 Derek say hello. Hello. What's up brother? Thanks for being on man. Derek is one of the new sales people Here in our office on our team over the last couple months. You can't tell it yet, but the dude's high energy He's always excited He's always poked up and so today we want to come to you and talk a little about sales Because there's a lot of new sales people out there that are struggling with the sales game. Yeah How long have you been with us? Two and a half three four months maybe three months, okay, okay, and did you sell over the phone? Because he can see cuz he's a business consultant for a security person nation helps agents with leads Tickets coaching sessions strategy sessions consulting in general. They're able to transfer a lot of my beliefs on two agents and help agents Did you sell over the phone ever before that? No sales just Maybe booking appointment booking inbound call That was a no outbound no sales nothing like that. How different isn't it isn't isn't in inbound? Hello, I'd like to do business with you versus an outbound call like hey, dude. Why are you calling? Oh, it's not a difference I mean being able to know that someone's calling in they already know pretty much what they're expecting They've looked up our information probably at the different companies. I worked for They know what they want to do going into the call. Which one do you like better inbound or outbound I'll found now I love you just said that for me, but I'm like dude. I love that. That is strong. Okay, so What are some things that you've learned? maybe in general from doing it or for me over these last few months that you can transfer to a new sales Person that maybe is nothing absolutely Confidence it's gonna be number one you got to have the confidence You're working our leads those people have interest Be confident rest in the fact that you don't get that lead unless someone fills out the information Yeah, if it's a cold leader and not as warm qualified lead have confidence You know their name. You know their phone number you started somewhere get on the phone be confident guide the conversation So pick up the phone and start dialing. Yeah, okay, so what are some heads? So help a new phone person out. What are some things that that I've ever said or that you've learned along the way give us like a Maybe a do and maybe a don't something that you're okay that you should do and maybe something you shouldn't do that You're learning absolutely do ask questions Before you're done talking when you finish speaking ask a question. It sparks Conversation how much how much difference has that made just that little bit of Twist from just talking and giving phrasing and talking a lot versus hey Here's my response and finishing with a question. Yeah, it goes back to the comp the confidence Asking a question Indian on a question. Yeah, I am confident that they are going to give me an answer Mm-hmm. If I am here's my do not do not talk too much. Do not over answer because You do not want to be talking more than the person that you're on the phone with I I'm learning it. It's something you and I've been working through in our sales training and Getting those down knowing some of my questions to go to at different points of the conversation It's night and day My confidence on the phone you can tell what that this dude is here hanging out with us a salesperson with our office Because that's one of the things I preach more than anything. Yeah listen The cup went went and you you can tell me if you've seen this to be true something I preach all the time when that went when the prospect talks more than we do What happens? It's a waste of time nothing. You're not A sale doesn't happen until both parties are getting on the phone so until the transactions may and you're asking questions They're responding to you. Yeah, and so that's that's that's helping a lot You can tell this dude's been around us with he's like dude you want to get them talking you want to be listening Well, do we ever? There may be once one scenario, but in general do we ever interrupt a prospect? No, okay, and the one scenario okay, when is it okay for a salesperson to interrupt a prospect when? You know the next thing out of their mouth is going to finish your conversation without a sale Yeah, let's lose a cell on your own before you before that comes out of your mouth I don't even we don't even need to go there. What if we did this I love it I love it because a YouTube question. Yeah, yeah on YouTube We get some Thurlow stalling says what percentage of one-call closings do you have what percentage of one-call closings? Do you have when we're talking about you selling someone on a service or leads or tickets or strategy session or whatever I'd say Okay, north or south of half of 50% To today already I'd say loan so I'd say north. Yeah, especially if it's an inbound or if they actually have interest I'd say it's inbound your percentage is going to be much higher outbound on the first time North of 50. Yeah, gotta be well Confidence asking questions running through the script. I I don't even sell insurance, but right I help insurance agents I sit there with our how to close our leads page that we provide insurance agents with on our website I just tailor that to what I'm speaking to agents about what I'm helping people with when I consult them and Then by the end of it I say hey check out our page, right? This is what I've been doing the whole time. You can see how it works. Okay, and have you Can you tell that? What we do From your experience of working with agents that what we do here positively impacts a lot the lives of the agents that we work with. Oh, absolutely. Yeah, absolutely It's the the best part about what I get to do dude. I'm again, I'm assuming you love your job here That I mean, you know you sound you sound happy. Yeah, absolutely. I mean I get to help people every day I get to talk to agents. I get to more importantly listen. Yeah to agents and hear What's been going on? What's their experience with? Leads with getting in the home. What do they struggle with? I know it's a tough thing for agents to talk about because totally with the sales Environment a lot of pride can be involved big time. That's one of the largest hindrances to growth Yeah, I see when when agents come in and have a lot of pride associated with their Ten year in the business or their closing ratio last week or last month. Okay What are your goals for this month? How are you gonna blow past it? It's always new high targets How about how about handling negativity? What's your advice for those that are using the phone? Mm-hmm, and they're experiencing a lot of negativity agree Hear them out. You gotta listen to me. Listen. Okay, and then See what the real issue is. Yeah, I can experience it myself. I've experienced it in other customer service type of jobs many times people Just need someone to hear them out. Mm-hmm. They're not even mad at you. It's just sounds like a season They're not mad at you. They're not mad at me. They're not mad at you. I mean, you can't get mad at you and from there They just want to be heard and and then take the next step and the next question I ask is What do we where do we go from here? I understand your frustration? I know how that feels. Yeah What do you want the next step to be? And on the question get a more simple response and you stay in control of the call It looks like we got another question for on YouTube YouTube again, Thurlow Stallings. Okay says for an agent How many calls a day like should you make on average and better yet? Like Specifically how many of those should be deals like what percentage should you be closing? Yeah? So if it's like I would say you can answer that two different ways You can answer it is in hey I'm setting appointments or hey I'm we're ham trying to close over the phone. Yeah, you could also say well Are you cold calling or are you calling leads if you're calling our leads? For example answer that way probably easiest way to answer it if you're calling our leads You should be calling those leads especially when our agents what we recommend most agents buy about 20 to 25 leads When they buy those leads we recommend that they call all of them three times Day one day one So in that example that's 60 to 75 calls the first day because the end of the day they buy leads I'm gonna ask you this too. Do all leads have the same level of interest when they respond? No, they're all different. You don't know what level of interest they have They have some level of interest because they're obviously expressed interest right when they do express interest and they show Hey, I have some level of interest It's our job as a as an agent to do what and we didn't prep any of this is all off the cuff When we get on the phone with them. Yeah, when when when we give an insurance agent leads Yes, what is their goal their goal right policies right policies and to write policies You've got to be active you've got to talk to leads and you've got to get in front of people So in the day that actually is a perfect transition into the activity of a salesperson Is that one thing we preach then we we track meticulously quite a bit? Absolutely Right I'm sitting there smiling through my teeth Yeah, there's about that for a second. There's a There's always always more to do you've heard it on our show on from our company Don't quit five minutes before the miracle You've heard it and it stuck with me. Um, it's true people are interested. I tell agents, you know Anybody with a name and a phone number is a lead. True leads come in different temperatures per se true old warm hot and From there you you just have to listen you have to listen you have to get your activity up because if You're not seeing the numbers you want. Are you frustrated at the people on the other end? Probably not. Yeah, you're frustrated with yourself. I've been there Mm-hmm the the most frustrated I've been is whenever I know that there's areas of growth that need to happen True and I got to take that step your activity has to be high. Yeah, yeah, and it helps a lot Okay, so if you're an intro agent out there, I'm gonna give you two different scenarios Agent a and agent B and you tell me which one's probably gonna make more money, okay? Agent a and agent B both by 20 leads from us agent a calls all of them one time Who knows what happens after that agent B calls all of them six times Who's gonna have better success B? Why why? I Mean the list or activity why not? Yeah, because We want you to call him three times in the first day. Why is that? It could be at work. They could be picking up their kids There's one person. I I've been trying to talk to you and it just falls in the time of day I need to get better. I need to stop calling him when he's picking up his kids from school Anytime they get in the car. He's off the phone. Yeah, they could be at the grocery store They could be it's impacting your ability to do whatever it is you're wanting to do right right You have to touch the lead more than once if you don't get them on the first call for sure Why wouldn't you you invest in leads right invest in yourself? Okay, expound on that because that's something we preach a lot and then we're always preaching not only at the conference a Percent nation in general the event What are some things that you're doing in your life to improve and become better Self-improvement personal development to be better at the met mastering art of your craft as will Smith says what sort of stuff that you're doing on that? Not taking advice from people of my success level or lower I'm focusing say that again say that again for those very didn't catch that one. That one's good I'm not taking advice from people that I'm on the same success plane as or lower Mmm What value can that bring if I'm on the same level? There's no nothing there You sent me a few people to start following. I've done that and it clicked. Yeah, they've been in the same spot I've been they're on the other end You've been in the spot. I'm in true. You're on the other side Charlie Chiena coach Bert yeah, Grant Cardone Ray Lewis all these people have been at the bottom of the staircase Yeah of success the only difference between myself and them is they've taken that step the one at a time step So so it's good surrounding myself and getting it in my ears of people on the other side step one to discipline becoming more disciplined with spending with my budget with You know carving out time for the things that are a priority to me Yeah, this is and then maybe this may feel like a trick question. It's really not Do we like when we talk about with agents and we preach, you know to them how they were how they should run an appointment When we call agents to sell them Leads do we ask them what they can afford to spend right now? Yeah, me on occasion. Yeah, if it needs to get to that point if Exactly, we don't unless it needs to get to that point and then we will ask if Something's keeping us from from keeping them from pulling the trigger something kind of keep an S from being able to move forward Yeah, and that's where you need to know the objections. You're how to handle your objection that would the only time I Could thinking and correct me if I'm wrong The only time that I could think where you ask someone what their budget is if they bring it up If they say my budget's not there right now. Yeah, completely. Okay. What's your budget? Yeah? perfect perfect example was something that we do a lot of when an agent is Getting objections from a lot of prospects or let me ask you this this one's actually kind of funny He'll get this one. There's a backstory to it. I want to explain the whole thing, but Why would an agent what would be the number one reason why an agent? Would be getting someone telling them all the time that they want to think about it Or you've got an agent all the time and they're like dude prospects are always telling me they want to think about it You be the agent. Okay. All right. So, um, all right Cody, you know, we've gone over this, you know, how our leads work. Yeah We're gonna be putting that on these a Mastercard America. Yeah, I really appreciate you ask it You know, I respect you for asking you're doing your job, you know leads will probably help Unfortunately, I really need to think about it. Okay. Hey, I totally understand I've been in your position. Tell me this when somebody that you're prospecting is Telling you, you know, you're getting I hear you. I need you whatever You know, I need to think about it. This policy. I hear the value in it I need to think about it. Do you handle? Do you have that objection come your way? I do get that a lot and I always wonder what I could do to improve on that. Okay. Do you think I'm not trying to be cute I'm not trying to be funny. Do you think that You have trouble handling that objection Because you need to think about this. You see the value you see how this lead is of quality It's active interest. It's going to produce appointments for you. You need to be in front of people Do you think that's the reason why you need to think about it today? He's a Mastercard American express That's one thing it's big. I want to get a question. I'm gonna get to we get something really important to address Which is and I we randomly said that one day and it's worked ever since is love it majority of people Think about things in because if you think about it right now Hypothetically, you don't need to think about it when you buy a car You know if you can buy a car yes or no, you know if you can buy a house You definitely know if you can or cannot buy leads Prospects know if they can or cannot buy life insurance policy today the reason why The the salesperson gets told that they need to think about it Yeah, when they're calling leads where they're trying to sell policies is because they think about things in their own life Which gives their prospects permission to also think about it because that's how they live their life I told that to an agent out in California one time on the phone and That dude was blown away and I'm like dude. Do you know why? Very rarely does anyone ever tell me that they want to think about it when they're trying to buy something from me Because I don't think about nothing So I when you expect yourself to make decisions now Then you end up expecting prospects to also guess what make decisions now. Yeah, I Real-life example last weekend. Yeah, I went to go visit some family I'm picked up been in the market picking up a suit for the 8% He's got to look nice My wife and I were in one specific store. We knew that there was a good price on a suit didn't really work out and So looked at another one the price wasn't what I was expecting as a Nah, I just need to think about it. I legitimately said I need to think about it We walked to another store from it It took one trip from this store to the other store the other side of the mall and my wife sells me. She goes Derek We're not leaving today without a suit. You're not leaving today without some new clothes. It's the budgets there I'm on board. I'm encouraging you to do this. I want I want to get this done. I'm tired of looking for suits with you We walked to the next door I walked up to the rack find my size pick it up tried on and I bought it guy threw in a shirt Cost me a lot more and I walked out. I got sold. I sold myself Yeah, before I walked in the store or or his wife sold him. So thank you. Thank you. Thank you for that That's cool. That then you know what that's what I didn't think about the next story went into I didn't think about it Yeah, I needed the suit when you get used to making decisions and expecting decisions to get made and assuming the decisions will get made in your life It ends up transferring into prospects how often and again, this isn't rehearsed How often whether I'm trying to sell an insurance policy or whether I'm trying to sell an agent on buying leads or ticket or whatever How often does an agent tell me? They have often they tell me when I'm on the phone and you guys have heard me make some phone calls How often do I get told by someone that they want to think about? Not very often rare no extremely rare say We were to break it down one or two out of ten. Yeah, and it's normally that's normally not even it It's there's something much much deeper. Yeah, that's what's the question you asked Okay, that brings me a good point before we get to the questions real quick. What's what's what's that? What's that? What's your tip or advice on going a little deeper and actually finding the true real objection? How do you figure that out when you know that there's something more to why they're not pulling the trigger because you got it Don't worry first. I I can't sell on my own situation So I can't sell based off what my personal situation is I can't sell based off my bank account Information you guys here can't pre-qualify so it starts there and then Someone you know needs to think about it the budget's not there Okay, what what's the issue? You know you need it, you know you're contacting me We wouldn't be on the phone anymore I wouldn't you know come to your house or met you at this coffee shop to go over this What's really going on? What can I what can I help you with and? Get them to expound on the real reason because a lot of times they have insurance. They want a better price Yeah, they're not happy with their customer service Yeah, and they're looking for someone to be their guide to be there to be their gal So we need to listen listen listen to what's going on be to active actively taking notes What's you get them to talk they end up telling you what you want to know, right? Oh, absolutely. Absolutely, and that's where you've heard me He's thrown through a pen at me once because I I wasn't listening to him on the call because I was over-explaining Yeah, and he said just listen and Call the guy right back Cody gets the deal wrapped up and and of course I'm the example for the day, but sure you need to just ask people. Hey, what's really going on here? What is the real money like if you knew that this for $300 $400 $500 investment? We're turning to three thousand four thousand five thousand dollars. Yeah, you drop a bank You know gun or no gun to get the money. So what's really really holding you back? Like what's what's the deeper issue? You know Something else real quick. You know put me through the ring Derek guys seriously One minute one minute before the camera goes live Derek come in here. Yeah, like Derek. Come on. You're on your own today You're on today. I didn't even know it was like it was like two o'clock. He's like, all right. Oh, we're doing so Huge kiddos to him for jumping in but also real quick I'm gonna play a little game with Derek because you guys have heard me and how I ask questions and the things I say We're gonna give you a real-life example not prepped at all again Dude looks good Looks better than me today We're gonna we're gonna we're gonna play a little we're playing a game here. So What we're gonna do is You've asked me a so ask me, you know, hey Cody, are you gonna, you know, are you gonna attend 8% nation? Hypothetically, we're just say we're gonna have you ask me a question. So say like ask me whatever like it Don't matter. Yeah. Hey Cody, you have your spot reserved for the conference next week I don't know You know, what do I say? Okay, got you. What do I say when someone tells me I don't know like it happened earlier with the box Yeah, yeah, you say I don't know I know hypothetically speaking Would you reserve your spot? What would it be? Probably so Yeah, okay, so the reason I bring up example our secretary was bringing a box to the back of the office earlier And I said, hey, what's in that box? You know, what do you she didn't know it's closed We got like 18 boxes for 8% coming in the last couple weeks and and and and I asked guys Hey, what do you think is in the box and Like everyone says and this is a perfect sales example. They say what I don't know. No idea. Yeah Hypothetically, you had to guess. What would you say? And she's like probably this, you know And so it's like that's a real-life example of asking another question You're gonna get I don't know so much that it's gonna kill you Derek DJ what we got over there again Thurlow. He's about to take his test in California. So dude congrats, man Yeah, our agents are giving him some kind words on here. Oh, that's so cool. So his couple of quick questions Three questions. What are the lead costs? Can you scale for an office of 10 and how much how long does it take to produce the lead? So what's the cost? Can you scale? How long does it take? D take it away, bro Costs final expense leads. Yeah, it's gonna be final expense. Yeah, final expense leads $25 per lead The answer is always yes. So yes, we can scale for your office of 10 We can we've got offices of 2,000 by the way we thousand people buying target your area and Will we will get them turned around it will take 24 to 48 hours for you to receive your first lead What is what's unique about our leads? Like why should they buy our leads rather than like telemarketing? I'm not even gonna answer any of this. I'm gonna let the business consultant handle it. Yeah, absolutely. Why buy our leads over someone else's? First Exclusivity we're never gonna sell a lead out from under you. It's your lead We have some great People on our support team. Yeah great consultants. It's all top down. So great people at the top. It's translated down. So exclusivity Real-time based on your geographic location explain real-time real quick for those that don't know that are used to working direct male lead Right. Absolutely a direct male lead You're looking at what is one two three weeks before you even see your investment show up about three on average Okay, so real-time someone is actively looking for Final expense coverage life coverage medicare mortgage protection Spanish final expense. Yeah, all of the leads we provide They're looking for that in their area In the area that you're targeting They will start to see an ad specifically talking about the type of insurance. They're wanting They have that interest whatever level it is. They have the interest Click on the ad the next step fill out their name phone number physical address email address date of birth And I think that's it. I think it's a hit submit real-time As long as the it takes so they immediately get an email immediately within a second of when the person fills it out Yeah, yeah, so they that sounds pretty good their information and you get that in real-time Nice, nice. I would say yeah to piggyback on that. Like you said exclusive real-time Uh unique. Okay. I'm gonna give you guys a real-life example because I got I got this text What did I say yesterday morning? This text from an agent that's been buying leads from us for a while and he said and and we had a little hiccup You know, every company's gonna hiccup at some point. You know, yeah growing pink. Really? I said they said thanks. Cody lots of people offer leads, but you have the best customer service Seriously stuff goes wrong everywhere, but when it does you are always on it. I genuinely appreciate that And it was literally 8 14 a.m Yesterday morning And that's why we preach. I don't know if you can even see it. We preach service We preach service here at our office So I said, thanks bro. That really means a lot man. Thank you so much because that's something that we strive and focus on a lot Absolutely and one one thing That I'll tell the agents. I'm helping, you know, I'm your consultant I'm not our support department If there's an issue that I can't handle if there's a question that you have There is no point for me to give you an answer and you believe it to be the firm answer There's no point to do that if I don't know and I tell them if I don't know something, you know We'll put a pause on this one. I'll figure it out. We'll get yeah We'll get our support team on it and and that's been a huge thing Every time you call us You know while we're in the office, there's no automated phone system. No automated. We pick up the phone Someone's gonna a 3 3 40 agent goes straight to our office. Callie and Jess always answer. What do you got DJ? Don Smith on youtube If we haven't met something Yes, yeah, yes We have we have meds up and medicare medicare is more popular So we generally do more general medicare leads whether it be. Hey, I want information about my medicare I have questions about my medicare. I you know, I want medicare information about medicare advantage prescription drugs meds up Whatever it is. It's an opener for you to have a medicare conversation meds up. We also have Uh as well, so any other questions over there dj Dude awesome job today Yeah, thank you. Thank you. So, okay, so final tip Struggling salesperson give them some encouragement You can do it You can do it wake up If you're a dude put a tie on if you're a lady put a tie on put a tie on. No, I'm just kidding If you're struggling seriously, we're all laughing. I'm hilarious. Uh, if you're struggling Find confidence find confidence somewhere. Yeah, make somebody smile and help them out provide Consistent care yeah consistent caring content Derek Awesome job, brother. Thank you so much for being all we appreciate you being on Geo breakers every Wednesday two o'clock central standard time We'll see you on Friday and we really hope to see you at this thing. How about that? Yeah, nine days It's now about six days eight See you soon. Thanks. Yes