 Training every Monday at two and one of the biggest weeks of our life with a presentation insurance both conference And you knew that I would not forget about you today because every Monday at two I come to you Whether it's on Facebook whether it's on YouTube if I even have the phones, right? I know that every Monday at two you are relying on me to help you be better in this business as an insurance agent focused on growth expansion The woman people up so today is all about the warm-up Arguably arguably the biggest part of the sales presentation. We go through this agent training workbook For the last several weeks. We've been going through some really tight Stuff Teaching you how to warm up prospect so today. I want to kind of dive in a little bit deeper Then just kind of face value Especially when it comes to warming up because the warm-up process is extremely Extremely extremely important a lot of people would say you know what no the fact finding is important No, no, no the clothes is important. No the follow-ups important the referrals all the in stuff I'm here to tell you the warm-up is as important as it gets because what happens is the warm-up It gets it gets everything started down the right path. I believe That prospects do not make decisions and purchase from agents until They trust them like them and see the value so a couple of those are earned early in the warm-up Because the warm-up starts literally as Soon as you pull up Soon as you get out of your car Soon as you start to walk to the door all of it starts immediately so as soon as you pull up You get out of the car One tip is when you pull up to a home don't sit there for a long time you pull up Grab your stuff get out. Don't be rummaging for papers for minutes and minutes and minutes Don't sit in the driveway for 10 minutes. Don't sit in front of their house for 30 minutes. Don't scare them pull up Get your stuff Get out Walk to the door on your way to the door. I love this whether I'm door knocking whether I'm going to show up and I'm waving You know hey as if they know me as if they remember I'm coming and as if hey, I see you so you can't hide So you're waving at the window at the door all that on the way to the door You're showing up. You're knocking What happens is neighbors knock some people do what they ring the doorbell so we knock we knock Hey, Miss Betty. Hey, it's Cody here for a two o'clock. How are you and we go in you know and generally I want to sit where? Generally, I want to sit if I can I want to sit at the table all this stuff matters It's all psychology. It's all stuff that you need to know to close a prospect down I want to sit at the table because it's more of a business type atmosphere I would say if I had to do a quick comparison and I've read a lot of points in In the in the living room on the couch at the recliner But if I had to say hey, which of you close more deals at at the table at the kitchen table Or in the living room on the couch more at the kitchen room table I probably get a higher closing rate at the kitchen room table. So if I've got a higher closing rate and we can play the Statistics and numbers in our favor as an as a self-person that we want to do that So that's why I want to sit at the table and then for the next five ten minutes. It's all about what? It's all about getting them to like You and trust you and for you guys to get to know each other There's an old mess. There's an old. There's an old I get a lot of times like I don't know what to ask like hey, you have a beautiful home How long you left here? Have you always looked in this area? Did you move from here? You have any kids grandkids? You know how often do you read the horses out back? How have you always looked on a farm? Did you go up on a farm as a kid? Wow, that's amazing picture on the wall, you know, man Did you remodel this place? It looks awesome. Thanks for allowing me in. Hey, rejected glass sweet tea I'm so freaking lovely. Like it is a rocket science. It's just knowing it and then doing it But those it's those agents to the right now. They're saying hey, dude. I don't know what to say I don't know what to ask I'm gonna give you an example of what to do and say don't script it Don't don't say hey, this is all I'm gonna do. This is all I'm ever gonna ask because the warm-up Doesn't need to be scripted. The warm needs to be genuine and for something to feel genuine needs to feel less scripted Now you're gonna learn a lot of this at the 8% nation insurance wealth conference We've added over 40 attendees today We're up over a thousand attendees for the event and you want to be there So what is that what what is that little trick that I use early in the warm-up to decipher? how to warm someone up and that is F O R D The old Ford method is what I like what I like to call it so with the Ford method I'm gonna ask if I don't know what to say. Hey Did your family live around here? How long you guys been married? Wow? You're such an awesome couple. I mean you guys always this happy and excited and so love each other so much You have any do you have any grandkids? How important is family to you guys? Get to know their family. I got you care, you know, and they say we've got we've got four kids Wow, I grew up with three younger sisters. I know all about four kids. That's that's that's rough, isn't it? It's a lot going on. It's a busy time family People love to do what they love talking about their family. The purpose of a warm-up is to get Not only them to like you and trust you but even more important The purpose of the warm-up is to get the prospect used to answering your questions getting to know you and Get them used to talking when they talk more than I do. I make sales. It's my job to ask questions and listen family All right family The oh stands for occupation. That's their work. That's his career. That's their job. Hey, wait, you're retired down. Yeah I'm 72. What would you do for work? Yeah, I drove a you know train. I was in the railroad Wow, how did you drink did you travel a whole? 50 states, you know, how much trouble did you know? Did you love it? How long do you do it for? Well, how many do you work for? I think there's there's layers to each one of these you think you know, I don't know what to do I don't know what to say. I'm telling you what to do and say what because when you get occupation There's three four or five questions around occupation if you needed to go there People want to talk about what themselves their family their job Stuff they're passionate about stuff. They love stuff. They're excited about the same way for you guys watching right now You want to talk about yourself and stuff in your life? So do other people and the prospects that you're seeing every single day so Let them talk That's why I love asking open-ended questions when I'm fact-finding because it gets them To tell me what I need to know. So the third one is recreation What do they like to do for fun? Maybe it's horseshoes like my grandfather in Arkansas Maybe it's reading books. Oh great. I love reading books. Okay. What's your favorite book of all time? Everyone's got things that they enjoy doing man. Maybe it's gardening. I don't get it, but some people do Maybe it's maybe it's going on a run every morning. Maybe it's been time with her grandkids Maybe it's crocheting, you know Whatever you do there Whatever it is. Everybody's got stuff that they like that they enjoy. I love playing basketball. I love playing golf I don't have time to play any golf lately, but I love it I would talk about it I'm a big fancy football fan and it fails. You guys probably are too. There's stuff that you like that you enjoy Prospects are just like me and you. They're humans It's your job in the warm-up to relate with them Because they're a fellow human and humans do business with other humans When they like the human that they're going to do business with. Desires F-O-R-D Family Occupation Recreation Desire. Remember the Ford method? I'm not saying somebody some veteran agent told me this one time They're like hey if you were struggling to warm up try this, you know And honestly, there's times where I'll go to it when I'm meeting someone at a networking event or like a you know Hey, what do you do for work? Hey, dude, you know, you look like an athlete, bro. What do you like to do for fun and What are your desires? dreams Goals your mission your why? Everyone has things that they enjoy differently People love doing different stuff and desires is what Talk about fancy football My mission why I do what I do why we do this stuff and why you guys watch this stuff And why you guys are trying to create wealth in your life and make a hundred grand or make a million bucks or Provide for your family or enjoy your work or love your work or see people or learn how to warm up prospects at the end of the day The warm-up is all about the relationship that you're building with the prospects If I do a poor job in step number one The warm-up the rest of my presentation is going to suffer Because I can't ask them the questions that I want to ask because we're not relating on a personal level and we don't get along Super super well So my challenge to you is just remember you may be a salesperson But they don't know what he buys from anybody Unless they like the process they feel comfortable in what they're doing and they're okay Doing business with that other individual I could walk into the mall and want to buy a pair of jeans if the salesperson is horrible and the experience sucks And I'm getting annoyed that I'm gonna walk out. I'm gonna go buy jeans somewhere else prospects of the exact same way my last Little challenge for you from insurance agent training today is hey remember Everyone wants to do business everyone needs your help everyone needs insurance They will buy with the right time When they relate with the right person they have the relationship and once value finally exceeds price So remember relate with these people on a human level. They are Just like you and you can be great at the warm-up by applying some of these methods these questions these tips Go relate with people go build incredible relationships with people and remember That when you don't know what to do when you don't know what to say when you're having a bad week when you're struggling as an insurance agent But everyone it's great to mentor putting myself proteas is that you're back Everyone do to a car on insurance agent training. Thanks for watching