 Hey there's one thing a new insurance agent just like you should do right now and I'm not saying later I'm not saying tomorrow I'm not seeing next week because when you're procrastinating you don't do stuff I'm talking about stop right now as soon as this video is over you do it with me and I'm going to show you how okay so the first thing every new insurance agent should do because I did it you should do it and there's a book called prospecting made easy that says if you can't write down 500 people that you know then you aren't serious about prospecting the best way and everybody says it and you're going to shy away from it because I'm going to talk about your war market for a second and I see you rolling your eyes stay with me because it'll make you six figures the next couple years I guarantee it okay if you do it effectively what you should do is you should say okay here is my top 200 and I'm not saying go back and think about numbers and emails and all that right now because it'll bog you down it'll be too much information it'll overload you and you won't do anything okay so right now I want you to look at your phone I want you to look at your Facebook account I want you to ask family I want you to think about friends and I want you to think about 200 names and I want you to just for right now right you can figure out how to get in touch with them later write down 200 names of people that you know or that know you that you could eventually talk to because what I'm sold on is when I made 117,361 dollars and 13 cents my first eight months a good portion of it at least a third was my warm market start thinking about how important this is start realizing that you need to do it I don't care if you're scared right my sales manager I'm a brand new agent two things happened that I think helped me succeed so pay attention two things real quick the first thing was I was sitting with four new agents and the manager looked across the table and said all right there's a good chance that at least three of you won't make it I like to be challenged I'm gonna make it right so I'm motivated me most people like that would depress them that motivated me okay that was the first thing the second thing was when I said I'm scared of picking up the phone to call my warm market and I'm ashamed to say those words came out of my mouth I know you would think Cody asked me would never say that it's a chump move but I did it and I know you're thinking it right now other thing is my manager said out of your top 200 who's one person that you do not want to talk to if we could take somebody all the off the list from you who would it be and I said that lady right there and he said perfect he dialed the phone number and handed me the phone ring ring ring it's calling her and I'm like dude I don't know what to say I don't want to do he's like just be yourself surprisingly she was receptive the call went really well I said an appointment it was one of my first sales ever because a coach a mentor a manager made me do something that I did not want to do the same can be applied to you focus on that's the number one thing an insurance agent should do write down 200 names right now and do it today and I promise you you'll make 30 fit 40 50k over the next year and 180 100k over the next two years just from doing this