 All right, so I am here in Orlando, Florida for eight days and I want to talk through What I feel like a lot of agents are struggling with and what you can do differently than what a lot of people out there are doing because right now Probably right now more insurance agents are struggling to make sales and in the history of our industry with everything going on in the world It's easy to look for excuses. It's easy to blame other people It's easy to not really look internally and say, you know what? That's my bad. That's my fault, you know, and so for me anytime I've always lost a game or a Tournament or a checkers match or a basketball game or you know playing golf or whatever As I said you're in prep for a consulting call that I have in a few minutes. I always blamed myself, right? I want to hear from you in comments below What have you always done when when you've lost or when you haven't done well or when you personally didn't perform at the level Of which you wanted to perform. Did you blame other people? Did you blame yourself? Like what did that look like for you? And how can we all learn from what you did? You know, how can I learn from from what you did? Okay, so As I'm sitting down here, and I'm getting messages every day from insurance agents I'm thinking okay What are some of the things that happened in my life some of the stories that maybe I can share? That happened along the way that you specifically can learn from and use so when I think about that you know but back when Back when I was a brand new insurance agent But back when I was a brand new insurance agent. I didn't really I Didn't really know how to get in front of people, you know I was told that you shouldn't use leads right when when leads can be an asset I was told that You can't sell over the phone. That's that's a bad. That's that's a no no That's like that's like a that's like a freaking tell-it-sales was like a curse word back in it, you know So I was told I was told all these things right so so you can't qualify help You can't ask information just get to the door, you know And a lot of that definitely helped with my success because it simplified a lot of things, right? And so I'm not saying that I want ever I think everybody should be doing things the exact same way or that how I was trained Is the right way because it really wasn't but however It trained me to keep it really simple and a lot of insurance agents complicate the freak out of stuff It's really easy to to to complicate things and say well. I don't know everything. I don't know. I asked for the business I don't I don't know how to get in front of people Some calls. I'm gonna sell over the phone some common calls. I'm gonna sell in person, right? There's all this this whole variance of well I don't know what to do when when to do it, you know, and you got to figure out what that is for you But I'm gonna talk through some things that I did that really helped me simplify Sales and succeed at a high level and share some of these stories that maybe you can learn from because back when I was 19 making cold cows up a phone book I thought well if I can set appointments from cold calling For this guy that I can do it for me and I kind of other people do it for me And I can really you know, I'm able to scale this thing, you know that we're talking about and so One of the things that I did most people don't know about is I would bring over college kids You know, and this is how to set about 20 appointments every single Monday night in about three hours, by the way So so so pay attention with me. I Would I would bring over college kids every Monday night and have call nights So I would go and I would grab three four five college kids. I was always good at recruiting local college kids Hey, dude, what are you doing tonight? You want to make some money? You know, you got a chance to make a hundred bucks in two three hours And I'll even give you a ride and buy you pizza you in you know, and so I would find people and I would bring them to my office wasn't my office back then. I was renting space, right? And I had to I would provide a cold-call data list people 50 to 80 50 to 85 That were in certain areas that were on certain income levels. I would provide a script I would provide a cubicle a chair. I would buy pizza I would give everyone gift cards throughout the night little spiffs for fun I would also give away cash, you know for it for the first two appointments They would get $10 per appointment for the third one. They would get 20 bucks And everyone after they would get 20 bucks as well So if you set five appointments, you would get 10 10 2020 that's 80 bucks, right? So I Would do that and I would call with them I would I would be the leader and actually, you know lead by example I would get out there and get everybody fired up and excited and a lot of stuff I do with teams now, you know, I did back then and I just simply got excited about the opportunity to get in front of a Lot of people because you remember at that time transition. I'm 20 years old. Okay. I'm in college I'm playing basketball. I'm taking 21 current hours of semester and I don't know a lot about cells Insurance how to get in front of people. I just knew that if I sit down and ask 10 people to buy Right, I had done enough research and I had learned enough I've paid attention enough and I'm like if I just sit down and ask 10 people to buy this is it right if I do this Every single week the chances of me making six figures as substantially higher and succeeding are substantially higher Than if I don't so for me it was well if that's the goal if that's the number if that's the target I was gonna do whatever it took no matter what no if answer butts about it I didn't care what the obstacle was was in my way, right? A lot of people that an obstacle gets in front of them and they're scared to Proceed if you will or or they proceed with caution or an obstacle gets thrown in they they transition backwards out right and so for me Any obstacle it didn't matter and I think my energy was right. I was playing basketball my headspace was right I was aggressive. I was confident a lot of things that helped right that the psychological stuff had really helped along the way and After those call nights, you know, they were viewers the script right and those that are curious, you know, I would even reference the The company back then right Betty right same thing Hey, actually even back then I think I even said it wrong. Hey, is this Betty right? That's stupid. Hey, this is Cody with blank And I catch you in okay time No, it's bad time. Okay. I'll be very brief. Hey, we've just released a brand new Program to help with burial and final expenses. I want to bring the information out to you I'll be there on Friday this morning or afternoon better for you That was it. I was simple and by leveraging other people's time To help me book appointments now I'm not saying this was an excuse for me not to set up one because I would go calling Saturdays and Sundays every freaking week right, I didn't it didn't matter I was going to put in the work and What went when we would do that I would walk out of there with 8 12 16 20 even sometimes as high as 24 appointments and my entire week to be booked You got to remember I couldn't run a woman to the mornings because I had I School classes right college classes. I couldn't run Appointments early afternoon typically because of basketball practice and that varied from time to time I couldn't always run stuff at night because sometimes I would have games or Tournaments on the weekends right when I wasn't out of town. I would leverage the weekends and put in a lot of work So it really varied But I use that as a way to really launch my career in the insurance industry by putting in the effort in the Time and say and by the way about six fit probably 60% of all cold-call appointments will stand you up or Port you as bankers like they just call it right. They'll stand you up. They'll port you And and but but however I used that is a way for me to get in front of my tent, right? So so if we set 20 and I only set in front of eight I still had to sit with two others So what I would do is if I didn't have enough appointments sat by a Friday or Saturday I would go out in cold doorknock. I remember one Friday. I went doorknocked 175 doors in a matter of about eight nine ten hours after school until about ten o'clock at night, and I'm two hours from home, you know and By doing that. I Really showed that I would do whatever it took everybody says Cody. I mean I get messages every day like I did I would do whatever you say just please help me. Please give me the secret to success. Please tell me what to do, right? I get Sometimes, you know, sometimes we'll get a hundred inbound messages a day And I'm you know and the day we got messages from seven different countries, you know, and I'm thinking If only people knew what I had to do to succeed in this business, you know Like everybody says they'll do whatever it takes most people won't most people won't go knock on a hundred and seventy five doors Cold doors not even age leads Consistently for eight nine ten hours like that that most people will never do those things, right? I'm sharing the stories of the things I did to be successful and how you can do if you get serious about this thing Right, I believe everyone in the insurance industry should be earning six figures, right? I believe the new six figures is about a quarter million bucks And I made a hundred seventeen thousand three hundred sixty one dollars and thirteen cents my first in this pennies matter Okay in the first eight months and I went and played basketball the last four months I took some time off. I shouldn't have because I came back rusty. I also shouldn't have because I Could have probably earned 160 180 maybe 200k with the lessons I'd previously learned if I really just went at it for a whole year and now, you know So so for me it was always about how do I consistently get in front people every week? How do I leverage my? time energy Effort and everything else to really succeed and how can we do this thing big right? So hopefully my stories and my lessons will help you if you love this Subscribe below. I appreciate it. Hey, you love this video and you want Some brain food. 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