 All right, all right, all right. We are live, we are recording, and we are ready to rock and roll. Welcome to How to Earn $5,000 a week without making outbound calls. This is probably one of our, what we're expecting about 600 to 1,000 agents to be live during this webinar tonight. We had a ton of registered, appreciate all the participation, and excited to deliver this specific topic when it comes to self-training, right? I've got a deep passion for helping insurance agents succeed. Okay, so I'm gonna give a bunch of ideas tonight. I'm gonna share things that I used to do in the field or over the phone that most people don't know about. Okay, there's gonna be a few things that you haven't heard a lot on my YouTube videos I'm gonna talk about today as people continue to jump in. Okay, also Dylan, Andy, Brett, Derek, everybody that's on that's helping from a staff perspective on this. Watch those numbers. Again, we're only allowed 1,001 attendees live in the webinar, so please check that out and please keep an eye on that, all right? So I wanna jump into why this title. This is a pretty lucrative, aggressive, focused title that got a lot of attention from a lot of you, and you're like, dude, I had people texting me three weeks ago saying, dude, I wish the webinar was right now. And the big reason why this specific title is there's a lot of insurance agents just absolutely hate making calls. They either hate actually making them or frankly, they just suck at making them, right? They either hate doing it or they're just not any good at doing it, right? So I don't know if that's you specifically when it comes to making calls, right? My phone is getting a little deflated. We're gonna have to air that up. But most people are like, dude, I'm scared of this thing. It's like a 500 pound gorilla and I don't wanna pick it up, you know? Or it's not that I don't like using it. I'm just not any good at it. When I do use it, I don't have results, right? So also let me know in chat that you can see me okay. Somebody said, hey, no video looks like, everybody else is good, but just wanna be sure, okay? So let's make sure we, let's have somebody check that out. Okay, so good to go. Thank you, John. Perfect, okay, awesome. So let's jump into, right? The main reason for that is if you can earn $5,000 a week without having to pick this up at all and actually make an outbound call per se, right? How would you do that? How would you go about that? So I'm gonna break down the different ways I did it, the actual different ways that you can do it, the math behind the numbers, and also the actual scaling piece of this. How would you scale an operation where you don't have to actually dial the phone and make an outbound call? Because when I was a new agent, I would spend hours on a Sunday making cold calls, hours on Saturday mornings and Sunday afternoons, literally calling the flippin' phone book to try to get appointments because I didn't know what to do, how to do it, any details about it, but I knew that I needed to get in front of people. I knew that without appointments or without people in front of me, without people to talk to, that it would not matter, right? So again, preach has been a part of this. I'm gonna bring some energy, I'm gonna bring some swag and I'm gonna have some fun tonight, all right? So my goal for this, my goal for this webinar is that you leave this webinar saying, I'm committing to being successful. I'm committing to actually doubling down and really growing this thing. I'm committing to spending some money to scale my operation, okay? So if that's you and you're like, I will invest money, I am serious, I do wanna commit, I am ready to go, and I absolutely want to make this a career that lasts and works because 92% of agents fail. There are more millionaires in this industry, in any other industry in the world, but most people don't really ever commit full force and then they end up being a statistic. And I do stuff like this because I don't want you to be a statistic. I want you to be uber successful and I want you to be able to take training like this and apply it into your business immediately, all right? That's what I want for you, okay? So that's my goal for this. I'm a big goal guy, thank you, Brett. I'm a big goal guy. And that's one of the big reasons why I always start with a goal for a webinar, for an event, for anything. Like we do a percent nation and I'm speaking in front of a thousand insurance agents walking around with a mic, running around like a crazy man. I'm saying what my goal is for the event because everything I do, I wanted the goal. That's a nugget by the way. Everything you do, you must have a goal also. If you're checking this thing out and you wanna share it on social, Facebook, Instagram, Cassidy, please keep an eye on that. I wanna pick a couple people that shared on Instagram and also a couple people that shared on Facebook, maybe LinkedIn, we're getting more active on LinkedIn. I wanna pick a few people and I wanna either give them a free call with me or give them some money, $25 gift card, Starbucks, Venmo, whatever. I wanna give some stuff out for you guys sharing this out on social, okay? So I don't care if it's a story, it's a post, whatever, right? So I appreciate you being on, I'd love you to do that. Okay, so I'm gonna go over the different ways, the different ways of not making calls, okay? But these are the different ways that I did it. I'm gonna go over a lot of different ways of how you can do it now and it's actually expanded, it's gotten better, okay? But I'm gonna give you the different ways that I personally did this. Anytime I had success or made five grand in a week without actually making calls, these are different ways that I did it, okay? So when I first started as an agent, I did something called call nights, okay? So I would, with these call nights, by the way, I do believe it'd probably still work, by the way, okay? I would bring over college kids every Monday night for about 530 to 830 and I would grab three, four, two, three, four, five college kids and I would pay, I would give them so much money per appointment. I would call with them, by the way, okay? So I wouldn't totally out of the woods but I wanted to help them and motivate them and believe by example, because I was never afraid of this, okay? And I would buy pizza, I would give away gift cards, I would give them money if they actually started to set some appointments. I'd give them $10 for the first appointment, $10 for the second appointment and then $20 for the third appointment and $20 for every appointment after that, okay? So if they set five appointments in a night, I'd also give 20 bucks to the person that set the most appointments for the night, okay? And when that happened, let's just say that they were at 10, 10, 20, 20, 20, that's 80 bucks, 20 bucks for being the winner of the night and leaving it and a college kid that's 20 years old will walk out of there with a hundred bucks for like three hours of work and they're like, holy freak, this is the greatest thing since last spread, unbelievable, right? But I would give them, the things I would give them, I would give them a script, okay? I would give them a phone, I would give them a list, I would give them a cubicle, I would give them a chair and if they started, they needed some energy, I would take it away and then I would give them a place, also some tips, some top tips of how to make calls, some of the things that do's and don'ts of making calls, some simple stuff like stick to the freaking script for starters and we would do this and I'd have two, three, four, five, six, you know, et cetera and I remember leaving there those call nights with eight, 12, 16, 20, sometimes even as many as 24 appointments, we'd have six of them averaging four a piece over two or three hours and I got to where I could literally, I could literally set up my entire week from a call night because you gotta remember I was 19 years old, 20 years old, I was in college, I was playing basketball, practices, games, tournaments, I was taking 21 credit hours a semester, like I was putting in a lot of time already, right? I was a part-time agent, I was a full-time agent that wasn't able to work full-time. So I remember trying to get creative on how to outbook my week because I knew without appointments, I could not make slips, okay? So I'm gonna do the math in a little bit but this is what I did, I used call nights. I also remember having an assistant or even a full-time telemarketer that would book leads for me and I would get to where, I would get to where I would, I would have three appointments in Arkansas on a Saturday from leads that I would go see, you know? And so I tried to really, I wanted to focus on selling, you know, like what you should be great at is selling, right? With a sales system and getting really good at actually closing deals. Because the main reason people fail is that they either don't get in front of enough people or they can't close deals, right? Their sales ability is lacking. If you can find a system to get in front of people and then couple it with actual sales training and developing and improving, then you've got a match made in heaven, okay? So I would do those things. I also got to where I had a call center at one point that would actually sold my equity in that and that would actually create, I would have openers that would create live transfers. So we would cold call. In this example, we would cold call all over the state of Missouri and people that were 65 plus and we would cold call about Medicare and then they would get so far in the script and then live transfer to me and I got to where I was closing, selling MedSupp and Final Expense from call, literally no leads, no age data, no new leads, straight actual cold calls. I got to where I could close about 40 policies a month on my own from just taking cold calls and actually dialing MedSupp and Final Expense, actually selling MedSupp and Final Expense over the phone. Okay, so the other ways I even had someone that was, I had someone that would actually, I had one guy that would set my appointments. He would also drive me to my appointments because I was running a couple different businesses back then and I would get to where literally I just showed up and closed deals and that was it. I've got to where I've had telemarketers in the Philippines. Like you can't mention something that I haven't tried or done or been a part of or coach someone on. These are different ways that I did it. Now, I'm gonna talk about the different ways, the different ways that someone could do this, even if they're not me, even if they're like, dude, I don't care about the ways that you used to do it. I wanna know how I can do it now, right? And I'd love to, any of those students get in the business. What's up, Tony G? Charlene, actually I believe one or two of them did. So it was a good recruiting tactic because they could see how much money you could make. Also, if at any point, yo, what's up Clay? If at any point during this, you're like, man, I need my sales training to improve. Then feel free to go to Kodiaskins.com. It's in chat and I put it here. It's spelled with an S on the end. Cells, because you don't wanna make one cell. You wanna make a lot of flipping cells, right? So go to Kodiaskins.com forward slash cells system. All right, cells system. Kodiaskins.com forward slash cells system. If you want to know more information about how to become better at selling over the phone in person, closing deals, building rapport, overcoming objections, running the sales process, warming up, fact-finding, presenting, building value, trial closing, understanding the buyer, the psychology of sales, that I mentioned objections, right? Big thing people start with is objections. I've got processed through all that stuff in this new sales system that I'll make sure that I talk about later in the webinar. Okay, so those are different ways that someone could be successful in how I did. Okay, and how I did. Now, before I get to the actual math and how to scale it, let me give you some different ideas on how you can consistently get in front of people. And that's the number one people struggle, the number of people, the thing people struggle with is they struggle to get in front of people. Okay, they struggle to get in front of people. So I'm gonna give you some different ideas on how you consistently get in front of people without actually having to pick up the phone yourself. Okay, so make sure you're taking some notes. I'm about to get in there. Okay, so you yourself could do some call nights, okay? Where you recruited some callers and it was just one night a week and it was a local thing. You recruited people from church or college or work, another office or Facebook, whatever, right? That worked for me, by the way. A lot of people are too lazy to figure that one out. Everything I do, everything I do, I wasn't really the best at it when I first started doing it, but the difference in me and a lot of people that fell in this industry or that fell at recruiting people to call nights is I didn't give up. Maybe I got one to the first one. Maybe I got two to the second one. Maybe one of them hated it and was back to one. Maybe the next time I had three. And so I was really creating this pool of people that I had 30 people I could go to to grab a few. Everything's a numbers game and if you've got three people to go to, well, one or two can go, then I always wanted at least three or more. Five was perfect. Five, we got some buzz going, like people were excited, people were making money, people were setting appointments, didn't have to go long without appointments being set. I wasn't able to jump on calls, calls and close appointments, but it was a very simple deal. We were calling, it was consistent, it was very simple. Call nights can still work, by the way, that's an idea for you to recruit people to do the work for you. Now, you could also, you could also, you could also hire an opener, okay? You could hire an opener to actually call your leads for you, live transfer them or set up appointments for you. And when I'm talking about an opener, you can recruit someone from overseas, you can recruit a local single mom, you can do whatever. But that's where someone is actually paid either by the hour or per appointment to literally tee you up, right? Back in tee ball, you would put the tee up, you would set the ball on top and you'd hit it. That's it, that's it. They're freaking setting the ball on the tee. They're setting up the tee, they're putting the ball on it and it's your job to hit it, right? And hitting it is closing. Most people, that's a big thing to struggle with, actually closing deals down right away. Big thing people struggle with. And I'd love to know and chat if you feel like closing deals is something that you struggle with. A lot of people struggle with closing deals and it's better to be honest. It's better to be honest. What was the system used when hiring telemarketers? There's a website called onlinejobs.ph on the call nights where the telemarketers paid it all by the hour just by appointment, just by appointment. So I would pay them, I would pay them $10 per appointment for the first one and the second one. And then I would pay them 20 per appointment for the third one and everyone after that, okay? So if they said three, they made 40 bucks, right? 10, 10, 20. Also the top person out of the group would make an additional bonus for the night, okay? Would make an additional bonus for the night. When starting out, most agents didn't have money for overhead calls such as leads or callers. Well, if you're only paying 10 bucks per appointment and they're 1099 and they're not an employee, then I'll help you rob a bank and come up with 60 bucks, 80 bucks, whatever, okay? Appreciate you being on, buddy, good question. Closing is the biggest hurdle that I still face. Yeah, Jason, that's common, man. That's the biggest thing agents struggle with right now. I was just coaching an agent earlier, I believe he may be on this, the WG man. And he's still struggling with closing deals down. Like people are saying, I wanna think about it, I wanna call me back, I don't know if I can afford the money or I wanna talk to my kid or come back next week or I'm not sure, I wanna do it, whatever. Like people struggle with closing deals down. When I'm here to tell you, when it comes to sales training, you have to believe, like whatever you believe, this is proven by the way. Most people don't think like this, but it's proven. You wanna take notes on this. You, the prospect is always going to believe or their confidence level or wanna do it. And they're gonna be right below how you feel about it. The prospect's always gonna be right below in their belief and their mentality and their confidence. They're gonna be right below where you are, by the way. Right below where you are. So if you're on a scale of one to 10 on the certainty scale, right? A one to 10 on the certainty scale on whether they're gonna do business with you today. If you're a seven, guess what? The prospect for P is probably gonna be like a four or a five. Okay, but if you are a 10 or at least a nine, then maybe, maybe you can get them to be a six or seven. So that's the thing about closing, is your confidence, right? The three C's for closing. Confidence, certainty, and conviction. Confidence, certainty, and conviction. How is your confidence level? Is it high? You're gonna close a lot of deals. How's your certainty? Are you certain they're gonna do a business with you today? Okay, how is that? And then conviction, that's freaking internal belief. I believe in what I'm selling. I know I'm helping people. I know I'm doing the right thing. And I'm certain they're gonna do it and I'm confident in my ability to get it done, right? That's the three C's when it comes to actually closing deals and being confident in that approach. And everybody's different. Not everyone is extremely confident in that way, but I'm telling you, you absolutely have to be. You absolutely have to be. I was doing business in Missouri back then, by the way. WG's on, present, present. Why is closing so hard? You know what? I think it depends on what product you're selling, how you're pitching it, your sales ability, how much you train. Like if you don't train every day, you're going to be worse at closing than others. I'm just telling you, that's just straight up. And most people don't have a system to plug into that teaches them the actual steps to improving. People get in this business and they think they're gonna succeed and be amazing and everything else. And they don't realize that, hey, I've got to put some effort into this. I've got to try. I've got to want to get better. I've got to want to improve. It's not gonna fall on my lap. It's just not going to fall on my lap. Do you have a script for the opener? I do. It's in TELASIL or TELASIL's Mastery Membership. Derek can probably post the link if he wants. It's TELASIL's Mastery Membership. You can go to Kodiaskins.com and find that as well, okay? Interesting approach. I like door knocking 20 fresh leads. Good, good. You know what? That is literally a way to avoid actually making calls as I keep dropping my markers, okay? Is to where you can actually do some door knocking. You can actually do some door knocking. So I'm gonna throw that up there. That's a good idea. Thanks, bro. I'm gonna throw that up there, okay? So that's good. And I'll get to some of the questions in a second, right? Yeah, you don't wanna make outbound calls? You can door knock, right? And you can door knock fresh leads. And you're like, well, I can't door knock right now. Well, some states you can't. I don't know. I'm not the state, so it's not up to me. Fresh leads, aged leads. I know people that door knock, people that are turning 65, and every 25 doors, for every 25 doors that they knock on, they typically get one cell, okay? So that's not for everybody that's different by individual, but people that self that door knock from Medicare that literally every 25 doors, they make a cell, okay? So that's a way to do it without actually making calls. You're not having to actually make calls or door knocking. That's good. Yay, what's up, Lori? All right, good. So, opener, call nights, hire an opener, door knocking, another way. Another way. Not my favorite way, live transfers. I would rather, I would rather create my own. I would rather create my own. Instead of, instead of buying them, okay? I would rather create my own instead of buying them from somewhere else, because you buy them somewhere else, you can pay 30, 35, 40, 45, 50, 55 bucks for a transfer. And it's hard to back into the ROI if you're not closing some bills. I'm gonna break down all the numbers in a second, by the way, okay? I'm gonna break down all the numbers, okay? Also, the next way is our new number one insurance sales tool, Samsung. It will actually, when a new lead comes in, this is really cool about Samsung, by the way, pay attention to this, okay? If you have interest in this, you can email me, Kody at Kody Askins, okay? What happens is, someone actually smits your information, they become a lead. Samsung actually calls you, you answer, you pick up the phone, hello, Samsung, and then it actually calls the lead for you. Freakin' next level, crazy, high tech, voodoo robot stuff, okay? Freakin' amazing. That's Samsung, okay, which really, it automates actual, it automates calls, text, voicemail drops, emails, and even appointment setting. It's unbelievable. It's really, really good, you haven't heard about it? Yeah, I'm sorry, I just fixed it, so you've heard about it now, okay? And then next, right, is I just show up and run appointments, you know? Whether that be in person, whether that be over the phone, whether that be set up or teed up for me, maybe I'm creating my own live transfers, or maybe my opener's actually setting appointments for me, whether it's face-to-face or for phone sales, you're walking into a schedule. So back when I did, I had some weeks where I was doing over 10 grand in a week over the phone, what I was doing is I was having someone call leads for me, they were either live transferring or booking appointments, and then I was walking in to a full day of like eight to 16 appointments in one day that literally were on my calendar that were expecting me to call them and that were prepared and ready, and they knew we were gonna talk insurance, right? That doesn't get a lot better than that, you know? But that was my approach, it's a different approach, but it worked, you know, it worked really well, okay? And with appointments, you know, either they're set or they're automated. And what I mean by automated is you've got some voicemail drops and text and some emails that's actually going out trying to book you an appointment, you know, and what's crazy about Sampson is it'll actually take them from interest, if they respond to a text, it moves them in the stage or the pipeline to a hot lead. If they book an appointment, automatically it moves them to the book appointment file. It's crazy good, okay, it's really, really neat. Those are a lot of the different ways that you can actually get around, I'm fixing to get into the math and how to scale this thing, right? That's the actual ways that you can immediately, immediately start to grow this thing, you know? Were you naturally good at talking with people closing when you finally started, first started, or did you build up your skill from someone who used to bomb appointments when you first started? I didn't bomb appointments, I got better, I got pretty confident in the first 12 months. I was, I'm a natural salesperson in just the way I talk and communicate, but I wasn't the absolute best salesperson in the office when I first started. Took some time, but also most people don't realize this, most people don't realize this, when I first started, okay, when I first started, like I'm gonna get into this in a little bit, I was like committed to this whole sales training thing, like I was riding around, listening to Brian Tracy's, the art of closing the cell. I was buying online universities and video courses and sales training courses, and I was just devouring that stuff in the car. So everywhere I went, I was committed to succeeding so that I would eventually, Doug, I would eventually get really, really, really good at closing deals. You can do that, Samson, I love it, that's awesome, Laura. I mean, it's great, it's good for recruiting as well, Samson's unbelievable. Samson's also great because we don't charge a monthly fee, we just charge to set it up for you. So you're gonna save like, most of you pay like three grand a year, easy, and like tech fees and stuff which is crazy. Samson is for anybody across the country, Mike, it can also be a little bit of a CRM as well. Normally it's more like a sales automation marketing tool, but it can host some stuff for you. You got it, brother, thank you, man, appreciate that. How do we get Samson and what's the cost? Email me if you want to interest in Samson or you want to get on the sales system either way or help with coaching or sales training or mentoring or whatever. Feel free to email me, kodiakodiaskins.com. I love getting emails, I love responding, I love seeing people on Instagram that are like, tagging me and they're active and they're focused and they're trying and they're trying to get this thing going. I love being the dude that's there to help. Absolutely love it. It's a blast, it's fun and that's what I'm here for. My goal is to have every institution in the world. So if I can jump on here and help you guys and provide some feedback and some ideas on how to scale this thing out, then that's what it's all about. So let's look at the map. I've given you a bunch of different ideas but let's look at some of the map. Some of my favorites, by the way, on that, hiring an opener, Samson or walking into book appointments. Those are some of my favorites just out of that list. So let's look at some, let's do the map. Let's look at 5,000 bucks. And then I'm gonna teach you how to scale it, by the way. Let's look at 5,000 bucks a week. Now, let's just say that your average commission per sell equals $500. Again, yours may be higher, it may be lower. This isn't based on product, by the way. I'm throwing out a number. You can do your own math right now while you're watching me. So do it along with me on your pad. So that's 10 sells, right? In this example, I need 10 sells per week. You're like, well, dude, that's a lot. You're like, well, my closing rate's like, when I talk to somebody, let's just say you talk to someone that has good interest, they're either a transfer or they're a book deployment. Let's just say that you close, let's just call it 25%, okay? Let's just say that you close 25%, right? That's one in four, which means you would need four, you would need to actually talk. You would need to actually talk to 40 people per week, okay? You need to talk to 40, okay? Right? You need to talk to 40. So Matt, let's just say, well, let's just call it and say, well, 20% of my appointments stand me up or live transfers hang up them in the first few minutes, okay? Well, then in this example, right? I get it. Then you need 50 appointments or transfers. If 20% stand you up, then you're left with 40 people to talk to, okay? Again, general math, I'm walking you through how to break this thing down. You can do your own math on the specifics, okay? 50 appointments and transfers. Now, in that example, what would have had to happen for you to make that a reality? Now, that's 10 appointments per day, five days a week. Okay, five days a week. Now, maybe your opener or appointment center or Samson or whatever, okay? Maybe they need to talk, because they should be able to set, by the way, they should be able to set 40 to 60% into actual appointments or zooms or transfers or whatever. Like those are some real numbers, okay? So in that example, maybe that would mean they would probably need about 80 to 120 per week. Okay, well, that's not bad because they simply need to talk to about 10 to 15 a day, right, to actually make that a reality. Well, there's ways to make that a reality by actually using dialers, them calling, and then T and U up and booking it. Now, what's crazy is if you start to break down the math of you actually making this, like let me just share the actual numbers of what I did back when I had an opener calling for the leads for me, by the way, and they can use Samson and it'll help them. And Samson in general, by the way, one of the biggest power players in the industry, it took his closing rate on Medicare leads from 6% to 14%. It instantly increased his closing rate by 8% simply by using that product, okay, which is crazy, right? Now, and again, information, just email me, okay? So let me give you another idea on what I did with an opener to make that a reality, okay? I wanted to earn, let's just say I wanted to earn five grand. Now, I was making about my average cell, average life insurance cell was probably 75 bucks a month, 900 of annual premium. So let's just call it, you know, let's just call it 900 bucks, all right? So I need like six cells, okay? And even then I've got extra, but that's good, right? That's fine, okay? Six cells. Now, for me to close six cells, I needed to actually talk, I need to actually talk to about 18 people, okay? Now, what about half of my appointments, about half of my appointments, I would say 40% of my appointments actually stood me up, which means if you take 18, 18 divided by 40%, and I'm sorry, divided by 60%, to get the other number, 18 divided by 60%, that's 30. So I needed 30 set appointments per week for me to get six cells, okay? Now I'm gonna go a little deeper, okay? These are my numbers, I don't struggle with closing deals, okay, I've been studying, I've been studying cells and cell systems and trainings and cells trainings, right? Because the cell system, I've built a 400 course module, we're adding another 38 videos this week to the cell system. It's a robust cell training platform, the number one cell training platform for the insurance industry in the world. And we are, it's for individuals or teams and we're continuing to add to it. My teams, by the way here, I train them every single day. Twice a day, we go through cell training. If you're not going through cell training, at least once a day, maybe twice a day, you are getting worse and you're going to struggle to close deals, I absolutely guarantee it, okay? Now, 30 set appointments. Now the opener, he had to talk to, he had to talk to, to get to 30, he had about, he had about a 50% set rate, okay? Actually I think it was probably a little higher, I think he had a, we'll call it 50 to be conservative, but I think it was a little better, okay? That means he had to talk, the opener, right, had to talk to 60 per week. So for him to talk to 60, he would have to beat those pretty hard and actually, he would have to call 120 leads, okay? In that example, and he would actually have to, I'm actually, I believe it was probably closer to 100. Anywhere from 80 to 120, let's just call it 100, but he would actually, he would double and triple dial, right? So I was spending some dough on an opener and leads, but I was closing at least six cells, right? There was some weeks where, a lot of times, I would actually close a dozen cells in a week and put up 10, 12, 13K or one of them I closed up, $300 a month, you know, whole life policy over the phone. I've closed a $505 a month life insurance policy over the phone. I've closed a $750 a month life insurance policy over the phone. That skews the numbers, right? And you wanna start selling more of those and bigger numbers, right? That you've gotta be phenomenal at cell strength, okay? Now, this was what I did back, or I would just jump in our old call center and sit there and take calls, you know? But that's the map behind how you do this thing. Now, how do you scale this up, right? How do you scale this up? Let me give you a couple of ideas. Most people will never actually commit to doing this, but let me give you a couple of ideas, okay? Now, let's just say that you have, like in my example, let's say that you have six openers, three closers, and you are the owner, manager, operator, forgive me. You run all the positions, right? Whatever, okay? And in this example, in this example, let's just say that every closer can do about, let's just say that every opener does about, 16 transfers per day, 16 transfers per day. Let's just say that every closer needs eight transfers per day to make us, say they're like a 15% closing rate and they're a little lower, so they're one in eight, one and a half in eight, whenever. Let's say that every closer, if that happens, they get 40 transfers in a week and they end up with five plus cells per week, okay? So if you do five cells times three closers, and this is a very small operation, by the way, you're doing 15 cells per week, okay? In this example, right? You start doing the math, you start averaging 900,000 bucks, right? Then you're doing 15,000 plus of AP per week. Okay, you're literally bringing in $60,000 plus per month, okay? Per month, right? Now, what did you need to make that a reality? You needed, you needed openers, you needed, and you needed closers, and you needed something to call, right? You got something to call, you got openers, and you got closers, then before you know it, you got a business, a small business of nine people, right? We've got almost 60 people here, okay? You've got probably 100 in the building. If you have nine people, 60K, guess what? You're doing 800 grand, 800 grand a year, and you've got a small little operation going, you know? Like, that's how you start to actually think about scaling and growing something and tracking the profit percentage. Like, okay, what's the profit percentage of the 5K per week in gross revenue? Yeah, I want, I want my profit, I want my profit to be a minimum, a minimum, preferably a minimum 60% by the way, okay? So in that example, 5K, right? Let's do that math, okay? 5K, this is how you start scaling stuff, but you got to know these numbers, right? You got to know these numbers where you can really start to grow something, and that's why I'm big on numbers, right? I'm consulting a call center right now that went from zero to, they'll do 400 apps in July, and they just started consulting with me in April, by the way, they didn't even exist, okay? So let's do that, let's do that math, right? 5,000 bucks, if I want a minimum of 60% margin, right, then I have $3,000 left over, right? That means that I've got $2,000 to actually spend on something to call and an opener. That's weekly, and that's not very hard, okay? Let's just say that you're paying the opener, let's just say $5 to $600 per week, I realized that some of you are like, that's not a lot of money, and it's not, I'm in Missouri, I can get away with it, okay? Now, let's just say that also, maybe, so that leaves you with about 5,14, let's just call it 14 to 1,500 left after this, okay? Then, I mean, look at that, you could have 100, I mean, storage and marketing can generate full state leads for like six, eight bucks, you know? You could probably have 200 leads a week coming in, or you could actually combine it with age leads as well, and do 100 leads a week, and you could probably have a lot more money coming in. I mean, let's just do the math here, and let's just say that you did, let's just say that you only spent, let's just say you spent, let's just say you spent, let's just say you spent like 800 bucks a week, okay? And that's a lot, by the way, that's a lot. You could probably spend 500 bucks a week, you could spend 500 bucks a week on new leads, then you could also spend another, let's just call it another couple hundred bucks a week on age leads for them to call something, and you've got 600 bucks a week for an opener, okay? Let's do the math, right? You're sitting there at $1,300 per week, $5,000, $5,000 minus 1,300, you're left with $3,700. You do that math, you take $3,700, by the way, divided by 5K, guess what? Now, now, we wanted a 60% profit margin, in this example, we're at a 74% profit margin, okay? That's a solid freaking number that I can scale with. I don't want to scale with something smaller, I don't like running business and companies with a small profit margin, okay? It just doesn't work, it doesn't pay off. That's the scaling piece of this, right? That's the growth piece, that's the hey dude, I want to do something big here, piece, man, okay? And a lot of those numbers I gave you were tele-sales, by the way, okay? So far, a lot of this was phone related, this wasn't even, most of it went even face-to-face stuff, okay? That's what I was thinking, two openers, five closers, yeah, yeah, I mean, you can, every opener, by the way, every opener, every opener should, most people don't know this, by the way, you probably think I need two openers for every one closer, right? Most of you are probably thinking that, right? Wrong, you actually need one opener for every two to three closers. Which means a good opener can actually find either leads, appointments, or transfers, 16 to 24 per day. That's a big number that most people don't realize, right? Most people, most of you, most of your standards are so, the barrier of entry and standards are so low, or you just don't know any better, which is okay too, okay? But that's my job, right, to educate you for free in hopes that you won't make some of those mistakes. Right now, that's how you start to scale something, right? You wanna think a little bigger and you're like, dude, how do I turn this into a seven figure operation? We did the math, we were at 720 a year, 60K, 12 months, $720,000 a year. You probably need at least four closers, or three closers, and you're still selling yourself, right? And I'm doing seven figures, you know? Like, come on, that's not that big, right? I believe everybody can make seven figures if they're phenomenal at actually closing deals and they understand the sales process, how to train, how to educate, how to present, how to build value, how to try to close, how to pre-close, and ask a bazillion engagement questions, how to be super-assumptive, and how to close deals, right? But the next piece I'm gonna talk about is a piece that most people struggle with the most, right? And that's the actual, that's the actual sales, that's the actual closing, that's the actual objections. This is a massive thing that people struggle with right here, objections, right? Objections can ruin a company if you do not know how to overcome them, right? I mean, let's keep going, phone skills, right? There's a lot of actually, actually understanding why, actually understanding why the prospect is giving you that really stupid objection that makes no sense that you can't overcome. Why are they giving it to you? Well, if you're not plugged in and really trying to grow and learn this thing, then you maybe wouldn't know what to do or what to say, right? For you to be a master of the art of closing deals, over the phone in person, selling insurance, I'm gonna be a massive freaking player in this industry, whatever, right? For that to take place, you have to understand basic sales, you have to understand closing, you have to understand objections, you have to understand phone skills, you have to understand, right? All of these things, along with another dozen things, right? We've got, I think our sales system now has about, it's getting close to 30 different chapters and we're adding a few more very soon on how to be phenomenal. It's more of advanced insurance sales training. That's what it is, right? Because you need to be advanced at this whole thing, okay? So, and you gotta think about this. When I was a new agent, I would go to sales training, I was doing sales training a lot of different ways. Audio books, audio books, books, events, I would go, I'd go to St. Louis for a sales training event when I was 20 years old, right? I invested in my business, most people, most people do not spend money in improving and growing and scaling, right? I talk to people all the time that do not wanna spend dough in growth. You will never grow if you won't, if you won't pull out your wallet, which I have on my desk in there, and flip and slap down a credit card every once in a while. You cannot be great at sales if you do not invest in your business. It is impossible, it's impossible. You have to continue to invest in your growth, in your ability, in your future, because for you to really blow this thing up, you're gonna be phenomenal, right? I would role play all the time, right? I would actually listen to recordings of actual live appointments that I ran or calls, right? I would record a lot of stuff because I wanted to listen to get better to become, as Will Smith says, a master of the art of my craft. Most people never invest, right? Most people don't, I mean, here's the things that really hold people back. Here's what hold people back from actually being a master, right? Someone wants to be a master, they're gonna be great at selling insurance, they will succeed at a high level. Here's the things you're gonna have to do, okay? You're gonna have to spend some money, right? You're gonna have to invest. You're gonna have to be coachable, right? You're gonna have to learn. You're gonna have to do it all those things daily, and you're gonna have to end up plugging in to something that can make you a sales superstar. Most people don't do these things, by the way, okay? Now, here's what I'm gonna do. Everybody that's on the call, on the webinar, appreciate you being on, here's what you need to know. You ready? You ready? You ready? Here's what you need to know. I'm gonna include, today, I'm gonna do, we've got people that could help me with this, a free strategy call, a free strategy call on how to be, how to improve your sales business, how to improve your business, how to get your team skilled up, how to close more deals, how to get better at the whole gamut of this whole sales thing. I'm gonna include a free strategy call for, for the first 25 agents or owners or team members or managers that go to this link, that go to this link, right? The first 25 agents, the first 25 agents who go to kodiaskins.com slash sales system, let me write it for you here, okay? kodiaskins.com slash sales system, the first 25 agents who go here, we're gonna give you a free strategy call so that we can strategize with you on how to, we will do it on Zoom, by the way, on how to be better and how to improve your business, right? Most people do not invest money, most people don't wanna learn, most people don't wanna improve, most people don't wanna get better at mastering the art of your craft. I'm telling you, for you to be able to do, to be able to execute on this map, right? Because it's one thing, it's one thing to say, dude, I want to improve, right? Here's the steps, here's the steps. You're like, okay, I want, I want to improve, okay, good, right? I mean, say what, guess what, you're coachable, right? I want to improve. Then, then, okay, I've got to find a solution to help me get there, right? And what I do, when I wanna solve a problem in my business, I say, who can I pay to solve it for me? I do it every time, okay? I've spent about $300,000 over the last two years in me because I wanna be the best at my business and my craft. I wanna continue to be better, I wanna do whatever the freak it takes to improve, right? So I improve, I want to improve, right? The need is there, I want to improve. Then I need to find some way, something that I can plug into, that can make someone that I can, that can help me improve, right? Then, then I have to be consistent and I have to show up every single day and continue to show up so that I get an ROI on my investment and I end up solving that problem, right? Most people don't realize that any problem that you have in your business, it is solvable if you will just commit to solving it, right? I wanna improve, check. You wanna improve, let me know and check, all right? Let me know and check, okay? Also, I wanna find something to help me, wonderful, right? Put that in check. Once I find it, I'm gonna be consistent and use it. Good, right? I'm gonna show every day and continue to get better and then I'm gonna make sure, because if I don't stay consistent to show up, it's gonna be harder for me to get an ROI when I invest, okay? Now, I want us to get serious about this for a quick second, all right? We've got several hundreds still on, okay? I'm gonna ask you, I'm gonna ask you one question and I'm gonna ask you three questions, three questions, and I want the answers in chat, by the way, okay? I want the answers in chat, right? You gotta make it public. You gotta put it out there. You gotta put it out in the world. You've got to believe that every goal ever had, I made it public. I want people to know, right? The first thing I do when I'm gonna do something, I tell everyone I'm gonna do it, man. I'm gonna freaking show up and do it, okay? Now, three questions for you, right? I want you to put them in chat and feel free to email me the answers at Kodiatskodiatskons.com if you would like, okay? Here's the three questions real quick, three questions real quick. On a scale from one to 10, how's your current sales ability, by the way? Current sales ability, one dog doo doo. 10, perfect, and you're lying, okay? Where do you sit? One to 10, sales ability, okay? Boom, I wanna see it. I wanna see it. I wanna see it in chat and I want you to be honest with yourself on your current sales ability. Rachel says a four, okay, good. You know what? She's coachable, right? She gets it. She wants to win. She wants to improve, okay? One to 10, perfect. Now, second question. Second question, the willingness, the willingness to improve. Whether that be the willingness to improve and get better, right? Because the first one is, hey, I know I have a problem that I need to solve. I'm not as good as I need to be, okay? That's fine. Now, a negative one by Patricia. Well, you know what? Hey, a lot of room for improvement there. So let's spend some time improving it, all right? So that's the first one's a problem. The second one is, okay, I actually want to get better, right? I have a problem. I think I want to get better and the willingness to go improve, right? That's the second one, yes or no, right? I want to get better. The willingness is there. The willingness is there, okay? Now, the third one is, I will do, I'm gonna put WIT, whatever it takes, even if it means investing money in making me better. So most people forget this part. Most people never do it. They're like, I know I suck. I want to get better or I know I'm not as good as I want to be, okay? But I'm just okay, but I want to get better, but I don't want to actually invest to get better, right? That doesn't make any sense, right? You can't identify a problem, say I want to get better, but not invest money in getting better, right? So the last one, the last one is a yes or no, right? This is a one to 10. This is a yes, no. This is a yes, no, okay? One to 10, sales ability, willingness to improve, I want it, I really want it, right? Because for me, I didn't have the highest sales ability. If someone asked me earlier how my ability was, right? I was a natural born sales person, but I knew I had a lot of room for improvement for me to get great at this whole thing. Now I can jump on any call in the world and I'm probably gonna close the deal, okay? Now that took 12 years of commitment every single day of getting better and we train so much here that it's like second nature now, right? One to 10, sales ability, it's identifying the problem, willingness to improve, yes or no, and I will do whatever it takes and I'll actually invest money. Now, other thing I want you to do when you're talking about identifying a problem, what's the biggest, what's the one thing when you actually talk about, okay, I've got a problem that I want to fix? What do you think it is? This is the bonus question, okay? This is the bonus question. This is, I have a problem, one, two, three, and a bonus. This is, I know I have a problem and I want to know what is it? When it comes to actually the sales process, what do you need to get better at? What do you need to get improved at and how do we get you there, right? How do you get you there? What, I mean, so I want to get better, good. I'll do whatever it takes, I'll invest money, but if you don't know what the problem is and what you need to focus on, that's part of that free strategy call that we're giving away, by the way, that free strategy call that we're giving away to the first 25 that go to the page and fill this out. Right, and they're telling me we have a couple more spots for this, it's almost full, okay, first 25, they go to codeaskins.com forward slash sales system. Those 25, we're going, I'm going to help you identify, my team and I are going to help you identify what that problem actually is and where you feel like you're lacking and we'll have an honest, open conversation on how you feel like you can get better and improve, okay? So I want to challenge you, you can absolutely do this thing. You can succeed in this career, you can make a ton of money, you can blow this thing up. I do not want you to be statistic, 92% of insurance agents fail. I do not want that to be you, okay? Again, 92% of insurance agents fail and I do not want that to be you, I absolutely want to see you succeed. So again, let me say it again, okay? For the first 25, it's full. All right, I'm going to add 10. It's full, but I'm going to add 10. For the first 35 to free up a couple more spots, we're going to do a free strategy call but you have to go to kodiaskins.com forward slash sells system for us to do that, okay? Again, I want to be the dude that helps you get there that motivates you on this journey. I believe you can be successful. I believe you can make a ton of money and I want to be one of the people that helps you make it, all right? Again, thank you for being on the webinar. Everybody on here can make 5K a week, okay? Let me tell you a quick story, right? As people are going to this landing page, kodiaskins.com forward slash sells, S-A-L-E-S because I want to make a lot of sales and not just one system. When I was a new agent, okay? When I was a new agent, I remember years ago, I remember back in probably 2013, 2014 thinking, if I can just get to $5,000 a week, my life will be set, everything will get easier. Holy crap, that would be amazing. That was the thing for me, right? That was the thing for me. And Brian, the answer is no, by the way. So I used to say if I could just get to $5,000 a week, guess what? I got so good at sales that I got to $5,000 a week. A few years ago, several years ago. And once I made it, guess what? There's always another level to this thing. There's always another level to this thing. And then when I got to 5K a week, I'm like, well, how do I get to 10K a week? How do I get to 20K a week? How do I get to 30K a week? How do I get to 50K a week, right? And how do I get to 100K a week? Now I'm actively trying to see, hey, how do we get to $250,000 a week? Hopefully that will motivate you to think a little bigger, to commit, to invest, and to really grow this thing. Again, I believe in you. You can succeed. This is the career. This is the industry. You can make five grand a week without making outbound calls, with making outbound calls, door knocking, whatever you want. But you can't do it until you skill up. Again, kodiaskins.com forward slash sales system is put there to make you better. It's got over 400 modules and quizzes to help you and your team skill up and be phenomenal at actually closing deals and selling. Again, thank you for being on. Go check out the new sales system. As always, I'm here to help, and I wanna see you with. Appreciate you guys. Have a great night. Hey, if you love this video and you're like, man, dude, I love the dashboard, I love all the tracking, but I don't know what numbers to track. I'm gonna hit stuff for you right now, okay? The video's right there. Check it out. There's the answer. Hey, if you're not tracking your daily activity, my question for you is why, and I'm gonna spend the next several minutes showing you exactly why you should. I'm gonna sell you the person that's not.