 Hey guys, we've got really an exciting show today. We have Cody askins with secure agent mentor and Cody is the owner of the company and He their company does a lot of cool stuff We have a ton of agents that use our solution for med meds up and final expense So Cody's gonna share some insight on it On some agent tips and techniques and things like that. So we're really excited about having Cody on So Cody, tell us a little bit about yourself your background how you got started in the industry. You got it, buddy Thank you. Appreciate you having me on. I'm a huge proponent of sales dollars.com. I'm extremely extremely proud to be to be here So I got started in the business. I actually grew up in the business. My father's been doing this Nearly 30 years like 28 years. It is old as I am almost 28. And so I got started in the business at 19 with Mutual of Omaha as a career agent with them And I was in college playing basketball started out only selling life only life and Some things that we'll talk about some of the success tips I learned in early age were really helped me earn a little over 117 grand at 19 In college playing basketball in about eight months. And so just fell in love became obsessed and here we are Wow, that is cool. What a great story So he's talked about you're gonna say share some of those tips Let's get into it What does a typical day look like for a successful insurance agent? What should he or she be doing? Absolutely. Yeah, so I'm a huge believer that because everyone wants to know a system or hey, what should I do to 92% of agents fell in their first three years and the reason why especially field agents And a majority more way more agents or field agents than then tell us those agents The reason they fell is they don't sit down and present and ask 10 people to buy Every single week. It's not rocket science. It's not complicated The tough part is which sells dollars helps with this is the prospecting part of this Actually getting in front of 10 people and sitting with 10 people every week That's something I learned at an early age. And so I found creative ways Even at 19 with no sales experience no insurance experience playing basketball in the afternoon Playing basketball on the weekends games at night college in the mornings Who sit and ask 10 people to buy every single week once I was able to figure out ways to do that That's when I figured out how to start making a couple grand or more a week and then it's all about being consistent with that system Okay, so I know you guys have your own systems there. I know you have your own leads you talked about getting in front of those 10 people You didn't say how that's right. Yeah, exactly. Okay. That's that's a great question I would say it and it varies for a lot of people But I think that I mean because a lot of captive agents career agents ages They're just getting started they get sold. Hey write down 200 people, you know And then go call them go go go visit with them go take them food and show up at their work or their house or whatever You know, that's that's what that's what we're normally taught to do and I did a lot of that and I learned the business I got to present I got to present to my family friends and honestly There's ages that shy away from protecting people. They know they don't want to screw it up They don't want to ruin a relationship with an agent in the office that didn't want to approach his brother Because you know what my brother's gonna get mad at me. You know what if your brother passes away Your wife's gonna be even more mad at you than your brother will ever be because you didn't approach it And so I think that's something that everyone has to do early on even though they don't want to do it It sells we're always going to be uncomfortable. It's always going to be fear But if you do that you can learn the business you can get in front of people Well, you can grab what I like to call that low hanging fruit and so but that's not going to last forever Yeah, there's people that think hey you can ask for thrills You continue to networking and you know what you can continue to do those things But the way I think agents succeed The best and the easiest because this business is Simple, but it's not easy. I heard that from a guy in uh, Ohio recently and so to do that They need leads they need a consistent flow of quality leads weekend and week out normally it's 25 30 35 40 leads every single week depending on their area depending on what they're selling They've got to be able to invest in their business figure out the numbers And then make sure that whatever they're doing there's from that they're setting 15 appointments they're running 10 And they're selling at least five and but at the end of the day You've got to have you got to have leads you got to have prospects You got to have people to talk to consistently weekend and week out a system that works weekend and week out to sit down with 10 people because most agents Don't sit down with two or three people let alone 10 right So that's what you teach your agents is it's 10 present Now what was that again? It's Is get close to 10 or contact 10 Set 15 you're gonna have a few that you know no show stand you up bankers life agents always call it porch you I don't know. I still thought that was kind of funny set 15 sit with sit and present and ask 10 people to buy And you'll have at least five cells because you like some double double homes and everything else no matter how bad you are You know, it's a reoccurring theme on our show And it's you know, we have a lot of realtors use our solution and um and but It always comes back to this It's a numbers game. It always does. It's a numbers game Yeah I mean it's a reoccurring theme on every show we have It's a numbers game the more people you talk to it's just it just keeps going and going So tell us, you know, you go in there for med Um medicare Who are you calling turning 65 you trying to save money on people's current plans? Tell us how that flow works Yes, so so back when I first started, um After I got, you know, I didn't sell medicare or meds ups at all for a couple of years I just trained myself to focus on niche Chris Westball always always said hey riches are the niches and he's right because I want to focus on Something and be great at that. I want to stay in my lane and I want to perfect it Well, then I got into where I was a career agent with mutual and I'm like, you know what? I'm starting over every day every week every month every year I may want to start to add some residual income and so and I wasn't independent. I wasn't a broker So then I started getting into into the medicare supplement business But I knew hey you still got to sit with 10 people and so I did it I'm mel turning 65. I doorknock turning 65 I got leads for over over age 65 which We're able to get leads for oh for 65 plus here at secure agent mentor for agents And just to tell you how good these are no leads ever perfect leads a lead Of course our our call center secure tele sales, which is in my office is closing Really close to 10 percent of every med stuff lead that we give them Telephonically over the phone now you're going to get the occasional one. That's an advantage plan You're going to get the occasional one that you know, hey, I can save you 60 bucks and they just don't care They don't trust you. They don't listen But the fact that we're able to close 10 percent over the phone of just total leads not conversations is pretty strong You know, that's one of the beauty the the beautiful things about our solution and insurance agents You know, we have some features like local presence and you know, you can do conference calls You can record the calls for tele apps and all that stuff. So I can see why there's a big draw for that medicare agent You know, the the one thing is that it's a numbers game too. You just talked about it again. I mean, you don't really care about The guy who doesn't want to save 60 dollars because you've got more leads you're closing It's because of the numbers, right? Exactly exactly Yes, he fit about it because you know, you have more coming exactly But you do if your pipeline isn't full enough like one of our agents He actually manages the call center for me. His name is dallas and good dude We've been friends forever. We do a local radio show together and all that he He had he had exactly that the the example I proposed 60 dollars a month And to move from an f2g the plan, you know, the plan differences are so small It's almost the exact same coverage. It's phenomenal $720 a year $7200 for the next 10 years of savings and he couldn't they just wouldn't listen but The way I think it is who's next move on to the next one You know what you can try you can follow up you can do the little manager call back and all that there's some You know, you can mail you can email you can text or you can follow up But honestly some will some won't who's next Right Yeah, I mean I don't know it sounds like you guys I mean a lot of agents they try to build rapport over the phone They try to make them laugh try to get on common ground. It sounds like you guys are Just trying to get through the numbers. I mean, I'm sure you do try to build rapport Your agents are trained, but if you're talking about the numbers that you guys are going through You you really don't have time to get too much into a rapport because you've got all these turning 65s and you know 66s to 80s or whatever. I mean, there's just so many people to talk to Exactly. I mean we go through a couple hundred meds up leads a week In in the small Medicare division of our call center With an open or a closer and then we've got some final expense sides to it with I believe in building rapport building value trust, especially in tele sales even in person, you know That's something that I learned to be good at is build a relationship be enthusiastic gain some trust and I noticed that it's even more important with final expense Than meds up But what we want to do is we want to get control of the because a lot of times What we notice is that the client doesn't want you to just warm them up and You know talk talk shop and you know talk history and all that for 15 minutes if they don't know who you are So we want to let them know who we are Why we're calling Why we don't want to waste their time what and actually gain control of the call early and then build rapport threat I see so You want to build that rapport you want to stay in control of the conversation? So tell us a little bit. I know where we're going with this Can we go through a script? Yeah, yeah, we can do it. Yeah, yeah So let's do it. Let's go over here. Whatever you want. Whatever type of script. Oh, let's play it. I'm ready Yeah, yeah, let me uh Let me pull one up your best script What you got Okay, let's do a uh Let's do a I'm probably most proud of Oh I'm probably most proud of my final expense when I have to say Let's do it. You want to do a poor man setting or tele-sales? tele-sales Okay sales dialers There you go. That's right. That's right. Let me uh I got like 38 billion folders in my that's fine pulling out. We'll wait because this is going to be awesome Yeah, good. Good. Good. Yeah, you know what this this will be valuable because this is something that I may not give every I'll give a lot of I don't care But it's something when we sell tele-sales packages and scripts and all that in our shop at our site But you know what you ask you shall receive. That's that's what I believe in. So, you know, I love that seriously um And I've actually been working on a new one for uh, all this year really perfecting a uh, there it is. Okay All right, it's coming up. So no worries. Yep Okay, because with tele-sales um, I and There's some shops that do okay. We'll do openers. We'll do closers or maybe Or maybe the closer is the opener and then they do their own call And so it varies by where you're at But the one we're going to work through is kind of an open or closer combo script And so this one's for final expense because we've got we've got more final expense tells those agents than that's up Just because I can get final expense leads easier Uh, and so yeah, so hello. Good morning. Looking for gary. Yeah, this is gary Hey gary, this is kody from the final expense department. Hey gary You recently requested information online regarding the 2018 state approved burial life programs that you may qualify for here in Missouri Now gary, this this program is actively seeking folks between the ages of 50 to 85 Here in Missouri now. Hey to be sure i'm not wasting your time buddy. Do you qualify? Well, I don't know Exactly and that's that's a response we normally get because you kind of want to be exclusive You want to take it away and if they're unsure You know, hey gary are you between the ages of 15 85? That's me. Do you live in the state of Missouri? I do Okay, well, that's a good start buddy. And there's a there's a few other qualifications that we will go over And then obviously we know their age Gary, I need to make you aware that these programs are available at all different price points Perfect for our clients who are on low to middle incomes. Is that you? Yeah, I mean up. Yeah, I mean I I'm my wife passed away My kids are grown and I don't make much money. I just work at wal-mart Okay. Okay. Well, this is you. I'm sorry. I'm sorry about your wife. I appreciate you sharing that Now we're only able to assist those folks who handle their finances With a local bank now. I don't want to waste any of your time I don't need any person any personal information yet. I just need to I just need to simply yes or no You know, hey, you have a check in her savings account somewhere right someplace Yeah, yeah Okay, excellent. So and so before we get started I'm required to let you know that this call may be recorded for quality and training purposes Now, let me tell you exactly who I am I'm going to tell you more about these state of proof plans if you can qualify them for them and how we will do that. Okay Okay All right. So here at the final expense department. I'm the state license filled underwriter I'm the person that will be able to help you decide what you qualify for and so by doing that by using the verbiage number one We're gaining control of the call We're gaining trust but We are in control and then after we get through a lot of this beginning is where we'll shift into like we're four building and back Okay, let's do it. I can continue if you want me to so absolutely. All right. Cool. Cool. Cool. This is good This is good stuff because we sell uh DJ, what do we sell our uh Tell ourselves package and script for like And and everybody on our show today is getting it for free. Thanks to kody. That's right man. How crazy is that? That's awesome. Okay, so, uh, so Just so you know these 2018 state of prune plans are here to cover burial funeral expenses, etc You know helping with lost income paying off debts whatever you're most concerned about Now they do pay out really fast Normally within a few days to a week and so gary as our state license filled underwriter I will ask you a few basic questions that helps us decide what we can help you with To see what you qualify for and hopefully you do gary We probably and you probably saw that uh, we can help even if you've been turned down before Have you ever been turned down before? I don't think so. I've never done it before Okay, cool. Hard to be turned down if you've never done it before Exactly gary. Well, dude, we're doing it together and we're having a lot of fun And I appreciate you sharing and being open with me. Uh, these are affordable permanent coverage whole life options Where the rates don't jump on you later in life and it helps that these plan just state of prune So hopefully you can qualify and if you do, you know, we'll end up uh Giving you more of our information and getting you out a welcome packet probably through email if you have that I'm sure you do And so let's go ahead and uh, kind of dive in and get to know you so If you don't mind, can you grab a uh pen and paper for me real quick and I'll hold okay Perfect. He's he's ready. I like it. I'm required to give you my state license number as well as not my name And so by doing this this is this is where we gain trust and and so by doing this gary It's let you know that hey these guys are legit. They're here in the state of Missouri And it's okay to discuss all this information with us. All right, right. Okay Okay, perfect. So cody askings 806 3186 here, Missouri. Yeah, uh, I now you asked them to write that down Yes Yep, cool. Okay, because I just want to make sure our follow on the flow so everybody knows they Yes, yeah, yeah So what I would do and the agent would state their name Their company name phone number state license any information they want to give them state license number name and company's always really important That's you know, that's that's what they're most concerned with. Okay, cool And then I'll always explain. Hey that lets you know that I'm licensed by the state of Missouri To help you with your insurance needs, okay Okay, cool And gary, we've helped a lot of other residents here in the state of Missouri. Um, have you used our services before? No Okay, cool And and what obviously you know what that question does but it gets them thinking that hey, we're bigger than we may be And right. Hey, everybody's you So right, uh, so tell me what got you thinking about all this recently Well, my wife passed away. I have kids. I don't want to make sure that if something happens to me Um that burial expense doesn't fall on my children I completely understand that that's that's a uh, you're a good guy for thinking that way and taking care of your family is super important So I commend you for for thinking that direction and and I'm happy that we're going to be the ones to be able to help you today That's that's awesome. Thank you All right, so and then we'll focus on warming up getting to know them Talking to them. Thank you. Thank you for sharing that. You know, that's important So now let's move into seeing what you qualify for. Okay And so Gary these these state approved burial life insurance plans. They're simple. There's no medical exam I should have to ask you a few questions to see if you do qualify and so I won't uh We can skip over this for the sake of time because it's about 21 health questions. Yeah, but I'll go into I'll go into tobacco height and weight date of birth and a bunch of health questions our main carrier that we use as liberty bankers And royal neighbors. And so we kind of got a combo of their health questions that we use Okay, it tells the agents what we'll use for tell us us to so and a little aig for guaranteed issue if we have to But I know agents are going to ask We don't accept credit cards debit cards direct express cards. The retention is horrible. We just We say next we move on so Okay, so then we'll get into medications. Hey, hey gary you taking prescription medications again. That's health Thanks for answering this sharing that with me now We need to know if you have any current burial plans policies or life insurance currently in place. I have life insurance Okay, and who's that with and fidelity Okay, fidelity life Excellent And how long you had that with them? um It's probably 15 years Okay Excellent. Do you know how much coverage you have? It's a term. It's 500 thousand Term 20 Gotcha very good. Excellent. So I'm assuming that's probably good for there to cover the mortgage or you know cover lost income Or some of those bigger needs and not just The burial needs, right? Yeah, that's correct. Well, it's a 20 year policy. It's a return of premium. Okay. There you go. Yeah Yeah Cool. Cool. Thank you for hearing buddy. Excellent. Okay, and Uh and for there, I've got notes along the script that I'm kind of reading this as I'm going but gather We want to gather as much information as we can and you mentioned your family. You talked about your family You talked about losing your wife. Talk about your kids. Um, who will you who your beneficiary be? Who do you want to leave this money to once we get you set up today? Probably my son Okay, so and and that's one of the things that you'll notice is uh everything I do I want to be Not only don't want to be in control, but I want to be assuming That they're going to eventually take advantage of this right now. Everything we do. I want to assume assume assume So all the way through. Okay, so this is where we'll go into explaining the company This is where we'll go into explaining the company that you offer So you'll tell them. Hey, it looks like you may qualify for this company I'm hoping you do if you do this will be your best option and then you'll go into. Hey, how long they've been in business What's their a and best standard and pours rating, you know, what's their financial backing look like? Um, are they a part of the better business bureau, you know, how big are they? Etc etc etc. So all those things that's that's the portion where we're going to company And then we'll go into explaining yourself because you've got them to share information about you And I'm not one to talk. I'd rather listen in a script Especially when you have a normal prospect. There's a lot more of them talking to obviously for sake of time Which is role playing quickly, right? But Then you'll get into them blaming a little bit about yourself as the agent So get personal gain some trust tell them where you're from who you are what you believe in I don't care if they believe the same thing as you or not. That's not important It's just that you're sharing you so they'll know. Hey, this is an authentic individual. They're transparent They're real how long you've been in business Tell them about your family. What do you do? What's your mission? What's your goals? Do you want to help? Millions of people in the state of Missouri, you know, what's your what's your why why you enjoy this business? What what you got started in the business? So kind of sharing that will help Kind of lower their guard and to to really build a lot of rapport together So so that's the part of the script that we'll do that then we'll get into the benefits presentation Um, and I would even like to go through this one real quick with you together just because I feel like this is something that really A lot of people ask the same questions as we do. There's tons of tell us those scripts I mean everywhere, but the way I present and close may be a little unique because I give Five benefits and so what I would say is hey gary um now Liberty bankers, you know, um has some really neat features, which is why they're so popular But my clients love these five main benefits and I'd like to share them with you right now. That's okay. Yeah, sure excellent You're gonna love these buddy my clients rave about these and this is exactly these are the reasons why I don't only do they love us But once they love the company and they fall in love with the benefits and the features They really want to do business with us then so the first benefit They'll have them write them down as they go So also gary if you can write these down as we go along that way it'll be easy to remember and reference later So the first benefit is a coverage lock which Gary what this means is unlike other policies that stop at age, you know 60 or 70 or 80 or or they're a term or they abruptly in We don't want things to change as you get older. So ours has a coverage lock So the policy is permanently locked in it's a whole life. It'll last your whole life and it cannot ever change Now is that important to you? Do you like that benefit? Yeah, I don't want it to change. I don't want it to go up exactly and so You'll notice the little trial closes after each one. I want to gain agreement and have trial closes and get them to say yes Yeah, so yeah, get them saying then the second minute exactly Yeah, but So so gary the second benefit is a price lock Which is that our clients they love that it's like the most it's almost most important to them Except for the fact that I love me is that unlike other policies that raise Every year every five years or at age 70 or even age 80 ours ours don't do that the price lock means that the price is permanently locked in and it will Go up or increase at all ever in the future now gary. How awesome is that? Do you love that? Yeah, I got confused on the coverage and the price lock. I understand now because you went over both But yeah, that's what I wanted. So cool. Yeah, I don't want it to go up. I don't want to go up in 10 years Exactly. Yeah. Yeah. So that's so the coverage lock is to make sure that the coverage the benefit the $20,000 Or whatever we purchased today never changes in the price lock so that the rate you're paying Never goes up right Cool. All right gary. So the third third benefit is double for accident And so this is something that we can add should you choose that it's important It's a couple extra dollars a lot of my clients like it. That's where you can start to upsell them and make sure that I think it's important anyway, but Gary this means that the policy would double in the event of an accident Which is really cool because if you own $20,000 and you pass away doing an accident It would pay out $40,000 in the event that happens. So that's pretty cool too, right? Yeah, I mean, yeah, I mean, I guess how much is it more? It would double so if you so if we're able to help you with say 20 25 thousand dollars of coverage You would have and you pass away doing an accident. I love the mug by the way. It would be $50,000 of coverage Coffee's for closers. I love that. That's awesome, buddy. That sounds good to me and gary glib Perfect, excellent buddy. Thank you And the fourth benefit gary if you want to keep writing these down too is that it builds cash value And what that means is that it grows cash inside of the policy As you're paying your premiums and our clients appreciate that and like that because it's kind of like a savings account within their policy That if they need to take a loan out of their policy say five years from now They could and we don't recommend they do But it's pretty nice to have that flexibility and the fact that it comes with it as a bonus. Am I right? I mean, is that important to you? Yeah, I mean that would be cool to be give you some peace of mind in case something happens, right? Exactly yes, sir completely and so and gary the fifth benefit which I'm a little biased but I think having a local licensed company and local licensed agent here in the same state as you Is uber important and I'm gonna tell you why gary It's probably the most important to our clients because rather than having to buy insurance from someone, you know through the mail through the tv in another state Overseas whatever because a lot of times when that happens You've got to actually go and if you want to make minor changes You've got to call 1 800 number. You got to wait on hold for 40 minutes. You got to press one and two 17 times And then it's just annoying. It's a nuisance. So rather than our clients doing that They simply call our office number or my cell phone number and because I may I make sure I get that to them If we want to build a relationship, that's a good way to do it. And so That way if you have anything you want to change I'm talking address phone number beneficiary bank account anything like that. You ever want to change anything You call it and we handle it and we alleviate that huge burden And so gary even more important than than needing to make minor changes though In the event that you're no longer with us, okay And we've got to leave this, you know, and you're leaving this to your son This policy is your beneficiary. And so what happens is rather than him having to go through that same rigamarole of You know Calling an insurance company wait not hold calling 100 number 40 minutes You know and having to get claimed paperwork You know signed and notarized and get get the death certificate meld off and paperwork back and forth with the company And you know that can be a lot of work especially when they're when your son has a lot going on as it is because you're not there And he's got to handle everything now. So rather than that being one extra burden for him to handle Again, what would he do? He would call our local office or my local cell phone number that you're going to have And we handle that and we're we assist in that process now. Is that Important or is that important? Yeah, I mean I could see why that's value. I don't want to you know, want him to go through so much rigamarole. So yeah, that's value Good. Thank you. Thank you very much. I appreciate that. Yeah, I'm gonna be a little biased because I'm the you know, Local agent's going to be helping but I'm telling you what when that happens to a family I love being able to assist that family Deliver a check and actually help in that. I mean, it's huge. It makes me that's that's why I do it What would I do gary and I love it it really is it's it's great to be able to do that in the desperate time of need So now out of these five benefits gary, which one would you say is your favorite? premium not going up Price lock. Yep. Cool. Cool. Cool. Thank you. And I'm gonna I'm gonna comment on on that part real quick too Because a lot of times they'll say well Sometimes they'll say hey all of it's important if they said that and they say all of it's important They haven't really made a decision and so when I ask questions, whether I'm in person or over the phone when I ask questions I'm going to if they don't if I don't get the answer I want I'm gonna Continue to ask that question until I get the until I get an answer And so but I can't just say, you know, which one's your favorite I've got to say well, okay gary and then you got to ask in a different way So hey gary, if I had you know, if you had to choose Um, would you say, you know, you mentioned the price lock mentioned the you know double accident If you had to choose Which one would you say hey, I really probably prefer that one and for you It was the price lock, but there's other ways to continue to ask questions to get the answers we want so Cool. So what's the close? What's the closing? Exactly. So, uh Awesome gary. So I'm going over these options. It looks like you do qualify and so I'd like to go ahead and say congratulations So congratulations to you. It looks like you may be eligible to qualify for one of our top tier plans This is really awesome. So again, congratulations. We're super excited It looks like you've also qualified for all of those extra benefits that we talked about which is amazing because I know you love the price lock and that's also included. So once again, I'm going to give you three affordable options We'll uh We'll come with everything we discussed. You'll get me. You'll get all the benefits You'll get the price lock and it'll be uh, it'll be a blast. And so then what you do is I want to give three options I want to have them write them down with me I want to have the I want to give them in descending order because I give them because what happens is The psychology is if I give them in us sending order, they're thinking about the first thing I gave them if I give them the best option first or the biggest option first, you know, um They're thinking about that one if we give it if we give the smallest option first and moving up We'll feel like you're trying to take away the small one. So I do it in descending order Give them three options. And so gary the first option is this is qualified for is Is is 20 000 and it's only 112 dollars per month You got that I do Okay, and the second option gary that comes with everything Also is 15 000 and it's 78 dollars per month You got that one gary. Yep Okay, and the third option gary is 10 000 and it is only 59 dollars per month Did you get that one? Yep Okay, now which of these options Would you like your son to receive? Probably the middle one Okay, so so the 15 000 is 78 a month a month. Perfect Perfect. Excellent. And so gary, what's your full legal name? gary r prado So then you assume they made a decision and you move into filling out the application. I see cool Well, that's good stuff Thanks, bro. I appreciate that right and so It's funny because psychology is you're probably going to choose the one in the middle more times than not like you did Why is this man in nature? Well, you don't want it nobody nobody wants to uh Nobody wants to feel like they're over purchasing but no one's like they're under purchasing like if the value and the rapport there and they feel like you know what because it feels like you're recommending the one in the middle because it's That's the one that's sandwiched between the other options so I wonder if you could do it this way or if you've ever done it But if you're if you put the highest number say in this example was 12 78 and 59 Let's just say you put the 112 and then you do a higher one of 158 112 and then say 78. So you have three numbers 158 112 78. I'll bet people would pick the 112 just because it's in the middle Sometimes they would you're exactly right. Yeah crazy And there's still a science to which options you give them to because most most agents think too small And I used to make a mistake and I'll admit it live on camera in that I used to ask them I used to be a big proponent of what can you afford to spend? Well, no one's ever going to know and no one's ever going to tell you what they can really afford That's super rare. So when I got that question when I asked that question I got a lot of 20 and 30 dollar responses and I sold an average about 40 bucks a month for public spending We sell an average of 60 bucks a month now Because we propose bigger options in those in those orders Right because people are going to buy what you propose and what you present if you do low They're going to pick the low the low order. I mean, they're the low ones. If you you've got yeah I mean that makes great sense. That's a great tidbit right there Get those quotes and get them Go for the higher quotes and the higher coverages and give them options with those and they're going to probably pick somewhere in the middle You can almost it sounds like you can almost Manipulate this and drive this it's like psychology where they're going to do whatever you guide them to Exactly, especially that's why We believe in being in control early on in the call. Yeah That's great stuff. So that's great for final expense So when you let's just touch on medicare because i'm going to come back to a final expense When you hit the medicare market, you're calling the turning the t65s. You're calling Other groups, um, you're trying to sell meds up. Um, um, you're call Calling, um, you know 67s to whatever ages, what is your biggest cross sell and how do you cross sell? Yes, so How I used to cross sell in person was I used to use this money bag presentation So what I would do is I would draw a money bag and I would say hey And this was my way to fact-finding when I sold meds ups I'm in person and it worked really well because I would draw a money bag and I would say hey There's four my clients love this kind of similar. Is it okay if I share you something that will make sure that No matter what, you know, we don't take it. There's there's nothing taking money out of your money bag Which I know you want to keep your money, right? So then I would go through a Money bag presentation. I would draw a money bag Write some dollar signs on it and I would say okay, and I would draw four lines I would say there's four things that seniors are worried about going through retirement That's going to take money out of their money bag and you can change yourself however you want But I would do health insurance legacy planning long-term care and I would do it one at a time and explain each one and I would do like, you know Nursing care and Return on investments and so then I would then I would go over each one and get them to get them to so like for the So I would say hey, we took care of the health insurance Or we're about to take care of the health insurance if I did at the beginning of the call The next option is that that really can take money out of your money bag Is you don't have the proper legacy planning to leave all this money to your family? So do you have any do you have any life insurance? What's your plans for final expenses? We need to replace any income. Like how do you plan on passing this stuff? So by asking that didn't answer question and give you information about those four areas So I sold a lot of those other I sold like eight long-term care policies in one week Um back at like 21 years old now half of got declined because that was a long-term care business back then but So so what are the questions that you ask it's backfinding But what are the questions you asked you said do you have life insurance? Let's go through those questions real quick Okay. Yes. So and this is just as a you can do it you can do it over the phone too But sure I did I did an every call in person and there's a lot of agents that they're so hyper focused and I get this They just sell the med stuff or they just sell the life or they just sell Well, especially with Medicare I think it's more important to fact find when you're selling Medicare than anything else Um, and so I would actually go I would I would go through it. I'm say, okay Health insurance is a big concern now. We're talking about taking care of that concern today So I'll go ahead and mark put an X through that one because we're going to take care of that today, right? And so then I would go to the next one Okay, so legacy planning so legacy planning is important because you don't want to you don't want to pass on debt Or you know a mortgage or burial expenses or all funeral expenses or all that to your family So what have you done to properly prepare? For passing all that on to cover those expenses to pay off the house Is there stuff that you've thought through and already planned and put in place Okay, so those are the two questions. Those are two questions any other questions that you find That you can use to cross sell other products like You know meds up or anything else any other fact finding questions, right? So so if I'm Um, I've heard a big annuity Annuity when I've never been a huge annuity. We we got some agents that sell annuities and stuff I've never been a huge annuity producer. I've always kind of stated my lanes per se, but I know that A lot of a lot of the things that they ask is hey, you know, are you are you getting are you satisfied with the return that you're already getting on your investments? It's a short simple Lead in to get them to talk And if you can get people like if you ask a short question and you shut up most of time They'll tell you what you want Right for sure So we've covered some final expense. Excuse me. I've got a little bug here So we covered some final expense Medicare meds up and we've kind of gone through scripts What's the number one objection? So the biggest objection that you guys get either whether it's final expense or meds up What's that big objection and how do you overcome it? Yeah, I would say the biggest objection For us tell especially tell ourselves wise is Hey, let me think about it. You know, I'm not ready to make a decision. Yes Okay, so let's I'm waiting. I want to hear it. So what I did I'm going to talk about how I used to do it in person and then also talk about how I do it now over the phone I was in a home with an agent back Probably three or four years ago and we proposed saving this lady some money Even her more coverage. It was like it was going to end up being like 300 a little over 300 per month For a whole life insurance policy final expense policy over 300 bucks a month And so we proposed I asked her to make a decision like I do my benefits presentation my three options Which one are you most comfortable with or which one do you want to leave your family? And she said, you know what? I don't know. It's such a big decision. You know, I need to think about it And so what I do I've got a veteran agent with me and so I Jump in and say, hey, you know what? I was running the appointment. Anyway, so, you know what? We have an in-office policy that we don't do callbacks And the reason is people think about it They never do anything and then their family blames us later when they didn't make a decision You have everything you need to make an informed educated decision today. Why don't you just take it? And she's like, you know what? Yeah, I mean, it's good. That's what I need. I mean, I guess if you can't come back I guess I have to take it right and she did so Wow, that's kind of uh Ooh, that's uh, you're taking that gamble art you and throwing it out and hoping right I mean, they could go a couple different ways. I love it I'll take a gamble every time because I would rather A 50 50 or a buck it I get you. Yes is way more than 50% when they want to think about it But I would rather a 50 50 chance by being aggressive and by just laying on the line Then the chance of maybe talking to them later or maybe getting frightened in front of them later because we all Right, right because you're talking to them now There's no better time than right now because you have them in front of you Why take a chance on setting another appointment getting them on the phone? Why not while you're there do that and take that chance because that's probably your best option Yeah 100 it is statistically. It's your best option It trains you to get people like everyone's got a gift My gift has always been I get people to make decisions when I want them to make decisions Yeah, that's cool. Um, okay, so um, I wanted to talk about I end every show with this question And this is our last question of the day So What is the number one thing? That If you would have known when you started out in the industry That you wish you would have known that would have been a game changer that a new agent can take And apply and turn around his business or be successful in his business If you can do one thing and some guys have said I need two or whatever, but if you can do one thing What is that one thing that you can that you suggest an agent do based on your knowledge? Yeah, and I'm glad you asked this because if when you first started asking I'm like I don't know what it is But I know now for sure because we've got like 700 video plus videos on our security mentor youtube channel And I've been doing we've been doing a lot of video series lately on Getting agents and sales people to think Bigger if there's anything that held me back. I mean, I thought big in 19 I did well, you know six figures all that I thought too small even last year Two years ago. I thought too small and so what I do is I write down my goals I set I set some this year goals. I set some five-year goals. I set some long-term goals and I write them down every morning and every night And so my goals are I want to get security mentor to a hundred grand a week by the end of this year 2018 I want to own a jet by the time i'm 30 and I want to help every insurance agent in the world at some point in the future And those may seem crazy, but they get me thinking big they get my mindset I go to bed with the right mindset and I wake up with the right mindset. So when I go through my day I'm freaking jacked. I'm enthused and I'm focused on achieving my goals That's awesome. So I I think everybody else has talked about other things like Like getting a system or but you're the one of the first people that have said Goals and and and and think about those goals obsess about those goals write them down Go to sleep Thinking about those goals and it's really just a mindset is what you're talking about, right? It is and everything I do throughout the day I'm does it align with my goals and so if there's anything that I've learned is that what's funny is Literally, I did a video the end of probably July last year and I was doing a video about the goals that I had the beginning of 2017 And I laughed out loud when I reviewed my goals and I thought dude, I was a chump. Why was I thinking so small? I'm thinking it again about about the goals that I set for the beginning of this year So my goals always grow and I reviewed my goal book to make sure that I'm always like we just hit one of our goals So we raised it again Even if we hit it for a week it means that we attained it It doesn't mean that hey we need to hit it for a week and be stable for a year Think we can all think way bigger and I promise you whatever you're thinking right now It's too freaking small and we're all capable of so much more. It's unreal Man, that is great stuff. You know, we've really enjoyed having you on the show today and um great great Objection handling great script and I love the goals. You're the first person that's talked about it. I love it. Love it Love it. Um, is it okay if we have you on in the future? absolutely Gary dude Anytime you ask I will be on a huge Thanks to your audience for listening and a huge thanks to sales dollars dot com and gary prado For being on being a gracious host and doing an awesome awesome job. All right last thing. Tell us how people can reach out to you guys You got it. So the easiest way is secure agent mentor com or you can check out our facebook secure agent mentor our youtube channel Secure agent mentor our phone number eight three three 40 agent eight three three 40 agent simple phone number And you can find me anywhere as cody askings and I would love to help any agent that's struggling that don't know what to do I believe I can take anyone From struggling and failing to thinking bigger and investing in their business and turn them into a success Awesome. Cody. Thanks for being on the show today brother. Thank you so much You got it. Thank you gary. Awesome job appreciate sales dollars dot com. Thank you so much