You just passed your insurance exam now what all right first congratulations you have chosen the best career opportunity on p...
You just passed your insurance exam now what all right
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
practices games tournaments all that kind of stuff and I committed to making it a hundred grand okay because I went to a recruiting meeting and there were 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 can size each other up looking around I'm like okay all right I got you ah
maybe you know 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're a very competitive individual and you want to win and you want to do well and succeed
right I said this two doesn't know me very well
if there's going to be a one I'm going to be the one
okay and at 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 think there was actually two out of that class by the way
um the only two but I wrote down I will earn 100 000
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 117
361 dollars and 13 cents in my first eight months at 20 years old if i can do it
you can too I guarantee it
I promise you that if i was able to succeed you can as well I'm gonna 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 gonna walk you through some of the things that i did i'm also going to walk through some of the things you need to think about doing
after I got my license when you get your license you got to find
you got to find somewhere to plug into you need a niche
really you need a niche down don't try to sell everything that's a mistake by the way that's a big mistake that a lot of agents 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 uh 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 i put out a piece of paper i figured up what i thought i asked some veteran agents i figured out what i thought my average cell 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 winds okay i didn't spread it out over the course of an entire week so 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 door knock on thursday and friday
and if i really needed extra i would door knock on a saturday that was my week that was my
rhythm right that was that 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 gonna 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 cell set 15 sit with 10 self 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 a hundred 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 cell's 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 the rolling 100.
right now in the next couple days i would absolutely write down 100 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 100 people i add a rolling feature to it that my buddy dallas actually 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 well you'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 right 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 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 5 30 to 8 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 eight twelve i would have three to five people
i would also make calls with them so i could lead by example and we'd have uh i'd give away cash
for in trivia and and and some money and and gift cards and we i would walk out of it with 8 12
16 20 sometimes as many as 24 appointments in like three hours so that was the second thing was cold calling if i needed anything 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 the third thing I did because it's all about activity in this business right one market cold calling 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 door knock I would go cold door knock on these senior housing facilities
they had no clue I was coming to 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 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 12 30 1 o'clock and I door knocked for like nine ten hours literally until after nine o'clock and I sold six life insurance policies in one day
in that one 175 door knocks or whatever it was
simply from cold door knocking 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 the different ways right so you need you got to pass your test right congratulations
you can have some you have a product niche you can have some carriers and contracts to sell so that you can earn some commission
you gotta you gotta run your math do your number set your goal
number five you gotta figure out what your what your prospecting focus is right those were mine
okay and the number six you gotta 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 percent 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 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 the top six mistakes agents make and how you can avoid making them right
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