Transcription
The one thing I learned here is when adversity comes, which it will, can you move at the same pace while you're going through it, right? And can you act like you already knew it was coming? It's always been my mentality. I knew there's a storm coming. There's going to be a storm coming for me at another level. Yep. New level. New Devils. [Music]
Qualified for Cancun. Congratulations. You came all the way. You're the second person now that came up and found out here. So, that's Yeah, I had the pleasure of um two people now. So, congratulations.
Thank you. Um, but what I want to talk about is like how you did that by closing appointments, by helping people. Talk to me because the close is is a big deal, right? That's now there's a lot of things that have to happen in the beginning throughout the process. But at the end of the day, you don't close your appointment. You don't sell a policy. You don't protect the family. You don't get paid. This is not charity. We're not here for free. We're here to make money. And we get to help people to make money. So money is kind of a byproduct. But let's talk about that close, KG.
Yeah. Uh, what do you want to know about it? This how like how do we how do you close? Okay. So I think there's many factors that comes in to a close in the process like in just not reading the script but like let's have a conversation with the client and your telesales virtual and home. What are you doing?
All telesales. All telesales but I went through my process. Okay. Okay. And you you everybody has their own. Sure. You don't know if you're going to be good right away or if you're maybe going to learn and really figure it out two months from now. Right. You just have to be consistent. And I think if you put your head down, I know this we're talking about closing, but I think if you put your head down for at least 60 to 90 days of being consistent and really like going in on this thing, we would have a very different conversation. More smiles, more money.
Yep. Um, you know, and moving forward action. Um, as far as closing, um, I like to I like to close up front without them knowing that I've closed them so that the rest of the appointment is a breeze. Yeah. Cuz I don't know if you've ever felt like asking for banking information was the most uncomfortable thing. It was for me early on.
It was Yeah. Yeah. Social, all of that. Right. So, I'm like I had someone steal their banking info back. Did I ever tell you this?
No. Cuz I was bad at it. So, I wait till the very end. I got everything signed. I'm about packing up and then I would like do the whole conditional receipt here, temporary insurance, which Yeah. And like I'll be like the only thing they they need now is a um a voided check. You know what I'm saying? And they're like, "Huh? What we need that?" And they started tell you need that for. So, I was going back and forth with this couple and they gave it to me.
Mhm. Very hesitant. I had to use the bathroom cuz you know you're out on the road. Yeah. You've been there, right? Like I got to go cuz I got another appointment. So, my dumb ass leaves the application on the table. Now, it wasn't a deal anyway. So,
Right. Right. Right. I get up, use the bathroom, come back, grab all my stuff. We get back to the office. I met Sean at the office. Had a stack of apps. We were out all day. We're going through scrubbing them. I know. You're like, "Where are you?" at this one app. Yeah. I'm like, "Yo, you seeing a check laying around?" He's like, "No." You know, so his life is like, "Yo, they took it, huh?" I'm like, "Yes, they did."
Yep. So, but I knew that I knew it wasn't them. I needed to change. So, yes, I have felt that. Yeah. Um, and I'm like, "Okay, so what way?" And this is me from plugging in. Yeah. Listening to top producers close. I like kind of like I was like, "All right, how can I structure where I close them upfront without them know that without with with the questions that I'm asking, without them knowing that they're being so that the rest of the appointment is a breeze." And so for me, it was telling them upfront what we were doing.
Okay. Letting them know what information I needed before I opened up the application. So tell I'm a client. Well, tell them talk to me like you would them.
Okay. So we're getting like we're about to close, right? Yeah. the or the open and close the one where you say you try it first. Okay. So, well, let's take it from the beginning of the appointment. So, you get the closing questions, right? So, Mike, um my job is pretty simple. Um I work with families like you six days a week, sun up to sun down. Really excited and passionate about helping families. And my job is pretty simple. My job is to figure out what's going to be the best plan for you at the best rate and make sure you understand everything. Okay, does that sound fair?
Yes. Okay, perfect. And then before we even get started, I need you to know exactly who I am. And you get some people, they're like, "Well, why I need to know who you are?" And I'm like, "Because once I start asking for personal information, I'm not I'm not going to want any kickback." Does that make sense?
Yes. Okay. I do say that. And they're like, "Oh, okay. I get it. I take my job very seriously. There's consequences when you don't do the right things. I need you to know who I am." Not to say that I'm going to do anything, but just for proof at ease. I'm a licensed professional. Okay. So, uh, Mike, I'm going to ask you a few questions. Okay. Um, some will be financial just to figure figure out, you know, find something within your budget. And then the second set of questions are going to be basic health questions that'll help me navigate to see which one of the top 30 A-rated carriers that we partner with is going to offer you an approval today.
Got it. Does that make sense?
Yes. Okay. Now, I know this was super important when you fill this out, right? Who was the most important person you were thinking about leaving this policy behind to when you're not here?
Uh, my wife and kids. Awesome. Okay. Now, normally I have the wife on the appointment, right? Okay. But at this part, hey, do you and your wife make important decisions like this together? Say no.
No. Okay, perfect. Um, so if we get down to the bottom and we find a plan, the only thing we can do today, Mike, we can't make any decisions today. We can get you approved. Now, you're going to be preapproved. Okay. It takes 1 to 5 days for the home office to give you a final approval. You get a policy in the mail, contract, nice and pretty, 7 to 10 business days to read over everything very carefully. And then you have 30 days to make any adjustments if you want to increase or decrease the policy.
Got it. Does that sound fair?
Yes. Okay, perfect. Um, and then so what was your biggest concern? Is it that you don't have insurance and we're looking for more or you have Yeah, I don't I don't have insurance right now.
How long you been thinking about it for?
Uh, a few years since we bought the house. Okay. What's been the biggest reason you haven't gotten it? Was it health or price?
Uh, price. Okay. Yeah. Now, Mike, just off the record, right? You do know that insurance doesn't get cheaper, it gets expensive.
Yeah, I've heard. So, is it safe to say we can stop procrastinating today?
Yes. Okay. So, we can get this done today?
Yes. Okay. That way you never have to worry about it again, right?
Right. Okay. And I'll be your personal broker. like any questions, concerns, even when that time comes, I'm the one that's stepping on the insurance company's neck to get the check to your family. Are you okay with that?
Yes. Okay, perfect. And you're doing all this before you even before I even So, I ask the questions. I make sure they're ready. And then through the application process, I'm building a relationship. So, I'm like, "Hey, what's your favorite team?" Oh, hey, uh, I didn't mean to interrupt, Mike. What's your social?
Yep. Perfect. So, like it's comfortable for me to ask for those things. Now, before I go into the information, right? I mean, the application. Yeah. So, Mike, I'm going to pull up an application. Remember I said the only thing we can do today is get you preapproved, right? And the reason why I provided my personal information up front is because I'm going to pull some personal information from you during the application process. Here's what I'm going to need to make this process simple. Your ID and your billing information, which is your routing in account to set it up. Now, what I'm sure you can get this, right? Well, what do you need that for? Well, number one, they got to make sure you can afford it. Okay. Number two, the social has to match the death certificate.
Got it. We don't want to be paying some random policy out to somebody and you, you know, your loved one has, you've been paying for it this entire time. Is that correct?
Yes. Plus, you're, you know, there's no nurse coming out to see you. They're just pulling your prescription history. The only way they can really identify you um to pull that information is through your It's attached to your social.
Got it. And so they're like, "Oh, okay."
Yeah. Yeah. And then they give it. Yeah. Now, how long did it take for you to I don't want to say do this the wrong way, but do this? How long did it take to figure out that you needed to do that in the beginning?
Well, for the first two weeks of even attempting telesales, I booked 20 appointments a day and didn't close anything for like a few weeks.
You didn't close anything for a few weeks?
No. And you met with and I was like because at this time I had just had surgery. Yeah. My car had broke down and I I I had I was diagnosed with arthritis. Okay. So I couldn't I had a cane. I was walking with a cane really and I couldn't like
Oh. So you didn't go tell sales by choice. You're like I can't go out in the house right now. I was trying and I was struggling like you should like somebody should have had a camera on me struggling to go up the steps. Yeah. with a cane training that agent they're carrying all my stuff. It it was not what arthritis where your knees back.
No, it just decides where it wants to plant itself.
Got it. But at that particular time, I had developed it in my knee and then it went to my foot and then it it just Yeah, it was crazy. So you by no choice, you're doing telesales.
Yeah. So what was it like there? Cuz I I really like to talk about what you had to change cuz there's people that are in that position right now where you were in those few how many weeks was it?
Uh two weeks. Two weeks no sales. Well, I mean I had sales but they weren't like from the telesales.
Got it. It was like I'm really going I'm going back to old leads like got it. Hey, you told me to follow up.
Yeah. Yeah. Follow up. Follow up. Follow up. But no new telesales. You What were you doing wrong?
I didn't have a script. Okay. Right. So, uh, this person's not here anymore, but one of the leaders was, this is why live dials is so important, cuz had I been doing this by myself, I probably would have quit.
Did you start by yourself?
Um, tell sales. No, I've always been Okay. Yeah. We've always had like I I knew that coming from the other company, I knew the importance of being in a group, you know, showing up basically. Y, whether it be to a Zoom or office. Okay. So, uh, he was like, one of the leaders, he was like, "You are you doing one call closes?" And I was like, "What's a one call close?" I didn't know what a one call close was. So, what were you doing?
Booking appointments? Yeah. I was getting them on the phone. So, you're calling. They were saying yes. Like hearing this now, right? You were doing telesales. You were calling people up. You had them on the phone all excited. Yeah. And then you were to book a future appointment even though you got them on the phone right there. Either the same day or next day and they wouldn't answer. None of you're right. That's like door knocking. like you door knock like I'm going to come in now. I'm not going to book an appointment. Never in my mind. Cuz again, you don't know what you don't know and you cannot do this business by yourself. You will hate it cuz you're going to hate the thoughts that you put in your own head of what you think is really h when it's not. So big so big thing was you were you weren't one call closing.
No. But of the people that actually did show up and you talked to, what were you doing wrong?
Um so well actually I wasn't booking it that same day. I was booking it for the next day.
Next day. So I I learned, okay, book the same day, if not same day, next day. Okay. Right. But it's like an insurance thing, you know, even booking appointments at home, you don't book appointments three day or 4 days out. They never remember and they never same day, next day, maybe two, but even those, you know, 50% chance they ain't going to be there.
Yep. That um also the script. Yeah. So my first time using a script, I closed. Okay. And when it happened, cuz he was like, "You don't know about this?" I was like, "No." He was like, you know, the same way you show up to a house. He was like, what are the chances of you getting back in that house after you've already done the presentation and giving them giving them a quote? I'm like, I never get back in the like they never answer. N he was like, that's that's what you're doing right now with telesales. I was like, oh, okay. Use a script, close it. And I was like, this is freaking they don't even know what they just created. And so I just started using the script. Yeah. But prior to that, you weren't doing the close in the beginning.
No. Also too, I I had to be patient. A hard thing I had to learn like with patience with Yes. over the phone because it's not I I got so good at the inh home, right? And the process over the phone, I'm like in my mind while I'm doing it. I'm trying to figure out how I'm going to build a relationship and when to build it and all these factors going on while I'm doing it. Yeah. Um and just trying to figure it out. Um, and I just, you know, I had to listen to other people. I had to I really had to get plugged in audios, you know, when we were stopped down, I'm cooking dinner or I'm listening to podcast, like how are these people crushing it over the phone like this? And as a company moved to mostly telesales, I don't want to be behind.
Yeah. You know what I mean? Yeah. Um, my attitude, right? You attract more bees with honey. Yep. And so even though we love as agents to feel right, you know what I mean? You're turning the client off in the process. Yeah. And I know there's a few sales in there that you were doing that early on. Yeah. Yeah. You know what I mean? And and in a way where um they would be on the phone and I would just try to rush to get to the sale. Okay. Cuz I'm like this is taking too long or I might conversation might be too long. Yeah. Um, you know, little things like I get all the way through the application and oh, they don't have a bank and like, yep, okay, now how am I going to ask it up front so this doesn't happen again, right? Um, and I had some of my biggest months when you made the change. When I made the change, I had to put my head down. Yeah. Cuz I was also paying off a really tough uh debt that was rolled to me that was fraud. You remember the Yeah. What was it like 70k or something?
Yeah. Yeah, somewhere around 70. Yeah, maybe more. But I was like I and I knew early on I'm like I know me. I'm I'm just one of those people that's going to have to learn the hard way, but eventually I'm going to get what I want. Yeah. You know what I mean? What I'm looking for, what I need. Um so that nobody else has to go through it. Um right. And then hearing that I wasn't the only one and there's people that had way more than I did and I'm like, well now I you know I'm never going to talk. Well, I didn't want to ever talk about it again. But it's like sometimes you got to talk about that. Yeah. Because how long it take you to pay it off?
A couple years. Yeah. I think. Yeah. Cuz Yeah. I just get to pay. Now, this may be a stupid question, but I'm going to ask cuz there's people that Yeah. wouldn't have done that. Why didn't you quit? That conversation that I had with uh when I first started insurance at the other company. So, how do you still play that back? Yeah. Yeah, cuz I So the one thing I learned here is when adversity comes, which it will, can you move at the same pace while you're going through it? And can you act like you already knew it was coming? It's always been my mentality. I knew there's a storm coming. There's going to be a storm coming for me at another level. Yep. New level, new devils, right? Cool. Y, not a problem. But I have to I got to have a story to tell. And you know, more than anything, any great story has a protagonist. And absolutely, I need them. Yep. haters, all that. And I don't care who you are, everybody's going through [ __ ] Yeah. So, it's like if if what is hitting you now, if it's a dad, an agent quit, whatever it is, take a take a step back and and think back. I guarantee you there's something you've gone through that was harder than that. Yeah. Those are, you know, it provided like, you know, battle scars, you know what I mean? Like that's my stripes, you know what I mean? But um I'm I'm grateful because also too what I had to do is start taking accountability. You know what I mean? Like you weren't before.
Well, I didn't know I was I didn't know that that's what I was doing. Okay. Cuz I was just so mad at the people that rolled me dead cuz I'm like such a great person. I'm like why would And you know I got a child and you know I'm doing this like you know where I came from. You know I wasted six years at the wrong company. Why would you do that to me?
Right. Right. But I'm big on karma too. Yeah. So I was always mad and then I was like, "No, you just kept them too long, right? You You can't change them."
No. And like you you saw the red flags and you just let it Yep. keep going. So 100% responsible for Yeah. You know what I mean? Cuz you can even still make mistakes while being a really good person. Being too much of a good person. It's a such thing. You know what I mean? So, I think those red flags are always there. I call it the honeymoon phase, right? Like I've been married almost 20 years. Yeah. Okay. And there's things that I do now that I've always done. Yeah. That drive my wife crazy, right? Like, why you leave your shoes there all the time? Like, I've been leaving my shoes there for like 15 years. Like, it's it ain't now. It's that early on. Now, that ain't a red flag, but it's like it was there. You're in the honeymoon phase. Nothing that you do bothers me at I'm like like she's so like oh my god we're using the bathroom together you smelling mine it's so cute after a while you're like now it's like why he chew like that you know what I mean but with recruiting agents it's the same thing these the only difference is these red flags are going to hurt you me leaving my sho unless she trips and falls and she'll put hers on the stairs why leave on the stairs she's always left them on the stairs KG but now I'm like why you leaving them on the stairs it's just like yeah now you're paying attention absolutely and but it's the same thing with agents Those red flags are there before they write their first policy. Yeah. In the way they deal with you, their attitude, their history, whatever the case. But you see those and we get so caught up in the I got a guy. Like I next time someone says this to me, I want to chop them right. Those are the ones that are aren't your guy. I got a guy. I got a guy. No, you don't. No, you don't. It's always been the person that you least expect y and who's had the toughest road. You know what I mean? Yeah. So that's why I tell people like I don't I I don't go all out for like instant success scares me with new agents, right? Yep. Um because it's like if you ain't never hit a little patch Yeah. Like Yeah. I'm I'm I'm with you. I'm almost more nervous when they start fast like cuz now you've not gone through anything.
Exactly. And you're always expecting to win. In business it's this But I lived through that. I started in December of 09. I was working construction, was doing this part-time. I sold 10K my first month. Now, this is like 15 years ago. So, back it was like, "Oh, 10K. Awesome." Then I sold 20, then I sold 30. And then I hadn't even had a charge back yet. Like maybe wanted small ones, but nothing crazy. So then in that March, I sold like 30 something thousand. I had two backtoback pay weeks of over five grand. I'm like, "Yo, this is awesome." I'm used to making like 30 40 grand in construction. Charlie shows up. Yes. And then the next week, KG, I'm like looking at my commission statement like why is there no money coming? I wrote all these policies and Sean's like, "Did you have any cancel?" I'm like, "I don't know. Where do you look at that?" We look at I did the same thing. I did the same thing. But I got I didn't have that adversity early on cuz I had success early and then it hit me and I'm like, "Oh [ __ ] what I'm doing is not right. I need to change my process." But that's like you said, the accountability. I can't change the clients. You can't change the recruits. But what you can do is change the way you handle situations.
Exactly. So, what have you done differently? I know we started talking about the close, but I think we hammered that. But as far as recruiting agents to avoid debt, what have you done differently since that?
So, um, we started out recording the statement that they would provide on video. Yeah. Um, and I was like, "Oh, my email's filling up quick. It's been too." So, now we got the agent agreement form like before I work with you and before you write any business, I need your social. I need all of this and I need you to agree that any debt that you acquire that you don't pay Yeah. or rolls up or anything that rolls up to you, you're a thousand% responsible for it. So, hit them up front. Yeah. The same way.
So, like, how's this tied to what we were talking about? The same way in your appointment, you're talking about banking upfront. Upfront health questions, personal information, getting a policy, not just, "We'll see if you're eligible." No, no, you're not. You're committed. No, you do that. I did that for the first three months. No, you're not committed to anything. You don't have to keep it.
Yeah. And being very intentional, especially with my questions, right? Because I got to see like when things aren't going well for you, when adversity—
Mhm.
—like one of my questions is like, "What's the biggest adversity that you've had and how did you get through it, if you've gone through it?" Right. Um, spending money on leads, right? Can—do you bet on yourself? Like, right? You know, is that an issue for you? You know what I mean? So I got better with my questions, very—you know—just treating it, um, as John Wetmore would say, and you know, some of the leads that I follow, like, you know, you need to find out very quickly what you want—direct questions—and you know, you can normally tell when somebody is like, you know, fudging it, you know, they're not being absolutely—they're not answering any of your questions; they're like, uh, very gray, you know, like short answers, they're difficult, whatever, but they—they—those flags are there.
Yeah, but on both fronts, in the appointment and recruiting, you got to know when to walk away. Yeah. You got to know when to go, "You know what, KJ is probably not for you. No, I want to work with you. It's probably not going to work," right? Call somebody else.
Yeah. Same thing with your appointment. If it ain't going right, like, you know when to walk away.
Yeah. If not, what you do is you end up wasting an hour with someone.
Yeah. Like now agents will say, "Well, I mean, I had this going on this." I'm like, "You're not ready." Like, it's okay to not be ready.
Right. Right. But call me when you are.
Mhm. Right. 'Cuz you said you wanted bop bop bop. This is the only way this is going to happen, right? We knew adversity was coming. Remember? Okay. So, now I know what you do in adversity. Like, let me know when you're ready, but I can't give too much time, right? There's enough people out there.
Oh, the complaint. Oh, and then I tell them upfront, "Listen, I'm a solutions person, so you don't get to complain with me. We're going to talk about what you're going through, but we're going to talk about how to get out of it."
Yeah. We're going to talk about the solution.
Yeah. And they don't want—you know—if they don't want to talk about the solution, like what? Okay. Well, well, then it's just a complaint. You just bitching.
Yeah. I can't. Yeah. We have a rule here with staff. Like, "You don't complain unless there's a solution to that problem."
Exactly. Well, might this happen? I know. Is there a solution? No. All right, then. Why are we talking about it? Right. Who cares, right? Move on. And why should you move on from an agent that has red flags? There's over a million licensed life insurance agents in the United States. Okay. We had last year, I think 16,000 that got paid with us.
Mhm.
There's a million. Why you care about this one individual if they're not a good fit? Move on. Move on. Because you don't make people and you don't make winners, you find them.
Correct. And so, like, when I think about myself, even though I know everybody's not going to come in like me, but no one had to tell me to take my license seven times, right? Nobody had to tell me to read the script, right? They just handed it to me. They're like, "Well, they told me to, but I did it." You know what I mean? Like, nobody had to force me. Like, nobody had to tell me the same thing over and over and over. It's like, "Oh my god, you're beating a dead horse."
Yep. You know, but um, again, and coming from a building company and coming over here, um, I've learned so much because it's different when you're producing at a high level, but you're also squeezing in that time to build a business, right? Um, so I know—I knew sweat equity upfront, yeah, is a real thing. And um, I—I did—I've wasted a lot of time with the wrong agents and the wrong people, people who just—they didn't even do the right things, right? And um, I'm excited about this rebuild that I'm going through.
Yeah. Um, because now I'm a thousand percent more intentional and I'm seeing a—like it's like you go through a bad marriage—a few of them—you're like, okay, I know what red flags are now, you know what I mean? Like I can see them clearly.
Yeah, it's the same thing here after you—you got burnt, you know what—and if I accidentally hire—'cuz I'm not going to always get it right—right—the the numbers are less.
Yep. And my attention for them is short. You're going to sniff it out sooner. It doesn't mean you're going to prevent debt. You're not going to prevent debt. It's like if you own a a department store, there's a certain amount of [ __ ] that's going to get stolen. You ain't going to stop every 8-year-old from stealing a piece of candy—or it's a part of business.
Yeah. But they're walking out with TVs and [ __ ] Like, wait a minute, everybody slow down. Like, if they keep walking out with TVs, you know what I mean? Like, hold on. Wait a minute. Right. So, you can't prevent all that. But, and then, so last thing, tying it back to the appointment, how do you know when to walk away? 'Cuz one of the things that took me a long time to—'cuz I was stubborn, dude. I'm like, "I'm going to close you. I'm going to close you." Meanwhile, I'm missing my next appointment.
Yeah. 'Cuz my stubborn ass won't just get up and walk out 'cuz I'm like, "I'm going to get you by a policy." And I could. And then you cancel the next day. It's not worth it. Then I learn the the magic of just going, "You know what? Have a nice day."
Yeah. Take care.
Yeah. Yep. Just tell me right now you're not going to buy insurance so I can leave.
Yeah. And leave that window open. How do you know when to walk away? After I've handled the objection three times. Okay. And I like—and when the team is watching, I'm like, whoever's watching, I'm like, "Listen, it's okay. Not everybody is supposed to be your client, but our objection and handling it is so good. If I've given you three and your family is still not important to you after I go over those three, like, hey, Mike, listen, respectfully, I can't want this more for you than you want it for your own family," right? But I'm here to help when you're ready.
Yeah. So, if anything, could you think about me when you do decide to take up life insurance? Hopefully, when it's not too late, like some of my clients, they're like, "Yeah, sure."
Yeah. Like, all right, have a great day. That's it. So, but it—but I rarely have to do that because my questions are so good up front. What was your biggest—like you have to sell me on why I should sell you life insurance.
Right. Right. And I think that's another thing too agents have to learn is when to write and when not to.
Mhm. You know what I mean? Um, and so if the why is strong enough, I want a $100,000. Okay. What would you like that policy to do when you're not here? Is there a mortgage you're trying to cover? Do you have some debt? You have maybe some businesses. What do—why do you need—because I just want a $100,000. That's—you know what I mean?
Yep. And then—
Yeah. The red flags are there. It's not just $100,000. It's how much? Oh my god. That's expensive compared to what? Right. I don't know any other insurance that's going to pay out when you pass away, but you're dropping like $300 to $500 on car insurance. Make that make sense.
Yep. Homeowners insure. You get your cell phone's insured. Everything's insured. So, they either hang up.
Yep. Right. Or you're closing or you book the appointment. There's no in between.
Right. And I'm not afraid to shake up the room because at the end of the day when they wait and you don't fight to get them that coverage—that is on you—that—that family passes away with no insurance and you could have done everything to get them a policy. And if you don't do all that stuff—if you don't find the why and bring it back out—like you will close some that will fall off the books the next day.
Yeah. Like some people are—you call them weak—whatever—they'll go along with it knowing they're going to cancel because they don't want to tell you no and you think you have like this lay down. Then you start skipping steps that you should have—that you always do, right? That's why the script is important because it's so important. Well, it's a lay down. They're going to do it. No, still go through your script because if you don't close, you missed something in the beginning.
Yeah. You got to set it up.
Yep. You know what I mean? I'd rather walk away than write a policy that's going to cancel.
Facts. Now, I'm not saying go walk away from all your appointments. Like, you make sure you're doing these things. Like the—the last thing I—I'll say is that stuff you do upfront, the reason people don't do it is they're—it's uncomfortable. It is because you're almost asking for an objection. But when do you want the objection? In the first two minutes or after 30 minutes when they hang up on you because you asked for personal information and you didn't log it in. You went through price. You did health questions. You brought up the app. You got them approved and now you're asking for banking and they don't want to give it to you. I want that banking objection upfront.
Yeah. Why do you need that? Because you got paid for—if it's approved. We think it's free.
Yeah. But I want to do that upfront. Not at the very end. Hey, why do you need that? Oh [ __ ] now we've been here 40 minutes. Now I got to sell you on this. Now even if you give it to me, you're probably not going to keep it 'cuz I screwed something up.
Yeah. And then I think also too closing them on the back end, which—locking in the—like the client, right? Like, hey, listen, you're pro—I—I'm going to—I'm going to resolve the request here, but because of your age, I can't promise you—like Medicare and life insurance is not going to be, you know, someone's going to call you and—and not try to sell it to you, right? So, don't fill anything else out. You know, if—if someone calls you, they'll try to do things like tell you that they work with me, they work with the company, they'll try to switch you out just for a commission, right? I'm like, "I got you the most comprehensive plan. I—the best rate with all the benefits that you qualify for." Um, and so if you ever have an issue, you know, or you don't understand something, call me. But if it ever becomes unaffordable in the future due to a life event, call me because there's things that we can do so that you can keep your plan so you don't—lose the equity that you've built in your policy, right? And they're like, "Okay." And I'm like, "Cool, perfect." So we—we—then I get them with Legacy Safeguard, right? Like, you know, just—that's the thing. There's so many—so many options, so many—so many options to lock it in.
Um, that's why getting around everything. That's why watching these podcasts, going to the events is so important because there's so much out there that you don't know.
Yeah. You know, well, and it's a copycat business.
Absolutely. 100%. That's why somebody said like, "I love, you know, I built—you put in a lot of work, but the blueprint was here." It was.
Come on. Yeah. You didn't create something. You didn't split the atom. You didn't make the iPhone. Like, stop. You worked your ass off. I give you credit for that. You just turned the wheel.
Exactly. You didn't invent it. You just—You hopped on the carousel. It was already—It was already moving. But anyway, you just got in the driver's seat 100%. So, well, I appreciate you doing everything you do.
Absolutely. And everybody here at—Yeah, it's—it's—I told you Marvel characters—all—all in one.
Oh, yeah. We got him. Everybody's winning though. I'm excited. Um, but congratulations again on Cancun. And you're going to hit Hall of Fame this year. I'm putting you on the spot.
Yes. You're going to pick it up a little bit, which is why you chose red.
Absolutely. Yeah. So, future Hall of Famer KG, appreciate you doing this, guys. Thanks for checking us out. Subscribe, share this, drop us some comments. Um, go to fflonconvention.com, get registered today. Ignitevents.com to get registered for that event. Hopefully, we'll see you at those two. And hopefully you're on track to hit Cancun. Let's go. Go to Cancun with KG. Let's have some fun. So, appreciate you guys. Thanks for checking us out. We'll see you next week. Thank you. [Music]