 Welcome to 8% club every Friday. We changed it up, man It's 8% club. Why 8% club because you want to be in the 8% club. That's why I want to be in a nation You want to be in a club? You want to be in a club man tighter? It's a little bit more Yeah, a little more hangout. You know more cool or VIP more premier. I never could get in a club as a kid So I just made my own. I was the only member and now I want to be a part of one now You see now people want to be in it I got people in the back of the room asking them if they can be in my club. No, it's just me. Yep Very nice. Today we want to help out new agents We want to help you we want to talk to the guy that just got his license or the gal that just got their license We get a lot of agents to reach out to hey, I'm brand new. Yeah, what should I do? Where should I start? Who should I talk to? Who should I listen to? Who should I not listen to? How much money should I spend? Should I spend money? Should I work hours? Should I not work hours? Yes, should I love what I do? Should I hate what I do? Thanks for watching. That's it Just yes do it do it all now We're gonna give you some specifics today that you can use that you can take and run with some stuff Is not gonna cost you a dime You're not charging for this. We're not charging for this, but even the things that we tell them Listen, well, there's gonna be some free stuff. You can just go out and do I Thoroughly believe that in this business now I'm not recommending it, but I thoroughly believe that you could go out and not spend a dime and make very good money in this business I really do well. We personally know from experience an agent could go make a couple grand a week We're not saying that this is the smartest way to do it or that you should do this Yeah, but hey, we used to supplement leads by cold gore door knocking. We're knocking age leads Absolutely door knocking neighbors between appointments. There's just there's creative things that you can do to stand out There's some creative things that you can do to stand out amongst the crowd That's the biggest thing is most agents fail because they're not willing to do those things that they don't want to do kind of I know it sounds You know Normal like hey, why should I have to do the things? I don't want to do well Sometimes successful people have to do those things. Well, not sometimes every time you want it You see somebody successful. You show me a successful athlete I'll show you an athlete that spent a lot of time in the gym doing things. They didn't want to do right well Okay, perfect example. I'll talk about myself a lot. It's just easy. Maybe I should do that as much Well, you know you will like this conference. Do you think I want to go raise hundreds of thousands of dollars in sponsorships? And no one really ever fun phone call No one ever really wants to do certain things, but I want to have an incredible Conference, and I don't want to lose money. So I've got to do things. I may not want to do at the time Yeah, right. Absolutely. What's up Rex? I mean you talk about Ray Lewis We talked about this before Mr. Fry making himself do push-ups during television commercials and doing stuff that he did not want to do Talk about Grant Cardone. I know Grant Cardone failed several times Yeah, and he's I've listened to a lot of his stuff dude did a lot of things he didn't want to do but knew that You know if I'm gonna be successful I'm gonna have to do it 100% that's just that's just part of it, man It's like you know what? If you know and there's people that they fail because they're stubborn Their pride gets in the way of doing the things they need that they need to do my pride gets in my own way. What's up, Tate? My pride gets in my own way because I feel like I need to win when I'm negotiating with a hotel when I'm you know When I'm getting when I'm getting you know stuff from people. I'm oh I want to win. Well, and you can't always Sometimes you can put your pride aside and do what's best even though you may not win as well as hard as that is to say Well, and that that leads in the first thing I wrote down when we talked to start talking about new agents get your mind right Get your mind right You have to have that thin line between confidence and pride. I think you have to wake up And it's a daily thing 100% you are gonna get knocked on your face One day you got to wake up the next day and act like today I'm gonna go out and make the biggest deal out of me. You may get knocked on your face every week as an agent I mean, it's like it's just it's just part of it. Tate says hey What is the best way to market yourself? Okay? I don't know there's ever I don't know there's ever one Specific answer to that question because okay, are you looking to market yourself to your family? You're gonna mark yourself local in your community or look you're looking to market yourself to the state to the nation You're looking to market yourself to sell Medicare final expense life term PNC home and auto whatever or Are you looking to? You know or you just like you know what I want to market myself to My brand, you know, or maybe maybe you just want to work leads, okay? For a new agent the best way I think to market yourself We talked a lot about it last week Use the tools that you have and by that I'm talking about Facebook social media Instagram Snapchat Whatever, let me ask you this do people know what you do I have some of the most embarrassing things that I've ever had happen to me as somebody walks up to me a church and says Hey, I just bought some life insurance, and I'm like, are you kidding me? Why would they tell you that because they have no idea that I sell life insurance and whose fault is that? That is my fault because we're friends on Facebook. I see them every Sunday at church That's like the whole one market thing like yeah, I saw it's on a Facebook group I won't mention who or where but on a Facebook group this morning someone asked a question, and it was the right question Hey, I need to be working on one market how to work more more market. What do you guys say script wise? How do you get in front of them? A lot of people said they don't want to work the one market, you know I don't want to help them, you know, I don't want to be that guy. There's too much drama a lot of people Answered that I never saw one person that was okay with working their warm market from a Facebook group of veteran insurance agents And I'm like guys. I want to vomit right now. Just look at this like yeah, honestly, okay. Do you? Do it without there being drama. There's never been drama when I tried to help a family member or try to talk to about the insurance I'm not a drama guy. There's never drama. There's never drama involved and a lot of that. I think is preconceived by yourself It goes back to having pride in what you do. Yep If you feel like I'm gonna go sit down with mom and dad And I feel like I'm trying to sell them a used car then that's how you're gonna come across Completely, but if you go there thinking you know what I'm gonna protect mom and dad I'm proud of what I do. Yeah, then it's gonna come. How are you gonna feel at someone's funeral when they're passing? Yeah, and they're looking at everybody's got big eyes looking at the insurance guy like hey Yeah, why and why didn't you talk to us about this? How the wife's sitting there crying? She's got to sell the house. She's got to go get a job She's got 17 kids and 12 dogs and crap Should I do now when they're looking at you? You know what and we have heard testimonials from agents that have said the very same thing That they were ashamed to go to their buddy's funeral because they knew the wife was gonna be like hey You know why didn't you ever talk to Bob about insurance? You know why didn't you ever completely? Yeah You're going to have a little bit of You're gonna have a little bit of Awkwardness, you know, but it's gonna be a lot less than at the funeral. I don't know if I ever had any Yeah, no, but you're weird, you know, that's just true It's got to be really awkward for me to even notice it, right? I mean, right? Well cuz well cuz uh and That's just something that if you care about people if you believe in your career Yep If you think people should own what you sell if you own what you sell and if you love your family Then that's the best place to start a little hanging fruit. It's a chance to help them It's just a chance to learn the business gain experience Tate says Hey I want to mark myself locally in my community selling life insurance Medicare and annuities How do I do that? I would say the best one of the best ways and my dad does it and does it well is Either start a networking group with other attorneys real estate agents. Yeah, I Don't know if doctors need to be in a networking group, but you see where I'm going I mean plumbers electrical people, you know all of it my father Makes well over six figures every single year just from his networking group alone Yeah, he networks when they people run into people that they know people get asked Find a B&I find a mob find out. I mean if you want especially community-wise you want the chamber. Mm-hmm a networking group Yeah, I mean there's some small things that you can get active in will you see business immediately? No, do you need to prefer business to start to receive business? Yes? It's backwards if you expect business the first time you go to the meeting Okay, let me be doubles devil's advocate here. Don't waste your time though. Do not waste your time Yeah, here's what I see a lot of people doing I see a ton of people going to chamber events going to networking groups Yeah, going to All kinds of ribbon cuttings all that stuff, right and I never see them right in any business because they're all they're doing is socializing Socializing is great, but every time you sit down people need to know. Yeah, I'm the insurance guy I'm the insurance guy be active to refer business be thinking about people That's you refer business. They feel obligated to refer business to you I want to do something we get a couple questions, and I want to get to them here in a second as soon as we get back from The short break. I want you guys to think this while you're watching this video Think what would Ray Lewis do? We'll be right back. I'm gonna answer some quick questions. We'll be right back after this There's not a person on my team in 16 years That has consistently beat me to the ball every play They ain't got nothing to do with talent. That's just got everything to do with effort nothing else 15 straight years 12 through bowls later, if you want numbers I saw all of And the only thing that's kept me around is my effort. So when you put on this All I ever knew Because I wasn't a number one recruit. I wanted them one line back. I wasn't even in the media guy All I ever knew What effort will get me seen on the tape? Effort will get me notice to get to the lead. Effort would one day take care of my mom and my kids Effort, which is between you and you Nobody else can give you effort Just in case you want numbers, you know, you don't have to use them, but you may want them, right? As Ray says dude, if you want numbers, man, we'll back it up. You talk about a club. Dude is in the Hall of Fame Oh my gosh, how about that club? You want to be in the Hall of Fame as an insurance agent? If there's not one we'll create one that you can join eventually and we'll induct you and unlike TO We expect you to show up and speak at it show up and speak absolutely We expect you to have some class and show up when you're inducted into the one of the most Freaking heralded things on planet Earth the NFL Hall of Fame. Yeah, don't get us started on that. Come on, man TO. All right We had a we addressed Tate's question great question. I said networking groups Chamber. Yeah, did Dallas give you any advice on that? I just I just know Tate become the Insurance guy and what Cody said I'm gonna piggyback. Nitch it though. Yeah. Nitch it. Pick one. I do this I do you want to be medicare life or nudies. You can be easier to be known for one thing than 12 things Exactly and give other people business give go into referral group not expecting anything for a month, but Put it this way, maybe three months I'm not going to get a piece of business until I refer 30 pieces of business. Ooh When I refer 30, that's when I can start saying hey guys, I've given you a ton of business Yeah, can I can I have some and as the insurance guy that does all that you'll start to get it Mr. Friar says hey dude, this is a great question. He says I have a meeting with a big life insurance and mutual fund Company on Tuesday. What are some questions I should be asking as a new life insurance agent? Some questions that you so you're sitting down as a new agent Listen Both of us worked for a big insurance company. What these companies look for is confidence They look for somebody that is going to be a self-starter that is going to succeed Yeah, I would ask them. Hey, what does your top agent do and? How long do you think I you know, when should I expect to beat him? You know go and ask them. Hey, that's what I mean. Honestly, I'd probably do it Yeah, what is your top agent do and is he okay with being in second place? What's up, James? Yeah, Mr. Friar, I would say I love that you're keeping in second place. I would say for agents to be you don't have to be and a company doesn't have to have a Prospecting system. Yeah, like hey like I would ask them Hey, how do your agents get in front of people and how are you gonna help me get in front of people now? They may not have a system where we worked. There was no system. No way to get creative We had to figure it out right now people and go yeah, and we had to see 10 people. Yeah, some places don't have it I would ask hey, what's your system? You know, what's your top agent make? Am I vested and how long does it take to be vested invested means? Hey, you're gonna get paid those agents Commissions renewals all that's gonna be yours for life does my business belong to me Yep, what you're won't but ask them will it ever what you're starting commission How high of a commission level can I go is there a chance for advancement improvement? Ask them to ask the top question Absolutely. Yeah, I would ask them. What are your top 10 agents make a year because that's gonna tell you how much they Get you in front of people. Yeah, and Then I would act like that's not enough and tell them hey 8% of agents succeed in the industry. Is it better or worse here? Yeah, exactly. They're either way. You're gonna see tons people Confidence though show that you are ready to do it You you're gonna feel like you're being a little bit overconfident. Yeah, but that's what they're looking for Also, we are looking for one. We only have one. We're looking for one speaker Nice to be a major Sponsor and and give a 20 to 30 minute keynote With Ray Lewis and Grant Cardone in Nashville in October in the middle of freakin Titan Stadium So if you're someone that would like to talk to a thousand to two thousand insurance agents Yeah, and you think your product could benefit from it Give us call your company your brand your agency. You've got value to bring and you feel like hey You know what get me getting attention may help my business I don't know that a company one in the United States that attention doesn't help their brain. Absolutely, so yeah Absolutely, there's gonna be a lot of new insurance agents if you're a new insurance agent We've been talking about you know what you should do what you can do. There are some things Be wise with your money is the next thing that I wrote down You do need to spend some money, but you do need to put it in the right place now where that is is different for everybody I would buy a hundred dollar ticket to 8% club because for three reasons number one You're gonna be motivated like nobody's business You are gonna get insight from some of the top insurance industry people in the nation Yeah, that is going to help your business. Also, you're gonna be sitting in between a thousand to two thousand different insurance agents And there's gonna be a lot of late nights of you being else. Hey, I Saw you drive in in the rolls. What did you do? What do you do? What do you do? Exactly, and you're gonna rub elbows with a lot of great people. I've learned more from conferences a lot of times More from the people that I asked that I did that yeah, you're gonna expand your business You're gonna learn things you're gonna pass business back and forth if you don't show up and and eventually and Instantly double your business. I will say that if you don't instantly double your business by being at the event Then you're doing something wrong. Yeah, you were either too closed off. You didn't listen You didn't take notes. You're too good to be there. You didn't network, you know, you're a know-it-all You're stupid. That's not nice, but it's probably true. That's all right. It's a true thing Good question great answer. I just did that you have to make a commitment with a mentor holding you accountable 100% mr. Fire. Thank you guys. You got a buddy Derek Greg appreciate all you guys joining appreciate being part of the show What's up? We want you guys to give advice if you're sitting on Facebook give advice What's your number one advice for a new agent if you're a veteran agent help somebody out? What did you do? I would say so we wrote we said I got mine. We said get your mind, right? Yep, he's going to the board over here. I like it. Okay, get your mind, right? I know there's no way anybody can read that. I can read it better in my handwriting. Then we said Spend money wisely another thing Which is going to lead to my next point is Hook up to success Okay, okay Funny what you're around it. It almost helps. Oh, yeah, right find people that find people that are Are successful you don't have to mimic everything they do. Yeah, but take a little bit man Whenever I'm struggling I take a little bit from Cody. I go see Brian Cody's dad off to ask him some questions We've got another agent that does some other stuff. I'll ask him some questions and I'll feed off that I'm not copycat a lot of agents think well, I shouldn't copycat a No, you are learning from the best if you don't pull from other people and learn and implement Then you will fell well, there's no doubt I mean, I even I had to learn a lot. What's up, Nick? Even I had to learn a lot from a lot of people Nicholas Briggs appreciate joining on YouTube My biggest thing I know you got a couple of things you want to note is if you had to do one thing I always think and it's Some people don't know how to do it C10 that I'm gonna get that on t-shirt or hat or something C10. Yeah C10 people Ask 10 people. How do you do it? How do you get in front of 10? Well, I will use leads of people use door knocking cold-calling the warm market networking groups, whatever See 10. Yeah, you sit with 10. You ask 10. I Had a hand fell I had an agent one time and he was a younger agent He said and this dude was always seeing people and I asked him How are you getting in front of 10 15 20 people every week? He said you know what I did? I went to my mom and I said mom. I need to see every mom Somewhere in her house has a booklet that has 365,000 names in it with addresses phone numbers and everything else He said I went to my mom and I said mom. I'm struggling. I need to see more people Who do you know? He said my mom got out this booklet and she just started right now She said you're gonna call her this week I'll call her ahead of time and tell you're gonna call and then you're gonna call this guy And then you're gonna call this and he said I have went through that book three times And he said I just sit down with people and he said my mom I sit calls him and says hey My son's gonna call you and you are gonna sit down. You know, that's outside the box She's a believer man. Yeah, see 10 people tell your story. Tell your story to 10 people every week Yep, James a team helps us all grow and helps us push ourselves. Absolutely hook up with successful people Lee It's yeah, it's funny how that works. Look at this team here. We got a great team here Incredible they do an awesome job. What's your last point? My last point is use this one's this one's Pretty valuable Do this one's probably the toughest thing that agents struggle with because of the freedom, right? I mean because of the freedom you're free, you know, you don't dance or anybody you can do whatever you want most of the time Be you here's the thing The reason I'm in this business Cody keeps telling me every time that I would think about quitting and say hey You are a people person people like you. Okay, do they like they like Dallas better than me I don't even bother me because I know it's true. Well, that's my strong point Okay, I and I'm not trying to brag or anything like that I've never had problems walking into a room and making a conversation with somebody, you know I've never had a problem I can walk up to a total stranger and say hey how you doing my name is Dallas and next thing I know we're talking football or something like that. I use that you have strengths You have strengths yours is your confidence and and your motivation and you use that Be you there's a reason you got into this be you boo boo. Yeah Can we cut that out? No, I'm just kidding You be you boo. Well, there's a reason you got in this business take it and run with it Be proud of what you do. Yeah, be proud of what you're what you're accomplishing. You're helping people You are out there giving people If you're not proud of it don't get out like there's so many things like and James Thanks for the kind words on YouTube buddy. We appreciate that most people Lock it. What people just don't believe In what they're doing Majority of the time especially in cells in some way like when I go by a car I'll go by a you know Ford and the guy's not driving a Ford The the salesperson. Yeah, that bothers me. Yeah, cuz he doesn't believe in it. He doesn't have a Ford It's like you selling medicare. Yeah, you need to hurry up and get on it. I'm trying every time I submit my Hey, can we do one thing real quick? Yeah out of the blue. I want to do something. I told you last week call somebody One of the biggest sales I ever had was I was driving home from my office And I thought I had a guy out there that I wanted to sell something to but he intimidated me He was just one of those guys that just really intimidated at the perfect one Let's role play real quick. Hey write down somebody that intimidate you we're gonna give you I want you to throw some off Do you want to be the guy or do you want to be the seller? I want to be a seller, okay? I'll be the guy. I'm the intimidator. All right. Okay. All right. Let's do it. All right. You say you say hello Hello. Hey, mr. Dallas. Hey, buddy. You don't know me, but man. I've been looking up to you You are a pillar in the community. Thank you. Hey, listen, I really don't have time for this I understand that dude and you know what I knew you wouldn't have any time But I called you anyway because you're someone that I want to surround myself with What's your schedule like this week? You sound like you're you sound a little bit like you're sucking up to me And I told you I really don't have time for this. I'm not yet What I'd like to do is just buy you lunch by your cup of coffee. Would you rather like lunch or coffee? Like what's what's what's easier for you? Probably coffee. Yeah, okay. What's your favorite coffee place? The one downstairs in our office. If you can help a young guy be a little more successful And because because I'm someone I'm a fan I want to meet you your local guy in the community that why not tell me something no is a sales call This is simply a chance for me to learn and get close to a mentor. Okay. All right. Is that fair? I mean like you think what morning's afternoon? I'll give you 15 minutes in the morning I'm better be there at 6 a.m. So tomorrow morning 6 a.m. Yep. Jeez man. No wonder you're so successful You get up early brother successful. All right. We'll see you at 6 the morning perfect listen Everybody listen here's something great. Somebody told me a long time ago new agent I know we got to go okay now your agent told me Everybody eats everyone. Okay. Yeah breakfast is the cheapest meal of the day Go out there and buy somebody breakfast and when you show up you tell them you've already eaten Because you don't have two nickels to rub together, but I'd love to see Okay, I just want a cup of coffee or water, right? Yeah breakfast is the cheapest meal of the day this week Let's do this this week invite three people to breakfast and next week tell me how it went invite three people to breakfast This week that you think will turn you down. You may see one of them Mm-hmm, and that's a pretty good week when you see one person especially like if I'm if I'm going and trying to attract A local business person that hey, it's a mayor. It's in a big attorney. It's you know, it's a Captain the cheerleading squad whatever I'm gonna buy. I'm gonna buy him. I'm gonna buy him coffee. I'm gonna get in front of them Maybe it'll turn in a relationship. Maybe they'll turn in referrals. Who knows but I do know what will happen Yeah, is it will elevate my game? I will learn something they will rub off on me and Something may come out good out of it, but if you call say dude, I want to tell you something Do you think I would have ever got a chance to drink some coffee? Absolutely not and he doesn't even drink coffee And they're gonna give you objections. Hey, I don't have time. I don't want to talk You're trying to sell me something like you give me like for like who cares? I mean just expect that they're going to Here's the thing to and then suck up for 60 seconds. I have a if you do something like that I've got a gentleman that I've been trying to sell life insurance to for five years He's never bought from me that that dude has sent me more referrals than anybody else Great Zach. I hope he never buys from me. Yeah, I hope I it's Yeah, so then he stops giving referral, but this dude something good will come out of that Worst case scenario you learn something from that guy. Yeah, you know Listen go out there make something happen If you are not willing to be active stop watching this show because I'm gonna give you something to do every week Go buy somebody breakfast this week invite three people and let me know how it goes I love that. Mr. Friar says hey on the next live. Can you guys talk a little bit about commission levels? We may be able to do that Ask us on next week's show. Make sure you watch bring it up. We'll at least address it We may we may not jump into too deep of specifics because everyone's different We got a lot of companies that watch this show watch all of our stuff But do what's up good? Let's do a brother. But you know what? We'll address it and let you know what's important about it So, yeah, that's so see three people. Go see three people. Let us know how it goes see ten But buy three people breakfast by three people that you're scared to call Yeah, do things that you're scared to do get us it like last week get our separate comfort zone overcome fear Let's do it and get to the conference and hang out with this dude over here Yeah, I want to hear about it. Let's do it. All right. Have an awesome weekend Appreciate you watching eight percent club every Friday at two o'clock center time. We'll see you Monday for brain power where we get 92% of agents fail. We want you in the 8% join us in Nashville on October 26 and 27 for the 8% nation insurance conference Learn from world-renowned speakers such as Grant Cardone who will teach you how to dominate your industry Polyfame NFL linebacker Ray Lewis who will motivate you in ways you've never experienced before Self-help author motivational speaker and life coach Tim story who will inspire you to overcome obstacles and create success Coach Michael Burke a super coach and entrepreneur who has helped millions of people achieve their goals Cody. Ask us CEO of secure agent mentor an insurance sales expert who will show you how to think bigger and grow your business and Many more of the top minds from the insurance industry Join us in Nashville, Tennessee at Nissan Stadium Get your tickets now at 8% nation comm of agents fail We want you in the 8% join us in Nashville on October 26 and 27 For the 8% nation insurance conference for world-renowned speakers such as Grant Cardone who will teach you how to dominate your industry Polyfame NFL linebacker Ray Lewis who will motivate you in ways you've never experienced before Self-help author motivational speaker and life coach Tim story who will inspire you to overcome obstacles and create success Coach Michael Burke a super coach and entrepreneur who has helped millions of people achieve their goals Cody. Ask us CEO of secure agent mentor an insurance sales expert who will show you how to think bigger and grow your business and Many more of the top minds from the insurance industry Join us in Nashville, Tennessee at Nissan Stadium Get your tickets now at 8% nation comm join us in Nashville on October 26 and 27 For the 8% nation insurance conference For world-renowned speakers such as Grant Cardone who will teach you how to dominate your industry Polyfame NFL linebacker Ray Lewis who will motivate you in ways you've never experienced before Self-help author motivational speaker and life coach Tim story who will inspire you to overcome obstacles and create success Coach Michael Burke a super coach and entrepreneur who has helped millions of people achieve their goals Cody. Ask us CEO of secure agent mentor an insurance sales expert who will show you how to think bigger and grow your business and Many more of the top minds from the insurance industry Join us in Nashville, Tennessee at Nissan Stadium Get your tickets now at 8% nation comm