 We're changing things up, we are because we got so much going on between now and the conference and the event, the big mega event baby, April St. Agents and Welfth conference. We're replacing brain power and live cold calling and we're putting those together as insurance agent training. And you say, well, dude, why would you do that? Well, because with insurance agent training, we can make cold calls. We can call leads. We can address your questions specifically. We can walk through all the things that you're struggling with and we can still we can still get some brain power going. I know Lauren's going to miss this. Lauren was incredible on this show on brain power. Every money to she's got a pun going on between now and the conference. I'm keeping her so busy where she's like, hey, it would be nice if you just focused on training insurance agents between now and the conference and then maybe, you know what, who knows, maybe, maybe by popular demand, maybe maybe we'll bring something back. So today is all about why do insurance agents struggle and what do they struggle with? Every agent's different. You all struggle with different things, but you all have something that you struggle with. And so today we're going to use the whiteboard. We're going to walk through a few things that are going to fix the things that you're struggling with. We're going to get into specifics. And I want you guys to be able to help me. DG is going to grab the laptop and hand it to me in here in a couple of seconds. And that way, when you guys leave come is I'll be able to see exactly what you're saying, what you're doing, what you're struggling with today. So go ahead and jump in and say, hey, dude, you know, I struggle with this or I struggle with this. Did you just say hello? Thank you, brother. Hello. Thank you, brother. As you're jumping in on Facebook or YouTube world, go ahead and let us know. Hey, let me know. You're here. What's up, Lauren? What's up, Roth? What's up, Dylan? What's up, everybody else? Dude, hey, jumping in on Facebook. Please share this thing out. What's up, Jorge? If you're jumping in on Facebook and YouTube, let me know you're here. Thank you. Thank you. Let me know what you're struggling with and what you want to address because today is all about what do insurance agents struggle with? It's a new insurance agent training. Mrs. Simmons is live on YouTube. What's up? Vince Pabonato is jumping in. Insurance agent training. Again, we're combining brain power and loud cold calling between now and the conference every Monday at 2. We'll be interest agent training. Maybe we'll call leads. Maybe we'll cold call. Maybe we'll address your questions. Maybe we'll do whiteboards, whatever it is that you need help with. That's what we're going to focus on. So today is all about what agents struggle with. And so we're going to jump into insurance agent training and what you struggle with. Insurance agents all struggle with a specific number of things. I don't even have notes today. I don't even need notes because as much as I come to you live on camera and as much as I talk to you guys, dude, I already know what you struggle with. And I know what you need help with. I would say the biggest thing that agents struggle with is to start it off. You're going to notice a pattern is prospecting, prospecting is getting in front of people. That's all prospecting is. Prospecting is getting in front of people. A lot of insurance agents struggle with this. You guys know I'm a big believer in this. I'm a big proponent in this. What's up? Agents struggle with playing it too safe. Dude, that's also true, which I promise we will get to 100%. Agents struggle with prospecting and getting in front of people. Because at the end of the day, you may be the greatest salesperson in the world. You watching on YouTube and Facebook, you may be absolutely amazing. But if you don't see anybody, if you don't ask anybody, if you don't tell anybody, if nobody hears your story, then what's the matter? The greatest salesperson in the world is a lot of wasted talent if they don't get in front of people. So prospecting is super important. Having a weekly prospecting system that gets you in front of so many prospects week in and week out. You guys know that I talk about my philosophy all the time. Where I talk about set 15, C10, cell 5. You guys know that's kind of my weekly system that I preach a lot, 15, 10, and 5. Most agents never get to this. Most agents never get to this. They never C10, and they definitely never write 5 apps. Because you can't prep 5 apps if you don't ask 10. Agents struggle with seeing, asking, and having a duplicatable system. Because there's some agents out there that you may set 15 appointments and you may say 10 one week. But then the rest of the month, the next three weeks, you're going to end up writing about an average of about, you're going to see like two people a week. Because that's normal. That's customary. That's easy. Insurance agents need training, and they need training bad. They struggle with a lot of different things that I want to cover and that I want to help you with. The next thing that they struggle with, man, they struggle with phone skills. Most people are scared to use a telephone, which in turn is directly related to setting appointments. Most agents just struggle with the phone miserably, and you don't know what to do and know what to say. If you can see that, if everything's looking good, let me know. What is up? What's up, Dayang? Naveed. Let me know, okay, we're jumping into phone skills, setting appointments. Most agents never pick up the phone because they don't have confidence in their phone skills ability. You don't pick up the phone because you're scared. You don't pick up the phone because no one's properly trained you how to pick it up. Dude, it's easy. It's easy to pick it up. It ain't even that heavy, but if you don't know what to do, if you don't have the knowledge, if you've not been instructed, if someone hasn't educated you, you won't pick it up because you don't know any better. What we're going to walk through together, so three life, that's what, what's up, Austin? Thanks for joining, brother. Not only do you struggle with prospecting, not only do you struggle with phone skills and setting appointments, but you also struggle with a slew of other things as well. These are just a couple of the obvious. Need better phone skills. Jorge, do me a favor, jump, jump in this new mentorship training program because agents say that they struggle, but agents don't invest in themselves. And you guys know me as I walk through this and we talk about the specific things that you struggle with. You guys need to be spending more money. You say, Cody, dude, what does that even mean? Dude, that means that I just sent $54,000 to Nissan Stadium for half of the deposit on Friday. That means that I just gave someone 30 grand today to be a sponsor and a speaker in a bit. That means that, hey, maybe I believe in getting attention and spending some freaking dough as you guys need to. What's up, Danny? What's up, Jorge? What's up, Austin? On YouTube, Tommy Max says, hey, agents struggle with investing money on leads and personal development. Offer us today, great value on the new mentorship program. Thank you, Tommy Max. Prospect in getting in front of people. And 92% of agents fail because they struggle with that. Phone skills, setting appointments, being able to set appointments when you talk to people. That's how a lot of people struggle with. The next thing that agents struggle with is they struggle with overcoming objections and make sure that you can read my handwriting and see it okay. I know we get a little glare sometimes on our boards. Overcoming objections, a lot of agents struggle with overcoming objections. Because when they say, dude, I didn't do that, dude, they did. So figure out how to remedy that. Or they say, hey, I'm not interested. Or hey, I'm good, I'm happy, I don't need you. If they say anything, if they say, hey, I need to talk to my wife, I'm not sure, I need to think about it. I don't have the money, I'm broke. Do you know what to say? We're in the process of developing a new mentorship training program for the next nine weeks that it's less than a couple hundred dollars. It's an $8,000 value, and it's something that I'm going to tell you about later on in the video. Mark says, hey dude, read the script, baby, dude. That's one of the biggest reasons agents struggle, man, is they don't read the script. But you can't read a script if you don't know what script to read. But Mark, I'm with your brother. Overcoming objections, that's something agents struggle with a lot. Also, the sales presentation, and when we go through this, I want you guys to tell me which one of these you struggle with, or maybe you struggle with all of them. And you're like, dude, I would love to fix these things, man. Can you help me? Dude, I promise we can help you, and we can fix these things. But we can't fix them until you admit that there's a problem. That's the first step with anything we do is, hey dude, if you want to get better, if you want to improve, if you want to get better at something, you must admit that you can get better. The sales presentation needs to be a systematic step-by-step process that gets you from, hey, my name's Cody, and you're in the warm up, and then you're cooling down and walking out of the house saying, hey, thanks for the business, welcome to the family. Most agents following the process, thanks Alyssa, I love that. This is more of a process than anything following the process of the sales presentation. 92% of agents, insurance agents fail because they don't know how to run a systematic sales presentation that delivers results, that delivers the clothes, that helps you write business, that helps you make money. And that's why we're going through this live on camera today. It's all about the things that you're struggling with and how we can position you to fix those. The next thing is, as we jump in, I want you guys to know, I want to know which ones of these that you struggle with. Is it number one, number two, number three, number four? Maybe it's number five. What do you guys think number five is? Number five is closing. Most people never close because they never do what? They never ask. We talked about this for 72 minutes last night live on Facebook and YouTube. You're going to say, dude, you're not, you do way too much video. Dude, I'm here to help people. I need to do more. Can't help people, but if I don't train them and if I don't give them free knowledge and expertise. My personal issue is early objection. Alyssa, we can fix that. We've got a, we have a link in our Facebook description for our mentorship program. Make sure that you jump in on that. Is it in comments? Cause I'm not seeing it in the, okay, it's in comments. Make sure you jump in and grab the link to this new mentorship program. We're going to repost it right now. This is a program where you're going to get $8,000 worth of value. We're going to walk through a ton of stuff and it's, you get me for nine weeks, you can hang out in the penthouse suite. You get a bunch of stuff. So closing ask. Alyssa just said she struggles with objections early when someone says, Hey dude, I'm not the decision maker or, you know, hey, I don't have the, I'm broke. I don't have any money, but you can, you can tell me what you have to offer. Dude, I'm telling them by the end of that, they're going to find some free money to start spending money even more. Also even more important than when it comes to closing, there's trial closes. You guys don't know how to walk through trials closes. You don't know how to ask questions in ways that you get answered. You don't know how to close literally almost everybody you talk to you. Last night, which was, Hey, I need to be, when I'm, when I'm in a closing mode, I need to be more sold on me closing them than they are on me not closing them. What's up, Mark? Be proactive. We'll avoid most objections or, or maybe it's number six. Maybe again, that comes back to asking, but any of this you could say, well, dude, you know what, I don't know how to ask. I don't ask because I don't know how. Well, dude, all of this comes back to no, being, you know, prospecting, getting in front of people, phone skills, setting appointments, overcoming objections. I've got a specific process of how to overcome objections where you can overcome any objection at any time. They're going to have to hang up on you for them not to buy. Sales presentation, a eight-staff employment process that dives in and it's deep. Closing and asking, you don't close because you don't ask. And then when you do ask for referrals, do you know how to ask for referrals? When that time comes and you need to extract at least one referral from that prospect now. What's your go-to phrase? What do you say? What do you do? And does it work? Don't give me a phrase if it don't work. If it doesn't work 100% of the time, then, dude, it ain't good. It ain't valuable. It ain't worth it. You can not ask for referrals and you won't get any. Or you can ask poorly or incorrectly at any. It goes back to closing. I'm more sold on me getting a referral from them than they are on not giving me one. Alyssa says, hey, is it OK to be aggressive? What is too aggressive or not being aggressive enough?