 All right. Hey, seven tips for selling insurance over the phone. You asked a million times. We're answering, here's a video on how to sell insurance from home. Before I give you these seven tips for getting great at this right here, I want to tell you about a webinar that's going on tomorrow with Ramiz Hakeem and Norstar Insurance Advisors. Go to aprisonation.com slash webinar. It's four and a half hours of tele-sales content. It's going to be an unbelievable webinar. You definitely need to be there. Starts tomorrow at 9 a.m. on Saturday. If you're watching this later, you can still get the recording with that. Before I go into these specific tips for selling insurance over the phone, one of the first things that you need is you need good equipment when you're selling insurance over the phone. If you've got a slow computer, if you've got a crappy headset, whatever, you need good equipment. I always like a nice, good computer. A couple monitors, two monitors. A nice headset. We use different ones. You used to see me wear the big Logitech, white and black, a big Logitech. I think it was like, gee, I don't know, whatever, 9.35 or something. And now we're using nice couple hundred dollar alienwares with all of our sales team, but you need a good headset. Preferably noise canceling. After good equipment, you also need to think about, before I give you these tips, stay with me till the very end. And I'll tell you at the very end that you probably didn't know. You need to also eliminate distractions around you. It's going to be real easy when you're selling from home, when you're working from home, to get distracted. Kids running around, wife, etc. You need to lock yourself in a room for a few hours. Get focused on getting great at this. Some people are already good at it, but a lot of people are asking me and they're not good at it and they're like, dude, I want to know about it, so I'm going to talk about it. I feel like I'm as equipped to talk about it as anybody. So here's the first tip of seven. The first one is you need good lead flow. You need either digital leads, which we can help you with, at either secure agent leads or secure agent marketing. Or you need live transfers, which now we also have partnered with North Star insurance advisors to provide live transfers for final expense, the same ones they use through secure agent marketing. Why is lead flow so important? Because it's very, very difficult to sell insurance now by cold calling. Now, could you do it? Yeah, but I'd rather bang my head against the wall. I used to do it, but there's better ways now. That's why we are able to get you digital leads for tele-sales for 6 to 12 bucks. And you need lead flow because you may have a good week, one week, but if you don't have consistent leads coming in every week, you're going to be inconsistent. You're going to fail the next week. You're not going to have consistent results. You want to do a couple grand a week, you need consistent leads every single week. So lead flow, that's really important. The second thing is activity. Most individuals will not put forth the dials and the effort that it takes to be successful at tele-sales and selling insurance for foam. Now, could I send myself some leads and make 10 sales this weekend and put up probably 7 grand over the phone in like 48 hours? Yes, because I know what I'm doing. I've done it before, I've done it for years. I used to be able to literally do 69 grand in a month because of high activity. When you have high activity, good things happen. You may not be really good on the phone yet, but if you have high activity, you can eliminate the lack of skill with effort. Activity, activity, activity is key. It's big. Third thing is follow-up. When you're working with digital leads especially, you need follow-up. I always talk about 12 touches in the first 72 hours. That's the one thing. I talk about six calls, six of those being phone calls in the first 72 hours, the first three days, because most people don't follow up enough. 80% of sales are made between the fifth to 12th contact, but most insurance agents go one to two touches max. That's what most insurance agents do, and a lot of insurance agents don't call a lead at all. They pay for it, they get it, but they're so lazy that they never actually pick up the phone and call it. Like, why would you invest money in something? Why would you even want to sell insurance if you're going to be so lazy and so consumed with lack of confidence and lack of effort that you don't go any touches? But again, the average insurance agent goes one or two touches when they're calling leads. You need to increase this drastically. You need to go more touches. The fourth thing is script. You need a system, which is why you could say, well, dude, 900 bucks for a webinar tomorrow is too much. I think it's too much not to do it. They're going to do 34 million this year in final expense telecells, and they're giving it all away to you for a measly $900. If I would rob a bank to pay for that, it's going to be that good and that much gold. That's all I got to say. It's ridiculous. A good script and a good system can take a lot of the guesswork out. Most people don't know what to do because there's guesswork and they don't know what to say and they end up saying stupid stuff or they treat it the exact same way as you're treating an in-home appointment. When an in-home appointment, you would warm up, but on the phone, you don't warm up as much because you need to get control immediately early in the call. A script and a system is vital to you having success. The fifth thing is control. You have to get control immediately at the beginning of the call. Ramiz is going to talk about this tomorrow in the webinar of why. Again, apreciation.com forward slash webinar on why getting control early in the call. He's going to actually give you the first few pages of a script. When you purchase, you already get that in the previous recording and in parts two and three, he's going to go over the rest of the cell tomorrow. Gaining control, being in control, not answering their questions until you're ready is important. He's going to touch on that tomorrow. I've heard him do it a million times and it's absolute pure gold. You must be in control. I don't mean get control by just vomiting and talking a lot. That's not what he would say and that's not what I would say. The great salespeople, the prospect talks more than you do. Great salespeople ask questions, they listen, they steer the path and they are in control of what happens next. The sixth thing is you need to be relational. This is a relationship business. You need people to buy from people they know, like, and trust. We need them to like you and trust you and it takes time. It takes patience. It takes a relationship and you're not going to make a tell-a-sale in three minutes or seven minutes. It takes a little bit of time. Stories, right? Facts tell stories sell. I just shot a video earlier on that today that will come out later. It's important because relationship is important. People buy when they feel comfortable with you and you want them to feel uncomfortable with you because that's what they're going to choose to do business with you. The last tip, are you ready? Is you have to assume every step of the way. From the beginning, I'm assuming they're going to answer the phone. I assume they're going to talk to me. I assume they're going to talk to me for 45 minutes. I assume they're going to love the benefits. I assume they're going to love the features. I assume they're going to love the options. I assume they're going to pick the middle one because 80% of the time they pick the one in the middle out of the three options, right? You need to assume that they're going to love you. You're going to get a relationship with them. They're going to talk to you for an hour. They're going to buy. They're going to keep you forever and they're not going to change their mind. Assuming is the way to continue, not only keep control but to be relational and to follow a script in a system so that the whole time you are following something that works. That's why you could just bang your head against the wall and just keep doing the wrong thing over and over and over and over again. Or you can get on tomorrow's webinar, you can pay a little money and you can end up seeing better results with this because you decided, you know what? I'm going to go for it. You know what? I'm going to take this seriously. You know what? I believe anyone in our industry can be successful at selling over the phone. Most people that watch this won't commit. Most people that watch this won't go all in on it. Most people that watch this won't have a lead flow. Most people that watch this won't have enough activity. Most people that watch this won't follow up enough. Most people that watch this won't have the right script in system and they'll never pay for the right script in system because I don't pay for stuff. I figured it out on my own. I fell for three years and then I, you know, maybe I'm part of the 92% or maybe I fell for three years and I finally figured it out. Well, who wants to fell for three years when you can just freaking buy it? Okay? Control. Great salespeople are in control. Most people watching this struggle to get control. We're going to tell you to watch tomorrow's webinar exactly how to get control. Great salespeople are great at building relationships. Most of you reach out to me daily, constantly on Instagram and everywhere else because I care about you. You can tell. You know you can trust me and you feel like and I feel like we have a great relationship because you've watched 2,000 of our videos. Same thing for being assumptive. Great salespeople are assumptive. Most people that are watching this will not be assumptive enough and you need to be assumptive. You need to be great at this. It's the secret to selling insurance from these are seven tips. Okay? You need good equipment. You need to stick with these seven tips. You need to eliminate distractions. You need to get serious, set a goal and then go freaking achieve it. Just commit. Go all in and get on tomorrow's webinar with Ramiz. Saturday morning, apronsnation.com forward slash webinar. See you there. Hey, if you love this video and you want the best system for insurance, tell us. I got a referee right there. Click on the video. It's unbelievable. I'll see you there. People are filling out the same ads over and over. They're filling out the same direct mail cards over and over again. They're calling it to multiple commercials and so it ain't the leads man. Like that's not what's going to separate you from the competition. It's you and it's your system.