 Yeah, I want to transition to a couple little pieces to help you when you're running a zoom a zoom cell The first one is when you're confirming the zoom and you're setting it up via an initial call to an appointment I want to remind you. I want to give you a couple ideas I want to give you a couple ideas for how to make sure and confirm that there's a there's a gentleman that I follow His name's Nate. He's a buddy of mine. He had what a 100% show ratio with his zoom calls 12 weeks in a row They either showed up or they called ahead to let him know Okay, so if if you if you want to know what that is make sure you jump in comments because I'm about to give it to you Okay, so what he did is when he was making calls When he was making calls, he would let them know he would ask a follow-up question, right? Would there be any reason this is a lockdown closed by the way with there being a reason why Friday at 2 o'clock would not work That's a secondary question just to make them rethink the time they set by the way. I think that's good Okay, and what I would say if I'm in your shoes is I Want to make sure Because if you say you can be there and then you don't show up My calendar is extremely busy. I Can only help so many people and if you show up and you take someone's spot and you don't show up Then that's one less family that I can't help Right, so I just want you to understand the severity. It's my job to help as many families as I can And I want to spend time with you But if we see if we're supposed to spend time together and something comes up I just need you to let me know so that I can fill it with another family so that I can help another Is that good or is that good and he doesn't get no shows? Okay, now when you're running a zoom I want you to think about three things most people when they run a zoom cell and they don't get a cell they typically They typically missed out on building rapport rapport and the relationship matters It's the most important part of all this whole thing, right? It's more important than whatever we're pitching So here's a three-step sales process when you're running the zoom call The first one is to focus on building rapport When you get off and you did not make the cell then either Either what you were offering was going to put them in a better in a worse situation Or we didn't take time to build rapport number two find a pain point Find a pain point number three offer a solution very simple But if you don't start with your poor if you build rapport enough, right? You find common ground you build a relationship They know I can trust you then once you actually go start building rapport really well They're gonna actually tell you the problem. They're gonna tell you the pain point. You won't even have to tell that Okay, so remember that all right I want to run through a couple things really quick as we transition to mindset and as I have two minutes left Okay, as we have two minutes left success is a decision a Lot of insurance agents fail because they say I'm gonna do this And they say I'm gonna do it tomorrow. I'm gonna do this, but I'm gonna start on Monday I'm gonna do this, but I'm gonna do this later. We need If it's good enough to do it tomorrow, it's good enough to do it now Okay, as I move back to the mindset piece. Okay, so move back to the mindset piece I have a daily power five since I gave it since I was given a little more time I'm gonna share this I have a daily power five five things to do to start my day every single day Number one I wake up before 6 a.m Daily power five right these down. I'll wake up before 6 a.m. Okay. These are things I've been doing for two years that have helped me Level up right who doesn't want to level up. Okay? number one wake up before six Number two Number two is I want to get a good workout. I want to get a good workout in because energy I went to the ocean down there and swam because I'm training for an iron man That's in Galveston, Texas in November 22nd And I've got a swim in the ocean 1.2 miles and then I got a bike 56 miles Then I got a run 13.1 miles so I was it down in the ocean swim and trying to train for this iron man, right? That's energy my energy is everything if I didn't work out if I didn't swim my energy would suck right now And I know that you know that when you're selling you're doing one thing you're selling Conviction you're selling certainty. You're selling an influence. You're selling persuasion and if your energy is low And you're not that exciting to talk to and I hope you're having a great day in this Betty Then guess what? You're going to struggle to close deals. You are selling Certainty you're selling Conviction passion your why you're selling certainty. You're selling energy energy is everything so number two. I work out a Work out because energy is everything. Okay number three Number three. I believe in learning and getting better every single day. I Watch universities videos read books listen to audio books because I know that in the morning My brain is the most palatable to get information in and to learn and to expand until I want to be learning every single day You need to spend time learning every single day. I promise you you won't notice it today But you'll notice it seven days from now 30 days from now a year from now two years from now Once I started get actually like cuz we don't I mean cuz how many opportunities how many AEPs of 2020 do we get? One and I want to be the most focused and the most serious that I've ever been so that the greatest AEP I've ever had so that I could because you think about it in 2021 do you want to have regrets? That 2020 wasn't the best AP you've ever had or that 2020 you didn't give Your best effort or that 2021 or the 2020 you didn't take it as serious as you should have Now is the time you're right. It is a crucial piece to your success And you need to focus on making 2020 2020 AEP the best you possibly can number four number four is right my goals down every single one I've got some lofty goals. I won't help every insurance agent in the world. I want our companies to be worth over a hundred million I want to be like coach Michael Bird and travel around in a freaking private jet. Okay. I want I want to have I Want to have hundreds of staff and team members and I Want to do everything I can To leave a legacy on the insurance business like nobody ever has okay. That's some of my goals Now I challenge you right now to say dude. What are your goals? What are you writing down? What are you thinking about every day because when I wake up and I write these things down every single morning? I'm telling you it puts me in the right frame of mind It makes me humble and it gets me excited for the rest of the day the rest of the week in the west of the month Okay, every single time And number five I finished with a cold shower Why because most people won't do the tough stuff most people don't want to do the things that are hard They're scared to do it I want to force myself to do the things that I don't want to do because when I operate in a place of fear Outside of my comfort zone and I force myself to do stuff. I don't want to do Right on the other side of Something good starts to happen. I was a new agent not too long ago I started as an intern calling on the phone book before I knew you're not really supposed to be doing that I feel like I get and understand new struggling insurance agents Most people in our business are not the dude making seven figures rolling in it and traveling the world Yep, most of the people in our industry are struggling some even have part-time jobs I want to be the guy that they can go to to really learn some knowledge and really help them I was very fortunate or an 117,361 dollars and 13 cents in my first eight months I thought if I can do that working for one company selling one product Probably help some other people too What is that welcome to phone phenom? If you love this you're like dude I want a whole team of people doing this seven secrets on building a scaling a sales team It's right there. Click on that. I'll see you there All right. All right. It is five o'clock welcome to seven Secrets to scaling a superstar sales team super excited to be here tonight on Tuesday evening preachers you guys signing up I can guarantee you