 We get a lot of questions about should I work aged leads here's a play or I have no money and I want to make I have zero dollars or close to zero but I want to make 100k plus okay you know how Gary Vee always talks about Dylan he does those videos about garage selling and flipping items and making 80 grand and all this kind of stuff here's my flipping idea for agents to go make 50 60 70 80 100k 120k I know people that make more okay off of this idea which is aged leads you buy aged leads whether they be from us or from somebody else you know a 3 3 40 agent or you buy from somebody else whatever okay there's all kind of places aged leads or a lot of places okay buy aged leads and then you go door knock and you set up like 20 to 25 knocks per day okay and you get to where you're knocking about 100 to 125 doors per week and you're going to do enough knocking and enough activity that you're going to end up making money just because okay so if you're the person out there you're like I have no money I'm struggling I know I need to get in front of people because Cody talks about it 82 times a day okay and he said it on video 4,872 times in the last year this is true this is my basic idea to go out put for some activity okay maybe a little gas money maybe a little a lot of hard work maybe you define your pitch your role play your practice you're really good at what you're saying you're really good at getting in the home that's how you can make sales those people that you're door knocking these aged leads they had interest at some point in the past act like it's brand new don't act like it's old tip number one don't make that mistake okay also just assume that they want to talk to you they probably already bought something if they did you can help them and replace it you can add more maybe they didn't do it maybe they're procrastinating maybe you're better close maybe you can do it now this is my way of hey you want to go make 100k with a little very little money put forth a bunch of freaking activity buy some aged leads door knock and just go do it and stop thinking about it and stop saying oh what was me I have no money and I'm gonna fail 92% fail it's mostly mostly it's like a mindset problem an activity problem a prospecting problem this is a small way to help you guys solve that most new agents most agents in the business are felling and most haven't made $75,000 in a year before it's not it's not hard it's a little over six grand you know what I mean it's a little over six grand a month it's not a lot of money but I'm going to break it down to how easy it is to make $75,000 in this business and I'll break it down today and all I'm going to ask you to do and I need your agreement right now that you're going to do it okay while you're watching say yes with me yes okay me too I'm going to need you to invest $200 a week and when you invest $200 a week it's going to turn into 75k and right now I'm going to show you how okay so let's just say that you bought 100 aged leads okay they can be three months old six months old 12 months lead whatever at two dollars each which brings us to what 200 bucks okay a hundred aged leads let's just say that and you can say well Cody they're three bucks then buy 70 okay let's not over complicate this you'll understand the purpose and you'll be able to actually duplicate it yourself that's the point that's the point of numbers don't lie is to give you ideas and specific ways to make the kind of money you want to make because numbers don't lie okay so 100 leads two bucks each that's $200 a week all right if you think about that okay for a quick say if you think about that 100 leads and let's just say that you let's just say that for 75k and let's just say that your average commission I'm going to even go I'm going to yeah I'm going to go small I'm going to go baby numbers just for you okay today you're like Cody you you aren't conservative enough okay well let's just say that your average your average sale equals $500 okay so if you do that and you take 75k divided by 500 bucks okay I think we end up with 15 times two something like a for once my numbers in my my math's off 150 cells okay way off all right whatever 150 cells you can make fun of me in comments below do it now okay 150 cells okay because we keep it real I'm normally really good at math I got a lot going on today okay 150 cells and Dylan's laughing because he's like that's like the first time he's ever screwed up on video with numbers okay 150 cells okay if you look at I need 150 cells okay if you break that down over 50 weeks I should have known that because now now I'm recognizing what's going on three cells per week I don't care I don't care about your selling maybe it's life insurance whatever three cells a week well let's pause for a second is this real are we really struggling making three cells a week you're still gonna make three cells in the week then you need to email me kodi at kodiaskins.com tell me the problems you're having I'll freaking fix them okay I don't care if I got to come out and spend a couple days with you and your team I'm going to Oklahoma next week to spend two days with a PNC team I'm going to New York to spend time with another PNC team I'm going to Houston to spend time with a life insurance team I don't care what we got to do I will come to you and fix that freaking problem okay email me kodi at kodiaskins if that's a problem okay three cells a week all right so we think about that three cells a week okay so let now let's go back to a hundred age leads so let's just say out of a hundred age leads let's just say that you let's just say that you either door knock or say that you either door knock or call I don't care if you door knock or call okay that's up to you and let's just say that you speak let's just say that you actually get in let's just say you actually talk to let's just say that you actually talk okay to let's just say about 36 people okay and that may be whatever 36 people okay you can figure out your own numbers because if you make a couple of few calls to them you probably talked about 36 people okay so let's say you talk to 36 people and then let's just say that out of those that you set 12 appointments okay and these are all really conservative numbers especially this especially this right because if not something's wrong 12 appointments let's just say that about let's just say that let's just say that you sit with let's just say you have an awful week you only sit with six which if you don't have a 50% sit rate and if you don't have above that something's wrong we can fix that too okay and then let's just say you know what dude I actually sell I sell three okay well that brings us to 75k now you could say well Cody I'm gonna door knock them and and you may talk to 40 people door knocking right you may get your or 30 okay whatever the thing is the thing is maybe these numbers are not exact for you I know these are about what what has happened to me in the past when I've worked age leads but even if those aren't your numbers then create your own numbers okay when you get so many leads so many number of leads and then you speak to so many people okay and then you set with so set so many people sit with so many people and sell so many people okay what does that look like for you let's just say right now you're selling two because you're sitting with four and because you're sitting eight and because you're speaking with 24 and because you're buying 72 age leads then you just need a few more right because numbers are alive so this is how you can invest 200 a week and earn 75k now over the course of 50 50 weeks okay 200 that's $10,000 sounds like a lot most people in the life insurance business are getting a four five six x return on average sometimes better sometimes worse so if you can take 10 grand if I said hey give me $10,000 I'm gonna give you $75,000 I would do it too okay thanks for watching numbers don't lie know your numbers break them down if you ain't made 75 grand you ought to be making 75 grand today we're talking about the three key components to having success with aged insurance leads this is a topic that's come up a lot I've got a lot of questions from agents about the topic of aged leads and even though yes you have you generally have a you will have a better chance of making money and getting a return on investment by working new fresh leads here at secure age of mentor however if you don't have the money or if you would like a ton of opportunity for very little money age leads can be an option especially for new and struggling agents you have a little bit more activity in it a little harder work we'll talk about dialing versus door knocking those we're gonna talk about three key components today so stay with me I'm also I'm gonna cover the first key component right here I'm going to cover the second key component from the whiteboards you want to stay tuned for that here in about a couple minutes really briefly and then we'll finish with a third key component back from the studio desk so the first thing is the quantity in which you need to work these leads as in a dialer as in door knocking this is where I want to talk about dialing versus door knocking dialing is an efficient way to work in age insurance leads but only for very few people that's my take on it because I say use a dialer yes especially if you're going to call because you want to be working 500 age leads 100 age leads a thousand age leads and you want to be able to literally it's a contact sport right it's talking to a lot of people and you end up with some results about 95 percent of people that you call will not be interested but about five percent you know hey they'll make it worth it they may not have done something they may have done something you may have something better they may want the new information whatever it is the more calls you make guess what the more sales you make it's a numbers game we talk about this all the time and with a dialer compared to hand dialing you especially with age leads you can quadruple the amount of calls that you can make and so yeah I'm all about hand dialing I'm all about when I'm calling new leads when I'm calling age leads though I want to use a dialer call through hundreds of leads as fast as I can or I want to door knock you guys you guys know I talk about efficiency and I'm going to compare a couple of numbers and break them down in just a second but the reason I'm the reason I would say for new and struggling agents if you're if you don't want to make the calls then door knock because most insurance agents even though they they can probably be more efficient using the phone and a dialer and actually calling these most agents are scared of the phone that's the first point or they're no good on the phone that's the second point you're either afraid of it or you suck at it and so you don't end up using it at all if you're going to call use a dialer but door knocking can be efficient because those new and struggling agents that hate to pick up the phone that phone feels like it's 800 pounds and you're like gosh I can't get it up to my ear I just hate it it's it's so difficult with those agents they may want to consider door knocking simply because maybe maybe they will actually follow along and do it we talk about branding we talk about marketing we talk about the studio I'm going to the whiteboard literally right over here in about 60 seconds to talk about the quantity and breaking down the actual numbers so we talk about dialer we talk about door knocking choose one or do both but you must do one if you're scared of the phone then door knock and door knock a lot I think door knocking is a great way for agents that are new or struggling to get in front of people and make sales for instance if I had to guarantee somebody do something to have success it's probably door knock quite a bit because I took there was a group of six insurance agents we went down to Arkansas to door knock for a weekend some aged leads every single person made a cell because we door knocked efficiently we had some new agents with us some experienced agents door knocking allows you to get in front of people the name of the game in the insurance business is to get in front of people don't let me let me know when you're ready to go to the whiteboard brother you good to roll let's do it all right we're going to jump over to the whiteboard and talk about the quantity of leads stay with me follow me over here we're going to talk about the quantity of leads we're talking about the quantity of leads in general and we're gonna break down some numbers so I want to look at this from I want to look at this from both angles so I want to look at this by actually making calls and I want this to look look at this by actually making door knocks so because no matter what you do let's just say that you grabbed let's just say that you grabbed a hundred aged leads and there's ways for you to grab you know older ones and get a thousand for like a thousand bucks or five hundred for a thousand bucks or a hundred for three hundred dollars whatever they're they're inexpensive it gives agents don't have a lot of money the opportunity to go make sales to get in front of people without spending a lot of dough Dylan right so with calls say you're working a hundred aged leads say you call all the way through the whole list let's just say that you make a hundred calls you should call this list multiple times I'm talking like six times because six times gives you a 90% chance of contact now maybe not with age leads because some of the data and information is going to be incorrect so it won't be perfect but let's just say that you made a hundred calls let's just say that from aged let's just say that about 30 answer the phone we normally say about a 30% contact rate right out of that I would normally say you would set one of every two or three of new with this you may book you may actually set appointments with one out of every five to six right that you actually speak to so in that case let's use six and so in that case you set five appointments let's just say that you get in front of five people and some some ages may be worse than this honestly that's the thing if you're not any good on the phone then these numbers may even make sense at all let's just use these numbers for now so five set appointments let's just say you get in front of them because they're ages a little different let's just say do you make two cells okay let's say you have a 40% closing rate right okay 40% closing rate two cells let's just say the average sale is 60 bucks each so that's $720 times two that's 1440 bucks of annual premium and you probably spent I don't know $250 200 to 300 bucks is that a good ROI yes now that you have to work harder and spend more time and you may have to call through these a couple times to get these numbers sure but that's kind of how you how I can think of breaking down calls now let's think about breaking down door knocks for a second because a lot of times for an agent that's struggling or they're or they're new or they're just not any good you're afraid of the phone it's 800 pounds and you don't want to pick it up then what happens if that's the case door knocking gets you in front of people and it's easier for them to say no over the phone than it is to your face you know we talked about it a few shows ago how you could make like you know 40 bucks by door knocking let's just say you have the same hundred leads and let's just say that you did a hundred knocks in one week okay so that that what is that that's 20 per day times five days right and you get a hundred knocks in that's extremely possible like that's not duker i'm not exaggerating bro that's legit all right so hundred say you do a hundred knocks out of a hundred knocks let's just say that about oh let's just say that about 30 let's use the same numbers about 30 answer the door could be a little higher could be as high as 33 35 40 somewhere in there i'm gonna be conservative we'll say 30 out of those 30 let's just say that five let's you let let let let you inside to actually run an appointment because the goal is to get in the house nothing else don't set future appointments get in the door you so you sell five let's say that you end up with two cells all right so in both of these cases this one you may have to make 200 300 400 calls to get to these types of numbers who knows in this case you probably need to knock them all you know what i mean one time for the week and averaging 60 bucks even in this example you end up with probably similar type numbers 1440 bucks of annual premium but the reason i show you both examples is which one are you more likely to actually go do are you more likely to pick up the phone let's just say you had to make three calls to these leads to talk to 30 people right okay so you had to make 300 calls or are you more likely to make 60 calls a day for five days maybe or are you more likely to go doorknock on 100 doors for an entire week most agents are scared of the phone they're not any good so i think that even though this is probably slightly more efficient because you're not spending all your time out in the field but there's something to be said for being out in the field in high activity and that's why actually door knocking is a better fit even though if you're gonna call use a dialer right we talked about this point number one but even though door to door and actually knocking there's even a door to door conference nowadays knocking is better for most agents i love both if i want to be more efficient i'm very good on the phone i should probably make calls even though i'm great in person too i got a big old smile i'll i'll put on i'll put on some charm and i'll probably get in the door right like matt dude he's a charming dude hundred i i i i you could be successful either way but you need to know we have a lot of fun in here too but you need to know which one are you more likely to go do and have results that's what you do i'm all about preaching hey do the hard stuff and do the stuff that unsuccessful people are unwilling to do and do the stuff that nobody else will do yes i do that stuff but you can have success either way but you got to have a plan and you got to execute the plan so whatever that looks like i love breaking down numbers with you guys because it's all about a plan and executing so let's jump back over here and jump to the studio to finish up the show with mr. dylan as we talk about we talk about having a system in place and working it well that's why that's where that's why that's a perfect setup we talked about the dialer and knocking we talk about a large quantity of leads now we talk about a system because a system is the first the best way to finish this off so you saw the system here maybe it was maybe it was 300 calls maybe it was hey i'm gonna call i'm gonna make 60 do whatever it is i'm gonna make 60 to 100 dials a day for five days or three days or four days have a system or hey i'm gonna go door knock 20 doors for five days during the day nine to five and i'm gonna get my hundred knocks in i'll probably make a couple cells right but making a thousand fifteen hundred two thousand dollars off of a measly few hundred bucks by door knocking a lot is something that most agents could be successful with if they put that system in place and actually followed it now a few things if you're going to call obviously talk about you got to use a dialer you got to commit to three or four days of dials you got to develop a script and stick with it which we've given you the example of the script before you need to use a crm to stay in contact with people you can automate texting and emailing all that stuff um but at the end of the day it's all about having a system and executing you can have a ton of success working age insurance leads if you will execute that's the word of the day hey if you enjoyed this i got another one you're gonna love it's right there click on it see in there most people the industry fell they just don't show up you know like it literally like in college i had to show up the class to pass the class it wasn't hard it wasn't rocket science but show up i won been bitten