 Welcome to insurance agent training every Monday 2 o'clock central standard time This has been one of our most popular shows because in this show we literally walk through exactly what it says I put on my Professor hat you guys roll up to your desk you get your pad out and you're ready to learn today's gonna be good though today We're gonna talk about how you can make four thousand three hundred and ninety two dollars per week Using insurance leads something that I'm passionate about like you guys love when I do whiteboard videos when I break down numbers When we talk to each other about how to make you more successful. So today. I'm gonna do exactly that If you haven't grabbed your seat to a percent nation in Dallas Front row seats a lot of the premier seats are going We've actually restructuring it. We're coming out with a monster premiere seat Make sure you check out a personation comm to get some of that Because some of our ticket prices have changed. So if you've got your seat if you haven't got your seat makes you check out some of the new options also Something that ties directly into this is my new training program at Cody ask ins dot com Right now. It's only 37 bucks a month and I'm gonna do live trainings every single week That price will not stay there. It'll eventually be about a hundred dollars a month So make sure that you want live new agent training every week. Miss you check that thing out All right, so Dylan how we're talking about a topic early We always do some brainstorming in the mornings to prep for our shows and I said hey I want to walk through how to make and if you guys ever come up with show ideas Make sure you let Dylan know Dylan you have a secure agent leads email writer's courage Dylan at dylan at secure agent leads calm blow his email up with show ideas That's what we need don't don't you love when you just get thousands of emails. I love it. Just loves it All right, so how to make four thousand three hundred ninety two dollars per week you guys ready? I need some feedback. I need some excitement. I need some. Hello some amen some less roll on Facebook and YouTube today's gonna be good All right, so and and make sure you as you add comments Dylan's gonna jump in and give us some feedback Whether no matter where you're watching. So thank you for being on thank you for watching. Make sure you subscribe to our YouTube How do you do this? How do you get from Cody? I'm brand new. I know nothing. I'm struggling I'm a ninety two percenter. I want to be an eight percenter and I want to make around about Four thousand three hundred and ninety two dollars per week. How do I do that? Let's just jump in because I kind of want to walk through the numbers now to get to this number I'm gonna use how about our new whiteboard to thing rolls. It's it's like a tempered Sexy whiteboard glass. All right, so I'm talking about 30 Leads Per week right most agents are not consistent enough I'm gonna show you how you can use 30 leads a week and walk through it now Could I do it with less leads? Yes But am I guaranteed to do it with this many leads? Typically so unless you struggle with what to do and when to do it We're coming out with a new a new a new live training series called call to close That'll come out later this week It'll be a live training where we spend about three to six hours doing a deep dive for insurance agents Make sure you look out for that over the next couple weeks You'll want to check out Cody ask ins calm to make sure you're aware of that so 30 leads a week when you look at 30 leads a week Every agent gets different results. So I'm gonna kind of walk through some specific results of what I think a Decent agent should get now should other some agents that will get worse results. Yes, are there some agents that will get better results? Yes, when I said appointments, I'm getting I'm normally setting at least 40 to 60% When I get leads like if I got 30 leads, I'm gonna set 12 to 18 appointments. I Don't care if I got a text doorknock voicemail email call six times in the first 72 hours No matter what it is. I'm gonna typically so I'm gonna use an a conservative set rate. So I'm gonna use a 40% Set rate, okay Everybody can read that. All right Dylan. It's big enough. Yeah, it looks great. Okay, so 40% set rate So let's use a 40% set rate as into which camera I'm on to 40% set rate as an example I want to walk through. Okay, so 30 40% 12 so 12 set Appointments per week I Don't know anyone in the business walking through numbers like this and helping you be successful Like this I mean giving you realistic numbers that you can take to the bank that you can apply to your business so 30 times 40% is 12 set appointments per week now if you're a amazing agent it could be higher Right, so you could have as many as 18 But I'm gonna be conservative and use 40% you could be at 20% 30% 40% 50% 60% I'm gonna use I'm gonna use 40. It's right in the middle. Okay Because you should never I mean you could have the worst batch in the world You should never have less than like six, right? If that's happening like you need our university you need our courses You need to be watching all these shows because that should never happen. You should average a 40% set rate any experienced veteran decent agent at all that isn't brand new and even a lot of brand new agents Will end up with a 40% set rate. So that's why I want to use that number So you get 12 set appointments per week, you know how I always talk about set sit-and-sale Out of that I'm gonna take off about a third. So let's just let's minus one-third because they may They may they may cancel they may Forget or they just may stand you up, right? Who knows they may cancel they may forget they may stand you up. So if you minus one-third You you get eight Because that's two-thirds of 12 eight sits eight sit appointments per week Okay You guys follow me so far if you're not let Dylan know because he's got a he's miked up He's watching your comments on Facebook and YouTube, but when you minus a third you end up With eight sits per week that means that you set 12 Betty I'm coming over great see you Tuesday at 2 that's a set now when you go and sit with her and she's home And you get in the door That's a sit so we're talking about eight sit appointments per week actual sits now out of those sits You should average You should average 50 to 75% Closing ratio the last three appointments that I've been on with new agents. I've closed them all okay Now do I average a hundred percent? No because nobody does but if you do and and this is all conservative like this Could be better This could be better. This could be better This I'm gonna use 50 percent. I'm gonna use I'm gonna use because what happens is Let's just say that you end up at 40 at 50 percent. So that's four cells, okay? So that's four cells But What about the fact that some of them are couples? right, so let's just say that For let's just say that you sell four homes, right four homes But let's just say that Two of the homes are couples. So you add two couples okay, so that's Literally two more because two of these were couples one for the spouse one for the spouse. So now you're at six cells Okay, and all this can can change I'm just giving you averages of what you should expect so six cells six cells I'm gonna minus this and jump back up, but remember you got some couples in there You've got potential higher closing rate six cells and Let's just look at a 732 dollars as like an average Annual premium that's what AP means annual premium. It means that it means that the Prospects gonna pay about that Over the course of their first year for the policy in case those that don't know what I'm doing there yet That's 61 dollars a month I've seen that as an average for a lot of agents. She couldn't can you go higher? Yes That's why our call to close live training series that we're gonna do is gonna be important That's why our insurance university wealth University is important. That's how we get that So then you literally end up with that Do the math for me four thousand three hundred ninety two dollars a week of premium Based on the fact that you get six cells. Let's just say and that's the thing You could get four half of them could be couples and you're at six and you're still at a 50% closing ratio of your sits Right because the things that could be higher So I mean if you need to like write this down take a picture of your screen come back and watch this later I want to jump into a couple of things because let's just say that Let's just say that this is Let's just say it's 50% Okay, so then so then this turns into 15 Okay, and Then let's just say that you still lose a third. So let's just say that you that you actually sit With ten so we're using a bigger set rate is all we're doing and going down the right side of the screen and Let's just say that you still close Now let's just say that you close 60% Right that's six Let's just say that two of them are couples. So you actually end up with eight cells times this 7,300 I'm sorry 732 dollars times eight that all of a sudden is five thousand eight hundred and 56 dollars In in this example Only because you're a little better on the phone All because you set a little more you're naturally gonna if you if you're set ratio is higher You're gonna set more you're gonna sit with more and you're gonna let's just use 60% then you're gonna make more cells You could be less than this. This could be average. This could be more but the number one reason why this Any questions on this before I erase it and move on real quick because the only reason why this never happens for most people is Simply and if you're not doing these types of numbers in your business and tracking your numbers on a weekly basis Just like this then something's wrong when I ask you what's your set? Ratio, you should know when I ask you what's your sit percentage of your sets? You should know what's your closing ratio of the sets you should know How many times when you sit with 10? Households what percentage of the time do you make double cells as in couples? You should know these things Ages that don't know these things Struggle, but the reason why a lot of this never happens is because You don't do that It starts with It starts with leads All right, I Need leads then I need to be consistent about the fact that I need leads and then I Need to skill up on the phone and In an appointment. It's that simple. You want to make 200 250k a year in this business. I don't care what type of insurance you're selling leads By leads be consistent about your purchase Buy them every week Without leads are unemployed It's funny how agents will say we got a testimonial in one of the Facebook groups Somebody just put a testimonial in there saying hey I sold seven of my first 20 policies with Cody I didn't even use math that was that big and the guy sold a third of his leads, right? He sold about 35% of his leads Seven cells in his first 20 leads and he put that in a group. I didn't ask him to I didn't even know the guy I had ordered his name's Chris. He put it in there had some positive feedback and but What's gonna happen if Chris does that last week, but doesn't get more leads this week Exactly what's gonna happen is he's not gonna be consistent Because he's not consistent about his purchase. He's not consistent about his cells. Does that make sense? You end up losing momentum and cells and the number one reason why insurance agents fail is they're not Consistent about the fact that they need to see people every single week now when it comes to skill We have leads it's up to you to be consistent and our leads work I just gave you a real life testimonial and the fact that we do almost a hundred orders a day now Do you think they work? I freaking think they work But then when it went with them when we talk about skill the skill is on you I do free trainings constantly we do Courses Available constantly I'm coming out with this new series this new concept called call to close When you pick up the phone to the fact that you're trying to close the business I mean the entire process I'm gonna be coming out with that really soon because that's what agents need help with the call The text the voicemail all of it Okay, the Chris guys that had successful leads jump it on now say hey man, how do I get one of those aprecination shirts? You guys start with this bro, so we got to get it We got to get him one of those make a note down We need to get those up on our site the more people would love that like you guys only a part of a percent nation You'll probably rep that brand because it helps you support of you like you're not gonna rep secure agent leads You know But you may rep a percent nation because that's that's you that's your brand That's that's that's that's that's trying to help you become successful. So yeah, the polos and t-shirts are pretty popular It's funny that you said that cuz Tate actually asked if we had secure agent mentor swag. Yep We need more of it. We need to add some stuff to Kodiaskins 8% and skir agent leads and all of it gets get swag Delicious, baby. I love it Tate It's up to you guys to skill up on the phone I can walk through all this I can beg you to take action. I can teach you how to Call leads have success But if you're not good on the phone, and you're not good in an appointment None of it even matters Any questions or thoughts DC Yeah, we have a question from satriana on YouTube She just wanted to know what makes our leads better than others. I don't buy others So frankly, I don't know a fantastic question but I don't need to I Don't know like if I made something up and said hey ours are way better than anybody else's I would just be making it up right, I don't buy theirs and And I just know that We do more than a majority of people that you're currently buying from We do about 40 to 50,000 leads a month We do close to a hundred orders in a day all the time we get positive testimonials and feedback constantly I used to buy from vendors years ago, and I got tired of it And you guys wanted me to create leads a few years ago so I got into that space and started creating them digitally now we do more than anybody else in the digital space and One thing that separates us. I Want you to succeed? I try to build a relationship with each person that buys Right when I can and I try to make sure that our service is top-notch So can't guarantee that hey that's the thing with leads most most agents don't understand this We're talking about leads. You know what the definition of a lead is a Definition of a lead You know what let's do that first person to put in comments The best Dylan knows the definition of lead is now because he's been watching my videos and you know Going to Vegas with me and Ohio and everywhere else and Nashville First person to put the definition of a lead the true definition of a lead on On on on comments It's a free general admission ticket to 8% First one to do it. It's a ticket to 8% nation wealth conference Because as a vendor I can only show I can only control who sees the ad and what they see Like what what they see what it tells them what the text is the copy I Can't control who responds what information they provide But most agents don't understand the true definition of a lead They don't get it like when you guys are sitting there watching and I'm asking you to put in the definition of a lead It's not a cell like I'll give you a hint the lead does not equal a application or a cell any good guesses yet Yeah, so we have a we have a couple the first one. I saw was from Sheena on Facebook Sheena Adams. Okay, she said a lead is someone who had interest Bam winner winner chicken dinner. Hey email Dylan Dylan at secure agent mentor calm and He needs your name email and phone and he'll get your free seat a personation and he'll get it sent out to you What was her name again? Sheena I believe Sheena. Thank you so much for that awesome awesome guess. She's right. The definition of a lead is someone with some level of interest in Information about what you're trying to sell them. That's it like some level of interest some as low levels of interest It's still a lead some are like I try to do away with the top the Thought and the speaking about hey, you need really quality leads, right? I can control some some of it But a lead is someone with some level of interest and so If they have interest They're gonna respond and it's up to the agent to take them from low interest or high interest or whatever and Convert them into a sale by using a relationship and value. What was what was what other guesses? I'm just curious We have a person who expresses interest in buying insurance someone to talk to An excuse to get an appointment Okay, a lead is a prospect that is a potential source for a salesperson to make a sale. That's good It's good some good guesses. I'll see you on Facebook I think none of you are wrong But the best is they have some level of interest tie shipping on Facebook says someone that responds and shows interest Bam, who's that tie shipping tie shipping? I love it. I love it. I love it I Like Kindle Wolf Kindle Wolf on Facebook says a lead is someone who has requested information about a product and is interested Ding ding ding. I mean, that's ideal, right? That's like That's perfect The agents that fell and that hate leads and don't have success with leads They think it's a sale like they just don't get it And I want you to help I want to I want you to I want to save you a lot of time Frustration and money no matter who you work with a lead is someone has some level of interest. That's why successful agents are buying 20 30 40 50 leads every single week forever That's it so Any other thoughts the other questions? This has been a fun show I'm coming out with a brand new call to close series here in the next several days Make sure you pay attention to that. I'm telling you it's gonna be the most deep dive into Call to close Cuz that's a that's a lot involved from hey, I'm calling them to hey I'm closing them There's a ton involved and I want to come off a new concept a new series about call to close because there's a lot Involved that most agents just do not know This is a fun show though What do you think D? We have a question here if you want to yeah, let's do it answer it from Thai shipping on Facebook He says Cody how much time? Should you spend to chase down sits that you don't close based on a video you did if I remember? The appointments that don't close on first visits have a very very low percentage of ever buying should I just move on I Do move on some will keep them in their pipeline and Try to follow up the percentages are really low like 90 plus percent of people that say they want to think about it. They're not sure Aren't going to do business with you for some reason. They just didn't like you They're not ready to make a decision. We weren't good enough at building the relationship and the value whatever it is Fantastic question. I typically move on. There's a lot of people that would totally disagree with me Which is the right but I know in my experience over the last decade and insurance sells when I didn't get them on the first call I generally didn't get them now We're talking about like a larger life insurance cell or like a long-term care cell or an annuity cell or something like that And that's different right Slightly different, but if you're talking about like a final expense policy or a term life or something like that like There's no reason for multiple appointments They're just not like and there's people that are coming on YouTube all the time They're like hey, I never closed on the first appointment. I You're never gonna make a lot of money either. So enjoy. That's a really good one that tie. I love that tie shipping We got some smart agents on our Facebook and YouTube today. All the smart ones came out today Any other thoughts questions comments We have a question from Coach Robo on YouTube. All right coach Robo. Do you recommend using delivery delivery notices? Yeah, I don't Disrecommended it. You know what I mean anything that you can do to create urgency and tent An opportunity. I'm all for it. If you can get a call back or Set an appointment from doing that after you door knock them like the goal This is why this is this is an awesome question because we talked about what's the what's the definition of a lead? Someone with some level of interest. We also talked about what something I haven't talked about yet I've talked about a lot in previous videos is what's the definition of what's the goal that we know the definition of a lead What's the goal of a lead? The goal of a lead is to get in front of them So if that helps you get in front of them apps are freaking literally I would definitely do it. I love it We always have some fun with you guys insurance agent training every Monday at 2 o'clock And you guys always jump in and chime in and watch and subscribe and tell your friends and comment and come hang out with me At 8% nation in Dallas all of it. Hey, tell me this in comments right now What we're thinking about doing some retreats like I go spend a weekend at a remote location as Like a mini vacation with like five or four five six people like super exclusive super intimate And we spend a lot of time together Who would be all about that seriously in comments right now who would be all about doing a retreat in like Destin, Florida or Phoenix, Arizona and like spending some time together Walking through your business and helping you blow up your brand like intimate I'm talking like a handful of people me and you coaching just constant Creativity hanging out by the pool grilling out talking business talking insurance Who would be down for something like that show of hands Facebook and YouTube? I'd love to know any feedback so far D Not yet. We're a little bit of delay. Cool. I'll be fun though I know that's something that we're looking to do pretty soon something I would actually love doing hanging out with you guys and making sure that we're able to help you Yeah, we just got About five people say they would be interested in that sweet. So perfect perfect Have me on Facebook and let me know that because I would love to make sure that when we do release this that You're gonna be because we're gonna release that in the next couple weeks And I want you to be the first one that I think of because we're only gonna have like a handful of spots So that's something that will go pretty quick. It just will That's the one thing that I've learned you guys say Cody What have you learned the last couple years the one thing I've learned over the last? 12 to 18 months is Commitment You say well, what does that mean Cody when I commit first and figure the rest out later? I never regret my decision when I just say I'm going to that. I'm all in I Commit first I pay for it and then I figure out all the other details like when I go on I go to a conference I don't think about hotel and airfare and do I need a rental car and all this stupid little stuff I think about am I going to get value? Am I going to improve? Is this couple thousand dollars or ten or twenty thousand or whatever? I've paid for a lot of coaching. Is it going to? Is it going to replicate itself in an extra hundreds of thousands of dollars to millions of dollars in my business? And every single time it's always been true So now from now on when I want to do something I commit first and I figure the rest out later, so all right That's how to make four thousand three hundred ninety two dollars per week. I always love hanging out with you guys and gals believe it or not Fifty one percent of all insurance agents are women Go women. I love that We hang out with you every Monday at two. We back tomorrow At five won't wait for phone Freakin phenom you guys are awesome. Have a great rest of your day. Thanks for being here. Let's go make you some money Some paper some chatter some cheese See you guys