 So in today's show the five tips to become the best sales person ever on planet earth period boom. There you go Let's do that. Come on. No, man. Let's see what you got for us. Cody. Let's do it. Well. Thank you for having me man I love the show. Love you guys. We've been hanging out for the last few days It's been unbelievable. You guys are amazing hilarious crazy And and super caring, you know, and what you're doing is special. Okay, so those listening keep listening Okay, I would say tip type tips man tip number one and I know Roger appreciate this understand the value is in the relationship Like the relationship piece of what we do is always the most important thing I mean, we've been we've been hanging out since early 2017 four years now. Yeah Simply because we both invested in the relationship early on not knowing any, you know, I any idea where it would lead Mm-hmm. We just knew we both knew that that, you know, the values in the relationship You guys do an amazing job of investing in your people from a relationship standpoint, right from a sales standpoint If you're an agent listen, right? That's what you probably are I mean you the whole point of the cell is to build rapport find common ground get someone to know like and trust you like That is the piece man. So it all starts the cornerstone of every cell is the relationship What are what are some ways that you found over the past? math is hard this early in the morning, but Let's call it 11 years. Sure. Yeah. Yeah That you found are like some great or great ways to build the relationship Or even maintain it kind of throughout the sale and after yes I feel like the best way to build rapport because everybody was asking like okay You say your rapport is important And I'm like, okay, the best way to build rapport is to ask good questions and then shut up and listen Shut up. Shut up. It really is right. Yeah, if you didn't see on Instagram Then you gotta go follow me at Cody that askings on Instagram Yeah, it's it's that piece right like it's that's that's that's where it all starts but I always build rapport by Listing the people like so many people want to talk. I hire salespeople every single week And then like dude, I got the gift of gab I can talk to anyone. I'm like, holy crap. You're cursed It's not good man like the best salespeople talk the least Yeah, the best salespeople ask the best questions and then they listen and then they formulate their solution around the answers That's right. Yeah, so I mean when when Cody and I When I first met Cody You know, he was doing YouTube videos on his back porch on sunny nights I gotta bring it back a little from their their place and he's just doing videos lives, they were mostly live Oh, it's like YouTube life and 1215 people on there listening and I was like, who is this guy? What is he doing? You just kept doing it So Cody, I think the thing that I appreciate about you the most is that you've invested in continuing to give value constantly by putting it out there and That's created a lot of relationships for you by you giving value and showing up and Showing up and showing up like you're always showing up And so the the the moral of this whole story is when you're in in any type of sales It always starts with what can you do for them? Not what they can do for you right and if you lead with that it's always a win So sure, that's one of the big reasons why we have done what we've done from a YouTube standpoint is because I've known right even when we had 351 subscribers in in the first 365 days and dozens of listeners dozens That as long as we kept putting out the content that we would be able to help Tens of thousands if not hundreds of thousands if not millions of agents one day It's kind of like insurance man like the people listening like life is gonna get really good You're gonna help a lot of people you're gonna make a lot of money You're gonna change your family's future forever create a lasting legacy. That's unbelievable Unless you choose to throw in the towel and quit. Yeah. Yeah. Yeah, and and we'll talk about this in a bit But that's where the idea kind of for your 8% That's right nation came from is that I think you said the stat is like 92 percent. Yeah of insurance folks Just decide to go for a year in the towel. Yes And if you were like, man, you know, I Only am getting X amount of views on this YouTube video. Like, you know, no one's watching my stuff I'm just not gonna make any more videos. You wouldn't be at 30,000 subscribers on your YouTube channel You just got to keep going through it and learning and and you know, I think we've talked about this this week I've just like looking back at your first YouTube videos and like oh my gosh Too much you're producing today, like, you know, but the content the value was there And you just got to keep doing it in the same way for our clients The value of the products we sell. Yeah is there and it's there for their family when they're not there Right, you just have to keep getting out there every day believe in your product and have the conviction And build that relationship one thing that uh, coach Burke said this week that I thought was a great kind of Of overcoming an objection is oh well, I already already have insurance. I have an agent Okay, well, you know quick question You know, I'd love to be your agent. When's the last time you talked to your agent? Hmm. Oh, oh, it's been a while. Well, you know all my clients I'm reaching out to regularly like when you have me as your agent I'm your agent but I'm your like life agent So you're gonna hear from me regularly I'm gonna check in because you are valuable to me. Our relationship is valuable And it's not just this product that I'm using to cover your family But it's also our relationship to make sure that, you know, you're doing well You know, he really focused on this piece that we're talking about the value Is a relationship to overcome, you know an objection like I already have Yeah, you're not just saying it you're doing it, you know, I mean even the whole Even the whole youtube thing is is a lesson for the agent listening Like I didn't know anything about doing it. I wasn't any good. I'm stuck And I'm still half as good if not 10% of the I was good as I'm gonna be, you know But I showed up and did it anyway and didn't get lost in all the details Like I have this new phrase I coined when I was on my Texas training tour speaking of 600 insurance agents Well that registered, I don't know, you know, that made it actually show up But on that tour I talked about how details delay Right details delay. I'm learning that from you, buddy The more you think about all the things you got to do The less like you are to go do them, you know, so Yeah, I mean the amount of agents are like, well, I have to perfect my presentation And I have to buy the perfect leads and then I have to, you know, leave at this time every day like Just get out there and do it Get out there and do it never never never gonna be perfect for context of Austin's comment about coach burt We are here in beautiful Nashville Tennessee this morning on a beautiful sunny day It's blasting in here. It is and it's crisp and cold outside We're in a little bit of a snow. I don't know what to call this Looks like you're motherland Yeah, it looks like Canada on a bright, you know, February day But we're actually in Nashville, Tennessee And we're down here at coach burt's personal interest boot camp and then we stayed on for sales mastery with this guy Thanks for asking coach burt And so that's that was the reference point there and it's been an incredible Incredible three days We're gonna have a podcast as well. Yeah, and so we're investing in that relationship too, you know, and and again back to our back to our listeners The relationships of the people around you and your organization if you work with a group if you work with a team Lean into those people who are producing lean into those people who have good character who work hard who show up who You know make things happen every week when things get tough They put their you know, they they lean forward not lean back Those are the people you want to lean into when when it comes to your client relationships Lean in how can I serve the client? Who else in their families can I serve like understand that the value is always in the relationship? Um, I can't stress that enough. Yeah, I think that brings us really well transitioning to tip number two if I may Oh, yeah, go for it is to invest in training You're here investing in training. Yeah, um and the relationship. Yeah, I've personally been to a numerous amount of Events conferences retreats. You're so modest like in everything you do Cody. You are so modest I'm like, yeah, I've been to quite a few training. I spent some spending a few dollars on you know, investing myself The amount that you've invested in yourself is insane to me. Um, it's it's gotten you to where you are today Thanks, buddy. I've been thinking about okay How much has I've actually invested like the last three years because I've seen everything change the last three years Like the last 36 months have been life altering And I've probably invested close to 350 thousand dollars just in me. I'm not talking team. I'm not talking ads I'm not talking a conference. I'm not talking anything else. I'm not talking. I'm not talking the holy smokes I'm not talking the 50 grand a week we spend on staff I'm not even talking about that. Yeah, like I'm just talking about All the things I'm doing hiring coaches going to $50,000 masterminds paying $21,000 for conference tickets like all the $25,000 for coaching programs like all this other stuff because As I heard one of you say last night We are Our most valuable asset. Yeah. It's us It's us. Yeah, you're you're your biggest potential You're your biggest asset god gave you unique giftings and abilities and if you don't realize the the opportunity to invest in that and Well, I mean you could you could go with gamestop Right, you could go with AMC Like we're all gonna get rich. Let's do that. No, and you see what happens It's up and down right it continues to go up and down But when you invest in yourself when you invest in yourself You get the highest return every time every time 25 years ago when I was first exposed to this idea of sales sales training conferences Um, I was invited to go to a business seminar and I was blown away. I was blown away by the speakers and um We're going to talk about maybe one of your guest speakers coming up on the 8% virtual Yes, that that impacted my life less brown. Yes, and uh, I got to see less brown give his talk on It's not over until I win and I got goosebumps right now. Just saying that okay like right now Just saying that title boom. I mean it was powerful I mean there was a thunderous standing ovation at the end of that thing that I will never forget I never forget it. I lived in that moment. It was etched And I spent we spent probably 300 bucks then for rosemary and I to go to that On that was the tickets and then we had to get hotels and food and the weekend And you know like it was it it wasn't easy to make the decision to go I didn't know what I was going to get but I went and I was just blown away and ideas were planted Experiences were had that I will never forget and it was the impetus to launch the career, you know, and I started investing myself. I was putting about 60 bucks a week into audio and uh, I was putting another 150 to 200 bucks a month going to seminars every month I would go to a seminar and we were driving four or five hours away to go to these things For training and I was doing a book of the month club then and you know That's where I started reading some of the the great books that that I've I mean I've got my shelves are full of them And then it's overflowed into the office. Yeah, so But these things are life changing and when you realize that you are your biggest asset Do not skimp on that man. Do not put a price tag on that But yeah, man invest in training and I know some people like we go to college guys for four years Right, we rack up hundred thousand dollars in debt And then you spend the next 10 years trying to pay off your student loan debts And you think is it applicable when only 27 of the college graduates have a degree in the area of their study Only 27 62 of them don't even have they have 62 of college graduates have a job that doesn't even require a degree And yet this is the system that we're in So what training can you invest in here in in this business? Because if you're listening grow to you in this industry totally Right. Well, what can you do to invest to accelerate your growth man? And What's what some ways that they can invest cody? Yeah, I mean, uh, well immediately for free well march 5th and 6th We've got eight percent virtual at eight percent virtual.com the number eight percent spelled out virtual.com Less brown as you mentioned. Just man. I was really excited when you announced that just released. Yes Thanks to roger you you helped Get that ball movement. So thank you. Awesome. Okay, uh roger short. Who's your, uh, you know fearless fearless leader here is In chris ball are both on it. That's fantastic, man. I'm excited about it. Yeah, uh, brian tracy sells legend Oh my gosh And one of one of the foundations to your sales career Totally My first book I ever picked up sales wise was the art of closing the cell By brian tracy. I used a lot of his training techniques from that audio book And that ship changed my life. I was able to interview him recently and It was so surreal like i'm sitting there just getting goosebumps listening to the guy like why am I talking? Why am I asking any questions at all? Why don't I just shut up and listen to this dude? Like you know that when you're in the presence of an expert like that's what you do, you know, you just you're just like You just sit there with like your mouth open and all you're like, oh my gosh And that's how it felt for me. It was it was truly one of the coolest moments of my career Yeah, it was really good. Hey, if you enjoyed this I got another one. You're gonna love it's right there click on it See you in there Boom. Hey, I get asked a lot man. I say, hey, how do you continue to level up yourself? I had someone earlier on zoom say dude. I'm thinking about I'm about about to make six seven hundred thousand dollars this year I don't want to get complacent Well, you start making a lot of money