 If you had to help an agent out there that's struggling there, they're not where they want to be yet And maybe maybe they're new but they're like man, I'm I may quit. I'm thinking about it. Like I'm not making any money What advice would you give them? We get a lot of YouTube comments You'd have to find out and identify number one you got to be honest with yourself Because if you're not being successful, it's either something you're missing personally or something you're missing in the support system It's not you because I firmly believe I could take anybody and I mean anybody for the most part unless you're a mean person Or you have no integrity extremely lazy or extremely lazy But most people I could take that want to succeed and I could teach you how to do this You might not it might not happen in two years, right? I would say the average person reaches success by year three or four where they're truly Comfortable at that point and they don't really feel like they need a whole bunch of support necessarily I think it's about a three or four year learning curve I believe for people that work with me or someone like me or have a system like that You can shorten that learning curve to 18 months or less Six months with the right person If you have the right mentality you have the right ingredients you have the right leadership to guy What you need is a track the reason I was able to do what I did was I got a Head start on everybody because I spent a long time running an FMO agency as the sales director As a recruiter it I went through every job went through status person. I ran quotes. I was a life guy I was the under 65 guy for a while and then I spent a long time as the major support for a lot of agents on Medicare Medicare advantage I had to put together programs on how to teach somebody how to sell the stuff And I'd never saw that before I never been in the field and so You have to have training you have to have support and number one if you're relying on other people for That's your first mistake. So I Took responsibility to train myself when it was a Friday. I remember like it was yesterday My best friend was the Medicare guy at our agency. I was the under 65 and life guy That friend of mine upset a person in the office and got himself fired So at 3 p.m. On a Friday my boss came in and said you're the new Medicare expert You know everything there is to know about Medicare by Monday. Whoo. And so I went home And I studied Medicare Like it was my job because that was my new job. I had to have all the answers to every question someone could ask me And so was I able to do it? I mean I would give myself a B on knowledge after that weekend I went from I have no nothing to her. I Memorized stuff in a different way than most people and so I categorize I memorize and so it's all in here now And so I was able to take that and then over time develop stuff And so that's my number one recommendation If you don't know Medicare up one side and down the other and you don't know all the products up one side and down The other you had a distinct disadvantage over everybody else who does yeah, and so study study study practice practice practice I don't care if you got to call your aunt your mom your sister whoever have them pretend to be a Consumer and throw curveballs at you your your consumers are gonna throw curveballs at you They're gonna leave stuff out. They're gonna. Oh, I forgot about that medication. I forgot about this I forgot about that and you've got to have a plan in place to how do I fix it? How do I overcome it? How do you overcome someone who cancels their policy? That's a question. I asked a lot of people then what people don't know what to do Well, it's gone now. I don't ever let it go that easy. Yeah You fight Not necessarily fight. I don't think fights right word. I I Re-educate because nine out of ten times when someone changes their plan after I've helped them it's because Somebody has uneducated them or told them something different or they saw a commercial or something something happened It's I'm gonna my first and yeah do a compliant Lee. That's a nugget. So I'll send a letter Just basically I don't know what happened being honest again You just got to communicate with the client hope they reach out back. I would say half the clients I lose I went up getting back to the next AEP with that tactic So, yeah, you want to have a plan you want to have support Yeah, you try most people just let let them leave you try to do your best to keep it I didn't always so for a long long time since I'm so hyper competitive if I lost a client I'd be like pissed off To the point where I would like think about sending them like a like a photocopy of me flipping them off I've thought about crazy stuff I've gone down weird roads and different things. Yeah, but in reality Once you come to terms with it's not you that's right. Sometimes it's misassociated You get misassociated as you are the insurance company. I Used to get mad at that but after a little bit of self-analyzation. I realized it's my fault. It's not their fault I didn't do a good enough job of explaining to them exactly my affiliation and creating the barrier that I am not the insurance company I work with the insurance company to work for you And so once I've gotten that digested now moving forward. I have a lot less I don't really have a lot of rapid disarmments. I don't have a lot of leakage. I don't lose clients to other people Very often. I can't say I never do Most most of the clients I lose unfortunately is to death Which to me is the only acceptable. Yeah, that's that one's out of your control. I think mm-hmm I hope so What how important is that the pipeline the marketing piece always? If you take if you take one day off One thing for me with my pipeline works if I take one day off or two days off like yesterday and today It's gonna take me three weeks to catch back up To get everything back to where it was Half of the pipeline is organization and so if you take your eye off the ball It's just like a batting if anyone who's played softball or baseball if you closed your eyes during the pitch For even a millisecond You lost the ball. You're gonna strike out every time you have to get lucky to hit at that point Yes, and so that's the same analogy. I can give you to the business pipeline is Your level of business is determined by your pipeline your pipeline is determined is determined by the work You did six months ago eight months ago two years ago I I just got a call before we came in here from a client From a friend who went to a meeting I did three years ago So they got my car from someone else from a meeting I did three years ago And so that's the kind of trickle down you can get If you're doing the pipeline thing at all times and so for me at this point I Theoretically I think I wouldn't hit my goals, but I could easily survive off of referrals only I could only work referrals If I wanted to most agents, that's their goal The problem with that goal is with any referral source. It's always finite There's always an end to that thing somehow some way the person is gonna retire The at the financial advisor you're getting referrals from the docker's office is gonna hire a new person Something's gonna happen and you're gonna lose that referral source. And so for me, I'm always still working leads I'm always still generating leads Why because if if if something hits the fan and I have to now rely on leads again Yeah, I don't want to be bust and rust off. I don't want to be reformulating how to work the leads I want to be dialed in ready to where I could just start back over and re rebuild it right back up So yeah, work in the leads work in the system Working you I think those are the three things working. How many points do you run a week? 30 to 50 Non a AP time During a AP more than that More than that. That's 30 to 50 appointments a week What would you say the key to doing that is if someone wants to ramp up to that level and maybe they don't maybe that's Secrets on death. Maybe they don't even work out hard. You know, you've got to have a way to do that So I have referrals. I have leads. I have leads from carriers leave out other the opportunities the opportunities from up lines this is There's a lot of different stuff that you can do I say it's up to you I did I choose how hard I work you choose how hard you work you choose how hard you work You choose how are you work? That's right? And so it it's really up to you there opportunities there whatever state you're in there's thousands of months that turn 65 I don't care which one it is. Sometimes it might even be hundreds a day. Yeah in your area What do you think about the person that complains about their area being the reason that they're not successful? I I've driven a thousand miles in a day for appointments I heard that recently someone's like I can't do seminars in my area. So I just can't do them Well, you can't you can move You could get in your car and drive two hours to the next town you could That's an excuse to do virtual ones you can do whatever you want. Yeah, you make two two choice You either make action and you make excuses. I love that you pick So I would I would say There's opportunity it might not be in your backyard, but I don't live next to the I live in Colorado And I don't live I live 90 miles away from Denver I'm living in the middle of nowhere in a town of 12,000 people 12,000 people so trust me when I say it's not my area that I'm working Yeah, it's not there's like 40 a month that turned 65 in my county even if I got them all That's not enough for me. It's 40 a month times 12 is That's less than 500 that's my AEP goal last year And so that's not enough. Hey if you enjoyed this I got another one. You're gonna love it's right there Click on it see in there. You are you have like a special energy about you that you Like I'm telling you guys you get to know this cat. I'm telling you like he just From like a relationship standpoint personality standpoint, you're one the easiest person