Level Up Your Life Insurance Sales | FREE Training Replay with Cayden Sanchez & Dana Nesen

Talk about where do you fit in this space? Um, you know, it's not just selling insurance, but this is a this is your career. This is your business. And so to really really figure out where you fit because there's lots of different types of of IMOS and agencies that you can you can go to depending on what makes the most sense for you. Um, and I think I'm really excited to talk about that because it it's not just one size fits all in this business.

And is it really for you? Yeah, it's interesting because insurance is a field that everybody lumps into one thing which is everybody just says, "Oh, I do like do you do insurance or we should do insurance and it's like well Medicare operates significantly different than life insurance uh or even just you could be selling final expense which is something we both have experience in being captive or a broker and they're going to be significantly different for you as the agent uh depending on which one you're in because ultimately when you look at sales Um, you know, I have teams in multiple industries. And so the the key to sales is looking at the commission plan and realizing it's all just a game, right? It's a game. And the commission plan is going to tell you what game you're playing, right? And you have to learn to gify that to maximize what your return is.

I saw a Facebook post the other day that kind of made me laugh and and think about this. Someone you very often you'll see people that'll say you know what's better being captive or being a broker and you'll have a hundred different people answering a hundred different ways and I recently responded to that saying that there are incredibly successful people in both models I've done both models now both models work there isn't one that's better than the other it is what are you going to do with that opportunity to maximize it because you can make multiple six figures and seven figures in both captive and broker, right? I mean, I I fully believe that. I do not think one is better than the other. I think it's who's in the driver's seat, who's the agent that's going to determine their their own success.

Yeah. I I love the way you put that is they're both really good opportunities and it's more about you. And I think the hard part about that, and most of us know ourselves pretty well, right? That's that's why we get into insurance is we know that we want more. We want the freedom, right? We want to progress, but it's figuring out which vehicle do I want to drive, right? And and the tough thing about that is when you're looking at the vehicles, it's tough to kind of see all of the ins and outs of them and it makes it hard to choose and hard to know which ones for which. Uh, and so we'll cover that right at the end. That's the last piece that we have here for you guys is really depending on who you are, what is going to be a better fit. Uh cuz we it's funny cuz Dana and I were talking about this. Uh it was kind of unrelated to the webinar, but we were chatting about how you know the I I think insurance is a great opportunity that gets a bad rap sometimes, right? We've all heard people that that kind of talk down on insurance or they don't want to do insurance that, you know, is this an MLM? Is this a pyramid scheme? Um and it's like no, it's not. It's very, you know, similar shaped. Um, um, very, very similar shaped at least. And it's like, it's really just a matter of expectations, right? If your expectations are wrong from the beginning, you're you're bound to end up upset at the end. Uh, and a lot of times it's not your fault that your expectations are wrong. You were just told the the wrong thing by the person that maybe was recruiting you or maybe you heard something online. And so, like, is that your fault? No. But it's still your responsibility to solve the problem. Exactly. Yep.

So, let's let's kick it off and dive into some of the value before we end up going way over time because I know I can't get I I can't go significantly over time today and I doubt you can either. Um, so, why don't we just do a a quick little intro? Um, let's hear a little bit about Dana. How did we end up here?

Okay. Well, hi everybody. Thank you so much for being here. And if you were invited by Kaden, I'm just meeting you for the first time. I have been in telesales since 2004. OMG. OMG. So, 21 years. I have only ever done telesales. I've only ever sold three products. Um, life insurance since 2020. And, uh, I don't plan on going anywhere anytime soon. I actually love this business. It's it's actually amazing to me how much opportunity there is in this space for everybody, no matter what agency or IMO that you're with. Um, I built up a a a free lead reduced commission call center at a captive agency for my first four and a half years. We did $5 million in production at the end of 2024. And then in January, I started over and um have just now been building a new agency called Empower Life Group um as a broker. So now I'm I'm here and and we just we just wrote over 300,000 last month as a as a new agency. So let's go.

Nothing wrong with starting over. I've started over a couple of times. Um, I've always found that interesting about insurance. the it's almost like people uh like insurance. You get into insurance and they act like you should be okay with an arranged marriage where it's like you don't you don't know very much about the company but because you started with them you should stay with them forever. I'm like come on we're dating like I'm trying to figure out the right vehicle. Um, which is how we landed with you right? That's right. People know that. Yeah, we went a few different places. Um, and and ultimately now we partnered with Dana and Empower uh Lifegroup to bring Sniper Insurance there. And so for those of you guys that are meeting me through Dana, uh maybe you got the invite from Dana, you have no idea who I am. Uh Dana and I met through we both trained with Jeremy Miner. And so that's how our our paths crossed and we both did well. Um, and that was that's kind of the first time our paths crossed. I got into sales. I I'm I'm not as original as Dana. I haven't been doing it for 20 years. The OG. I'm not the OG. I'm I'm the new kid on the block. I got into sales in the beginning of 2020. Um, I just stumbled into it. Uh unlike probably everybody on this call. Uh, I didn't plan to be in sales when I was a kid. Um, you know, like everybody does. And so I just stumbled into it because I wanted to make more money. Um, and I absolutely sucked, which is why I got into Jeremy's program and ended up doing pretty well and have been able to take different opportunities uh both in insurance and out of insurance. Um, you know, I've I've ran good teams in insurance. Uh, I've built multiple teams up uh fairly quickly before I decided that I didn't want to date those people anymore or those IMOS. I won't say the IMOS's names because I don't not a big fan of being sued. Um, but uh left a few IMOS cuz I didn't necessarily like the vehicle. Uh, and and I will talk more about that at the end, but I I do think this is important.

One one of the things that really got me to start looking at insurance different is I had a mentor uh outside of insurance. It was actually somebody that did insurance a long time ago and his name is Rudy Sanchez. uh he's built built multiple businesses and I currently work with him in committed coaches and the last IMO that I left he was the catalyst that got me to leave the IMO uh because he said something that will forever ring true to me um and for any of you guys that are recruiting and building your own team um I think this is really helpful uh but what he said was I wanted to get wealthy but I didn't want to get wealthy on other people's failures. And I thought it was really really powerful and ultimately That always gives me chills, Kayen. Yeah, it's uh it gave me chills, too. Especially when I realized, oh, I'm doing that. May May, not on purpose, but it it it happens, right, sometimes in this industry. And so ultimately, I stepped out of that one and now we're partnered. And so, uh, it's been it's been a fun journey. But everything that we'll go over today, um, at least on my side, is stuff that I've learned from other people. You know, I I would like to say that I've I pioneered all of this and put it all together on my own. U but really it's just stuff that I've learned from other people and tailored to our industry. Uh, people like Jeremy Miner, uh, Chase Hughes, Jordan Belffor, uh, Cole Gordon, uh, Eli Wild. I've I've had a good opportunity to uh train with those people and and you know, go through a lot of their courses and and learn a lot. And I'm my understanding is that you've trained quite a bit as well.

Yeah. And you know what's interesting is I have focused even though I do a lot of sales training. Um, what I'm also hoping to bring to this workshop and to you guys today is I spend a lot of my now additional training on communication skills. Um, and I think that having strong communication skills translates seamlessly into sales because you really can't sell without properly being able to communicate. And part of communicating is also listening and asking good questions. And so I think that focusing like just on sales training and sales training only, there's there's a catalyst between communication and sales training. So a lot of the work I've done in the past few years has been specifically on improving communication skills.

Yeah. Well, and that's what we're really doing as sales people, right? Is communicating. Um, we're just communicating in a a sophisticated way to help improve our outcome at the end, right? But it's really just a series of communication, a series of of more likelies that we try to set ourselves up at the end for the best result that we're looking for. And so when it comes to insurance specifically, how do we make more money, right? How do we make more money? Uh, and just as a whole, when we look at like problem solving and making more money, if we what what do the best people do, right? They don't try to reinvent the wheel. They look at other more successful people around them, usually their mentors, right? And nowadays, since we have the internet, you could have mentors that you don't even know or they don't know you, right? Because you you have the internet. And so, what do we know the most successful people do? They look at other people, right, that are further ahead than them and say, "What are they doing?" And so, how do we make more money? To put it more simply, we need to look at the whole picture, right? And and when it comes down to making more money, we essentially just need to find the smallest lever that's the easiest to pull that creates the biggest trickle effect, right? And so when we're looking for that lever, it can be kind of cloudy to figure out in the beginning. Uh, I know I felt that way. It took me a really long time. Uh, I wish that I could say I learned this in like 6 months. Unfortunately, it probably took me a couple years to learn this. Uh, because the big sexy thing that everybody wants to learn is how to get good at objection handling and presenting better, right? It's just it's it's fun, right? It's fun and we all get objections and so we want to get really good at objection handling. The problem with that is that lever is usually a pretty big lever that's hard to pull, right? And I'm sure you see that all the time in your team, Dana, where, you know, maybe somebody's presenting three to five times a day and they're closing one and they're like, "Okay, I need to get better at objection handling because I could I could close, you know, I I I I could double my money." Right. Right.

Well, what I what I see there is the lever in this example that you're describing is not how do you get better at closing more of the three. It's how to create more of the three to create five. How do you how do you have more activity and create more conversations so you don't have to worry about increasing your close rate. You just keep your close rate the same by having more people to talk to. Yeah. Exactly. Which that that lever is far far easier. Uh, because objection handling is quite difficult to get good at. Right? And if we double our production and objection handling, okay, we close one more, right? But if we get better at the top of the funnel, right, and is just we get better at our intro so that we present to more people and we keep the same objection handling, we'll end up making far more money because if we're presenting to four times the people, we're going to get four times the closest. Yes. And you'll learn a whole lot more in the meantime. you'll have a lot more activity isn't just about making a lot of dials and um making your fingers bleed. Like a lot of activity is to learn faster. The faster you learn, the the higher your conversion rate will be because you're going to learn from a lot of the mistakes that you made. Or if you have a mentor that you can bring your sales calls to or you listen to your own calls, you'll start to patterns um automatically. But if you're only making $50 dials a day or 60 dials a day and you don't have very many people to talk to, it's going to take you a significantly longer amount of time. And that's why a lot of people fizzle out in this business from what I've seen is they just have the activity. Yeah. And if you don't have the activity, you better have fire marketing, right? Uh, which is expensive. It's expensive and and usually fizzles out as well in this industry. It's just a commoditized industry. It is what it is. There what I like to say is there are no good leads, right? Um, in insurance, uh, there are ones that are a little bit better, but they're all worried about how much it costs.

So, what um, what what are you seeing is the some of the small actions that people can take that will yield the biggest return for them? So, focusing on the intro, right? Let's let's focus on the intro. the intro is going to be the place where you can get the most results for um your efforts, right? Because if you're better at the intro, more people that pick up, you're going to have a higher conversation with them, right? And so I think the important things to notice with the intro is number one, it's not a one-size-fits-all thing, right? It's not a competition of who has the best intro because your intro has to be tailored to the marketing that generated the lead. Depending on how the lead came to you, you have to tailor the the mark your your intro a little bit so that it makes sense because the marketing is going to create the expectations in your client, right? And that that it there's something to write down, right? Miner calls him a writer downer. Uh, which I I kind of hate, but we're going to use it. Uh, if there's something to write down there, uh, that's it, right? You have to the the marketing is going to set the expectations that the client is expecting.

So, are you saying that an age lead introduction should be different than a new lead introduction? I think it depends. Um, maybe a little bit. Uh, but in our industry, that's kind of a unique one because they usually keep filling out information. So, most of the time you can pretend like it's still a new lead and they're they're none the wiser. Uh, but it also depends on what type of product you're doing, right? Like if it's mortgage protection for example, yes, I would adjust it for aged. Uh, because they probably didn't keep looking. But final expense all day, right? That that's all they do is look.

So, let's talk about the intro. What what is what what do you use as your intro? Uh, my our intro or the one that I like to use, it's it's very basic and it and it and I know there's different schools of thought for how to say someone's name. I mean, I think you could probably do a whole webinar just on that. Um, and I'm curious your thoughts. Do you go, "Hey, Kaden," or do you do or do you do the uh, "Hey, hey, Kaden." So, do you end it with a question or do you just assume that Kaden's on the phone? Question. Personally, I do question, too. I recently heard um someone saying that they they just act like it's the person and that they're old friends. So, hi, Kayen. Uh, hello. Yeah, this is just Dana calling and I was reaching out because I noticed you may have requested information on protecting your family from out-of-pocket funeral expenses. I just had a chance to get back to you to see if I could help. And that's that's pretty much my intro. It's very casual. It's very relaxed. I don't say I'm with a company. Um, I don't technically know if that's legal or not, but I want to make it as familiar and as casual as possible. And the whole reason I do that is to buy myself another 30 seconds. Create curiosity. Who's on the phone? Who's on the phone with me right now? Because your client, your prospect, they have all the control really while before you get permission to engage. And so anything that I can do to buy myself a little bit more time is going to help me gain more leverage so that I I can transfer that control to me.

Yeah. 100%. And you said something really powerful there that I don't want to pass by which is create curiosity. Yeah. Right. And I think a big mistake that I see in the intro, not even just in insurance, uh, because I do have teams in other industries as well. Uh, and so one of the biggest mistakes that I see is that people are trying to sell them like you like the sales rep is trying to sell the prospect right in the beginning of the call. And it's like you're not trying to sell the prospect. All you're trying to do is create curiosity to get into the conversation. Exactly. What does yours sound like? And so it's I I actually um don't love to say financial protection for your family. Okay. Um, and and so what I'll do like ring ring. Hello. Hey, Dana. Yeah. Who's this? Yeah. Hey, Dana. This is just Kaden. I just had a a second here to get back to you. It looks like you'd asked us to give you a call. You put in some info about possibly like looking at life insurance quotes. Were you looking for anything specific or just wanting to see what was out there? Okay. Yeah. And so, um, I love that intro and I have bounced back and forth from life insurance to the financial protection, like you said, going back to the marketing. I think both work. Uh, I think it's the confidence of of who's delivering it because I think I could probably get away with both and have very similar results, but it's one that that you, the agent, whatever you feel the most confident in delivering and then commit to sticking to it a hundred times um is the one that's going to work. Don't change it. Like, I'm going to try life insurance this time and then financial protection this time. Like, that's that would be a mistake.

Yeah. Why do you feel like that would be a mistake? Well, because you won't have any like measurable results. You won't be able to like count a hundred. This is how many times I was able to get through. This is how many times it didn't work. Be able to listen back to you have no data with your tonality, with your pausing, like with your inflection. Like just in that little intro, there's so much work to do. And but then if you go ahead and start to change what you're saying in addition to all the other higher level stuff like you'll never feel confident or or get it right.

Yeah. Exactly. And so there there has to be a process to learn the intro. Right. So we're showing you guys kind of like a couple examples of the intros that we use. Uh, but Dana's 100% right. Um, you know, it's it's not just about the words that you use. The biggest thing that I could give anybody in my experience is that if you want to sell more, you need more certainty. Yes. Right. And if you're not very certain, if you feel very uncertain and you're nervous about the intro, they're going to pick up on that and you're not going to get as many people through. So, you could use the same words that Dana's using or the same words that I'm using or the same words that whoever is using. And if you don't have the certainty, then it's not going to communicate. And so, you have to learn how to get that that certainty, right? And so like what we want to show you guys is not just how to do the intro but how to learn it. Um, what was it like for you to learn like how to do that Dana because it's not like human nature is to get distracted like that and and and change it every time. Uh, so so how do you keep yourself disciplined enough to like do it over and over and over so that you can get the data?

I think I have a little bit of an advantage because I've been in telesales for as long as I have. Um, so I have I have that muscle memory and I have I have previous experience to know that you have to do you just have to. So it was a non-negotiable for me in the beginning when I was trying to figure out what worked best. I think that's where it becomes cloudy because yes um, I didn't know I didn't have a mentor for telesales. When I started the telesales team I was given a script that was used for field agents. So, it was all about getting into the door. Um, okay. And so, to not have someone say, "This is what works for me. This is how you should say it." I think that I had a huge disadvantage from that perspective. Um, and that's when I was trying to like go to you YouTube University and um eventually landed on on Jeremy Miner. Yep. And uh that's what kind of gave me the conviction to what I have now like the right for me the right introduction because I feel very convicted in in putting the outcome from the very be from the very first sentence but you know life insurance is is more direct. I like I said I could do both and yeah have the same. So it's kind of like we said before like finding somebody that has a little bit more like more perspective in that area. Yes. Learning a little bit from them, but then tailoring it to what you're doing and making it fit you. Exactly.

Yeah. Because when I took the when I took Jeremy's course, it wasn't for life insurance. No. You know, it was just a a general sales course, but having that that um that grid to follow really helped me feel more confident putting things in place. And so for us now to be able to teach that to agents, you know, whether you're on our team or not, hopefully it should it should give you that confidence that you need to implement because both Kaden and I have have done this very successfully at a very high level and now we're here, you know, to teach it to you. So hopefully should we let them hear your intro one more time? Oh, I wish we had the chat. No chat. I know. I know. No chat. We never figured it out. Yeah. Uh, one more time. And then, you know, one thing I want to say too is that that confidence and that calmness, you have to carry it into the inevitable, which is you're going to get sales resistance. Yep. You're going to get sales resistance even if the person that inquired have had every intent to get information because they that's just how we're programmed. And so carrying that confidence and calmness from intro to handling the concern, those are both equally important front end and back end.

I like how you called the objection the concern cuz that's what it is. Uh, it is it is just a concern. So why don't you give me a little objection this time? Cool. Maybe like I don't have time. I think that's the most common objection. And I want you to hear and kind of pay attention to how calm I sound like it's just no big deal. Yep. Let's go for it. Hi, Kayen. Uh, yes. Who is this? Hey, Kayen. Yeah, this is just Dana calling and I was reaching out cuz I noticed you may have requested some information on putting some protection in place for your family for out-of-pocket funeral expenses. Oh, yes, I did. You just called, you called me right in the middle of something. Can you come in later? I totally get I caught you at a bad time, I guess. Do you just have one minute right now to see if it even makes sense for me to call you back at a better time? Um, yeah. What do you need? Perfect. Now, I'm going to go right into uh discovery. So, I think the I would love to hear your thoughts on this, too, but I think that we are so programmed to get telemarketers off the phone by saying, "We don't have time. Call me back later." And nobody ever challenges us. Yes. I can't even tell you how many times I have decided to pick up the phone and say I can't have time. And every I am at a 100% acceptance rate. Oh yeah. No problem. You just call you back, you know, 4:00. And then I'm I'm not going to pick up the phone at 4:00 because now I'm expect Oh, I know who that is. That's the person I said to call me back at 4:00. I am not answering that. Yeah. You you didn't want them to call you back. You were just trying to get off the phone. and and us as people, we just we don't want the the confrontation. What I really like about what you did was that it was simple. Simple. And and a lot of times, uh, you know, especially people that are newer to sales, they will come up with things that are a little too complicated in terms of objection handling. And then that just tells the person that you're a sales agent. You know, you're just there to sell them, right? Because we we talk a lot when we're not being trustworthy, right? People that lie talk a lot and so we're we're telling their subconscious that and then that trickles down. And so I really liked how simple that was because again, you're just buying 20 more seconds. And it was very difficult to say no. what I'm doing. And if you just commit to challenging that objection every single time because I think that's that's also can get muddy where people will say, "Well, this person was like heading into the doctor and like I heard people in the background and like they decide whether or not the objection is real or not." And I think that's a mistake. I think if you commit to the process 100% of the time, you will get more people that will give you one minute that turns into 5 minutes, that turns into 20 minutes, that turns into an application. But if you decide when when to say it and when to not say it, you are practicing inconsistency and Right. And practicing inconsistency leads to inconsistent results. Yeah. Yeah. Exactly.

Do we want to um flip that? That's absolutely. And then you give me that objection, I'll show them how uh uh I would handle it. Yes. Perfect. Ring ring. Yes. Hello. Hey, Dana. Who is this? Hey, Dana. Yeah, this is just Kaden. I just had a second here to get back to you. Uh, it looks like you'd asked us to give you a call about possibly looking at life insurance. Were Were you looking for anything specific or just wanting to see what all was out there? Oh, yeah. You know what? This is really not a good time. I'm just heading out the door to take my kids to school. Oh, I apologize. Yeah, I was I was really just calling to see if you'd like already figured it out or if this is something you were even still looking for. Did you end up finding it or like were you still looking? Um, yeah, I'm still shopping around, but yeah. Can you can you call me back in like an hour? Yeah, let me get my calendar pulled up. I think I have a couple of appointments coming up. Um, were were you looking for anything specific? Like were you wanting to cover like funeral final expenses or Yeah, exactly. You wanted to leave a little bit more. Okay. Just final expenses and then I would keep going and then boom, you're in discovery. Perfect. Yeah. No, that because you're acting like you you are allowing me to get off the phone and then you're asking me another uh discovery question to try to control. Yeah, exactly. I'm just trying to take control, get past it, and get into the conversation. um the objection's not completely gone, but like you were saying, usually it's a smoke screen. Correct. And so like a lot of people are like, oh, they they get into their heads after they get past the objection. And I can't tell you, I'm sure you hear it all the time, too, where the then the the agent is the one that brings it up. Hey, I know that you had to go and so let's schedule an appointment. And it's like, hold on, they forgot about that. We're past that. You know, and you hear that, right? I do. Oh, all the time. Like like they just felt so nervous about it that they were going to get um I don't have time again that they then bring it up themselves and volunteer to get off the phone. Yeah. It's hilarious. And then you never hear from that person again. Self-sabotaging at its finest.

Um, I I don't actually I wasn't planning on doing this. Um, but this seems like a really good moment to to give them a little uh something that I think could help a lot of people here because the fact of the matter is is you are going to have to book appointments sometimes. Do you have any tie-downs that you use? Um, kind of. Yes. So, um, now tie downs while making the appointment to get them to commit or after I make the appointment. I want to clarify. Like before or after, just whatever you do to get them to show up to the appointment. Okay. I'll let you do any tie downs you do when you make the appointment because I I do a lot of stuff after the appointment is made. Oh, okay. Walk us through it. Okay. So, after the appointment is made, the f before I say goodbye, the first thing that I say is, "Now, I'm going to send you a text message that confirms the date and time of our appointment. I need you to reply yes to that to lock it in." And so I get them to commit to me over the phone to to commit. They're going to reply yes. And then I send the text message. And if they don't reply yes, then I'm going to, you know, continue to, you know, remind them and remind them. And sometimes I'll even send them like a video text message like, okay, hey, it's Dana. Just want to remind you of our call tomorrow at very personalized. Um, I haven't gotten that yes to reply. So, you know, shoot me a quick yes. And if they don't ever reply yes, I am not calling them. Cool. Yeah, you just stand your ground.

Well, and and another thing, and I want to hear what you do to tie down appointments. One of my biggest pet peeves is that people um like stop dialing 30 minutes before their appointment, right? Because I don't want to miss the appointment. And then nine times out of ten, if they haven't done anything to make sure that person is there, they don't answer the phone, they've just wasted all that time. Yeah. You always have to keep dialing up to the appointment. And if you if you're on the phone with somebody else at your appointment time, just send that person a message that says, "Hey, I'm running behind." And stay with the person that's on the phone. I've even seen people yourself at the same time. Yeah, 100%. People are very understanding. Like if you if you are 20 minutes late, they don't care. um your tie downs. What I like to do is at the end of the call, so we we book in the time, right? They send them the invite, they got the invite. Um, then I'll just do something like this, like right before we get off, I'll say, "Oh, um, could you do me a big favor?" And they always say yes, right? Um, I I know that I I I know that this is a little silly, uh, but like when people if people need to like cancel or reschedule their appointments, no big deal. Like life happens. We get it. It's it's like not the end of the world. Uh, but when people don't show up to their appointments without warning us, like that affects me. Um, and like it it hurts me, which is true, right? Uh, could you just do me a big favor and if something does come up like I totally get it uh, could you just like shoot me a text or give me a call that way I can reschedule it and it doesn't hurt me and then they say yes and I say thank you so much. You wouldn't believe how just like rude some people are. Uh, there there's even some people that will say yes and then they'll still do that and it's like it's absolutely crazy. Uh, so I really appreciate that. Um, I I'll send off that invite as soon as we get off the call. And then I'm gonna text you to make sure that it came through. Uh, just do me a favor and and make sure that you respond so that I know that it did like you did get the invite because sometimes it'll go to spam.

So, some of the things that I love that you did there is, you know, instead of framing them into the person you want them to be, right, who who buys life insurance and protects their family, you're you're creating a frame of of someone that they would not want to be, right? Yes. Someone that would, you know, purposely do something to hurt you by not letting you know that uh they can't make the appointment. Um, because some people would actually still do that. And so I thought that was brilliant. Yeah, it's a it's a guilt frame. Um, that's where it comes from. Of course, there's a name for it. Uh, well, I uh Yeah. Well, that's because that's the emotion that you're tapping into is guilt. Um, and so that's where it comes from. And I I put it together um, you know, with the the help of some of those people that I mentioned, but it comes from the fact that guilt is a very very strong human feeling that we all feel. Um, and so by tapping into that, it's very very it it makes it hard for them not to show up to the appointment or at least warn you beforehand. You'll still have people that will cancel, right? But now you know it's a legitimate appointment or not a legitimate appointment. Right. Right. Um, based off if they cancel or not. And so it it really helps a lot of show up rates. I've had people go from a 10% show up rate one week, implement that, change absolutely nothing, and go to a 75% show up rate the next week. That's strong. Yeah, absolutely. To get a 75% show up rate. Yeah. Uh, I that's with pretty good marketing. Um, the marketing does matter, right? As much as people don't want to talk about it.

And so, uh, to kind of recap, guys, the the intro, right? That's going to be the place that is going to give most people the biggest lift, right? Because you're you're going to end up talking to more people. And it's not necessarily about the words that you're using, right? It's about the certainty behind the words. And when we say certainty, it's not just about being quote unquote confident, right? You don't need to come off like an arrogant douchebag. It's more about being sure in what you're saying, right? Um, and when you do that, guess what happens? You don't have to make as many dials like we all want more conversations. And when you have more conversations, you actually start to like your job more because you're talking to people. I think, right, I think that what what gets mundane and what causes burnout is all of the dials with nobody to talk to, right? You It's interesting you bring that up because I wouldn't like I forget that people don't like their job. Uh, I I mean ex I I know I love sales. I love telesales. It doesn't matter what we're selling, but it's all strategy. It's like who like who who's going to be stronger on the phone, you or your customer? It's like it's like a game to me. Yeah, it's all a game. Life is one big game. And so focus on on that intro. That's going to give you a much bigger return. Keep your when they have a concern uh in the intro um or if you want to call it an objection, I don't think it matters what you call it as long as you handle it well. You it's all it's all just a matter of a game up here, right? If it helps you to call it a concern, call it a concern. If it doesn't matter to you and you call it like it doesn't matter. It's all up here, right? Um, but ultimately what it's going to come down to is practice, right? And and make sure that as you're practicing and you're figuring out that intro, the way you get that certainty is delivering it the same way every single time, right? That's going to give you that certainty. You're going to get more consistent and then you're going to be able to actually tweak things because you won't be the variable.

Now, the the next checkpoint in the funnel that usually gives people a really big return, still not objection handling, even though that's the sexy thing that everybody wants us to talk about. Um, the the next checkpoint, at least in my as I've looked at data and I've helped a lot of people, the next checkpoint, especially for insurance, tends to be when it comes to getting the why. Oh, yeah. Or, you know, some people will call that problem awareness or discovery or whatever other cool fancy name that you've came up with it for. Um, you know, it's all the same. Why do they want the insurance? Why are we on the phone? Exactly. Because if you don't get that, it's very hard to have urgency and and you just end up being very commoditized and that sounds like chargebacks waiting to happen. I know. I know that we don't want to say the C-word, uh, but they happen to all of us, right? We all get the chargeback sometimes. And so the the why tends to be that next check puddle in the funnel, right? Like if you're getting people past the intro and you're getting a lot of people past the intro, but for some reason they're just not closing at the the end, usually the checkpoint that's being failed is the why.

Yeah, I would agree. I don't I think that instead of reaching for how do I overcome I want to think about it objection you have to revisit well how much urgency was there to get this insurance in the first place or were you the one that was trying to convince them to get it? Yes. Yes. Exactly. Um, and the thing is is they want it. You don't need to convince them. You just have to figure out why they want it. And to not be afraid. What are your thoughts on this, Kaden? to not be afraid of letting someone go if you can't get a solid why. I think it depends on the agent. Um, but I also think that's the answer for a lot of sales things, uh, where there's not a black and white answer for that because somebody that's brand new, Yeah. I think if you give them that advice, they probably end up letting too many people go. Oh. Uh, but if you give somebody that's pretty good but hanging on to conversations that they shouldn't be, then they probably need that advice. I know I needed that advice at one point. Um, and the way that advice was phrased to me was you have to protect your energy. Mhm. Right. And and so there's sometimes where people I couldn't get the why. And I was doing pretty well. Um, but I would I would stay in there and loop around five ten times to try to get the Y, but it was draining for me. And it was usually towards the end, right? Yes. Or even like in the middle, you know, you're just like looping, you know, you you have you have Frank on, you know, and he's 85 years old and, you know, he's worked construction his whole life. He doesn't have a single emotion in his body. And it's just like give me the quotes, right? And like a lot of times that could be kind of draining and sometimes you just have to let go of those people. Yeah. The professional quote gatherers we like to call them. Yeah. They never make a lot of money. Yeah. The professional quote gatherers. But I I think that after there's a certain point where you have to figure out who is worth your time so you protect your time.

So, how do you go through the why and start to get that? I I do it pretty early on as soon as I get, you know, permission to engage. I just start with with a curiosity question, you know, like what had you interested in getting this information in the first place? And um, you're usually going to get a surface level answer. Just getting older. Just saw an ad, just popped up on my screen, just thought I'd check it out. And so the next level beyond that is feeling really comfortable. Challenging isn't the right word, like challenging them on their answer, but feeling really comfortable digging a little deeper. Um, okay. Besides the ad or what was it about the ad or, you know, so, you know, besides getting older, what is it about your age that has you thinking now's the right time to look at putting something into place? And I'm very, very careful with the words that I use. Um, what do you mean? Very careful. So, what I just said was, you know, so what about your age now has you thinking that you might want to look into getting something into place or has you thinking you might want to look into this at this point? And I never say things like, well, what about your age has you thinking you you're ready to buy today? as a right. But if I don't say I'm very careful with the words that I use, people will hear what I say and they'll interpret it into something like that and that creates resistance. Yeah, obviously. Um, but it's not as obvious as we think it is, Kaden, because I think there are people that that will that will say, "Oh, so I just have to ask them why they want to buy today and then we're good." And they they flip it. And that's where that constant sales training has to happen to remind you that it's not just the digging deeper. It's the specific words that you use. And then of course then even deeper how you say them. And if you guys sometimes make the mistake of saying things like that and you want somebody to nicely let you down, Dana is a great fit to work with. Um, nicely because I I will Yeah, I will not do that nicely. I'll say, "Why did you say that? That was stupid." Like that was the dumbest I ever heard. Um, you've been on my calls and I've said some stuff like that to my team. Um, yeah, those are pretty funny. Um, but it's all it's all with good intentions. So, I like that it's basically you ask an open-ended question like a why question. Why are they looking

For the insurance? And then from there, if they give you uh, you're, it sounds like you're listening for what I would call like a level two or a level three answer, like you're at the service level, which would be level one. Mhm. Ask open-ended questions. Why are you looking? Level two would be like a personal driver. I'm sure I'm assuming you would take that like if they said, "Oh, I want to look because I want to make sure my my daughter doesn't have to pay for this." Um, well, level three would be why now? Yeah. And level three would be like more into like identity would be my my assumption, like why why now? Like, yes, we want to cover the logistics, right? Which would be that level two, like I have a logistical I want to make sure my daughter doesn't have to pay for it. Level three would be like that. Why? And so it sounds like you're asking open-ended level one. If they go level two, level three, we take that maybe probe deeper. But if they give us level one again, we basically ask why one more time, but reworded. Yeah, you'd have to reword. And you have to really tread lightly because you're also trying to figure out what type of person do I have on the phone? Like, are they ready to be vulnerable or do I have to bo and weave a little bit and revisit? Um, yeah, which that which which I think is the problem with just getting a free downloadable script online and one of the reasons that I have chosen for the longest time to not have my script downloadable because you can't just follow a script and expect to get X results. You have to be coached on it and you have to understand when to maybe start with section three and then come back to section one because not every single person is going to go from start to finish. In fact, a lot of them will. Yeah. Yeah. You have to be flexible, particularly in the very beginning of the call. Like, you you you have to be flexible. And so I really like that though, open-ended question um and reask it like, okay, what was it about getting older that made you think that you should look into this? I I really like rephrasing that that question. Um, it's funny because we both have been really successful, but we do do it a little bit differently. Okay. So, what are some of your first questions? I I like to keep it a little bit more controlled because it's easier for me. Okay. Um, and so I like to ask questions that seem open-ended but are not as open-ended. Uh, where I'm I'm kind of multiple choice. You're like leading the witness. Uh, sometimes uh, like binary questions sometimes. Uh, but usually to get into the why, what I want to do is I want to know who the beneficiary is before I get before I ask a why question. Okay. Um, so if they haven't already told me, I'll just right before the why question, I'll say, "Oh, I almost forgot. Who would be like the beneficiary on this?" Like, "Who are you looking to protect?" Mhm. Oh, this person. Okay. And then uh I like to buy myself some time because I I do the medical questions early. I know you don't do that, but I usually do. Um, I haven't always, but I I like that flow better. And I'll say, okay, it'll take a minute for it to load here. Uh, I was curious like, did something happen recently or like what like had you looking for life insurance in the first place? Uh, and then basically, it really doesn't matter what answer they give me. Level one, level two, level three. I It's obviously better the deeper they go. Um, but I don't particularly care. I usually follow that up with a binary question and I say because I already have the beneficiary. Yeah. So I'll say, "So is it more so one of those things where you know like Susie could cover things on her own and you just don't want her to, or is it more so one of those things where like if something happened now, it would put her in a like, you know, like a tough spot financially?" Okay. And what happens if they say Susie can, but I just don't want her to? Yeah, I don't care because I'm going to go right to identity anyways. Okay, are we ready? I I'm I'm going to make I'm going to make the whole conversation about identity regardless. And so both answers take me to identity. Okay. Like who they becoming by by me? Yeah. Like I'm going to start talking about their identity. And so whether they say if they're like, "Yeah, it would put her in a bad spot financially," or if they say, "Yeah, she could cover it." Like, "She's she's a well-established uh doctor and lawyer. She's basically a billionaire, like they do, you know." Um uh she's basically a billionaire. Uh I just want to make sure she doesn't have to cover this $20,000. Um and and so from there, what I do is I bridge it into identity. Now, the reason I like identity is it makes it easy for me. And the way I look at it is everybody gets insurance because of identity. Um, like it like like it's always about identity. So it's easy for me. Uh, I the the trap that's easy to fall into with the way I do it is if you if you're not good at identity and making it seem conversational, it can get weird quick. Like identity is something that can get weird if you're not good at it. I can see that. And so let let's say they say like she could cover it. I just don't want her to have to do that. Like, oh yeah, no, that makes sense. We see that all the time. Um, you know, it's like sounds like it's just who you are as a parent. You know, you probably have always been that way. Uh, and like I just downplay it. Like it's really subtle, right? And and usually they'll be like, "Yeah, exactly." And so it's pretty I'm like, "Yeah, it just sounds like you've always been that way. It's probably just like who you are as a parent and as a person." And they're like, "Yes." And I'll say, "It's crazy. I talked to a lot of people." And like um then I'll slow down a little bit. Like um I mean, it's not that they're bad people or anything. Like I'm not saying they're bad people. It's just, you know, some people, you know, especially where Susie's in a position where she could cover it herself. They just look at it and they're like, you know, I took care of you while you were young. Um, you know, I'm I'm on a fixed income now. I don't want to put my own money towards this. Like, you cover it. Yeah. I mean, you know what I mean. We all know somebody like that. Do they ever get what when you're trying to teach someone how to how to really master identity and they try to say it on a phone call, do you ever hear the prospect getting confused? The prospect usually doesn't get confused, but what will happen is it will land flat and the prospect will say, "Yes, I know what you mean." Um, then what? The the the cool thing about that is that even if it does land flat, you've created enough social context that you can just say, "Can I ask like how come this is so important to you?" And it's not a weird question because you just told them, "Some people don't give a shit." Right? And so now I've created enough social context that I can very directly ask, why is this important to you? Um, but generally people don't get super confused. Uh, I could see people getting confused if there wasn't train like like you were just talking about if there wasn't training involved with the script. Yeah. Right. Um, but part of our training, I'm very big on like just follow the script for a certain amount of time. I don't want you to follow the script forever, but I want you to follow the script for a set amount of activity. Um, don't get too crazy. I think not mastering the getting to the why, no matter which direction you go, whether you, you know, do it the way I have it listed or the way you have it, the way you listed, is I think that a lot of agents don't commit to mastering a process and then they get sucked into just doing what the client says. And the example I'm I'm leading to here is just on Slack the other day, one of the agents, right, got stuck in completely losing track of of the sales process and said, you know, this person has X condition and and I either have to get this carrier or I have to offer lower coverage and otherwise she's not going to do it. You know what I'm talking about? I do know what you're talking about. Yes. Yeah. And I and and I'm sure there's a lot of agents on here that can relate to feeling like their their client is not going to get the insurance unless they can get a level coverage or the amount of coverage that they want within a certain budget. And you've literally relinquished all of the control to them. Like your paycheck is completely reliant on whether or not you can get it done in the parameters that your client has set for you. Um, do you remember how I responded? I don't remember actually. Okay, I'm trying to remember. I said something to the effect of like, let's take it a step back, right? We have to revisit why she wanted this in the first place. What is the alternative of not being able to get the outcome that they want? And being able to like think about the stakes. Yeah. And you getting that control back to help your client think about things in another way, like, well, what if you can't get this? Are you open to looking at things from a different perspective instead of being that order taker that says, "Okay, I'm going to go do what you you've asked me to do and and and I'm going to get it done for you." Like, I think that mentality in general is a mistake where where you just let the client control everything and you've lost control of helping them see things in a different way. And well, it creates a weird dynamic. Um, but it kind of comes back to what we were saying at the very beginning of of certainty, right? Like if if the prospect is taking control of the conversation like that, then what that shows is that they're more certain than the agent. And and the person who is more certain will persuade the other person. And so if the if the prospect is more certain and they have call control, very very difficult. Even if you're having a pleasant conversation, it's going to be very difficult to persuade that person just like we saw that day. Um, and and once you lose control, it's hard to gain it. You know, it's kind of like if we have a a friend that we were friend with when like we've been friends forever and then they become a doctor, right? There's very few of us that actually take their advice as literal as what their their their patients do, right? Because we knew them before they were a doctor, right? We've seen them do the dumb things, whereas their patients just know the doctor, right? And so it's very hard to gain that that control back. Um, and and once the prospect is more certain than you, getting the why also becomes a lot harder.

Should we move down to common failure points? Yes, we're going to move down to common failure points. We're definitely going to go a couple minutes over um like for sure, but we're going to wrap it up here in about 10, 15 minutes. And so just to recap that that why section, either way, what a common question that I get is, how do I know that I've got a big enough why, right? And it sounds like we're both looking for the same thing. We're getting it in different ways. But yeah, you know, there's multiple ways to skin a cat. Uh, but ultimately, how do you know you've got enough? When you have personal drivers and identity, right? Like what's really driving it? And or or like from an identity level, what's really driving it? You're listening for those personal drivers, those identity. And either way, we both start the same way, which is why is like what made this so important in the first place? That opens up the door and then we continue throughout it. Uh, probe, clarify, right, and move through it. Um, and so when we come into the the common failure points, I know I feel pretty passionately about this one. Uh, but part of the reason I feel so passionate about it is because I felt like I was pitched the dream when I got into insurance. Um, and you and I have actually talked about this quite a bit. Um, that that's been one of my biggest struggles going through insurance is I'm I'm very trusting. Um, and I always give people the benefit of the doubt. And so when I've been recruited in the past, I believe everything they say and I end up in vehicles that I thought were Ferraris that are actually Hondas. Um, and I don't even feel like I need a Ferrari, but come on. At least give me a Lexus, baby. Um, I'm I'm tired of the city. You, Kaden Kaden Sanchez, master of sales, can't make a Ferrari out of a Honda is what you're saying? Like, it's just impossible. Because what I'm trying to dissect there. Yep. Because I'm playing devil's advocate is even if you were recruited into an opportunity that you thought was something different, would it be impossible to? It's not impossible. I I think that most of the places I've been recruited, to be clear, I don't think that they are bad vehicles as a whole. They didn't fit what I was looking for. And so it it was more about my expectations not aligning. And then once I realized what it was, I said, "Okay, am I willing to change my expectations?" Mhm. Or should I just get out of the car and get into a new one? Yeah. You know, cuz that's that's where I think it comes down to. And I I see a lot of people that they don't change their expectations, but they stay in the same car. Um, and I've been blessed enough that I have income from other industries and so I've been able to um have a little bit more flexibility as I've decided where I want to be long term with insurance, right? And I I think it's given me that flexibility. But you bring up a really good point um because most of the places that I didn't necessarily like being at were not about the place and the opportunity for me. I think I could have maximized them. Uh, the way I've always looked at it uh is I wanted to be at a place that gave me a good opportunity for duplication. Um, because very transparently, that's my end goal. I want to build a big team, right? And so I I've always wanted somewhere that gave me the best opportunity for duplication. And part of it was also just timing, right? You could be in a great opportunity at the wrong time and that also doesn't align, you know, and and so part of it was that I had to grow in my own journey for the timing to make sense. Um, but what are what are some of the things that that you see as a common failure point? Like if for somebody that let's say they're they're newer to insurance, um, maybe they're in a broker model already, uh, buying their own leads, um, and they're struggling, right? Maybe they're they're they're profitable, but slightly uh, you know, making two, three grand a month or maybe they're losing a little bit of money. It's unpredictable, right? Yeah. It's there's so many different rabbit holes you can go go through with this question. Um, but in general, if you are brand new to insurance as a broker, a lot of it is mindset because you are paying your tuition to learn the craft of sales and not sales, sell life insurance, but telesales and also just the art of of a of a process to get someone to change their situation. And um, so paying for leads, you also have to think about it as your tuition to learn how to master what we do. And you may not get an ROI right away. Even if you are with the absolute best IMO, the the best sales trainers, you still have to be the one to implement what you've learned. And and I can't tell you how long that's going to take. Yeah. Um, I can also say that sometimes people get into the business not realizing that they are starting their own business. They think they're just have a sales job. And yes, and if you look at this as having a sales job, then maybe being a broker, being a business owner is not the right vehicle for you, right? And maybe not right now, maybe it will be in the future. You said the timing, right? Maybe they need a a free lead reduced commission model so that that tuition isn't like their rent money and they're they're stressed out by not getting an ROI. So depending on where you're at emotionally, mentally, financially kind of determines the path that you should start in. But I I would say that also people who decide to broker, they don't buy enough leads. And I hate to be the agency owner that says buy more leads because that's like the the mantra that everybody cliche. Yeah, cliche. But there is something called the law of large numbers. There isn't something called the law of small numbers. And so living in lead abundance is really important to see success. It um in John Wetmore's breakout session at 8% where we were just at, he tells agents to frontload themselves. So where I'm saying, you know, spend a,000 a week on leads, he's like, you should spend 3 to $4,000 a week on frontload yourself into success. Um, and so I think that globally, like as a broker, you can't be afraid to spend money. Um, and if that fear of yours, then maybe being a broker isn't the right time. Even if it's not a fear of yours, but you just don't have the money yet, you know? Um, I've I've seen a lot of people that come into it and I I I love the way you just put that. I think that that's one of the biggest things that we agree on. Um, is that if you're looking for a sales job and like being a broker is usually not a good fit because you're not you you you have to be ready to start a business. And so if you're looking for another job, that's usually not a good fit. The people who do the best are the ones who recognize that it is a business. And maybe you want to start a business, but you just don't have the foundation right now to start the I think that's why you had the the the the team that was free leads is because you saw that hole in the market. Yes. And you said yes, I should have this. Um, that's the same reason why I have my fitness team and like we've talked about that is there's a lot of people that I talk to that I think I love their goals. I love the the journey that they're headed on. Um, and it a lot of times it reminds me of myself, right? And I'm like, okay, I know for me, if I could go backwards in time, I probably when I started being a broker, I wasn't ready to be a business owner. I needed a sales job. Um, but I just didn't know what I didn't know, you know, and luckily I made it through it. Um, but I think it could have been a lot easier if I would have learned from other people's mistakes. I just had to make them on my on my own. And that's that's really why I have the the team at committed coaches selling supplements and nutrition programs is because it gives us a cleaner uh ascension pathway uh for somebody that maybe is newer that needs to get the reps and just learn telesales because it's very hard to learn telesales at the same time as learning how to be a business owner. I agree. That's a lot to do at once. And then but at the same time, we don't want all of our people going into committed coaches because really the the end goal for us is to have a big insurance team, right? And like we I I fully believe in insurance and I I want to dominate the industry. I think we are going to dominate the industry together. Uh no doubt about it. Um, it's just about finding the right people that are ready to run a business in insurance, right? And um I think that a lot of people end up getting pitched it like it's a sales job and then they get in and they realize that the learning curve is really expensive when you're buying your own leads. It's not like it's like, oh damn. When I was dialing, I didn't realize that somebody had to pay for those leads. Uh, exactly. Yeah. That's true. That's that's funny because I don't think that they realize that too. They just get free leads and they don't think about who had to pay for them. Yeah, somebody's got to somebody's got to pay for them. I talk to to people all the time that that don't realize that. Um, what what's I I think another common failure point you already brought up, which was not doing enough activity. Yeah. Um, telesales is extremely difficult. Like we all want to play the skills game. We all want to play the quality game and not the numbers game. Uh, but I I personally am a firm believer that if you want to play the quality game, you want to play the skills game. The fastest way there is the numbers game. You have to know your numbers. If you don't know your numbers in this business, then it's a guessing game. And um the best way to understand what your numbers are is you simply have to track them for at least 30 days. I mean, 2 weeks minimum, but I think 30 days to be able to track your dials, your pickups, your pickups to presentations, your presentations to quotes, your quotes to sales. So that when you take a step back and you look at everything you've done over a 30-day period, you can say, "Oh, okay. So, if I make this many dials, this is about how many people are going to pick up the phone. I had this many people pick up the phone this month, and I had 50% of them, which by the way should be your goal, 50% pick up to conversation. So, I know that I need this many people to pick up the phone so that I can have this many presentations." And then you can look at a whole month and say, "Well, I had a 30% close rate this month. So, how many people do I need to talk to if I want to sell 20 policies this month?" Well, you just do the math and back into it based on what your numbers are. That is how you control your day. So, you need right, this is how many dials I have to make. This is how many hours of talk time I have to have. You know, if I can't make this many dials, this is how many people have to pick up the phone. This is how many people I have to present to so that I can get this many sales. And once you've mastered the activity, then we can work on leveling up what you're doing on the phone so that you can get what Kaden and I have, which is a I mean, I don't know the last time you tracked it, but I'm still maintaining almost a 70% close rate. Yeah, I haven't tracked it in quite a while. Um, but but the numbers are I I also don't I I think that close rate is an interesting number because I as I've gotten more experience in sales, I've seen more and more uh people like you can just manipulate your close rate so easily. How do you track your like what what what I want to look at is uh what's your cost per acquisition? Okay. Obviously, your average average commission. Uh, yeah, depending on product. Okay. Um, final expense. Yeah. If you're if you're more than 200 on final expense, you're struggling. Yes. Uh, for sure. But just I I think your cost per acquisition will tell you a lot. And then your your your close rate per batch of leads. Like who gives a how many people you present to and close? Because if if you buy a hundred leads and you only present to one and close one, you have a 100% close rate. But if I go buy the same 100 leads and I present to 20 of them and close five, I have a 20% close rate or 25, I don't know the math that you know uh close enough. 20, 25 less than 100 maybe less than 100, but I've made more money, right? And so it's like how many what what's your lead to close or if you're if you happen to find yourself in like an inbound environment, uh, what's your schedule to close, right? Like on on on uh the inbound teams that I run, um, everybody wants to talk about their close rate and I'm like, I don't care about that. What's your inbound what's your schedule to close? Because if I have rep number one that I give 10 calls to and five no show and five show up but they close three of them, that's pretty good close rate, five out of three. But if I have another rep that gets all 10 to show up and they have a lower close rate, but all 10 show up, I want the I want the schedule to close. I want the lead to close. Um, and so I think those can be dangerous metrics uh for sometimes for for reps to look at because it's so easy to manipulate them and human nature will have us manipulating them for our own ego. We all want this high close rate and so we accidentally will get off the phone with the wrong people, right? And and when we probably should have presented to that person, but like internally we're trying to protect our close rate. And so I I think it's good to focus on money. How do we make more money? Right? That that's ultimately what all the data has to track back to is how do we make more money? And if you guys struggle with this, um, you know, hopefully you're in an environment where somebody is teaching you this and helping you track it. Uh, because if you're trying to figure out how to track it all on your own, a lot of times it can be pretty overwhelming and fairly difficult. Um, you know, if you're super hard-headed and you love the leader that you have, even though they're not helping you track it, you know, get on get on there, use our good friend Chat GPT. But if you would like leadership that helps you guys with this stuff and teaches you about this stuff, um, then we're hiring. So, how do people make more money with you, Kaden? So, how people make more money with us, um, I believe we are going to drop a link in the Q&A panel. Whitney, you guys just saw those two links that got dropped. If you guys are are in a place where you don't feel like like maybe you're not ready to be a business owner or maybe even you're not sure, um, that's that committed coaches opportunity call there that you see there. Fill that out. There's an opportunity to book in if you guys want to learn more. That is for my nutrition and supplement team. Uh, we use that to help get you trained up, getting you making some money, uh, where we can train you and then transition back to insurance when you're a little bit more ready to be a business owner. Uh, and if you're already doing well in insurance or if you just love insurance and um, you want to learn more about what we're doing in Sniper Insurance, there is a link for that as well. And if you guys hated me uh and you'd rather work directly for Dana, do do you have a link, Dana? I mean, by working with you, they are going to automatically work with me anyways, right, baby? So you get both of us, baby. Can't have one without the other. And I have one more shameless plug. Everybody, this is completely separate. Dana doesn't even know I'm going to do this. Um, but my daughter is doing a school fundraiser and I recorded a little video with her. I want everybody feel no pressure, but if you got value out of this and you want to give back to uh me in some way, I guess this has nothing to do with Dana. Uh, but this is for my daughter. Pulling out the heartstrings. I'm trying to pull out some heartstrings uh for my little girl because she's pulling on she got me wrapped around her finger. Oh boy. I've only got one girl there. I got three boys, one girl, and so you guys already know. Uh, but everybody watch this video if you guys want to support and help out. Um, let me hit play. Maybe it has an annotate button, so I can't hit play. You can't hit play. Oh, here we go. We're closer. I don't want to annotate. I promise I've done this before. Everybody, here we go. What's up, everybody? I'm here with my daughter. Say what's up. What's up? Uh, her school is doing a fundraising competition. Uh, she has to sell like 50 gift cards to to win. Um, why is your school doing a fundraiser? Cuz we're getting a new building and we can't get without a fundraiser. Yep. They're getting a new building. Uh, so to get the building and to fund the building, uh, we're doing this fundraiser. So if you want to support us and if you like supporting local businesses, uh, every little bit helps. And if they're in Utah, what do they get that we're selling? They get uh where do we have gift cards? Place and Bountiful. Yeah. Handles, ice cream, and Bountiful. We have gift cards there. Uh, and where else? Or Marco's Pizza. Or Marco's Pizza. Uh, so everybody, every little bit helps, but if you're local, uh, just DM me for details about the gift card. Thanks. Say thank you. Thank you. I'm a little biased. Uh, but I think she is so cute. And so her school, uh, she goes to a private school. Uh, it's a small business. This is their first building that is actually not in somebody's house. Um, so if you guys want to contribute, uh, they are doing a fundraising competition. Um, I'm putting the link in the chat. It is just Venmo. Um, you guys can look it up. And if you are in Utah, uh, that is the perfect opportunity, I guess, to force me to meet you. Um, because I will have to drop off your gift card. Uh, um, I always get people that are like, "Hey, can we go out to lunch?" Um, well, there you go. There you go. I just there there's the end around. Um, well, I hope you guys got value from this today. Um, I would love to do another one again maybe in a month. Yes, we will definitely be doing another one. We'll keep everybody posted. And the next one, uh, we should have another special guest on here with us. All right. We already had some people leave, so they're not going to know who the special guest is going to be for next time. Uh, but the next one we will get Matt Ryder on here with us, who is my business partner in Sniper Insurance. We wanted to have him on this one. Uh, we just did not coordinate the time very well and it is currently 4:00 AM in Australia and so he is not getting on at 4:00 AM if you guys know Matt. But Matt will be on the next one and so we're looking forward to delivering a lot more of these and there will be a recording. I don't think we're going to send it out. I think I'm just gonna post it on my YouTube and I don't know if Dana's gonna post it on her YouTube or not. Absolutely. Please send it. There you go. It'll be on both. It'll be on both YouTubes. Not in your email. Not in your email. It'll be on YouTube. So, subscribe to both of us. What What's your YouTube channel? I don't even know if I'm subscribed. Uh, it's just Kaden Sanchez. I just I'm just barely getting the the old YouTube going. Okay. And I'm at final expense telesales if uh if you guys want to subscribe to mine. You see, is there any last thing that you want to leave them with? Any last pieces of value or anything that we went over that you think is the most important thing? Um, the most important thing, man, I would just say that if you're going to do life insurance as your career, to align yourself with people that have all the arrows in their back and not only care about you as a number and what you can do for us as far as like AP goes, but also that really care about you as a person and a human and someone that wants to help leave you better than where they found you. And I think that the people that we have here and the culture that we're creating, we really do care an awful lot about you as a person. And probably too much. Probably too much to a fault. Yes. And um, but I think Dana, for sure. It sounds like I need therapy for that. No, I'm just kidding. You'll you'll definitely um you'll definitely feel like you are part of something bigger than yourself and not just a number. Um, and I think that's really important because what we do every day, it's a grind and it's hard and why not do hard with people that care. Yeah. Have some fun with it. And I I couldn't agree more. I think that's, you know, that's one of the best like one of the main things that brought us together. Um, you know, and I think it's you you have to have people that are looking out for your best intentions that want you to win. Um, and and what I tell all of the people that I work with all the time is my my goal in people working with me is to make you so good that you don't need me. That you could leave and go anywhere like anybody would recruit you, but you choose to stay with me. I love. And sometimes they leave. Sometimes they do get good and they leave. Uh, but that's okay, right? Uh, because the right ones stay. And so that's that's always the goal is to put people just in the best path to succeed and hit your goals. So hopefully you guys got some value out of this and we will see you on the next one. All right, bye guys.