Transcription
Hey, insurance phone calls. They're tough. Nobody wants to pick up the phone. Everybody struggles to do this. And I'm gonna show you how to nail the first 30 seconds of insurance.
All right, now there's several mistakes that you're probably making right now. You don't even know that you're making them because I used to make them a decade ago when I started selling insurance. I made a hundred seventeen came up first eight months. I made a ton of mistakes. I still made a hundred grand my first year. However, I made a lot of mistakes that didn't have to make that I'm going to share with you because you're making the mistakes right now. And if you stop watching this video right now, you're gonna keep making the same mistakes. But if you keep watching, you will learn the mistakes you're making and how to not make them anymore. And why the first 30 seconds are extremely important, how you can nail the first 30 seconds right away.
One of the first things that insurance agents don't even realize is 30 seconds is good, but let's think about how literally the first four to five seconds is actually the most crucial and important part of a call. You have to nail that initial piece because what you need to do, what you need to think about is being in full control right on the get-go. Those first four, five seconds, I need to be in control. First four, five seconds, I gotta be in control. First four, five seconds, I'm gonna be ready. They're going to be, they're going to be listening to me, right? People's attention spans are shorter than they ever used to be. Harvard Business Review says four to five seconds. You're gonna nail the first four. Jordan Belfort, you speaking a presentation says five seconds. However, said four seconds. Whatever, first four, five seconds are crucial. And there's primary mistakes that you are making right now that you need to stop making.
And the number one primary mistake that insurance agents are making is literally the first words that they are saying in the intro. A lot of agents have a really bad habit, and I used to have it too. All right, so I'm not just, I'm not, I'm not just talking about you right now, so myself as well. Most of us are trained, we make a sales call to say, "Is this, hello, is this Betty?" or "Hello, are you Betty?" or "Hello, I'm looking for Betty." No more can do that anymore. You don't, you don't ask them. Great. So people ask questions, but great, some people tell them things instead of asking. So think about this, right? Instead of, "Is this?" say, "Hello, Betty." Right? It's more aggressive, it's more confident, it's a better approach, and you will end up getting a better response because think about this. Who's ever had someone call them? Let's just say, I mean, I, you know, I get calls from Sirius XM all the time because I've owned 42,000 vehicles, right? That's my fault, I guess. But I'll get calls from them and they'll say, "Is this Cody?" A stupid. I used to make the same mistake too. Now, and a lot of times I'll say, you know what, "Who's ever, you got the wrong number." Has ever happened to you where someone's called you like, "No, no, you got the wrong number. This isn't me." But it's really you. All right? Now, prospects for insurance will do the same thing if you don't call them out. "Is this Betty?" Which one sounds better? "Hello, is this Betty?" "Hello, Betty?" Right? Which one's more confident? Which one needs more control? Which one is less likely to get lied to? Which one is more aggressive? That's why the intro needs to be.
No, that's the first thing, right? It's important. The second thing is, I only say, I only say my first name. So no last name and no company name. You say, "Will do this." That's that's weird, right? Let's do this. Weird that you guys do it. You know, I used to make the same mistake. Most people don't know this. When I started as an intern at 19 years old, I was calling for a veteran agent out of the phone book, literally flipping through the phone book and, oh, that looks good, let's call that person. And I would pick up the phone and I would make those calls and I would literally cold-call. And what I didn't realize back there, it is, I was making some bad mistakes and I wasn't nailing the first 30 seconds. And I would be like, you know, "Hey, this is Cody Asche, is with Mutual of Omaha back then." And it gave people a chance to interject, to take control, to jump in, and they would end up saying, you know what, "Who is this?" or "Why are you calling me?" or "I didn't ask you to call me," or "I'm not interested." It gave them a chance to interject. When they interject, when they throw an objection early in the call, you lose control. So the first 30 seconds is all about literally not allowing objections to come up. All right? So, "Hello, Betty. Ben, this is Cody." That's it, right? Instead of it says, "Cody Asche, ends with, you know, the secure insurance company." Right? It's no first name. That's it, right? That's tip number two.
The third one is that, and this is, this is continues the first 30 seconds. There's a powerful phrase that I love that is either "I'm" or "We're." If you've got a poem instead, "I'm calling for you." "I'm getting back to you." Powerful. Not because most people have a bad habit of saying this. This is, this is the example of a bad phone call. "Hello, hello, is this Betty? This is Cody Haskins with Secure Insurance Company. You filled in a form saying you wanted to buy a life insurance." And then we pause. Those first 30 seconds, you are begging for an objection. It's not going well. It's gonna promise you, they're gonna give you an objection. They're gonna say, "I'm not interested." They're gonna hang up. They're gonna move on. When really, you should have done something different. And when they, and most agents, so a lot of you watching right now, you're gonna call a lead, and you know, probably you're gonna definitely for us because we do hundreds of thousands of leads a month now. You're gonna give the lead from us and, and you're gonna call it. They're gonna say, "Oh, I'm not interested." And you're gonna blame the vendor. You're gonna blame the lead. When in reality, when I don't have success with something, I do you think I blame first? I blame myself, right?
So, "I'm getting back to you." And you could say, maybe you could say, "Hello, Betty. This is Cody. I'm getting back to you about your request for the new blank information." And then, and then, then I want to confirm some data. Most people are still missing this piece right here. Super important, super valuable, and most people are missed this. "I want to confirm some data." All right? "I'm getting back to you." Bunch of requests for the new blank information, right? New Medicare information, whatever. Then confirm data. "Looks like you said your favorite hobby is fishing. I'm assuming that you remember that, right?" Does that sound better than, "Well, did you watch your favorite hobby is fishing?" Why would you ask them? You know that that is what they put or you entered your date of birth. "Is this right?" That the sooner you're ever doing that, don't you? You notice how I'm ending the question more subtly, more aggressively, and controlling the answer that you get on controlling? I'm getting a yes. I'm not getting a no. You know, it's rare that, you know, most people can, they can be, we're used to like talking for 30 seconds, 60 seconds, puking on people, vomiting. And we're not used to confirming data. Data needs to be confirmed because it's easy to say, "Well, you fill out this and you did this and you know, get, you know, are you interested?" Instead, "I'm getting back to you about your request for the new blank information. Then we have confirmed some data. You know, looks like your, your favorite hobby is fishing. Thank you for doing that. I'm assuming that you remember that, don't you?" Well, yeah, they do remember. You know, okay, so confirm some data. That's important. Let them know who you are. It's a, it's a trust thing. If that point he grabs it, listen, "Oh, hey, I know who you are from the get-go. I have your information. I'm getting back to you. You gave me your info. You gave me this piece of data and you remember doing that, don't you?" It's a different phone call, right? It really, really is.
And then, then you have to, you have to move into being the authority. The reason people struggle with the phone call is they lose control because they don't come across as the expert. They don't come across as they have authority. And people want to talk to someone with authority. All right? Confirm data. And then, right? So let me roll through to get. "Hello, Betty. Hey, this is Cody. Getting back to you about your request for the new blank information. You entered your favorite hobby is fishing. I'm assuming you remember doing that, don't you?" "Yeah, I do." "You know, okay, good. Excellent. Well, hey, I'm the local field underwriter. I'll be on your area on Friday. Should I drop this off in the morning or in the afternoon? Which is better for you?" That's the authority. And the question. And that's that's the close. That's the. Well, mostly I just say, "Well, what do you not like?" Most agents will overcomplicate this. They'll think about everything. They'll say, "Well, I don't know what you're talking about." They'll say, "Well, why don't I? What am I dropping off?" Or like, you know, "What if they? What if I get to the door?" And most of the time when I get to the door, they forget I was ever dropping anything off anyway. The point is to get in front of them at all cost without lying, right? So, and you could drop something off. You can drop something off. You could type information home. You could drop yourself off for an hour. You could drop off a business card. You can cut off a quote. You can drop off whatever, right? You're full of resources.
"Hello, Betty. This is Cody. Getting back to you about your request for the new blank information. You've entered your favorite hobby is fishing. I'm assuming you've ever been doing that, right?" "Yes." "Okay, great. I'm the local field underwriter. I've been assigned to help you. I'll be out of your area looks like Friday. Good. Should I drop this information off in the morning or in the afternoon? Which is better for you?" Right? That's the authority. That's the closing. You're finishing with the question.
So I want you to think about this when you're making calls from now on. I want you to think, "I got to nail the first 45 seconds." And they got to nail the first 30 seconds. This all this time, it is within the first 30 seconds. It is. And this is important to nail the first 30 seconds of insurance phone calls so you stop giving up one, so you stop, you stop giving objections and you start winning. Make calls. Hey, if you love this video and you want to know more about why insurance agents quit, why do they quit? It's right there. Go watch that video. It's an excellent video. And I'll see you there. 92% of people fall out of this business, which is insane. You believe there's four reasons why. You believe the first reason is a lack of training. Yes, yes, plain that. So here.