 Welcome to insurance agent training every Monday to o'clock central standard time in our little temporary studio Well, the new one is being built behind the scenes wait for it man It'll be done in the next couple weeks gonna be amazing today. I want to talk about right there how to earn six figures by door knocking By knocking on doors we did this a while back several months back And we showed you how to make money just from knocking on a door We broke down the numbers we talked through it we walked through it and we danced through it today We're gonna talk about Specifically how you can do this and when I think about how to earn six figures by door knocking There's things that you need in place. All right, so you need Leads without leads an agent is Unemployed Without leads an insurance agent is unemployed. You say well Cody I don't buy leads. Okay. What do you call a warm market? What do you call a referral? What do you call a cold call this interested? What do you call someone from your? Networking group that wants to buy life insurance from you. It is a lead Without leads you will fail 92% of agents fail because they don't get in front enough people Every agent will fail if they do not have people to talk to most agents don't have enough prospects people to talk to and they end up Failing simply because make sure that you ask your questions on YouTube and Facebook live today Thank you so much for watching you guys are amazing. You may want to share this thing out Maybe tag an insurance agent. Maybe like maybe comment. We love comments. We love questions I actually personally review and watch all the comments for literally almost every single video. So first thing is leads without leads you are unemployed Without leads as an agent you're unemployed. So the first step is you get some leads, right? Secure agent leads comm can help you. So make sure you check it out leads then after leads What do you do next? You need to map out Your stops and I'm writing really big today because Dylan told me to right? Can you guys can read this a lot better today? Am I right? Leads then you map out your stops. There's road warrior I believe there's map quest route planner like there's ways for you to throw a bunch of leads and it to give you a map of Hey, you should go door knock these 50 doors today these 25 doors today Whatever it looks like there's ways to make sure that you're able to do that. All right, so map out your stops Put them in order you also as we always talk about it you need to know Your Numbers Tommy Mack everybody needs to know their numbers when they're talking about going and making money From door knocking and when I talk about knowing am I alright over here Dylan? You can still see me when I talk about knowing your numbers. I'm talking about alright, so I'm talking doors I'm talking I'm talking I'm talking like knock on doors I'm talking about how many doors will open and talk to you how many of them will let you in their home How many of them will buy and then when they buy what how much money will you make right? When I was cold door knocking without leads it looked much different, but when I was working leads I was getting to her okay I knew that you know what if I knocked on if let's just say if I knocked on a hundred doors and You could buy you know 20 leads and knock them five times 30 leads knock them three times whatever mix in new and aged whatever it looks like I was Generally you're gonna get about 30 You can get about 36 on the high end probably actually open the door and they're generally generally about we'll stick with a third because I always say About a third, so we'll stay with a third and then of that Another third will probably let you in and some some people can actually improve these numbers to realize okay I'm not going 100 doors. Hello, Miss Betty. Can I come in? That's 33 right 33 let you in Out of 33 to open to 11 let you in then how many you're going to buy and actually end up buying from you Generally, you're probably looking at about five and so you're probably looking at about 3500 of AP Simply by doing That By actually knocking on doors. That's where knowing your numbers becomes really important But most most you guys don't break down your numbers. You don't know your numbers. You don't know what your numbers look like and you don't Knock enough doors. I've got a agents that I know they're like hey, dude. I knocked you know I knocked eight doors today dude Go freaking knock some more man If you're seeing me then it's you know, there's still time for you to knock you say well When can I knock you can knock between 8 a.m. And 9 p.m. For all I care I mean, yeah, I normally don't knock before like 8 30 or 9 But that's when I can knock in the state of Missouri. So Leads you got to get some leads you can get new and aged leads from us Right at secure agent leads calm Okay, eight three three four zero two four three six eight You can get those from us then map them out right map out the stop so that you know Okay, I'm going to this one then this one then this one because you don't want to just grab 20 leads and say and just then just Hytale out of the office and then you're You don't know who you're knocking first. You want to be efficient when you knock That's why this is really important then what you know Then you get to where you know your numbers and you can perfect everything and then the last step to this whole equation is You need to get Great at this you need to get great. You said Cody. What does get great mean? It means that you don't suck anymore It means that I know that when I'm walking up to a door I need to be smiling and waving as if I see them and as if I know their home It means that when they open the door I've got a smile on my face that it means that I knock instead of ring the door bell And I knock so that they hear me but not too loud but not too soft enough times It means that I'm smiling it means that when they answer the door I take a step back to make them feel comfortable I kind of open up my arms miss Betty. How are you today? It means that I know my pitch It means that when they give me objections. I still get in the door. It means that when I get in the door I know where to sit. I know what process to run and I end up making a cell That's what getting great looks like But most people never get great because they don't do enough of this There would be days. There would be days where I would knock on 80 doors in a day Let me let me say that again. There were days where I would knock on 80 Doors in a day. I normally averaged even even when I was cold knocking without leads I would average 50 doors. I would get a cell even cold knocking without even having leads Getting great and it takes it takes tens of thousands of knocks Before you can ever even think about being great. I would say that Over the first several years of my career that I was probably knocking This this many per year Let alone this many Per decade, right? If I would have done that for 10 straight years I would have been door knocking hundreds of thousands of doors That's how you get great because everybody thinks so small and we've got such, you know we've got such small ambitions and and Are we think that you know what? Okay, if I can knock 12 doors today if I just not 12 five days a week. I'm gonna be good if I knock 60 doors Typically doesn't work that way You need to do more you need to think bigger you need to take more action and to think about how to earn six figures Not how to earn $58,000 like every other insurance agent that you know some par agents are making less than 50k average agents are making about 50k Agents that are absolutely great at this business are making over a quarter million dollars a year. They just are Even even when I put up 117 at 19 years old that the premium the premium was in excess of a quarter million What kind of questions we have any questions going on any Facebook or YouTube questions you guys are being shy today It's Monday. You're supposed to be excited to kick off your week I appreciate you watch appreciate you checking this out by show of hands raise your hand with a within a with an emoji or a GIF or whatever if you would like to earn six figures by door knocking or Give it a thumbs down People don't ask for that on video too often do they if you're like Don't want to make six figures at all or Just give me like a thumbs up if you're like I want to make six figures But I don't want to do it by door knocking Little little interaction and engagement. All right, so any other questions for a wrap this thing up insurance agent training every Monday Two o'clock central center time. We have a ton of fun with you guys answering your questions We do that every Wednesday on Q&A. We got some somebody jumping in about wanting to make some money in some way Q&A every Wednesday at 2 8% Club every Friday at 2 We have a we have a new interactive map for a personation being built right now I think this is a last day gonna be soon. I think and you're gonna actually be able to go and choose your seat for the event That's nuts. I Think we've got Today's the last day right general admission tickets to for 117 I believe it is that the statler in Dallas the end of July check out the website a personation calm It's it for those who don't know what it is. It's an insurance conference built Around helping you succeed That's it. I mean if you want to sum it up and you're like hey, why should I attend because you want to create wealth forever For it last year. We had Ray Lewis Grant Cardone Tons of industry speakers. It was a blast. It was a Phenomenal event and we're doing it again this year in Dallas cowboy nation may have a famous cowboy speaking who knows End of July July 26 and 27th at the statler in Dallas. I want to see you guys there Any questions about the conference about how you can actually really soon will be able to go and choose your seat We only have so many front row seats available. We've got less than 20 front row Premier seats left We've got less than 20 front row VIP seats left, and we've got less than 10 front row GA seats left We're gonna have about 1200 insurance agents there at the end of July focused on Absolutely making more money any questions about the conference any questions about earning six figures at all and any other questions About making six figures from door knocking It's my job to help you win and succeed and that's what we do so much content every single day Especially our three live shows three times a week we put out I would say about a ten Nine to twelve videos a week is kind of a we don't always put out to a day Saturdays and Sundays you may get one you may get another one if I throw one up What are some popular topics though what you guys watching now? What are some popular topics that you want to see moving forward and that you would like to see us continue to do? As far as content goes is there something that you want us to address in a future video I would I would I would put that in comments right now if you want to see a special video and and they even call it the Mike more of you know Video or whatever put it in comments below and we'll address it. We do videos all the time More videos than anybody else in the industry that I know of like I haven't seen anybody else that does this many Because we are all about helping you succeed. That's what it's all about. I love doing this I love door knocking. I love cold call and I love calling leads. I love selling But even more I love training and developing and helping insurance agents win and become successful 92% of insurance agents fail. It sucks. It's small and We got to change that any thoughts guys any anything you want to chime in with any questions Facebook or YouTube we got a lot of YouTube interaction going on. So thank you for that Okay Travis has tips and ideas on how to target that YouTube trip tips and ideas on how to target my cold knocking. Yes senior housing Section 8 housing lower income. I love I love senior housing Facilities where I'm talking 55 plus. We've got several around Missouri to where they're like public housing centers for seniors and You can go and knock out. We've got one with like 120 Units in this one place. So yeah, I would target now There's a lot of retirement centers in like nicer upscale places where there'll be no soliciting signs or you'll get kicked out of if you're me I've been kicked out of plenty of places for door knocking. So I would find those that like or on the outskirts of a big city They normally don't care as much about door knocking or like a senior housing facility type or you can actually I mean You can buy you can buy age leads for so cheap buy age leads buy new leads Cold call list whatever but then take those and put those into stops Even if it's cold and they fit your demographic or even if it's age leads or even if it's brand new leads I can still make six figures. No, even if I went cold door knocking every day for the rest of 2019 I could put up 300k in premium and probably just download a cold a cold data list and upload it to like map quest route planner Map out my stops. I'm a $300,000 a year plus producer with a cold list without even aged or new leads which is Most most most people couldn't better say that We got one question on YouTube sweet. How can you eliminate that fear between the car and the door? Run to it. So it never happens. You're just like freaking sprint into the door. No, you know what? by doing like if if Gets back to getting great when you get great at it. You have confidence. You have more ability and You don't have any fear. I Bet the person that's asking that question awesome question. I want you to succeed. I appreciate the comment. You're that's awesome but I promise You're probably Probably haven't doorknocked a ton yet So gets do so many knocks that you have no more fear anymore That that's my challenge to you awesome question. Seriously That's probably the biggest reason why people don't doorknock. Is they're just scared of what someone is gonna say who? Freakin cares. You got to do it before you can get great Yeah, the thoughts YouTube or Facebook gents Anybody want to do some karaoke your dance at all? Steven Steven Ladart on YouTube is just asking if we have a script for our aged final expense leads Same script same same script. I don't care if it's a day old or a year old I use the same script because I don't want to create I don't want to create an objection and what I mean by that is some most of time with new scripts You're like, hey, you know, I'm calling I'm getting back to you about your request for the new final expense information Right now with an age script an agent would normally say hey, you know, Betty It looks like you did this about you know, you requested new final expense information about eight months ago, right? Well, that's a red flag. Like that's that's you that's you saying that's you putting up an objection so instead and You don't know that they didn't do it yesterday or a week ago or a month ago from a different source So I just eliminate the ability for any objections Betty this is Cody. I'm getting back to you about your request for the new final expense information now, Betty I'm the local field underwriter. I'll be out in your area on Friday Now Betty, should I drop this off in the morning or in the afternoon? You notice I don't care whether it's aged or new I Promise you I have set appointments. I've helped agents at appointments I've seen thousands of dials being made to aged leads with that script and It's the exact same script whether it's a day old or five hundred dates old. You know what I'm saying Matt Jones just in general it's The graphics machine over there Anything else guys? That's a great question by the way because most people would most people would think you should use a different script. I Don't I Don't want to create objections. I want to eliminate them. I want to be in control I want to know what I'm saying That's the reason I love this script so more is it eliminates a lot of objections for agents or you can use the one objection that I gave You last Friday maybe and just use it instead. So I Wouldn't change it though phenomenal question I would never change a script never ever change a script never use a different script Just use that one because it works. You guys saw me use it in Jamaica, right on videos It works. It's this if the script works. It's the if the script doesn't work. It's because You aren't Great yet. That's the only reason why it wouldn't work because it works for me Almost every time I talk to someone I'm nobody's a hundred percent, right? But I've made hundreds of thousands of calls Over the last I even started out in the insurance business as an intern as an intern I Think it was like a freshman in college Senior year in high school calling the phone book for a veteran agent for free Do you don't think I hated myself I Absolutely freaking did because I and I had lots of fear like the gentleman mentioned earlier Because I hadn't done it enough yet. I haven't think I've told that story that I Called as an intern the phone book didn't even know you couldn't even call the phone book back then I did it anyway like I'm freaking Doing so I'm not supposed to do it. I'm like 18. I didn't know any better We got one more question from Travis on YouTube What are your favorite days and hours to be out in the field doing cold door knocks? Oh? Okay, so say I was cold knocking or knocking age leads or knocking new leads I mean it doesn't matter like they're either gonna no matter what type of lead it is They're gonna answer the door certain times of the day the answer is Huh Saturdays Saturday mornings Sunday afternoon late afternoon and Preferably like the lay afternoon and evening now I Will knock Monday through Saturday all of those times or Maybe five Five full days and a half day You but you can knock any time and you'll have success now You're more likely to get answers if you knock at night You're more likely to get answers if you knock on the weekends, but you should still knock other times too so Simon on YouTube Simon dude from the UK man. Is this Simon Carroll? Yep. Come on man He wants to know what was your very first 10 doors like? Like I wanted to throw up. That's what it was like man, dude. I I didn't know what I was doing. I didn't even know what to say I was brand new I sucked frankly and I was like, oh, this is awful, but I stuck with it I did I was doing 50 something 50 at least 50 cold knocks a day for Weeks and weeks and weeks because I didn't even know that leads existed You know what I mean? Like I didn't realize that someone like secure agent leads had stupid good leads. I had no idea I just that's what we should call them that whatever I'm gonna change the name from secure agent leads to stupid good leads calm Is that is that domain taken Bailey dude? You know what I mean? Like in general, uh, I had no idea with my first 10 knocks Don't tell anybody it's between me and you it sucked. It was bad But Simon you and me both bro I'm gonna come to the UK and we're gonna knock together you in We'll take Dylan Anything else that's a good question any other thoughts questions. There's one more question on YouTube Oh, I don't know if he's talking specifically with door knocking, but he says how to collect more referrals Ask I Know that's not a thorough answer, but the main reason agents don't get referrals is because they don't ask You can set it up early in the appointment. You can mention it late You can join a networking group. You could be more apartment more involved in your community You can let your more market and your family know what you do Just doing will help, but I would say ask Most people don't get referrals because they don't think to ask and I didn't when I didn't it's because I wasn't involved Or I didn't ask so great question Daniel on YouTube wants to know what's the script for a door knock Cody Okay, script for a door knock so Someone comes the door Dressed by their name Betty. How are you doing today? Hey? My name is Cody and The reason I'm here on your front door today is I'm supposed to get you the new final expense information I'm the local filled underwriter. I'm assigned to the area and I was in the neighborhood Can I come in for a quick second? That's it And it can be tweaked a little here and there to fit your personality, but in general, it's very similar to the call script I know your name. Here's my name. I'm getting back to you about this I'm the local dude to give it to you Question to obtain a goal right now. That's good How about that for an impromptu script? You don't think I've done that tens of thousands of times We got Tanner on YouTube. He wants to know best advice for knocking older Facebook leads Older leads aged do a lot of them. I Mean, I think that you should plan to knock a minimum of Well, it's age. You have to drive around a little bit a minimum of about a hundred to a hundred and fifty a week And they don't all have to be that you know what I mean because aged are so cheap hundred to hundred fifty a week Because when you're driving into several, you know, you need like okay, I have 20 in this area 25 whatever I'm gonna knock those today 30 whatever I got a meeting in two minutes anything else. I Think we're good. Let's rock and roll insurance agent training every single money two o'clock central tender time Thank you so much for watching grab your seat Wait for the April I'm telling you the April nation deal. That's available right now. Call our office and ask 8% nation is coming to Dallas You can actually choose your seat this year. It's being built out our software engineer custom coder Nerd extraordinaire Bailey is building out a custom interactive seating chart that you'll want to choose your seat this year Thanks for watching every Monday two o'clock. You guys are awesome share Tag and like I appreciate you. Thanks