 Welcome to Wednesday's live Q&A. What are my favorite shows? One of my favorite things that we do, buddy, is get here, answer questions, get live questions, every Wednesday at two o'clock, Central Standard Time with Cody and Duke. Did you ready, bro, about to already have some fun? Yep, we've got a lot of questions. He promised me this would be the best Q&A we've ever done, just like every other Q&A that we've ever sat here, right? That may be the second time you've said that. That may be, there's a good chance. And it's still the second time I didn't say that. I like it, man. We love you guys, we appreciate you being a part of this, we appreciate you watching. Appreciate the questions. We get between, put them on the spot, between YouTube, Facebook, Instagram, emails, all of social media, whatever, how many show comments just in general, like messages, how many questions do we get a week, just like a big guess. A big guess, it's well over 100 for the whole week. I love it, man. Maybe a couple hundred, right? I want to bury him in questions. I want it to be 1,000. So we appreciate you interacting. He loves answering them. He's great. He always comes and picks my brain, hey, how should we answer this? Something we do together, something that we are actually like doing, there's a lot of companies that don't like answering your questions. They get annoyed when you email them, but we don't. We love it. It's fuel. It's excitement, right? Yeah, to know that there's a lot of people out there that look to us, that's a good feeling. Dude, you ain't lying, man. You ain't lying, man. Maybe they'll come hang out with us at this thing, man. Yeah, maybe. It would be nice if somebody hung out with us. Dude, we're going to have some good stuff here. If you're just now joining us, you've never heard of 8% Nation. I promise you, you want to be there's insurance, wealth, conference, focus on the mindset, the mission, and the moves to help insurance agents create long-term wealth for themselves and their families and their clients and all of it. So it'll be a fun event in Dallas at the Statler. Let's get some questions jumping in, man. What's up, what's up, what's up, Andrews and Lozmila Sanchez. Hope you guys are awesome. Enjoyed you to see you guys the other night, man. Enjoying to talk to you all just a few days ago. You're a good, good couple, man. I forgot to tell you, actually, Andrew, I got an idea for you. Shoot me a message on Facebook Messenger or text or whatever. I've got an idea for you. I really, really do. You'll appreciate this. So our first question for today is, how can I best manage my time as an agent? Ooh, and Andrew doesn't know I was thinking about him before the show started, like something specific, like no lie. So how can they best manage their time? This come up earlier in a conference call. We did two conference calls earlier for a couple agencies. And this came up. Time management, self-discipline, execution. I mentioned on a video, may remain out of that, if I didn't, I should have, Dylan, a video recently about, I feel like the number one reason agents struggle is they don't know what to do and when to do it. They don't know how to get in front of people, right? Which is why we're doing six-figure success on April 11th for only $47. You can go to codyaskins.com to sign up. So we've had sign ups like crazy. Duker may have to add more virtual seats to that. And when I did that video recently, I talked about not only do agents struggle to get in front of people, but agents struggle like successful people execute. And what I mean by that is they, everybody has ideas, right? Everybody has same amount of time. Everybody wants to be wealthy, right? I mean, I don't know who doesn't, right? Everybody wants to be, you know, the best looking dude in the world, all this stuff, right, fit, fiddle, but very few actually execute on those ideas and dreams. Those that do are successful. So when I think about how do I best manage my time, I used to manage it by not managing it. And what I mean by that is go and drink in water, go into the bathroom all the time, talk to other agents, like doing, play on Facebook, doing non-income producing activities. I believe in income producing activities, activities that produce revenue. The difference between successful people in this industry and non-successful people, it's what they do with their time from an execution standpoint. We execute here. Like if we don't, you know, what else will we do, right? So that's a big thing is execution. Those people don't execute like they should. So, what's up Pete? What's up, Sam? What's up, Andrew? Appreciate you guys joining, man. This one comes from a younger agent. How can I get older prospects to trust me despite my young age? What's funny is I thought this question a decade ago, I was 19, getting started in insurance business in college, playing basketball, made 117K in eight months, right? That's something I struggled with a little bit. If I didn't get the sale, I used to think maybe it was my fault, right? Maybe it's because they don't trust me. In reality, people buy, not based on age, they buy based on their trust in relationship with you. They buy based on your knowledge of the product and your ability to freaking shut down the deal, right? So when something like this comes up, I do not believe. Now, yeah, if you were financial advisor and you were trying to manage $6 million for them, that may be another situation. But when you're selling them life insurance, age doesn't matter. And it's easy for an agent to blame their age. But I promise you, it's your ability that's actually the real problem. I listened to Brian Tracy's The Art of Closing the Cell every single day as an early agent. And that got me, it got my skill level sped up to where my skill was growing, right? And when your skill starts growing, you start to get confident. By asking that question, that agent isn't overly confident in their ability to produce and to close, right? So they need to know more. They need some more sales training, some more product training. They need some more confidence. And with confidence, dude, I mean, I don't care. I don't care if I'm selling a $100 million annuity, like I have a ton of confidence in me too much. I'd say probably what's coming across, instead of them thinking you're too young, you're probably not as knowledgeable as you should be in your product. Exactly. And it's making you think that the person doesn't trust you because of your age when in reality, they may not trust you because of your knowledge or you may not trust your, you know what I mean? You may not have a lot of confidence in yourself either. So really good point. Awesome, awesome, awesome question, seriously. What are some common pitfalls I need to avoid in order to be successful? Common pitfalls I need to avoid in order to be successful. There's a big pitfall I feel like is floating through life, like floating through, like as an agent in your first 90 days, this should be a goal to submit 30 grand in commissions. It just should. Like as a new agent, first 90 days, 30 K in commissions. But most agents, they're like, oh, I sat with my aunt and uncle Darryl and whatever and now I've submitted seven apps, four on my own family, we're six, seven weeks in, and I've written three other pieces of business that weren't on myself. And it's like, there's no execution. They struggle to get in front of people, which is exactly why we're gonna address that question really, really well on Six Figure Success. It's a virtual live training again. We did call to close for three hours. This one will be a couple hours. You can go to Kodiaskins.com to sign up. It's only 47 bucks. And I'm gonna show new and struggling agents the formula, the system to make Six Figures. I know how to do it, I did it and I can do it again really, really easy. So, and I wanna help agents. That Six Figure Success is a great, great thing for new and struggling agents. It really is, it's perfect. I mean, for 47 bucks, it's less than, it costs to fill up my BMW with premium gas. My agency doesn't help me much in terms of training. What can I do to train every day? IWU, two things, no, no, no. Three things, three things. You've gotta have a product, you gotta have something to learn from. Insurance Wealth University, fantastic. Like, I've gotten two positive testimonials this week on our Insurance Wealth University over at Kodiaskins.com. Insurance Wealth University, 142 or three training videos now inside of it. I've gotten two, one guy said he watched it for 45 minutes last night and he was so jacked up and excited after watching this that he wanted to run through a freaking brick wall, right? So, have a product to learn from. Our Insurance Wealth University, our Call to Close, Mastering Interest Health Cells, like all our six-figure success, like all the things that we've put out to help agents, our content in general is free, most, a lot of it, right? It's just focused on helping people. The, I listened to Brian Tracy's The Art of Closing the Cell. Most people don't know that I went to a sales conference my first year up to St. Louis, paid like $300 and went up there for sales training because I knew I needed to know. So, learn and know, then role play. Then you got to practice, like practice makes permanent as they say, I like that better than perfect. Practice the role play and then repetition and then do it every day. So, that's the best way I know how to answer that. Learn, practice it and do those things every single day. A day that I go through the day where I'm not listening to something, reading something or watching something to help me as self-development is the day that I will let myself down and everybody else down. There's something else that we said, if you make sales calls, record it, listen to it again, you'll figure out what you're doing. Fire! Dude, drop the bomb, Dylan. I like that. Dude, that's good, man. It's kind of fun how it's kind of following the co-host, too, like I'm always just sitting back here from a whiteboard, you know, dancing, singing, whatever. This is, you know, a little different dynamic. Maybe you don't dance and sing, but this is, you know. When the cameras are off. Yeah, when the cameras are off. You may dance and sing next week, so. If we, and you know what? If we get, if we get, what do we have? If we get, if we get 100 questions on this video, the boys, the guys may help with this, too. Oh no. Duker's gonna have to salsa at the start of next week's show. You like that? I don't like that. I'll do it. Come on, you can salsa. Thank you. You gotta show me. That's not very good. That's not very good. That was pretty good. But he'll salsa better next week. Yeah, we'll have to have somebody train me. I'll do it right. All right. All right. How can I tell if a customer is going to waste my time? Okay, the best way I know, because a lot of people would say, well, those that would like say they're gonna shop or not buy today, you know. That's not true, because I've used those as a challenge. But how I can tell that someone is not taking me seriously. And there's a delay from our live feed. So I'm just now watching me dance in the camera now. Is, I look ridiculous. The other thing, one thing I can tell, if they are not engaged, I know it because I don't have their full attention. For instance, the TV's on, they're not listening. They're not at engaged. They're not asking questions. They're not listening. They're not responding. They're saying I don't know a lot. They're not engaged, right? The best way to get someone engaged is, John, do I have your full attention? Like I need it because I promise you the next 30 minutes is gonna be worth it. But I have to have your full and undivided attention. Do I have it? The TV's on. Like my philosophy is lose the cell on my own terms. If the TV's on, John, hey, can we go and mute the TV and turn it off for a little while? Is that cool, buddy? Right? That's a nice way to ask, right? Or hey, I'm having trouble here. And I keep listening to Jerry Springer over there. Can we mute that and turn that off for me? That'd be great. I really appreciate that, right? Lose the cell on your own terms. If the customer's unengaged, it's a waste of time to move forward. Like, I don't care if you gotta smack them in the face. Like get their attention now. It's a waste of time, man. I mean, that's actually one of the better questions we've had, because it's a little deeper dive. Most people have no clue of anything about. Like that's good. Right. And they're not wasting your time by objecting. Use it, like usually whenever they object, it means I wanna know more or tell me why. Yeah, yeah, yeah. Dude, please. Please object. Like please give me an objection. Please tell me you're not gonna buy today. Please give me some type of challenge. Like if it's too easy, I'll make the cell and I'll leave it be like ugh. That may not stay on the books long. Right, yeah. Or that's not gonna be, that's gonna be actually one of my worst clients. Because my best clients were the ones that were the toughest to sell. True or false, guys that are watching. My best client, my best clients were the toughest to close. And the ones that were the, my worst clients were also, a lot of times my smallest cells. Yeah. Like, they just don't think that way. But it's true. It's because they bought without knowing what they really purchased. Yeah, they were just like, they just did it. Like I'm like, I didn't even get to spit in a game yet. Right? Like the next average, even an average age you could come close this person, that worries me. Cause I'm like, there's some where I'm like, I should have never got that cell. I'm glad I've been cell training for a decade. Like I freaking put in work on this one. And nobody else is closing that. And then I leave it. I'm like, that client's there for life. Like dude, no one's getting that house and closing that client after they told them, hey, we haven't let someone touch our bank account for 40 years and you're not going to touch it either. No one's ever drafting money out of our account in the last 40 years because we had an issue and no one's ever going to do it again. Right? And then I closed that client. I walk out of there with their bank account information. No one else is doing that. Like they just had an agent, that even that appointment, they had an agent there at their house the week before. Get, you think he got the bank account information? No. So I'm like, that's the kind of freaking, that's the kind of appointments I want. Like, I want to leave feeling like, right? Yeah, you don't know I'm talking about that. Whenever you have a client where you feel like, okay, they're wasting my time there. You know, they're not going to buy. How do you make one last ditch effort to make it like, okay, either you're going to go or I'm going to leave? Yeah, I ask him a question. You know, hey, do you have any interest in what I'm saying? I'm here trying to help you, you know. I realize this isn't the funnest thing to talk about, but I'm here to help. And I'm going to help the best I can. Like, right? Like you're going to, in an hour, we're going to be best friends, you're going to be happy I stayed. But you know, you've got to want to hear this. Do you have interest in what I'm talking about? That's direct, bro. It's cold, man. That made me nervous. Most agents won't even do it. Like if you can't do that without feeling nervous at all, then you should be training a lot more. That's the thing. It wouldn't bother me to say that to freaking Donald Trump. Like it doesn't, I don't care. Let's take a look, see if we got any live comments going. I love it. I love it, I love it. Oh, Matthew wants to know if I'm going to do a hot or a mild salsa. Yeah, hot, baby, hot! Fiery, fiery. Taco Bell style. And Derek says, when did you realize paying for training and conferences were going to make your business grow? Because the top agents, back then when I first started in the business, I got two answers. When I first started in the business, the top agents were paying, they were paying, I love the salsa bowl too, paying to improve, right? Hot, baby, hot! They were paying to improve. The top agents were paying to improve. I wasn't at the time. Now I've spent, most people don't know this. I'm in a coaching program for over 25 grand a year. I spent 15 grand on tickets to be front row at 10x growth con two. I went back to 10x three. I went to a business weekend retreat to grow and learn for three grand. I went to a mastermind and did the whole private plane and all that, right? Dude, I'm constantly freaking soaking it up. I truly believe that success leaves clues and that there's a system for everything. And if I can just, and most people that go to events and conferences and they're like, all right, I didn't learn anything from this guy, so be it. I want one, if I pick up one nugget that jacks me up and that I use, right? We're building a coaching program behind the scenes right now for me to help people grow, right? I had a call with somebody last night. They told me that their business, they worked with me on coaching lives for three months, right? For those three months, their income grew. At the end of those three months, they told me that Cody, after those three months were over and we stopped working together, my income went down. Can you coach me again, you know? And so I'm a firm believer that bouncing ideas off of, having people to bounce ideas off of, having people to get ideas from is so super valuable. Most people never think like that, never invest enough money or never do anything to, never do enough to really take their game to the next level. We get compliments, you know, for what we do, but my potential is so much freaking higher than where I'm currently at. It's not even close. People, if you're not in an uncomfortable situations, I was in an uncomfortable situation earlier, right? I spoke to, I won't give her name or specifics, but she helped put on the Agent 2021 event for Gary Vaynerchuk, right? And we had a call together. And I'm telling you, I was a little uncomfortable. Awesome. Because I was doing something I needed to be doing, right? I was moving the mission further along. I was, so. I love it when we get in some questions, we start having some fun on Q and A. Dukers, you know, practicing his salsa in his head for next week. I am. Andrew says, you can't see the picture inside the frame, having someone help you to stay accountable is super important. When we're left to our own devices, we contract. Yeah, there's no doubt. It's bad. I mean, it's sad. It's the case though, it really is. He's so right, which is why I'm thinking about some of the stuff I'm thinking about for him. Yeah. That's what we got. All right, salsa again? Yeah. Are we getting enough, are we getting the comments rolling yet? They got to pick up to get to 100, huh? Oh yeah, I think I'm safer right now. Oh, he's calling you guys out, man. I love it, I love it. Every Wednesday we do live Q and A. Dylan, we got to get a graphic or a video up for, you may have a graphic, do you have a graphic for the Six Figure Success yet? I know it's on the YouTube channel. Go to our YouTube channel. It's our main channel header. Six Figure Success, where I'm going to focus on helping new and struggling agents learn the prospecting systems to make Six Figures consistently. Instead of sometimes they do well, sometimes they suck, right? So the reason people fail is they struggle. Agents don't know how to get in front of people. I'm going to solve that problem on April 11th. It's a two hour live in here, April 11th from next, it's two weeks from tomorrow on a Thursday from five to seven p.m. central time. You can go to Kodiaskins.com under events. You can sign up for that event. It's $47. We're expecting about 100 people to be a part of that event. So. And we'll have another e-book for them. Yeah, 30 page e-book. I'm talking for $47. I'm going to give you so much value that when you leave, like last, last three hour, Dylan, the last three hour live we did, call the close, there was fire emojis, people getting jacked up, excited was popping off at the end of those three hours because they saw how much value we gave them. I cut the price in half and we're doing, focuses on six figure success for new and struggling agents. It's all about prospecting. So about getting in front of people. It's some of the secrets that I've learned about how to close deals. Like if you pick up one thing, it was worth 4,700 and you paid 47. Yeah. So make sure you go to Kodiaskins.com to sign up for that. We got another, that's the, that's the, that's the six figure success. We have another, I don't even know what we're gonna call it yet, a private coaching network that I'm putting together to focus on helping people grow their agencies, their teams and themselves, right? It's gonna come with a couple, couple of coaching sessions a quarter. If you have questions about this, reach out a couple of coaching sessions a quarter. It's gonna come with a quarterly virtual mastermind with a celebrity co-host. It's gonna come with a access to my cell phone all the time, whenever you need me. It's gonna come with a private mastermind, 8% nation, couple free premier tickets. Like it's gonna come with a lot of stuff focused on access, growth and being a part of a network. Like if you want access, if you want to grow, and I'm not talking like height-wise, you know, unless you're 14, and have access to a network of people that are some freaking power players in this industry and meet people that are gonna actually help you, then you'll want to be a part of that too, so. That's not even up yet, but I don't even know where, I may be like, I don't know what we're gonna call it, but it's gonna be sick, so. We have something else jump in there? No, I'd say Andrew's still. Nice, nice, nice, nice. All right, thank you guys for watching. Dylan, anything, you good? Duker, thanks for watching. Wednesday's live Q&A. Everyone's gonna get two. We don't have anything tomorrow, but then Friday, we got 8% club at two. We may end up moving the time of that show on Fridays at two, because I've moved my Spanish class to Fridays at two, not this week, starting the next week, so the guys didn't know that, now everybody knows at the same time, so there you go. Thanks for watching. Thanks for being with us. I want you at the Six Figure Success April 11th. If you're in Dallas, we may be there April 18th doing a free live training in Dallas April 18th. We'll let you know about that as soon as we release it, so appreciate you being on. Have an awesome week. Thanks for the questions.