 Today is how to scale to a multi-million dollar insurance agency right? I've personally scaled insurance agencies multiple to seven figures multi-million dollars right? I've also helped other agencies and agency owners scale their companies to seven figures multi-millions even eight figures using this exact formula so I'm gonna walk you through how I think because I'm a steps guy I'm a system guy I'm a formula guy I believe that there's I believe that there are repeatable processes that other people are using and doing that we can learn from to then also do right? So when I think about scaling an insurance agency a big one man says insurance agent training and we're gonna drop it like it's hot today not only a target you have to have a target if you don't have a target it's stupid it is dumb if you do not have a target if you don't have something in the future that you're shooting to hit then what the freak are you doing right you are floating through life and you will be a loser just will right so target what is your target and what does it look like what is your target out in the future right I got a bunch of massive targets and you should have a target when you think about a target think about thinking big man think about that target being bigger than you bigger than life whatever target you implement it's typically too small so make it bigger right also it comes down to being ultra creative when it comes when you think about being creative I think about thinking big because what happens is I say it from stage all the time when I speak and everything else when I have a target that's super massive right a goal in the future what happens is the bigger the target the more creative I become right so when you think about creative take out money right if money wasn't an object right if knowing something wasn't an object if having access to something wasn't an object right if figuring something out wasn't an obstacle right that's where you start to think big because you start to force yourself to think about things that you wouldn't normally do that's where thinking big comes in it's being creative right because you got to find ways and ideas to make this target a reality right also what are the steps what are the steps one you guys see me I'm always using steps one two three four five six seven whatever what are the steps for you to hit this target do you know what they are right and I'm talking make them tough the tougher they are the better steps they are most people never scale and never set a big enough target and not creative enough and they never think about the steps in detail enough and that's why they fail because they're too lazy to implement tough stuff they're just lazy right they're just lazy right so steps what are the steps that you need to do that and then what can you do to implement those steps what do those steps look like and what can you do to implement them right what are things that you have to do right away to implement those steps if one of those steps is generating a thousand leads a month hypothetically right what do you need to implement to actually check that off your list and make that a reality how about catching the marker in the middle of the show right implement what do you need to implement what are the steps and what do you need to implement to make those steps a reality right how do you do that what does that look like right and the big ticket that makes people scale is long-term consistency obedience in the same direction for a long period of time as coach burt would say right he's speaking at 8% nation this year consistency is key obedience long-term obedience in the same direction right and you'll continue to grow and scale it'll make you think bigger right so if you want to scale a multi-million dollar insurance agency while we're on insurance agent training today target what's it look like what is it right creative force you should have to be more creative right now than you've ever been before i used to tell myself cody you ain't creative bro i was wrong i'm pretty creative right thank big come up with ways but thinking big and having massive targets forces you to be more creative than you thought you could be what's the steps right what are the steps look like you got to detail the steps and then you got to do whatever it takes to implement those steps to make them a reality right and how do we create have long-term consistency long-term obedience in the same direction is key how do we make all of these things whether your target is you know hey i want a thousand clients right you're thinking too small garen freaking t maybe it's i want a thousand agents right you're still thinking too small that didn't even that hard right or maybe you're like hey i want a company that does 10 million in residual income that's pretty good right in residual income that ain't bad right so what does that look like how do we break that down and how can you start to think about scaling a multi-million dollar insurance agency you have to believe in yourself right you have to believe and making that a reality or the chances of you making it a reality are really slim because when everybody else when you say something big and you have to throw out a huge target and everybody says hey that's too tough all your friends are like dude you're stupid right and your family is like won't you just get a real job right but deep down you know that you've got it in there right and you got the ability to make it a reality right so these are some steps the first thing is gets you thinking bigger about having an actual target at some point in the future in place that's what we do on interest agent training we come up with ways for you to scale and grow we give you training pieces today's about hey i want to scale an agency right maybe maybe you're a pnc agency right maybe you're a pnc agency dude and you want freaking 10 million in residual income whatever the case is right there's steps to it you can break it down and you need to think about what do i need to be doing hey everybody wants to scale a sales team one of the toughest things that you can ever do is scale a sales team from just you right because everyone wants to do three things everyone wants to duplicate replicate and scale a sales team so today i'm going to be talking about the sales team secrets of what how we have 20 sales people in house now and some of the things that i've learned on how to actually do that and scale a sales team okay because specifically when you have a sales team what you're looking to do is to have other people that can help you grow and grow a company through utilizing other people the number one thing people struggle with is taking their sales ability because everybody starts out right if you think about the progression everybody starts out as like okay i'm a sales person right then you've got to then you've got to grow into being a sales manager and then eventually you want to grow into actually being a good CEO or business owner and i was always really good at this i struggled to get to the next level then i've gotten a real to where i'm really good at this as well phenomenal at it i'm going to talk through some of the secrets if you pay attention i might have a free bonus at the very end for those that make it to the very end of the video and also now i'm trying to become a really good CEO in business so i'm not in the weeds as much as i used to be right so that's the that's the stair step or the progression that a lot of people see once they want to grow a sales team or they want to grow a business or they want to get out of just being the only sales rep that's doing the thing okay now today the the process is and i'm going to talk through each one some of the things that we look for recruiting right you have to find the right people the right talent people that can consistently deliver results day in and day out right and find the right people very difficult okay once you find them how do you hire them what are some of the questions that you ask after you've actually hired them what is their day today look like and what should that look like and once you have their day mapped out how do you consistently train them ongoing forever so that they're constantly improving and then it's just a cycle right then it's just a cycle of continuing to do this and what we've learned when we're looking for the right people is we'll put out an ad and we will try to find the right individual that will actually respond and come in we want to talk to them on the phone we some of the things that we'll check yeah yeah we'll check the resume you know to make sure they can spell right or that they actually have some sort of experience or we don't want to hire a janitor who's never had sales experience right or we don't want to hire right you get the idea okay once once we look through the resume we will then go and actually check their social media which is also extremely important because I don't want someone that is putting a lot of stuff up on social that would be a bad representation of me and my brand or that I may not actually agree with right or our core values maybe don't align okay which isn't good and then after that you've after social then we want to actually um meet them you know so we'll call them we'll have them come in Andy will he'll actually sit down he'll ask him some questions what are the main questions I like asking when I'm doing some actual hiring right once I'm actually hiring is I want to see if they've done any research and I may not I may not be doing a webinar on this in the near future where I go in depth for two hours right I want to I want to know did you do any research on our company what do you know about us if they show up for an interview and they know nothing about us is different if they're a referral and they're hearing stuff from the person that's referring them but if they don't know us they're not referred and they just hit up on indeed and they're not actually doing any research that lets me know that they may be lazy because they don't even care where they get hired right they didn't do any research they're not here because we're special they're here because they just want a freaking paycheck right so what type of have they done any research okay also I want to get to where I'm hiring the right people so I may have them do some type of assessment and I'll have them go through at least two interviews maybe one with a COO and then maybe one with a COO and directors or maybe me okay and but that assessment tells me if it's the right individual for the position okay because what are you looking for when you think of a salesperson what are you looking for you're looking for someone that's driven right someone that's a self-starter someone that's reliable someone that's coachable and someone that will put in the work and will focus and work hard and listen and do what you say when you say to do it I feel a lot of people struggle with some of those aspects okay so I'm gonna make sure I'm actually once I'm finding them I'm hiring the right people okay once I'm hiring them then I've got to put a plug them into the day-to-day operation right so what does that look like well you know what you need to be doing some type of shadow day to where they're actually learning the ropes and watching other people you need to have them introduce themselves in front of the team and have the other the other team members provide testimonials right and then you need to get to where they need to get to where you're actually explaining the the core values and the things that are important to your company because what that does is establishes control from the very beginning I've learned when you're hiring salespeople if you don't get control out of the gate guess what they're going to take control later and once you give them you know you give them a bunch of freedom and then you want to take it back in two weeks it's it's hard to do that it's hard to reverse it right it's hard to do that in reverse so I want to establish control from the very beginning right so I'm that's why I talk about hey or you know we look people that are reliable you got to tell me you don't show up you may not work out right we're looking for people that are coachable my way works if you listen you'll make money if you know it all or if you have a ton of experience and you don't listen you don't do what I say guess what you probably won't make it okay and and if you want to make money you'll listen right and and I'll even let them know hey if you have a ton of experience at something else and you come here and you try to bring that experience here and and and you have more experience than maybe that I do and so you don't listen guess what it's never going to work out and then the actual work ethic of finding the right people that are going to put in the work every single day they're going to focus that aren't afraid to put in the work a lot of people are afraid to pick up the phone man the phone is like you know freaking 9000 pound gorilla that they don't want to you know pick up okay so that's where I look for those core values some of the things in our office that are minor but that are very important to me they're minor on a grand scale but they're valuable important to me right is is is we have a no negativity policy no negativity drama negativity right their dog had an accident they got in a car wreck their car you know their their computer blew up you know whatever right I don't want them you know they got in a fight with their spouse that over the weekend I don't want them bringing that drama or that negativity to the office right because what's the number one thing that is the most important part and it's a massive secret of hiring people in its culture your culture's got to be freaking energetic energizing fun to be around I want to be in that environment because it's unbelievable it's going to make me a product of that environment I don't be happy with my decision to be there right because anyone can work anywhere they want why with you okay why with you okay so that's why culture is extremely important after no negativity dude they're we have a no no lying policy I don't believe in lying ever to make a cell and that's that's an that's an integrity piece that's core value piece that's really important to me that you know what's important to you for for actually doing that for making sure that they are representing your brand the way you want to represent them at any point they're not time to move on time to get rid of them okay a couple minutes left until I give away the free bonus right next next is I don't want a bunch of cursing going on in my off in the office environment it doesn't sound good people could be walking through their interviewing right or my or family or friends or whatever or they're on the phone with somebody and somebody hears something in the background like it ain't a good look it ain't a good sound and it ain't okay with me okay and then after the day today then you got to get into actually training them and when you're training them we have trainings two times per day and here's what they do and here's what you need to do when we're talking about these trainings that are two times a day we have we have video training right video sales training we'll do some role playing and we'll do some energy right jumping jacks push up something if you follow my instagram at cody.askins you'll see some of that okay the actual video sales training is a big piece though we now have something called a ca sales system that is an insurance sales training platform 400 modules quizzes everything else that is meant to help a new rep or someone that's struggling gain some confidence so here's the free bonus as you're watching this you're thinking dude i want my sales team to be freaking stellar i want to have a superstar rock star sales team having a sales system for them to plug into is the answer okay so here's what i want to do i want to give you a free strategy call for us to discuss your sales team and how we can help them okay so do me a favor go to codyaskins.com okay again my full name codyaskins.com and there's is a in the menu click on sales system so that you can learn more about it and when you fill out that page saying hey i want more information about the sales system we're going to do a free strategy call so that we can actually show you how it can increase your team's production immediately you're watching the secrets right the secrets are you never want to be mediocre and you're like dude well what does that mean how can i avoid mediocrity which is popular in the insurance business i get a video on how to stop that right now click on there and i'll see you there who feels like they got some massive goals who's got those goals written down one of the things that i do is something called a daily