Transcription
Let's go!
Hey Tim, happy Wednesday to everyone! It's nice to see you all here.
Welcome to our sales meeting for today, January 15.
Today, the meeting is going to be run by Brandon. Brandon is an agent who has been with us for a month, and he has the highest appointment rate right now. His calendar is insane; he has four or five meetings per day.
I brought him here so he can share with you guys what he's doing differently to book almost every new lead.
That being said, Brandon, they're all yours. I'll be here in case you have any questions too.
Okay, great! Hey guys, I'm happy to be here today. I'm Brandon.
I'm going to give a little bit of backstory to help with what I want to talk about today.
So, I'm a serial entrepreneur, 31 years old, and I own multiple multi-million dollar companies.
What I want to share with you guys today is how I approach business, the way I think about new ventures, my mindset, and the habits I have adapted.
I’ll also share some of the resources that I use to help you understand the mindset behind how I go about things in business.
It's not that special; you're going to realize that I'm not that special, and what I do is not special.
But I apply the same approach to each new venture, and I've discovered that it doesn't really matter what the business type is.
If you approach it the way I'm going to explain today, I'm confident you can be successful in a lot of different business types.
For example, I just got my producer license two and a half months ago.
Before December, I had never sold a single policy to anybody before.
I wrote one policy before December, which was on myself, so I could see what the process was like.
I onboarded with Infinity Box in December, and in that first month, actually in about two and a half to three weeks, I did $23,000.
Just to clarify that number, that $23,000 was not just applications submitted; it was applications that were submitted, approved, and the 75% advance was paid.
If I were to include all of the applications that I wrote, including the denials, you'd probably add another $12,000 to $15,000 to that number in my very first month with no prior experience.
I think the reason why I've been able to do that is because I'm applying the same approach that has worked with my other businesses.
So, I'm just going to break that down for you.
Whenever I get excited about something or I'm going into a new business venture, the first thing that happens is I go into this deep research mode and discovery mode.
I become almost obsessive about self-educating myself.
I like Google; I Google a bunch of stuff.
The latest venture I've been on is this new life insurance IUL venture, so I Google a lot of stuff.
I love YouTube; I watch a lot of YouTube videos.
I feel like YouTube is a resource that has so much free information readily available.
If you know how to use it correctly, you can teach yourself so much.
One habit that I adapted, for example, is that for the last two years, every night when I'm laying in bed, I've challenged myself to watch at least one 20 or 30-minute YouTube video around a topic that I'm trying to learn.
When I'm looking at YouTube videos, I like 20 to 40 minutes because I feel like those have been the best information for me.
If it's less than 20 minutes, I don't feel like it's giving me enough juice.
If it's more than 30 or 40 minutes, it's probably deterring me from wanting to finish the video.
So, you have this 20 or 30-minute video that you're watching every night before bed.
You're laying in bed, putting your AirPods in, and if you were to look at what I've been watching lately, it's "IULs Explained," "What is an IUL?" "How to Structure IULs," "Life Insurance Explained."
Once I had a pretty good idea of how that all works, then it was "Selling on the Phone," "Sales Techniques," "Handling Objections."
I started deep diving into this new business model, and I've been doing the 20 to 30-minute video in bed every night for a long time now.
That's just a habit that I have adapted that has made me learn things really well.
I wish I was better at reading books; a lot of people can read 10 pages a day.
For me, that's just not something that works for me.
I feel like I can retain information a lot better if I watch a video.
Now, if I want to learn something very specific and I want it in a more organized fashion, another resource that I like to use is Udemy, which is udemy.com.
Udemy is like a bootleg school where you can learn a specific topic in a very detailed and organized format from an instructor who really knows what they're doing.
If you go there, you'll see that these courses they are selling are like $200.
Don't ever pay that!
This is the trick with Udemy: if you go to Udemy and say, "Okay, I want to learn more about social media marketing," or "I want to learn about sales," or "photography," it doesn't even matter.
They have training on everything.
What you want to do is go to the website, and at least once a week, they're running a special where they will allow you to buy courses for like $10 instead of $200.
So, what I'll do ahead of time, let's say I'm trying to learn something specific like Facebook ads or social media marketing, I'll go ahead of time to Udemy, scope out and find the courses that I want, and then I wait for that sale to happen because they do it constantly.
I guarantee if you went there right now, there's about a 50% chance that sale is happening.
I'll go there and drop $100 and buy like 10 courses around the topic that I'm trying to learn.
Once you buy them and own them, they're yours, so you don't have to watch them immediately.
The idea is to buy them while you have the deal so that you can continue to educate yourself.
Udemy is literally a bootleg college.
I have learned a ton from that, and I think it's a resource that if you don't know about or haven't used before, you should check it out.
But again, what I'm getting at is one of the things that I do when I'm taking on a new venture is I educate big time.
I always am educating myself.
A new tool that I've recently been using, I would say in the last couple of months, that's helped my self-education process is I have started using AI.
There's an app you can download on your phone called Perplexity.
I've never used ChatGPT; Perplexity is something that a buddy of mine told me about.
It's the first AI I ever played with, and it's a free app that you can get.
It's an amazing AI tool that you can use for your business in so many different ways.
If you don't have it, I would recommend getting it.
If you haven't started playing around with AI yet, you're missing out on a tool that can really help you in your business.
For example, I'll use Perplexity.
You can ask it very specific questions about IULs, structuring IULs.
You can ask, "Hey, what are the top five articles that explain how life insurance works?"
"What are the top five YouTube videos that explain this?"
You can ask anything you could possibly imagine: business structure, taxes, like you see.
Honestly, it takes you a couple of months using this tool before you even understand how much you can do with it.
Another example would be, okay, I have these clients that I really want to get their attention.
Hey, Perplexity, write me three catchy text messages that will get the attention of a client that hasn't been responding to my messages.
It will put together three separate text messages for you that you can look at.
I've had it before where I've had an account on one of my other businesses that's passed through, but they're a really good account.
I'm like, "You know what? Structure an email that I want to send to this client who's a very important client of mine that's currently 60 days past due on their payment."
Professionally and nicely say, "I need to get paid."
You should see the emails this thing will write for you.
You can use this, and it can make you sound way more advanced when you're talking to your prospects.
When you're sending text messages to them, if you're getting stumped on what to say, hey, I've been having a conversation with this client.
I sell life insurance; this is what they said, and I'm thinking of what I need to use to respond.
Literally do that in Perplexity, and it will say, "Oh, here's a great response; just say this."
It's a tool that you can use in business in so many ways.
I've had it write job ads for me; I've had it write, I mean, you name it.
So, Perplexity, if you don't already have that or some type of AI, you should get it.
It's free, and it will help you in your business.
Udemy is a great place to get those courses that we talked about.
Of course, I really, really do recommend if you aren't educating yourself with YouTube in some way, try to implement that 20-minute, 30-minute video in bed before you go to bed every day.
You will be amazed at how much information you learn over the course of a month or three months just by doing that.
The theme here is that you're educating yourself constantly on whatever you're trying to get good at.
The second approach I take when I'm trying to get really good at something I've not done before is I pay really close attention to people who have done what I want to do or are professionals at something I want to be a professional at.
I think that, and I don't know, maybe I'm just going to assume that there are people on with Infinity Box that have no idea what is being given to them.
Since I've been with Infinity Box, we've had trainings from Tyler Warden, Steve Curran, Evan Howell.
These are guys that are professionals at something I want to be a professional at.
Another example is in one of the trainings, I think it was Tyler who asked, "Josh, you're killing it! What are you doing differently?"
He said, "Look, I'm not doing anything special, but one thing I focus on is I try to get to my leads as quick as possible."
So when I get the text message and it has their number, I just click it right there and call it.
Okay, great! That's what I'm doing now.
As soon as that lead comes in, if I'm in a place to do it, I just click it and call it immediately, just like he's doing.
He says, "Hey, I have these template text messages that I send to them.
If it's this scenario, I send this. If it's this scenario, I send this."
I went back and replayed what he said those text messages were multiple times, and I wrote them down verbatim.
Now I have templates that sound like me that are basically mirrors of what he said he does.
These are guys that are doing more in production than me; I want to learn from them.
One of my favorite quotes is, "If you're the smartest guy in the room, you're in the wrong room."
You need to constantly be paying attention to and learning from people that are better than you.
You need to be humble enough to know you are not the best at what you're doing.
Even if you're good, there is someone better that you can still be learning from.
You always want to be educating yourself and teaching yourself more and more and constantly perfecting your craft.
It's just a mindset thing.
If you really want to be successful, what are you willing to do to get it?
If you just do, so far, what I've laid out in this quick 10 minutes we've been talking, if you just started educating yourself every night before bed for 20 or 30 minutes, and you paid very close attention to the trainings that Infinity Box has given you, and what these professionals have done, and you just do that—copy what they're doing—continue to educate yourself every day.
If you're not already doing that and you start using Perplexity, for example, to help you craft emails, text messages, talk to your prospects, organize your business, just that alone.
I'm talking about things that are not difficult, that are very simple to duplicate.
You will scale your business in a better way; you will make more money if you just do these very simple tasks.
Simple is scalable.
I'm always trying to—I'm never trying to do something super complicated.
Colton is a buddy of mine that's on here.
When I first started doing this, he said, "Man, we want to find something super simple that we can duplicate so that we can scale the business quickly."
How simple is it to educate yourself before bed every night and just literally duplicate what these guys are doing that are doing what you want to be doing?
It's just not that hard.
All you're doing is copying them.
That's the fastest way you're going to be successful in any business, but this business too.
Another thing that I'll kind of hit on is, and it just all goes around the way that I think about how I approach things.
Let's say you're going to do something after this training.
You're going to do a task for an hour, and you're like, "I got to do this task; it's going to take me an hour."
If you're going to do a task and you know it's going to take you an hour, why would you not give it everything you got instead of giving it a half-ass approach?
The reason is, it's the same hour.
Whether you give it a little bit, you barely get it done, or you give it everything you absolutely got, that same hour is the same hour that you allocated to do whatever you're doing.
If you start approaching every situation this way in business and you say, "You know what? I'm going to dial."
Don't dial 10 people; dial all 300.
Because if you're going to do it, you're already doing it.
Why not do it the best that you can?
If you start approaching things this way, I don't know, I guess I just try to do everything in such a way that I'm trying to optimize my time and be as efficient as possible.
I take every task that I'm doing, especially in business.
I'm not perfect in my personal life doing this, but especially in business, I'm trying to take every task that I'm doing and do it the best that I can so I can get the best results.
It's just not rocket science, I guess.
Another thing that I'll touch on that doesn't really—it has a lot to do with business, but it doesn't—that I think has been instrumental in my success is going to the gym.
As funny as it sounds, if you go to the gym, let's say you've been thinking about it and you're not currently working out or participating in fitness in some way.
There are so many things that happen when you get fit that can translate directly to your business.
I can tell you with absolute certainty that if you are fit and if you participate in some type of fitness, it will directly impact your business in a positive way.
Here's why: when you're getting fit, not only do you feel better and look better, but when you feel better and look better, you're more confident.
Confidence can be heard through the phone, especially in a business like this.
Confident tone through the phone is extremely important because it's going to give the other person trust with their personal information.
When you're more confident, you hold yourself a little bit differently.
You might dress a little nicer; you might stay a little more clean-cut.
Overall, you just have a better image of yourself, and that is portrayed and goes right through to your business.
Now, the other things that happen when you are going to the gym, working out consistently, and taking care of your body—when I started going to the gym consistently, I didn't go because I wanted to get fit.
I started going because I knew that was the most logical way to develop discipline.
If you're working out and going every day, whether it sucks or not, you're developing discipline subconsciously.
If you try to run a business and scale it in a big way and you don't have the discipline to be consistent, you're not going to get it to the area that you want to get it to.
Being disciplined and being consistent are key parts of why I have been successful.
Not only do you develop those when you're going, but you're developing delayed gratification.
You're working out every day; you're getting fit; you're putting in the hard work, but you're not seeing the results for months.
If you're able to get used to that and do that in business, where you are putting in the work regardless of whether you made a bunch of money yesterday or you haven't made any money in two weeks, and you're just consistently putting in the work—being consistent and being okay with delayed gratification is going to enable you to be a better businessman, a better business owner.
You're just able to give it all you've got knowing that the results might not come right away.
This is all playing a factor into how you're thinking about it and how you're approaching it.
Mindset is everything, and I'm just trying to help you guys.
I don't really know how to explain the way that I think or explain it to you guys, but I'm trying to paint a picture.
I'm always trying to do better.
I want to give myself more education; there's so much free information I can gain.
I want to develop discipline.
All I'm doing is constantly developing the mind.
Whether I'm learning more information, developing discipline, or developing consistency, everything I've told you so far is just developing the mind.
The mind is what makes the difference between someone who's broke and someone who's very successful.
Everyone, in my opinion, other than some super elites, generally has the same possibilities and advantages to be successful.
It just comes down to poor thinking or rich thinking.
It really just comes down to how you look at situations and how you approach things.
If you approach things in such a way that you're going to succeed no matter what, no one is going to prevent you from succeeding.
It's really hard to fail when you have that mindset.
At least for me, I mean, I failed plenty of times, but every time I failed, I've learned something new from that failure, and it's just helped me be where I am today.
So, those are some mindset things and habits that I think are very important if you want to be successful.
That being said, here's how I'm currently running my insurance business and what my day-to-day activities look like.
This way, you can see why I have such a good close rate and a good booking rate, and I probably have way less experience than you.
One, I prepared ahead of time with everything that I already told you by educating myself all the time.
I prepared before I launched in December.
Now, the way I'm doing it is obviously we're getting tons of leads.
Every day when I wake up, the first thing I do is go into the Lead Connector app and review the notifications.
I want to see and be reminded of which leads were responding to stuff.
I'm looking for notifications of a "yes," you know, whatever.
I'm just looking for responses from them, and I'm waking up in the morning reiterating to myself where that conversation left off and when they stopped responding.
One of the first things I'm doing is going through and finding those people that did respond.
If they responded, they are interested.
Maybe they stopped responding, but they did respond.
The way I'm looking at it is all you got to do is say the right thing to keep them going.
I'm reviewing the notifications, finding those people, and then I'm thinking of a crafty thing I can say to maybe catch their attention again.
I'm using Perplexity; Perplexity is helping me craft catchy things to say to these people that I'm trying to get their attention.
Then I start shooting out a bunch of text messages to the people that had responded.
"Hey, you know, just wanted to follow up on this," or "When's a good time?"
That's the first thing I do every morning.
Then, I'm reviewing my appointments and preparing for those.
One of the things that I liked, again duplicating things that I've seen, is one of the things Tyler said in his training that I really liked.
He said, "You know what? When I don't have appointments, I fill my time with money-making activities."
I like that; it's a good way to think about it.
I never really heard it exactly that way, even though I still do that.
I just like the way he said it; it sounded smooth.
So, I'm new, and in my new lead category in the CRM, I have about 300 leads right now.
I'm like, "Okay, so now in between appointments, I'm trying to dial all of those two times a day."
Is it happening every day like that? No, because I have appointments.
But if I get an hour in between appointments, I'm hitting that dialer and trying to call all my leads.
What I say when I get a hold of them is, "Hey Joe, yeah, who's this?"
"Hey, look man, this is Brandon from Legacy Insured. I just had a quick minute in between appointments.
I wanted to call you real quick. I know you put in that request to learn information.
I've been super busy trying to get back to you. Just wanted to see if I have a couple of minutes now that I can quickly answer some questions.
Otherwise, when would you have some time to talk?
I would love to get you on the schedule because I know you had put in a request, and I want to get that information to you.
When can we do it?"
That's it!
It just sounds busy; I'm sounding busy.
I don't have very much time; I know I've been trying to get back to you.
I just happen to have a minute.
I'm doing this 10 times when I'm calling, when I'm dialing all my leads, and I'm letting them all know, "Man, I've been super busy, but I'm trying to get back to you.
I have some time now; I can answer some questions real quick, or when are you available?"
That is helping me book people like that.
If you're calling and just dialing, just dialing, I have written three approved policies that I got paid on that are people that were two-week, three-week-old leads.
They're just like, "Oh yeah, man, I've been super busy. I've been trying to get in touch with you," and it ends up going full application, money in my pocket.
Just from dialing!
That happened on like the first or second day I got Hot Prospector, so immediately it showed me, "Man, this is worth my money and time."
If I dial, I've already now been shown that it's going to make me money.
Why would I not take an hour twice a day to quickly burn through all my leads?
I'm trying to do it like I'm in Mountain Time, so I'm in Utah.
I'm trying to do it at 10:00 a.m. because that allows Pacific Time behind me to be 9:00.
So, 10:00 a.m. for me, 9:00 for them, 12:00 Eastern.
Central is in the middle, so it's perfect.
10:00 for me lines up with 9:00, 10:00, 11:00 for Central, and 12:00 for Eastern.
I've got everyone ready.
Then I'm trying again later in the afternoon around 4:00 because I don't want to go too late for Eastern, and that puts it at 6:00.
So again, I'm hitting them in the morning, and then if they didn't answer because they're at work, I'm hitting them again in the afternoon when it's likely that they will be home or off work.
On weekends, I'm definitely dialing on Saturday.
If there's any day of the week that I'm dialing, it's Saturday.
Of any day, why?
Because 90% of the people that aren't answering my call are probably working and are no longer working on Saturday.
It's just logical; why wouldn't you dial?
Yeah, it's the weekend.
Would I rather be doing something else? Probably.
But do I have the best chance of talking to people and making money on a Saturday when most people are not working?
Dude, make a different day; make Sunday or Monday your weekend.
But it just makes sense, right?
This is when a lot of people won't be working.
So, I wake up, and first I look at my notifications.
I send out some crafty text messages, trying to get a hold of all the leads that were responding.
When I dial Hot Prospector, I'm trying to dial my leads at least once, but twice a day at those times I told you: 10:00 Mountain Time, which would be 12:00 Eastern, and then 4:00 Mountain Time, which would be 6:00 Eastern.
Those two times, I'm having really good luck, and weekends for sure.
That's just how I'm going about it.
Now, again, duplicating something that I saw Evan say, he says, "You know what? I'm booking a lot of my VA; my VA books a lot of appointments."
So for me, I've been thinking about that.
I'm like, "VA, huh?"
Okay, I'm thinking about that now.
Right now, I started thinking about it.
I have the time to call my leads because I only have 300, but every month it goes by, it's going to grow to 400, 500, 600, 800, and I'm not going to have time.
So I'm like, "Okay, I'm going to get a VA."
It's a no-brainer!
I actually have two different appointments today with two different companies to see who is going to be the best fit.
Then I'm going to start putting a VA on part-time, and then they will work for me full-time, and eventually be two of them, right?
And three of them because my lead count is going to grow.
I'm just literally copying and pasting what these more successful people are doing.
Evan, if you pay attention to his training, he knows what he's doing; he's a professional.
I can almost guarantee you, by the way he goes to the gym and builds discipline and feels good and looks good about himself, which directly translates to the confidence he portrays in his training.
These guys are more efficient than me at this, so I'm just duplicating it.
That's all I'm doing.
Joshua, when he pops in and says, "Hey," I'm calling them immediately.
Done!
Hey, I'm texting them these things.
Okay, done!
Evan has a VA; done!
Dialing!
Fipe is telling me how important it is to dial Hot Prospector calls from a local number.
Why would you not be using that?
That's just another key.
I've developed the routine now that I do every day.
It's the same thing.
All I do is create a process that I can duplicate because the big picture is that I'm going to build an agency.
I want to be able to develop a very simple, scalable system that I can teach people so they can make money for me without me doing anything.
I get to teach them, set them up, help them make lots of money, and I'm going to take my percentage right off the top.
To do that, it has to be simple and scalable.
All I'm doing is creating a very simple process that anyone can do.
I'm trying to break it down to you guys the best that I can.
It's not that hard.
I'm calling my leads through the dialer.
Eventually, when I have enough leads, I'm going to get a VA.
I'm texting them every day.
I'm using AI to write some catchy stuff that's more catchy than what I can come up with.
All these things I've explained to you are costing you nothing except time.
Teaching yourself new things every night is free.
You're already laying in bed.
It's just, again, the way you think about it and the way you approach it.
Now, when I do have an appointment and I'm talking to a lead, this is how I'm going about it.
Again, I'm brand new, so I'm still tailoring my conversation, but this is how I've been doing it.
When I call them, I'm like, "Hey, you know, John? Yeah, hey man, what's up? This is Brandon from Legacy Insured. How are you today?"
"Yeah, I'm doing good."
"Okay, cool! So, you know, I see here you made an appointment with me because you wanted to learn more about IULs and how they work, right?"
"Yeah, yeah, I saw some ads."
Okay, cool!
So I ask a two-part question, and I just ask them, "So what are you wanting to accomplish with one of these policies? What kind of piqued your interest?"
Just like that!
"What are you wanting to accomplish with one of these? What piqued your interest?"
They usually go into it.
"Oh yeah, well, I'm looking to do this, or I'm looking to do that.
I want tax-free income; I want to set something up for my retirement that I can leave behind for my kids."
Whatever it may be.
"Okay, cool! Now I'm getting better at asking more questions."
"Okay, so you want a retirement vehicle. What do you have currently? Do you currently have a 401(k) or investments?
What are you doing for retirement now?"
If they're like, "Yeah, no, I have a 401(k) through..."
"Okay, what do you feel like that's not going to be enough?"
These are questions that I'm asking that I wasn't asking before, and I'm doing that because of Evan's training.
I'm trying to just—I mean, even another example.
Sorry, guys, I kind of go all over the place because my brain just goes fast sometimes.
But like another training, Michael was talking about something, and I saw a little message pop up, and it said "NPQ Style."
I'm like, "NPQ? What's that?"
So I started looking into it.
It's a sales technique style that basically helps you sell really well on the phone.
I start looking into it.
Oh, you can't see it because of the thing.
Well, that's the book right there.
It's like $27.
Why would I not buy that?
It's a no-brainer!
These are things that I'm paying attention to that other people say or do, and I'm just duplicating it.
When I break it down, I'm just letting them know, "Obviously, you made an appointment with me for more information on IULs.
What exactly are you wanting to do? What kind of piqued your interest?"
They're telling me basically what they're trying to do, what they're trying to accomplish.
Great!
Depending on what they say, I give them the same explanation of an IUL regardless of what they say.
I might tailor it a little differently, but the explanation is the same.
"Okay, great! So, you know, an IUL is a life insurance policy.
It does have your normal life insurance stuff, which basically means it has a death benefit.
So if you die, someone's getting paid; your family is taken care of.
Everyone knows about that part of life insurance.
Now, the IULs that I write have living benefits.
Not a huge deal, but a big deal because check this out: the way it used to be is that you had to die to access that death benefit.
Now you can access a portion of that death benefit while you're alive if something serious happens to your health.
Let me give you an example: let's say you get cancer.
You get cancer, you're going through chemo, you're super sick, right?
You're sick, so you're not working, but the bills keep coming.
You now have access to a percentage of that death benefit while you're alive to help take care of you when you're going through it.
This is the ultimate protection.
Not only is your family protected if you die, but you're also protected if something serious happens to your health.
I don't think people understand how big of a deal that is because think of all the things that you pay for insurance-wise.
What's protecting you in that kind of way?
It's a big deal!
That's just the life insurance side; that's like the health side of what these policies do.
What's really unique about these IULs is while you are paying for those benefits, you are simultaneously building a retirement account.
This is how it works: every month when you're paying your premium payment, a portion of that payment is going and creating a nest egg.
You can kind of think of it like a savings account on steroids.
It's not a savings account; it's just the best way I can try to explain it to you.
This is not like car insurance.
Car insurance, you're paying every month; that money is gone whether you use it or not.
When you're paying into your life insurance policy, that's permanent, by the way.
Every month, you are taking a piece of that premium, and it's going towards your cash value, and it is building this nest egg for you.
As this nest egg is building that you're contributing to every month, it is gaining interest if the stock market is doing well.
So if the stock market is doing well, you are making money on your money.
What's unique about this compared to maybe a 401(k) is if you've had a 401(k), you've had the roller coasters—up and down, up and down.
You're making money, you're losing money, you're making money, you're losing money.
In an IUL, you only participate in the upside of the stock market; you do not participate in the downside.
What I'm saying is if the stock market crashes and takes a hit, these policies have a 0% floor.
What that means is the worst-case scenario when that stock market is diving is you just aren't making interest on your money; you're not losing any.
There isn't another vehicle that I'm aware of that can do what these policies can do.
So far, all these benefits that I've explained to you are packed into one product—that's an IUL.
Not only are you only participating in the upside of the stock market, not the downside, all of the growth that happens within an IUL is tax-free.
If you know this or not, if you have a 401(k), not only are you losing money if the stock market takes a hit, but when you go to retire, how much are you going to give away in taxes?
40%? I don't know!
The scary part about it is that we don't even know what the tax rate is going to be when you go to pull that money out.
They can change it.
What if it's 60%?
You don't know!
Are you willing to bet that you're going to know what the exact tax rate is in 20 or 30 years?
Is that a gamble that you're willing to take with your money?
If you have your money growing inside of an IUL, that's not something you need to think about because all the growth that happens is tax-free.
I don't know; it's where you want to put your money, right?
I'm just talking to you; this is how they work.
Now, here's the thing: the only downside to these policies—this is the part of my job that really sucks—not everyone qualifies.
Unfortunately, 50% of the applications that I write get denied.
Not everyone qualifies; these are a luxury.
It's a privilege to have one of these policies.
I don't even know if I can get one for you.
Everything that we've talked about so far is honestly hypothetical until I get you approved.
I don't even know for sure if you qualify.
"Oh, well, what's the qualifications?"
Well, what you got to do to get one is this: the carrier is going to run your social.
By the way, I bring this up just like this intentionally to get that objection out of here.
What's going to happen is the carrier is going to run your social.
They're going to look at four things: they're going to look at your medical history, your prescription history, your criminal record, and your driving record.
We are together going to do a questionnaire that's going to take about 10 or 15 minutes, and those four things, plus the way you answer that question, is how we will know if you got approved or not.
There's really only one way to find out, which is we do the application and see if we can even get you qualified.
Then if we get you qualified, we get something in place.
Now, something that I always will recommend is that these policies are permanent.
The biggest hurdle, like I'm mentioning to you right now, is that you need to qualify for it.
For me, the most important thing is we want to get that application done as soon as possible because if anything happens with your health and you are no longer able to qualify, once you can't get it, you can't get it.
That's it!
Once you are uninsurable, you're uninsurable.
The beauty about these is once I get you qualified and I get that policy in place, that's it!
It's yours!
As long as you make that premium payment and you don't miss it, you have a policy.
They will not take it from you; that's it!
For me, the most important thing is to get you coverage and get that policy approved so that I know you are good.
Any amount of time that we waste, all you're doing is risking uninsurability.
Today is the youngest and healthiest you will ever be.
That's kind of the process, right?
So really, the next step would just be to go ahead and get that application done, and you know, let's see if you qualify.
So, you know, how tall are you?
How much do you weigh?
What's that social so they can start running some reports?
Just like that, I'm running into it just like that.
"Oh, well, you know, I need to talk to my husband," or you know, those things have come up.
Okay, I need to get better at that, right?
Some of these things, I think it was Steve C. that said these things should have been figured out in advance.
I need to know how to do that; I don't know how to do that yet.
But this is the process that I'm doing, and this is what's working for me.
This is how I'm able to do so much in my first month.
All I have done up to this point is educate myself for free and duplicate what people are doing that I want to follow.
Professionals at this craft are the people that I'm paying attention to.
The trainings that have been given to us from this company are gold.
These are things that you should be watching over and over and over again and duplicating.
Calling the leads every day.
I have other businesses, okay?
Just to kind of put it in perspective, I don't think everyone really understands the opportunity here.
I have a glass company; we've got three locations.
We have about 15 vans on the road at all times.
We do about 40 jobs a day; it's a pretty big operation.
We did just under 14% net last year.
That's a killer year for us—14% net; we did really well.
10% is kind of where we—my goal; I try and shoot for 10%.
If anything above that means we are lean and efficient as hell.
Tell me how me, one person part-time, calling my leads and talking to people on the phone with a headset and a laptop, is producing as much profit as a $3 million glass company with three locations and 25 employees.
I've never—like, we're talking I'm like 10%, 15%.
This is like hundreds of percent, a thousand percent!
If I can take $4,000 and turn it into $40,000, I'm ten times my money.
You can't even—there's like—I don't even know any other business model.
That's why I'm so excited about this particular industry now.
I've never seen anything like it.
I don't even know how you could have that kind of ROI on a business, and it's just exciting to me.
I don't think you understand how much money and how little you have to do for that money.
I'm not saying this is particularly easy; I'm saying it's a lot easier than other things that I've done.
It's a lot easier than other ways that I've made money.
If you put in the work and you just do what I've explained on this call and you pay attention to these guys that are better than you and you educate yourself the way I've been saying, I don't know how you wouldn't make $3,000 to $40,000 a month.
If you're making doctor money, I don't know how much houses are across, you know, in every state, but in Utah, that's mansion, Lambo, Ferrari money.
So if you can do that calling people with a headset from home or from anywhere that you want, what a blessing!
What a luxury that would be!
To sum up what my big picture is, right now my plan is I am trying to get as proficient in this as possible, and I'm creating a system specifically that I can use to teach others.
That's going to be from onboarding them to teaching them scripts to how to use the dialer, Infinity Box, the whole thing.
It's all part of it, right?
I'm just developing a system that I should be able to use to train other people.
As I get it, I want to be as proficient as possible because if I'm proficient, then I'm going to be able to teach someone in the way that I want them to learn.
I have probably seven people right now that are all working on getting their license as we speak.
What I'm doing is saying, "Hey, check it out! Here's a statement showing $30,000 in deposits.
Do you want to work part-time and make $300,000 a year?"
I mean, I don't know who wouldn't want to do that, right?
Here's the system that I'm going to give you, and here is the exact process that I'm using to get that money, and I'm going to hand it to you.
What a blessing it is for me to hand you the playbook that I've already created for myself.
Of course, everything comes with a price, right?
I'm going to be signing everyone up under me, and I'm going to take 20% off the top of those commissions.
If I can get a nice little agency of 20 people—20 people would be the starting number—and I can get them all doing $330,000 a month, and I make 20% off of them, will it work exactly like that?
Probably not, right?
I'm just kind of giving you guys the picture here.
If I can have 20 people make 20% on $30,000 a month, I mean, run those numbers!
I'm going to be doing not a whole lot, and I'm going to be making a lot of money.
I think it's very doable and very easy to pull off if you have an actual statement saying, "Hey, check it out! I spent $4,000 last month, and I turned that into $40,000.
Want me to teach you? I'll teach you how; it's simple!"
"How about you show me you're serious first?
This is how you need to get your license.
Go get your producer license to show me that you're serious and that you are worth my time.
Once you get your producer license, hit me up, and I'm going to show you how to turn $4,000 into $40,000."
Who wouldn't do that?
This is going to be the easiest business for me to build in comparison to what I've done in other businesses.
I want to be able to build this into an empire blindfolded.
I don't think it's going to be that hard.
Now, again, I've been fooled before.
Will it work exactly the way that I'm envisioning it?
No, probably not, right?
Is it going to take longer than I'm thinking?
Yeah, probably!
But I'm telling you, I know how to stay consistent.
I know how to stay disciplined, and I know delayed gratification.
I know that it will work, and I know this is how I'm going to build my empire much bigger than what I've built so far.
Why can't you do the same thing?
Everything that I've explained on this call is super easy.
I'm not telling you anything that's going to require any special talent.
I don't know; it's up to you, right?
I know what I'm going to do, and I'm absolutely confident that my team is going to make a lot of money building this business with me.
All I've done is I'm just trying to share with you guys how I go about it and what the process I take is.
It's not special; copy and paste what other people are doing.
Build a little system, and then entice people to learn from you and build an agency.
I don't know; I mean, yeah, that's pretty much all I got for you guys.
That's how I go about it, man.
I just think that if you really get serious about your goals and you really want to be successful and you want to make a lot of money and have a certain lifestyle, I really think start small.
You don't have to run a marathon right now.
Start small; just start watching the 20-minute video before you go to bed.
That's it!
Do that!
Go to the gym once a week.
Eventually, start doing more.
You'll find that when you try to watch that 20-minute video at night, some of those nights will turn into rabbit holes where you end up watching five of them, laying in bed, wasting no additional time in your day.
Start doing that!
Start paying attention; go back through these sales trainings and watch what these guys are saying multiple times.
You can tell they're killing it; they know what they're doing.
You can see it—the confidence in their training.
I want to be friends with these guys, and I want to learn from them.
They don't even know me, but I definitely know them, and I'm paying very close attention to what they're doing because I want to duplicate what they've done.
It really comes down to how serious you are about your goal and what your mindset is and just how you approach it.
I think if you take a very consistent, disciplined approach the way that I've explained it, I don't know how you won't be successful because I'm successful.
It has worked for me, and I have really good friends that are also very successful, and they do it the same way.
We all do it the same way; it's the same approach.
You can apply what I've taught you today to any business model; it's not just this business.
If you have other things that you do and you apply this same kind of concept to those models, those models will make more money, and you will be more successful if you're not already doing what I've talked about.
It doesn't have to be exactly the way I've explained it, but if you have some variation of what I've said today implemented in your life—personal life, business, all of it—I don't know how you will not level up your game.
It's not that hard, and I hope that you guys have heard what I've said today and take this very seriously.
If you get serious about your goals, you will find that it happens way quicker than you think.
I've had months where I'm broke, and then the next month I have like a whole new life.
It happened so quick!
You are all of a sudden very successful so fast; it's literally like overnight.
You have no idea how close you probably are to achieving the goals that you want and having the lifestyle you've been thinking about.
You are probably way closer than you think.
You're taught, and you're programmed to think that it's so hard to make all this money and that this lifestyle is such a fairy tale.
It's not!
It's really not; you're much closer than you think.
If you just be consistent and implement some of the things that I've talked about today, you will see that your goals are much closer than you probably think.
So anyways, that's kind of all I got for you guys today.
Okay, Fipe, I don't know what to do.
I appreciate the training, Brandon; that was good!
Yeah, you know, that's kind of how I do it.
Hopefully, somebody learned something.
If one person learned one thing from this, it's worth it for me.
Thank you, Brandon; I appreciate your time.
I appreciate everyone's time.
It was good to know your mindset is really good; that's why I brought you today.
That's the mindset I want all the clients to have.
Guys, you can make a lot of money from our leads if you start just hunting them and dialing them and making sure you take as much as you can from this.
I appreciate you, Brandon.
I appreciate everyone.
I'll see you next week, same time.
I'll let you know next week who's going to be running it.
Thank you, guys; I appreciate you all!
Thanks, Fipe.
You guys have a good day!
Bye-bye!