 Now is not a good time. I'm sorry But you caught me at a bad time. What do you say? Excellent. I'll be super brief. So We'll get you thinking about this. Mm-hmm. The biggest thing is I like I love to agree You know, you know my stance on that I love to agree But then I even when I'm door knocking. Hey, I'm super busy I don't have time about to go to work in 10 minutes perfect at the end of 60 seconds You can time me you can kick me out if you want but let's go ahead and jump in because I'm gonna be out But I promise be super brief So you mean take off my shoes. How do you how do you want to handle it? Yeah? Yeah, ask another question engage Yeah, they're there. No one has time Yeah, but it kills me that salespeople expect every person they talk to yeah to give them their wallet here Yeah, please take my wallet and not have to work for it. Exactly. No, that isn't the way it works You're gonna get an excuse. I don't know what has time. None of us have time ever. We're all window shoppers I am there to buy. What is it? They say percent? They don't walk on the lot lest they are here to buy That's right They are here to buy they are you have them in front of you. They have shown interest they have let you in they have answered the phone Yeah, whatever it is. There is an interest to buy exactly. They're not going to just lay down for you They're not going to do that if I call your client today Yeah, I'm talking to you if I call your client today Which one of them in there that guy right there in the shirt with the face if I call your client Do they know who you are are they gonna say well? I've got his card here somewhere It's are you never yeah, exactly. And what do you do to be memorable? What percentage of your clients would remember your name? me hundred percent One of the craziest things that you and I did when we work together And one of the things I still do is we send out a magnet We have magnets and we tell people if something happens to you throw that magnet on your fridge If something happens tell your kids to call and I've walked. I don't know how into how many homes Where you walk back I walk back in and there's there's the magnet still sitting on the fridge Stuff like that. What do you guys do? I want to cremate the one of his clients that hey I want a cremation because that's my last chance at a smoking hot body new favorite client from one of your leads a fat 918 annual premium issue wow way to go tray do just turned a few hundred dollars into a grand off of one person Nice and see here's what happened Here's what happened. This is interesting. This is kind of in reverse Yep, he will remember that lady forever hundred percent. She said she said herself apart Yeah, I had a client here the other day People do such stupid stuff on commercials, but what do you do? Yeah to set yourself apart Mine was the newsletter I still get calls today, and I haven't been out of newsletter in four years Yeah, and I'll get clients today that was up Josh I'll get clients today that still call and say Cody. I miss those newsletter Yeah, very nice so bad and I haven't seen out for four years, you know Let me tell you some things. Let me tell you some things to avoid. Okay, I I'm not a huge fan of Promotional items. I am a little bit. I like some but don't yeah, don't go the traditional route Don't go pins and pencils and stuff do something different. Look at this. My kids got me this. Yep Batman pop socket You better believe I'm have some pop sockets at the 8% nation conference Yeah, I'm gonna be giving away to you guys my kids got me a Batman pop socket for Father's Day Yeah, and I've had 20 people ask me where'd you get that that's pretty cool or exactly how old are you? But you know true. That's okay. So true, but you know do something different Don't do pins. Don't do if someone else's don't do Think of a way to make it. Okay. That's a great idea. How do I improve on that? How do I improve on that? How do I do something different? Not how do I do everything the same? Yeah, exactly because think about this What is the purpose of promotional items? It's to get people to remember and it's to get other people to ask where'd you get that? 100% yep. I mean it does two things it gets people to ask so you get referrals Uh-huh and it helps you stay top of mind because when they think about insurance in the future Yep, we're gonna think about insurance agents specifically There's people that will stand you up people that there's people that will forget Your appointment people that will tell you to get lost people that were cursed at you people that will say I hate your freaking guts Awesome pretty soon. You'll change your mind. I promise. Well, I mean, yeah, there's Waste of respond to that stuff. You take it so well like when you think positively you take it so well because I didn't use to there's There are long yeah There's times that you know you could have gotten hotheaded and you might have when you were but as you've grown up and Learned like you have you just take things a different way, and I'm proud of you for that, but There are times as an intern agent that you could you know Lash out and be angry because that someone to stood you up. They hung up on you You call him back they hung up on you again, you know like yell you this is whatever You just got to burn the bridge and move on Cody What is the best way to handle a slightly older lead that says I already took care of it in a face-to-face situation? I love that. I love that because you can take it a few different ways Hey, did have you been updated? I mean because it could be a year old lead right you've been updated with the new information and Also, I've seen I've met with a lot of people just like you in this city that took care of it a little bit ago But because they didn't let they didn't take 60 seconds to hear from me They end up overpaying right so I mean trying to spin into a positive I mean the goal is to get in the door if your door knocking an old lead the goals to get in the door They say hey, dude. I already took care of it. I understand But what's gonna happen and what you're gonna love miss Betty is I'm gonna spend 60 seconds with you at the end of 60 seconds If I haven't rocked your freaking world I'm gonna let you kick me out. This is like fair enough It's like deja vu because that's literally what he would say word for word pretty much. So maybe so just had this happen Dude spin it get in I mean every encounter is different every person's different, but sometimes sometimes they're in a hurry perfect I only need 60 seconds and I promise to be worth it. Should I take off my shoes? Where should we sit the table or the couch or even over the phone like a 60? I mean 60 seconds is not that long. So I mean it's aggressive, but it creates a sense of urgency Yeah, ensuring that they're in the best place possible Anytime okay. Yeah, and if you had to pick what would you say is best normally? What would you say morning? tomorrow morning, okay Perfect, I'll make sure that happens. Okay, and we we've got this is the best number to call you back Is that right? The this number okay, okay, and then I've got you I've got you at 64 is that true? 65 well happy late birthday. I'm sorry. I'm making you younger. I'm sure you're okay with that Uh, and then do you want do you want to receive your your information on the on 5,000 10,000 or 20,000 of coverage? 10 is the most popular is that what you want me to do? Yeah, yeah, and then hey last question Who's normally your benefit last question who's normally your beneficiary for something like this? Does it normally your? spouse son daughter Grandkids, okay perfect. Well, that's good. No, that's cool. I love I love I love grandkids I got it a little I don't have grandkids, but I get to play with my parents grandkids. So that's fine all right, I Will have them call you back in the morning on this number and they will ask for Vicki and they'll give you that for that new State-approved final expense information. Okay, sweetie Awesome, thank you appreciate you Dude is that is it it ain't easy it ain't easy But anyone can do it man. What is up over here on this the Camera to my left the studio's right dude. How about that? I'll put it on pause real quick I want you I want to break down that call a little bit because it's one thing to just cold call a bunch of people CJ and true Albert. What is up? Dude? I'm jacked up. I'm excited I'm loving life on a Tuesday afternoon cold calling with you. What's up James do what you think man? What do you think? What do you think? Oh, did you guys notice something? I want to diagnose that for a second did because I want to start to get to where I'm actually coaching as much as I'm Just calling did you guys notice that when I said When's the best time to call you back would that be mornings afternoons or evenings? You guys may have noticed the lady said what's up, Thomas the lady said Anytime is fine Anytime isn't an answer when I say do you want this this or this and some and when I say Do you want a B or C and someone picks D? That doesn't mean they answer my question. So what do I do? Well, you know what if you had to choose? What would you say you had to pick? She said okay Tomorrow morning That's even more specific than I wanted but you guys are getting people that say hey dude I want you I don't want you to call me back or I want you to call me, you know, whenever I don't care There's no commitment there get them to agree get some acknowledgement. You can get them to say yes Whenever you want you can get them to go from we went from a close-up shot to a to a to a still still decent close-up shot Dylan's back your man in the camera today When she said I don't know any time I Could have just went with it said okay. What's up Albert? I could have said dude. We'll call it We'll just go you know what okay? We'll just call back any time, but that ain't gonna get you anywhere That ain't gonna help me That's my favorite phrase. I use it so much. I used it last night in the Securities Mentor Group an Agent said I like them all and I said well you shoot if you had to pick Well, which one would you choose and then he chose everyone has it Everyone can make a decision on what they actually want which one they prefer But you got to ask them again You can ask them the same question over and over again as long as it's worded in a different way