 You know what I mean? I don't think anybody wants to be a burden to their family, sometimes people shy away from opportunities, especially now going to holidays, it shed a little bit of light onto that. Yeah, I would love to because that's always a really, that's always a super, super touchy topic when you talk about working your warm market, when you talk about helping your family and friends. And honestly, it depends on your outlook. I mean, because there's a lot of captive companies, a lot of companies out there in general that say, hey, and we don't do this, we're, hey, write down 200 people that you know and love and then annoy the freak out of them until they buy insurance from you. That's not like, that's not my mentality or, but I will say there's two benefits and we're getting a little background noise, you can help me along the way, Steve. There's two benefits to working your warm market. Number one, you love them and you care about them. And if something happens to them, guess who's going to feel bad that we didn't help them? Number one, it's going to be the agent. So if you want to be that guy, because I've had agents that call me and say, hey dude, you know what? My brother hates me now because I ask him about his life insurance. Well, dude, your brother needs to grow up and you need to go, you need to talk to him again. But number one, if you love them or care about them, if you're that guy or gal and you don't talk to your family about what you do, which is really important, which is life insurance. And then, and then a year goes by and they pass away and say it's your brother's wife or something. Who, guess what? Who's going to feel bad? Not only are you going to feel horrible because you didn't do your job, but also you're going to feel horrible because guess who's going to, guess who's going to, you know, they're going to be passing the hat at the funeral when you could have taken care of it or let's just say it was your brother. And then your wife is losing about 80 grand a year of income. Guess what she's going to do? You're going to feel personally responsible. So let's put, let's put cells aside. The first benefit is that, hey, they're family. The second benefit is that it's low hanging fruit. It's a chance for you to, I think it's the easiest way for an agent to help and be a service to their family and friends and make 10 grand in their first 30 days. Like most people are broke and it's difficult to succeed in this business. It's easy to fail. It comes down to do you love and care about your family and friends. I'm telling you what, I've never ruined a relationship because I talked to family or friend about insurance. If you believe it, if you're passionate about it and if you're serious about it and you actually love and have a passion for what you do, then it won't come across as you're just trying to sell your family and friends some Avon or something. At the end of the day, you actually have a passion for what you do. You care and it's more important than you just selling low hanging fruit and grabbing some commission. It's also a great way to learn the business because they're going to listen to you. So one way to approach family and friends is you've got to have a list. You've got to know who you want to approach. But then approach them a little differently. Don't just say, hey, I'm an insurance person now and I'm going to come sell you insurance. No. Just say, hey, you know what, I love what I do. I don't think I've shared it with you. I help my family and friends protect their greatest asset. I'm going to share it with you because it's important. So I'll bring over some pizza. We'll grab some dinner. But I'm going to review your insurance while I'm there. You love me. I love you. There's no reason to make this awkward. I'm going to review it. If I can help you, if I can put you in a better situation, fantastic. If I can't, we've got to hang out and eat dinner. So you want to do that Tuesday or Wednesday? It doesn't have to be awkward. I like that, Cody. That's a great low pressure way to simply, hey, yeah, you know, I'm just going to tell you upfront, this is what I do. I want to, I want to bring a pizza over. I want to visit with you. Let's just talk if I can help you. Great. If I can't, that's okay too. Takes the pressure off them makes it so it's not awkward. And yet it opens the door for that war market business that you were talking about, absolutely fantastic way of getting into that. Let's jump into those three prospecting strategies. The first one being rolling 100. So I semi explained a little bit of it, but rolling 100 is a list of 100 war market prospects, makes sense, right? So you've got a, you've got a rolling 100. And the reason it's rolling, as you can see from the bottom is say you've got, you know, 98, 99, 100, right? So you've got John, you gotta have Betty, right? I've always got Betty and everything. John, Betty and Sue. So if Betty, she's a buyer every time. Oh gosh, Betty's are buyers. So she buys from you. She buys what car insurance, whatever, right? So you take her off the list, but you replace her with somebody else. Right. So that's why it's a rolling 100. There's always a hundred names that are active, active for you to talk to. This is something that I used early on and it freaking crushed it for me because it's a better concept than, Hey, go write down 500 people that you know, right? It's a hundred. It starts small. Hundred is easy. Like there's a book out there called prospecting made easy that says if you can't write down 500 people, prospects, then you're not serious about prospecting. So a hundred is easy and they have this rolling 100. So it's a list of war market prospects. I always say that every agent has $100,000 waiting for them in their rolling 100, right? You guys saw me make at least half that right in eight months off of these and probably only about the first four or five months because I kind of slowed down on it. The problem is too many agents think that they're that they're out of war market prospects after they've run out of their close friends and family to sell, but that's not actually true. So let's go through some ideas of who could be part of your rolling 100. Obviously relatives, friends. And as we roll through this, start making a list and thinking of names, right? You're part of this. Let's make some freaking notes and start to put some of this in action. Relatives, friends, friends of friends that you've met. I just thought of three friends of friends that I've met in the last month that I don't that I know a little. Didn't you? Parents, friends, grandparents, friends, teammates from high school and college. I just thought of several as well, right? I thought of a bunch, actually. Coaches from those teams, coaches from other teams. Who cares, right? Former high school and college classmates. I just thought of a few former teachers. Some of the teachers liked you. Some of them hated you. Well, now is your chance to get, you know, to show them that you're not a jerk anymore. People from church, a favorite waiter from restaurants that you frequent. I've got this restaurant in Springfield that I really like going to. It's called Char, OK? There's a waiter there, Haristo. I like that dude, man. He waited on us when we had a Mexican restaurant before. Now he's at the steak restaurant. He remembered us and the dude's customer service is off the freaking chain. He would be on my rolling 100. He would. People you see at any organization or club that you're a part of. The mechanic you always use. And think about people that you give money to should always be on this list. If you give them money, I believe in, I would tell them, I believe in doing business with people that do business with me. OK? Perfect. So when you give people money, the guy that moves your lawn, the landscaper, the pool boy, when you don't even have a pool, whatever, right? The mechanic, former coworkers, former bosses, regulars from your last job, people you play rec basket league ball with softball, right? People you see at the gym. I've got this one guy like I'm giving you so many ideas right now. You've got to be jotting these down. I go to the gym. There's this guy named John there, right? That talks to me every morning when I go to the gym. He's probably fifties, low fifties, low to mid fifties. He's like a big CEO or manager at some place. The dude loves me. He needs to be on my rolling 100 as he does yours, right? I'm not saying he does because he's online. We can't be on yours. Your accountant, my CPA, owns insurance with us. He just does. I'm going to blow you away with some stories tonight too. Managers of your favorite stores, your landlord. I got multiple that I need to be on my list, right? Contractor, anyone in your fantasy sports leagues. I've had several realtors that I haven't sold to and several I have, right? I've sold neighbors. It's on here. I've sold a lot of fantasy sports leagues. I like that. A lot of people in my fantasy sports leagues are friends, clients, or they're already agents because I've already recruited them, right? Parents of your children's friends. You got some there. Neighbors, right? I've got several neighbors that own policies with me. Previous neighbors, old neighbors, original neighbors, new neighbors, whatever. Barista, you guys think I'm nuts, but there's, and I, I, I shouldn't have this many stories, right? Because you guys are the one, I'm supposed to be helping you and helping me. There's this check that knows, there's multiple checks that this, that know this, know my name at the local Starbucks, right? And they talk to me every time I go in there. And when I don't go in there for a week because I start making it at home, they're like, oh, Cody, where you been? You know, we missed you. There's always, always more people to talk to. Any of your insurance agents, any insurance agents you know, right? There could be, and by that, there could be agents that sell PNC that don't sell life or the sell life, but don't sell PNC that don't sell group benefits that don't sell Medicare, right? Whatever. The salesman who sold you your car multiple. Actually, funny story there. I'd bought my BMW X5 about four months ago. And when I bought that car, the guy wanted a couple million dollar life insurance quote. So there you go. Just from buying a car, right? This actually works. Like there is hundreds of thousands of dollars sitting and waiting on you to grow up and do your job. Realtor. Several realtors. My sister's my realtor now. So that one's out, but several realtors before. So that's how it should look. You write a hundred names. If they say no, they shouldn't say no. Like I don't get a no when I call my warm market. I don't get a no. If they say no, or you can't help them slash can't help. There you go. That's good. If they say like, like I'm going to, I'm going to get a hold of all of them. No can't help. Or they buy, right? Then I mark them off the list like Betty, because every Betty is a buyer. So that's how it should look. Does that make sense so far? Okay. It's why it's called the rolling 100. It's the best warm market concept in the industry. Hey, when we talk about working in one market. One of the number one of objections that we get from agents or questions we get about warm market is, dude, I've exhausted it. I don't know what to do. It's toast, bro. And I don't know how to make any money. Right? I'm telling you, your warm market is not exhausted. Even you speaking that into existence is freaking ridiculous. It ain't true. Right? So instead, I want you to create your list. But what, but instead of like just creating a big list, I want you to start doing a rolling 100 like we've talked about in the past. 100 names, Betty buys, take her off, put another name at the bottom. When you take off a name, if they buy, die or don't buy, take them off and add another name. Every time you take a name off, you add a name. Okay. But also you're going to think about it. Your warm market is this. The people that are in your warm market also have, guess what? As Tiki Tiki said, a warm market as well. So start to realize that your warm market isn't exhausted. When you meet someone, you go to the same Mexican restaurant every freaking Tuesday for taco Tuesday and you go every single week, six weeks in a row. You got the same waitress. Guess what? She has a family. She needs help. She could be on your rolling 100. It never ends. For you to think your warm market is exhausted, it means you gave up. You quit. Let's not quit, right? It goes on forever. Your warm market grows and goes as long as I want it to go. If I want it to end, it's over. If I don't want it to end, I want it to keep freaking going, right? It'll keep going. I'll ask for referrals. I'll add people that I meet. I'll think outside the box. I'll realize that my warm market, they also have a, guess what? A warm market. Okay. It doesn't have to end. It only ends up here. Helping friends and family, super low-hanging fruit, but no one ever wants to do it because they're like, I don't want to be that annoying nephew, father, son, whatever, to my friends and family. Okay. So in this video, I'm going to talk to you how to be unannoying and sell your friends and family and help them because what you don't want is to end up, something happens to them and you didn't bring it up. You didn't help them because you thought you maybe were going to be annoying and then before you know it, you're like, gosh, dang it, I should have. Okay. So I'm going to show you how I used to approach my specific friends and family consistently. And that's just one of the things I don't talk about in my story. I made 117 grand, eight months, 20 years old, all that. I worked my warm market. I used this strategy to work my warm market early in my career during the first several months, right? A lot of cold calling, a lot of cold door knocking, but I had a decent amount. I would say at least 20, 30 grand was friends and family. Okay. So here's how to sell friends and family without being annoying. I'm sure you don't want to be. Okay. I don't either. Right. The first thing you got to think about is that your number one, if you do it correctly, you're not going to be annoying. Okay. So here's some of the things that I did and that I think you can do. Okay. You need, there's several pillars of things that you need to do. Announcing on social that this is what you are doing now in a fun, non creepy way that I'm selling insurance now announcing on social so that when you do approach them, they're not surprised. Okay. That's a good first one. Most people never do this or they just update their job to a non insurance agent. That's not what I'm talking about. Right. It's not creative. You know, and actually put them a picture giving away something, you know, and standing by the giveaway just like think creatively about it. Okay. That's the first one. Okay. Announcing it on social. The second one is you need to and the second and third one will go together. Add them to a newsletter. One thing I used to do a lot was a monthly newsletter that was I'm not saying it has to be physical paper, but it mine was physical paper and I milled it out every single month. Okay. It could be an email newsletter or I'm going to give you another idea. Okay. But I always added them to a newsletter as well so that no matter what, like I had had someone that I had added to my newsletter that wasn't even friends or family. He got newsletters for three years and finally said, dude, I don't know why I get these every month from you, but you're the first person I thought about when I need to shop my insurance. And so I called you because you were persistent. Okay. But right. So go ahead and do that and add them to that. The third thing is you need to be sending some type of some type of some time. I would send some type of card like a written on it or swag or a gift, right? Or something that most people don't do that is very unique. Okay. To all everyone that's on my list, because the next thing I'm going to talk about is actually creating a hit list. A top 200. And what I did when I created this list is I have something called a rolling. I have something called a rolling 100, but it could easily be a rolling 200. Okay. And I with this rolling 100, I'll stick with the name with this rolling 100. What I do is I have a list of 100 people that know me or that I know them and have them on this list. Okay. And I approach them. I approach them and anytime they buy or don't buy, I remove them from the list. But anytime that you remove someone, when you remove one, you have to automatically add one so that it's constantly rolling. It's always 100 people on this list. I'm telling you, agents could make $100,000 a year just doing this strategy right here, but nobody ever does it because they're scared to be annoying. So stop being scared. Okay. So, but also when you're doing this is I've got this list. You're now you're probably wondering, well, dude, what's the script? How do I approach them? Right. I'm calling and here's, here's what I did. I'm calling. Hey. Hey, Uncle Darrell. This is Cody. How are you doing, man? Right? I'm natural with it. Okay. How's everybody been? How's the kids? Right? Whatever. Just be natural, normal conversation. How's everything going? Hey, by the way, I don't know if you've heard. I'm in the insurance business now. I want to come over and see if I can help you out, see if I can save any money on what you currently have, man. I can bring over pizza. We can hang out at the pool, whatever. But I want to come over and check out your insurance policies. I'm assuming you probably have insurance with somebody, right? I just want to come check it out. It'll be a chance for me to learn. Number one, learning opportunity is a good way to get in the home, right? I want to learn and I want to just take a look and see if there's any way that I could maybe help, right? Here's my promise to you, Uncle Darrell. If I can't put you in a better situation when I'm learning and looking, we won't do any business, which is totally cool. But at the end of the day, I need to look and talk to as many people as I can so that I can learn. And if I can help you all in there, fantastic. If I can't, fantastic. Either way, we've got to hang out and eat together. Sound fair enough? That's the natural, normal, non-weird, non-threatening approach that most people need to take that approach. But they don't and they never do it. Most people are afraid to do it because they're like, dude, my brother's not going to love me anymore. Well, dude, if you call and ask your brother if you can take a look at his insurance and he doesn't love you anymore, that is the wackiest thing I've ever heard. Maybe he didn't love you to begin with. Like, that's stupid. Okay? That's just weird, right? But you can approach them this way. Most people don't want to. There's companies and IMOs and everything else that promote that. You don't have to do this. Dude, I don't want my family member, a family member or friend to pass away and I didn't talk to them about insurance and then I feel bad. I would. As should you. Here's another piece to this. You say, well, Cody, I only have a list of 100. And I removed someone. Who do I add? I already, I created the whole list. I don't have anybody to add. You're wrong in that respect. And here's why. Because you could be adding the waitress, you know, somebody from church, somebody from the grocery store, right? Somebody from the pro shop, golfing, right? Whatever. Somebody to play pickleball with. It didn't matter, right? You are running into people every single day that could be going on your list. Every single week, I would want to remove. I would be one of removing 10 to 20 and adding 10 to 20 every single week. Okay. And you can do that because you got to think about it. I just recruited and got Andy interviews with someone from local restaurant, Char, local country club, twin Oaks, local office depot. No joke. Like this is legit stuff. We tried to recruit somebody from Best Buy. We were able to recruit someone that I used to play football with in high school, right? You see the trend, if I want to research and find someone and get in front of people and add someone to my list, I can if I just think about it and make it a priority. Most people never make it a priority because why? Because they're scared of what to say. Having a list, having the right script and approach and then doing it can save you that future embarrassment later because you didn't help your family or friend and it can also probably make you $100,000 a year. Like if I would have used this strategy, the rolling 100 and consistently been updating this and always taking somebody off and adding someone on multiple every day, I'm telling you, I could have not cold called or cold door knocked and just did this if I would have just done it. Here's the main issue that people have, though. Above everything is people are scared, there's fear because they got to get out of their comfort zone. Successful people are the best in the world at conquering fear and getting out of their comfort zone at forcing themselves to do things they don't want to do. One of the biggest reasons why I used to I still do today, but actually take a cold shower every morning, forcing me to do something I don't want to do. I used to go cold door knocking at 9 a.m. to kick off my day or cold calling at 9 a.m. to kick off my day or do something like that because the things I don't want to do, I want to do them first. I want to get them out of the way. So the rest of my day, it's easy to do things I don't want to do because I did that. I just forced myself to run a half marathon. The reason why is because I don't want to say I never did it and because I was scared to do it, I didn't think I could do it. So I conquered my fear of doing it and did it. We can absolutely help if you come from a place of actually helping people and helping your friends and family and doing those things instead of, oh my gosh, I see dollar signs. So I am going to be annoying. Then you're going to give everybody a bad rap. But at the end of the day, if the focus is to help people first because they're your friends and family and you care about them and even though maybe the dude at office depot I don't remember his name was not a friend, it doesn't mean that I maybe couldn't help him. So get creative. Think outside the box. Realize everyone on the planet is a freaking prospect. Here's how to stop being annoying. Hey, if you like this video, you're going to love the next one. It's right there. Click on it. I'll see you in there. I got more gratification and satisfaction helping them make money and a light bulb click for them than I did when I made a sale. And I said, if I ever get a chance to spend the rest of my life helping