 Welcome to live Q&A with Cody every Wednesday 2 o'clock central standard time. I got my new 8% nation Well, what do they call this bro? Like a sweater or a jacket or kind of like a Kind of like a pullover, you know, what are the what are the young kids calling nowadays? Dukers also got his polo his appreciation polo on we're repping the abris nation brand I'm excited to answer your questions today. Hope you guys had an awesome Christmas Happy holidays about to be the new year. Hope you're thinking about your target your resolution what you want to accomplish in 2019 I hope it's big. Hope you're thinking huge. I just got out of a quick 8% nation meeting where we went over sponsorship levels Agenda Speakers we were on the phone call in Mark Cuban's office, believe it or not So we're already thinking about all the different things that we can do to help bring an incredible event to you If you're thinking about speaking or being a vendor We've only got three speaking spots left and only 11 either 11 or 12 vendor spots left at this point So make sure because we got a lot of commitments from last year. So make sure you check that out What questions do we got for today gentlemen? I know we got some good ones They've queued up like eight questions that you've asked that I'm gonna answer live on camera I don't even know what the questions are also though. I want you to be posting Better questions if you think you have better question, dude post it or do that post it on YouTube or Facebook as We're doing this. So duker. Let's roll, bro What kind of script do you use for door knocking? What kind of script do I use for door knocking? It's okay. So my door knocking pitch is really simple. It's really short. So it's it's I I literally I Smile and I say the the person's first name. So I'll wave and smile on the way to the door I'll knock on the door at least five times fairly loud so they can hear me. I'll also they'll answer the door Hello John and I'll open up my hands and smile and say their first name and I'll step back Hey, how are you doing today? Because I'm at their home. I'm in their home. I'm in their space I'm in their bubble like when someone comes my house. It's a little little freaky So I'll take a step back to make them feel more comfortable. I'll let them know. Hey, I know you are and I'll ask them Hey, John, how are you doing today? They say well, I'm good. What are you doing here? Hey, my name's Cody the reason I'm here is I'm getting back to you about your requests for the new final expense information. Now. Hey, I'm the local filled underwriter I'm the guy that's been sent out here to go over this information with you. Can I come in for a quick second? And that's it. You may say hey, I got to check off my list or hey I'm here to go over the information or hey, you responded so I got to go over with you real quick or You know what? Can I come in for a quick second? Should we sit at the couch or at the table and that's my pitch? Do you have any tips for being more disciplined on a daily basis? Oh, okay I did a video on this on on Christmas days specifically for that reason But when it comes to self-discipline it's something I've spent a lot of time trying to develop better self-discipline as a human being because I Have went through 39 days in a row of actually working out and following a structured workout plan 39 days in a row today because I want it to be more self-discipline as Individual when we go when we we go into 2019. I want to conquer that thing. So I live by three rules I live by three rules when I'm thinking about Having more self-discipline. All right My goals down every day or what do I want to whatever I want to accomplish? I write it down every single day. I Also want to make it public to the world whatever it is. I want to make it public to the world Now why do I do the first two things the reasons that I do the the reasons that I write down every day is it? It makes me put focus on the subject also number two The reason I make it public to the world is it puts pressure on me and it gives it attention For whatever I'm doing and I don't add time to whatever I'm doing So it say for instance everybody wants to get up and work out right in the morning and then it six o'clock comes and they're like I'll work out in an hour. Let me sleep. I'll put on push this news button. I'll sleep for under 30 minutes I'll get up and work out or you know what I'll work out later or I'll make those calls tomorrow I'll door knock them tonight. I promise I will and we put it off We add time to it and we give ourselves an excuse To not do it at all and so I don't add time. I do it if it needs to be done I write it down every day and I make it public so that because then people know they believe that I actually believe it By making it public If no one answers the door while knocking should you call while in the driveway? Oh Yeah, yeah, I've actually got in homes doing that. That's a really good point There's there's a couple different ways you can text you can call you can wait five minutes and knock again Or you can go knock a door and come back in 15 minutes but there's also another thing where a lot of ages to leave like a delivery notice on the door and It gets a lot of callbacks. So and that way they can schedule the time for you to come back with the information So yeah, absolutely. I mean that's the thing with those kind of questions Is it bad to ever do anything that that that that is some type of action that gets you closer to making the sale? No, so just just do it. I mean that's the thing No, I don't think about stuff if I think it's the right thing to do just do it What should I say when leaving a voicemail to a lead? Okay, so this is a good question when I'm when I'm calling and leaving a voicemail to a lead I've got I've got three different things And I'll probably forget them because I'm just live on video off a couple cusp answering But I've got the good news voicemail like hey, I've got some good news Call me back as soon as you can so I always add a carrot and urgency the carrot is what I dangle like good news or quick question or Hey, I've got a I'm just if I don't hear from y'all just drop it off, right? So I'll use good news quick question and drop off. That's the carrot and then I'll add urgency So let me give an example. So hey John. Hey, this is Cody. I don't give too much information Hey, I'm respond. I'm getting back to you about the new file expense information that you requested I've got a really quick question for you, buddy. Call me back as soon as you can at this number So it's not a two-minute voicemail. I'm not puking on them. I'm letting them know. Here's why I'm here's my name Here's why I'm calling. I know who you are. Here's my name. Here's why I'm calling carrot and urgency And you can do that with Good news quick question or drop off like hey, I'm you know what if I don't hear back from you I'll just I'll be out in your area later. I'll just drop it off Well, if they don't want you to come to the house guess what they're gonna call you back What are some ways I can improve my telesales skills, okay, so Tell us sales skills in general Normally, I think the best way to to to improve your telesales skills is to listen to yourself I think the number one best way is to record yourself actually trying to make telesales We've got live recordings of this stuff on our website listen to yourself actually trying to make telesales and Sells over the phone and then critique yourself because one of the main things that agents do is they don't ask enough questions When they're teleselling they're not asking of questions. They don't build the value. They'll build the relationship They don't use a lot of trial closes and they don't end up building and gaining their trust because this salesperson always wants to talk too much so listen to your recordings and focus on asking questions so that you're not you're leading that you're controlling and leading the Conversation down the right path, but you're not the one that's Talking as much you're controlling the conversation without talking, which is way better Do you ever text your leads if they don't pick up your call? Yes, yes So texting is working really well with a lot of our leads. I've left several testimony Well, I've received several testimonials about agents that are text our leads an agent the other day text like 5050 leads and set like five appointments The legit story so but but what that but when you're texting it it's got to be like, you know what? Hey John This is Cody I'm texting you about the new that the ad that the ad about the new final expense information You put you it's the one where you put your favorite color is pink now. I'm the local field underwriter. I've been assigned to you I'm in your area. I just need to drop it off takes about 10 minutes I'll be out there Friday or mornings or afternoons better. It's like it's simple It's almost like the script in a text But probably shorter with ending with a question because if you just say hey This is me you wanted to a quote, you know, you wanted life insurance you wanted information whatever and I don't ask a question They're not responding to my question. They're responding to a salesperson or whatever So if you ask a question, that's the thing anything you do especially texting It's got to move the meter like you're at point a and you're trying to get to point B If you ask a question, it's gonna get you closer So that's why finishing a text with a question can actually get them to say hey call me this time or hey Drop it off this time. What one was like one said, you know, hey, I'll be out there Is there any reason why you won't be home between 10 and 1130 a.m. Tomorrow and Then the person said no, I'll be home Right, so it's that was kind of questions that gets your responses textings brilliant. It's awesome. You got a texture leads How should I respond to the objection? I have no budget left until next year Okay, so I have no budget left until next year. I'm assuming Most agents get this over the phone if you follow my script and you listen anything I ever say you should not get it over The phone because you're not trying to sell anything you're trying to sell a drop-off time a time doesn't require a budget, right? dropping off information doesn't require a budget, but And I don't love saying but because I think it's I think of it as a Racer word, so we'll say however however if you are in person and they're saying hey I don't have any budget till this then you know what do they need it You can put it off the draft off 30 days if you have to you can think of creative ways to get them in that and I always tell Hey, what's gonna change between now and three weeks from now? Are you gonna pay something off? Are you gonna win the lottery like what's gonna be different because we can agree that you want it? You need it and you what what you've shown and shared you can afford it So and I'll even ask us. Hey, are you are you going to do this at some point in the future? Yeah, I need to eventually eventually eventually okay great well Let's take time out of the equation if you're gonna do it eventually. I'm already here Let's see if we can get you approved and we'll just do it right now because it nothing's gonna change right You're not gonna win the lottery tomorrow chances are so let's just get it out of the way What's your full legal name? And so there's definitely ways around that objection 100% What was your favorite gift for Christmas Gift or or gift from our giveaway my favorite gift. I would say Oh, I got some good stuff. I got a suit. I got an 8% nation Blanket nobody never knows about that a custom 8% nation blanket. How cool is that? I also got a outdoor heater for my porch and then Laura and I always get we always take a trip to go see Duke University Duke Blue Devils bad boys about men's basketball team play somewhere So we're actually going to Cameron indoor stadium To see them play January the fifth about a week and a half from now and so I would say Duke tickets Probably the best But there's several things are really cool. The blanket's pretty neat. You haven't got your tickets. We're doing holiday sale I think 60% off with free Bogo on all of our tickets So make sure you check out our website a presentation.com. What are some good book recommendations for new agents to kickstart 2019? Oh book recommendations. Okay, um Especially new agents how I raised myself from failure to success in selling by Frank Bedker awesome insurance book also the art of closing the sale by Brian Tracy and I would say the 10x rule by Grant Cardone because Normally we blame failure on not knowing We're not in the know. We don't know what we're doing. We don't know enough. We don't feel trained. Someone's not training us They're not giving us knowledge, but also it's even typically it's the fact that we don't talk to enough people and therefore We don't see enough people so even a new agent that has no clue what you're doing You can't spell the word insurance. You have zero sales experience and you suck You can still succeed because I've been there if you see enough people So that's why like books like the 10x rule or creativity Or getting you to fill your pipeline or getting you to make calls and learn how to be great on the phone and doorknock that style of books Are better to me for a new agent than like a closing book even though it helped Brian Tracy's book is great But I think like an action book of like taking action and actually doing some things is way better because most agents will Just make excuses and not do anything so I'd say that's a that's a good one When texting a new lead after calling what is the best response to just leave it in the mailbox Okay, so you've called and then you text the lead and they say just leave it in the mailbox Yeah, I would tell them you know what? Absolutely, right agree. I would love to However, I'm not allowed to I'm the field underwriter. It's just my job to drop it off. It takes about five minutes You know what? I'll be there in your area. So it's kind of like melling it in person So I might as well just drop it off because I'm kind of leaving it in the mailbox. I'm just leaving it in your hands It's just easier. Should we shoot for what do you think? 10 o'clock or 2 o'clock So it's agree. Absolutely. Yeah, I wish I could Answer the objection and then finish with a question actually ask that's something that's one that is It's legit overcomable. It's it's it really is How how can I better work three to six month old leads? How can I better work three to six month old leads? I Would say get creative most people just call through them. They don't answer and they're done I think three to six month old leads I think door knocking is probably still the best when you're working age leads. I love to call new leads I love a doorknock new leads I mean we had an agent the other day that wrote $4200 in his first 20 of our leads and never called them just doorknock them And so most people like or just better at door knocking if you're not great on the phone Just go door knock them But especially age leads when you're on the phone, you're gonna get more resistance less chance of them answering the phone More chance of getting an objection Not remembering so I would just Doorknock it show them the lead or just tell them or whatever but door knocking it I think that's one thing that most agents will never do that I think works really well is if a new agent will go and doorknock like three to six month old leads and just doorknock like 60 in a week They'll have success like they just will they'll sell a few policies make some money and it was a really cheap way to go Most most agents are lazy. They'll never do it But that's probably like if I'm a new agent and I'm broke That's my go-to avenue for making some money and that's that's doorknock and age leads like every single time I want to stress that more. I may do a I may do a show or a video on that Dylan soon Where we actually talked through like how new ages can use age leads because I think it's Brilliant the return on investment is there. It's just time. It's not even that much money. It's just time if you're not lazy I think that's a good one That's it. That is it. That's all she wrote, right? I want to thank everybody for the giveaways We did 12 days of Christmas giveaways if you didn't you didn't follow along and participate in that We had over a hundred comments on our post yesterday about gifts Posting your favorite gift. We gave away leads first place second place third place. Do we know who won those yet? Yes, we do. Oh, I want you to read those out and tell everybody who got first second third in our yesterday's giveaway December 25th We did it for 12 days. We started on whatever it was the 14th or something like that and then yesterday We gave away 60 free leads to three different people And all you do is post a gift. So who got third let's let's do drumroll, please We'll start with third place third place was Dave and I'm gonna mispronounce this badly sicka S. I. C. C. A. Okay Dave sicka cool. Cool. Cool. So he won 10 free leads, right? Okay? Who won who got second place and 120 second place was Rob? Taylor Rob Taylor way to go brother with it with the 20 free leads. All right How about how about first with the big the big kahuna 30 free leads 30 free leads went to Kimberley done Kimberly done awesome job. Thank you so much for being a part of that What a fun Christmas giveaway. We gave away leads and my time and I don't know I kept giving away the prizes ahead of time now. I think they're all done and I don't remember what they were But it was a lot of fun stuff. Thanks for being a part of it if you haven't subscribed our YouTube channel I'm gonna encourage you to do that. I believe from an insurance training perspective We have the number one YouTube channel on planet Earth. I strongly believe that because of the value We give to new and struggling insurance agents. Thanks for watching Wednesday's live Q&A every Wednesday 2 o'clock central standard time We're here for you. We love helping you and can't wait to see you again Friday on 8% club. Thanks so much for watching. Thanks for your questions makes you submit those before next Wednesday See you Friday, too