 Insurance agent training, what is up, man? Insurance agent training, we come to you every single Monday, two o'clock central, standard time to bring you specific insurance training to up your game, to make you better than you were yesterday, to make you better than you were last week. Today is all about five tips to increase your premium per sell. I know a lot of agents, this is a really popular question, a lot of agents struggle with the increasing their premium per sell. A lot of agents will average about $40 a month. I would say the average is probably about $50, but you get a lot of agents that are literally average about $40 a month of monthly premium for every life or final expense sell. Today, you can use this for any product lines. Today, I'm going to give you five tips to increase your premium per sell from 30s, 40s, 50s, upwards of $70, $80 a month all by using these five steps. So what I'm going to do first is I'm going to go through each step. I'm going to write down each step, and then I'm going to give you more information on each specific step as we go. The first step is because if this is five steps to increase your average sell, to increase the premium, the first step is to talk. I'm going to touch on these, and then I'm going to go back through these in great detail. The big thing is talk less. A lot of insurance agents, a lot of salespeople believe, hey, I've got the gift of gab, man. I can do anything. I can sell anyone. I'm here to tell you that the gift of gab is actually a hindrance, and that it does not help you in sales. Because I know that people buy from me. People end up buying from me only when I get them talking, and when they are talking more than me. So I need to be open. I need to get them talking, so talking less. The gift of gab is a curse. That's not something you want to focus on. We're also going to get into, when it comes to talking less, a scripted presentation. A lot of agents believe in a scripted presentation. They'll walk in. They'll have a pad folio, literally. And they'll flop it out. They've got a binder, and they want to walk through this huge PowerPoint on a computer, or this huge presentation. Let's show pictures. Let's do this and that. I'm here to tell you, I believe that is a mistake. I believe us starting a presentation by us focusing on us, the agent, or talking about us, or trying to reiterate us, I believe that is a mistake. Because you need to build a relationship with them. That warm-up process is really important. Dude, they don't know you. They don't care about you. You need to care about them. That's an old saying. It's cliche. Hey, they don't know that they don't not buy them because they don't know how much we care. Well, us talking about us doesn't tell them how much you supposedly care about them. So not having a scripted presentation is important. Also, the next thing is, dude, don't talk money. Don't ask budget. This is a big no-no and a big misconception in our business. And it took me a long time to understand that one. The biggest mistake that new agents make is, hey, how much can you afford to spend on a monthly basis? And they assume that this is legit and that they're actually going to get a number that they know what they're talking about. Number one, when you ask them, hey, how much you can afford, they do not know the answer to that question. That's the first thing. They don't know the answer. They have no clue. But also, it gets the prospect of thinking about price too early in the conversation. You do not want them thinking about price. You want them thinking about you. You want them thinking about the value. You want them thinking about the features and the benefits. You do not want to talk price. You don't want to ask budget. You don't want to ask how much they can afford. I'm telling you, this is why agents end up selling smaller policies. The next step is focus on the relationship. I believe that salespeople should spend 10 to 15 minutes on the warm-up. And sometimes it can go longer. But when you just jump in the house, when you speed through the warm-up and then you go direct into fact-finding, there's no relationship. People buy from us when they trust us, when they like you, when they like us, and when they're comfortable pulling out their wallet. They don't feel comfortable pulling out their wallet if there's no relationship. I'm telling you what, the relationship is what sells policies. The value is what sells policies. Premium, the carrier, the company, how much coverage? They don't care. And so you need to be focusing on, we got tickets flying for this event, man. Tickets are coming in like crazy. I've already had three since we jumped on. Focus on the relationship. This is huge. Don't forget how important the relationship is when you're trying to increase your sell size. The next thing is, and I'm going to go through each one of these and give you some ideas, build the value. I always sell the features and the benefits. They don't care about the carrier. They don't care about any of those things. They do care about the features and the benefits that they're going to get with that policy. That's a way to blow up the value, to increase the value, and to get them thinking about what? To get them thinking about the value. To get them thinking about the value that gets associated with what it is that you're selling to them right now. And that's all because you were able to sell features and benefits. That's all they care about. They care about the relationship. They care about the features and benefits. What am I getting? How awesome is it? And also when it comes time to close, I use these as trial closes to get them to make a decision. And then the fifth step is to give three options. And I give three options based on what they need. I give three options based on what they need. This is a big word, based on what they need, not based on what I think that they can afford, not based on what they think they can afford, not based on what you think that they can afford. What's up, Timothy? I give three options. Patricia, Francisco, Derek, I give three options based on what they need, not based on what they think or what you think that they can afford. So any questions about these five steps to increase your average premium per sale before I go deeper into each one? Any questions about these specifically? Because if you can sell $70, $80 policies, then why would you keep selling $30, $40, $50 policies if you know that you can sell $70, $80, $90 policies? There's been a lot of weeks where I've averaged $90, $100 a month or more all by following this system and these five steps to increase my sell. So let's jump to the first one again first, which is these were the five steps I've showed you all five of those. Let's talk about talking less, the first step in the five steps. Let's talk about talking less. I believe that when they talk more, you make the sell. I believe that when you talk less than they do, I believe that you make the sell. I believe that when we ask questions, we make the sell. I believe that when we ask open-ended questions, we get the sell. I believe that when we get them talking, we make the sell because they tell us what we need to know. I believe that when you're fact-finding and you can get them talking and telling you what you need to know that you can make the sell by getting them to talk more, you talking less, asking questions, asking open-ended questions because it puts you what? It puts you in control. It doesn't mean that when they talk more than you do that they're in control because you can be asking questions to lead the conversation where you want to go. It's kind of like they're on the path with you. Or you know what, say they're on the path and you have got a chance to guide them where you want to go along this path by steering them, by asking them questions, asking them open-ended questions. Derek says, hey, what are some good warm-up questions? I'm gonna make sure I get to that when I get to the relationship. Good warm-up questions. You got it, you got it, D. You get a question on YouTube. What we got on YouTube? It says, do these five steps only work for final expense? These five steps, that's a great question. Who was that by? Tate. Great question, man. Thanks so much for asking. Do these, Tate said on YouTube, hey, do these five steps also, do they only apply to final expense? Dude, talking less applies to any type of insurance sale. Not talking price applies to any insurance sale. Focusing on the relationship and the warm-up applies to any insurance sale. Dude, these are like, and these are sales in general, honestly. Building the value in the five benefits. I can build the value and come up with five benefits with step number four, whether I'm selling final expense, life, Medicare, PNC, doesn't matter. You need to be selling value and benefits. Also, giving three options based on what they need, giving three options based on what they need, not what they think they can afford or not what you think they can afford, that's also can apply to anything, Steven, Henry, Roth. You guys just joining, make sure to share this Facebook video out like the Instagram and the YouTube and keep the comments and questions coming because I've walked through all five steps. Now we're going over each step individually and the first step to averaging more premium per sell, larger cases is talking less. You need the customer to be talking. You need to be asking open-ended questions in the warm-up, in the fact-finding, anything. You say, well, dude, okay, what kind of questions can you, another ticket to the wealth conference just came in. When you say, hey, dude, when you talk about the warm-up and building the relationship, what are you talking about? Well, when you're talking about warm-up, you can ask questions like, hey, how long have you lived here? Where are you originally from? Wow, this is a beautiful place. Have you always been farming? Did you grow up on a farm as a kid? Man, how about this weather? How many kids do you have? Grandkids, you're getting to know them. Hey, is there anything that, is there anything I need to know that I don't know? So talking less, get them talking. Now let's jump into, now let's jump into what I feel like is the number one mistake by insurance agents and that's step number two, which is don't ask budget. I would say that this is the number one agent mistake, period. If I had to say, if I had to do a video and say, hey, this is the number one mistake that insurance agents make, it's that. You make it, I have made it, but I will never make it again and I hope you don't either. Why not ask for the budget? Because when you ask for the budget and you start talking price, you not only ask them what they can afford, which you should not do ever. Why? Number one, they don't know the answer. They don't know the answer to that question. It's a horrible question. I don't know the answer to that question. You say, Cody, what can you afford? Dude, I can afford whatever I wanna be able to afford based on whether I like you, trust you, whether I like the value, whether I like, I do, I can go over here and ask Danny. Danny, how old are you? I'm 23. Danny in our studio audience, he runs our ticket team for the wealth conference and he's 23. I could go to him, he's got a steady job. Yeah, it makes okay money. I could go to him and say, hey dude, what do you think you could afford for, let's even take it away from insurance for a second. I could say, hey dude, what can you afford to pay for groceries for food every month? What would you say? 150 bucks, 200 bucks. He just grabbed a number from there, $150, $200. That's a perfect example that, dude, we have no clue. There's a lot of times where Danny spends a lot more than $150, $200 a month in food and drinks and entertainment and everything else. We don't know the answer. That's the number one insurance agent mistake is we ask them what they can afford when they don't know, we're getting a little studio audience building up in here. They don't know, but also, we get them thinking about price the whole time. So if I start there with Danny and I go through a sales presentation, dude, he's got $150, $200 in his head the whole time because of what I ask and the way I ask it. Ignore the relationship we have. Ignore the benefits, ignore the value, ignore the features. All he is doing is what? From now on, the rest of the presentation, he's thinking about price. He's thinking about price, Jason, Jared, Vince, Roth and Henry. He's thinking about price. Do not ask budget. Don't ask what they can afford because you're gonna get them thinking about price. They don't know the answer. And people, yes or no. Do people buy different things based on what they get out of purchasing that product? Yes or no? The answer is yes, by the way. And people can afford a Chevy. They can also afford a Ford, but they may buy, the Chevy guy may have showed him a $23,000 vehicle that's base and comes with nothing. But maybe they spent 26 grand on a Ford because they got the GPS, the heated seats and somebody's gonna freaking wax the vehicle every month. They spent an extra three grand not because they couldn't afford it. They spent the extra three grand because the Ford guy focused on the value, he focused on the benefits, he focused on the features, he focused on the relationship and he focused on the things that they got out of it. Don't ask budget. This is the number one new insurance agent mistake is we think that they know what they can afford. And I would say about one out of every 100 people you meet, maybe more, maybe worse. Probably about one out of every 100 people you meet with actually have a detailed, ridiculous, organized budget to where they know down to the penny, what they can actually afford. If they don't know down to the penny, then who cares? It's irrelevant. So stop asking budget. Let's go to step number three. Step number three is all about, step number three is all about focusing on the relationship. It's all about the relationship. If they like you, they trust you, then they will end up doing something they wouldn't normally do. I know that if I'm gonna buy something, okay, say that I'm gonna buy a car, and my best friend, dude, say I wanna buy a Porsche. If my best friend sells a Porsche, but someone else sells a Porsche, if I'm gonna buy one, who am I gonna buy it from? I'm gonna buy it from my best friend, I'm gonna buy it from the person I know. Because what? Because I like them, because I trust them, and because they actually care about me. The same thing applies to prospects, Justin Brock. The same thing applies to prospects. Tate on YouTube is the relationship is what they're buying. You can increase your average sale, whether it's Medicare, whether it's final expense, whether it's life, whether it's, it doesn't matter whether it's P and C. You can sell additional features and benefits. Medicare sells people can add on FE, they can add on dental, they can add on vision, based on what? Based on the relationship, outline in step number three, because they need to like you, trust you, and you need to act like you care. Number one, that's for sure, you need to care. They don't buy until they know how much you care. This relationship is built in the warm-up portion. You guys have seen me talk about my four-step appointment process. This isn't it, I'm not talking about it today, but step number one in my appointment process is always the warm-up to where I spend probably 10 to 20 minutes with them, getting to know them, caring about them James, thinking about them Dylan. We've had two more tickets come through for the wealth conference. Dude, today is going nuts. Probably because the ticket increase just went out, man. I'm getting jacked about this thing. Getting warmed up, getting them warmed up to you, spending time with them, asking them questions. Saying, hey dude, Ms. Betty, is it just me, or is this meant to be? Because I'm telling you what, you're a Christian lady, we've spent 30 minutes together, I love you. Is it just me, or do we have the best agent-client relationship that I've ever seen? Is it just me, or is it just me, James? Talk to me. If they don't like you, guess what? They're not gonna buy. If they don't trust you, guess what? They're not gonna buy. If you don't care about them, and you're just trying to grab a sale, they're gonna fill it, guess what? They won't buy. That's what makes the relationship so important. But also, you say, well dude, what if they're gonna buy no matter what from this person right now? Don't you think that if Betty liked me, let's just say that Agent Joe proposes a $40 a month policy. And let's just say that Joe has done a horrible job of warming him up. There's no relationship at all. She doesn't like him, she doesn't trust him, and he doesn't care. And so therefore she doesn't care. Or, let's just say that James Kelly over here off of Facebook comes in, he has a relationship, he's warmed up the prospect, the prospect likes James, the prospect trusts James, James cares about the prospect, and so does the prospect cares about James. And he says, hey, it's 70 bucks a month. But guess what? You get all these features, you get all these benefits, you get me as an agent, as a local dude that you can come by and say hello to anytime. I'll take you out to lunch every month, whatever. Who do you think it could even be the exact same product and the exact same coverage? You guys think I'm nuts. People buy stuff, people pay more all the time based on the what? Based on the freaking relationship, man. It happens all the time. Another ticket! Dude, I'm loving these new Eventbrite notifications we're getting on these tickets. These are strong, man, that's awesome. People are registering entire teams to come to this wealth conference. All right, step number four. Step number four, what do you think step number four is? As I said earlier, dude, it's the same thing. But set number four is value. It's the benefits. It's the features. It's, dude, what do I get other than dying? What do I get out of this if I'm the client? What do I get, Tate? What do I get, Vince? It's the value. It's building the value. If there's value and I love it and I can taste it and I'm excited about it and it feels like something that I want, then I don't care what they ask me to pay. Okay, we have, dude, if one place wants to charge two bucks a gallon and I've got to pump my own gas or the other place charges two 10 a gallon and they're going to pump my gas for me, guess where I'm going, man? I don't want to get out of the car. I don't swipe my card. I don't have to pump my gas. I don't have to get gas all over me and all I have to do is pay an extra 10 cents a gallon. Are you kidding me? Dude, I'm freaking in, man. I'm in, I'm sold because it's a feature. It's a benefit, Heather. It's a feature. It's a benefit. All right, so let's go through, real quick. I'm going to go through my value benefits presentation because what I do is I touch on and I actually write, what I'm going to do with you real quick, I actually write this, literally write this on a piece of paper right in front of the prospect. If I'm at a table, I'll go sit by them. If we're on the couch, I'll go sit by them. If they're on the edge of a couch, I'll go kneel beside them and I want in their bubble, I want in their space because now I'm going to go over the value and the benefits and so it's okay, Ms. Betty. Ms. Betty, another ticket. Ms. Betty, I need, Ms. Betty, I want to share with you the five benefits of the types of policies we sell. Why clients do business with us? They're amazing. They're awesome. Can I share those with you real quick? Yes, cool. Okay, so Ms. Betty, these are the five benefits of the types of policies that we sell. Are you ready? Cool. All right, Ms. Betty, the first benefit, it's a whole life. You say, well, dude, I'm selling a term. Then write coverage lock. Who cares? Ms. Betty, it's a whole life. Ms. Betty, what that means is it's a whole life. The price will never go up. The price is locked in forever. Unlike all those other policies that you see on through the mail or on the phone or in the TV or whatever, where the price goes up every year or every five years or when you turn 70 or when you turn 80 when all those things are going on, ours, our coverage is locked in. The coverage doesn't change. The coverage doesn't drop. Nothing changes. It's a whole life. So it doesn't end at certain ages. It's a whole life. It is, the coverage is locked in. How awesome is that? But you get feedback. Betty, do you like that? Is that important to you? What are those called? Those are called trial closes. You want their feedback. So she says, yes, I like that. Great. Okay, Miss Betty, the second benefit is the price lock. And I accidentally kind of morphed these two together with my presentation real quick. Miss Betty, the price never goes up. A lot of stuff, the price changes or it doubles or it changed every five years. Like a lot of this stuff, this price is locked in, never changes. You get to pay this young 68 year old rate forever. Is that awesome or is that awesome? Do you like that one as well, Miss Betty? Yes, yes. These are trial closes. You're selling the features, the value and the benefits. Man, this is what I get excited about. When I start selling features, value, benefits, I get excited. I don't know about you guys, but I get excited. The third benefit, Miss Betty, this one's pretty cool too. You ready, Betty? The third benefit is that it pays double in the event of an accident. Now, Betty, another ticket. Miss Betty, this benefit, something that some people like, a lot of people love, is that this policy pays double. So if you have a $20,000 policy, Miss Betty, it'll pay $40,000 in the event of an accident. Is that pretty cool or is that pretty cool? Yeah, I like that. That's really cool, Cody. I like that. Thank you, Cody. You got it, Miss Betty. The fourth benefit, and you can change these, man. It doesn't matter. If you've got policies that come with living benefits and you wanna talk about critical illness writers or disability writers or nursing home writers or whatever, that's fine. But you've gotta have, you've always gotta have these three in every presentation. And then whatever number five is, which I'm gonna touch on in a second. You always gotta keep these three. You can change their other two, but you always gotta have those three. I tell them, hey, this policy builds cash value. What's up, Matthew? This policy builds, Matthew was selling the benefits features and doing some trial closing, man. So, Miss Betty, this comes with this policy builds some cash value. So that, you know what? It's kind of like a savings account. It builds in a cruise money over time. If you ever needed to access to it later, you could. Now, we don't recommend it, but it's kind of cool that you know that, you know what, hey, it's got some money inside that's mine. That's pretty neat, isn't it? Yeah, yeah. And then the fifth benefit, my favorite, and again, you can change three and four, but you can see that I'm going through the five benefits and I'm getting yeses, I'm getting engagement. You say, hey, Betty. You say, Betty, the local agent one is probably the most important because in the event that you need minor changes, guess what you have to do if you buy something through a commercial or, you know, through a direct mail piece or, you know, or through the mail or whatever. You say, Betty, most of the time you have to call 1-800 number. You have to wait on hold for, gosh knows how long, sometimes 40 minutes an hour, hour and a half. You don't know where you're talking to this person at. Rather than going through all that, guess what happens when you have a local person like me to where you can just call me anytime you want and I'll change anything you want, anytime you want. Is that pretty neat or is that pretty neat? Yes, yes, I like that. Cody, that's really, really important to me. Okay, Miss Betty, even more important than minor changes though, Miss Betty, unfortunately when that time comes where you're no longer with us and you're not here and your family, you said earlier your beneficiary was your son, George. And rather than leaving this big burden to George and George have to go get, you know, death certificates and mail them off and get claim certificates from the insurance company and mail them off and get stuff notarized and have to deal with the funeral home and family and friends coming in and this and that and then getting a check weeks, days, 30 days, 60 days, 90 days later, rather than all that, him having to handle all that and call the insurance company and wait on hold for 40 minutes and all this, the burden, the things that we don't enjoy rather than doing all that, guess what? Same thing you got to do with minor changes. Guess what George gets to do? He gets to call me, Betty, say, hey, unfortunately my mother's no longer with me, George and I'll say, you know what, man, I hate to hear that. Your mother was an awesome woman, George. I'm gonna take care of all this for you, buddy. Whatever you need, I'm gonna make sure that I get a check in your hand and in a matter of a few days to a few weeks, man, I'm gonna take care of this right away really quick. Betty, is that valuable and do you like that benefit as well? Yes, that's my favorite, awesome. Now, that and then I immediately go into three options and keep pitching. But another ticket, baby, value the features, the benefits, the trial closes. I'm going over the benefits. I'm going over the features. These are all features and benefits. But then I'm getting trial closes. But I've got my favorite trial close that I haven't even done yet. I'm saving the best for last. My favorite trial close is after I've put all five of these out and you see what's going on. I'm getting used to making decisions. I'm getting used to them, getting them used to expressing their feelings, getting them used to choosing options. And then after I lay out all five of these, Miss Betty, I know all these are awesome, but tell me this, out of these five, which one do you like the most? Which one of these are most important to you? They may say, I don't know. I really like the price lock and I like the local agent, you know? Okay, great. And they're awesome. Those two are great. Out of those two, if you had to pick one, which one would you choose? Because saying I don't know or choosing multiple options is not an answer. We're doing this to get them used to making decisions, to get them choosing options. You gotta ask one more time. They say, dude, I don't know. Okay, well, if you had to choose. Hypothetically, if you had to choose which one would you say? So you would say, you know what? It would probably be the price lock. I love that. Or it would probably be the local agent. Is it because of the fact that I get to do all that for you? Or because we're just the best pair in the world. So then you've asked the big trial close. You've got them to choose. Then you immediately go into three options. Okay, Betty, great. All three of these options comes with all five of these benefits. So we've got, Betty, we've got 25,000 for 125 a month. We've got 20,000 for 100 a month. We've got 15,000 for $75. Betty, now it comes with all five of these, Betty, which is awesome, especially the price lock in the local agent, which I know you loved. Of these three, which are you? Which are you? Which are you most comfortable with? Which do you like? And then you get them to choose. This is why value features and benefits is so stinking important. Do you think your average sale will go up if you sort of do it, walking through this and spending time and diving in, you better freaking believe it. And then that's where I get into giving three options based on need, based on need. Three options based on what? Based on need. Not what they think they can afford. Not what I think they can afford. I'm not pulling out my wallet and making a decision for them. I'm not buying based on my budget. I'm not buying based on their budget. I'm buying based on what they need. I'm selling the exact same thing and they'll buy and sell the exact same thing as well. Need. I give three options based on what? Based on what they need. So then I'm walking through it. Just as I did just a second ago, I'm walking through, okay, Ms. Betty, now before I show you these options, these are amazing. They come with all five of those benefits because, and guess what? Another little secret. I would have already wrote down the options before I went through the benefits because Lauren, when I go through the benefits, I need, they're already hyped. They're excited. They're ready to make a decision. I need to go immediately from the benefits into the options, into the prices. So I'm gonna say, you know what? I've got three options for you, Betty, you're gonna love them. I actually already know which one you're gonna choose. I really do. All five of these benefits, you get all five of these benefits, especially the local agent and the price lock, which I know you loved. I kinda know which one you're gonna choose, but I need you to make that decision, Betty. So Betty, I've got 25,000 for 125 a month. I've got 20,000 for $100, and I've got 15,000 for 75. Number one, I put the biggest at the top and I went down, they get smaller as they go down, not the reverse way around. I immediately move into the options and then I say, Betty, which of these three? Which of these three do you like the most? And then I shut up and I let Betty do what? I let Betty make a decision. We're gonna have to put these tickets on a different email, I'm getting blown up over here. 25,000, 20,000, and 15,000. And then Betty says, hey, you know what? I think I want this one. Because about what? Like 80% of the time they choose the one in the middle. So they choose the one in the middle. And then you immediately go to great. Perfect, let's see if we can get you approved. What's your full legal name? It's not rocket science. These were the, any questions about this too before we keep going, Austin, Matthew? Because at the end of the day, you can do all of these and you can increase your average premium per sale all by doing what? All by talking less? Most people have the gift of gab and I promise you that will cost you millions over the course of your life. It doesn't help you sell. And if you have the gift of gab, I am not hiring you when I meet with you, when I interview you. We meet with local agents all the time. We meet with remote agents all the time. I don't want nothing to do with anybody that talks a lot. And then obviously I wanna focus. I wanna never ask for budget. Do not ask for budget. I wanna build the relationship. I wanna talk less. I wanna focus on the value of the features and benefits which we just went over. And then I wanna give three options based on what, based on what they need. These are the five steps to increase your average, highest number on top, exactly, Matthew. These are the Cody's five steps to increase your average premium per sell. You say, dude, how does talking less help me? Because you need them talking, just trust me. You want them spilling the beans and saying stuff, man. You want them talking, don't ask for budget. Because they don't know the answer to how much they can afford. No one knows the answer to that question. It's a dumb question. But not only do they not know what the answer to that question is, you've got them thinking about price the rest of the appointment. How stupid is that if you're doing it, stop it. You're screwing yourself up, you're killing yourself. You are legitimately taking money out of your own pocket when you ask that freaking question. This third step is the relationship. They need to like you, they need to trust you, they need to be sold on you, they need to be so excited that you are their guy, that you are their guy forever. Because when they like you and trust you, then they buy and then step number four, the value has got to be there. It's got to be paramount. It's so important. Go over my five benefits presentation, build up the value. It's got to be so big that they can't help but do business with you. And then the options, man. And then the three options, the three options based on what they need. Give them three options from biggest to smallest and get them to choose. Get them to make a decision. They say, dude, I don't know, man. That's a tough decision. Okay. Well, if you had to choose, hypothetically, if you had to make a decision, which one would you choose? These are the five steps to increase your average sale. Any questions for we wrap this thing up today? Dude, I've been, the professor Cody's been at work today for 38 minutes. Minutos. Any other questions? Nick, Matt, Austin, Lauren, Heather, Tate, Vince, everybody else has joined. I want you to increase your sales. I want you to make money. And I want you to make a lot of money for a long time, which is why I'm giving you my five steps to increase your average premium per sale. Simply by talking less, never asking for budget, building a relationship, focusing on the value and the five benefits and giving three options. At the end of the day, you, I mean, a lot of agents will average, a lot of agents will average like literally $30, $40, $50 a month. There's no need to keep averaging that when you can average 70, 80, 90, even 100 plus if you just knew what you were doing. And when you don't know what you're doing, it's my fault. So from now on, I've made it a mission to make sure that you know what you're doing when you go out in the field. Tear it up. I have an incredible week. Come shake my hand at this wealth conference at Nissan Freakin' Stadium, man. Ticket prices just went up. Sorry, you missed out. But don't miss out on the next one, which is in about eight days. Ticket prices are going up again. So make sure you take action and you jump in and get your seat. Talk less, don't ask for budget, build a relationship, focus on the value, give them three options. These are the five steps to help you make more money. Skill up, go up and get wealthy. Thanks for watching. This is Agent Training. We'll see y'all Wednesday for Deal Breakers.