Live Life Insurance Training Call

There is no data in any industry that shows that top performers are top performers because they follow the script. I know what I'm doing. I promise.

So, this is a really good way to practice, everybody. Like, if you have a bit that you're practicing, you can listen to a recording like this and then I'll I'll hit play here in a second. I'll hit play and then I'll pause it and say my bit. And what that does is if you do it over a recording, then you're not just practicing the words, you're also practicing the timing. And it just makes it easier when you actually get in that scenario because then the timing is right as well as the words.

Okay, that's great. How long ago do you got it?

Uh well, yesterday he's supposed to be calling me back any minute now. Well, gez, I don't know what he's doing over there. He didn't update the system. Uh they they just have us call to make sure you did get the best thing. um and then finish with your bit what you're about to say.

Okay, no worries. Now, while I have you on the phone, would it be reasonable to offer you one more quote just to be sure you were offered the best policy available?

Well, not right now. I'm busy.

Okay. It only takes five minutes. It's just to see. Okay. What is your date of birth?

Nice work. Nice work. That was I don't think like that's so subtle and and if you're newer it's going to be really easy to miss what just happened, right? But that was a serious fork in the road in this call where an inexperienced person might have just got off the phone there or kind of panicked and went and word vomited on why they should go over the quote. I really like what you did there, Catalina. You stayed calm. You said it just takes 5 minutes and you pushed forward. Right. What do you have to lose? Really, really good job.

Go ahead, Sydney. So, in a situation like this, when she's already been quoted, like waiting on a phone call, do you still go through the whole script and like create emotion or Okay. So, you still follow this everything?

Yes. You just have to be aware, right, that they they probably they're going to be a little bit more resistant to go through the whole thing, right? Because they they've already somewhat done it with somebody in their mind. They've made a decision. So, you've got to condense it a little bit. Mhm. Right. You got to read the room, but you still want to hit your important points. All right. You you still want to figure out why it's important to them like like you would in Discovery. Um, you know, what they were looking at with that policy. you already know what they want and what they will say yes to, you know, because whatever she's about to tell you with this policy, she's already about to say yes. And so there there's a big piece of the pie that you don't have to uncover. Okay? And so you can kind of skip that. Okay. Perfect. But as far as like Sorry, Catalina. Go ahead. Go ahead. as far as like getting the emotion out, like who is this for? Um, like what would happen? I I mean, I don't have the script in front of me, but like what would it look like if you didn't put this in place? Do we still do that? Because we know that they've they know that it's important.

You can't really ask her uh what they would do if you didn't put this in place because she's going to say, "Well, I'm like, I'm going to Yeah. Okay. You know what? like it doesn't because she's already made the decision to buy with that other person. So that question doesn't make sense, but I'm definitely still going to dive into like who she's getting it for, right? And so what I'll usually do to buy myself some time is I'll say, "Okay, I'm getting it all put into the computer system here. You know how these things go. It'll think for a second." I was curious. Um, I I don't I don't even think I asked who who would be the beneficiary on this, but in my experience, usually what it boils down to is we're still a little attached to the sale, right? And we're thinking about like, okay, how do I get her to say yes versus just getting out of our own way and just trying to help her, right? which I I know is maybe cliche advice, but if we change that frame of mind, right, if we change that frame of mind, it's going to naturally guide us to the to the most important questions, especially in that scenario. Right now, the hard thing about that is when you're brand new, even if that is your intention, you probably don't know what questions to ask. Right. But I have a gut feeling, Catalina. You know what questions to ask. You've been doing it for a while, right? And I have a gut feeling it's more about trusting yourself. And it's probably not trusting yourself in terms of insurance. Uh my guess is is that you know that you can help her and and get her a better policy than what she was offered. My that's my guess. It's probably trusting yourself in terms of the communication part of the conversation. You know what I mean? Um, which is the double-edged sword to sales training. That is the double-edged sword to sales training. Cuz sometimes sales training uh will will put people in a frame of mind where they start secondguessing what they're saying on the phone, right? Cuz we start Any of you guys ever thought that you've been on the phone and in the back of your head you're like, "Oh, what would Dana say here?" And then you're not really listening to the person. You're you're sitting there thinking about what you're going to say next. Dana's not on the phone with you and you talk to people all the time. You're a person, they're a person, right? Just have a conversation. Trust yourself. Uh for those of us that did sports growing up, uh I don't care what sport you did. They pretty much all say the same version of the same thing, which is if you're going to make a mistake, just make it full speed, right? And I think it's the same thing here. Nothing changes. It's like we all talk to people, right? We all know what you you should hopefully know what you're doing well enough to know that you're helping people, right? In a pretty big way. And so when you get into a call with somebody, just trust yourself, right? It's just a person. Just talk to them and try and help them. And then when we're when we're training, we're we're train. We obviously want to train and get better to be better communicators, but you have to trust that you know enough on the phone to just let go of the training for a minute, right? And and just just do what you know how to do, right? And it usually will go a lot better. It's kind of like uh if you guys remember back to school when they talk about studying, right? There's a big test coming. What do they say? Don't don't study the morning of. Don't study the morning of you. You already and then what do we all do? We study the morning of. Right. Um now the the reason they say not to does anybody know why they say don't don't study the morning of? This is a fun one. And so it's not that you're not you I mean you'll retain some of you're not going to retain the info long term obviously, but you retain it long enough to get it on the test, right? It's pretty obvious like you know studying the morning of and getting a little bit last pieces of information is not going to hurt you, right? But the reason they say that it's not about the information, it's about the mindset, right? And usually the mindset that is caused by studying the morning of is an overthinking mindset, right? And if you're overthinking, then you can't be present. And if you're not present, then you can't get into a flow state. Has everybody heard of flow state? Right? That's when we perform our best, right? Because you're not thinking. You're you're 100% present. And so the the the the biggest trick that I can give all of you, um, it's it's not really a trick, but the biggest tool that I can give everybody to increase their sales is not a word track. It's not even really sales training, right? And I love sales training. I've trained a lot of people. Um, but the biggest tool that I can give you to making more sales immediately is to get out of your own head and be more confident on the phone. Who here has heard some especially in insurance heard somebody on the phones that you just listen to their calls and you're like, "Oh my goodness, that person like I'm way better at sales than that person." like they are not good on the phones, but they have crazy numbers and they're making a ton of money. It happens, right? Ignorance is bliss, right? And that person may not even realize that they're not good at communicating, right? But you know what? They probably have a hell of a lot of certainty, a hell of a lot of conviction. Right? In other words, when they're on the phone with people, they're not they're not thinking. They're just in a flow state. They're just there helping the person. They're present, right? And the reason that works is because uh for all of you that have studied human behavior, I won't I won't say that I'm an expert on human behavior, but it's something that I uh have studied quite a bit. And uh for for those of my my fellow ADHD people, um that is the rabbit hole that I've found myself down for the past couple years, right? Uh the the blessing in disguise of being obsessive. And so when you when you look at human behavior, um the biggest thing that persuades us and and gets us to follow people is when we view them as a leader, right? And so we we all have probably heard this before. Sales is about leadership, right? But what does that actually mean when we start looking at the brain and human behavior, right? Because it's not necessarily about about leadership in terms of forced upon leadership. We don't like to follow forced upon leaders, right? Anybody ever had like a leader that was forced upon them, but you just didn't trust them, right? We don't like to follow those people. As a matter of fact, we actually like to do the opposite of what those people tell us to do. Right? And what I'm talking about is anybody ever met somebody though that you weren't even necessarily looking at them as a leader per se, but they were just really easy to follow naturally. Like they just kind of like they're they're nice, they're kind, they're not overdominating, and they're not jerks or or whatever you want to call people that are rude, right? They're just like good people that are happy and positive, but when they step into a room, they step into a crowd, people follow. We all know somebody like that, right? And so that right, it just comes down to our subconsciouses are constantly communicating, right? There's be behind all conversations, right, that we're having with our conscious mind, the words that we're having, there's a subtext, right? There's a subtext and a conversation happening between our subconscious. Is everybody with me or am I am I am I just going down too deep down this rabbit hole? Okay, cool. So interesting. And so our our subconsciouses are constantly picking up on little cues, right? So, like if you've ever met somebody and talked to somebody that like looked really professional, everything like the conversation was really good, but then you walked away and you had this like weird gut feeling, right? That's because you're picking up subliminal cues from their subconscious. And that's why being in tune with yourself and being present is so important when it comes to sales and being on the phone, right? because you might be following the script and you might be pretty damn good at following the script, right? But if there's little things that are missing in the back of your head, right, that that you're faking or you're trying to hide, you can only hide those so much, right? You may not be saying the words to those people, but their subconscious is going to pick up on it. And then they give you objections that you can't really explain, right? But they're just objections where they can't even really explain it either, right? Sometimes they're just talking to you and it's like everything makes sense, but there's something just off, right? And for you, for us in our lives, the thing that might be off might just be that I didn't make my bed this morning and my room is really messy. I didn't do my laundry, right? I know I'm behind. It has nothing to do with insurance. Right? But that person doesn't know that. And so all they're getting is a gut feeling of this person isn't who they say they are. There's something off here. And then because they have that gut feeling, they say no. Right? And it's just because they're waiting for the other shoe to drop. They're like, "I don't know what's off, but something's off. Yeah, VBRB going to make my bed right now. I think the the most important the important thing when we talk about stuff like this is it's like it's cool to be aware of it, but how do we fix it? How do we solve it? Right. Sometimes that's the hardest part. Um and and we're all a little bit different in how we solve it, but I think this is probably going to be the most important thing that we talk about today, right? because it's cool to talk about that stuff, but I'm guessing you've all heard stuff like that before, right? And so I think the the difficult thing about solving things like this is it's very hard to find information on it, right? And for the most part when you go online and you try to find information on it, what you see is, you know, like meditation, affirmations, and things like that. Um, and I don't know about you guys, maybe I'm just a very logical person. But that stuff just never worked very well for me, you know? I mean, it worked. I'm not saying it was pointless. Um, but affirmations just never really helped me that much. They almost made it worse cuz I just knew I was lying to myself. And anybody else ever felt that way doing some of that stuff? Like, I do it. I'm down with it. I can get, you know, I get it. But sometimes I just feel a little cheesed out, you know? Um, my mom was a little bit of a hippie growing up, but I I I still struggle to get into the hippie stuff. Um, no, I'm just kidding. But, uh, this is one one of the things that the the easiest way to fix it, and this is really how you fix anything, um, is your brain is constantly looking for proof, right? So, whoever you say you are, right? what however you view your own identity and who you view you are, your brain is constantly looking for proof. Now, if you have the proof, if your brain sees the proof that you are who you say you are, then you're going to be very confident and you're going to feel very aligned and you're going to feel very present in most of your life, right? But if we don't have the proof for who we think we are or maybe we just know that we could do a little bit better. I think we probably have all been there even though none of us want to admit it, right? Where our we we know our brain has the proof and it's not the proof that we want our brain to have. And so if we backtrack, right, we all all we need to do is give our brain the proof that we don't even have to be who we say we are. We just have to give our brain the proof that we're becoming who we say we are. That we're becoming who we want to be. Everybody with me? And so how do I do that? Right. Um, I I have broken this down. I I'm a very simple person. I like to keep everything very very simple. If it's not simple, I won't do it. Um, you guys can ask Whitney. Uh, if it's not simple, I'm not doing it, right? It's got to be simple. It's got to be easy to follow. And so, I I like to call this just creating your high performance character, right? And I it's probably an exercise that all of you guys have seen before, but I think it's pretty invaluable. Um, and really all it is is just thinking about who the best version of you is. And everybody's going to have their own version. And then backtrack from there. What's the best version of me? What do they look like? Right? What characteristics does that best version of me have? I take that and I work backwards. Okay? That's the characteristics that that version of me has. What habits does that version of me have that's building those characteristics? Cuz that's what's happening, right? And what habits of of that what that version of me, what habits does that version not have that I currently have, right? And then what I do is I just take those couple lists and I now have a list of all the habits that that version has and I have a list of the ver the the habits that that version doesn't have. And just take three, four of those, right? And that's your daily goal. If you do those things, I I get a physical calendar, put it on the wall where you can't avoid it, right? And if you do those things in the day, you put a W. If you don't do those things, you put an L. And the goal is not to never take an L. Right? The list should be hard enough that you take some L's, but it should be easy enough that you take way more wins than L's, right? And then by doing it on a physical calendar, even though you may not be the version of yourself that you want to be yet, you're giving your brain the proof that you're becoming that person. It is recorded. And now that your brain has the proof that you're becoming that person and you're doing the things to go to where you want to go, it's very hard to not be confident. And so the way I did it is I I liked to do maybe two personal development things on that list and two professional things, right? Like for it might look like go to the gym, no sugar, 500 dials or however many dials and two drill sessions a day. And that's my list. If I do those things, I win. If I don't do those things, I lose. Right? All right. And then I just every day do it. And then as you as time progresses, you'll end up getting really good at that list, right? You'll start not taking L's. If you go a 2 3 week span, you haven't had one L. It's probably time to remove one of those things off the list cuz that's now a habit and put something new on there, right? A new challenge. And it's not that you stop doing the thing that was on the list before. It's just that you've already built the habit. You don't have to think about it as much. So you keep doing that, you add in something new and you slowly are just progressing to become that person.

And so basically what I'm hearing you correctly is it's it's all about changing the identity of yourself because and the habits it's like working out if you do all that stuff because you're like, "Oh, I'm trying to lose weight." And then you stop and you go back. So if you don't change your identity, then basically the habits that you create is off of your identity. So that that's what you're basically saying is changing the identity through, you know, small little habits in

Yeah, that's a really that that's a really really good way to put it. Um and like to add to that, I would even say that you're not necessarily changing the identity. You're just becoming more intentional and more familiar with the identity. Right? identity is very unique. And the reason it's so unique is because most people don't know their identity very well, right? What's what's crazy about people is I could go up to 99% of people in this world and let's say they drive a Toyota. If I walk up and say, "Hey, that's a really nice Honda." They will die telling me that that is not a Honda, right? That is for sure a Toyota. because the emblem on it says Toyota. So, we know that for certain and we will argue it. But if I walk up to somebody who's a really hard worker, right, and I put an identity label on them as being kind of lazy, most people will think about that and they're like, "Hold on, am I a lazy person?" Right? even though it doesn't match up, most people don't know their identity well enough, right, to be able to argue it like that. And and so really what you're doing is you're just becoming more familiar with it and you're and you're becoming intentional with it, right? And then once you're intentional, it's a lot easier to be congruent. And so that's all it I I don't think it's necessarily about changing. I think that version of us is already there. So it's not about necessarily changing. It's just about being a little bit more intentional. So it's like finding it and bringing it more to the surface of the authentic you.

Yeah. Yeah. Exactly.

I have a question. Yeah. So you mentioned something about, you know, something really great about getting off the script, being a human, and just trying to help these people. How do you help what I said?

Hold on. Hold on. I did not say get off the script to connect with them. Be a human. Let me reiterate that. How do you help a new agent bridge the gap from wanting to stay on the script but also having the freedom to show their humanity?

That's a tough one. Um it's a tough one, but it is near and dear to my heart because it is like it is a big learning curve and ultimately um I'm I'm going to give you guys some data. Uh I'm I'm a very data driven human. Um, and I'll I'll give you guys a little bit of data. So, in terms of script, there is no data in any industry that shows that top performers are top performers because they follow the script. There is zero data that shows that script adherence correlates with top performers production. Pretty crazy, right? Uh the what the data shows uh about top performers is it basically breaks down to three things. Um 10 to 15% is going to be based off of rapport and connection. 10 to 15% is going to be based off of call control. And then the 70 to 80% is going to be based off of structure. And what all top performers do is they follow a consistent structure. And at every stage of the structure, they progress the sale forward, right? And so what does that tell us? That tells us that structure adherence is more important than script adherence, right? And so then we have to backtrack and figure out how do we get structure adherence because structure adherence is pretty tough. It's structure adherence is exactly what you're talking about, Tori, right? How do I teach a new agent to stay on structure but still change it enough to match the person that they're talking to? Right? And so it's a it's a very unique conundrum, right? But ultimately I look at it like this. If I have structured adherence, um what that tells me about those top performers is they're following a very consistent structure, but they're probably not thinking about it. They're probably in a flow state, right? And so basically what that means is I have to get a new agent to a place where they know the structure so well that even when they're not thinking they end up following it, right? And and those of us that have a little bit more experience, we we do it without thinking, right? Like if you get if we get Dana on a call, she probably can't even do a call going out of structure. it like it would go against our being because it's so deeply ingrained. And so the way I think about it is basically we have to get that structure into our subconscious because once it's in our subconscious then we don't have to think about it. As long as it's in our conscious mind then we have to think about it, right? Which means we can't be in a flow state. And so the subconscious, how do I download something into my subconscious? Well, the subconscious is just like an AI. What does an AI need to learn? If I'm trying to teach an AI the structure, what do I need to give AI? A lot of data, right? A lot of data and a lot of consistent data. And so, it's the same thing with a new agent, right? How do you get that structure adherence? You go follow the script for a lot of reps, right? And is it going to be supernatural in the very beginning? Probably not. Probably not. Right? There's going to be parts and points where the you're tempted to get off script. And it's just part of the process, right? It's part of the process. Like in the very beginning when you're brand new, you should be pro you should probably be following the script pretty freaking closely, right? And when you feel like you're good enough to start going away from the script, you should probably keep following the script for a little bit longer. Right? And then what will happen is you'll naturally start to drift away from a bit, drift away from it a bit and think a little bit less. But that's how I teach new agents is um and my team can tell you guys this. Uh I'm I'm a pretty firm on when they're brand new. Just follow the script, right? Just follow the script. Follow the script. But I also let them know it's not because I want you to follow the script forever. It's that I have a goal in mind which is to download the structure into your subconscious. Right? And so I think that's the balance. Um especially with a brand new agent is it's like if you're newer, when in doubt, go back to the script. When in doubt, go back. Even if it makes zero sense, right? Sometimes it makes no sense to the conversation. It's like just get back there and people will usually follow. Is that helpful?

No, that's very helpful. Thank you.

Hey, K. Hey, Kaden. I'm David. What's going on, David? How's it going, man? I love this uh what you're saying. Um but for the most part, I wanted to ask you about um the emotion. Um, I tend to, um, I don't know. I think like a funeral, I have to put my mind into the mindset of an actor or a funeral home director when I'm on the phone with the client, you know, and block out baseball, block out yesterday, and I have to think about, you know, really bring up the word casket, 20 gauge steel casket, transportation, casket, coach, flowers, drain liner. These are all things coming from a real estate background. I didn't know everything about insurance, but I had to bring the elephant in the room and not Denzel Washington, but I mean, I really have to put put myself in a black limousine and feel the sadness and feel the day of a funeral. And this is the reason why they're calling me. So, I feel like sometimes people they're selling for commission, but they don't realize this moment, this day is actually about a loved one passing away. And I feel like in sales in this particular industry, it's not real estate or commissions. It's really an emotional time that the elderly people are more serious about it. Though I've sold mortgage protection in the past, but do you feel that this is something that I hold on to? Like I have to talk about the casket, the headstone, the vault, the flowers. I have to bring it bring it all into that conversation. And we usually start talking about a lot of things and we become friends after that. And then I get a lot of referrals. But I'm trying to figure out, do I stay? This is just where I am with it. And I'm just trying to figure out what do you think about I I have to I can't be the same David that I am with my friends. I'm normal talking to him, but I have to be I have to talk about Yeah. You have to get in character.

Yeah. Yeah. I think getting into character is a is a fantastic thing, you know. Mhm. Um, it makes it a lot easier cuz ultimately what you're doing when you talk about getting into character, you're getting into number one, the right frame of mind, but it's also going to change the way that you speak to your prospects, right? It's going to change your tone. It's going to change your pacing. It's going to change, right? It's going to change your timing. And it makes it a lot easier because now you're not thinking about, oh, what tone do I need to use? What do I need to do? What? You're just being the character. And it makes a little bit easier to get into a flow state and have that conviction. And so I I absolutely like I love that, right? And the thing about it is there's no right or wrong character, right? For some people, they might do better thinking about the commission, right? And I'm not saying you should, but some people, they speak with a lot of conviction when they get that Grant Cardone mindset, right? And they're like, "Who's got my money?" And they turn into just dogs, right? And if that's you, you don't have to shy away from that. get into it, right? But that's not for everybody. You You just have to figure out the character that works for you cuz that's what's most important. And it sounds like David, you've you figured that out. I like that. And way to get the referrals, man. Cost per acquisition coming down, baby.

Go ahead, Chris. Curious on the topic in this uh stuff about the brain and mind and all that. any uh particular books that you've read that uh helps with this that you could recommend?

Um yeah, there's quite a few really good ones. Um I would say if if we're talking human behavior in specific, uh Chase Hughes is a really good resource. Um it's really really interesting. I've I've learned a lot from it and I think it pairs quite well with NPQ. He has a book. I would say the one that's probably the most helpful and it's a fairly short read. It's called Six Minute X-ray. It's a really good one.

All right, everybody. I've got another call, so I've got to hop off. Uh hopefully you guys got some value out of today. Thank you.

Thanks so much.

Yeah, let's crush it today, everybody. Thank you.