 I love this kind of stuff, you know, I mean, I got who's who's heard my because I can share it quick. Who has heard my story? Okay, okay for those that haven't I'll mention it real quick. Hey, I fell in love with rich pretty quick on Friday I'm like this dude. He's different. He cares, you know, he's just such a genuine nice person. You can just feel it I think we've got a lot in common and some synergy there So I'll let you know what I can come hang out rich and meet the team I'm in, you know For those that don't know, I got started in the insurance industry when I was 19 as an intern making cold calls out of a phone book, which you guys have probably done at some point And I didn't know like, you know, I was actually supposed to be doing that I was doing it anyway, and then I transitioned into being a full-time agent. I'm 20 I'm In college taking 21 credit hours a semester playing basketball student athlete practices games tournaments all those things And I look back and I'm like, you know what I could have made Like a lot of people like will make excuses whether or not successful I could have made a lot of excuses along the way, you know And I had I remember a recruiting meeting There was a room like this and the sales manager said, okay, everybody stand up Okay, and so we stood up And he says take a look around Like what's what's going on here? What's he doing, you know, and he's sorry now everybody But one person Sit down And he said something that really woke me up. He said maybe one of you will make it And I'm like, well, and that's why the impersonation comes from the fact that 92 percent of insurance agents fell over the first three years and What I thought in that moment, I don't know. I don't know how you guys feel but when when someone challenges me like that In I may not externally do or say anything but internally I can promise you I'm doing insane something, right? And I said if there's going to be a one this dude doesn't know me very well If there's going to be a one I'm going to be the one, you know And so I committed I actually in that moment took a pad and I wrote out a goal I'm big on goals. I'm big on targets. You guys have goals as an office, right? Which is amazing and I wrote down I will earn $100,000 My first year in the insurance business. I was only selling life insurance at the time and you know practices games school all those things and Just cold calling and cold door knocking I was fortunate. I worked very hard and in eight months I made 117 thousand dollars in eight months from selling life insurance 20 years old all those things and it really I really fell in love with The process of going out and literally cold door knocking a lot of cold door knocking A lot of cold calling. I remember cold, you know door knocking 175 doors on a Friday Or cold calling for six hours on a Sunday. Like I was committed to doing whatever it takes Well, you hear a lot of people be like, you know what I will do whatever it takes I was promised. I will do whatever it takes, but I won't do that Or I will do whatever it takes I will start promise start tomorrow Oh, what's what's wrong with today? You know, and so I noticed the trend with a lot of Self-people and agents and in that really it what determines their success is right here It ain't it ain't rich. It ain't me, right? It's right here And once you can start to like Challenge yourself and focus on your own mental line tenants or to realize okay, I can improve I can think bigger. I can push harder then before you know it You start to see some some changes along the way. So the reason I started actually training because There's the others or website up there because I had I had a manager that called me said hey, this is why I love something like this Truly love because it's my favorite thing to do you can ask Andy like this If I could do this every day all day, I would do this That's it Because I had a manager that called me for like four hours away In Missouri back when I was 20 maybe 20, maybe 21 He said I've got two agents. They're really struggling They're making no cells. They need your help So, okay. He's like, can you drive up here and help them? I'm like, yeah, I'll do it. I'll take them door knocking So I drove up four hours Door knocked with them. We wrote cold door knocked. We wrote five life insurance policies in one afternoon from literally cold door knocking And the look on their face and the way it made them feel and the energy that it brought them That's what that that made me feel good Like I enjoyed seeing them make money and make sales more than I did myself And and I'm like remember driving home. I left the business with them. I didn't take any commission. I just drove home And I thought if I can do that again in the future That's that's a passion, right? You start to notice like everybody starts to notice what their passion is that was mine So that's where For several years. I tried to help others succeed. So in 2015 we started throwing up youtube videos We've been up youtube videos for almost five years. We've got 22 23 000 agents subscribe to our channel Sounds like rich is one of them and maybe others and we put out videos constantly and and it's it's The reason is in our marketing company. We have this phrase people work with people who educate them So we try to simply educate people In hopes that you know, maybe they'll work with us in some way, right? So rich has jumped on the uh, ca cell system for the team And I want to challenge you guys to plug in and I'm going to do a little training But I want to challenge you to plug into that cell system every single day and What's going to happen is right now some of you may be like, you know what I'm an okay agent I'm very good or I'm average or I'm subpar or I know I can be better or whatever the case is deep down what really shaped my ability to be better From literally knowing nothing about insurance being 20 years old being immature having no sales experience No product knowledge to actually making 100 grand in eight months was It was a few things. Okay. It was a few things The first one was I wanted to learn everything I possibly could about sales So I remember downloading We didn't have a ca cell system back then. So in my my office didn't invest anything like that, right? So I remember picking up Brian Tracy's book. You may have you may have uh, you probably know what I'm about saying the art of closing the cell by Brian Tracy And I I I listened to that CD so many times that I eventually had to reprint it off the computer because it Like stopped working because it's like that scratched up or something Called the art of closing the cell of Brian Tracy and I listened to that audiobook so many times Like how most people are A lot of people go throughout life and they're like, well, I really want to be good at this But then they drive home and elicit the music or I really want to be good at this I really want to be in shape but they never work out, right? Or I really want to do this this this this They don't ever do it and and for me I for whatever reason If I say I'm gonna do something I do my best to do it, but I've become obsessed with like A goal and I think a lot of people need Something of a target in the near future to pull them in that direction and to keep them focused and for me It was making a hundred grand my first year. I was going to do whatever it took, right? So that's the first thing is I was committed to learning and improving Daily Daily, I believe it's good if something is good enough to do once it's good enough to do every day So I would Recommend highly to plug into this cacel system whether as a group or on your own every single warning Every single morning and some of the videos you're gonna be like, you know what that didn't help me today Some of the videos you might holy freak. That's the best thing I've ever heard, right? It's just a tights timing thing But what it does is by plugging into content on a daily basis. What does it do? It creates discipline It creates consistency and it creates What I love to see in salespeople coach ability Because what we there's three things we look for in our office when we hire salespeople and that is Are you reliable? Like when when when I talk to our salespeople before they kick off on their first day in their first shadow day I tell them there's three things right the first one is is is reliable Right if you gotta tell me and you're gonna skip work. You're not gonna show up. You're never gonna make it on my team Right. I'm honest with them. Okay. Are you reliable the second piece? I always tell them is Is coachable And I tell them like I'll have people to show up. They're like, you know, I've got 50 years of experience And you know that may be a little excessive, but Is it probably retired? But I get all this experience and all this stuff, right? And they're like, man I know I like I know everything. Well, you're not gonna make it here. What do you mean? because You think you know more than me and my way works My way works here and if you don't follow my way then you never make it, right? And so I'm honest with them, right? So that's why I love people that are coachable that are a sponge that know they can do better That want to be better and then we'll listen a little away And then the third thing is is work ethic and focus If they show up and they will consistently put in the work and they're focused and determined and and they're they're not like You know hanging out by the coffee machine 42 times a day and I went to bathroom 87 times And I went outside to smoke 411 times You know, I mean they're like they're focused while we're here and they're actually trying to be productive with their time My dad has this saying he says you can work Half the day and be successful He said you choose which 12 hours you want to work and you you you absolutely He only says that That's funny. He thinks that on the virtual 8% live. That's hilarious I'm like, I don't know if I've heard that before but I like that awesome So the first thing is learn That first year I Absolutely wanted To learn I was committed to I knew I was coachable. I knew I I wasn't very good. I didn't know a lot, right Second thing I focused on my first year is because I and I caught it pretty quick was I needed to be phenomenal at building rapport with people I truly believe that here's here's a here's a different synopsis of a sales process, by the way Someone needs to know like and trust me, right? There needs to be some common ground Once that happens Then I'm able to find a pain point Or a problem And then I'm able to offer a solution Very simply that's really what we're doing In this office, right is okay if people can know like and trust us we can find some common ground We can build a relationship with them, right and we can find a pain pointer or problem That we can offer solution and solve their problem Right, so I mean that's really what what we did rich and I did on Friday, you know But we focused more here than more most people ever would Right and then like literally Derek After the call said man, we spent like 20 minutes just hanging out with this guy and building a relationship I didn't think we're ever going to get to like seeing if there was a problem like dude. That's the point Even thinking transactional and you and I were thinking relation 100% that was a big difference 100% More people don't more people are thinking about what am I going to get for this? How much money am I going to make for this where where's the sale all right when do I ask for the business, right? If there's no relationship Like because you guys call people all the time. I guarantee it and you say, okay, I can save you $452 over the next year on your car insurance And they're like Somebody said no to that. I guarantee it. You're like that is freaking weird. Like that makes no sense. Why would you say no to that? right well my my my uh uh home insurance agent, uh who works for my dad in in springfield Uh, they told my wife and we can save you like 600 bucks on your on your home insurance and she's like, I like what we have I'm like, what? She's like, I don't want to mess with it. It's $600, you know, which yeah, that sounds a little Irrigate maybe but but she's like it's just not worth my time, you know and so But it was a new home insurance agent It was working in the office that she didn't really know that well yet And it felt like it was going to be some hoops. It was going to create problems for her instead of solving problems And they didn't intend to spend time building that relationship So when that happens They just don't they don't fully what they don't fully trust me yet Right and more most people Skip this they're like, what's in it for me? So they they'd offer it one of our speakers. He has a saying W he says people's favorite radio station is w I made a bunch of them. We'll see w ifm What's in it for me? That's what everybody cares about right? That's the radio station you're listening to every single day. They don't care about anybody else What's in it for me? in cells You can get really good and phenomenal of cells when you start to think What's in it for them? So just totally flip it What's in it for them? What can I do for them? How can I help them? On a scale of one to ten, how much have we built the relationship so far? Because in in in y'all's business. It is entirely relationship They can buy house insurance car insurance life insurance commercial insurance or anything else yourself Anywhere across the state of texas sure. There's like 10,000 people doing what you guys do in dallas, you know like there's there's 1.1 million Life insurance agents in the u.s There's probably more selling no one on it Okay, that's that's insane right so why you guys? Why here? Why this team and why now right so? That's what I focus on entirely and there's times where I got away from this Let me be honest for a second before we get on before we get on with rich I was off another gentleman Who I never met They watched his large stuff. He's on every webinar And I jumped here too fast I missed the sell And yeah, maybe he's like maybe maybe we'll get in the future I got off I got off the zoom and and out. Yeah And that's why I believe in training every day Because I don't get on zooms and and physically go out and like try to sell people a product every single day You know I need to be I'm trying to get involved more like I don't normally offer free zooms free strategy calls Just to jump on with people, but I'm like, you know what I need to get back in the practice of it What happened was? I missed This piece in my own training. I missed this piece I mean I got off the phone. I got off the zoom and I looked at Derek. I'm like, dude talk about me Talk about the solution. I didn't like I instead of That was it and then I got on the rich. I'm like, dude. I don't care if we talk about product at all I'm building a relationship with this guy and then I met him and I'm like, this is easy, dude I'm like, we can talk. He had Lance Armstrong behind him, you know, I'm like, dude, was that at home? Yeah, I'm like, I could talk to this dude for hours, you know, and we could like we had I don't know we talked about the talk about Brady. We talked about Armstrong when we talked about, you know, I mean it was just like It was easy and it was never about Making the sell and Derek got off. He's like, I see what you mean now I'm like, dude Rich and I have a relationship now like we trust each other We he could tell that I wasn't there just to sell it and he probably thought I was just there to sell him something You know, like he's he's you know, he's a smart guy Cody offers a free strategy call like he's strategizing to see if he can sell you something, right? That's that's normal Okay, everybody's in cell in some form some level. Okay, somebody's in cell Okay, but I spent so much time here and remembered how to make a sell that He told me the pain points. I didn't have to ask And I asked him what one of our solutions made sense and he's like that one, right? We built such a relationship That you know, I mean there there was And we lose sight of that from time to time. Oh, I didn't make a sale today Tomorrow I'm asking everyone to buy in the first six 16 seconds and before you know it I don't let's sell them again today, right? There's some days literally I'm asking about I'm a basketball player still so I like I don't even go in 20 minutes. Are we okay on time? I'm fine on time We're here. We're here because you know, we want to be here. So thank you I guess you can be back to the seller by 10 o'clock for like a production meeting or whatever Yeah, you've got a good 20 minutes. Okay. Good. Good. When I get started. It's like hard to do stuff I love this. I must sometimes I'll do this like New agent training for like four hours and stuff. So this is about uh What was I even saying About basketball. There you go. See someone. Oh, yes. Thank you. I'm a basketball guy. So for me I'm always thinking like Because in basketball, I try to stay like a step ahead Right and in sales, it's easier for me to jump too many steps ahead And forget to be in the moment This reminds me To be in the moment relationship problem Solution, right That's this. I mean it's as simple as you can make it. It really is. Okay. So I got really good at this Building report my first year I would build rapport so well That people would and then I would send monthly newsletters everything else people would call me and they would say somebody else offer me cheaper product But I can't leave you I got so good at the relationship piece That I thought I was great at sales I was just great at relationships. Yeah, I've eventually got really good at sales. But my first year I wasn't anybody else, you know, okay, so so that's important to me super important and the third piece Is I did more activity than other people I made more calls Did more doorknocks I asked more people to buy like my first year. I had this thing set Sid sell And my goal was to set 15 appointments sit with 10 and sell five I called it the triple S system and Every single week. I do my numbers based on a week on a weekly basis I did whatever it took activity wise to hit those specific mini targets because I knew if I hit these mini targets And I asked 10 people to buy every single week that I would hit my annual target of 100k So yes, I love week years. Yes, I love months, but I love weeks Because you can win this week and when I win this week, I'm on track And then it's not so like overbearing or you know what I mean or so much pressure it's It's just one week at a time Right, I can strain together a couple good days. I can have a good week. I have a good week I can have a good year I can have a good week I can have a good year. I can have a good year. I can have a good decade If I can have a good decade, I can have a great career, right one week at a time. So in our office My first year in our office now What we do this week What we do this week What we do this week What we do this week And how can we repeat that every week and even improve it and get better every week, right? And so we run con we just released a contest we got a bunch of young guys So we just released a contest for like some new xbox x series. I don't know what that is I've probably I've probably said it wrong. I don't know about this But when we just released a contest in our office like with that you got a bunch of gamers in your office Yeah, we have a bunch of gamers. I'm not a gamer by any means I'll play you know, I've got a couple arcade machines in my house So I'll play like golden tea or pac-man or NBA Jam or something like that But I'm not like I'm sitting around like all of you What people do though with you know, we're power to you if you're watching and that's what you do They're great. Okay, cool I did more activity than other people I got to where I got to where my you know what my goal was We had this leaderboard in our office That I actually told our sales manager I actually wouldn't bought the whiteboard gave it to my sales manager said you need to hang this up Because people don't know what they're doing every day I need to see their activity every day and no one wants to come in To where this is a Monday. This is a Tuesday and this is a total or whatever right? Probably more days on the board, but get the idea. No one wants to come up here and you know Sally doesn't want to come up here and put a goose egg on the board No one physically wants to do that. It pains them to do that and it pains me too so We got to where every single we had 15 agents in the office ish And every single week maybe 20 every single week. It was my goal To be the top of the board because we took the results from the previous week We still do my office today We took the results from the previous week and we repositioned people on the board based on their prior weeks results And you get a competitive dude like me involved in something like that I will do whatever it takes to be on the top of the board every single week. I just will And so I always tracked Like what what what are some of the uh cell-as-way activity that we talked about How many phone calls are you making? Yes calls. How many quotes are you doing? You know our goal is each person's five quotes a day And uh, I love that about a thousand premium a day if you could do that good every single day So like quote cells and premium. Yeah boom I love it. So I would I would have these four things in a smaller box To where I had to go and report my calls quote cells and premium and at the end of the week I was able to put a total but okay I don't know what a weekly total would be but I guess it's 25 quotes Five cells five thousand premium or less more A week. Yeah. Yeah, 5,000 of premium. Yeah. So is it 25 quotes five cells 5,000? Yeah Okay, good. So so then I would figure out what activity you're ready to do to hit that some weeks when I have 600 calls Wow hit my goal next week. Yeah, you know, I spent I got drink a lot more coffee and I you know was sick And I had 285 calls. I didn't hit my phone Well, because my guess what didn't have my activity high enough, right? So that's why I'm big on the actual activity of when I'm here. I'm producing right when I'm here because it is It helps the office Yeah, it helps rich What else helps you guys? It helps everybody helps everybody Okay, any questions so far You're getting excited. That's great. All right. We'll be here till six All right, Cody, do you have any recommendation where where where should we start in the library? Where's usually is it is it is it already kind of lined out for us? I would I would go through it Yes, yes, you I think you I don't know if they locked it so you can't skip around or not I know when you eventually when you've been through the content you can skip around But I think it makes you go through an order at first um But I it starts with a lot of the basics and we're actually adding a bunch of additional modules Next month when I get back for my trips Into the cell system. So we're always adding content. We're also releasing a We would do a monthly live Q&A with the cell system so that everyone can come on to a group style Private webinar for only members of the cell system where I'm actually training and answering questions live Every single month. So yeah, you're getting video content that you desperately need every day But you're also getting me live every month as well because it's I've subscribed to stuff in the past where I'm like, I wish I got the person, you know More and so I'm like, well, let's do that. You know, so And we're gonna I don't know what date that is in october of we're supposed to be releasing that live next week. So Right, I'll make sure you get Good question What do you guys think real quick? What do you guys think the Like I would love to go around the room each person really quick. What's your name again? Matthew Can we go by matt? Yeah, or Matthew Let's go like this. Yes. I think oh what's your What do you think? Is whole like what do you think is holding you back from Whatever that next level is for you Consistency, I think I do the activity. I think I I'm pretty good for I think I you know rest on my mind My success from the prior lines. It's just like any new place. Yes. You want a game and in the next week You're yes placing play down to your competition Totally Totally good. Good. Thank you. Yes, sir. Good. I think you need in that case I think you need Like shorter term targets to like pull you into that direction before you know it. You're like, you know, I had a great time You know, I don't I don't why am I doing it again? You know and and I get I get that way too from time to time because I can focus and produce in a large capacity very quick And then before I know it I'm like, okay. What's next, right? I get forward really easy You know, I shot a video walking around my house a week ago talking about uh Sunday morning. Yes motivation and I'm like, what is What most people lack motivation to get forward they need to be challenged And I'm the same way, you know, I need something in the near future a target That literally pulls me and it motivates me enough to focus for a short period of time to pull me in that direction Get that target and that's just me and I think a lot of people are similar. So good What's your name? Dottie. Dottie. Do you have to spell that? Perfect. You keep it simple. I'll pick figure that one out. What's it for you? I just started last week and I have no self-experience whatsoever. So I have I need some knowledge. Good. Good. She's killing it. She is Oh There we go That's that's what's amazing, right the team you're already impressing the team You're you're showing up You're putting in the work activity wise Plug it into the cell system every day We'll give you that over time. So you're already doing the right things though It sounds like so that's huge and that's that's that's rare by the way Like that's something to notice because so many people we are so we sell people in our office We hired like a dozen in three weeks one time and I don't know why most those people don't Like just show up and do the stuff that you're already doing. So that's like so impressive. You're already head and shoulders on the rest As long as you don't let that change and you start to put you know plug in and focus on any of you better cells One of the things that we've done in as in our team meetings every monday's we talk about the math It's it's all math. Yes, and that's what you really teach in a lot of your videos It's you have x amount of calls you get x amount of quotes you make x amount of presentations And you got and there's your sales, right? I mean that's it's numbers So you have to do the calls you've got to do the numbers because if you're not calling enough people Then you're not going to get enough words. I mean that's just That's just the way it works, right? That's exactly the way it works. I love that. Absolutely, right? Yeah, that this is what holds a lot to the back Yes, it's this initially it ends up being this and But and it's like it's the hardest piece people are like, well, dude, I want to learn, you know, because most salespeople There's a type of salesperson that takes longer to find success sometimes and that's the type of individual that wants to know everything before they do anything, right? and They hold themselves back from doing activity because they're like, I got to check all these boxes internally before I feel comfortable making a call You know, uh, it doesn't seem like we have that on this team. So that's awesome. What's your name? Kathy Ck. Okay Boom more target. I guess targets and goals. Oh good We feel like you can lose focus a little bit every now and then just because though I get that Kathy's amazing. She's uh, so she's our customer service rep, right? Also, but she also cross sells unbelievable. I mean last last folio She did like 16,500 and something premium, which is exceptional for CSR So she definitely is she and she just started a couple months two three months ago as well So she's just gonna get her feedback on track, but I think she's really starting to see that she can sell She's gonna do this and So I think that she's done really remarkable that that's huge way to go. Wow. That's awesome. You cross selling the life, too Um, I try I mean, I you know, he's about like mailing and stuff like that. Um, ask, you know But it's not my strong suit. I guess I get better at that portion of it, but here's one idea or thought of how to train some other offices to ask in the past Okay Is You know, hey, miss betty. I'm updating your account um, and it looks like uh That you don't have your life insurance with with us. So who do you have that one? I said, well, well, why do you ask? Well, you know, it's important to us We want to make sure that we're we're more of a full service agency We want to make sure we're help our agent that our clients in the best way possible And you probably got it somewhere and you'd be surprised at how good farmers is is it handling that? So You have it currently, you know, do you have do you currently have it like that? I have it, you know down the street. Well The more the more you have with us that you know, the more money you can save and more Relationship we can build so I'm assuming if you're able to have it all in one under one roof And we're able to take care of you do it probably simplify your life wouldn't it? Is that all right What's your name again, sir Lee Lee LBE simple Yeah The what you hit on the building report You know, we'll take cold calls where calls are coming in We grab them and And I you'll have this assumption that well these people are busy and they're in a hurry Oh, so I want to make it so quick as possible. I got I mean we get this done in two minutes and blah, blah, blah You're not going to get the sale, you know And so if you can just realize that they've taken the time to call them They probably do have some time And they'll tell you if they don't but you know without that building the report And and it's easy to build a report when it's when you've been talking to a client over three or four years or any One of this we we've kept people from leaving Just because of the report they have with the office when our rates go up So you know it works But you know just taking the time and if the people on the other end don't feel like building a report who maybe they're Maybe they're not your thing, you know, it's just not going to happen anyway But you can build a report So that's what I need to work on. It's just taking a deep breath, you know, how's it going? Yeah, we are a company or whatever it might be, you know, I'm just kind of Yeah, you know, I'm not going to go from there. So that's that's been an issue Yeah, thank you. Bye. What's one thing that you guys have noticed so far when I'm I'm asking you a question and then you're Responding what's is there something you notice that I'm Doing or not doing or something from the last few minutes Okay, good Good. It was not a geometry question. So it's good. Uh, that's right. Yeah, listening and what was something else while I was listening You want to engage? Yeah, okay. We'll engage good opportunities good and I I do my best to not Interrupt someone and let them talk, right? I haven't seen anyone do that. By the way, so this is this is random but what you'll notice is people want to talk people love to talk about themselves a lot people are you have a lot going on some is they want to vent and by letting people talk and listening It will you'll end up doing this and sometimes you're like, I didn't even do anything Well, you did you did, you know, you had you stayed engaged you listened You didn't interrupt them. It's a lot of sales people have a poor habit of You know someone talking and then wanting to get to the point and then like, okay Well, Betty will now, you know, and they just interrupted the person, right and that irritates some people So those little things as simple as it sounds It goes a long way, you know, like I was on a zoom with the lady a couple weeks ago And I was like, what'd you notice about the last three minutes? She said, well Three things she said you focused on building rapport She's like, you didn't talk about yourself all the time. She's like, and you just let me talk Like, okay, good. She's like, and you looked engaged, you know, she's like, yeah, your eye contact was great You were uh nodding your head You know would show me you were actually listening and you were in agreement with what I was saying, you know Little small things and then she said the third thing is you lean forward Right. So maybe this isn't for training specifically to call us but in person zooms, whatever it can't right and with with body language I can tell When you guys are like engaged or not engaged based on your body language Right. So in a bigger training When that's going on, I mean like walk in front of the person And like ask in their name and try to get them engaged and like tell a story because facts tell stories tell people love stories Right. So you'll notice some of that stuff as I've gotten better at speaking. I've tried to do that but Like if I'm leaning forward I'm engaged right or if I'm talking to a prospect and they're leaning backwards I may be losing them, you know, I may be losing them. So that's why it's uh, it's a focus So good good good feedback You got it buddy. All right, what's your name again? Yes, y asu y asu just like that. Yes, perfect Yes, sue. Yes What's what's it for you, man? I like to be a more proactive and talk that in a face-to-face to get a more greater relationship to Good Right on yes, please please be uh, his first sale He's brand new no experience except he's got his license that he's on He speaks Japanese We did a quote as I said, just you know, this is what they need to do. He goes in Speaking the language. I don't understand three minutes later comes out with a paper and sandblower Sold it That's just the coolest thing. That's awesome. That's awesome. That's cool, man. Good for you. How long you've been doing it? About the two months. No, good. Wow. That's awesome. That's awesome. Good for you. Good for you. Yeah, thank you for speaking up. That's great That's good. That's really cool. That's really cool right so so overall The good the good news is all of these are Solvable right we can help everything on one of these consistency talked about it sales knowledge Right riches riches Added it to the squad with the ch. Cell system goals and targets we all especially in a csr role to where You want to be cross-selling and adding right and asking questions We have this I actually had this office in I was training the state arm office in New York And I had them do something simple They never asked about life insurance ever and I'm like, okay, let's try this. Let's play a game. I said today I want you to put 10 pennies on your desk or in your left pocket either way And every time you ask about life insurance or mention it You move them to the right side of your desk And that's a small super small visual to remind you Just ask yeah, just ask and most of the time we did in our head About how to ask or why to ask or well, is it the right time to ask? Who cares just ask right and and what you'll notice is you'll fall into business And you'll end up getting better at asking along the way you'll get better timing You'll get better at saying it you get better at asking it You know, you'll get better at responding when they give you some silly objection that you you know are expecting anyway Right like you said earlier people were busy, right? I don't like I don't answer the phone when I'm busy I just don't all right, so People answer their phone and they're busy I know they're not, you know, no, they're not And here real quick on object objection since I moved into that for a second There's three a's that I preach on objections. You'll see this in the cell system Enriching some of you probably already seen it Agree answer and ask most cells people are trained And in a way that's a little combative and disagreeable when in reality two minutes go Oh, yeah, you could You may want to go ahead and uh, if you got your phone call Most people are trained would like have not interested or something like that like They'll say, well, what do you mean you're interested? You don't have enough information to be interested Problem with that is a little combative. It's a little disagreeable I love So just simply agree Answer their objection and then finish with a question. So it puts me back in control because think think about it When they give you an objection at all What are they trying to do? they're trying to gain control of the call and 90 plus percent of the time they do not mean what they're actually saying They're hearing a salesperson talk. They're saying something Because they don't want to talk to anymore Right, or they want to make it harder on me So like when I walk into Best buy for example, and I'm like I walk in to buy something. I hope it's the best, right? And I walk in I'm like, hey, uh, they're like, hey, how can we help you? What what what do we always say? Just look yeah, just look at just look at car dealerships totally like this. Oh, yeah Yeah, I got a car lot. They come up to you and you're first thing you're saying. I'm just looking. Yeah. Yeah like No, no no crapture a lot, you know, it's like you walked on the lot to look at something and if you like what you find You're gonna buy it right same thing with with best buy. I'm showing up Because I need something like I don't just walk in the best buy to just walk around for hours and Look window shop. I never buy right. I always buy something because I feel bad walking in and not buying something I like feel weird but I don't know kind of like parking in front of another person's Business when I'm going to the other business is beside it. Like I don't do that either. I'm not weird, okay and In that moment Why did we say Just looking car lot best buy or whatever. Why didn't we say that? Just a conditioned response and then you just it's what you've been saying your whole life human nature It's exactly right. It's conditioned. It's human nature. It's so maybe the stuff they're telling you is conditioned Everything I really mean it, you know, hey, I'm really busy. I'm with you. I'm super busy, too I'll take I'll I'll I'll I'll I'll I'll be quick. I'll just take two minutes What got you thinking about this? Yeah, your video on the overcoming objections is fantastic You throw out all these objections and you just go right through. Hey, I totally agree. I get where you're coming from If you do the next step when you do the next it's like, wow, that was just like easy That's my goal is to simplify The complex complexity of this business for sure. So And no matter what they throw at you You know, like for example, uh, I was training in the state farm office Six months ago four months ago whatever it was and it was it was early when covid started in there like, you know what? People were like, well, I don't they would bring up life insurance They'd be like, well, I don't want to talk about life insurance. Like it gives me the ebgb's or something like that, you know, like Yeah, it gives me the ebgb's too. I don't love talking about it. So let's get it out of the way You know, who do you have it with? Right, you know or or Did you have do you have, you know, life insurance on your kid or your grandkids, you know, well You know, I don't want to talk about that that, you know, that's that's that's it's weird to me You know, I don't love talking about that, you know It is my kid, you know and dying and all that and like I get it I have the same conversation with with, you know Last week because of that and I I don't love talking about either But if we get out of the way and we protect everybody never have to talk about it again You know, it's just like people it's normal to just Do that instead of come up with this fancy answer and try to like over things stuff You know, you know, Cody, it's interesting because there's a lot of sales books out there about overcoming objections And it's like for every objection There's a whole different thing you got to say and it makes it really you it makes you almost kind of think too much Yes But what I like about your process, it's the same no matter what the objection is No matter what they say, it's agree Answer answer Ask it's the same thing. It's just you just follow the same pattern. And so it makes it so much easier to you don't have to think you just agree Answer Ask, that's right. It just makes it so much easier. So I appreciate that. Yes. Thank you, buddy Yeah, you're right. It's way too complicated The way it really is needs to be simple, you know, you can do the same thing every time when it works All right, thank you guys appreciate it Hey, if you enjoyed this I got another one. You're gonna love it's right there. Click on it See you in there. Hey, almost every entrance agent. I know struggles with objections specifically what to do And how to improve your closing ability. So I'm gonna talk through several different things. Okay. I always talk about uh, my specific appointment process the warm up