 What is up welcome to Wednesday's live Q&A every Wednesday 2 o'clock central time you ask questions We answer them we may not even we're gonna have to upload this to Facebook later because there is This just in we're not talking about the Cleveland Browns Facebook and Facebook is having a like an international outage right now kind of crazy kind of nuts So we're going to old-school baby YouTube only I started you I started YouTube videos December 28th of 2015 three years and Two and a half months ago pretty close to the day. Maybe tomorrow's halfway. I just made that up, but it's not good So we're gonna take it old-school. We're answering your questions live. We got a bunch of good questions We're gonna address answer. We appreciate the subscribers. We just hit 6,300 like last night or today like that Yeah, yeah, because I think I put up a post yesterday at some point like hey 6,299 it's kind of funny everything when I do check to like put up a post it ends up being one short That's crazy. So we answer your questions. We have a lot of fun with you guys. We appreciate you watching We appreciate the comments. We appreciate the love. We appreciate people like Sarah and Ricardo jumping in and Asking us some questions so that we can answer them so that we have Something to do with you every Wednesday at 2 you guys ready when you think of questions put them in Live chat if you're watching later after this is over and not live Make sure you put them in comments. We address them you I mean Out of them out of the YouTube comments that we're gonna do Q&A in reverse today. I'm asking him the questions Out of the YouTube comments that you get how many of them do you read all of them? Bam We read them all so get them in there get them in there. All right. Let's do it. What we got today Where do I find clients after exhausting my warm market and their market? Okay, and that's that's a great question because I feel like that's where you should start I really still believe that like your warm market is such value. You love them. You care about them. They have insurance They need insurance you I love that you're asking. Hey, I'm sort of a warm market now I'm gonna answer it in two ways. I don't think your warm market is exhausted number one and I'm gonna tell you why okay You need everybody every agent needs especially new agents. They need a rolling 100, right? What does that mean? Okay? I have 100 names when I when someone tells me no or they or I sell them I take them off the list or whatever right or just when we're just when you sell them either way But when you do sell them you take them off you add someone back on it's a rolling 100 because you say well My warm market is exhausting Cody dude. I went to Haruno last night and You know I had a waiter, right? I went when I when I go to I just went to I'm good friend I'm kind of getting friends with the manager at Dickies local barbecue restaurant because I love freakin barbecue, right? That's a potential warm market lead networking groups churches events basketball leagues one of our sales managers just met Someone a prospect and wrote insurance on them because they played basketball together two weeks ago. You see where this is going It's a rolling 100 Dylan make a note of that We need to do a video on that the rolling 100 because every agent rolling 200 whatever every agent your warm market It's always consistently growing and you should be thinking about those people because both the problem is most people think about their warm market Right, and they think well. I've got an aunt. I've got an uncle a grandma a grandpa my parents and my siblings That's it like that's only people that care about you or like you or love you like you don't friends or parents of friends or You know friends that have kids whatever right? There's a lot more to it to your warm market You also need to be considering addicts of people in your group that are real estate agents attorneys elder law Mortgage brokers like find referral partners that are good fits for you If you don't do PNC have a PNC as a referral partner that becomes a part of that rolling 100 But to answer your question. I gave you some good advice, but answer your question You got to get in front of people without leads you're unemployed, which is why you're asking that question You're struggling without leads You got to buy some leads you got to create your own leads you got a call You got a door knock you got to find ways to get in front of people. Those are a few more ideas You've always got a warm market though. I used to think the same thing I've got my warm market has expanded so much like my warm markets bigger now And it ever was when I first started as an agent. It just is so great question How do I avoid burnout? Oh Okay, I used to think that this wasn't a thing at all right and it's easy to say hey, it's you'll never get burnout It's not a thing Okay, even though I love what I do if I did it every day of the year for 365 days I may not burn out because I'm no candle, but I may I may like slowly fizzle out, right? I may I may not be as effective I may not be as energized and enthusiastic and as excited about my career, right? I wasn't on a treat with coach were to retreat with Coach Michael Burt and it was a treat I was on a retreat with Coach Michael Burt. He's speaking at 8% nation and He talked about how he always takes one day a week off of work to Take Saturdays off. He works so hard 60 plus 60 80 hours five days money through Friday and he puts it in he pours it in he stays Focused and then he gives his brain a brain a chance to relax because what happens is if you don't relax a little bit You don't give your chance to your brain a chance to like Kind of move past a lot of that or to reconnect and rethink you'll end up You'll end up being less creative and less excited. So he takes Saturdays. He does nothing like success Saturday I can't because that's dude. That's my day. He takes he does nothing Sunday so he uses is like a creative preparation thinking of big concepts ideas planning, right? But that's a work day, but he's doing it in a mental state When you do Friday physical Saturday break Sunday Mental workout, right? And and I'm actually learning from a lot of these guys that they take a little time off to really Get to where they are Fresh what you're most you're I mean, okay, something I noticed if I work seven days in a row all day every day And I've done it. I mean, I've had those weeks where you're like, you know Okay, I mean if you can work a hundred hours in a week, I did it right if you could I guess you could I've probably done it and by the end of those hundred hours I'm gonna be making mistakes that I shouldn't be making because my brain is exhausted. So Yeah, even though I love what I do I don't want to get to where a point where I'm like MJ and I'm in my prime and I'm like I'm I'm good man. Like I've had enough. I Don't enjoy it anymore because he went so hard for so many years man. He burnt out He burnt out and as much as I don't I used to not believe in that like I start to realize these big people Talk about this kind of stuff and it actually starts to make sense. It really really does so I think something else that you Kind of talked about in a video earlier this week was to hit your personal goals as well Do that stuff in the meantime as well and that'll keep you energized keep doing those goals You bring up a good point three things. I put up a post a while back about hey 2019 is the year of self-improvement There's three things that I want to do this year Personally, right? I want to just work out and get back in shape like Dude, I'm getting back fit, right? Yeah, you know what I was always small, you know, I'm getting fit I got my eight-pack back. You know, I'm working. I'm working out, right? Slowly so I wanted to get in shape and these personal things also Help you to take your mind off of work for a little bit and that's okay. That's okay I want to get fit. I want to learn Spanish and I want to learn and I want to get my pilot's license Learn how to fly a plane those three things I will do this year. I Committed to doing them Personal goals. You just said it a few minutes ago. I'm saying it now. I stayed all the time and Because I say it I put so much pressure myself dude. I can't quit like if I stop working out I stopped learning Spanish or I don't follow through on getting my pilot's license Cody's a hypocrite and you shouldn't watch my stuff anymore It's a good that's a good good idea though the personal gold man I mean it it when you use something fun, you know, it relaxes you when you get to go take your daughter to incredible Pizza or something right it kind of like it gets you in a it gets you away from work. You kind of like okay I'm re-energizing myself, right? Right Should I qualify a person's health over the phone before setting the appointment no Bam, okay. I will elaborate a little I normally elaborate. I almost didn't because I've said like gosh if you're doing it stop it I Mean the only way you could do that and get away with it is if you are one of the best on the phone in this industry I can get away with it. Should I do it? No, but can I get away with it? Yes The reason why not is most people aren't good enough to do it on the fly I Have a goal When I want to set an appointment I set an appointment when I want to make it sell over the phone I make it sell over the phone. Why why do I care? Right because what happens is What happens is most people will Say they have ten leads, right and you ask health questions And you get really detailed and you make sure that when you go to appointment It's a really good appointment, right and say you set one appointment of every ten because you don't want to waste your time I'm going to set five out of ten I'm going to waste some of my time Say two of them don't show up, right? Say two of them don't show up. I'll use bad numbers. Say two of them don't show up That's that's bad. That's 40% no show that sucks, right? That's unlikely, but whatever I Sit with three I'm gonna sell at least two You sat with one So I'm a big I'm a big believer in numbers Pure numbers. I got an agent emailing me right now About PNC and about how to get more quotes and like breaking down their numbers of PNC and stuff and I'm a numbers guy if I'm gonna have a better chance of getting in front of more people That's all that matters in this business by not asking about their health right now Then I'm not gonna ask about their health. So What if they say on the phone that they're they're worried about Qualifying through their health Excellent That's a glad you asked that this program addresses specifically that and I promise I'll go over that as soon as I get there I'll be on your area on Friday. What am I gonna say next? Morning or afternoon? Come on, man Come on. He sees it enough. He writes it enough. He hears it enough. That's it You don't have to answer their question phenomenal question. I promise I'll address it confidence, right? I'm instilling confidence. I'm I'm letting them know. Hey, I'm not ignoring you That's the first thing we'll cover man Dude, I'm sure you have a great place. I'm excited to meet you. I'll be there Friday. I'm your local guy Should I drop it off? What do you think do crew in the morning or afternoon? So that's good. Yeah, I Want to attract attention to my brand, but I'm worried about the cost. Do you have any advice me too? But I'm not worried about the cost I Okay I'm this is like one of the coolest questions we've ever got most people don't think it is to me It is the new the mark the sales guy that's became a sales and marketing guy in me loves this question because I Used to not invest in my brand If you look at my first video ever on YouTube Hey guys, this is Cody and I'm gonna talk about how to help you be six. I mean it was awful It was a joke. I'm making fun of myself because it was horrible sounded just exactly like that, too Yeah, exactly probably maybe not but I mean that's what I think I sound like it was awful like I talked really slow. I Had it on a shelf. I had an outline. I like I'm thinking about everything and I'm like I look back I'm glad I did it because it was free Free advertising to put up a video But does my first video look better or does this video look better? I mean, yeah, I'm better looking now, too But I'm talking about the aesthetics the studio the the the freaking TVs the the 10 grand that we spent on TVs the two grand that we spent on lights the 12 grand that we spent on cameras, you know the how are much we spend on you guys that's six grand We spent 6,800 bucks. We spent on a super tower, right? The three grand we spent on this custom thing from Miami like I am Spending money because I I want my if my goal is to help every insurance agent in the world I can't be like everybody else and Expect to help everyone and to help people you have to get their attention I can't get everyone's attention on the whole planet. It's in the in this business if I Do the same things that I first did when I first put out a video Things have to progress your mind has to grow you have to get more creative You have to do a lot more you have to spend a lot money and most agents They never grow like the agent that they were their first few months. They're still the same agent 12 years later That would drive me nuts Right, and I think one of the things though is like you got started in the beginning Like you said you're glad you did it. How much did it cost you to do that first one the video? Yeah No, no Yeah, exactly. Yeah, and you know what it doesn't you don't have to like put put put stuff out there market your brand Once you have a way to start helping people make some money reinvest I reinvest almost every dime I make Because I'm looking at this as a long-term play Right when it comes the insurance industry I want to be the dude that when somebody says hey who can help me the most in this business When somebody gets asked that question I Want them to think of us? So that's what we do what we do How do you shake off negativity of leads who don't buy or say awful things? Yep How do you get How do you shake off negativity of leads who don't buy or say awful things? For lack of better words as mr. Wonderful would say on Shark Tank. They're dead to me Like actually I'm grateful. Mm-hmm. I want to yes. I want to know I Don't I don't believe in thinking about it. I don't believe in you know, call me back I don't believe in that stuff. You requested it. I'm coming over When I get there, I'm helping I'm building a relationship I'm providing value and I'm asking you to do business with me today If you don't believe in it if you don't believe in that as an agent you're gonna make less sales than someone that believes the same things that I do because I'm gonna get more appointments because I'm just you know an agent needs to be confident and when you get in a home There's no reason like we didn't agent we didn't agent comment on one of YouTube videos Probably months ago. Maybe this year January. I don't know that we get Dozens of 50 comments a day like a hundred. I don't we get a lot and he said You should never ask someone to do business with you on the first appointment You should always follow run a follow-up appointment It's hard enough to get in front of somebody once imagine trying to get back in front of them again And I don't worry about leads that don't buy like I'm expecting them to buy I'm expecting that went that then they answer the phone. I'm expecting. I'm gonna set the appointment I'm expecting when I get there that they're gonna buy if none of those things happen and I did everything I could do 12 touches six calls three texts three emails doorknock multiple times Ask them do business then either I did up my skill level But either way time to throw it away move on like you can't like I One thing that's a struggle for me. I don't talk about this kind of stuff a lot But psychologically like I'm being more open for some reason. I don't know on this show has been good psychologically If I have a lot of stuff weighing me down like 42 people that may do business with me It drives me insane. I can't focus. I can't think straight. I can't think about I can't stay positive I can't think about all the stuff I need to be doing or should be doing if I got all these other things that are Way in my mind down and that are clogging everything up Don't let people clog up Your positivity your ability to make sales and make money like people aren't there's some people aren't gonna buy That's natural. That's normal when that happens Dude move on buy more leads and if you're not making money from leads then and I'm pointing at you like if I was if you were sitting here, right? I'm pointing inward. I'm not pointing at Cody You know I'm pointing at whoever's not making money with leads so What made you want to be in this business in the first place? At first I didn't know that I wanted to be My dad's been in the business. I said this earlier. We had a guy come down from Jeff City Rod Really nice guy. He came down all the way down from Jeff City. We took him to lunch He gave him a tour of the office, you know, super nice guy. He was he was he was like, hey I'm only a few hours away. I really wanted to come meet you guys and see the operation and I was like, dude That's awesome. Thank you. Thank you for stopping by and One thing that I learned what I was telling him. I'm 28 years old and eight months Or seven months and 27 days, whatever, right? My dad's I'll be 29 in July My dad started in the business April of 1990 Next month he will have been in the business 29 years He's been the business 20 years 11 months, right? I wasn't positive that I wanted to be in this business growing up in it. I Didn't even know how good I would be at the business, frankly, you know and I wasn't positive. I wanted to get in it. He said, you know what? Won't you just be an intern and a part-time agent and try this thing out and see what you think and Dude, I fell in love in here. I am so yeah, I I Just knew that there was a lot of success in this business There's a lot of money my dad was really passionate about it We're able to help a lot of people. There's more millionaires in this business than any other business in the world If I don't get you excited about it, I don't know what will so but I didn't get in it thinking I would be a millionaire I just knew that Man when I got out and started meeting with people and was able to help people build a relationship with people and my Heart got in the way. I just loved getting out and meeting people and helping them do something that they know that they need to do That some agents weren't able to get them to do and so I put a lot of focus on getting people to make a decision Now Later now we're gonna get into the live comments here. I like it Ricardo Sanchez asked how much annual premium do I need to sell in order to take home 10 grand a month? it depends on what Commission level you're on what product you're selling, but if I had to just throw out like a general number, you know You need to make you need to be putting up at least premium wise you'd be putting up at least 12 to you need to be putting up at least 3 to 4k a week in premium No less than 3k in premium so Ryan Young said he just ordered his VIP 8% ticket. What should he expect coming in? Yeah You should expect to have a freaking killer time. That's what now you can you can email from Eventbrite Saying hey, here's your VIP ticket. Here's the seat you're assigned to you got to pick your seat Which is awesome like that's freaking cool The IT guys hooked that thing up. That was awesome You can expect to be in VIP section having a signed seat one of the best seats in the house be sitting probably 30 feet from the stage, you know, whatever out of 40 feet whatever Get to go to get to have VIP lunch both days for free get to go to the VIP get to go in the VIP lounge get to go to the VIP party And get to have a freaking killer time. So yeah, good. Good. Good. Thank you for buying Thank you for committing look forward to meeting you and hanging out with you at a personation, bro Really appreciate it. I've had a lot of VIP tickets go. Yeah a lot a lot. That's been crazy We're actually looking at the map yesterday saying hey How can can we extend seats to the left or the right like or get rid of some general seats or something? how do we get more VIP seats into this place and I Think we got some solutions And Ricardo came back in and asked if you had any tips to reduce taxes as an independent agent Yeah, have a good CPA. Have a good attorney. Okay, but now I'm gonna question I've never said this on video Dylan will probably use this as a clip later My first year everybody knows Yeah, I try not to say it as much anymore because everybody's like you say all the time. Well, whatever I made 117,361 dollars and 13 cents. You don't know the pennies to the amount of money you make something's wrong. I Will never forget that number. I went to a CPA a lawyer or a tax attorney tax person, whatever not an attorney and She said you're gonna owe $20,000 in taxes And we're gonna need that immediately By then I'm like 20 years old, right? Right? I'm like Are you kidding me? Like is this a joke you mess with me, you know, like we think you think like so then I'm I'm like, oh crap What am I gonna do? Well, I didn't know all the different things that you can actually ride off I didn't know that I could get a different CPA and get it down to where I only paid like a grant my first year. I Didn't know that all the different things like you can have an office in your home You can have like all the and I'm not, you know, hey, I'm not, you know CPA so this isn't legal advice whatever but there are ways to Make sure that you don't pay more than you are supposed to and that I think also When you're 1099 and you have your own LLC being it There's two things that I that I recommend if you're ever able ever able to own an LLC, right? If an agent's ever own an LLC, it's a cool thing because not only can they not only can they become an employee of the business pay themselves a Little bit of money and then take out more as a distribution But you only to make pay taxes on what you take out as an employee of the company. That's pretty cool And you can pay in quarterly or even monthly so that you're not having to like Holy crap you want to check for 20 grand right now, you know, so those are a few tips I don't I don't even I don't even do my own taxes. So I don't know but And then I wanted to shout out this Ron van doosen guy earlier I was reading the comments on YouTube and he posted this and you just put it in the live chat as well Nice, I really like him I don't want to be a negative Nellie, but I woke up to 11 fresh Facebook leads I called all of them using your methods addressed on call to close Only six answered one hung up on me one said I had to call her back So I was only able to set four appointments in 27 minutes only Then he says who can deal with this kind of negativity and then signed it Danny Downer I love that he emailed us later and said that it was all tongue-in-cheek and he was joking He's seen stuff like that, but he said absolutely loved call to close and that he had the more success Those 27 minutes and he had had like the whole prior week That's awesome call to freakin clothes. That's on that's on Cody askins calm now. Yeah, it's per purchase three hours of live training Unbelievable three hours. Thank you Ron 11 leads six answered. That's a higher percentage of normal set four appointments off 11 leads I mean for crying out loud like More agents should be buying at least trying our leads crap like, you know, I'm gonna love you either way But if when I hear this type of success, I'm like I want to buy leads Because I was an agent I used to give my money to other people and I'm like crap. I hate their leads What can I do differently? Well, we do it. I want to buy leads from scratch It leads I want to go to Cody askins calm and go to coat go to the coaching and training page and Buy this call to close this supposed three-hour live training on working leads Unreal run. You're my new favorite dude. I love the rest of you too, but right now. He's a he's duties to the top of this man That's awesome, buddy. Thank you so much. I really appreciate that's that's hilarious the way you put that too Yeah, I was like I read it real quick and I started typing like well That's your only your first call through and I'm like typing everything else and then I get the email And then I reread that he signed it Danny Downer, so awesome. Yeah, that's like I mean he's all he's almost at 40% and it's his first call through stupid Stupid results. I love it man. Yeah, really good stupid good results. Is that what one of the people said on the Yes, stupid good result. He said he said somebody sent Alex one of our sales guys a text like last week or whenever He said these leads are these leads are stupid And then he waited a few minutes. This is another text stupid good. Holy crap. I love you guys and I'm like, bam Yeah, that's awesome. That's killer. Thank you, Rod. Thank you for the kind words, bro That's awesome any other questions. This has been fun. Yeah, we've been a little longer today 25 almost 30 minutes But I love like this this stuff man like you guys have got some I'm telling you There's been some gold in today's little Q&A that we haven't ever shared before You did a better job of picking questions today than he's ever done you you actually Tried a little harder today. Didn't you had a little bit harder? See I'm telling you because there were questions that brought out some answers in me that I've never actually addressed on video and I'm like That's good. That's really really good. So well, we just got a couple more comments. What we get? Ricardo asked That eight grand was that out of taxes out of the hundred and seventeen K? Yeah, yeah, but I had already freakin spent all the money because I was young and dumb and bought a You know Dodge Challenger SRT 8 and all kind of stuff. So I didn't I wasn't the smartest financially or the smartest business person As a young kid, but freak who is live and learn enjoy yourself. You have fun You spend all your money right and you're in the insurance business. There's more millionaires in this business You can make more and Ron said but if this keeps up, I can't keep telling myself. I suck at calling Dude, I mean he's actually he's given me a lot of credit for the training on the call to close Dude, he's had it the whole time. It's just like everybody's got it It's just what to say to get the results like people know tone mostly people know like You know I need to be direct need to ask questions like they know this stuff But it's different when you have a specific way of learning it and applying it to the stuff that you're already doing Because who wants to do stuff the wrong way? And waste time and money you buy leads Did you buy enough leads and you don't do it the right way? You can I mean people to buy and leads are all these if you're buying leads for all these other vendors If you're doing stuff the wrong way You're gonna waste a hundred grand your first year two years three years four years. That's a lot of freaking money So yeah, and did you set up your LLC or did you do it yours or did you pay a company? I? I try to set up my own. I know how to set up my own now I have so many but yeah, I have a way to CPA did all that back when because I didn't know anything You know, I wasn't on this side of the business At first so yeah, but I was we've CPA does it all dude does payroll freaking everything like he's awesome I call him beat up Names Brian. He's it. He's a good dude. So that's it nice Way to go bro. Hey, we had fun with you. Thank you so much for joining you guys are amazing You heard about the call to close and how successful that was and how we dropped some arms On the call to close go to Cody ask is calm check that out three hours with me The call to close is a live training course. It's at kodiaskins.com and click on coaching or you can go to training that kodiaskins.com Unbelievable, we appreciate you guys watching. We'd love hanging out with you on Q&A Apparently according to run our leads and our training like the call to close Freakin bombs, man. I love it. Thanks for the questions. Thanks for subscribing. Thanks for sharing this mother agent Thanks for the comments you guys are incredible have a lot of fun with you one of my favorite shows because I have a co-host We hang out we have fun with you guys. We talk about a personation and how we I don't want to hang out with you At this event you guys are awesome. Thanks for watching We'll see you Friday for a percent club. Thank you guys