 You just passed your answer exam. Now what? Alright, first congratulations. You have chosen the best career opportunity on planet earth. I absolutely love this industry. I got started in the industry when I was 19 years old as an intern calling out of a phone book for a veteran agent before I knew you weren't really supposed to be doing that. Transition later I'm 20 years old. I'm in college playing basketball taking 21 credit hours a semester practice his games tournaments all that kind of stuff and I committed to make it a hundred grand okay because I went to a recruiting meeting and there was 10 people in the room and you'll probably relate to this story by the way I was 10 people in the room and the manager said okay 10 of you stand up we stand up he said all right now take a look around okay we start sizing each other up looking around I'm like okay all right I got you maybe you you know and he's like okay now nine of you sit down you stay standing he didn't pick me to stay standing and it irritated me and you'll find out why in a second he said okay now nine of you sit down he said maybe one of you will make it and I'm like dang dude that's a real positive way to start this whole deal but inside internally and if you're like me if you got some drive and you and you and you're a very competitive individual and you want to win and you want to do well and succeed right I said this too doesn't know me very well if there's going to be a one I'm going to be the one okay and in that moment I committed to making a hundred thousand dollars my first year in the insurance business and being the one that was successful and I I think there was actually two out of that class by the way that only two but I wrote down I will earn one hundred thousand dollars my first year in the insurance business I dated it I signed it and I put it up on the wall of my cubicle and then every day I went out to make that a reality okay I went out cold calling cold door knocking I made a hundred seventeen thousand three hundred sixty one dollars and thirteen cents in my first eight months at twenty years old if I can do it you can too I guarantee it I promise you that if if I was able to succeed you can as well I'm going to share with you some of the stuff that you need to be thinking about doing now that you have your license congrats okay you've passed it now make sure you go get your license from the state okay department of insurance what I did I'm going to walk you through some of the things that I did I'm also going to walk you through some of the things you need to think about doing after I got my after I got my license when you get your license you got to find a you got to find somewhere to plug into you need a niche really you need to niche down don't try to sell everything that's a mistake by the way that's a big mistake that a lot of ages make they want to sell everything when in reality they need to be selling this this this or this I chose life insurance I'm not saying that's what you should choose by the way but I chose life insurance as my niche okay so that's good that's a niche right we got that then I all right life insurance I need I need somewhere to to sell right carriers contracts right captive or independent whatever then once you have contracts and carriers and you have the ability to sell a product an insurance product for an insurance company and get paid commission that's how you make money then you need to figure out what is your marketing approach going to be how are you going to consistently get in front of people so I did the math and I want to challenge you right now to think about doing the math right now with me together I put out a piece of paper I figured up what I thought I asked some veteran agents I figured up what I thought my average sell would be and I learned that I need to sit down with at least 10 people every single week if I would consistently sit and ask 10 people to buy and I think I even increased my numbers just a little bit on purpose to have a little bit of a buffer as long as I sat down and asked 10 people to buy every single week then I was successful and I did really well the weeks that I didn't hit 10 I sucked I didn't have a big week unfortunately most agents they only sit with zero one two three or four people per week and it's very difficult to be successful if you're not getting that many swings of the bat if you're not getting momentum if you like if you have one appointment here and then two appointments the next day and then one the next day right you're never really getting in a rhythm and you're having and maybe they stand you up or you have a no and your whole day is super negative I would jam pack appointments into about three days per week okay so that I would have some wins some small wins each day and I would get in a rhythm and momentum and I'd make sales that I shouldn't make because I had those little wins okay I didn't spread it out over the course of an entire week so I would have I would have call nights I would call on Saturdays Sundays and Mondays even Tuesdays when I needed it but I would typically run appointments on Monday Tuesday Wednesday and then if I needed extra I would go doorknock on Thursday and Friday and if I really needed extra I would doorknock on a Saturday that was my week that was my rhythm right that that was but but you've got to figure out how are you going to get in front of those people that math we just did how are you going to like for me I was trying to set 15 sit with 10 to sell five that was my triple s system if you will set sit sell set 15 sit with 10 sell five and as long as I did that I knew I was going to be successful and have a phenomenal freaking week and the thing is 100 grand may sound like a lot of money to you but if you divide it by 50 weeks you take two weeks off guess what it's not as much as you think it's only about $400 per sales day now when you break it down like that it makes it seem possible right so what happens is I don't focus on months quarters and years I focus on weeks as long as I can string enough good weeks together bam bam bam I can develop a phenomenal year just by stringing together a lot of good weeks okay so my marketing perspective was I didn't know anything about leads I didn't know anything about buying stuff I did three things I worked my warm market so I have something called a rolling 100 right now I in the next couple of days I would absolutely write down a hundred people that you know that you can go help that you know or that know you if you can't help your family you will never freaking succeed don't even think about it otherwise okay either you love them or you don't okay go help them but when you write down that hundred people I add a rolling feature to it that my buddy Dallas actually put put me on to years ago anytime I sell someone or they don't buy I take their name off of the list but every time you take a name off you have to automatically add one on we're like Cody dude I don't know if I have enough people to like add a name you know you do I promise I sold insurance to a couple team members rate lately I recruited a guy at office depot I recruited a my waitress at the restaurant char in Springfield right so I'm actively looking for people to add to my list as long as you want to find them church gym restaurants right co-workers anywhere else I promise you if you want to find them you'll find them okay so so yeah that was the first thing my rolling 100 if I took a name off I added one and I always had a hundred people that I could reach out to to go see and you should be able to see at least a handful of those every week pretty easily okay rolling 100 warm market the second thing I did was I cold called so I had call nights I would bring over college kids every Monday night from 538 30 we would make calls I'd give them a script a cold call list a chair a phone a cubicle okay in a script and I would help them make calls and we would cold call a list and I would give everybody lists and names and we'd make calls and then and then at the end of the night I would we would book 812 we have three to five people I would also make calls with them so I could lead by example and we'd have I'd give away cash for and trivia and and and and some money and and gift cards and I would walk out of there with 812 1620 sometimes as many as 24 appointments in like three hours so that was the second thing was cold calling if I needed to do extra of my own cold calling on a Sunday or Saturday I absolutely did okay absolutely did a lot of Saturdays and Sundays and then the third thing I did because it's all about activity in this business right warm market cold calling and and I'm not saying that this is what I would do now by the way because I would probably use some money and do some marketing but this is what I did back then the third thing I did was doorknock I would go cold doorknock on the senior housing facilities they had no clue I was coming they didn't know who I was and I had to win them over that forced me to be a phenomenal salesperson to go from hi my name's Cody to thank you thank you for your business welcome to the family to go from that to that in about an hour when they have no clue who you are and they didn't know you were coming that takes some skill and I got really good I got to where one Friday I left college and I got out to Willow Springs Missouri at like 1231 o'clock and I doorknocked for like 910 hours literally until after 9 o'clock and I sold six life insurance policies in one day in that 175 doorknocks or whatever it was simply from cold doorknocking so I got really good at something that I hated that was uncomfortable that was a fear for me but I put myself out of my comfort zone and I did it so those are different ways right so you need you got to pass your test right congratulations you got to have a product niche you got to have some carriers and contracts to sell so that you can earn some commission you got to run your math do your number set your goal number five you got to figure out what your what your what your what your what your prospecting focus is right those were mine okay and the number six you got to do whatever the freak it takes to show up and win every single day okay this is the best career on planet earth congratulations you are in it this is it unfortunately 92% of agents fail and that's a big specific reason why they fell because they don't sit with enough people they don't have a goal they don't know what they're doing and they don't prospect enough they don't put forth enough activity in you put enough activity in I promise you'll get it out okay also there are more millionaires in a financial services and insurance industry than any other industry in the world you're in the right vehicle you have the right career you have a license to sell to go make money now let's go hey you love this and you're like dude what are the mistakes that I don't want to make and how do I avoid them right I'm going to go over this top six mistakes agents make and how you can avoid making them right here click on that video see over 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