 Welcome to insurance agent training every single Monday to a clock just like clockwork Consistent week in and week out. I preached that I spoke at two different conferences in the last couple months insurance newsnet in Chicago also 8% nation in Nashville. Hope you guys were there and Both conferences I spoke about consistent caring content and the importance of putting out consistent content And that's something we do here quite well because why because it's important and people care That you are consistent when you say you're gonna do something you've got to do it I've personally I personally I feel like I feel like something to just kind of open up real quick professionally I feel like I do a really good job of being disciplined and Doing what I say I'm gonna do but personally I personally Since college had not worked out for four consecutive weeks For five and a half years not for the last five and half six years I hadn't consistently worked out every day I can now say that I just completed day 30 this morning a little over four four weeks and two days Because I'm getting serious because when I preach something I don't want to be a hypocrite when I say that you should do something I want to be able to say that I can do it I want to be disciplined if I talk about personal development self-improvement having self-discipline and doing what you say you're gonna do I can't say that stuff if that isn't me when wrote down my goals this morning I thought about how I can help agents even more and There's little things that I do in my life that I don't talk about or that agents don't know or that I forget to share And one of the big things and the one of the big reasons you're gonna want to watch today I'm gonna give you a couple of updates, but today I'm gonna share one thing that I do that has helped me over the phone a lot And I don't care whether it's sell I don't care what whether you're selling a product whether you're selling insurance Whether you whether you're doing service or support doesn't matter what it is I'm a big believer that when you're on the phone. This is a little life hack for those that don't know this I'm telling you you apply it. You'll see drastic results Our sales team uses it and that's why when you talk to our sales team and you try to buy leads You end up buying leads You have to finish with a question Every time you say anything at all ever So for instance If and then that's not that's one of the biggest reasons I added that and that I do it I didn't even notice I was doing it But our sales guys came me one day like dude, man You always finish with a question because I want to be in control because I want to move from point-to-point B Because the because the goal of a call is to eliminate objections and end up closing So by doing that, I have a better chance of keeping control of the call keeping it flowing Not ever getting objections and actually closing a sale But most agents most sales people have the gift of gab they talk way too much We practice and role play with our sales team every single morning and we talk about not talking too much We talk about hey if you've spoke for 15 20 seconds and you haven't stopped and they aren't speaking you need to shut up and Ask a question because what happens is and I even notice it too when I'm doing I'm in a middle of phone sales if I Start to sell and I pitch something and I don't end with a question What had the same thing with the same thing with overcoming objections? What happens if I don't finish with a question every time I ever say anything over the phone What happens they reassume control of the call? They say you know what? Hey, you've been real nice. Thanks so much for sharing You know, I probably should I just can't afford it You know do me a favor call me back next month next year a couple weeks from now That's the reason that you get objections like that That's the reason why people tell you stuff like that when you're talking to them on the phone And why I rarely get those things because I always finish with a question I don't believe in calling a lead and Ever sing anything at all unless I finish with a what a question I don't believe in taking a live transfer or calling a lead and selling over the phone at all That if I say anything I have to ask have to finish with a question I don't believe in any thing at all sells wise that if I'm not Asking questions fact-finding gaining research and listening to them if I'm not asking questions Then guess what they are going to be in control. I'm talking too much because I'm not listening That's the biggest thing that sells people don't understand if you can listen more than you speak You will be a great so great salesperson what I look for a big secret I've never even shared this the biggest secret that I look for When I'm interviewing sales people is I ask open-ended quick questions to let them talk I want to see how much they like to talk and if they like to talk a lot. I will very rarely hire them That's a little secret. I do interviews every single day whether it's locally over the phone, whatever We're doing a but Derek's actually in there doing a bunch of phone interviews right now. I Do not hire someone if they talk too much If you think about our marketing team Dylan the dude barely talks Matt Barely talks duker doesn't talk a lot Bailey talks less than anyone in the building Guess what? When you don't talk a lot, it's easier for you to stay focused and get work Done or to hit your target or to get where you want to be That's the biggest thing if you can learn anything from any show I've ever done the couple things that I do and I believe work I do not speak especially over the phone without finishing with a question Because I'm assuming every step of the way that they're gonna be doing this And I'm also assuming every step of the way by what I say Hey, you know what? I'm assuming that Wednesday will work or mornings or afternoons better Every step of the way. It's assuming it's finishing with a question and it's shutting up and letting people talk The worst salespeople are the ones that like to talk and That's an old adage that that's like a super myth when it comes to sales hell I do that I can talk I got the gift of gap. I'm gonna be amazing. I've had I've had people that I know That are like, hey, dude, I can talk. I'll be a great insurance salesperson I'm sorry to tell you if you like to talk You're gonna suck if you like to talk you're gonna fail and if you like to talk It's never gonna work the 92 percenters those people love to talk Only 8% of agents succeed and typically the ones that succeed are the ones that don't talk a lot and That are silent, but deadly They keep They ask questions They ask questions every time they say something they listen. They're genuinely interested. They care about their prospect and They're silent but deadly because they assume every step of the way and they they always expect someone they never expect objections They always expect that if they get objections, they're gonna be able to come work on them easily They expect that when they give people options that they're gonna pick They believe in listening and asking questions. That's a couple couple big hacks I Especially tricks for the phone ask a question no matter what you say and it's hard It'll take some getting used to I role play with with Danny He's moving to our mark through our sales team this morning I roll with him for like a role play and talking for like 30 minutes and I preached it in him I'm like dude. It's all about asking questions. Don't speak without asking a question then you're in control It's a hard thing to get used to it's a hard trick hard hack to implement But I'm telling you what it's a part of my DNA and it can be a part of yours if you ask questions The other thing is when I do interviews. That's the one thing I look for I want to get people talking I want to I want to see how much they like to talk and sometimes they like to talk way Too much I would say that's one of the biggest reasons. I've actually fortunately been successful Yeah, I don't talk as much as most people. Yeah, I can rattle on and do a 30 minute video Dude, I try to do a radio show on my own like a year ago. I couldn't do it. I Don't talk enough. I can't sit there and talk for a solid hour Especially about a topic that's not insurance like it just it's just not possible So that's one of the biggest things that I want to impress upon you today is that When you are selling or setting appointments or using the telephone? I need you to finish every sentence or phrase with a question And I also don't want I don't want you to like repeat yourself. Those people will say, you know what? You know the the leads will come in your area. They're locally targeted, you know, they're They're they're close to you you get to choose where they come, you know It's before you know it They've said like six things that all mean the same thing and it's a wasted breath and wasted words It's so easy to waste breath and words and say six different sentences that all mean the exact same thing It's pointless. It's useless Shut up and start finishing with questions and don't talk a lot Just don't if you also if you guys aren't following a long side note If you guys aren't following along with our 12-day Christmas giveaway I'm giving away 10 free leads today for everyone that buys at least 25 or more for every 25 leads you buy I'm giving you 10 free, especially with the new inbound call feature And we're giving away for 12 days We're giving away a bunch of stuff if you guys haven't seen me in the Santa suit You got to check out that video wouldn't wouldn't my favorite video with everybody else loved it What are we giving away Matt? We're giving away leads. We're giving away tickets to a personation We just give away a premiere ticket. We're giving away Some other stuff that's not insurance related some other stuff that's not insurance related electronics I can't say exactly. I was about to I was honestly about that. I almost said it So I was about to mess it up about about to mess up a whole giveaway Cody's gonna screw it all up What all have we said we're gonna give away was a mystery box a ticket leads Yep, the first three things have been we have chosen winners for those. Okay, and we are cool Cool. Nice. We already had three winners. We already let them know So if you aren't engaged in our Facebook go to our Facebook page follow our security mentor Facebook page for the next 12 days We're giving stuff away. We need you to follow us there We need you to like our page follow and we need you to turn on notifications So that when we post and do a giveaway, you're one of the first ones has a chance to grab that We've got some big prizes coming up to the next few days over 12 grand worth of prizes Just want to give back also another thing. That's another side note. We just got back From Dallas, Texas looking at still looking at venues for 8% nation 2019 probably gonna be late summer next year maybe in the city that I just referenced and The venue to be announced so keep keep tabs on what we're doing will be releasing some crazy Holiday sales on some tickets soon. So you'll want to pay attention to 8% nation. So in closing today Don't speak unless you ask a Question especially over the phone like it's it's it's it's a crime if you speak without asking a question in phone Cells just remember that I promise it'll pay off it's up But I do I implement and I actually believe in every Monday We were going a dozen minutes already every Monday We give you something tangible that you can use and instead of having this big whiteboard and tons of numbers and all This crazy crazy mess and stuff sort of all these other things today. I'm giving you one Hack one trick one secret that you can implement Into your business right now. That's that's that you are supposed to ask questions Every time you speak and if the gift of gab is bad and that you need to be asking questions and listening So remember that when you're trying to set appointments when you're trying to call leads When you're trying to sell over the phone when you're trying to sell anything or do anything or asking thing or get anything Ask questions. You'll be in control. They'll be answering your questions They'll be talking more than you do and I promise it'll pay off If you haven't jumped in the giveaway get in the getting one of those giveaways and win some money went win some leads When some prizes also You've got to stay tuned on our YouTube and our Facebook and our Instagram for a personation 2019 We have some big stuff crazy stuff going on I can promise you this year's event this next year in 2019 the event will sell out Sponsorships and speakers will sell out by the end of March because we're doing it in late summer. All right Thanks for watching interest agent training. Go ask some questions. Go be a part of the 8% go succeed Thanks for playing along. Thanks for watching the videos. Thanks for all the likes subscribes comments Well, I love reading your comments. I read more comments people realize YouTube Facebook if you've commented I've probably seen it. So keep that rolling keep that coming Thanks for watching interest agent training. Have an incredible week We'll see you Wednesday where we actually answer your questions live on video at 2 o'clock. Thanks guys