 Welcome to insurance agent training live man. I missed you guys every Monday two o'clock central standard time We drop some bombs teach you how to sell teach you how to make money teach you how to be a better insurance agent today Then you were I got something good for you I promise you you're gonna watch you're gonna want to watch all of today's episode because I got something really really good I'm gonna walk through on the whiteboard. I got I know you guys love when I break out the whiteboard I'm gonna try to make it so that you can follow along because normally what happens is we go About 12 minutes and I've got the whole board full of freaking writing and you're like dude Where is he going? What the heck's going on? So I'm gonna keep it really simple today. I'm gonna give you my three steps to working Leads I'm gonna keep it really really really simple three steps to working leads. I'm big on all these steps Systems we have the we have the three s's for our weekly system set sit and sell We have our four-step appointment process I believe everything in sales and life in general need to break it down into simple steps break it down into a system I'm a big believer that the word system is super important in the insurance business Most people don't know this I was in an interview earlier Most people have no idea that there are more millionaires in the financial services and insurance industry than any other industry in the world So you're in the right place The three steps again, you guys know I'm big on What do they what do they call those they'll get all the smart guys in the studio What they call the acronyms where you use like the same letter with alliteration alliteration Yeah, something with an a all three all three words the same first letter This is my three steps for working leads what I've used over the last ten years to be really good at working leads You guys saw me if you guys haven't seen the video of me in Jamaica calling leads in a tiki hut on the ocean on the south side of Jamaica Calling leads on video about why have my wife video and I'm calling leads just to prove that hey, dude Our leads are as good as any lead you'll ever touch I believe that agents should be setting 40 to 60 percent of Our leads and I hope Derek is over there putting some of this on my Instagram story while I'm at it So these three steps all about working leads the first one is Speed you got to be quick. You got to be fast. It's all about our leads. You're delivered in real time The coolest thing about our leads. Yeah, they're exclusive. Anybody can say their leads are exclusive most most time You don't even believe that our leads are exclusive. So what's it matter? Not only the exclusive but they come in real time That's what I noticed when calling leads from Jamaica for my freaking tiki hut on the ocean I learned that out I have a better chance of getting a hold of our leads and setting an appointment if I call them Within seconds within minutes of that lead coming straight to my email or straight to that Google sheet That's one thing that we're big on is speed some agents will start a lead order on a Friday And they won't touch them till a Monday 72 hours has gone by That is way too long people are gonna forget. It's a crowded world. They're seeing commercials people were calling them on the phone They're getting direct mail. You had Alex Trebek coming on the TV. All these crazy things are happening You got 82 other inch-inch people calling them on the phone You want to be first to market? That's why speed is so important when you're working leads I'm telling you what the biggest thing we preach all the time is action when a lead comes in Don't even think about it freaking literally when a lead comes in My wife's proof because we were in Jamaica doing this a lead would come in it would hit my email BAM I'd hit the phone number and I get on the phone immediately you haven't seen that video you want to see it I was able to set four appointments the first time through calling 10 leads And I didn't even touch it six times like I preach because I'm in Jamaica on my anniversary So I kept it short didn't make a ton of calls Every agent should be at a 40 to 60 percent set ratio. The first thing is speed Speed is what you need you have a better chance of reaching leads if you called them immediately statistically proven the second S To working leads you could have called this swings Strikes whatever I'm calling it shots and I'm talking about the basketball shots because I'm a sports player So shots how many shots are you putting up every time you get a lead in? I believe that You got to get to six you got to get to six shots because what happens is stats prove that if you get to six calls You have a 90 percent chance of Contact if we want to put stats and percentages in our favor and freakin dominate You'll get to six calls. So unless they tell you so Let's just say that the lead tells you know or they say I'm not interested or you talk to them Or you book an appointment or whatever the case is Then you wouldn't get to six shots You wouldn't get to six calls if they say no, I'm not interested or whatever you'd still door knock them Because I'm probably gonna forget anyway, but unless you book an appointment or unless you talk to them You get to six shots get to six calls This is the one of the biggest things speed is really important But this one is the most important of all three of these because most agents 80% of cells are made between the fifth and twelfth contact. So go six touches minimum Harvard Business Review they did a business review with it with inside cells They worked a hundred thousand unique leads over three years and they noticed when they got to six calls They had a 90% chance of freakin contact You want you want a 90% chance of talking to 90% chance your lease then go six calls That's what shots is all about speed is important, but lazy people don't go six shots Lazy people do what most insurance agents do which is why 92% of insurance agents fail They don't call them at all or they call them once maybe or dooker They may call them twice bro, and then that's it man That's it and then they're like dude. I'm done these leads suck. They're horrible. I give up Go six touches. We tell people don't even call us and give us feedback about the leads until you go six freakin shots Because when you go when you're fast and you go six shots you end up booking 40 to 60% I did it with one call From a freakin tiki hut with no script and I didn't even go six shots And I still hit the numbers Imagine if you actually go six shots what you can do speed shots and guess what you won't have this immediately But if you're fast and you go six shots the skills will eventually Happen you will end up getting better because you were fast and you took enough shots Kobe Bryant I say this story all the time when he was a kid He was in a basketball league his literally I think he played over in Italy or France or somewhere I think he grew up over there seriously he He played in a he didn't score an entire summer league at like 11 12 years old He worked out and shot two to three hours a day at that age and the next summer He was the best player in the league because he did what he took enough shots You can't be great unless you take enough shots. You can't get the skill you need unless you take enough shots They say a thousand ten thousand hours to mastery take Freakin shots so that you can skill up part of the skill is using our script Properly that we give you you guys can see the video in the audio me making calls. It's really simple I'm calling. Let's just say I'm calling Douglas Douglas answer the phone. I say hello Douglas. I Mean first answer the phone Douglas. Yeah, this is Douglas. My name is Cody I'm getting back to you about your request for the new final expense information. Now. Hey Douglas I'm the local filled underwriter. I'll be in your out in your area on Friday Are you more of a morning or an afternoon person? That's it. It's super simple The only phrase I may throw in to the call every once in a while is I if I can feel a little uncertainty You say this is Cody. I'm getting back to you about your request for the new final expense information. I'm assuming you remember that, right? I'm assuming it. I'm not assuming that they didn't or that they don't or that they have no clue What I'm talking about. I'm assuming every tip of the way the call is super simple super easy They say well my afternoon person wonderful Out I'm Friday in the afternoon. They got me pretty busy, but I'm gonna two o'clock and a four o'clock, which is better It's so simple. You can train anyone to make calls like this But they got to be fast They got to get to six shots and if they don't have the skill then they need to take shots So they end up getting the skill They need to take shots so that they end up getting great and they need to role play We preach in our sales room in our office They watch training videos and they role play every single morning between about 840 and 9 o'clock Because role playing makes you better taking shots and practicing makes you better When I was in Jamaica my wife was video me make calls with my cell phone. You can ask her What do you think I did? I role played with myself and went over the script before I even made calls And guess what? I was rusty on the first two. I Haven't made lead calls in a while and I still got to a 40% set ratio Every agent if they follow the speed shots and skills system they should be at a 40 to 60 percent set Ratio all because they're fast because they go six shots because they're not lazy because you're not lazy, right? And they end up if they're not great yet because they follow the system. They read the script. They role play They care they end up getting great, and they end up being good at what they're doing quick story. I Had an agent. It's probably been like a year ago. I had an agent that bought some leads down in Mississippi. I Sent him leads He's he called back the next day, dude. These are awful. These are horrible like this is a joke This is a scam. You are a fraud and this sucks, bro So I said dude, I believe so much in our process I believe so much in our system and all of our intricate details of our lead process that I'll make the calls and I'll set an appointment He's like no he's like, you know, there's no way he's like dude, please call him it won't work I made two calls The second one answered the phone and I'm calling from a 417 area code in Springfield, Missouri not Mississippi. I Didn't even look local Second person answered the phone first person no answer second person answers. What do you think happened? I booked an appointment because I had took a lot more shots than that dude And I had more skilled and I booked an appointment and then all of a sudden the leads didn't suck anymore And then I and then he goes out makes a sale After supposedly the leads were horrible as Glen Gary Glen Ross says the weeds are weak Dude, these leads ain't weak if you follow the speed the shots and the skills system for working leads if You want to make one hundred thousand dollars? We can give you the leads and show you the math to get there if you want to make two hundred thousand dollars We can give you the leads and show you the math to get there. It all comes down to having a system for everything you do You want to be great at working leads and you want to make leads work for you and want to have success with no matter What leads you work especially the secure agent leads that we got here then you'll call the speed You'll be calling the shots and you'll go six shots every time And you'll get great so that you end up having skill that you can end up with a 40 to 60 percent set ratio These are my three steps take a picture write them down screenshot. Whatever three steps to working leads is my three Steps system to working leads. We do insurance agent training Every single Monday two o'clock central standard time. We change it up We don't always do the same thing every single week But every Monday I come to you to make you great as an insurance agent to train you on the specifics of what I know That you need to know that's why those are the three steps working leads and they freakin work speed be fast Shots don't be lazy get to six and skill up along the way And I promise you you will never have problems working leads ever again if you stick to those three steps When you work leads. Thanks for watching We'll see you Wednesday