you work, especially if you're working hours. These are exclusive. They're real time They're quick you're going to be able to get in touch with them You're going to talk to them because into the day the goal is to get in front of them and see them Also, there's another stat that Above up on this page in the website It shows the Harvard Business Review and how they they tracked a hundred thousand calls And what happened is if someone made six calls They had a 90% chance of Actually reaching the individual guess what three two one There you go. You're at six. So there's math. There's science There's psychology and there's reason for every single thing that we're doing and why this is the system and the follow-up Lead system and process that you need to use when you want to make cells with the leads that we're giving you What's up guys? Hey, we are here with mr. Reggie Reese from veteran safeguarding Americans buddy. Thank you for your service. I appreciate it and also Mr. Reggie is from Fort Leonard with Missouri. He is a local guy. He's How many in the business five years been in the business entrance business five years He's growing an agency and a team really successful agent. He's been giving me sales tips Why he's been here? It's been a bunch of fun. Hey, tell me a little bit about your career Your success your team how you've been able to gel your background and your current business Hi, I was in the military 11 years MP military police officer. I specifically did a criminal intel on a task force with local law enforcement tracking down high-profile criminals and When I came out, I just took that skill set and became a bounty hunter and that just To be honest kind of just dragged me down a little bit because it was so negative dealing with the just criminals all the time in the midst of all that I was in some very dangerous situations and I knew I needed some insurance Because the probability of me getting hurt at some point was very high So I sought out a friend of mine who I went to high school with I knew she was an insurance agent here in Springfield, Missouri Amelia and I met up with her and She asked me what I did. I told her and she said well, why don't you be an insurance agent? I laughed You know like, you know, I'm a terrorist hunter and data, you know, and she was like, well, let me show you something and No kidding. She pulls up her bank account and show me six figures Wow, and I told her I said This is from like what Jake from State Farm does and She's like, no, it's what I do and I'm better than Jake. I said, well sign me up You know, she's like, well, don't you want to know the history of the company? I was like, no, I see results Yeah, I don't care what the name of the company as I see results teach me the concept Well, I got in originally for the money Because when you go from being a captain in the army and you lose a $5,000 a month income and you know You got kids to support and you know an ex-wife to keep happy and you know and a responsibility there and You know, I was in a situation where I was desperate When I got involved it started connecting with my clients I then realized that Especially with elderly folks People were being price couch and taking advantage of And that really burned me inside so I thought about it very long and I Got with some mentors of mine that were in the company and I told them I'm no longer in this business to make money I'm in the business to help people Sitting here listening to you. I said, this is my mission. This is my calling I don't care if I have to do this broke for the rest of my life I will not let anybody take advantage of Grandma and Grandpa anymore, you know And so I decided that I need to speak to the CEO of the company That was my IMO and the first time I met him and I won't use all the words that I said to him But I walked directly up to him during a conference Brand new guy never met him before and this guy's making like 30 40 million dollars a year And I asked him I said I want to know exactly how you did it I want to know what your numbers are he whispered into my ears. I told him I said, thank you now I'm gonna crush you And he was like wow, it's about time somebody has some guts to tell me that to my face I said well, I just want to add value to what you're already doing But I'm not gonna stay here long. I'm a branch off and I'm gonna start my own Because I need to build my own dream so that day I started my own Insurance brokerage called veteran safeguard Americans and it started with me and my squad leader Dean Johnson Who he was my squad leader back in 2004 in Guantanamo Bay Cuba and we've been running ever since he's now in Colorado building business there My ex-o Arthur Alvarez. He's here with us today and If it wasn't for those two guys, I'd be all over the place, but they keep me very grounded It's now our mission to seek out other individuals that that believe in the same cause Who live a life of the same values that we believe in to reach out and help people? Heck even with my own parents. I looked at their policies and they were you know reluctant to show me their policies I'm like come here son The state gave me a license to do this, you know, let me check it out and I finally did and they were being price couch Mmm, and that became kind of personal with me and so I contacted our agent. I said you're done I'm their agent now I don't know what to tell you You know and I replaced their policies and not only did I get them a better price I got them a lot more living benefits that they can now utilize with their grandkids, you know, and so I'm not gonna allow that to happen to my family. I won't allow it to happen to anybody else's family So I treat my clients like grandma and grandpa or my aunt and uncle or my brother and sister And those are the people that have we've added to our team and that's our mission, you know and and You know coming across Cody and in Dominic and what secure is doing it's amazing and You all have the same type of mindset the same cause the same values that we have, you know And so I'm very thankful that I got to be a part of you know This this experience with you and I look forward to you know building a bigger future with you also saving a lot more people Thank you, buddy, dude. I appreciate the kind words very much, but how about that story? That is incredible Tell us real quick for those new agents watchers are like dude. I want to be like Reggie They're out there watching like dude. I want to be Reggie Reese I want to be you know, I want to grow I want to make money Or I want to be like Miss Amelia with a hundred thousand dollars in my bank What's what's what's what's a what's one tip that you can say to those new agents watching that you can have a chance to touch Trying to be like me you're gonna waste your life Because you're better than me. Mm-hmm. I created you as an individual and for those who are watching This is what I want you to do right now. I want you to take your hand look at your hand You got fingerprints. We got a handprint Tell yourself that this handprint and fingerprint have never been on anybody else since the beginning of time Nobody else walking the face of the planet right now has these fingerprints or handprints right now currently and nobody For the remaining of time will ever have these fingerprints or handprints. So that makes you 100% unique not only to this world Not only to your existence, but in this entire universe You are the only one that can make a difference in your own life Okay, so chat Matt Paul Becky Ryan whoever is out there It's only one you So if there's never been another you there's currently not another you and there never will be another you Then why not live your own life being remembered as completely freaking awesome? That's what I will say. Mmm. I love that dude. It's your choice. Thank you mr. Reggie. Hey, thank you We love working with these guys awesome guys as you can tell again veterans safeguarding Americans We love our service personnel Military and we're happy to be able to have mr. Reggie in our office deliver some free content to you So thank you guys for watching and thank you to Reggie. Hey, thanks a lot Have you ever had an appointment where you you end up you end up giving them two or three options? And then they don't they're not ready to make a decision Okay, you know what and then you end up giving them like eight options later You know giving them more options. You never want to give a prospect more than three options Why not because it's sensory overload people will say thing to think about it simply bad by the amount of information That you put in front of them Maybe that's why I never use a brochure or a PDF or information about the carrier or I don't give them a folder You know, I don't want sensory overload I want to give them just enough information so that they will make a decision Today right now. I've learned that when I give people a Bazillion options, they are less likely to make a decision now If you give them three options and then they choose one that's good And then if you want to try to upsell them then They're deciding between two options not for you see where I'm going with that because they chose one And then you're giving them another one because I had an agent the other day that said, you know what I gave Three options that were too small. I gave a I think he gave a eight a ten and a twelve And he said the person chose the twelve and he said the person will probably chose fifteen if I to give it to him I said, well, they've already made a decision So it's okay to try to upsell them now today that the twelve thousand is great. I Want you to know Everything we also have a fifteen thousand our option that I think may even be a better fit for you Would you agree? Here it is It's not sensory overload when they've got one option. They're choosing from another one But but I've been guilty of giving them six options on a piece of paper eight options Ten options. It's sensory overload. They need they feel like they don't really need to think about it If they say they think about it, dude, they're lying But they think they need to think about it subconsciously because of the amount of information that you've put in front of them So give them three options You are the professional you decide what they choose what they buy when they buy Don't overload them with just tons of information. Give them Give them a couple of good options two or three good options and then expect that they are going to make a decision Sensory overload will get we'll get objections like hey, I want to think about it I'm not sure let me talk to my spouse, you know I need to think about it need to call you back and you to pray on it. Whatever, dude They they know they're ready to make a decision Right now, they just don't know it yet. They need a little help from you But don't create objections by giving them way too much information if you like this video if you learn from this video I'm about just like you expect clients to to buy I expect a thumbs up on this video Right now from you. Thanks for watching from all of us. It's great We help agents with leads training coaching Insurance leads if you need to you help get in front of prospects You may want to call some of our consultants in our office 8 3 3 40 agent because that is all we do and that's what we focus on Our focus is on getting you in front of people helping you be successful and helping you make some money as an insurance agent It's raining. It's raining outside. It's a great day to read a book. Am I right? You guys can be cozen is gonna be hanging out the top three books for new insurance agents book number one Is definitely the art of closing the cell by Brian Tracy. Why the art of closing the cell by Brian Tracy? simply because That was the book that I listened to on audiobook every day all day as a new 19 year old insurance agent I listened to that book Religiously and I got really good at getting people to make a decision on the first call Because you guys know I don't believe in callbacks The second book that you have to check out another book that I read and I love is How I raised myself from failure to success in selling it pertains directly to insurance How I raised myself from failure to success in selling by frank bedkirk Really good book on enthusiasm cells going above and beyond customer service Just being unique and being different and being incredible. That's a great book You got to check that one out And then the third book that you got to check out is the 10x rule by grand cardone That will get your mindset right the first book you learn how to close Second book you'll learn how to service and be enthusiastic And the third book will get you thinking bigger get your goals right Put you one purpose and get you ready to blow up this freaking industry. Those are my three books for you. Check them out We need to throw like some amazon links below in this so that you can check these out You can go buy these books. I don't get anything off you buying the books And I don't care if you do but I recommend you do if you want to be great if you want to improve You want to be the best you that you can be