 What is up and welcome to Wednesday's live Q&A one of the most popular shows we have I got a special guest today the Duke That's what we're gonna call you. The name's Derek Duker. How long you've been on the team? Since October of last October. He's been a previous radio producer sports writer today He's a special guest on the show. He's the one that he's always on the show You just don't ever see him right behind the scenes you're answering the questions today. You are live with us, bro Welcome. Yeah, I appreciate you having me on. You got me. We got some good questions today or what? Oh, you know it every time get a bunch of good ones. You guys have been awesome So this show we do every Wednesday two o'clock central standard time you submit questions Facebook and YouTube and Instagram and We're wherever else on the line that you can do that Duke or ask them and I answer them live on camera. I want to remind you guys three quick things number one What kind of ticket you want to be wearing we had we had about a dozen tickets go yesterday You got to be an 8% nation with us also a new Cody's training program. It's only 37 bucks a month You can get access to it from Cody ask ins calm. We're doing a live Private training class with me for an hour. It's like a new agent struggling agent focused training class with professor Cody Every week and then also Valentine's Day is just around the corner. Hope you have a great Valentine's Day Will you be my Valentine whatever else 14% off of our leads tomorrow only for the 14th tomorrow only How about phone phenom last night and that was pop and we got a lot of comments on that one. That was crazy. I think we had 5060 plus people watching at once Pretty solid. We appreciate you guys without you the audience the studio audience Would we need a studio? No, and I would have no job. This is exactly right So, thank you that the Duke gets to keep his job The Duke of Leeds is giving you 14% off tomorrow only when you use Valentine when you call in and ask about the Valentine's Day Cell or when you enter the code and whatever special order form you have do let's get to the questions you guys ready Also, put your comments and questions in in in comments today live on Facebook and YouTube We got several joining. So thanks for being with us. Let's jump into some Q&A you guys Do these got some doozies you guys want to pay attention to watch today First question is there a benefit in staying a captive agent? Oh You know, I always try to avoid these types of questions. They always ask them anyway. Okay I'm gonna say that there are pros and cons to both and I think I surprised people being captive being independent I started out captive. I mean 117 grand. I think it was okay, right on a low comp level. I would say that Different people need more help more training more assistive manager Some people need the independent world, you know more commission more Leeds more access control. They own their business, you know, so At the end of the day Whether you're captive or independent 92% of you guys fell and we're here to change that so that's a good question way to start us off Also, I want to challenge you guys if you're not if we're not friends on Facebook I do a lot. I'm in the middle of a live show I do stories like this on Instagram and YouTube all the time all day And I want you guys on here with me. So add me on Facebook at Instagram at Kodiaskins. What's next, bro? I Have a lot of policy cancellations. How can I better keep my clients? Okay? So policy cancellations Comes down to a lot of it comes down to a couple things Some agents just oversell clients just because that's what some people do they just oversell them You know, if you're sitting in a trailer, you may not want to sell somebody a policy for $400 a month, you know Go figure and then the since that trailer didn't cost $100 a month And then the second thing is the relationship piece most people forget you guys forget Sales is a relationship game There's no need for a sell if a relationship isn't there Relationship is imperative relationship is super super super important. So that's what I think through whether I'm in whether I'm doing filled cells Whether I'm doing phone cells Relationship is what matters. It helps you short term to gain trust and earn the business It helps you long term so that when the next Joe Schmoe just runs down the street and tries to replace them for 38 Since less they don't do it because they've got a relationship with you So rather than speeding through the sales cycle, that's what that's why with our four-step appointment process We preach warm up and we preach cool down start off by warming them up Give them to know them and at the end we finish with cool down to where you're cooling down off of business You're continuing to build a relationship. You're asking them questions like hey, what are you doing the rest of the week? You got any big plans? How's the weather going to be you can hang out with grandkids? You know, what are you doing? And so that extra relationship piece is big it really how about give it up for Duke being on the show today Giving you guys another face to look at other than just mine all the freaking time I think another thing you said once about building a relationship is sending out those cards Yeah, you know birthday cards, whatever it does. It costs Little money and the Duke first show a spin game, dude. You're right. No say just forget about that little stuff That little stuff is huge man birthday cards, okay I thank you card when you write the business a Birthday card every year and we say a birthday card. You've heard this when we say birthday card This is in our University by the way our insurance wealth University 150 freaking videos and we preach about Even when you send a birthday card, don't say hey Betty, thank you for your business. This is Cody, right? Happy birthday. Like that's boring. That's what everybody does You want to be unique? You want to stand out? We do this stuff because we want to be unique. Am I right? So when you write that card you okay, you say what do you say put a dollar in it and say Betty Back when you were born in 1942 a dollar You know a coke was a can of soda was you know a nickel You know today It's about a box. So so have a coke on me. Have a great birthday. I appreciate you very much Cody I don't mention business. I don't mention that they're a customer or a client like no one wants to be a customer People don't get that so be unique. I'm glad you brought that up. Good point If I don't make contact on the first call, how long should I wait for my second and third drive for the day? Okay, a couple thoughts to add to that before I answer it calling from different numbers calling different times I'm gonna call a minimum of three times in the first 24 hours the first typically the first 12 hours first day I'm gonna call immediately. I'm gonna call a couple hours later, and then I'm gonna call later in the day You don't want I mean, okay now there's this works, too There's some agents that and there's some agencies and I big I am those that preach this They have a stack of leads, right? They have a stack of leads just like this just a percent nation tags. They have a stack of leads It says Betty Smith. They call the lead three times in a row on the first call through then they go to the next one One dial two dials three dials back to back to back So I don't think there's ever a perfect way But just the fact that you do it and and go the extra mile and not be scared to be a premier Lead caller, you know what I mean? In the middle of a sales presentation a prospect asked can I cancel at any time? How should I handle that? Oh? Always agree, right? I preach that so in that case absolutely We don't hold we don't really hold anybody hostage my job, but also I want you to realize miss Betty that We're doing this today to protect your family in the event that when something does happen you're protected if you cancel They're no longer protected and you've wasted the money that you paid for the policy, right? So let's make sure that we put you in the right policy that we spend time together getting to know each other and that you're Comfortable with your decision. Would you agree? Yeah? Dude, that's I'm spitting we're spitting gold live on camera today That's a great question. That's really good any questions. Keep questions coming Facebook YouTube dookers over here watching these we're about to ask a couple I believe so yeah Maui Robinson asks Do final expense policies offer residual income? Yeah, a little bit. Yeah, they do very varies by the the company, but yeah, there's some residual typically There's not always unlike term life insurance, but final expense. There's a little bit of residual. Yeah And then we got another one drone City, USA He asked us to excuse the account name He has a recently got his life and health license in the state of Florida. What are what is some of your best advice for new agents? joiner Watch all of our videos two things really Okay, three things the third one's the best because it's the value add You need to watch our university I don't know for you have training videos for new agents you need to join our Cody's coaching program at Cody askins calm I I train new agents and we do a new agent training class every week It's like it's like 30 bucks. It's for a month a whole 30 days It's crazy like a dollar a day and the third one is to have have a system like when I started as a new agent People struggle people fell because they don't get in front of enough people. So make it your goal to Either set 12 run 8 and sell 4 or or even better set 15 set 15 sit with 10 and sell 5 So have a system to get in front of people without leads are unemployed You need to learn so that's why I mentioned the first couple things the university in the training Cody's 20 training program But you gotta get in front of people 92% of agents fell which is why we have an 8% nation insurance wealth conference And why he's wearing that today and that because people fell and they don't get in front of people. So as a new agent activity is king Consistency is king leads are keen getting in front of people are keen instead of Well, I don't know what to do or when to do it. So I'm not gonna do anything like That's analysis paralysis. I'm throwing up on a mouth. Just thinking about it like go get in front somebody So that's a phenomenal question. I wish you the best. Florida's a great market. I know a ton of agents in Florida We're actually gonna be doing a that was drum to the USA, right? Yeah, which is probably not your name clearly, but That's a good cool name though. We're gonna do a We're probably gonna do a retreat a business retreat for new agents down in Florida in the next few months. So pay attention to that We're doing we're adding some new stuff to Cody askings calm a lot So make sure you guys pay attention to that kind of stuff. So thank you for the question Simon Carol asks what? What type of business card or magnet do you use to differentiate from the competition? Okay? That's a good point Two things real quick. Simon's in the UK. We're going global and yeah international. I like it second thing is okay Well, I have cards right now, and they're like they're like see-through aren't they? They're like a thick plastic or plastic see-through. It's cool. Yeah, super cool. You need exactly, okay? The other thing is when I was an agent I always put magnets on their fridge before I left I Could go back to some of my clients that I sold a deck almost a decade ago, and I guarantee you There's some places where my magnet is still on the fridge. So I'm a big believer in magnets I'm not a big believer in giving it to them. I'm a big believer in putting it on their fridge for them Like they may or may not put on the fridge. They may throw it away. Not if I put it on the fridge Maybe out of the reach of the kids would be a little higher, but but yeah that you I mean To answer most of those questions all about standing out about being unique. It's about the purpose of branding The purpose of branding is it when they think about a topic? They think about you When you think about insurance training Guess guess who comes to mind for about 10,000 agents across the country We do Same thing replies to insurance agents, so Tanner asks you if you could only call for a two-hour time slot during the week to get the most people What time would you choose Sunday from four to six? If I had to choose two hours, it would be Sundays from four to six try it try it It'll shock you most people will never call it Sundays like half, you know, you know what I Got a church It's the Lord's Day, but the dude He also wants me to eat and you better feed my family and pay for my mortgage So and people are home and they answer the phone So I don't think there's anything wrong with calling on Sundays I think it's actually better to call on Sundays and it's more right to call on Sundays because you're going to get a higher pickup Percentage so you might as well do it. That's a wonderful question. Who was that again Tanner Tanner 10 10s the man. I love it Now I'm not even gonna try to pronounce his name But yes, how would you go along? Oh, maybe yeah, oh, oh, oh, oh, oh, I'll do Logo something. I like it. All right. We got it. We got a not to butcher. We got to try it All right, how would you go about working two-year-old direct mail leads? Two-year-old direct mail leads. Yeah, I would doorknock them. I Would doorknock them? Two-year-old direct mail leads I would doorknock about 20 as many as I could in the day And I would do that four to six days a week and the goal would be to Sit down with about a dozen people a week That'd be the goal from that. That's all awesome question by the way I mean, that's the stuff like unique stuff thinking outside the box. Yeah, you should try some secure agent leads You should also do some other stuff, too And then Luis Cisneros says first the university training is awesome. Come on man. That's Luis. Yeah, Luis I love you brother. Thanks. He's a part of our insurance wealth University. It's a couple hundred bucks It's got almost 150 training videos. Thank you, buddy He says how many leads per day should we be going through? Okay, so if they're fresh leads, I always think an agent needs about 30 a week and I think you should be calling them every couple times a day for the first week, so I Mean especially even with newly okay with with new leads you should never do any less than like 40 50 60 dollars a day For age leads you should never do less than like a hundred dollars a day And I'm talking at least three times a week minimum like like three schedules If I'd have a schedule of call times it would be Sunday from four to six Tuesday Tuesday nights And maybe another night maybe Saturday mornings if I had to pick like four times, you know Saturday Sunday Tuesday Thursday something right so That's all we got for right now. I love it Wednesdays live Q&A give it up for Duke in the comments for being a part of the show He watches you guys his comments add comments Facebook comments show comments Graphic comments YouTube comments. We get a lot of those The blog on secure agent leads calm that's all this dude. You're about to write a book for me, too Yeah, I think right. Yeah life in times of Cody ass You may not know enough for that yet Well, maybe so you watch a lot of videos and respond to a lot of comments right a lot of blogs So who knows man? That would be another thing I'd recommend to the new agents. I mean we get we put up a new blog post every day Educate. Yeah, I you know, I go and scour the Interwebs for all the the tips and things that I can find and go through your old videos So they don't have to go through all of those because there's what a thousand of them. There's only about a thousand Yeah, which is which is a lot. We're also really close to six thousand subscribers So it would mean a lot if you would share our content and get someone to subscribe to our YouTube channel Our Facebook's awesome, but we've got like twice the audience on YouTube. I think we've just been doing it longer I Share the video right? I mean if you want to do that, that'd be awesome We would appreciate it also. Let us know what you we're thinking about dude We're gonna do something on Thursdays eventually let us know what you want us to do on Thursdays We're gonna do in something. We're kind of struggling with what to do, right? I mean right because when you we have do so much content that we wanted to be different and unique like Q&A Where you're asking the questions. That's unique. Pat phone phenom that went over really well last night So let us know what kind of content you want to see and we'll make sure to address it Thank you for the comments and questions every Wednesday live Q&A every Wednesday 2 o'clock since we're some time any other questions Yeah, we got a couple more. Okay. Keep them coming. Mr. Khan wants to know what are your three favorite final expense carriers and why? Some of them are vendors at our event If I had to pick three right now America's the top of the list for me. There's a big chance. There'll be a big sponsor at our event Good company. We do a lot of business with them Just a private help privately held company in Missouri, you know, I respect that there's also Name a couple of others There's a lot of good ones. There's there's Liberty Bankers. There's Foresters like there's there's several good carriers America's up on the list right now. They really really are I like I like I like a lot of them though So I don't want to like you know what I mean give anyone carrier I don't want to tick off any carriers. I need the carriers I need them to sell insurance, you know, and I need them to come have a booth at the event So really good question though and then Maria Greg asks I Normally work off warm marketing any suggestions Yeah, add something to that to two things with the warm market Bomb dinner show up skill go over to their house, whatever Be creative Don't just try to sell them Remember, it's a relationship piece and you already have the relationship. So play on that and then the other thing is You need you need leads Like warm market leads can only go so far I know there's companies that preach that hey you need to work your warm market And you know, you're you'll be amazing. You'll be a millionaire, but just work in your warm market Good luck. Yeah, don't put all your eggs in one basket exactly Also Go ahead coming out with us at 8% nation the statler in Dallas. We had about a dozen tickets go yesterday We're gonna have more in coming weeks. Also Cody's training program speaking in the third person now It's at Cody askins.com. It's like 37 dollars a month But we do a private training class for new and struggling agents every week with an for an hour with me Private training class. It's a group training class It's awesome and a big lead sell for Valentine's Day tomorrow Use the coupon who's the the code or the word whatever? heart for 14% off because you're gonna have some freaking hard for 14% off tomorrow of our leads makes you call into our office 833 40 agent to take advantage of that do occur any other thoughts Looks like that's all the comments we have. All right, you guys are awesome Thank you so much for being a part of Wednesday's live Q&A. Let us know what you love to see We love you hanging out with us and watching with us. Give it up for the Duke and the Dylan For spinning the records over there to produce the show. Thanks for watching. Appreciate you guys. You guys are awesome We'll definitely see you Friday as I'll be going to Florida for 8% club. Appreciate you guys. Have a great day