 Hey, what is up? It's Monday. It's two o'clock Central Standard Time. That is when we drop Brain Power. This is my wife, Lauren Askins. Hi, everybody. I hope you guys are having an awesome start to your week. Monday, SecureAgeEmitter is about to drop live shows all the time. And we're dropping bottles of water. We're dropping bottles, bottles, mics, water, everything. We are doing this every Monday at two, Brain Power with Lauren and I. And next week we'll be releasing deal breakers on Wednesdays with Dave and I, all sales related. This one's mindset, goals, money, all those things, business, how to scale a business, how to think bigger, how to think better. And then Fridays, maybe this Friday, maybe next Friday, who knows, we'll be with Dallas. And we'll be doing 8% Nation, which is what we talk a lot about. So with Brain Power, today's episode is all about why do we think so small? It's a very interesting topic because I think society has really taught us to restrict ourselves and you're not allowed to do this, you're not allowed to do that. Are you offending this person? Are you offending that person? Well, this is where you're going to learn how to break the mold. Is that what we think so small? I think sometimes I grew up very conservative. My parents didn't take a lot of risk. So in the beginning of our relationship, it was a big challenge for me to let go of the way I grew up. I'm not saying that my parents did anything wrong because they're amazing, but that I just had to take more risks in life. Yeah. Well, what would you say? Because we get a lot of female agents that watch our videos, they're like, hey, I want a female perspective. I want to hear from another female agent. Lawrence had her license previously, made tons of cold calls. I will say that I did pass my test on the first try. So for those that don't know, I'm admitting this live on camera. It was my third try. I got a 69, not once. So maybe I'm the brain twice and you definitely are the brain power behind the relationship. Every individual, every couple, there's always a time where you're like, hey, I can be better. I can do more. I can think bigger. What's happened to us because I would say literally not only our relationship, but us individually, I would say this year, I would say the last year has been a crazy awesome ride. Yeah. The business is scaled. We help a lot of people. We sell a lot of product. We're closer. But I would say this year especially, specifically, has been different. It has. I think what changed that, the pivoting point was when I decided, I don't know what flipped my switch, well, I kind of have an idea. We'll get into that later. But I decided that I needed to stop worrying about the petty little things and realize that there is a bigger goal and focus on the bigger goal. Because when your mind is on your ultimate goal, the little things don't matter. Right. 100%. And so once I got on board with that and stopped whining because he was working later, he didn't answer my phone call and I double dipped. I called back to back. That's a big one. You know, like I blew up his phone all day long. There was times when I wasn't confident myself and I guess I was reaching for him. But that was hindering us. So those tiny little things really held us back and I'm not saying it's all my fault but I'll take a big part of it. No, no, no. In every relationship you can always improve both parties. But I would say what propelled us to thinking bigger in general is, we heard something from Grant and Elena. Yeah, they always make us flip a switch. They have his goals, her goals, and then the us goals. And I think that's something that we've both adopted. Absolutely. You've seen me become more serious. I've seen you become more serious. I write down my goals every single morning. Every single morning. Do my push-ups, my crunches, my jump rope. But you've been doing that for a long time. I've been doing that for a long time. But the goals get bigger. I don't know what it is about writing goals. It makes me conscious of what's going on. From seeing me write goals. Well, okay. I have my master's degree and in my master's program, my professor said, you know, 50% of the things people say when they're quote unquote just joking are real. And for some reason that has always stuck with me because it's just like this. If you say it over and over, your mind's going to start believing it. So I mean, just like this, Cody writes his goals every single day. So it's in his brain. It's on his mind. It's what you do. Not only does it make me conscious of what I'm thinking about. But it makes me believe that it can happen. Oh, yeah. I think that's a big thing with brain power, with insurance agents. You want to scale. You want to grow. Is thinking that you can achieve it because there's a lot of things that sound, they sound too big. That sound crazy, you know, to go from making 50K to 100K to a quarter million dollars to a million dollars to, you know, whatever, or helping a thousand families or writing a ton of business or being in 8% that actually succeed. Going into that and constantly moving up is, a lot of times, we don't believe that it's possible. I think this is like the number one point of brain power, believing in yourself. Because there is so much negativity going on in the world today that it is so hard to pull yourself out of that and believe in yourself. I mean, with social media, it's so easy to sit behind a computer and, you know, be great someone for trying to reach their dreams. Well, it bothers you more than me when that happens, even in our business. Yeah. Not everybody's going to get 100%. Correct. And the bigger you get, the more problems you're going to have, the more negativity you're going to have, the more negative comments you're going to get, because naturally you're going to have more comments. So a percentage of those will always be negative, you know, big complainers, winers, whatever. That's, it doesn't bother me. It's part of the mission. It's part of the goal, you know. But it has, oh, it's bothered you. It does, because I just don't understand why someone would want to hurt someone else that's trying to do their best to get to their goals. But unfortunately, not everybody, things like that. So you've got to figure out how to deal with that negativity. Yeah. Referring to insurance agents. Think about insurance agents specifically. When it comes to thinking bigger, what was something, or a few key things that you noticed early in my career, 19, we've been together for, we've been together the whole time. I was 19, 20 years old in college playing basketball. You were my assistant back then, at some point in this, for a few years. It's so funny to think back on. It really is. But, well, there are a couple things that you noticed that really helped hit my goals back then that insurance agents will be able to pick up and use as nuggets. I guess they're, where's your goals? Cody's goal wasn't to go out on a Friday night and get drunk. Your goal was to reach a certain number and you were going to do anything that it took to get you there. So whether that mean every night of the week or Saturday morning, you didn't go out on a Friday night because you knew Saturday morning you had to get up and grind. It's successful Saturday. You've got to go. So you did what you had to do to get to your goals, whereas I think people, they want this big goal but they're not willing to give up the other little things. So you literally gave up so much. There were nights that we were at the office until 9 p.m. and we've got an army of college kids. We're all on the phone cold calling. Hey, this is Lauren with Cody Askins. How much do you currently have life insurance? I mean, I was straightforward on the phone and they either loved it or they hated it. They either loved it or they hated it. Sometimes it worked out. Sometimes it didn't. But I mean, for us it worked. The biggest thing that I noticed is agents generally don't know where they're going. And yeah, we think too small. Every single one of us, I don't care who you are in the world, you're still thinking too small because we're all, it's all possible, much more than we believe. But before you can think big, you've kind of got to know where you want to go. And if you're floating through life and you don't have goals, you don't know what your purpose is, you don't know what you want your legacy to be, you don't know what your why is, you don't know where you want to be in 5, 10, 20 years or where you want to leave your career or your legacy or your life. If you don't know those things, it's easy to float through life. Life happens. A day goes by, a week goes by. Around here? It flies. Freaking crazy. Time literally flies. Yeah, it really does. And so that's some of the things I think agents can pick up from this or from anything that they watch or they listen is have something to shoot for. Absolutely. Absolutely. So I'm going to talk about Ty, your brother-in-law really quick. He found his niche. So I guess his why would be his niche kind of coincide together. Once Ty figured out his niche, he has excelled and it's just gone great. So I think step one, believe in yourself, two, figure out where you excel, your niche. So what do you want to do? And then once you believe in yourself and that you can do that, I think you can reach them in. Yeah, 100%. I would say that's really important. Finding the niche. I love that. I think that's big. I'm a big believer in everyone's great at something. We're all going to know what we're great at. You have the super crazy bubbly personality. Everybody loves you. I'm not the most social butterfly in the world. You are. It's just dragging you to get there sometimes and then once you're there, you love it. I'm more of a promoter. Everybody's got a passion. Everybody's got, you've got something you love, you've got something you want to do. You've got something that you want to excel at. And so making sure that you know what you're great at and what you want to be good at and what you will be good at and what's important to you is big, is really, really big. What else can agents learn? What agents like to hear? What else would you like to hear? If you're watching this on Facebook or YouTube, leave a comment. Our marketing team, our media team are back here literally sitting here ready for your questions. If they see a good question, they're going to interrupt us. They're going to ask the question. We're going to address it. At the end of the day, what we do is to help insurance agents. What I'm passionate about is helping insurance agents. We message and talk to insurance agents all the time, all weekend, Facebook messenger, the works. Because at the end of the day, I'm my most happiest when I'm helping insurance agents succeed. I've kind of made it my mission and my life's goal. 92% of agents fail. Are you part of the 8? Exactly. Which is why we're doing 8% Nation Insurance Conference. We are doing a conference. We'll be at Nashville. Yeah, we're actually going to Nashville Wednesday and Thursday of this week. You want to meet up? You want to go dinner with us? You're not going to hit us up. We can show you the town. Actually, I don't know. I've only been to Nashville once on our first year anniversary, but it's super fun. It's fun. We're looking at some venues. That is going to be good. I know we haven't announced a venue and people probably think we're crazy for that, but we've got some really awesome venues lined up for the conference. That's another thing that's big though, is coming up with an idea and then just committing. Absolutely. Take action, commit, figure the rest out later. Who cares if you don't have any sponsors, any speakers? You guys know that me and Grant Cardone will be there. Who cares, right? Shawn Michael will be there, Vince Pappanato, Brian Askins, my father. We've got another really, really big name we're going to be listening to. We have some tricks up our sleeve. We've got a few tricks up our sleeve that you've got to pay attention to. If you're not a part of SecureAge Mentor Group, we're giving an extra 50% off of tickets. Make sure you're a part of that Facebook Group, SecureAge Mentor Group, for a coupon code that'll save you some money. You've been working hard. The ladies have been working hard. I mean, on this conference, it's going to challenge us. It already is. I thought I was nuts. I came up with the idea, like, you know, for the last few months or so. Okay, so let me just tell you something about Cody. You can, he comes up with an idea, okay? And literally within, he'll think about it for a couple of days, because he knows I'm a little picky about this part. I'll be very sometimes, maybe a stretch. Yeah. And the next thing I know, it's happening. So he came to me about this insurance conference. I'm like, okay, like, is this really what you want to do? Yeah. And he thinks about it for a little bit. And bam. We're throwing an insurance conference, and if we're going to do it, we're going to do it right. So you don't want to miss it. I committed to a thousand agents. Yeah. So I can't do anything else. I can't let anybody down. I let myself down, and I hold myself to a higher standard, which is another example of thinking small and thinking big. Yeah, we can get a hundred agents, a couple hundred agents, you know, to this conference really easy. But why settle? Why get complacent? We just hit a monster milestone in security of interest business last night for the year of 2018. And one of the first things I said after we hit this milestone, and we had a big surprise party and, you know, chicken and all this, I didn't know if I was in the middle of doing a video and I walk in and we had a big milestone for the company. And within three minutes, I'm already saying, hey, you know, what I'm really focused on is getting agents to this conference. Yeah. I'd already forgotten about the big old milestone. It's in the past. You know, it's as awesome as it is. It's over. There's so much value given to you at this conference that you're going to regret not going if you don't. I mean Grant alone is one of the most, he's actually Cody's mentor, Alayna's mine. Crazy. But there's going to be so much knowledge and there's more speakers. I can't let the secret out of the bag. But there's more speakers from motivation to education to anything that you could want. We have that coming to you at this conference. So don't hold back by the tickets. I'm not just selling it. I just went to the 10X growth con. It was life-changing. That was probably a pivoting point for our business. When you're surrounded by people, this is part of the brain power. When you're surrounded by people with a like-minded and there is nothing more uplifting and you fill on top of the world when you're at this stuff. It's good for the soul. It's good for the brain. It's good stuff. Yeah. Our business has grown every single month. We went to a big, big, big sales conference for Grant Cardone in February. In three months, we four to five X our business. That's what conferences, that's what the biggest thing, I mean, some people say, hey, I want to learn everything at a conference. The way to approach a conference, here's the way to approach a conference is, I want to find a couple of nuggets that I can adopt in my business and then naturally conferences always push you to think bigger. Oh, absolutely. That's the biggest thing. We took back was, hey, man, Cody's a chump, man, Cody's a freaking loser. It's crazy because you feel like you're doing great, but then we went there and we're like, okay, we're doing great, but this is nothing. We have to think bigger. We've got to figure out how to get from here to where we really want to be, you know, so that's the biggest thing I took away from that. Seriously. A couple questions. Let's do it. Let's do it. Matt, DJ, Dylan. Thank you all first of all for tuning in. We love it. Absolutely. I appreciate it very much. On Facebook, Travis Clark is asking for those successful agents who are using Facebook leads, how many are they ordering per week? Okay. The question was how many leads that you're ordering from us? How many are they, the agents that are working digitally successfully? How many are they ordering? I think it was Travis. So, thanks. Matt actually read the question. I'm not sure if you heard Matt. Generally, they're ordering about 30 a week. We've got agents that order 15 or 20, agents that order 30 or 40, agents that order 50. I've heard of agents that order in 80, 100, and 200. It's crazy as that sounds. I think the biggest thing is the way to address that question is how many people do you want to see? What's the end game? What's the goal? Won't you scale that down? Look at the numbers. When you think, hey, if you know you've got to sit and ask 10 people to buy every single week to make 200K, okay? And that's, as an agent, that's pretty freaking true. If that's the case, then you'll want to have at least 20, 25, 30 leads to make sure that you're always sitting and asking 10 people to buy every single week. I know he uses 10 a lot. Travis, as a number, you want to set 10 appointments this week. That goes back to when he first started. Every week, he literally wanted at least 10 solid appointments. Some weeks were more, but he had 10 solid appointments. Asked people to buy, and you'll consistently, and you cannot fail. I don't care if you are the worst agent and salesperson in the world. I don't care if you're, you know, I'm blind in one eye, so I can say this. I don't care if you're blind and you can't hear. You sit with 10 people, you'll make 200K. Got another question? Yeah. Great question. Yep, thank you, Travis. I love it. Yeah, so Sales Closer on YouTube wants to know, do you guys offer role-play training? Ooh, I like that. Dude, Sales Closer, what's up, baby? Dude, hey, this guy's watched a lot of our, a lot of our Facebook, YouTube live videos, awesome comment or awesome fan, so thank you, buddy. I really appreciate that. We do, we do live role-play training in our coaching sessions. Some agents want me to listen to their process and tweak it. Some agents want to talk call and script and tweaking calls and listening to calls. Some agents want to role-play. Whatever you, some agents want to be great at overcoming objections. Some agents want to be a Sales Closer like you, Sales Closer. Whatever you want, we will do it. That's the cool thing about us. The Sales Director get mad at me for saying this, but I don't care. I own the company, so that's what he gets. Yeah, we may advertise coaching sessions at like $253, $400, $500. We do coaching sessions all the time for agents that maybe can't afford $500. At the end of the day, it's about helping people and I've learned from others and if I can help some, shoot, I'd love to. So thank you for asking that. Yep. That's good. I love that. Sales Closer. That's a good question too. Role-playing is important and I'm going to mention on that too. That gets me thinking big. We do that in our, with our sales team. They watch sales training videos every morning and they do role-playing with each other. They make it difficult. As Sales Closer asked that, I think we used to role-play calls. We did it all. We would leave appointments and role-play with each other. I'm like, hey, I've got to be better at responding to this. Literally, I traveled in the car with this kid. I sometimes would drive because he doesn't like driving. Is this true? I'll be driving to Nashville. Me or DJ maybe. I don't like me. Anyway, we digress. We did everything. You have to be able to find someone, okay, brain power, topic, point number three, okay. Find someone that believes in you just as much. I jumped on board with his goals when I met him in 2011. It is crucial to have a support system that believes in you as much as you believe in yourself. And when you're having a down moment, someone's got to bring you up. That's part of the brain power. You've got to have someone that brings you up. Kobe doesn't have down moments, really, but. Well, there's times, thank you, man. There's times like evenings or certain times in the weekend where I may not be my best. Or maybe I'm being negative. It happens. It happens this weekend. Or maybe I'm thinking too small. Or maybe I'm, I played through and through basketball, I was just sore all over, but. All over. Lost in the championship. Speed, I had. But everyone has those weak moments where sometimes you can conquer the freaking world. Other times you're like, you don't believe in yourself as much as you should. Having a positive sport system, having an awesome team, having people in your life that aren't going to bring you down in those moments that are actually going to pick you up and challenge you is big because if I digress, if I get negative, if I complain, if I start thinking a little smaller, or if I'm like, if I wake up one morning and say, oh, a thousand agents, oh my gosh, that's, that's super difficult. If I start thinking that way and then she starts to agree with me, we're going the wrong direction. Right. So that's what, that's awesome about Lauren is you won't find a more positive individual. You won't find a more bubbly personality individual. You won't find a sweeter person, nicer person. She wants to help everyone. Like she gets mad when people ask questions or want to buy leads or they can't afford something or they really want help or they want free help or whatever and we don't help them. Like it bothers her because in the day we're here to help people. Yep. But make sure that you, when you're, when you know what you want, when you have a big goal, you've also got to have a support staff that supports you and push you along. And that's why I'm a big believer in, I write my goals all the time, but you know my goals. The team knows my goals. I verbalize my goals because it kind of puts pressure on me because it's one thing to internalize it and think about the goal. It's another thing to write it down, say it and tell everyone in your life, this is my goal. I don't care how stupid you think it sounds. It will freaking happen. It'll happen right then. That puts pressure on you too. But make small goals to get to the big goals. So make baby goals to get to the big goals. Yeah, come with a big goal and then work backwards and find a weekly goal. We used to do that. You used to make a little, this is kind of funny, people don't know this. We used to, I used to want to win sales trips. So we would make these boards or like go to the World Series. You'd make like this fake baseball field and move me around the bases. My little picture around the bases as I got closer to the goal. I'm a visual learner. It worked. We did that for the Chairman's Council beach trip, only five-storey resort in California, St. Regen. That's where we got engaged. We did that for the multiple World Series trips. We did that for all those sales trips I won as an early agent. That helps. It does help. So visualize, if you are a visual person, say you want to go to the World Series. First place is this much, I got to get to second place, I got to make this much third and then home, buy your ticket, treat yourself for doing good. If it's 100K, maybe every step is a couple grand. Maybe first base is 25K, second base is 50K, third base is 85K and home is 100K. But it's one thing to say it, set as a goal, another thing to visualize it and track it. Set it, visualize it, and then figure out what it takes on a weekly basis to actually achieve it. That's the biggest thing. People can say they're going to do something, they can write it down, they can look at it, but if they don't know what needs to happen, day in and day out or week in and week out or month in and month out for that goal to actually happen, then it's got a smaller chance of happening. If you're an agent and you're like, hey, I want to make 100K, every agent in the world should make it 100K. Every agent in the world should make 100K. It's two grand a week. Okay. How do you make two grand a week? You set 15, you sit with 10, and you sell five. You say, well, if I sell five, I'll make three or four grand. Great. You've got, you know, it's 700 bucks a pop, maybe you make 3,500 bucks. Okay. Well, maybe somebody will cancel. Maybe somebody will change. I'm not being negative. I'm being realistic. So maybe someone will change their mind. Maybe something will lapse. Maybe you'll get a charge back. If I sell three, four or five every single week, or if I always sit with 10, no matter what happens, I don't care if I get in a car wreck, lose my computer, have a bad hair day, and my dog dies, I'm going to hit 100K by the end of the year. If I know what has to happen, weekend and week out, every once you make 100K, the only reason you don't make 100K is you don't sit with enough people. The reason you don't sit with enough people, or maybe you don't sell enough. Maybe you don't sell four, five apps a week. You don't sell four apps a week. Maybe you're not skilled enough. Or maybe you didn't sit with enough people. Or maybe because you didn't sit with enough people, maybe you didn't have enough leads. Maybe you didn't have enough leads because you didn't invest any money or enough money. You didn't invest any money because you weren't thinking big enough. Or maybe you're just not serious. Everybody should be making 100K. I just broke it down live on camera how you can make 100 grand this year. You want to make a 200 grand? Double it. You want to make half a million dollars? Five exit. You want to make a million dollars? Ten exit. You want to make 10 million. Is this true? Just do that. He's got a point. 100 exit. He's got a point. Think big and set a goal. Visualize it. Write it down and visualize it and see it. Yep. And then do whatever it takes. Week in and week out. Know your numbers and do whatever it takes to actually hit those. That's the three steps to making whatever you want to make. For creating the life that you want to create. For creating the legacy you want to create. For being a better version of you. This is brain power and this is brain food right here. Absolutely. Think big and set your goal. These are the macros. Write it down. That's right. When it comes to nutrition. Write it down and visualize it. And then know the numbers and actually take action and make sure that you hit those every single week. Yep. I don't care what the number is. I don't care if you want to be a billionaire. You should have spent more money. You're going to have to think a heck of a lot bigger. That is really big but we'll talk about spending money another day. That's for another show right? It's another show because that topic could last a long time. I'll tell you the story on how I feel like I held him back but that's a topic for another day. Maybe next Monday. I don't know. We got any other questions, gentlemen? Facebook or YouTube at all that we can address or answer anything else that we can help you guys with. We'll wrap it up here in a couple of minutes. What else? Give him some brain food. Brain food. So takeaways from today are let's believe in yourself. Surround yourself with people who you- There's an old saying surround yourself with people that are on the same. Yeah. Surround yourself and you are, yeah, believe that you can do it and then take massive action. I don't ask for much. You guys know I don't ask for much but I'm going to ask right now I want to meet you at this conference. I'm going to over deliver. I'm going to, I'm going to surprise and shock and have some tricks up my sleeve. I'm going to make the greatest insurance sales conference of 2018 and every year moving forward. But I'm asking you to go to 8%nation.com and take action right now. If you're watching this later, if you're about to save a lot of money because in secure agent mentor group, anybody can join it. You just got to type it in and find it. We're getting away 50% off even on top of the early bird just for being a part of that group. I want you to be there. I don't care what you pay. I want there to be value associated with it. I can't give them away because we'd have 100,000 people there. Maybe we should do that. Someday. Someday. But right now I want you there. 8% nation was created to help insurance agents succeed to get you thinking bigger to give you some freaking brain food. There's going to be lots of value coming from this conference. I can't emphasize that enough that you will just be blown away. So don't miss out. Go get your ticket. I want you to be on stage. How can they buy a ticket? I want you to be in the VIP lounge. I want us to be hanging out backstage. I want you to be at the private party. I throw a good party. I want you to get all the goodies. I want you to be shaking Grant Cardone's hand and smiling and waving. 8% nation dot com. And percent is spelled out. Yep. So the number 8% spelled out nation dot com. That's it. That's all you gotta do. Brain power. Clicky clicky and you're coming. That's right. We need you there. Lauren, just drop some brain food. Anything else that you want to add? No. Thank you guys so much for tuning in to our first show. I hope you will see us next time and leave us some comments. Like our page. Turn on the little bell so you know when we post all the little cool stuff. Great job, babe. Thanks for being on the first show. Brain power. Every Monday at 2. Look forward to it from now on. Have an incredible week and start to think bigger. Think big. Thanks for tuning in.