 Why don't you first talk, let's start off with a bang, okay? Why don't you share some numbers of some producers that you know for a fact or pulling home with some with some tele-sales and you know what I'm talking about. You know where I'm leading this conversation. Are you leading to what we just learned about? Yes. Yeah, I mean I was amazed that there's a lady we met that has put over 50k two months in a row. Say that again for the people. $50,000. $50,000 a month, two months in a row by hand dialing leads and making sales. Unbelievable, super impressive. I mean it's public knowledge that you know they put it up on Facebook because it's like we can share it. It's not a secret but it is unbelievable. $50,000. Yes, but she's also calling more people. Yeah. She's working harder. She's staying in the office till 10, 11 o'clock at night Eastern time so that she can talk to people 7, 8, 9 o'clock at night Pacific time. You know like it's just it's mind-blowing. Well let's unpack that a little bit more. So we know we got the chance to sit down with this young lady and you know what are some specific things that she's doing besides just working hard and grinding it out and she's got a good attitude. What are some specific things that you feel that have led her to be that kind of producer? She's a relentless, high activity and super aggressive on the phone. I mean no lead is ever dead and she's extremely aggressive on the phone at getting someone to do what she wants and there's just something about you can't get the one thing with Telesales too that she's great at is most agents will get ran over. She ain't getting run over. No, she's driving the car. But most agents are not, they're in the passenger seat and they don't know how to get in the driver's seat and yes you want to be in the passenger seat as in the driver's talking more than you but somebody's got to ask those questions and lead that conversation. How do you think she got, okay so do you think that's a natural talent that you're just born with and the particular organization that we got to work with lucked out and got her or was there something that drew that out of her? I think it's a combination. I mean yes, I think there's, what's funny is I was listening to a podcast Cardone and Belfort recently and they like differed you know Cardone doesn't think that people are like natural born salespeople which I disagree with. I truly believe I'm a natural born salesperson. Now can you improve? Can you add skill to the equation? You know can you learn? Can you implement? Can you plug in and actually like role play and do it a lot? High activity and get really great at it? But like my first you know first year in the business I was doing things that most people weren't able to do because I felt like maybe I wasn't a natural born closer. I don't know that anyone's like a natural born closer per se but I was natural in the fact that I understood I had to listen and I don't talk a lot which is great. I understood that I had to build a relationship with people and I was really good at like warming people up and getting them to open up and share and I still am. Same thing with her and so I think there's a combination. I think naturally she's very gifted but also the company has a great system and the third level to it is she's constantly improving and still believes she could do more than 50k oh yeah she said it out loud multiple times it wasn't even like and yeah well most people don't get easy there you're thinking okay that's amazing most agents would almost get most people will get complacent oh yeah all I know is if you're out there right now and you're doing 10k a month you have not reached your full potential if you did 10k guess what you can do 20 I was talking to a dude named Joey from out in South Carolina good dude um I I get to coach him a little bit and he was doing 12k a month 10 12k a month and my dude you ought to be doing at least 20 so then he shifted that mindset and is instantly doing 20 20k a month that's awesome it's kind of funny how that works right and I'm like I actually think he's a 40 000 month producer though you know you know what I used to tell people anybody can go take a bow and arrow fire it at the wall and go up to the arrow and draw the bull's eye around the arrow that's already shot and be like look what I did I hit the bull's eye that's good why don't you create the target aim for it shoot it and nail it that takes more skill takes more you know attention um to detail and and you know set your target high you know what I mean like some people just are like arrive at that and they like I said I mean it's it would motivate me to know that I'm thinking I'm a high high little producer and there's a girl out there in Florida doing five times is me with the same amount of hours in the day she doesn't have an opener she's hand dialing I mean good grief she has no like secret sauce you know like I hear a lot of producers talk about their success these high little producers and you know they'll talk about like how they've been successful but there's kind of some things going on behind the scenes that have kind of like really helped them yeah succeed you know like uh way I may have done search engine optimization for the last five years and locked into that and you just can't really do that as a normal final yeah you can't blog for four hours a day or whatever like this guy can you know but this you know girl woman um just sat down hand dialed and knocked it out it's just incredibly impressive most people would never put that forth the amount of effort with a dialer let alone hand dialing well I'm just beyond impressed that's really really am so you know I guess I I just feel like I feel like there's a um there's just a shift going on and and I'm I'm I'm not saying that everything's going to be tell sales but it seems like people are one of the shifts is that the the the the market is becoming easier to do business without like being face to face it seems like I mean good grief you can set up a bank account now and you don't even who's been into a bank location lately you know I'm saying like it's funny is you know I have not but people are getting people are getting mortgages online yeah not even talk to somebody buying cars with an app you know yeah oh yeah what is that uh is it car carvana I don't know but you can buy a car without ever talking to a salesman on an app you know and people are doing it you can like go to this place and like I don't know and then it's like uh it's just like it's like a vending machine of cars yeah we saw it in uh you'll probably know I'm talking about we saw it near Dallas in Texas are you serious I didn't know I didn't know you're talking about I swear you buy it online you go pick it up what no one's there and it's like a it's like a 12 story vending machine of cars and you like I don't know it's crazy and it comes out and you drive off that's crazy well you know I'm sure there's a little more to it but that's either way it's nuts so I also hear you get a lot of questions on okay how many leads a week do I need for tell a sales and I really like how you break down those numbers um why don't you talk through if you don't mind if I'm getting started in tell sales if I'm trying to transition from a field agent into tail sales capacity um give me some rough numbers on the amount of leads I need do you want to talk about the opener now if you want to just kind of like general structure there's different there's two different schools of thought there's one where you've got an opener transferring to like two closers for instance or there's another one where and and and maybe the quality of lead is not as important in that capacity because the opener is pre-qualifying for help and bank account okay and they're just making 250 dollars a day and then they're transferring 16 eight to that guy eight to that gal you know the two closers and they're selling that school of thought requires a little more capital it's easier and less intensive on the closers but it requires more leads yeah okay a little more money a little more leads maybe maybe the quality isn't important because it's okay I got to dial 250 people a week you know where there's another school of thought where you don't need an opener you you try to do higher try to do better leads higher intent leads as you would call them and you don't spend as much money you don't need as many leads and you're working them yourself so I'm I've done both I don't mind you know sitting there getting plugged into the closer role naturally and just getting handed leads I did a telecells challenge probably two years ago and that's what I did you know I was able to sit in my own call center and transform your leads I've also done the other way where I'm dialing leads myself but you one thing that'll get a closer burnout in the latter role is if you are don't have an opener and you're calling through leads means if you're cold calling or you're calling like old stuff or like a lot of garbage I can get depressing that makes sense okay so let's just why don't you break down the opener first for me real quick so let's just say we want to go down the route of an opener you say it's a little more capital intensive yeah let's walk through how many leads a week do you think you should get where do you think you should get them from and then let's talk about the numbers of okay if you call walk me down to the point of contract so how many leads how many transfers how many closes yeah I mean the ideal situation for me to go daily or weekly whatever let's look at the week okay and then I can talk through the day at the same time so ideally you would need about a couple hundred leads a week through digital advertising you know facebook instagram youtube google whatever you would need to if you're going to an opener you would want them to call about 250 dials a day about 1250 dials a week out of those 250 per day you would expect them to talk to about 48 people so they'd be end up talking to about 240 people for the week out of 48 people they talk to in conversations you would want them to transfer about 16 of those that have some level of interest i can qualify health wise and have a bank account and then out of those 16 you get eight going to one closer eight going to another and then you look at the entire week and it's eight per day five days each closer is receiving 40 pre-qualified live transfers per week off of that basis you would expect to close at least five okay about one in eight per closer per closer yeah 10 cells between the two about one in eight worst case scenario and and and even a new agent and as someone gets better they can expect much better results so it's around 40 apps of we or a month yeah between the two okay yep so you need you need more leads you need a couple hundred leads a week you need an opi got to pay an opener south base okay you may or may not pay the closers with base plus commission or whatever or you're one of them or your 100 commission you know whatever but that's you're looking at they're down about 1250 times a week you transfer about 200 you know they're talking about 240 and they're transferring you know whatever 16 times five is that's what's at 80 so you're the number's good on me sounds about right uh did uh so is that product you think you're talking final expense or Medicare similar results or are they different uh that's more final expense related it can actually be very similar I found that final expense of Medicare typically follow each other yeah the the only thing is whether you're able to sell meds up or advantage or you know if you're targeting t65 or over 65 it's a little I mean found it's a little easier from like a I'm running this direction yeah yeah but I could see similar numbers as long as you had that many leads you know the only thing with if you're only selling meds up then the pre-qualifier would be checking for you know make sure they get health qualify they have an account and they have a medic or something to plan okay you know so you may be may transfer less okay but they may be much better okay perfect hey if you love this video stop what you're doing click right there I've got another phone sales videos with tips specifically for you to convert people over the phone click on that video and I'll see you there today I want to talk about five easy phone sales tips that you can implement right away and see success with okay so stay with me as I go through each one of these right