 Short-term targets set short-term targets. What I mean by this is We plan to do a tour 13 days ago, and we had over 600 register in Four local markets when nobody did events in 2020 in 13 days. That's kind of crazy That's kind of nuts It's kind of weird It's a little insane I've learned that when we set a target in the short term that's massive and we make it public and we tell everyone It forces us to push a little harder Having massive short-term targets also pulls me in that direction Constantly faster and it forces me to either wake up and hit the short-term target and do everything I can Or to embarrass myself Who's willing to embarrass themselves in 2021? Everything will change once you do everything will change once you commit and say dude I'm okay embarrassing myself in 2021. I set a goal to have a thousand agents register for these four cities We did not hit it But man, we did so well Because I set such a massive short-term target to begin with Like if I were to go back into selling insurance, it wouldn't be you know How do I make 10 or 20 grand this month? It would see it would be I'm gonna write a hundred life insurance policies on my own this month That's a little different, isn't it? But it's a short-term target That's so massive that it's gonna force me to pay attention What I've learned is Well ask a question instead in the past who has set a goal and not hit it. I Would say we all have I'm sure right Do you know why you didn't hit it? Any guesses, do you know why you didn't hit it? Why didn't you hit the goal when you said it? Why didn't you why why why didn't you do whatever it takes to get there? Distractions wouldn't commit it enough Weren't focused Too far off. That's actually a good answer to and what do most people do when they don't hit a goal? They give up they quit they lower their goal You know what the answer is Raise it like I do like I don't understand that one like I didn't hit it So I need to raise it I Didn't get there So make it bigger Like I don't understand it wasn't big enough to challenge you It wasn't big enough to wake you up. It wasn't big enough to get to where you did whatever it took It wasn't big enough for you to stay focused. It wasn't big enough for you to stay committed It wasn't big enough to keep your attention for a long period of time Here's what I've learned when I set a goal To make a hundred thousand dollars as a brand-new agent at 20 years old when I'm in college Taking 21 credit hours a semester Full-time student-athlete playing basketball practices games tournaments weekends, etc. I could use the excuse I don't have a lot of time right I said a goal and I said I will earn one hundred thousand dollars my first year in the insurance industry Selling life insurance through cold calling and cold door knocking with no leads But no sales experience could barely sell insurance it got my attention and I wrote it down and said I will earn one hundred thousand dollars my first year in the insurance industry and I made a hundred seventeen thousand three hundred sixty one dollars and thirteen cents in my first eight months Why? Because it scared me to death and the difference maker was I told everyone it was gonna happen. Who said a goal? But you really didn't believe it Who said a goal and told nobody she like I don't want anybody to know if I don't hit it. Nobody knew right Guess what that's the problem? That's the problem For things to change You got to change when you say you're gonna do something You got to do it When you set something You got to fully believe it's gonna happen Because I'm telling you when you fully believe something is gonna happen and you commit and you go all in and you do whatever it takes And you set a massive short-term target and you tell everyone it will wake you up It will force you to get more creative It will force you to work harder than you've ever worked and it will force you to go do things You never thought you could do our team my team thought I was nuts doing this It's like dude nobody's gonna show up I'm like trying me Good news is if you guys didn't show up Be really weird and I'll be standing up here for two hours by myself. So thank you. Okay. Well, most people don't know is The one thing that means the most to me Out of everything we do Is when people show up because there's a new agent as a Several owning several companies now that do seven figures with total revenue of over 10 million I've always showed up step one of success Just show up 200 registered 50 showed up That's a problem That's a problem That's why 92% of interest agents fell in their first three years That's a problem. And the reason is everybody was asked it. Why do why do so many new insurance agents fail? Why is it so difficult? Why can't we make money? What happens and you could make up a lot of reasons? But the best answer Is they didn't show up give yourself a hand for showing up tonight Thank you for committing and you've done step one by the way You've done step one You showed up You want to know what step two is? Thank you. You guys still with me. Okay. You guys still with me. Okay. You guys still with me You guys still with me? No, don't run up here, but I'm rewarding someone for paying attention Staying engaged and staying focused Thank you Guess what When someone's asked a question I pay attention. I also here's a sales tactic for you. I don't believe in Asking a question Not getting an answer and moving on When you're in the middle of a sales Process and of an appointment when you're talking to a prospect and you ask them a question Do not move on until you get an answer Because what you're doing is you're psychologically telling them it's okay to not answer me and it's not okay Because I got to be in control to make the sale I Was in Joplin, Missouri years ago and I was sitting across the living room from a gentleman and I said sir Do you know where your life insurance policy is? And he said what I don't know That's human nature by the way Everyone says that and nobody means it Trust me on that And I said well I said something that Who wants to know what I said I? Said something that changed my life forever And I still use it today And I said if you knew where it was Where would it be? He's like Well, that's a weird question like I don't know where it is, but if you knew Where would it be? He's like well if I knew where it was it probably in the filing cabinet right over there He's on the couch. I'm in the recliner And I'm like this filing cabinet. Yes So can I open it? Yes boom Guess what's sitting in the top drawer of his filing cabinet? His life insurance policy in eight seconds before he said I Don't know That's insane Get answers to your questions Because when I at when I get to the end of an appointment And I show someone options and I have them choose and make a decision They're more likely to choose and make a decision if I've trained them to make a decision the whole time It's not okay to ask a question and not get an answer Here's the secret to making sure that you get answers to questions every single time you ask them Number one always ask a follow-up question Because I promise you they don't mean the answer they gave you and number two use a hypothetical I Realize you don't know but hey if you did then you'll get an answer Ask my wife. Hey, babe. Where do you want to go to dinner? I Don't know who's ever heard that Come on now come on now, and I'm like well, baby if you had to choose what would you say Chinese? I'm like all right Exactly just keep keep moving right keep going We have We have my assistant tried that on her boyfriend Back in Springfield, Missouri a few weekends ago What do you want for dinner? I don't know well if you had to choose. What would you say boom? He made a decision Always get answers to your questions It's not okay like when I drive through my neighborhood if I wave at a neighbor and they don't wave back That's a problem. I stopped the car Slow down and keep waving until they respond That they wave back now Persistence persistence pays off Persistence pays off because what happened is If I don't get them to wave back Number one, they're just a jerk But number two if they don't wave back and I wave a next time I come through They're not going to wave again. They don't have to I'm training my neighbor that it's okay to not respond to me and it's not okay When you're in an appointment you ask questions Get answers Who just learned something that's going to change the way you sell in 2021? boom Did you get your money's worth yet? How much did you guys pay? Okay, good. We got a we got an ROI already good good Set short-term targets. I believe in setting short-term targets that are so massive they get my attention I'm like dude. I'm gonna write. I'm gonna go sell 30 of my family members in the next Eight days Something nuts and then I'm gonna tell them all I'm selling all of you That's the way you should attack this thing trust me Who's gonna start setting short-term targets in 2021? Okay, good Hey, if you enjoyed this I got another one again a lot. It's right there click on it See you in rule number one of my eight rules to eight percent as I came up with whole new content for this tour Is focus on revenue most insurance they just wake up we get in the office. It's 9 a.m. I'm gonna get some coffee I'm gonna go talk to Susie by the printer. I'm gonna go hang out with Joe