Transcription
The system that you have set up is by far like the easiest way to just copy and paste to this mortgage protection TES sales agent. Not only just sells $30,000 per month, but he's going to be sharing how he gets people on the phone, how he sets constant appointments, his schedule, and cadence as a top TES sales agent. So stay till the end of the video because he's going to be revealing all of his secrets so that you can just implement and copy his framework.
So, what would you say like your advice be to new agents out there just starting out? How they can get past the learning curve? What are some lessons that you have learned so far in the last three years?
Um, Colby, welcome to the podcast man. We finally made it happen! Dude, what's up man? I appreciate you having me.
Of course, brother! Well, dude, $30,000 a month as a mortgage protection TES sales agent. I know that's probably not where you started at, but dude talk about like how you got into the industry in the first place.
Yeah, I always wanted to be like an entrepreneur and be able to kind of make money from anywhere. I tried a few things, was working like a corporate job straight out of high school, tried a few things. I ended up just kind of seeing the industry on social media. I tried it out after some other things didn't work out. I ended up getting my license and just hopping into the industry. I was never in sales before but quickly learned like being your own boss is a different game.
Yeah, but yeah man just really just—Dude, how what did you—so you started what, three years ago now?
Yeah, cool. So what are some lessons that you learned being in the industry for three years? I mean three years in the TES sales industry is like, that's like you're ancient at this point! Dude, you've seen everything, right? So what would you say like your advice be to new agents out there just starting out on how they can get past the learning curve faster? What would your advice be, or what are some lessons that you have learned so far in the last three years?
So getting ahead as much as possible in any way, as fast as possible—like waking up earlier is a simple one, but just waking up early, training more than others, and then just cramming in as many appointments as possible as quick as possible will get you through the learning curve a lot faster.
So that, you know obviously that's the biggest recommendation. But leaning into the people above you as well, like just making sure you're calling them, you're asking for tips, you're reaching up and out constantly.
Yeah, what are—like as you start—like got into the industry did you start on aged leads? Did you start on new leads? Talk us through that a little bit, dude.
Yeah, I started on aged leads and I still run like a mix of aged leads too. But yeah, started aged leads—mailers a couple years old—6 months, 9 months—just mixed them all up. I had to use a credit card. I was broke when I got into the industry, literally.
But I did have a solid foundation or belief in myself that I could do things and like pull myself out of pretty much any situation. Yeah, just kind of leaned into my faith and belief and just kept pushing, bro.
Yeah, dude. What are some things that you faced when you were just starting out, dude? What are some things that you had to overcome, like the adversities that came—and how you actually overcame them so you could get to where you're at now where you're doing I don't know, $30,000 a month in premium and now building out a team?
You know, there's definitely a lot of obstacles that you'll face. Specifically, myself, I may face some that some people may not have to deal with nowadays. But like when I first came into the business—I was in the field—but like I was struggling to pay gas, you know?
It was like, you got to make this sale, you got to drive an hour away to make this sale or you're not going to be able to buy a batch of leads and you're possibly going to be out of the business. And like I dealt with that stress for a few weeks until I made an effective amount of sales to be able to reinvest in myself and just continuously give myself that reassurance.
Obviously, my skill got better as I was getting more appointments and then my spend went down and kind of leveled out as my premiums kept increasing. It just—you know, I just stayed persistent, consistent, and made it happen.
Yeah, I could definitely relate to that because you have this faith that you can do it, but there's like you're stepping into the unknown. You're stepping into like the dark because you're not sure like what, okay, I know that there's a learning curve. I genuinely don't know how to do this. I don't know sales at all. But for some reason—like somehow these people are just telling me and I'm blindly kind of following them, which can work and some people it doesn't work at all, right?
But it's so important, like if you're a new agent watching this or you're just getting into the business, it's so important to have somebody that you can rely on that, like you said, right, like lean on to be able to reach up to and reach out to so you can surpass that learning curve a lot faster, right? So that you can have somebody that can see through the dark. Maybe they have the vision, they have the light, they have the lay of the land, and they can just help you and hold your hand throughout that process until you get the lay of the land too, right?
Did you start like recruiting right away or you just were like, hey, you know what? I want to be able to produce and then actually take that step? What was your thought process there?
Yeah, honestly, I was in survival mode, so I wasn't like—I did want to recruit. Building a business was a beautiful idea and I love the fact of like having this team and being a leader. Like I love all that.
But when I first came in, like I said, I was struggling to pay gas, so I didn't really feel like I had the belief to tell people, you know, to come do what I'm doing. Like I don't know if they're struggling to pay gas too. I don't know if they have the same will to keep pushing, you know what I'm saying?
So I just kind of toughed it out, stuck it out for a little while. Slowly brought on some friends—some more market. I did eventually, like over a couple of years, have like 15 people that had kind of come in and you know just in and out a little bit. But now we got some people that are locked in, dialing every day like consistently and you know the business is turning up for real.
There you go! I love it, dude. So let's talk through your calls because I personally, right—and a lot of the agents that come inside the community are one call closing, right? I personally like—I recommend that, right? But you set appointments and so what was interesting is when you came into the community, you joined and you're like, hey, I'm just setting appointments, right? And you're closing deals like that. Talk us through your schedule, man.
Going from like, okay, you buy, you get a batch of leads, what do you do after that to lead to commissions and sales?
So the batch of leads come in, I call the leads from 8. So my biggest like dial time is 8:00 a.m. to 10:00 a.m. Really like 8 to 12 if I don't have any appointments that pop up. But in the middle in the morning, like I'm dialing, I'm working, you know what I'm saying? Like I'm putting in as many dials as possible and I can typically book 15 appointments pretty easily within 3 hours, you know?
Just depending on how many leads I have and stuff. But on an average day, like I can if I have a solid amount of hours, like I'm having a 40 appointment week, you know? So booking 8 to 10 appointments every morning pretty smoothly.
You just book same day or?
Same day, next day.
Mhm. And then, you know, some of those are going to reschedule, so you know, I don't really count the rescheduling or whatnot. But whenever you're booking the appointments, like I use my mornings as my dial times. A lot of people are working anyways, you know? So when they're working, you're calling them after they get home.
And if they have a spouse or significant other, like with the mortgage protection a lot, you know they have somebody else that has to lean in on the decision.
You know with final expense sometimes they can do it on their own. So like I definitely do one call closing too and I have done some one call closing, but the appointment setting is for sure my bread and butter, you know?
Yeah, yeah. So you set up appointments, you call them up. Do you buy leads like at a certain point of each week or one time a week or every day?
I have a—it's like every day, it's automatic drop. I have a lockout with a few states and then I have some other lockouts that I drop out at the beginning of the month. So like I just have the leads on automatic draft, you know?
So I kind of had over the years, I’ve kind of played with my lead flow to the point where I know where I can get it like consistently and I know how much is coming out of my bank account pretty much, you know?
Like some days are a little higher than others, some batches are a little more than others, but it all stays pretty consistent.
How much are you spending a week on leads?
Well after you total it up, like if you balanced it throughout the month, you're going to be looking at like two grand pretty much.
Oh, that's it?
Two grand per week.
Yeah, oh two grand a week, okay.
Yeah, so you're spending two grand a week, 8K, and then you're issuing 30K a month.
Yeah, that’s solid. And so is your intro the same when you're calling an aged lead compared to a brand new lead?
Or how do you do that?
Is my intro the same?
Yeah, pretty much. The only difference is whenever—like I'm booking an aged lead, is that what you're saying? Like whenever I'm calling to book an aged lead, a lot of times when I'm, "Hey, this is Colby. I'm just calling in regards to your form that you had filled out and sent back in talking about the mortgage protection," I'm just saying it was left as incomplete, like nobody's been able to go over that with you, simply requires a quick 10 to 15 minute phone call.
I was trying to find the best time to call you between this afternoon or tomorrow.
Uh, yeah, what's this about again?
The mortgage protection form around the time of closing with Rocket Mortgage. We sent you quite a few in the mail somewhere like pink, green, yellow. You filled it out by hand and sent it back in. It pays off the loan.
Oh, that was a long time ago, right?
Yeah, it was just—just saying that nobody’s actually been able to go through your options, make sure you understand like what it is, how it works. That's my job, just a medical underwriter, so we'll go shopping for you, make sure you find the best option. I'll lay out the numbers and we'll see if it's a good fit. But what time is the best time to call you?
Uh, yeah, I'm at work right now so probably tomorrow.
Tomorrow you get off at like 5?
Yeah, okay. I don't have like a 5 right at 5, but I could do like 5:45, or we could do like 7 this afternoon or tomorrow afternoon. What's best for you?
5:45.
How much is it by the way?
That’s what I was like—I was sending those in. I was just like super curious like how much that costs.
Yeah, I completely understand that, and that's everybody's like number one question, and that's the whole point of my job like we'll figure that out for you.
The thing is, it's all based off of age and health, so I got to ask you a couple medical, a couple financial questions and then we'll customize it to your situation. But that's what takes about 10 to 15 minutes.
Now, is there a spouse or anybody else that needs to listen in with us?
No, I make all the decisions.
Okay, you say that like are you married? Is there anybody else living with you?
Yeah, I'm married.
Okay, she would be a beneficiary, right? Like she would be the one taking you to home.
Okay, so they do require me like to have you both of you guys a part of the conversation. So if you would just let your wife know, but you guys are both settled in usually by 7:00 in the afternoon tomorrow?
Yeah, okay.
Okay, okay perfect. So I'll go ahead and put you on the calendar for tomorrow at 7:00. Again, my name is Colby. This is my cell phone number, the one I'll call you back from. Just do me a favor, again let your wife know, block it off on your calendar. We'll get it knocked out for you then, okay?
Boom. Perfect.
So, cool! You call the same way that you do with new leads. Like if it's a brand new lead, you're calling the same way?
Yeah, I'm just calling in regards to the form you called in yesterday or whatever, you know? I just get more specific about what lead type it is.
So, what are the biggest objections that you're going to get? Because I remember selling mortgage protection like two years ago. But that’s obviously—it might change a little bit. Like what are the biggest things that you see?
Uh, obviously the "think about it" is, you know, one that everybody has to deal with.
"Think about it" like on the—when you’re booking an appointment, we’ll get to the presentation, but just booking an appointment—is it required? That's definitely one.
"Are you with my lender?" You know? Is this a part of my loan? Like is it going to be attached to the loan? Sometimes they get that.
But that's really it.
Yeah, okay, cool. So you do that—not call them on there, but yeah.
Yeah, yeah.
Okay, so you say you book an appointment for tomorrow. You get there for the 7:00 p.m. appointment. You call me up. How's—just give me like a brief framework how you typically go about it.
Yeah, so me like I initially, "Hey Johnny, it’s Kobe. I was calling for our appointment. You got a pen and paper nearby?"
Yeah, perfect. And your wife there with you too? Like I just make sure everybody’s there they can listen in.
And then—no, she's not.
Okay, if you would just go grab her real quick. And if she don't do it, like I pretty much force them to make sure they don’t one-leg me.
But if I can get the payer of the home to like tell me they're the only one working, they make all the decisions, they want the coverage for the spouse, like they pretty much are set then.
Okay, I'll do it. But other than that, like I pretty much force them into getting the other, you know, the other person away.
Okay, cool. So, okay, yeah, wife's here listening in, awesome.
Okay, so hey Mary, hey you know Johnny, on your sheet of paper there just write down my full name, Kobe Landman.
And then I'm going to be your direct agent. We'll do annual reviews and stuff like that. I kind of like reset that.
And then I set the table in terms of—alright so the mortgage protection is a coverage that replaces your income if you get real sick or disabled. God forbid you were to pass away.
Again, it's all based off of age and health, so we'll do a little bit of shopping for you. I got to ask you a couple medical, couple financial questions. We'll be able to determine which carrier will actually approve you.
There's a ton of different carriers. Have you ever heard of like Mutual of Omaha, John Hancock, Fidelity, Foresters, AIG? Any of those ringing a bell?
Yeah, okay, perfect. So yeah, there's a ton of them. It doesn't matter to me which one it ends up being. But again, we'll go shopping, we'll find the best option, I'll lay it out there for you.
We'll see if it makes sense for you. If it does, we just simply submit a request to the carrier and see if we can't get you approved. Is that fair?
Yep, perfect.
So Johnny, how old are you? And then I just go through the financial inventory sheet.
Okay, so are you are you usually just writing term, or you writing IULs too?
Yeah, oh well mainly it's IUL Express products, but yeah.
Cool. So you do that and equity detection too, like if you're an older individual, older?
Yeah, yeah, yeah.
Okay, okay cool. So you write that. What's your average premium like, roughly?
I would say it's like 85 bucks a month usually, I would say anywhere from 140 to 85 is pretty typical. Anything over like 150 people just seem to, you know, it seems to be a little pricey for people.
Okay, so you do that. You get them—say they're going to get approved for this plan. Are you—when are you doing the draft date? Because I know these people are working. Are you always a mediate or are you in a few days or how does that work?
Yeah, I'm always a mediate. I just tell them up front like, "Alright so when we get you approved here the first draft comes out in about two to four business days and then each month on the 20th."
Alright, okay cool. Simple.
Y I do you do things, bro. I try to keep as simple as possible.
How long are your calls about?
I mean depending on how many questions I ask, but I can do a whole call in like 25 to 35 minutes for sure, like call and close.
Yeah, geez dude! So you're booking 40–how much are you running?
What do you mean? I run all the appointments, yeah.
Like how much are—like what's the show rate on, know, like your show rate? Pretty good or?
Yeah, uh so if you base it off of this week, no. But, um, yes—I mean on an average week, my numbers typically break down to be like 40 appointments, 20 sits, 10 closes roughly, and then it's usually like 8 to 12K in AP. That's like my average numbers.
Okay, so like 50 percent show ratio, 50 percent closing ratio?
Yeah, yeah. No, that's good man, that's good.
What—are you writing like specific carriers or like or you kind of like just pretty spread out? Or do you have like a core like four or five carriers?
Yeah, I have a core that I love using.
Yeah, I have a core. I would say Mutual of Omaha is obviously huge. Americo, I do love Kansas City Life. It's a new good one, a really good one.
American Home Life is huge, like Edna, they have a smooth process.
Foresters is decent, but their application process is ridiculously long. But yeah, I mean I have some, we have a lot of good carriers, but yeah, I have some favorites. Just based off of like obviously how quickly you get paid, how smooth the application process is, how quick you know like they're going to be approved in approval, like all that good stuff, you know?
Yeah, you're always going for instant approval, I'm assuming?
Yeah, I try my best to get the instant approval.
Yeah, that's important dude.
And what's cool is you obviously do that. You came into the community, got rocking and rolling. Like what was the biggest thing that you were like, they kind of push you over the edge, that you're like, "You know what? I want to get involved in like joining the community and what we're doing." Like what was kind of the thing that you're like, "Hey, you know what? That actually makes sense and helps me grow my business?"
I mean honestly, I just know that what you have to offer is the next level of the insurance industry. Like where you're going with your ideas and what you have set and planned like for your team and for you know like your vision of your business is very aligned with where I want to scale mine too, you know?
And I love the technology, everything you have set up, bro, it's so smooth. So like just the fact of being able to plug myself in with the people that I want to be like is a big thing to me too, you know?
So like I just—yeah, that was it for me really.
Yeah, I love it bro. And I guess like for somebody—cause you obviously like stayed in the mortgage protection lane, right? Which is cool, right?
But like who would you recommend that like it would be a perfect fit to like join the community and like who—like what was that person?
Cause I know that you obviously are running your leads. You got a really good solid system, which is like very—it's very rare for like an agency to actually have that, right?
Yeah, so like who would you actually like recommend to like actually join to be able to get their business off the ground with it?
What did you say?
I think, yeah what you just said at the end there, I think it’s definitely if you're a beginner—like if you're a beginner, you need a team, you need a system, you need people that are going to like, you can rely on, you can fall into too.
Um, and luckily, I found Johnny after I was already like kind of—I found you after I was already like up in the business for a while producing.
Yeah, but dude as a new agent, like it would have been huge for me to build that from the ground up, like you know? And that’s—that's exactly it. Like if you're a newer agent, you don't know like where you're going to head yet, if you don't know which direction you're going to take, uh, final expense is definitely the easiest avenue to start in.
Uh, in the system that you have set up is by far like the easiest way to just copy and paste too.
Boom! Well if you guys loved this video, subscribe right now to the channel. Go check out Colby. We got a lot of cool stuff going on in the background. You'll probably see him all over the place.
So if you guys loved this video again, subscribe right now to the channel and I'll see you guys on the next one. Peace!