 Welcome back to Interest Asian Training. And today, I'm gonna train on a topic and talk through a topic as we start to think bigger for 2020, start to challenge each other as we start to get you to another level, okay? Every Monday, we come up with a topic and an idea to help you be a better insurance agent. I'm committed to helping you succeed. And in 2020, I believe it's the year to think better. So my topic for today is I believe, okay? And it doesn't matter if you believe me. It only matters that I believe it, right? Because if you have an idea and you believe something, who cares if your family believes you or not? It's your idea, it isn't theirs, right? I believe I could go out in the field, back out in the field. And in 2020, I believe I could write a million dollars by myself in one calendar year. How would I do that, you say? Okay, so let's just say that I averaged a thousand dollars of AP per cell, okay? So doing the math, I need 1,000 cells if I'm selling like life insurance, for example, in one calendar year, okay? You divide that by 50 weeks. Let's just say I took two weeks off because if I'm gonna write a million bucks in a year, I'm probably gonna get tired along the way. Would you agree? Okay, that's 20 cells per week, okay? So now let's reverse engineer this math of how I believe I could go out in the field, generate a ton of leads, hire some appointment setters, and actually make a million dollars in a year by myself. And I'm surprised that it's not being talked about more. And here's why. The reason I believe that it should be talked about more is if you divide this and you divide it because you come up with a bigger number, okay? You need 20 cells. If you divide it by a 60% close rate, which in my case, and we're talking about me, is very conservative, okay? But I wanna use smaller numbers so you don't feel like I'm just making stuff up, okay? So let's do some math. Let's take 20 divided by 60%, okay? And it brings you to 33 sits per week, okay? So when that happens, I would need to sit down with 30, what I'm saying is if I sat down with 33 people every week, it don't even sound like that many, by the way. Like I'm getting excited just thinking about this. But if I went out and just spent all 2020 trying to make a million dollars selling insurance, I would lose money, okay? So I'm not gonna do that. But I know I could, okay? So 33 sits a week. And let's just say that I'm gonna take it divided by 60% again for a sit rate. For example, if I set 10 appointments, I'm gonna sit with at least six. Now, again, I'm being very conservative on purpose. But I was working with an agent, I was coaching an agent that's gonna do 400 grand in 2020 and I was coaching him during our sessions and that his numbers were 60% sit rate. So that's what we're gonna use, okay? 33 divided by 60%, okay? Now that brings us to 55 set appointments per week. Okay, 55 set appointments per week. And that's not a massive number either. It's 11 appointments five days or it's 10 appointments five days and five appointments one day set. That's like a Monday through Friday, half a day Saturday. I get a day and a half off and I go make a million bucks, right? Okay, so let's take this a step further. You're like, Cody, I get the math behind it. Now, how would you execute on it? Okay, you still with me? Cause I know you are, cause you probably wanna make a million bucks in one year, right? Okay, so let's leave this, but let's add, let's add some additional thoughts to this, okay? So let's just say, let's just say that I typically, let's just say that I need 55, I need 55 and I may have to get another marker in a second, I'm not sure. I need 55 set appointments per week. Okay, thank you buddy, nice. Okay, making million bucks and catch markers all at the same time, okay? So if I need 55 set appointments per week to make a million dollars, that's a good marker, okay? How would I do that? Cause that's the only part that really matters. Like the most important number you would say is the million bucks. Actually, it's this number. If I do this every week, I make a million dollars, right? We just walked through the math, it was conservative math. And that's not even that much, that's not that much, okay? I'm gonna take it a step further. Let's just say that I have a, when I buy a new lead, I have a 40% appointment set rate. So if I got 10 brand new, fresh, high quality leads from Secure Agent Leads, I would personally set four appointments. You've seen it on video, I've done it all the time, right? So let's divide it by 40%, okay? So 55 divided by 40%. 137.5 is the number of leads that I would need per week. New, fresh leads every single week. Now let's just say that those costed me, let's just say that, and then this could vary, okay? This could vary. But let's just say that they costed me 137.5 leads, and let's say they costed me 20 bucks a piece, okay? Times $20 each, what's that math? That's $2,750 per week in lead cost, okay? I'm shocked no one's done this, by the way, okay? Now, let's take that over 50 weeks, times 50 weeks, that's $137,500 in lead cost. Lead cost in leads for an entire year, for 2020. Most insurance agents fail. Most insurance agents never make this amount of money, and I'm talking about spending this amount of money just in leads, okay? You still with me? However, I can't set 55 appointments a week by myself. Correct, okay? So we want 55 set appointments. We need, we want to spend $2,750 a week, we need an appointment setter, okay? So let's just say that, let's just say that I hired an appointment setter, and I paid them, let's just say I paid them, heck, let's just say I paid them 20 bucks in appointment, okay? And let's just say that, let's just say I needed two appointment setters, okay? Let's just, I mean, you could say you need three in case one's sick, that's fine, whatever, okay? But let's just use two. And they each need to set, they each need to set, one needs to set 27 appointments, and one needs to set 28 appointments, okay? Okay, which brings us to 55. And let's just say that we paid 20 bucks a piece per appointment, all right? 540 bucks, 560 bucks, that's easy math, okay? Those two numbers together, $1,100. Okay, 1,100 bucks, plus we've got this cost. So we've got $1,100 per week for appointment setters. You say, go, this is a lot of money, well, you wanna make a lot of money, right? Okay, so add those two together. You got $3,850 per week, okay? That is times 50 weeks, $192,500. Let's just call it 200 grand, okay? Let's just call it 200 grand. If you had the system and the blueprint, and what you do now, all you need is just, you gotta spend $200,000 in appointment set and leads, and you need to have 55 set appointments per week to make a million dollars. Would you do it, okay? Maybe a million bucks isn't your number. I believe I can go back out in the field right now and make a million dollars in 2020, all personal production. The point of this video is what is your number? For 2020, I wanna challenge you to think bigger than you ever thought. I wanna challenge you to do more than you've ever done, and I wanna challenge you because I believe people get complacent when they're not challenged. I wanna challenge you to get off your butt and go do something special in the year 2020. Hey, if you like this video about making a million dollars in the field, then I know that you'll love these two videos right here, okay? Psychology of client objections and how to overcome objections during the holidays. Click on one of those videos, and I'll see you there.