 Hey, welcome to Deal Breakers. How you doing? Deal Breakers with David Cody. We're excited to be here today. We're having a blast. I hope you're having a great day. We're listening to a little music to get pumped up today. I thought it was Aretha Franklin and Stevie Wonder. He thought it was Aretha Franklin and it was actually Stevie Wonder, so he was not even close. I don't have time to listen to music, right? Music is not your thing. It's really not. It's really not. Man, thanks for being here. You got it, man. We're excited. It's gonna be a good show. I have no clue what we're talking about, but I promise it's gonna be good. And as always, no clue before we get here. We're gonna do a few things. We're gonna do question with a question. We're gonna do pick your poison. We're gonna deal with the objection. But today's theme is about what to do when the prospect doesn't answer. What to do when the prospect doesn't answer. We're gonna go through some very specific things. Call them once. When they don't answer, you give up. Well, if they don't, never call them again. If they just don't give you their wallet, right? Most people just give you the wallet right off the bat, right? Just here. Take my money. Yeah, yeah, thank you, thank you. There's nothing in there. That's exactly what I, you know, that's what you should expect, right? And I know, so that's what we hear sometimes. But I know that we're gonna have things that maybe you've heard before, things you haven't heard before. And I know my version of what needs to happen and your version of what needs to happen are gonna be two little bit different things. And so they're gonna, you're gonna get two perspectives on what we feel like you should do if the prospect doesn't answer. So if you haven't watched the show before, we're excited to have you. Dealbreakers with Dave and Cody, this show deals with what can break down a deal? What can keep you from making that sale? What can keep you from being successful? What is getting in your way? What can you overcome? And so we give very real examples, role play, sales training on how to keep those deals alive and how to get more sales. Can you get better today? Can you get better today? If you can't, if you are, if you have peaked, you can't improve anymore. You are at your max potential. Shut it off now. Freaking close your phone. So you don't need to watch this. But if you enjoy what you see. For the rest of us. For the rest of us. That continue to strive. Yeah, continue to get better. Share this on your page. Share this. If you're on Facebook, share it out to your crowd. Somebody needs to see this. Somebody's going to learn something from this today. So we always start with question with a question. This is a game that we use in sales training that the idea is it's a tennis match. I'm going to ask you a question. You're going to bounce it back. You're not going to answer the question. You're going to bounce it back because the idea is we in sales and in conversation in general, we're always trying to tell you things. I'm always trying to tell the person that I have this. I'm waiting for you to stop talking so I can tell you something. But we're not actually listening. I want to do this though. I want to do this though. I'm going to change it up. Hey, do we have a mic on the back camera or no? We don't. Okay, we're not doing that then. We can't do that? Never mind. Sorry. All right. Random, random. The idea is to clear your mind. Bounce back the question. Okay. In a sales presentation, you wouldn't do this. You would do one or two questions, but this is an exercise to clear your mind and be able to control the conversation by asking questions. But with me and you, it's a competition. Because everything is a competition. This is always true. Okay, so I'm going to- Do we have time for this? I'm going to ask you a question. You're going to bounce it back. I noticed, do you own an Apple Watch? Do you not wear a watch at all? Have you ever seen me wear a watch? If you wear a watch, would it be an Apple or like a normal, non-smart one? Do I look like the kind of guy that would wear a watch that was non-smart? Are you more of a car fan or a watch fan? Now why in the world would you ask me that question? Ferrari or Porsche? Have you ever driven a Ferrari? I haven't driven a Ferrari. I try to change it off of watches. I know, I know. It doesn't matter. Especially being a car fan. What's up, Jeremy? And I am a car fan, and obviously I'm a car fan. And I know you're a technology fan. And I'm trying to get you to talk about technology and whatever the case may be. Well, we ask questions instead of trying to tell things. If I try to tell you that the Apple Watch is the greatest watch of all time, you don't get to give your opinion. If I ask you, what do you think about Apple Watches? Or do you know Apple Watches? Well, that's what's so difficult about that. And certain topics are much easier. Some certain topics you can go forever. Certain topics is like it's a little more difficult or a little limited. But you always, human nature is, you want to provide information. You want to give. You want to give your opinion. You always want to give. You want to give your opinion. Everyone loves giving their opinion. The best conversations you've ever been in, when you walk out of a conversation, you feel like, man, that was great. You talked more than they did. You got to give your opinion. Completely. You got to impart your wisdom, whatever it was. That's one of the things I learned from this, doing this every week, is, man, I forgot. I mean, I'm learning how much I like to give my opinion. Right, right. And when I used to be faced with prospects every day, all day, every day, years ago, man, it was different. Your opinion was different. But now, it's like everyone asks for my opinion all day. So now I'm used to giving it. And then you ask me questions, I'm like, crap, I can't give my opinion. That's weird. I want to say that. I want to give you what I know. That's right. What's up, Dylan? What's up, Tony? It doesn't matter what I think, it matters what the prospect thinks. All right, so let's dig in a little bit here. I wanted to give a little bit of a build-up to the meat of what we're talking about, which is what to do when they don't answer the phone. But I have this thought process on don't decide the customer wants to talk to you or not. You don't know, right? And if you do, just assume they do. Yeah, right. If you have to make a decision, if you have to choose, you know. You don't know if they want to talk to you or not. Just because they don't answer the phone the first time you call does not mean that they do not want to talk to you. What do we do? When you get a phone call, and there I'm doing one right now, when you get a phone call with a number that you don't recognize, you let it go to voicemail. We all do that. It's a technology age. There's another thought process to this, too, is it's a technology age. This is not the only way we communicate. Phone is not the only way we communicate. There's text messages. There's emails. There's, we all have a computer. We all have digital connections and communication. So it's not just, just because they don't answer the phone, my daughter is 11. She doesn't have a filter. She doesn't decide who wants to talk to her or who doesn't want to talk to her. She talks to everybody. Everybody. Yeah. I got a picture the other day of her standing on the street corner with a policeman and she has his radar gun and she is clocking somebody out in the neighborhood. It's a great picture because she walked up to the policeman that was sitting in the car and said, hey, can I do that? And he said, yeah, sure. She doesn't have a filter. She doesn't decide who wants to talk to her before she tries. More social people need to be like that. Right, right. There's something about the children, the younger children that don't have that filter. And as we get older, we decide. We look at somebody in the line at Walmart and we look at them in the face and we're like, oh, they don't want to talk to us. Or we assume that the police officer won't let us use the radar gun because we're not a kid. Right. We assume. But you don't know that. That's not true. You don't know that. That's no clue. You don't know unless you ask, right? Exactly. You don't get anything unless you ask. Right? So you've got to get rid of that filter to where you're not afraid that they don't want to talk to you, right? Okay, so what do you do when a prospect doesn't answer? So let's talk about this a little bit and then we'll dig into my version and your version. You have called thousands and thousands and thousands of people, right? What do you do? What's the first thing you do? What do you think when a prospect doesn't answer the phone? Do you have a list of things that you go into? Do you have a certain number of times you call them? Do you have a certain number of day parts that you call them? Well, I naturally used to assume that because they're not answering, they're avoiding me. They don't want to talk to me. It's a negative impact, you know? But if you do it enough, you learn that until you talk to someone, there's no reason to assume anything because I've called a lead as much as four or five times in one day. The person will answer that night and not even know I called them four or five times. All right, all right. Yeah, yeah. We have it happen in the sales room all the time. Oh, you're the one that's been calling me. Oh, well, I didn't realize that was you. Exactly, I would have answered, yeah. So true. So I have a theory on order of operations because we all are in a digital age. I have a theory on order of operations of things you should do. A certain number of phone calls, a certain voicemail, a certain email, a certain, where do you put the text message? Because some people just prefer text messaging. I prefer the text. Oh, me too. Yeah, yeah. It's easier, it's quicker, it's, you know. Yep, all right. Before we get into that, don't forget about 8% Nation, the conference coming up in October. The conference. The conference, and man, we're having people calling us from all over the country in all different types of industries. I've gotten several emails today. We've sold several Premier tickets even today. Several people emailing lately like, hey, dude, I heard about this. My dad's getting emails. Other companies are getting emails. Carriers are reaching out to me saying, hey, I heard about this. I've seen it on social media online. You know, this thing is, if you think it's blowing up so far, it ain't. If you search insurance conference 2018, we're the first thing on the list. It is happening and it is big and it is getting bigger. It's getting bigger every day and every time you think you've fought big, this thing is exploding. That's one of the things I promised yesterday on the show was, hey, I can't promise that this will be the biggest insurance conference ever yet. We know it's gonna be the most unique, the most value-driven, the most, a modern spin. Yeah, modern spin, technology spin. Advertising, marketing. Right, the front wave of how the marketplace is developing. If you're doing business the way, in this industry, if you're doing business the way you did five years ago, you're being passed up by the wave of people that are doing it. What's up, needles. That are using technology and using the new wave of things. The Medicare master is joining us on Facebook. Nice. Jimmy Needles, baby. Nice, Jimmy Needles. Awesome. All right, so real quick, let's go to, if guys, if you got that, let's go to the commercial here, real quick, with- Ray Ray. With Ray Ray, Ray Lewis, Hall of Famer. NFL Hall of Famer is gonna be speaking at our conference. We're super excited. I cannot wait to meet him and I cannot wait to hear what he has to say. Completely. Guys, hit that real quick and we'll come back with what to do when the prospect doesn't answer. All right, I think the guy's the best lineback at our place. I think he wants to challenge, to charge and inspire and encourage. That's what motivates him. Hey, it's a man's game tonight now. You know that. He's the most charismatic football player any of us have ever seen. You name it, in an NFL career, Ray Lewis has done it. Well, this is stood up. That's the way it's done. We get one opportunity in their life to lay your foundation to make whatever mark you're gonna make. Whatever legacy you're gonna leave, leave your legacy. Figuring is nothing to lose. McAllister coming down the sideline and McAllister is going to go with the charge. Ray Lewis through a block as well. That's a pop. He has that strength, he has that athleticism, he has that speed and he was flat out the tackling machine. And here they come. We can get rid of it in a minute. Hey, welcome back to Deal Breakers with Dave and Cody. Ray Lewis, 8% Nation. He's going to be speaking at our conference. 8%nation.com, if you haven't checked it out. Search us on Google. Insurance Conference 2018. We're right there on the top of the page. 8% Nation is going to be an amazing event. It's going to be a life-changing event. Grant Cardone, Coach Michael Burt. Tim Story, it's an outstanding list and I can't wait to be there. I can't wait to see what happens at this conference. All right, so let's talk about what to do when prospects don't answer. They're not going to answer sometimes. They're not going to answer quite a bit at the time. Probably more than they do. Right, right, more than they do. When you get a lead list, they don't care where you get it from. People answered the phone more 10 years ago than they do now. Now it's cell phones. We let go of voicemail. Maybe we look at the voicemail, maybe we don't. You said earlier that you would do four or five in the same day and then when you got to the evening, they might answer and not realize that they'd missed four or five. Totally. So I want to talk about what would you do? If you get, say you get a lead, say you get five leads and you call all five of them and do you call a certain number of times in the same day? Do you call a certain number of times? At least three. Okay, three times. In a day. All right. At least three day one, if you get it in the morning, at least three day one. All right. I'm also throwing a text and an email and maybe doorknocking the next day. Of course, and that's what I'm getting to, yeah. So this is my version of what you should do when the prospect doesn't answer. This is Cody's version. So he's three to five calls in a day. Yep. When do you send a text message? Normally mid, mid of that. So probably just for two to three calls in. So, so halfway. I'm going to say two calls in text. Doorknock on day two or day three? Day two. Okay, doorknock, day two. But if I don't hear from them. Any emails? One email, probably the third day. Okay. Day three. At least day one or day three, maybe both. Okay, before we get to exactly what you're saying in these, I want to- Can you show on the whiteboard now? They want us to see the whiteboard there. Can you see it? This is Cody's version. We're going to expand on these a little bit, but three to five calls the first day, somewhere in that two calls in, two or three calls in, he's going to text message, door knocking day two, and then day three and email. Okay. Here's what I'd like to see. I want to see the first call. I want to see a voicemail right there on the first call. This is what I'm going to lead everybody back to is that voicemail. Okay. So, and then I want to see a text message immediately and an email. So I want to see a pattern. I want to see a pattern that's repeatable and something that you don't have to think about. I don't have to decide what I'm going to do because every one of these calls I'm going to do the same thing. I'm going to call. You should get to where you do the same thing with all of them. I'm going to do the same exact thing on all of them. And I'm going to say the same thing on all of them. Completely. I'm going to do the first call and I'm going to leave a voicemail. And then I'm going to send a text and I'm going to shoot an email all before I get to the second call. Okay. There's a bunch of different reasons why I want to do it this way, but it's all about psychology of the sale. It's all about psychology of the prospect. Okay. So when I get a phone call from a number that I don't know, when I get a phone call from a number that I don't know, sometimes I pay attention to the voicemail. Sometimes I don't, but I don't delete the voicemail right away. The voicemail sits there. And the voicemail, what do we both say on the voicemail? Okay. We're getting questions about voicemail, email and text. What kind of, what's the goal there? Okay. So I'll give you mine first since you gave me your list first. I'll give you mine first. The voicemail is the most important thing. To me, I want to push everybody to that first phone call and that first voicemail. Okay. What I'm going to say in the first voicemail. Good questions, Robert and Jimmy. Keep them coming. Yeah. What I want to say in the first voicemail is, depends on where I got the lead and how I got the lead, but I want to reference how I got the lead. Hey, this is Dave calling. I know that last night on Facebook, you had expressed interest about getting some information about this final expense or whatever the burial policy or whatever it is. Hey, it's real quick. So it's, Hey, it's Dave. I want to respond to you personally about the information you requested on Facebook last night at 8pm. Yep. You've got my number. I'm going to be giving you a call back and I'm going to be sending you a text message. I want to drop off the information that you need. I want to get it to you as quick as possible, but I want to do it personally. I always put in personally, because it implies that I don't normally do this, but you get in the habit of saying personally and it just, it makes a better impact. A little more unique. Okay. And then immediately I want to send the text and think about this. You all have cell phones. When you get a voicemail, it sets there and you don't necessarily, because it's a number you didn't recognize. You don't necessarily go. I may not listen to it for hours. You may not go listen to it for hours. Okay. But if you get a text message right then that from that same number that says, Hey, this is Dave. I just left you a voicemail and I'm not sure it recorded. Yep. Give me a shout back as soon as you can. Real simple text. Hey, this is Dave. I just left you a voicemail and I don't know if it recorded. What does that, what does that do? Like 94% of these are open within three minutes too. Yeah. So it's a text message that leads them to the voicemail. What does that voicemail do? Or what does that text message do? It gets them curious about what the voicemail is about. Hey, I just left you a voicemail but I'm not sure it recorded. Give me a call back as soon as you can. Point it back. Point it back to the voicemail. I like that. That's where all the information is. That's where I'm trying to connect with you. Hey, I just left the voicemail. I'm not sure it recorded. Give me a shout back as soon as you can. What do they do? They immediately go listen to the voicemail or they read it on the voice to text, right? Again, this is the most important thing. And then an email. I do the same thing. It's a pattern. This is the pattern. I make a call, leave a voicemail, send a text message, then shoot a little simple email. The email's the same way. The email is, hey, I just left a voicemail and I'm not sure it recorded. Give me a shout back as soon as you can. This is Dave from Family First, whatever. Yeah. All right. Real simple, you can even set these emails up as a template in Google to where you can just send it real simply. And you don't have to actually type it out. But the whole thing is to get them to this point because that is the most important thing. I think there's something in our industry that is hung over from the last five years where they call, and I'm not saying you would imply this, but they call five to eight times and never leave a voicemail. Right. And I think that's wrong. Because today's- Well, people, they've been told not to or they think that you shouldn't because, thanks Robert, they think you shouldn't because it's a waste of time. You're turning them off. Think about today's consumer. Today's consumer, if I get eight phone calls from a strange number in the same day, I'm never answering that call ever again. Ever. I may even save it in my phone as do not answer this call ever again because they just bug the crap out of me. I get a lot from call centers and telemarketers that I actually go in and click block this call. Right. I'm actually very passionate about that because I think- In the contact. I think people are, people haven't changed their mindset. Yeah. Sales people haven't changed their mindset with the new technology. Completely. Then there's the whole idea of the consumer may want to text. They may not want to talk on the phone. And so you've connected with them in three different ways. They would, they may rather email. Yep. You've reached out to them to see where, that how they want to connect. Yeah. All immediately. And giving the right information, giving the pull of, I've got what you asked for. What's up Tony? What's up Dylan? I've got what you asked for and I'm just trying to get it to you personally. That's all I'm trying to do. Okay. Then there's a second call. Then there's a third call. Then there's a repeat text, whatever it is. But this is the key. This right here is going to get more reaction because you're communicating with them in all the different ways. Remember, these prospects are much more digitally proficient than they ever have been. I have too, Jimmy. I don't care what the age is. They're much more digitally proficient than they ever are. But when it's easier for the age to be proficient if there's some consistency. If you're like, okay, well, you know, this is what I do. This is my, you know, you know, this is what I do. This is my pattern. Yeah. Completely. The biggest thing too is if they're not answering the phone, you may have to eventually call from a different number. Yes. If the goal, because the goal is always to talk to them on the phone or to talk to them in person. That's why the text in the email loops back or tries to get you in front of them because providing information through text or email, it's not going to make you any money. It's not going to get you in front of them. So try in different numbers, door-knockin', throw it in some... Does everybody know that you can get apps that are nearly free that you can get a different number from? Google Voice. Google Voice. There's all kinds of ways that you can do that on your cell phone and be perfectly normal with a local number, especially if you're calling a different area code or whatever the case may be. There's apps that you can get on smartphones that are super easy to do with that. Hey, I'm sharing this thing out. Make sure you guys are doing the exact same thing as you're watching. Share this training if you're watching it. If you have comments or questions, chime in, give us some engagement here. Give us some things to work on. All right, so what do you do? Like if you're leaving a... Well, because the total of it is, okay, 80% of cells, 80% of cells are made between the fifth and the 12th contact. So we make sure that we always get in there if not exhaust that because especially with internet leads, digital leads, you've got about a... You've got a couple of week window, but with some freshness, you've got about a week. And so there's agents that'll get leads on a Thursday, not call them till the next Monday or Tuesday or Wednesday or Thursday, and then they'll touch them once. Call them twice and then say, this is not a real lead. This leads horrible because no one picked up the phone. It's not real because they didn't answer the phone. The vendor is only controlled is that there is some level of interest. They can't control if they pick up the phone. Sometimes some vendors can't even control that the information is correct. Obviously the good ones do, but there's just, there's some variables there. But even think about how the lead vendor got the lead. Did they get the lead from somebody talking to them on the phone? Usually not. They got the lead from internet usage or... Also, Robert, so on the phone, it's easier to overcome that. I'm no longer interested. How do you overcome that via text or email? I ignored, if I get it back through a text, I assume I didn't get it because you can't overcome it through text or email. You really can't. I mean, because the way I can overcome it is, Ms. Betty says, hey, I get through my spill. I'm calling lead. Hey, Betty, my name's Cody. I'm getting back to you because you requested the new file expense information. I'm the filled underwriter. I'll be in your area on Thursday. Should I drop this new important information off? What do you think in the afternoon or in the morning? And they say, well, no, I'm not interested. Perfect, I understand that. I've heard that a lot. I'm gonna be in your area anyway. And since you did request the information, it's new, it's urgent, it's important. I might as well drop it off so that you have it. So Betty, since I'm gonna be out there, should I drop that off? What do you think, the morning or the afternoon? No pause, by the way. I wanted to. Either one of those. No pause. No, exactly. What's up, Matthew? That's the biggest thing that kills agents. I know. We hear it all the time. With coaching sessions, all of it is, we talked about it earlier. Hey, Betty Smith, my name's Cody Askins from Secure Insurance Group. You requested information and a quote to buy life insurance. Pause. What do we expect to hear? Insert objection here. That should be on the script. It should be. It really should. Wait for objection. No, you're going right through it and you're going right through it into the smooth and landing spot, which is when? This afternoon or this evening. It kills me on the pause. I actually listened to a salesman pause the way you're not supposed to. And I didn't even say a word. I sent him directly to your video from yesterday. And if you haven't seen that, check that out. What is the, what do you call it? Live cold calling. Live cold calling with Cody. Yesterday's live cold calling session was a sales training on how to do this and how to not pause and wait for the objection, which is awesome. When is an okay time to pause? When is an okay time to pause? After you asked them a question. You're asking, you're landing on a question. You know, when you land on a question, you have to pause. You gotta, you gotta. But even if you heard his flow, his flow was like, if you imagine it, it's all just, it's all a round thing. And then it lands. Even his tone lands on the question. And he eases into the question. The speed is there, the comfort is there, and then- Because if your tone comes down here, they're gonna assume that you're done. Yeah, right. Yeah, do it again. Do it again. Let's hear it. Betty, and honestly too, if the lead says Betty and a female answers, assume it's the right person. Absolutely. Miss Betty? Excited like you know her, like your best friend. She's like, yeah, this is Cody. I'm getting back to you because you requested the new final expense information. I'm the local field underwriter. I'll be in your area on Friday. Should I drop this information off in the morning or the afternoon? And then you finish there. Good. So, okay, so let's get back to this. So- What's up, Salah? What's up, Matthew? Thanks for all the comments, Robert. Don't assume because they don't answer the first phone call that they don't wanna talk to you. Do not call me and say it's a bad lead because they didn't answer the phone call when you called one time. This has to be a pattern and it has to be logical and you have to find the way they wanna communicate and you gotta have a pattern that you can repeat over and over and over again, a process that you know that works. Two calls in, a text is fine. I like to have a text right after the bat because I want them to, I had a salesperson the other day call me and they said they're having a hard time closing the leads and they doorknocked. So we haven't got to the doorknock yet but we'll get to that in a second. They doorknocked the lead and the first words out of the lady's mouth were, are you the one that called me eight times yesterday and bugged the crap out of me and didn't leave a voicemail? Like don't do that, man. Tell them why you're calling. There's a reason why you're calling before you go show up at their house. That's my opinion. That's my opinion. Day to the day though, that dude still got in front of them and did a lot, a heck of a lot more than anybody else, right? And a lot of times you can diffuse the situation. You can be agreeable, nice and they're like, oh, this person's human, they're normal. And then you get in the door. Face to face is always better. Yeah, almost always better. Completely, completely. Okay, good. All right, so doorknock on day two. Oh, let me respond to the voicemail, the text, the email. Let me at least respond to the voicemail real quick. My voicemail, one of two variations. Hey, this is Cody. I'm getting back to you about your, I'm getting back to you. I have some really good news, call me right back. And then I give the phone number so you can do some good news call or you can use some urgency and kind of a takeaway, you know. So I like to do something like that. Really short and simple. People that leave voicemails, there's people leave voicemails for two minutes. Yeah, no. I'm not calling you back. No, it should be less than a minute. That's a business standard. It should be less than a minute. The quicker you can make it, the better. Yeah, what's up Phillip, what's up Jules? The more clear and less jumbled you can make it the better, the more simplified you can make it. But the idea is to get them to respond, right? That's the whole idea. Jules says, hey, how much content should an agent put out over social media? How much content do we put out Jules? How'd you find this Jules? And you know what, we don't put out enough. I'll tell you that. Jules, the biggest thing I would say is if you are targeting your warm market, your friends, your family, don't always put up something about insurance every post. I would say like five or 10% of the time needs to be about it. Just be a, just be the, you know. Your resource for them. Be a part of chamber events, networking events. There's secondary ways to show what you do without puking on everyone that this is what you do. And you can't go on social media one time a month and expect to put insurance posts and expect to get results. No. People that do well, that's their life. But they need to know what you do. It needs to be clear without pushing. Completely. And today's social media world is it needs to be clear. This is what I do without forcing something. More value, passion. I help people. I don't beg everyone on my Facebook to buy for me every day, right? I mean, because the only purpose of social media, the only purpose is to be top of mind and either they want to take advantage of it now or when they think about it later, who are they going to think about? Who are they going to think about? That's all as we do it. For business, that's the only, the rest of us, you know, the personal, it's really just to look at people's Facebook pictures and see what they're doing, see what they're pretending to be happy about. Exactly. Good question. If you have any other questions, you know, jump in, share this. 100%. Put it out there. We know that somebody out there somewhere needs to hear this. And if it's not you, share it with all your friends because they might need it. Jimmy, I saw your text, bro. Jimmy. I've always asked my phone when we're on shows. Yeah, because he gets, dude, it's a habit. A thousand. This is true. That's your voicemail. If you're sending a text, what do you say? Cause it was real quick and real short on the voicemail. I've got the information you requested. Yeah, yeah. Text, same thing. Or, hey, I've got the new important information. I have a couple of quick questions. Call me back. It's quick. It's pertain to quick. Or I've got some good news. I've used also, I've got some questions for you and I know you have some questions for me. Give me a shout. I got a couple of quick minutes right now real quick. Yeah, whatever. Okay, so email. Do you do anything different in your email? What are you trying to accomplish in your email? Short and sweet. I just want them to, you could set an appointment through an email. You could. You can set an appointment through any of this. That's what kills me about most of the agents out there right now is they think, if it doesn't answer on the first call, then it's not a real, it's they're deciding for the client that the client doesn't want to do this. I'm the same as Jimmy. I've actually sold policies through text. How weird is that? Right. I prefer to text. Personally, it's much easier. Because you've got, as sales people, you've always got to be thinking what? You've got to be thinking as if you're the customer. Yeah. And do not assume they think the same way you think. No. Because they don't. No one wants to be puked on. No. If you leave a long voicemail, what do they think? Oh, I don't want to call them back because I'm going to spend an hour on the phone with them or three hours at my home. Or they listen to it for about 10 seconds and then they shut down. Yep. They don't listen to the whole thing. What about the text? Betty, I'm getting back to you about your request for the new information. I have a quick question. Can you call me? Yeah. Yeah. Super short, super simple. That's why I like linking all mine together. I like linking all mine together to point towards the voicemail. Email link for appointment if it's necessary. That's good. It's a bonus if you can do that. Yeah. If you can do that, you got a calendar. There you go. See, I said I have a calendar link. I like that. Yeah. If you've got the calendar link or CRM that'll link your calendar for you, then you can use email as a sales tool. Yep. Not just an informational tool. Hey, I'm the local field underwriter by the sign of your case. I've got the new important information but I don't have a lot of time. Go ahead and click this link to schedule a couple minutes with me this week. Well, make it easy for you. Yep. Awesome. Okay, so voicemail, text, email. Let's talk about the doorknock, okay? Okay, so for me, the doorknock is probably day three. Like I would like to see the doorknock on day three. I think even better, the agents than even my day two, day three, whatever, you should have a designated day that you don't run appointments that you only doorknock. That you only doorknock. Because some people will never answer the phone. Right, right. Or maybe it's the wrong number. You don't even know it. Right, you don't know. Nobody knows. Yeah, until they tell you, you don't know. But yeah, I could see that. Like if I'm working leads Thursday through Monday and then Wednesday, I go doorknock the ones that I haven't been able to get a hold of or haven't been able to set. And then it's a matter of doorknocking that one in the neighborhood or doorknocking that one and looking at the neighborhood and deciding where I wanna go next or whatever the case will be. Something that will surprise you that you can do when you're working leads is I've got a lot of agents that I talked to. They doorknock a lead or they have an appointment. Then they go doorknock the two doors beside of that home. I've had agents make sales additional two sales because of the additional doorknocks. Most people don't do it because they're scared in their, you know. What do you say? How do you do it? I did one the other day that doorknock the lead and it was a wrong address, okay? And they went next door and sold that one cold. Exactly. Right? Because they had the right attitude. The way you do it, you're walking up to the door, you're smiling, you're smiling and waving at the windows as if they're gonna see you. You're gonna get up, you're gonna knock on the door. Sales people telemarketing it all, you know, whatever, sales people, religious people at doorknock, whatever. They use the doorbell. You doorknock, knock on the door and you doorknock because what if they're in the shower? What if they're watching TV? What if their head's in the fridge? They're watching TV. They've got Dr. Phil turned up, whatever. Nothing crazy. You don't want to make it like... No. And scare the crap out of them. But I want them to hear it. You don't want it to be... It's always five for me. Okay. It's like a rhythm. It's like a song. Again, it's a pattern, right? It's a pattern. It's something you do. It's five. They come to the door, hey, Miss Betty, how are you today? I mean, super enthusiastic. You got to be friendly. I may even step back a little bit as I do it just to make them feel more comfortable. That's kind of a natural thing. And then I say, hey, I'm Cody. I'm getting back to you because you requested the new final expense information. I've got a couple of minutes. Can I come in for a quick second? Boom. And that's it. And I'll start looking down and wiping off my shoes. Or, hey, should we sit at, what do you think? Sit at the table or the couch? Which is more comfortable for you? Which are we gonna have more fun at? Man, that's awesome. Yeah, so yeah, if you have the information, you've had the lead information, you know the person's name, your doorknock and that person. If you go next door, whether you, because I know this about you, whether you sold this person or not on the doorknock, you're gonna go next door, both sides. Yep. What do you say? Is there, do you have a thing that you say? I just- I'd actually rather call doorknock than even doorknock the lead over, is that- Well, that's another, that'd be maybe another show because I'm having a lot of people talk about that right now in some of the coaching sessions. They would rather cold doorknock because there's an element of surprise that they like, but that's a different subject. Find a senior housing place. I've sold as many as six policies in one day from not doorknocking a lead. Yeah, from just going to the senior housing. Okay, so, so, so, so, do you wanna know what I say when you cold doorknock? Well, I wanna know. Or when you go to the neighbor. Yeah, the neighbor. Okay, when you go to the neighbor. Hey, how are you today? My name's Cody. I just help your neighbor with the new final expense information that I had to come and deliver to them. They said you were awesome. They said you were a good neighbor. They had great neighbors. What's your name? Again, my name's Cody. Hey, do you have a quick second so that I can drop the same information off that they got it's important, it's new? Can I come in for a quick second? Yeah, that's good. Because you know the human nature is, it's okay if they did it, right? It's okay if they- I'm more apt to let them in if they helped my neighbor. If they did it, it's okay. Or they know you, or you just help them with something or whatever it is. And the human nature is to give you a little bit more time. Again, I still think you have three seconds to get the next 10 seconds to get the next 60 seconds. But you get, it's a softer end. If, hey, I just helped your neighbor. While I was here, I thought I'd just see if you were home. I wanna just see if I can help you too. That's all. Exactly. If I can't, I can't. But I'm just trying to help. Yep. They loved it. I might as well drop it off to you too. Can I come in for a quick second? Just dropping it off. Big ol' smile the whole time. Also on YouTube, what's up Chris, what's up Brandon? Gerardo says, hey, now how about these steps when dealing with families of other cultures? Hispanic market specifically for me. Thanks, Jerry Garcia. Jerry. Learn Spanish. Yeah, that's a big thing. Get in the house. Yeah. Hey, how are you? Can I come in? If I was dealing with a Hispanic market on a daily basis, I would just learn. I would learn Spanish. I would hire an agent to work with me. I would have an intern. I would have an appointment center that also was my driver that was Hispanic. Every house. There's solutions for all these. Then that's a common problem in some areas. Every house. It's not a problem. It's an opportunity. It's a big opportunity. If you use it as one completely. Real quick, I'm gonna zoom in on Dave and Cody's different ways. I'm gonna zoom in, explain him real quick, and let's have the viewers kind of vote which one they like is the best. Okay, sounds good. Everybody catch that. We're gonna talk through these a little bit, a little detail on Cody's version, my version. To be fair, I surprised Cody with this and I was prepared. But, totally, totally, you've gotta make, you gotta make eight calls over seven days. You don't need to call them eight times in one day. There's just no reason to do that. Eight calls. Okay. There's even appointment centers that call through, they have a stack of leads and they have them call through the list once, through the list twice, and through the list three times. Same day. There's even agencies and IMOs that train their agents to call the same lead three consecutive times. Don't go through it. They're looking at it. I think that's, I think that's five years ago mentality. I mean, I think it's, I don't think it's- What's up Lance? I think it's the way we used to do it when there was a home phone. And we're, I still think the industry is carrying over a lot of things that used to work- Well, you're working a lot of different leads now too. Before technology. Before technology. Before everybody had a cell phone. I would guess three, I would still guess two thirds of the leads that you get. They text. Yeah, absolutely. And that's probably low. I'm just- And they're using Facebook. And they're using the internet. And they're, I mean, it's crazy to me. All right, so let's go through these a little bit real quick. And then you guys, the viewers can vote on which you like and- Type Dave, if Dave wins. Type Cody, if Cody wins. Yeah, so you can just go ahead and type Dave if you want. Ha ha ha. But. They probably didn't hear me. No, probably not. Probably not. So type Dave if you think this is the way to go. Type Cody if you think this is the way to go. But give us your input. Give us your input on what you think. What do you guys do too? Christian, what's up brother? So Cody, eight calls in seven days, three or five calls the first day, but really you're wanting to do morning, afternoon, evening. You're wanting to hit them in different times, right? About two calls in, you're going to send a text. When do you, when do you voice me? Do you usually leave a voicemail on the first call? Oh, yes. Okay, voicemail on the first call. So we'll put that- I like to leave voicemail on every call. Yeah, I do too, but especially to me the first call. To me, the voicemail's on the second or third call. Get a little bit smaller, but they still have the same purpose. Two calls in, you give a text. Day two, you're going to door knock. Day three, you're going to email. The idea is to get engagement and get them to return a call. Get them to reach out to you, right? Excuse me. For me on the first phone call, I'm leaving a voicemail. That's real simple, but this is why I'm calling. It's a personal thing. I use the word personally because I want the implication that I don't normally do this with everybody, but personally I'm calling you to give you the information that you requested. Immediately send a text message that says, hey, I just left the voicemail, but I'm not sure it recorded. Give me a shout back because they're going to go right to that voicemail and listen to it if they haven't already. The email's the same way. Hey, I just left the voicemail, but I'm not sure it recorded. My name's Dave. Give me a shout back. I had the information that you requested. You can go a little bit farther into the email than you can on the text, but still the idea is to get them to the voicemail. Second call later in the day. Call from a second number if you can figure out a way to do that on your cell phone. Apps that do that all over the place that make it easy. And then on the third day or sometime in the middle of the week when I can schedule, then I'm going to go to door knock it. Either way, all of these are pointed back to the voicemail. When I see them, it's, hey, because you reached out on Facebook, Monday night at 7.30 PM about requesting information for what I have, I just want to drop off that information for you personally. You know, got a couple seconds that we'll go right through it. It's a real simple, but it's the same thing every time. It's the same thing I do with every lead. It's a, there's no question. I don't have to think about it, right? Yep. With other things in our lives, things get in the way. If you think about them too much, just make a decision and move on. Completely. This is my decision on how I'm going to deal with leads and I guarantee you, I want to do every one of them the same way. So, You'll notice, do you notice two things? Number one, we're not giving up so quick. Oh gosh, no. And the second thing is that it's brief. Yeah. It's easy. It's, you know, it's not, It's not tedious on my part. We're not giving up. Christians absolutely love this session on Facebook. Thank you, brother. Appreciate it, Christian. Share that out, brother. And you know, these emails can be, can be a template on Gmail as you can send out. You're not typing all this out. This may sound like it takes a long time for each phone call, but it doesn't. This voicemail is 30 seconds long. A voicemail, a text message. A can text and a can email that you throw their names in. A minute. Yeah. A minute, right there. And I can go through all of it. And I'm not deciding that they don't want to talk to me. I'm not deciding for the client or for the prospect that they don't want to talk to me. I'm going to give them all these ways to communicate. I'm going to find a way that they like to communicate, and they're going to respond back that way. And if not, I'm going to go to the door, and it's all going to be good because they know why I'm there. Right? OK, good. So vote, Dave. Just do it. Steven said both. Steven's a good dude. He likes you a lot. He's drinking your Kool-Aid. That's all right. With this, the biggest reasons why agents struggle with calling leads is they do not know what to say, or they pause in the wrong area. They don't have a framework that they say every time. Betty, hey, my name's Cody. I didn't say last name. I didn't say company name. Don't say the prospect's last name, either. It don't even matter. Hey, is this John Smith of Arizona? Hey, is this? Do you still want to buy life insurance, John? I've got to note that you wanted to pay me for term life insurance. With a pause. Pause. No, you're going to get an insurer objection every time. All right, good. Because when you get an objection, would you rather hear it at the beginning when they have no clue who you are or what you're saying? And there's industries where you want it early. And in a house, I want it early. We talked about that last week. But on the phone, I want it late. I want them to know what I'm talking about. And you notice two things. The whole thing was selling a drop-off. Yeah, yeah, yeah, oh, we got to talk about that. You're not selling an hour? We got to talk about that. You're not selling an hour. You're trying to. You're not selling an appointment? No. I'm not selling a freaking doctor's visit? No, no. You're not selling a bill? You're not selling a. I mean, you are literally selling a drop-off. A drop-off is it. Completely. That's all I'm talking about is a drop-off. That's all I want. I'm just trying to drop this off for you personally. Every agent has every lead at some level of interest. Your job is to simply get in front of them for any amount of time. If you get in front of them, finish your job to finish it. That's why it's different between the getting in front of how you go about it when you're trying to get in front of them and how you go about it when you're actually in front of them. We talked about this last week. If I have an objection that I'm running into all the time and it's stopping me from closing, it may be just my mental outlook on that objection. So move that. And when you're in a sit, when you're actually sitting with a client, I know that this is the one objection I'm having a hard time overcoming. So I want to put it up way close to the front. I want to get that out of the way. The biggest thing that agents hear is the affordability budget, the budget, the affordability. And that's because they're implanting in that prospect's head, hey, can you afford this? What can you afford? It's all about price. They're selling on price. And then when they get to the end, they're giving them little bitty dinky options at $20, $30, $40. Or they listen. The prospect says, I can afford $20 a month. So then they show them a $20 option. They say, well, I don't know. It's really tight. That's because it's all price-focused. Because you're doing it at price. You're going to hear that if that's the way you're structuring your presentation. We talked about that last week. If it's price, then for me, if I'm having a hard time with price or with today, affordability today, I'm going to go up to the front of the presentation and I'll say something like, hey, I'm going to show you a few things, some things that you're going to really like. And we're going to figure this out. But you may feel like when we get done here today that you can't afford to do this today. But I just want you to know. I just want you to know we will figure out a way to make sure that you can get what you need for the peace of mind that you're looking for. Does that sound good to you? Always in for the question. Does that sound good to you? But put it up front. I'm working with you. Then the rest of the presentation we're working together to figure out a way. Jerry from Cali. What's up? Kim, Steven, Christian, Lance, Chris, Brandon. Share this out. Share this process out. Share, we've gone through some really great examples. If you didn't see it, watch it again. We've gone through some really great examples of what to do when they do not answer the phone the first time. Let's break down the script real quick as soon as we get back from showing them a little flirtatious, Ber-delicious. Is it, what was it that you said this morning? Yeah, yeah. Roll it, baby, roll it. I'll tell you about it when we get back. We'll tell you when we get back. One of the things I've been talking about this month, and it really came to me when I was on vacation, is I was reading a book by Ram Shiran called The Attacker's Advantage. And he dealt a lot with fear and uncertainty. And I always like to look up the definitions of words. And fear prohibits a person from taking action. Fear is an unpleasant emotion that is created by belief that someone or something is gonna harm us in the future. Now, I focus in on a couple of those words. Feeling, emotion, belief. Those three things cause a person not to take action. I won't move because I got a fear that I'm gonna be hurt in the future. Gonna get my heart broken, gonna spend a bunch of money, never get it back. I have all these fears. Well, fear breeds uncertainty. And uncertainty is ambivalence, doubt, insecurity, vacillation, typically caused by an ignorance to something. And I don't mean that in a negative way. I just mean I'm ignorant to how it can help me. So when I have fear and uncertainty, I don't move. So as a professional, your job is to create certainty as much certainty as you can. And the way you create certainty is through mastery. The way you create mastery is through ongoing systematic practice, not cotton candy, but commitment. You get up and you do it over and over and over and you have a confidence about you that you know if they put themselves in your hands, you're gonna take good care of them. You're gonna get them to a much better state. Because of you at six months in the future, they're gonna be much better off than they are today. That's what you're selling. And you can't give it to me if you don't have any. So I see a lot of people that are insecure. And this is- How about that? Coach Michael Burt, man, I cannot wait to hear this guy speak. I've seen it several times. I know you've seen him in person, 8% Nation in October. It's gonna be amazing. All the difference because- It's gonna be birdalicious. It's gonna be birdalicious. Because that's what you do is you make up words. This is true. Like in the team meeting when I'm saying- I don't wanna say it. What did I say? It was monogamous. Monogamous. I meant to say monotonous. Yeah, he said, I don't want these meetings to always be monogamous. I don't want them to almost- I wish I had done it on purpose because everybody's face is like- And I'm like, as a good sidekick, I said, I think you meant monotonous. You did, you did, you did. It was a great moment. What's up, Jules? Thank you, thank you so much. Before we move on any farther, now we're gonna step back and really look at the script. You wanna look at the script a little bit? Let's break the script down a little bit for a second. I wanna say right now we're recording a behind-the-scenes video also that we'll be putting out later. And the man behind the camera is my son, Mason. And I wanna say thanks for doing this, son. I really appreciate you being here. It's been a pleasure having him around the office today. Really excited about that and I'm proud of it. The intern today. Super proud, super proud, proud dad. All right, so let's break down the script. What are you talking about when you say you wanna break down the script? Super, super simple. I wanna keep it super simple. I want you guys to hear it. I want you guys to type it, take some notes. We're gonna keep it super simple. When it comes to the script, assume that you have the right person on the phone. But okay, but you say, well, Cody, what if the lead says Betty Smith and a guy answers? Mr. Smith. Please, explain what do you mean by assume? Because I know what you mean by assume. Well, because you could say, oh, well, is this Betty Smith, you know, and then 12 seconds are gone by and they're like, dude, I'm ready to get off the phone, this is horrible. If it's a woman that answers the phone and the lead says Betty, Miss Betty. It's Betty. Hello, Miss Betty. Yeah. Think about. My name is Cody. Think about when you're on the other end and somebody calls you up and says, hey, Dave. Exactly, what's up, Charlie? Hey, Dave, but you don't recognize the number. You immediately assume that you should and you don't remember why and you're a little bit off. Just assume that it's the right person. Female answer is Betty. And I'm like, hey, Cody, but you don't recognize the number. Obviously I know who you are, so my defenses are down. Exactly, exactly. Immediate defense is down. Hey, Betty, my name is Cody. No reason to give last name, company name, none of that stuff. No reason to say, hey, you wanted to buy life insurance. No. No pause. No pause. My name's Cody. I'm getting back to you. We're getting back to you because you requested the new final expense information. I'm the local filled underwriter. I'll be in your area on Friday. Should I drop this information off in the morning or in the afternoon? Super simple. Assume getting back to you with the new information, local morning or afternoon. So simple. That's right, Christian. I love that brother. Okay, so for me, the same deal. You always assume, hey, hey, Cody. This is Dave. I always want to, hey, Cody, because whether you remember me or not and people do it all the time. Whether you remember me or not, it's hey, Cody. This is Dave. And I just wanted to personally drop off the information that you requested. I'll be in your area, the same kind of thing. No pause. But I like to use personally. So anytime you can use personally, and I know it sounds silly and I've said it so many times in this show. Well, that's a part of your DNA now. But it's personally. It's a way for you to land on a set of syllables that people automatically, people automatically let their defenses down. When you say personally, they let their defenses down. When you say contract, people's defenses always come up. Appointment. When you say appointment, when you say insurance, or life insurance, or whatever it is. In several different industries, there's several different words that I'm always trying to be careful of. And there's other words. Yeah, there's other words that mean the same thing that lower the backlash. Personally is one of them. It lowers the effect. Some of the most agents don't realize. Two things. The point is to give them, the point is to get in front of them. But also most agents do not realize this. You guys are gonna write this down and take some notes. The one thing that agents forget is that the client is going to forget. Almost everything that you tell them from the phone call. When you show up, they won't remember that, oh, I thought this dude was just dropping this stuff off. Agents ask me all the time, well, you say, hey, you're just dropping something off. What are the clients gonna say when you get there and they think you're dropping stuff off? They're gonna say, hey, dude, I thought you're dropping this off. It never comes up because they forget. They're not taking notes while I'm making the call and then 48 hours later they're like, dude, what's going on? Or I thought you're dropping this off. My name's Cody. I'm getting, we're getting back to you about the new, about your request for the new final expense information. I'm the local filled underwriter and I'll be in your area on Thursday. Should I drop this information off in the morning or the afternoon? No pause. It eliminates objections. But if you get objections and you will, they'll come at the end, which is what you want. And then when they come at the end, agree with everything they say, dude, you sound horrible and I hate your guts. Excellent. I've heard that before. Eventually after a couple of minutes with me, you'll probably change your mind. But hey, I'm gonna be out in your area anyway. You request the information, I might as well drop it off. Should I drop that off and what do you think, in the morning or the afternoon? They're gonna be so thrown off. If you had to choose. I just told this to what I hated. You know, he wants to still see me. No, I just want to drop it off. I actually, I mean, at that point. Dude, I don't even like you. I just want to drop it off. I don't even like to see you either. I just want to drop it off. What's up, Caleb? Yeah. By the way, I know what we're gonna talk about next week. All 17 of you on Facebook, please click share, share this thing out. Yeah, share this out. Do it for Dave. Don't even do it for me anymore. Do it for Dave. Do it for Dave. We need a sticker that says, do it for Dave. That's right. By the way, I know what we're gonna talk about next week already. I'm excited. You're not gonna share it? No, I'm not gonna share it. Because I don't want you to know. I jump on the show and I have no clue what we're talking about. Every Wednesday. The whole media room will know about it. What we're doing. But you will not know what we're doing next week. No clue. Any other questions from Facebook before we move on? I mean, the grand thing from this is sell a small amount of time. Agents will say, hey, dude, should I ask them about, you know, their age? Oh my gosh. Or should I ask them about health? No. Or should I ask them about, you know, if they already have coverage? How much coverage do they have? Like all these things. If I, if I ask. Get in front of them. If I would ask anything, it's like, what color is your house? Like. Later on. Yeah. Yeah, once they say yes and you book the time. Yeah. What color is your house? Yep. Is there. Do you need any special directions? Is there a big dog out front? Is it a house trailer apartment? Right, right. Yeah, what, yeah, exactly. Some specifics about the scene that I'm gonna be walking up into. But it's never about, you know, have you ever bought life insurance before? Or how much coverage are you looking for? How big is your wallet? What are you? Exactly. Stop saying, my name's Cody Askins from Secure Insurance Group, Miss Betty Smith. I just got an email saying, you wanted a free quote to buy some life insurance. And then you pause. That's the, that's it. That is the, that'll be the that failure of you. How about that? We hear about it every day. We hear about it every day. That's why 92% of people fail because that's the freaking crap that they say. Jill says direct messaging on Facebook. Best ways of delivering the message. Call text dude. If you can find them on Facebook, friend them on Facebook, message them, you know, maybe a little, just don't be creepy. Don't be weird. Just say, hey, you requested this, you know, this new free information. I just wanna drop it off personally. I'm gonna be in your area. I feel like I need to drop it off. Kind of like the whole freaking script. It's just, it's the same, the whole thing's the same theme. Yeah, it is. All of it. It is, it's good, it's good. All right, so we try to give you every week some actual things that you can use. Now we didn't do Pick the Poison this time. We didn't do the objections. But I feel like we have some really giving out some great content here. And I want you to share it. If you, if you can share it, let other people know that Wednesdays at two o'clock, Deal Breakers is about helping the sales person. Throws down. Yeah, it's about, it's about helping. All right, we're here to help you. Go to 8percentination.com or search insurance conference 2018. Either way, on Google, we're number one on that. 8percentination.com. That's 8percentthewordnation.com. Check out the conference. You know, we've got it at the bottom of the screen here. We're here to help you. If you have any questions or if you need coaching or if you want more of this guy, geez. I call us. We offer coaching, we offer training, we offer sales. We're here to help you with leads. We're here to help you in any way we can. This conference is gonna be a big help for you too. We're gonna head out here with a GC commercial with a Grant Cardone commercial because he is the one that, if you don't know who he is, you should know who he is. He's a giant credible source for him. Uncle G. And if you don't know who this guy is, this is Cody Askins and he can change your life for the better if you just listen to him, right? We're gonna do it together. We're gonna do it together. Deal breakers, see tomorrow, are we gonna do another show tomorrow? There's gonna be another new show, right? There's gonna be a new show on Thursday soon. I don't know if it's tomorrow or not. New show on Thursday? Okay. It might as well now. Deal breakers. Deal breakers with Dave and Cody. We're here to help you. 83340 agent, if you'd like to... Any deals on leads. Today only. Oh, look at there. Today only baby. You call it an 83340 agent, 83340 agent. And you say the words deal breakers. Deal breakers. You mentioned this show. Deal breakers. I will give you... 90% No. 95. I will give you six bucks off of any lead type. Wow. Are you sure? Positive. You haven't thought that through. I guarantee your ranch just... Yeah. We haven't done that in a very long time. Six dollars off any type of lead today. If you use the words deal breakers, hurry up and call in before Lauren hears about it. Deal breakers is the code word. Six dollars off any types of leads. We gotta let the sales guys know cause the phone's gonna be ringing off the healthcare in a second. So I'm gonna run over there and tell them that. I hear them ringing and they have no clue yet. Deal breakers. Deal breakers, Wednesday at 2 p.m. central. Share it. Join us next time. I guarantee you're gonna enjoy the show. We sure appreciate you watching. Thanks for where we're here to help. You guys are amazing. We love you. And we're looking forward to hanging with you. Deal breakers. Deal breakers. How does money make your life easier? Who would you help? I wanna do what I told my mom I would do. I am going to help millions and millions and millions of people. I want you to be one of us. This is my guy right here, man. God bless you, bro. If you can help as many people as possible, become financially prosperous. Millionaires, even super rich. How can you get another point when a customer is completely uncertain about their money? How can you close the deal when somebody's uncertain about their money? I'm not trying to impress you with what I've accomplished in my life or how much I know. The reality is what I have created financially in my life is very simple. And that is why it will work for you. And you gotta figure out how to find that frequency and that vibration if people are like, dude, I wanna send some money there. Not just noise. Everyone of you in the room include myself who's responsible for that condition. You have the vehicle. That's what I mean about create the life you want, man, so you can have not balance, but life. Grant Cardone, he joins me now. He's an international sales expert. And the author of the 10X rolled the only difference between success and failure. Yeah, look, I wanna know what you stand for as a leader. I wanna know that you stand for the right thing, whether it's popular or not. Be relentless, be strong, know everything, connect. How does money make your life easier? Who would you help? I wanna do what I told my mom I would do. I am going to help millions and millions and millions of people. I want you to be one of them. This is my guy right here, man. God bless you, bro. You and help as many people as possible become financially prosperous, millionaires, even super rich. How can you get an appointment when a customer is completely uncertain about their money? How can you close the deal when somebody's uncertain about their money? I'm not trying to impress you with what I've accomplished in my life or how much I know. The reality is what I have created financially in my life is very simple, and that is why it will work for you. Then you gotta figure out how to find that frequency and that vibration if people are like, dude, I wanna send some money there, not just noise. Everyone of you in the room, including myself, are responsible for that condition. You have the vehicle. That's what I mean about create the life you want, man, so you can have not balance, but life. Grant Cardone, he joins me now. He's an international sales expert and the author of the 10X will be the only difference between success and failure. Look, I wanna know what you stand for as a leader. I wanna know that you stand for the right thing, whether it's popular or not. Be relentless, be strong, know everything, tonight! Does money make your life easier? Who would you help? I wanna do what I told my mom. Millions and millions and millions of people. I want you to be one of them. This is my guy right here, man. God bless you, bro.