 Hey, six mistakes, six mistakes that a lot of agents make. I wonder if you're making them and how to avoid them. So I'm going to start out by letting you know from one to six what those are. And then after letting you know what those are, I'm going to explain how you can avoid them. I hate seeing these. And a lot of agents make these mistakes. The first one is that they want to know everything before they do anything. That's a bad one. When you're a new agent, you want, most people are like, I need to know everything. I want to consume product information. I want to be product knowledgeable, but they want to know too much and they use that as a crushing excuse to not do anything. That's the first one. The second one, not seeing enough people. Pretty common. You got to get in front of people to make money. Not seeing enough people can't overcome objections or really struggle to overcome objections early in the sales process or over the phone. That's a very common one. Also not training every single day consistently. Well athletes, they train when I was playing high school basketball or college basketball. I trained and worked out and got better every single day. A lot of agents don't. Also trying to be great at this business part-time, trying to be great at this business part-time is very difficult. If you're doing it right now, it's a struggle. I was in college playing basketball, but I was committed to the process. And the last one, this is one of my favorites. They quit just too soon. There's a book out there that talks about literally five feet from gold. Have you ever seen that image of the person hacking away? And then they quit before they get to the diamonds. And that happens a lot with agents. So there's the top six. Now, let me explain in depth on each and every one of those, the things that you can do today, this week, this month, this year, right now to avoid them. The first one again, wanting to know everything before you do anything. This is a very common mistake that agents make. It's easy in sales to think, Cody, I want to know everything. I want to be knowledgeable. I need to consume information before I go do anything. I'm telling you, those type of people struggle in sales. If that's you, and you're like, I don't want to call someone. I don't want to sit down with someone. I don't want to do a presentation until I feel like I know every single thing. The chances of you succeeding are very, very slim. I hate to be the bearer of bad news, but this is the worst one. One of the worst ones on the list, and I hate it. It drives me nuts. And I do believe that I'm a natural born sales person that could go sell a freaking Ferrari without knowing anything about it. I guarantee it. And so you don't have to know everything. Like I was selling life insurance. I didn't know everything. I still don't know all the ins and outs of every little detail of life insurance. Like when it comes to product knowledge, I'm not the freaking brightest guy on the planet. When it comes to selling it, making money on it, helping people with it, I'm one of the best. So think about that. You don't have to know everything before you do anything to be successful. So if that's you, let's cut that one out, because that does not have to be true. The next one. This is probably the biggest reason why agents fail is they do not get in front of enough people. If you don't see enough people, if you don't sit down with people, you don't ask enough people to buy, you will absolutely fail. The only reason I had success, and I made 117 grand in my first eight months at 20 years old. The only reason is because I simply sat down and asked 10 people to buy every single week. I put the activity in. I did whatever it took to sit with the people. If you don't sit with enough people, guess what? You're not going to succeed. This is a numbers game at the end of the day, and a lot of agents struggle with sitting in front of and asking enough people to do business with them. That's the biggest reason. When you have bad weeks, I guarantee you you sat with one, two, three, four people, and you didn't sit with more. When you have a bad week, you're just not sitting with enough people. Also, you've got to think about it. It's like me going to play a game, and I'm shooting four shots the entire 48 minutes. Am I going to be in a rhythm? Am I going to have momentum from the last shot that I just shot? When I played basketball, I need to put up some freaking shots, man. I need to get active. I need to get acclimated. I need to be passing the ball, playing defense. I need to go into the rim, shooting three shots. I've got to be involved. The same thing can be said for this business. Most people fail because they do not sit and ask enough people to buy. They don't see enough people as the old adage that's been here for years. The third one is they struggle to overcome objections. Can't overcome objections. It's a big mistake. If that's you right now, I have my three steps that can really help that, that's agree, answer, and ask. It's human nature that people are inherently disagreeable. It's human nature that people are naturally combative. And I'm telling you, you can't be disagreeable or combative or negative or anything else to actually get good overcome objections. The way you overcome objections is you use the two Ps, right? Use the three As, but you get super positive and super persistent. No matter what they say that's negative, you're positive. No matter how bad they want you to stop trying, you remain persistent. And I promise you, you're very positive and persistent. No matter what they say, you will overcome whatever you want. Agree, answer, and ask. You have to be agreeable and you've got to finish with a question. You need to be training on how to overcome objections. If you start getting the same objection over and over again, here's a little secret. Start getting the same objection over and over again. Write it down, practice it, role play it, become a master of that specific objection. Also, audio recording your calls, recording your normal appointments, all those kind of things, recording your dial sessions and listening back. Because I'm telling you, you're getting told stuff right now and you're not overcoming it. If I was in your shoes, I would be able to overcome it. But you're not blaming yourself. You're blaming the prospect or the lead or the vendor or the marketing or the script or whatever else you want to blame because the last thing you want to blame is you. But I promise you, you can overcome most objections that you're getting, pretty much all of them. But if you don't have that mindset, it's tougher and you're gonna struggle to overcome them no matter what. And the fourth one, agents do not consistently train enough. Okay, we've got our CA cell system now. So we're 400 modules meant for individuals and teams and it helps you plug in to an online training curriculum, a learning management system, if you will, to where you can actually plug in every single day and say, dude, I want to get better today. If that's you, then go to Kodiaskins.com forward slash cells system or just go to Kodiaskins.com and then click on the link at cell system. It's all over the website. Okay, because what you need to be doing is you need to be plugging into content, learning every single day. Every single day you gotta be getting better. Right, it's a professional athlete. If you're a professional baseball player, you take swings literally almost every day of the week. Okay, you don't take weeks off. Maybe after the season's over, you take a couple weeks off, but then you're right back in it, right? Because you don't want that momentum, that repetition and those skills to diminish over time because you're not as active and into the moment as you know you should be. The great people, great salespeople, they train every single day. The most success people in the world, the greatest salespeople I know, they train and they want to improve and they want to get better every single day. In my office, we talk about the cell system, in my office we make our sales teams train twice a day. It is not optional, it's freaking mandatory because it's mandatory to be successful, it's mandatory to make sales, mandatory to make money and if it helps you, it should be mandatory, right? If it's good enough to do it once, it's good enough to do every single day. Okay, so that's the fourth one. The fifth one, this one drives me insane. I get this question probably as much as any question I get on YouTube, right? If you're thinking about adding a question or commenting, right now's the time. Trying to win part time. A lot of agents want to be successful and they want to win and they want to do it part time. The problem is you can't have a full time committed mindset when you're part time. You can't be fully committed and dominated anything when you're doing it part time. You say, well, Cody, you did it part time. Well, but I put in a full time amount of hours even though I was playing basketball and going to school, I would be at the office till 11 o'clock at night turning in applications. I would go up door knocking at eight, nine o'clock on a Saturday. I would go in and cold call from two to six on a Sunday, right? I'd put in the work, even though I didn't put in office hours per se, it doesn't mean I wasn't fully committed, fully focused and really putting in the time and full time focused, right? It's part time focused versus full time focused. If you're part time focused, you will get part time results. If you have a full time focused and you're fully committed, guess what? You may get some full time freaking results and that's what you want. I'm telling you, it's a mindset shift. You have to be committed. Quit trying to be part time, okay? Quit trying to be part time. Part time means I will try it. We don't try nothing, man. That's a mindset problem. Anything I try to do, I fail at. Anything I commit to doing and actually doing well, I do well, okay? But when I try to do stuff, I tend not to do well because I'm trying instead of really doing, okay? So the last one, this one drives me nuts is that people quit five feet from gold. They're so close to finding the freaking diamond in the rough, right? The gold in the mind, they're right there and then they quit just barely too soon. There's an image of a guy chipping away an axe through this dirt underground and he's so close. He just keeps going and keeps going. He's like, man, I'm almost there. I'm almost there. And he gets there. He's so tired. He's exhausted. He's one foot from all these diamonds. He doesn't know it. Huge cave full of diamonds. He has no idea. He quits, gives up, goes home. I don't want that to be you. Hey, if you love this video, you're cutting out the mistakes but you're like, dude, I wanna spend some dough, man. I'm committed, I'm ready. What should I spend money on? Are you spending money on stuff you shouldn't be? I'm gonna answer that question right there. See you over there. Hey, there's a big question that I hear a lot on our YouTube channel and comments and that's how to spend money. How should I invest? What should I do? What should I have? As an insurance agent, to really...