 Welcome to live cold calling with Cody every single Tuesday at two o'clock central center time That's noon on the west coast. That's three o'clock on the east coast That's one o'clock if you're in the mountains and here in the Midwest man It is two o'clock center-center time every single Tuesday. I'm excited to talk today about how I made a 117 K From cold calling most agents fail. They struggle They don't know what to do or when to do it or how often to do it dude. I took the hard route. I Didn't know what I was doing when I started this business fortunately, I grew up in the business as You guys can see right here 117,391 dollars and 13 cents and I only worked for eight months that my first year because I was in college playing basketball You guys anybody can do this the thing is it all comes down to a system It comes down to being obsessed with getting in front of people. It comes down to wanting to be great It comes down to wanting surround wanting to surround yourself with other successful people Dude when I when I first got in the business. I struggled. I didn't know what to do Fortunately, I had a mentor in my father that because I've been exposed to the business my entire life Fortunately, I had people like him in my life that I could go to you say hey What do I need to be doing? How can I improve? How should I be better? Fortunately, I listened to Brian Tracy's the art of closing the cell every single day all day because I heard someone say hey Turn your car into a mobile cells University So I learned and I turned my car into a college campus on cells everywhere I went I was listening to zig-ziggler Brian Tracy Grand Cardone all these other people about how to improve my game as a salesperson But the biggest reason I was able to earn 117 K from cold calling is because I was committed and Unfortunately at that time I didn't realize that good quality leads actually existed But at the time maybe I tried some leads here and there But because my skill level wasn't where it needed to be or I didn't know how to approach leads Or I thought every lead was a buyer. I didn't realize that every lead just had some level of interest I quickly learned that hey if I'm gonna do it I gotta do it right so today we're gonna talk about how I made 117 K live from cold calling Works for eight months. I'm talking my very first year in college playing basketball 19 years old student athlete taking 21 credit hours a semester But I was still able to make 117 K my very first year and we're gonna go through the numbers of Exactly how I did that now is cold calling the easiest way to make 100 K not even close But are you sitting there on your couch or at your desk or driving your car watching this right now thinking hey dude? I'm I'm struggling. I don't know what to do. I don't have any money. I want to create some wealth I want to be a success. I want to be financially free. I want to be one of the best insurance agents in your company Then today I'm gonna show you how without any money You can do what I was able to do Simply by outworking everyone else in your office Successful people do what unsuccessful people are unwilling to do. I was that guy that did that Tough stuff that no one else in my office wanted to do and I was able to get creative. So the story is Back at 19 years old in college playing basketball I knew I didn't have a lot of time and so one of the things that I needed to do was I Had the creative idea. Hey because I didn't even know anything about cold calling or you know scripts I didn't know I didn't know anything. I just knew that I need to get in front of a lot of people But because I was in college playing basketball, I didn't have a lot of time So I said hey, how do I get in front of ten people every single week because I'd ask other successful people I'd ask my father. I'd listen audio books. I had broken down the numbers I've got to ask ten people to buy because my my insurance knowledge is subpar my cells Knowledge is dude at the time. It sucked the cult the one thing I had going for me is that I was a likable individual That I was great at building a relationship with the prospect And I was enthusiastic I had read the book how I raised myself from failure success in selling by Frank Bedker And I knew that my enthusiasm would get me there if I Brought enthusiasm to every conversation that I ever had and so today. We're gonna talk about it If you're joining man, please please share this out. What's up laquita on YouTube? Hope you guys are doing well. Appreciate you guys joining slide Dylan Brian Patty Danny Kim I want you what I want you to do is if you're on Facebook I want you to share this stream out if you're on YouTube, but you know, you guys know I love thumbs up or Thumbs down if I say something that you don't like I don't care But be sure to comment and ask questions along the way because they the story is though I'm 19. I'm in college. I'm trying to figure out how do I get in front of a lot of people in a short amount of time I'm going to class every day till noon or one. I've got in I've got I've got I've got I've got basketball practice in the afternoon I've got games some evenings every weekend tournaments. I'm traveling to Colorado, Texas, Arkansas Iowa, Illinois, you know, so but I Knew that I was committed so the because the first step for me is hey Have a goal and I set a goal and my goal was to make a hundred thousand dollars But I knew if the goal is a hundred K If I knew that the goal was a hundred K, then I soon learned that hey if I see Ten people I don't care whether I'm doing it from cold calling or whether I'm doing it from cold door knocking I don't care from doing it from a warm market. It doesn't matter I knew that if I consistently saw ten people every single week, I would be a success I would make a hundred K I had run the numbers. I'm a numbers freak I've been spending I spent two hours last night and another couple hours this morning with our whole marketing team on how to get 2000 agents to this conference Because the end of the day dude, we're gonna teach them We're gonna teach them all about learning the mindset the mission and the moves to produce a million dollars and how to create Generational wealth in this business for their family. I'm a numbers freak We went through the numbers like crazy of everything everything we do is a numbers game And I want to turn the numbers on its head Which is exactly what I did here when I was able to make 117 K I just showed you the 1099 for those of you that didn't believe me the goal was to make a hundred K I knew I had to see ten people every single week. So how do you do that? How do you get to where you see ten people every single week from cold calling you say Cody? I don't want a cold call. That's okay. You're still gonna learn something you say Cody cold calling is tough Dude, cold. What's up, Patricia? Dude cold calling. What's up, Joshua on YouTube cold calling is difficult cold calling is not easy But if you want to be successful, you will do whatever it takes no matter how hard it is if you're committed Then it does not matter as you can see the 1099 again for a little more little more proof dude. Did it happen? You tell me. All right. Let's jump into the numbers. So What I did is I would have these call nights and I would bring over College kids from my local university. We would spend time calling we would do call nights We would spend we would spend at least two to three hours every single Monday night from about six Till about till at least eight sometimes nine o'clock two to three hours, and I would bring over college kids I would put them in a cubicle. I Would give them a script. I would give them a list Which you can get a cold calling list from Cole X dates. That's a partner of ours with the conference. I gave them What else did I give them I give them a chair a script a list I gave them pizza I ordered pizza for all of them. I passed out gift cards. I gave them so much per appointment I made sure that it whoever won I gave them extra cash So I created this cold calling extravaganza where I'd have three four five college kids cold calling with me And I'd run around motivating them getting them excited and Did a lot of appointments stand us up sure but we got in front of people and I made cells And I got really good at turning someone that didn't even know how to spell my name or say my name to hey Thanks for your business. Welcome to the family So today I'm gonna talk about how I was able to use cold calling and these call nights and leverage that to make a 117k in eight months and how you can too using this exact same thing. So one of the cool things was I learned by doing this that we were setting one appointment for every 33 calls I Was because because we had sheets of 33 names on each page and we would print up we would print them in landscape And then they and then we would print off I would give it every person at least two three four sheets for them to cold call and for them to Use a script and say hey my name's John. I'm calling Cody's office, you know Hey, and then I would go through the script, right? I would go through the lead script I would go through the cold calling script. Well, I was learning that. Hey, we would get an appointment for about every 33 Cold calls now did every performance, you know stick was every appointment phenomenal that we sell everybody We saw no that's part of it go drive the hour Even if you don't know if they're gonna be there who cares I was booking up my afternoons my evenings and my weekends So you say well, okay if I can if I can set one appointment for every 33 cold calls Whether you do them yourself or you farm it out like I did with a call night. It's creative. It's creativity I soon learned that hey, I've got to set at least. I've got to set at least 15 appointments I've got to have 15 set appointments to have 15 set appointments It was gonna take about 495 calls Sometimes better sometimes worse When you get five people six people with me, whatever calling it don't take long to go through 40 calls an hour 50 calls an hour 30 calls an hour everybody's different. I Quickly learned that whether I did or someone else did it you say well, Cody 500 is a lot Dude break it up into three nights call on Sundays Tuesdays and Thursdays call Sunday for Monday and Tuesday Tuesday for Wednesday and Thursday and Thursday for Friday and Saturday. Who cares any anybody can call for three to four hours a day or You can get creative and have call nights like I did and I was able to get 15 set appointments are every 495 cold calls You say Cody do that. What about the DNC 90% people on the DNC true? So work a couple counties. Who cares start from 50 go to 85? A lot of people will come up with with problems when they could come up with solutions of how to be successful 92% of interest agents fell in this business because they're not creative and they won't do Whatever it takes you say hey Cody, I'll do whatever it takes to make a hundred grand Hundred grand would change my life forever But you won't make 500 cold calls every week You won't even make 50 cold calls every week but you but but but you think that you want to create all this wealth and Financial freedom and help all these people and make it so that you're driving a nice car and and and and a 3000-square-foot house and your family and your kids are you know able to go to college Whatever it is, but you won't do whatever it takes people say okay people people email in call in message in all the times Hey, Cody, I want to make a hundred K, and I'll do whatever it takes. I'm showing you whatever it takes right now Let's take it a step further though because 15 set of 15 set appointments You'll generally get at least 10 Six about two-thirds will actually stick you say Cody 66% 66% dude, that's low man Yeah, it's gonna be low. They're cold. They're not leads. It's a cold call There if you said it if you set it out more than two days They're gonna forget you ever set it to begin with because what's true about a cold call is they're gonna forget your unless you make Them write down that your name in the time Everything else is is gone like everything else is in one ear out the other They're gonna forget what you're planning on doing what you're gonna talk about Why you're coming that you were gonna just drop something off instead of stay for an hour. They're gonna forget all of it So 15 appointments equals 10 sets. I quickly learned But if I sit with 10 people even if my closing ratio sucks Even if I've got a 30% closing ratio That hey, I'm gonna sell three I'm gonna sell three homes. We'll put it that way, but you say well, you know what about a third About a third of the homes Are gonna be double or are gonna be double apps, okay, well third of the homes are two apps Then you instantly end up with four apps per week Over 50 weeks, that's 200 apps 200 policies a year from cold calling is it possible I can show I can walk out here with you guys and do it in my sleep and I know that you guys average at least $500 Per sell 200 times 500 is what? 100 K Don't tell me I don't have phenomenal handwriting either. Everybody can just read that perfectly. So I'm gonna look at it again Figure out your numbers you say Cody it takes me 50 cold calls to send appointment dude Then call 50 times 15 call 750 cold calls a week. Just do whatever it takes Get to 15 set appointments end up with 10 sits say your closing rate sucks and and you may say Cody That's horrible. It's still a cold call. It's a cold knock. It's you know It's it's your closing ratio is gonna be higher with leads Versus cold calling it always will because those people showed interest these people didn't you're trying to create interest Say you end up selling three Say a third of those one out of every three ends up writing, you know, the husband and the wife then you four apps a week 200 apps a year Say Cody you may say Cody will 500 bucks a cell is that that's that maybe that's maybe that's low Okay, well, I want to talk to anybody whether they're independent or captive or you're on a 50% commission rate I don't even care. I want to give you because you could say well Cody I averaged 70 bucks a month of premium, but I'm only on a 50% comparator Okay, that's $840 a year 50% 420 even captive shops will at least give like a Bonus on whatever that commission rate is worst-case scenario Because you're gonna you're gonna generate dude. I've randomly cold-call and sold sold four and five hundred dollar apps So the the average will average out worst-case scenario. You should be averaging 500 bucks a cell I don't care What's situation you're in what you're doing and some of these some of these individuals would make a thousand bucks? Just because they make a higher commission level maybe they've been in business long or maybe they produce more or whatever Then so maybe those people average maybe those people can make 200k from cold-calling you say well Cody Cold-calling is difficult man cold-calling is dead dude. I've sat here and and and We used to do this from Dialing a telephone by hand. I didn't even use a dialer back then because I mean how to spell dial It was eight years ago. I didn't know what I was doing I just knew hey, I've got a goal to make a hundred thousand dollars this year And I will do whatever it takes and when I say I'll do whatever it takes I don't just say it to make myself feel good. I actually do whatever it takes when I say hey I'll get over well over a thousand people at a conference at Nissan Stadium because I want to help agents Do the things that I was able to do I want to teach Thousands and hundreds of thousands of people in the interest business the things that I know the things that I was able to learn in the early age And the things that I can help them do exactly what I've been able to do. I mean it You guys you guys don't doubt it for a second that there won't be over a thousand people at Nissan Stadium because Everything I do I break down the numbers of how it's going to happen So so maybe you have to spend more money Don't get a line of credit. Who cares? Because the end of the day I'll do whatever it takes. I don't care if it takes spending 50 grand a month on ads. It doesn't matter at the end of the day I 92% of people fail, but I'm showing you a 100% proof system of how to make a hundred thousand dollars from cold calling The toughest way to succeed in this business is what do this from cold calling without using leads without working your warm market But I'm walking through it with you live on camera of How to be able to do Exactly what I was able to do I was really really fortunate to be able to get exposure to this business And did I know a little bit more than some new people that come into business? Sure, maybe I did But I know that when I learned hey You've got a call through 33 cold calls to send appointment or you've got to talk to 10 people to send appointment I quickly learned You mean that's all I got to do I just got to talk to 10 people and I'm gonna send appointment. So I just have to talk to like a hundred and fifty people Done. I'll talk to 150 people every week for the rest of my life if that's what it takes because I was committed to winning no matter what when I told my dad What's funny is my dad believed in me more than I did he came to me He came to me and said hey the top trip in this in that the top top producers in this industry top producers with this company or They're they're winning the chairman's counsel trip They're going on a seven-day trip with the top one 1% of agents in the entire company And I think you can do it and I'm like I Don't want to let my dad down like that's that's a that's lofty goal. That's nuts, man I don't know if I mean there was very few I would say 100th of 1% of new agents Actually hit that goal that we're talking about with that company at a extremely low captive comp rate But I but but what's cool about what he did is my dad got me believing in myself and thinking bigger When I Didn't think I can you know that thing I put on Facebook on When did I put that on Sunday? Do it because you don't think you can that's all the reason I did it So I what I did is because I'm committed because I said I'm making a hundred K. I wrote it down I wrote down a letter. This is it. Hey I Cody askings will make $100,000 plus this year And I put the year I signed it I put the date I had other people sign it had them sign it and date it and then I put it up on my wall right in front of me If I didn't commitment if I didn't being serious if that isn't freaking committed And I don't know what is and there was people in my office I wanted to commit commit me to a psych ward because I was freaking nuts because they've been there 20 years They never done it Dude, I don't want to do what other people have done that have been there for 20 years I want to do what they were unable to do ever And I want the same for you So that's why I'm committed to coming on here Literally almost every day focused on helping insurance agents succeed at a ridiculous high level Because I know you can At the end of the day what everyone wants Is wealth it's money. It's financial freedom. It's it's being able to take care of their family. It's it's success This may be this may be the hardest way in the business to do it But this is simply my story and what I did you may say thank you, Tony You may say dude Tony's Tony's gonna be an 8% 8% nation the insurance wealth conference you may say dude I Don't want a cold call then don't cold call just figure out the numbers of something else and then do that This is simply what I did you do whatever you want We'll make it easy and give you leads of people who have some level of interest and that I can sell a lot higher than You know one appointment every 33 calls you can flip it on its head and make 15 appointments out of 30 calls by using leads but This is what I did my first year and this is my story some people some people don't know that I Was even a successful agent they think dude He's just you know this crazy dude that runs around on video and does marketing and does does leads and training and coaching sessions It has 800 plus videos on YouTube. I love this business And I want to see you succeed as well Which is why not only do I come on video and say hey do this you'll make a hundred grand and If you do this and you follow it to a tee and you don't make a hundred K I Will come to you and fix whatever problem you're having because this Will make you a hundred grand in the next 12 months. It's a toughest It's the toughest way in the world to succeed, but I didn't know any better when I was 19 No sales experience no insurance experience. I was a struggling agent for the first few months. I Didn't jump out of the gate and immediately start seeing 10 people every single week It took some time man. It took you know It's I'm still a work in progress as are you I've been spending eight years and I'm absolutely in love it This business is the only business in the world That can create the kind of wealth that I want There are more millionaires Let me say it again. There are more millionaires in the insurance and financial services industry than any other industry in the world Let me show you something real quick Something I've been putting together for you But gives again into the day this wealth conference is all about teaching you the mindset That you got to have the mission that you've got to adopt and The moves that you got to make to produce millions of dollars for the rest of your life check this out I'll be right back after this here was that quick dude. We are assembling The bells going off in the other room We've got a bell here every time we make a lead cell or a ticket cell We have a we have like a gong or a bell that they hit Dude have fun with it Today was all about how to make a how I made a hundred and seventeen thousand dollars in eight months at Nineteen years old from cold calling and how you can too simply by doing this. It's tough it's crazy and There's gonna be weeks There's gonna be dude. You're almost gonna want to quit on this every week. I was so mentally tough. I Became mentally tough because I wanted to quit on this little deal Every week all year, but every time I walked in my office and I saw that I saw that letter hanging on the wall Where I promised myself and other people that I wasn't gonna let down that hey, I'm gonna make a hundred grand this year That reminded me hey You got something special here. You got a chance to do something great You got a chance to get off to a fast start you got to create you get a chance to create wealth for the rest of your life I mean people get in this business for the long-term recurring stable revenue that this can create this business can create hundreds of thousands of dollars a month of Recurring revenue if you know how to do it properly most people don't the wealth con is Gonna teach you the mindset the mission and the moves to produce millions of dollars of recurring revenue every single year and teach you How to be a top 8% money earner in the insurance industry And create success forever I'm excited about that little deal. I'm more excited about that than anything I've ever done All right any questions about this any questions about how a lot thank you Simon. Thank you Joshua. Thank you Lakita. Thank you Craig Derrick Rantz Dave Tony appreciate the comment any other questions or comments about How I made 117 grand over a hundred K from cold calling every single week. I had call nights I would bring over college kids. I would give them pizza I would pass out gift cards randomly. Hey the next person said appointment gets a subway gift card And the next person said appointment gets a iTunes gift card or hey whoever gets them gets the most gets an extra $20 bill at the end of the night and I'd pay them $10 for the first one $10 for the second appointment and then 30. I'm sorry then $20 for the third appointment and then $20 every appointment after And that's how I structured it. Yeah, I had to pay out a little bit of money, but it wouldn't I mean shoot I was making a couple grand a week It didn't matter What are the questions you guys have any other questions before we wrap this thing? I'm moving on about 30 minutes This is how I was able to make a hundred thousand dollars at an early age This is just a this is a this is a teaser for what you're gonna learn at the wealth con You any anyone that wants to create long-term wealth for themselves and for their family Will be at the 8% nation insurance wealth conference We've assembled some of the top speakers in the world Grant Cardone, Ray Lewis, Tim Story, Coach Michael Burt, Charlie Cina, myself Vince Pomponato who's gonna talk about tele-cells and insurance tele-cells and how to teach you how to sell over the phone And how he has a 20 million dollar brand that sells over the phone every single day Ryan Palomini is gonna teach you how to be a advisor of wealth and help people Make big decisions and buy big policies and put big money in your pocket. And then we got Tyler Reeves who is Attracting a ton of agents helping a lot of people from the life insurance mortgage protection final expense standpoint That dude cares about people and you're gonna learn why he is one of the most successful people in this industry along with several more man, we've got We've got the SMS that the Medicare cafe team teaching you how to prospect for Medicare how to sell Medicare How to find Medicare prospects and when you find them how to close them? They're gonna give you a complete education from stage on Medicare We got a lot of awesome speakers. We've got Chuck McDowell from Wesley Financial Group He's built a multi-million dollar Time-shared reversal business. He partners with insurance agents to help your clients. He's gonna be a absolute beast At this conference any other thoughts guys anything else you want to cover any questions from you guys? Anything else from the studio audience here? Go to a person nation calm to grab your seat I can promise you one thing if you want to change your life You want to be there call in makes you grab a ticket 83340 agent 83340 agent. Thanks for watching this It was all about how I made a hundred grand my first year from cold calling and how you can too It's difficult But dude, I'm ready to teach you guys some stuff at 8% nation live from stage at Nissan Stadium We're gonna solve problems. I want to between now and then I want you guys to think about something What are three problems that are happening in your business right now that if you could fix those? You'd instantly make a hundred K or you'd instantly make a half million dollars or you'd instantly make ten million dollars What's those three problems that you're having I? Want to know those I want you to personally message me and say hey I'm having these three problems Can you fix those and can you solve those and I'm gonna solve them and we're gonna solve them at the wealth con? All right. Thanks for watching live insurance cold calling with Cody every single Tuesday at 2 tomorrow is dealbreakers With Dave and I at Wednesday at 2 and we'll see you there. Thanks for watching. Have an awesome week