 There's five things that you have to be doing right now. I don't care who you are, where you're from, where you're at, how long you've been in the business. There's five things you absolutely have to do right now. I'm going to go over all five of them. From least important to most important as well as I'm going to throw in a special bonus and I'll explain the web addresses at the bottom in just a second. So stay with me. I'm going to start with number one. Number one is you have to have some type of weekly system to get in front of people. Okay. When I was a brand new agent, made 117 grand, eight months. Okay, great. But it's because I got in front of and asked 10 people to buy every single week. I was consulting an agent this morning on a consulting call and letting him know, dude, you're sitting with three or four people a week, you will fail. Like, I don't want you to fail. I want you to succeed, but you have no freaking chance of success. If you sit and ask three people to buy every week. Okay. So when I say weekly system, I mean, you absolutely have to sit with 10. You say, well, Cody, I'm not running face-to-face appointments. Okay. If you're not, that's fine. Okay. You need 10 phone presentations and we're actually spending time delivering 10 pitches, getting to know 10 people, right? Warm up, fact fine, present, close, cool down, all that. Okay. Now, how do you make sure that you always sit with 10? If you're not sitting with 10, you absolutely will fail. Okay. The best way, the best way is to use secure agent marketing. All right. We've got a new program. We've got a new program where you can spend $1,500 per month. Okay. And a thousand of that will go straight to ad spend. And you'll probably get about 80 to 120 leads. Okay. Which makes your lead cost way less. And if you go buy them from a vendor, if you're doing that, stop doing that. Go to secureagentmarketing.com. Check it out. You can talk to me or somebody on our team will hook you up. Okay. Because what really matters is having a weekly system, right? And that's one of the best ways to do it. Okay. The second piece, second piece, five things you have to be doing. Okay. You have to be getting in front of people, right? But you also, I believe you have to be listening to audio books. Okay. I'd love for you to share in comments below what some of your favorite audio books are right now. I always listened to the art of closing the cell. The art of closing the cell by Brian Tracy. Again, the art of closing the cell by Mr. BT. Okay. Brian Tracy, unbelievable audio book, right? Yeah. His energy is maybe not as good as mine. And he's a little, you know, monotone. But the content is amazing. You got to be great at closing deals. That audio book helped me a lot as a new agent. Everybody always say, Cody, what did you do when you were a new agent? Do I sat with 10 people and listen to this book every single day? Okay. Now, that's two things, right? There's other things that I did as a new agent that I'm going to talk about right now as well. Okay. Now, other thing is I attended events. Okay. I attended events, which means you have to attend, attend events. You have to be going to events. And what do I mean by that? Because when you go to events, I'm putting on a big power player networking retreat right now. Okay. There's going to be 20 people from around the country that are making six, seven, eight figures are going to come together. They're going to spend a weekend together. And we're going to share ideas. Okay. What this does is it increases, it increases a few things. It increases, personally, increases my focus. It increases my motivation. And it increases my knowledge where I actually start to know stuff, right? So, so I love the power of going to events. That's a whole reason why we created what's called 8% nation for those don't know what that is. That's an annual event for the insurance space. You have to be attending events. What that tells me if someone does not go to events, they're not as serious as someone that does. Okay. You're just not. I went to a sales event up in St. Louis as a brand new agent. I paid like $199, I believe, to drive up to St. Louis and to sit through a two day event to get better at sales. What does that tell you? If you're not doing it, then maybe you don't care as much as those that do. And I think you do. Okay. I really believe you do. The fourth thing you actually have to do. Okay. You have to actually must be writing down your goals daily. You have to be writing down your goals every single day. If you don't have a goal, okay. And you're like, dude, what the freak is a goal? That's the first problem. Okay. You need it. You got to write it down before you can actually go and start achieving it. Okay. That's one of the things I did really well as a new agent. I had a goal, right? I was like, bam, 100k, boom, 2k a week, right? Sit with 10 people every week, right? All of that. And I wrote that stuff down every single day. What does that do for you? If you're wondering that right now, it keeps you focused on the task at hand. Stop doing stuff throughout your day that doesn't help you get to your goal. Okay. Only do those things. You have to be writing down those goals every single day. Okay. I've got several goals, five of them now. I write down every single morning. If you get real serious, you'll start writing about it every morning and every night. That's when you know someone is serious. Someone that has goals, right? It's not cheesy. It just keeps you focused on the mission on the task at hand, right? These are all things that I did. I had a system. Man, I had a system for getting in front of people every single week, right? If you don't, as you're taking notes right now, think about yourself. Are you missing out on a system? Okay. I listened to audio books every single day because I freaking cared about winning. I wanted to do better. I was in a competition against all these other agents in my office and I wanted to win. I didn't want to just win. I wanted to freaking destroy them. Okay. I wanted to be the leader on the little whiteboard that tracks sales every single week. I wanted to win. I know there's 20 people in the office. Nobody likes finishing second, right? So I wanted to show that I was more serious than those that aren't, when they saw my name at the top of the board every single week, right? They knew Cody was there. Cody would mess around. He was there to play, right? He's there to win. I also attend events. I attend events back then. I attend events now and I go to a lot of events. I also, right? I've probably invested. I've probably invested. For those that don't know, like, dude, how much money have you actually invested in events? You want to know? Here's what it is. I bet I've invested north of 100K over the last two to three years just in events. I've actually, I bet it's probably closer to 150, okay? But I'm going to say 100K just to be super concerned over the last two to three years, okay? That's an investment in my future, right? That's when you believe in events and the power of events and what they can do when you start throwing down some freaking cold hard cash and going to them, okay? Also, writing down my goals every single day makes me more serious, right? Now, the fifth one, I say the best for last, okay? I've been delaying a second because I want to throw this one at you, but I want you to take it seriously and be ready when I throw it at you, okay? What do you think it is? I want you to think about it for a second. Think about yourself. Five things you have to do, okay? We've talked about four. I'm leaving the last one. What I did as a brand new agent, what I do with my sales team now, what I personally do every single day, you have to, you have to daily, what's next? Sales training. Absolutely have to be putting in daily sales training. I'm talking, I'm talking all of it, right? I'm talking, I'm talking actually making the call, following up, warming up, overcoming objections, fact-finding, asking questions, presenting, building value, closing, pre-closing, trial closing, asking for the business, oh wait, I got asked for referrals now, oh wait, I need to cool down, right? I need to retain the client, I need to call them on their birthday, I need to mail them this, right? There's a lot of pieces to this whole gigantic freaking sales process in the insurance industry, okay? What are you doing to get better every single day, right? This afternoon, I put my sales reps through a live role-play session, okay? I believe you should be not only doing daily sales training, but I believe you should also be role-playing. And I believe these are things that you should be doing every single day. And most people, miss out on this by the way, most people do not do this if you're not moving forward, moving backwards. Here's a real story, okay? When I was a brand new agent, I made $117,000 in eight months. What I don't tell people, and maybe the only people who watch this video will get to see is I left the office for four months, okay? September, October, November, December. And I went back to school and basketball. When I went back in January to kick off a new year, I drove down to Arkansas an hour and a half away, I got down there, I sat with a couple, okay? I did some fact-finding, I pitched them, presented them, I'm like, okay, this is easy. I thought it was a lay down because it was a warm market lead. I left without a deal. Cody did not make the sale. I drove all the way back saying, you know why you miss out on the sale? Because you were rusty. And I never wanted to be rusty ever again. So now I plug into daily sales training every single day. Because I was, it literally, it takes a day or two to get rusty. And I'm telling you, if you're not training every day, you're rusty right now, you're underperforming and you don't even know it yet, okay? So you've got to be sales training every single day, absorbing content, online universities, our YouTube, everything else, okay? Role-playing. Also, I'm going to throw in a bonus right now, okay? If you go to kodiaskins.com forward slash sales system, okay? S-A-L-E-S system. Cells system. We've got a brand new C-A-Cell system. It's got over 400 modules. Here's the bonus, okay? If you fill that out, I'm going to set up a free strategy call, a free strategy call, where we can actually talk to you, talk through and diagnose some of the problems you're having, and actually give you the freaking medication to go make more money, okay? The actual prescription, okay? So go to kodiaskins.com forward slash sales system. This is the one thing that most people are missing that they never get, they never solve, and they never take seriously. You've got to be doing this every single day. Make sure you go to the page. I'll grab, I'll make sure I throw in a free strategy call for you, and if you want me to jump on and do a free team training session for you and your team, I'm happy to do so. I love working with teams, jumping on, motivating, educating, and jacking up your whole sales force. I want to do that, okay? These are five things you have to do, right? System, audiobooks, events, goals, man, and you've got to be training every single day. If not moving forward, you're moving backwards. Make sure you go to kodiaskins.com forward slash sales system. All right, let's play a little game. Prospect says, hey, I want to think about it, and you say, ah, can you choke? Not anymore. The video is right there. I'm going to show you what to say and how to say it. Click on it. I'll see you there. Who loves when people say I want to think about it? I want you to call me back. I'm not ready to make a decision.