 Went live Dylan's clicking away over there getting us set up behind the scenes YouTube Facebook and then also the pearl Welcome to 8% Club every Friday at 2 o'clock central standard time We come to you With some good stuff and today I'm super excited about the topic. You probably see it from the subject even the thumbnail the top five reasons why agents call Leads incorrectly Most agents that I ever talked to that I ever hear from that even buy our leads are doing it wrong And I'm going to take some time today to show you the top five reasons of Why you're doing things wrong the top five things that agents do wrong that you're probably doing wrong that we need to spend a Little time together probably about 12 15 minutes together so that we can tell show you what you're doing wrong So that moving forward you can fix it if you haven't checked out our 12 days quick plug If you haven't checked out our 12 days Christmas giveaway, you got to do it. We're about to give away a ton of free leads I don't know what all we're doing. I mean you you give away 50% leads normally I'll give away like all those surprises ahead of time What all have we given away so far? Well, yep 12 month free access to our insurance waltz University. That's good That's something we're building behind the scenes got a hundred and fifty two hundred videos It's it's my life's work in a box really with a with a with a bow Apricot nation tickets Recordings all kind of stuff make sure you check out that giveaway. Also, we just go back from Dallas You got to check out that video about the apricot nation trip apricot nation in 2019 is going to be in Dallas, so I'm excited about that big conference. It's gonna be a blast. It'll be about 1,200 insurance agents there and it's going to be Amazing right now if you go to our website for apricot nation you can get tickets for our holiday sale as low under $100 only till Christmas check it out. All right top five reasons the number one reason Why agents are calling leads incorrectly? I think if I had to rank these earlier today Dylan I sat down we always prep for the show Some most the time number one reason agents Try to get too much information Agents try to when you're calling leads you generally what happens is you generally Try to quote the give them quotes give them prices ask what they can afford Ask if they already have anything ask to their interest level ask ask about their health if they smoke height and weight you ask too much It does not matter and it is irrelevant because the goal is To sit down with the prospect something I might go over a little bit You got a goal to sit down with the prospect But agents are used to giving way too much information and if that's the goal then hey, let's sit down with the prospect then Do whatever it takes to sit down with the prospect without Complicating it or making it complex or confusing them an agent wrote in the other day and say hey, dude I you know some of the leads that I call if they think it's free I don't Typically hear that because of the way that I work my script and the things that I say These are the five things that agents are doing in From the thing that they're doing most wrong. That's most important not to do all the way down the least important So that's number one too much information. It's irrelevant. Don't get it. It's too much stick to the script First answer the phone John. Hey, this is Cody getting back to you about the new state regulated final expense information Hey, I'm the local filled underwriter. I've been assigned to your area and I'll be in your area on Friday Should I drop this information off? What do you think in the morning or in the afternoon? Where in that did I ask about their health? Where in that did I ask if they already had anything? Where in that did I ask how much they could afford? Where in that did I ask anything other than when I can drop something off? Nothing because it's irrelevant and if you're doing that and your manager's telling you to do that then stop and Make sure I talk to your manager because I'm gonna set that straight. That's number one number two Reason that you're calling leads incorrectly is that you're not finishing with a question Especially over the phone. I do not believe in saying anything unless I finish with a question. I Don't believe in speaking over the phone unless I finish with a question. I know that's rough I know that's hard. I know for agents that are used to just blabbing everywhere and puking on people I know that's difficult to comprehend that I need to keep things concise and finish with questions I'm telling you it works It works for me. It's worked for others and it will work for you, too You do not say anything over the phone without finishing with a question because this keeps you in control Every step of the way at the end of the day the goal All these things align with the goal. The goal is to sit down with someone The goals to sit with them the goals not even to make a cell the goals to sit with them and hopefully you'll make a cell But at least you have the opportunity and you can't get opportunities if you don't sit with them That's reason number two. You don't finish with a question Start to finish with a question every single time. All right reason number three This one's big. This one's pretty common agents pause At the wrong times They pause without asking a question instead What you should be doing because I'll give you a perfect example you call a prospect and 95% of you that are watching right now are making this mistake Hey, this is John Smith with the insurance group Hey, you looks like you went online and and said that you wanted a quote for life insurance and then you pause And by doing that the only thing that you are doing and you're making the mistake right now We're gonna fix it But what but when you do that and you say that phrase and that's what you all say because you don't know what to do That's my fault. I'll take blame when that happens though What's going on is You are saying miss Miss Betty. Mr. John and prospect Please insert an objection right here right now, please go ahead You insert the objection. I'll wait I'll hold It's insane It's ridiculous, and I don't want you doing it any more man. I used to do it, too First few years of my career. I didn't understand all this stuff. I really didn't it took me till Honestly, I probably didn't even understand all this stuff until I started generating leads to people And then I started calling them and practicing and working it and making and perfecting a system that works for people So that not only could I give leads to agents But I could also tell them I could give them leads and tell them what to do that works And then believe it or not if you have leads and you have something that actually works and you put the two together Guess what you sit with people you have success and you make money So that's why we do these things number three was pause gosh I don't pause just to make it keep it simple so that I can like Break this down. I don't pause unless I until after I ask a question That's it Number four reason number four you guys ready you ready for number four Number four is pretty big, too. You don't even know that number four exists. Probably I would say 99% of entrance agents do this one wrong. This one's big number four is a poor intro Agents have a poor intro. What does that mean? That means that you don't take command of the call and I'm gonna say this One thing that immediately happens is the person says hello and You the agent. What do you say? I'll give you a few examples is this Betty Smith Hello, I'm looking for Betty Hi, I'm looks like it looks like I'm looking for Betty. Hi. I'm supposed to ask for Betty Hey I'm I need Betty Smith, please All of these things that let you that and what that does is You are telling the prospect that you do not know who they are and you're not even sure that you're calling the right person right now It's a mistake and it it's a bad mistake because it's so early in the call that the rest of the call You can still set appointments, but it makes the rest of the call tougher It's an uphill sled instead. You say well, Cody, that's what I've been trained to do. That's all I ever do. What should I do? We'll just say that Betty answers the phone. Hello Maybe in a more female voice than that, but they say hello you say Betty It's confident you know that it's them and You just say their first name and you then you're in control and you get the call started the way you want to get it Started because and you say well, dude, what what if it's what if you know the leads is Betty Smith of the husband answers Mr. Smith, that's it. Mr. Smith and Then if you need to ask for Betty, that's fine, but I'm gonna roll with it The poor poor intro is number four you guys ready for number five number five is number five is something that I would say This is the one that I've generally always done pretty well, which is Selling a drop-off time if the goals to get in front of someone and Selling a drop-off time is gonna make it easiest for you to do that then sell a drop-off time I get a lot of agents to say well, dude You're selling a drop-off time and then you get to the home and the prospect What are they gonna say? I thought you were dropping it off like like what do you say or what do you do when you get to the Home they forget They don't remember everything you say they forget that you were ever dropping something off if you say well What information would you drop off? I would drop off me. I am the information and I'm going to provide the information to them and leave it with them if that's what they need But at the end of the day the goal is to sit with the prospect and selling a drop-off time is the best way to Do it if you're not doing it. You're making a mistake sell a drop-off time for instance, I Just said it earlier. This is Cody. I'm getting back to you about the new final expense information now, John I'm the local filled underwriter. I've been assigned to your case I'll be out in your area on Friday. Should I drop this information off? Should I drop this information off in the morning or in the afternoon? That's it and About 80 percent of the time they're gonna pick one And then you're gonna say they're gonna say afternoon. You're gonna say great. Let me look at my calendar. Okay, it looks like I have a Two o'clock or a four o'clock, which is better And and anybody can do this you can say these exact same things. Well people just don't because We're lazy. We don't know what to do. We've been taught to do all these things incorrectly So I'm gonna run through those again real quick one more time number one You try to get too much information Jeez number two you don't finish with a question Number three you pause at the wrong times Don't pause once you ask question Number four it's a poor intro you start them in that the whole call is shot and Number five you don't sell a drop-off time if the goal is to sit down with the prospect Look, let's let's let's play a little game real quick if the goals to sit down with the prospect Does giving them to have too much information make it hard to refuse it down with them? Yes does Not finishing with a question make it harder for you to sit down with them. Yes Does pausing at the wrong times make it harder for you to sit down with them? Yes Does starting poorly with an in poor intro? Make it harder for you to sit down with them. Yes Does not selling a drop-off time make it harder for you to sit down with them. Yes, then don't don't do it If the goal is to sit down with them and these things will get you in front of them Then do them and implement them into your calls because at the end of the day the only reason we do all of this Is to help you the audience watching? The agents that are doing great struggling Making 18 grand in a year Making 48 grand in a year making 92 grand in a year making 260 grand in a year making 782 grand in a year or $12 million a year the reason we do what we do is to help insurance agents be great at Getting in front of people and the goal is to sit down with them These things make it easier for you to sit down with them if you do the opposite if you don't do these things Incorrectly, and you actually do them correctly You haven't tried our leads you need and want to give them a try. We've got testimonials galore I'm talking videos and pictures to prove it Unreal some stats to help you out if you're like, I don't know if I want to try your leads Well, here's five things that may help We've helped over 10,000 insurance agents We've generated over 1 million leads The average appointment set ratio is 43 percent the average closing rate is 21 percent and the average inbound call percentage from our leads is about 14 percent So if those align and if you'd like to see those numbers or even better Then I encourage you to call our leads the best way to do that is to call in 833-40 agent It's on the screen right now 833-402-4368-833-40 agent. I'm doing Christmas deals That you'll want to hear about but you got to call in to find out because this video will live online forever And if I say hey, we're giving you you buy 50 and we're gonna give you like 25 or 30 leads for free then People are gonna expect that later, so I'm not gonna say that but if you call call in you may hear something similar Just kind of a FYI also 12 days of Christmas. We're giving away free stuff every single day for 12 days. We're on day number eight Gents eight nice eight. Okay. I get the thumbs up for Matt. I like it 9th of Saturday Sunday's the 10th 11th is Christmas Eve on Monday and Christmas Day is a 12 Look at that run day number eight and today what are we doing today guys? Today we're giving away Aha, we're giving away our free workbook that we use in boot camps that's got it's got hundreds of dollars of value in it No doubt about it. At least that's what we charge. It's got more than that but and then an interview With me or somebody on the marketing team, and then we're gonna share you and post your success and your story out there on our Networks, so there you go. Also Something that is coming up pretty quick Is Christmas? I'm gonna finish with something that agents ask a lot about which is hey, dude. What days should I work? You you can work you should work every day coming up About midday on Christmas Eve. You can technically stop running appointments and stop making calls about midday And then you can take off Christmas. Don't worry appointments. Don't make calls and then the 26th you're back at it So most of these are run days. They really are days that you can get out in the field Make calls set appointments do these things follow these things and have success Merry Christmas Happy holidays. Thanks so much for watching 8% club. Have a great weekend. Hope you have an awesome Christmas Thanks for watching if you're watching and you haven't been to our YouTube channel if you're watching our YouTube channel If you've never subscribed to our YouTube channel I promise you that's all that's all I want like if you if you could give me a Christmas gift real quick It would be to go to our YouTube channel security mentor and click subscribe Because I probably like YouTube the best. I started there. We still use it a lot We're getting really close to 5,000 subscribers and I need your help Merry Christmas. Hope you enjoyed today's show. Thanks for watching