 Welcome to 8% Club every Friday you guys know the time two o'clock central standard time Today's topic is good. I just got out of a sales meeting with an agency and one of the things that we talked about is Exactly what we're gonna cover on today's show. So bear with me whether you're on YouTube or Facebook Make sure you comment below. I appreciate you being here today's always about today's about the number one ingredient 92% of interest agents fill and I want to talk about the number one ingredient To help you create Insurance success and this is probably the number one thing that agents struggle with and I want to come and Challenge you today to pick it up in this area Before I jump to the number one ingredient and you're gonna want to stay with me I'm gonna walk through the whiteboard is gonna be really good. I want to make sure that you guys are aware We've got a new call-to-close series that trains agents on everything from the phone call and all The steps all the way to the clothes. It's a live three-hour virtual training with me It's on March 7th Thursday March 7th at five o'clock central standard time again Call to close three-hour live training you get lifetime access to the recording the e-book Live Q&A with me three to four hours of live training The way I think about trainings and you can go to kodiaskins.com to look that up We're only taking 30 seats. We have some seats left one thing I want you to think about is the one thing I think about I invest in my personal brand I invest in retreats Conferences I go to events. I have coaches. I learn stuff. I buy courses all the time. I'm sitting true story I'm sitting It's about seven o'clock at six seven o'clock at night on new year Maybe 530 whatever on New Year's Eve. Okay about well almost two months ago And I'm sitting there and an ad comes up for a chatbot course. I buy it I spend a couple hundred bucks on the fly. I just commit and pay for it. I'm like babe Where's my card? I want this because I want to know more when it comes to sales Marketing insurance being great at what I do I want to know if I then the way I think about courses and trainings If I pick up one nugget that I apply into my business one idea that I apply into my business one Concept that I apply into my business then that course was worth it So when you start thinking about hey should I invest in myself or not? Will you get one idea concept or? Specific strategy that you can use to apply into your business so that new call-to-close series I can promise you you'll pick up you'll pick up one idea. You'll make about a hundred X Return off of whatever you pay for that call-to-close series. So make sure you go to codyaskins.com to check it out All right, so the number one thing the number one ingredient that is able to help create success in this business, and I've always been told it and It's true and it's act Activity Activity is a number one thing that is no one ingredient that if you can do this you can have success Because a lot of agents a lot of agents we want we want more cells, right? We want more money, right? So we want all of these things What happens is activity? Leads to appointments Appointments leads to sits sits Leads to cells Actually, yeah, it leads to cells policies applications whatever you want to call it and then that leads to what it leads to Money you can't have cells. You can't have money without cells You can't have cells out sits you can have sits without set appointments, and you can't have set appointments without activity I don't care if it's doorknocks or calls I would start tracking something I did a lot and I preached to insurance agents and agencies to track this I would track I Would track my calls My doorknocks text messages Emails all of it especially these two calls and doorknocks I would track these things because I and I want to know as a As an insurance agent I want to know at the end of every week. I want about to do something like this and be able to say okay my activity was 300 right I set 15 I Sat with 10 I made five cells and guess what I made about 3620 in commission like that's practically an Ideal week to me for an insurance agent now It's not a fantastic or crazy week and your average premiums should be a little higher, but I'm doing some math and averaging it out about 720 725 724 AP per cell you need to know your numbers so when I think about Activity this is calls and doorknocks. This is set appointments. This is sits This is cells and this is calls and I used to track these things every Single day so I would have a whiteboard and I'll go ahead and draw this out for you I would have a whiteboard again. Make sure you remember this Activity appointments it sells money. All right, I would have a whiteboard on my wall And it would look just like this. All right And I still do but as an agent. This is what you need to do. So you need you need The whole month right you need a whole month broke out and then you need different days, okay Monday Tuesday Wednesday Thursday Friday You can do Saturday or you can just do a total column, okay? And then each one of these blocks I want to have activity and Then I want to have sets sits cells and Commission or premium whichever you want to track But every day so like I eventually learned this was what's cool about this. I eventually I'm going deep today I'm giving you ridiculous value. I used to Figure out guess what day of the week was best for Cody askins every single week as an insurance agent I knew and you guys probably don't know what day of the week you do best I realized that I had a great day and a bad day. You want to know what you want to know what those were my best day Was Tuesdays? Tuesdays were my best day Because I spent Saturday Sundays and Mondays setting appointments for Tuesday, okay I realized that Wednesday was my worst day you say well that should never be your worst day Well, it shouldn't but I was putting so much focus on having success early in the week that I forgot to have appointments on Wednesday So when did Wednesday ended up being a office and call day and doorknock day for me And so I got to where I knew that okay if I do You know if I do 60 died I had 60 dials today. I set Four appointments. I sat with three of the previous sits I sold three, right because you very very well may and then I did about 2800 in in in premium or commission So when you start to think through and you start to track your activity Every single day and every single week and then you end up totaling it like we talked about. Hey my activity was 300 I set 15 and it should be more right. It should just it should just be more. I Sat with 10 I sold five and my total commission was about Let's just say 36 20 again, right? You need to know your activity I'm a strong believer in the number one key ingredient being activity most people fell in the activity area They don't track their activity enough. They don't know what they're doing on good They have good days and bad days and they have no clue They don't know what their activity their sets it sells and commission or premium are because they don't and a lot of times They have low numbers for instance. I was in a sales meeting not too long ago where one agent I'm gonna give you an example one agent had 185 calls for the week. Okay, and the other agent had 80 calls for the week Who do you think out of agent number one or agent number two and vote in comments below right now? Facebook YouTube Instagram Which agent number agent number one or agent number two had more success that week without even looking at it? What do you think agent number one or agent number two? Who do you think had more sets? Who do you think had more sits? Who do you think had more cells and who do you think made more money? Agent number one or agent number two It was agent number one and it doesn't always work out way ten out of ten times But typically it does the person that puts forth more activity in this business Typically has better what? results You typically have better results the more activity you do it's funny how that works the more activity you do The better and more success you have in this business. It is all about I'm big on tracking. I'm big on analytics I'm big on activity and I'm big on knowing what I'm doing and what I'm doing it because Activity equals we talked about this earlier sets sets equal sits sits equal cells and cells Equal some freaking cash ola money Money all because You put forth the activity if you don't put forth an act enough activity. You won't have enough sets you ought to have a minimum a minimum of 15 plus set Appointments every single week you ought to have a minimum of 10 plus sits every I don't care what type of industry you're in I Don't care what type of insurance you're selling minimum of 10 sets every week you should have a minimum of five plus cells every single week and you should always do at least 3000 of annual premium Minimum per week that's immediately and you say well Cody. I'm doing that well You're not because 92% of insurance agents fell and 3k Times 50 weeks take two weeks off. That's a hundred and 50k in premium I bet that less I bet that less less than 3% of agents are doing that type of premium Volume annual premium. I guarantee it. I don't even need to guess. I just it may be lower like the company I was with when I did I did about 250k in premium 240k in premium in eight months at 19 I Was like a freaking solar eclipse like I was like the dude that landed on the moon like no one else was doing it Especially at my age and in my office or regional area. No one was doing it I was setting the standard So that's my challenge to you do so much activity that you're the destroyer in your office Because there's a lot of office that track activity You go into a sales meeting and then you lay out your activity and the information and what you did for that week Right, you need to work. You need to be accountable to somebody need to report to somebody You need a coach everybody's got a coach the greatest people in the world have coaches had coaches And you need a coach so find someone that you can look up to that can be your coach Ask them to be your coach ask them to be a part of their coaching programs because what will happen is You'll end up You'll end up being accountable and when I talk to agents and agencies all the time I say okay who leads an activity every week that oh that person okay Do you typically lead in sets it sells and money every week too? Yeah, typically do wow it's funny how that works So from now on I would want to beat that dude, and I don't want to just beat him the dude sitting in the back Dude sitting the front whatever that leads an activity. I don't want to just beat him. I want to freakin destroy him. I'm telling you you guys need to Want to destroy your competition when when you're in an office setting you're in a sales meeting and Someone is putting up 300 dials a week, and they're baiting you and sets it sells and money every week. I Would walk in the next week with 600 I would plan on being the destroyer in your company if the best person does this that I'm doing more But we don't because we just think about being Average and about not doing enough and about not being all in and committing to succeeding So my challenge to you is activity the number one ingredient Dylan I'm about to come to you buddy in just a second with some with some Q&A So we got going on in questions and comments the number one Thing that you need to track and that you need to know and that you need to be aware of and that you need to be ready to freaking smash and be a destroyer on is Activity because activity is the one thing that you can control You can't control sets you can't control sits you can't control cells you can't control money because without activity You won't get any of it Activity is what I would be great at I would be known as a flat-out The person that outworks everyone else in this office is this person the person that leads an activity is this person person That's a flat out freaky destroyer is this person when I was a new agent any any any office have ever been in I was the hardest working agent in that office, and I was the quote-unquote destroyer for that operation I want you to be the destroyer in your local sales office We think dig anything going on a youtuber Facebook. Thank you guys for joining us Yeah, we got a question from Robo on YouTube Robo He asked what's the latest time to call back a real-time lead at 7 p.m. 8 p.m. Mic'd up. Yeah, latest time to call lead 7 p.m. Or 8 p.m. I Would call in Missouri. I can call all the way till 9 central and I've done it so I Just don't call past 9 like 8 o'clock dude 8 o'clock. They're probably in bed watching Big bang theory and they're like Somebody please call me so 8 o'clock like 7 8 o'clock Prime prime prime for calls That's the thing most people in that scenario they would think it they would overthink it well And I I need to call this person. Oh, it's 8 o'clock. I'm not gonna do it Come in first figure the rest out later. Don't even think about it Just freaking dial the number if you take them off you take them off just do it So let's just say the lead comes in at 9 p.m. Yeah, would you recommend calling them right then or in the morning? Always immediately now if it's 10 11 midnight. No, but if it's 9 o'clock 9 15 it just came in They they they ask I mean one thing to think about okay agents forget about this. They say okay a Lead came in am I the agent thinks am I allowed to do this when in reality? What we should think and the thought process should happen is Holy crap. They are asking me to call them right now And and then you just freakin pick it up and do it so that's a wonderful question I get I get that question actually quite a bit That's pretty much our only question. We have some people commenting and some people talking From the comments who looks like a destroyer Looks like they're gonna just outwork people Quentin Quinton Kelly said I called one back at 9 p.m. Last night and set an appointment come on man Quinton Kelly is dropping bombs man. I love it Dude, we're gonna get you up here. You're gonna drop the mic in the middle of the show. I love it. That's good Thank you, buddy. Hey tell somebody tell somebody you know that's an insurance agent that needs this I mean if you want your people that you know that are also insurance agents to be important the 8% club and to be successful And I know you do then make sure they're watching these things when we do make sure that make sure that they know about them Now it's up to it's up to them where they watch them But make sure that like when I've got people in my life that are helping me I tell others Because I want other people to be successful and I don't I like there's enough fish in the sea like whatever But I don't be the destroyer in my space like when it comes to content. I challenge you guys right now when it comes to content videos helping Does anyone in the insurance industry do more yes or no? No, because and I challenge you like dude I you show me someone that's doing more content for this space and I'll give you a hundred dollars cash right now It isn't happening because we are like you want to be with activity We're the destroyer for the activity For the content for the insurance industry from an activity level so because like just as activity made me a ton of money at an early age in the interest business Activity when I'm talking about marketing training lead generation all that Coaching all the everything we do for the insurance space now Activity wins. I want to be the activity king That's all that's all I gotta say We're good Yeah, I think we're good. You guys are awesome. Thanks for being part of 8% Club Hey, make sure you go to Cody ask ins calm. I've got a complete three hour live Training with you. It's called call to close everything in between from the call to the close if you pick up one nugget And you've immediately 101,000 X your investment if you pick up one thing go to Cody ask ins calm to check out the new call to close series You want to be a part of that it's a live training March 7th at 5 o'clock. I want you there. You guys are awesome I want you part of the 8% and not the 92% that suck and fail and don't put forth enough what? Activity thanks for watching have an awesome weekend Dylan we got some videos dropping for him this weekend We will let's do it always man. When do we not like like that's a let's like a let's like a loaded question That's like man like when I when I run appointments. I'm like, I'm assuming you want to buy for me today I'm assuming Dylan's gonna be giving you guys some free stuff this weekend. So all right. Thanks for watching 8% Club appreciate you guys See you Monday