 Welcome to insurance agent training every Monday two o'clock central standard time Is there anyone that's more consistent with their content than we are? I don't think so. We're going three times a week We may be going four or five times a week moving forward, but today that's a hot topic Today, I want to talk about the top three mistakes That you and most agents are currently making when they call leads I'm going to tell you a ton about how to work leads because the number one thing that agents struggle with is Getting a return on investment with leads or even working the telephone And so we're going to talk through some of those mistakes and make sure that you can fix those moving forward now this week We've got a VIP Irvine deal. What are we charging for that this week Dylan? It's a it's just released earlier if you guys haven't seen it yet You got to go check that out on the website 8% nation dot com brand new deal today only 288 288 the Michael Irvine VIP deal if you want to come to the insurance wealth conference eight percentation and Hang out with us in Dallas. It's only 288 this week only We've got a couple more seats left on the front row. We don't have many only a couple But let's dive in so today the top three mistakes those. There's three mistakes that you guys are making Right now Do you know what they are? I want to hear in Comments whether you're on YouTube or Facebook or Instagram. I want to hear in comments below right now What you think those top mistakes are there's a lot of mistakes And I could have chose from about a dozen 15 20 Some of you guys are making like 50 mistakes when you work leads and you don't even know it I'm gonna talk about the top three today We're getting some feedback on comments of what they think some of those mistakes are yet, buddy So I want to know what you guys think what you guys think is the top mistakes I'm gonna save the best mistake for last So what I'm gonna do is I'm gonna do it in backwards order I'm gonna go three Two and I'm gonna save the best for last you're gonna have to keep watching for a little bit Before we get to the end again This is insurance agent training the top three mistakes that you were making when you work leads secure agent leads has your back secure agent leads I can't say this spins north of 300 grand a month on Advertising to get agent leads That's ridiculous. That's insane, and you'll probably never hear me say that again on video All right top three mistakes in any feedback so far. Yeah, Tanner on YouTube said Asking how are you? Or saying your last name. Oh, that's good man. You got me. You're mic'd up. Yep. Nice, dude Don't you guys like it when Dylan's mic'd up with me man? Okay, so so That's a tie that that's Dylan or Tyler Tanner Tanner so Tanner I mixed I mixed your name and Dylan's name and it can't became Tyler Tanner Dude, that's good. That's good. That's in the top five or six I don't know if it's in the top three, but there's a lot of agents making that same mistake They're asking how they are nobody cares. You don't even care or they're getting into like he said What was the other one he said saying your last name saying your last name? Yeah, yeah, so that's a minor mistake, but it's still a mistake. It's still a mistake people still do it It doesn't matter, but it's still true. So the third most popular mistake in my opinion is that agents don't Call fast Enough you don't call fast enough. You don't work at least quick enough man. You don't get on them quick enough I'm talking about here's an example of when you should be dialing your leads And how you should be dialing them. All right, so an email comes in a lead comes in All right, how fast can I call it? Bam? I Mean you shouldn't even be thinking about it Okay, if you have better luck When you call it immediately Versus when you call it later even five ten and hours two hours twenty four hours later Then which one makes more sense. I would say calling it immediately I got my lanyard tag on my 8% swag today. Man. I want you guys to be wearing one of these with me You don't call leads fast enough. I Attribute that to being lazy. I attribute not calling leads fast enough There's some agents that are super busy and that's okay. That's why it's number three and not number one But most agents there's agents that will wait an entire weekend or even a week before they pick up the phone and call our leads That's nuts. That's insane. You're asking for trouble. You're asking to not get as good results You're asking for you to be negative. You're asking For you to not make a bunch of money as lazy Call them immediately be deliberate be intentional and be focused on delivering and driving results Every time you get a lead I do better when I'm like freaking hyper focused and in this and in this crazy Hyped up mood where I take action immediately when something needs to be taken action. The same can be said for you We still in the middle camera there. Yep. All right, so that's the first that that's the third one the second one is Mmm, what do you think don't call? enough You don't call enough times Harvard Business Review Harvard Business Review and inside sales.com put out a article They they call it a hundred thousand internet leads over the course of like three years or something like that I'm estimating so bear with me and When they did that They noticed Different days did better different times did better and if you reached a few called a lead three times Again, if you called a lead three times, I'm not I'm sorry if you called a lead six times When you called a lead six times You had a 90% chance of contact. That's what they noticed. So Maybe we should listen Maybe when you get a lead, maybe you should call it If you've got a 90% chance of contact, I'm gonna call it six times, too. I mean Betty Betty Betty and I'm gonna leave a way smell Betty Betty Betty I probably I'll probably go more than six times because I don't want to be lazy Like I want to outdo other agents that are in my shoes. So I'm gonna go more. I'm gonna text them I'm gonna email them. I'm gonna door knock them. I'm gonna leave voice smells I'm gonna do everything I can to touch the lead 12 total times in the first 72 hours If you're not doing that You'd be surprised how much it helps. I mean because you say well Cody, that's a lot They may they may stop answer my calls. Well, you can also call from a different phone number Right, you can also call at different times and you say well, I don't want to annoy people. That's that's you know that's harassment if If you see a telemarketer or a salesperson or even a phone number, you don't know call you a few times You're probably gonna stop answering Not always you may eventually answer it may still get the appointment, but most agents don't call enough They call once 80% of cells are made between the fifth and 12th contact statistically Majority of sales people it's just true true stats majority of cells people only call either call zero or One times and even lower two times and then once you get down to like five plus It's like a few percent of sales people go that far. It's crazy So don't call fast enough. Don't call enough times. You ready for the number what I feel like is the number one reason Anybody guessed it yet Dylan knows what it is. Anybody guessed it over there yet on Facebook or YouTube The number one reason why agents the number one reason that you're making the biggest mistake you're making When you're calling leads put it in comments, man, I want some feedback for you guys the number one mistake When you call leads who wants to fix their mistakes? Like if you don't then get out of the business if you want to fix mistakes Then listen be coachable implement those and you have a better higher chance of success anybody guessed it yet Not yet. Okay. We're a little bit of a delay though. So this is true. This is true We're like a radio station Except for where the where this what are we the secure secure agent station? Does that work should put it up? So it should should should paint that on the top of this new studio Which is still being how about this new studio give it up for Dylan and Bailey and the local Tech company for putting all this stuff together unbelievable. All right, the number one mistake you guys ready number one mistake is You don't ask a question every Time I mean and when I say every time I'm saying you should finish with a question Every time you say anything you say well Cody. I thought agents like to pause They do but finishing with a question eliminates the need To remove the pause because you're removing it by asking a question So it's kind of like that one solves multiple mistakes in one if we just finish the question you so Cody What are you talking about? Let me give you an example to call lead and you say Betty? Yeah, this is Cody I'm getting back to you about your request for the new final expense information now Betty I'm the local filled underwriter. I'll be out in your area on Friday Should I drop the information off in the morning or afternoon? That's the right way the right call. I'm finishing with a question Every single time. I don't believe in using the phone list. I finished with a question 100% of the time That's a pretty high stack. That's a pretty high percentage, but I'm sold on it Here's the wrong call 90 I Bet 90 I'm trying to figure out which what percentage without being too aggressive at least 95 plus percent of agents 95% plus of you watching right now when you call lead you say this Hey, I'm looking for John. Yeah, this is John. John. This is Cody askins with secure with with with with with Forester's financial life insurance agency seniors services, whatever You fill out a form saying that you wanted a quote for some life insurance and then you pause and When you pause I've threw up a little bit my mouth after you say that 95% plus Do that though and we have to address it so much on video Because it's still not getting any better like people like Tanner or at least like Eliciting and applying some of the stuff, but you pause I heard a PNC agent do it the other day in front of me and I wanted to cringe I'm like, oh, he's never gonna get anywhere on that call and he didn't he didn't I Can go to any office in the country and help you guys do better with the leads that you're working and I will Because the reason why that's such a wrong call of hey You know you thought of form saying you wanted to quote to buy some life insurance or whatever you say very similar to that and you pause They are going to disagree with you. It's human nature to disagree with a telemarketer or a salesperson So they're gonna disagree with you. It's gonna be annoying and they're either gonna hang up They're gonna say I'm not interested. They're gonna say I already have it or I'm busy or they're gonna give you an objection If you want to keep getting objections say that If you don't like getting objections and you don't want to get objections then use the right call and finish with a question every single time and It'll amaze you All the sudden your leads will get better. It's it's a miracle your leads will get better How much is that worth to you? I mean this is free like what we're doing today is free We do not charge you to watch it But if you have better success with leads and it works for you and you went from not having success with leads to having success with leads then I would say free content like this is worth Six figures half a million dollars Seven figures because without it you're going to fail. You just will leads will suck Without leads you're unemployed. You'll have no one to talk to and you won't know what to do So now I'm eliminating the need for you to fail Because you got a call quicker you got a call enough times and you have to finish with a question every single time The wrong call is I'm getting back you fill out a form say and you wanted to buy some life insurance and then you pause and Then they give you an objection because that's what prospects do and then you blame the lead vendor the lead vendor Like secure agent leads which is generating 50,000 leads a month 50,000 leads a month For over a thousand agents getting close to 2000 agents We tell you this stuff because we want you to be successful because when you say the wrong call You don't have success You make no money Leads suck and you blame the vendor when in reality it's you It's you. I Have success with leads if you don't it's you right? It just is so if you want great leads You secure agent leads if you want great training Follow what we have to do or even check out our website at Cody askins calm Which is focused on several different coaching programs to help you? Succeed to help you succeed. That's it. That's all the reason we do this is we hate seeing 92% of interest agents fail These three mistakes you can fix Don't call fast enough. Don't call enough times You don't finish with a question every single time did anyone comment on the question part on Facebook or YouTube? Because that's that's like the main reason why leads Don't work We did have a another question from Mike Robinson. Let's do it He said after I order the leads a few have called me. What should I say in that scenario? Freakin brilliant question we should we could do in a whole show about that because most agents don't know what to say Here's what you say Hello, this is Mike. What can I get you more information on or you could say hello and they say yeah, is this Mike? Yeah, this is Mike who am I speaking to? This is Betty. Hey Betty again. My name is Mike. What can I get you more information on? Simple short. It's a question. You're finishing with a question You're starting off the call by being in control a lot of our leads will call you Mike. You're a genius. I Love it. Great question. Mike. Thank you, buddy We go about 20 minutes on the dot These are three mistakes that you're probably making Every time you spend money you're throwing it down the tube. It drives me insane I want to get your attention and help you make some freakin dough That's what I'm here. I'm the dough boy Pills buried man pills buried makes it may say that was trademarked and they make it and they're not like that But either way Boy, I'm here to make you some dough. I honestly Only about 8% of insurance agents succeed and it's our job to make sure that you're one of them by doing Billing about how many videos do we put out a week if you had to guess just like conservatively Mm-hmm 8 to 10. Okay 8 to 10 videos a week Is there anyone else doing that? Not that we can see so maybe we okay So if someone else is doing two videos a week and we're doing 10 or 12 Do we care about you more? I mean, I think so, but you'd be the judge All right, so three mistakes. You don't call fast if you don't call enough times and you don't finish with a question Please finish with a question. You say well, Cody, do you finish the question every time? Yes 100% of the time when I'm calling leads it'll get you in control and it'll eliminate objections and It'll eliminate stupid pauses. It that's the three reasons why this is amazing It keeps you in control. It eliminates pauses and there was I mean they're responding to you and it Eliminates the need for them to give you an objection. Who likes to eliminate objections? Then add that to your script go role play be great And if you want to know more like if if this is good and you think that this was valuable You want to check out our insurance? Well our brand new insurance wealth University a 145 plus insurance agent training videos go to kodiaskins.com Click on university it will take you to my insurance wealth University almost a hundred and fifty videos and counting Focused on helping you. It's only like ninety seven dollars. It's stupid. It's cheap It's way too cheap, but I'm doing it because I want to see you succeed Dylan any final thoughts No, I think we're good. I need more you go check out kodiaskins.com. I just do really cool site We're gonna be doing some retreat soon. We're focused on helping you succeed That's all we do all the reason we do it. I want you guys to be successful Thanks for watching insurance agent training every single money two o'clock central standard time I want you to come hang out with me in Dallas a presentation at the Statler Insurance wealth conference. You say well Cody, what am I gonna learn? I'm gonna probably be doing live dials from stage You're going to learn How to guarantee success like if that's important then you may want to grab a VIP ticket the Michael Irvin VIP Special for two hundred eighty eight dollars. There's a couple more front-row seats in the VIP section If you have any questions call our office. We have more than happy to talk to you. We love you. We thank you Thanks for watching Interest agent training every Monday two o'clock sometimes we'll be back Wednesday with a little Q&A Appreciate you guys