Transcription
So, in this video, I'm going to share with you how I learned to sell three final expense policies every single day as a life insurance agent when I first got into this business. This allowed me to make over $10,000 every single month as a life insurance agent profit take-home. I'm going to give you a real result before we get started. Here are some real deposits from November when I was in my first year in the life insurance business. I made $26,000 as an agent. Here are some real deposits: $1,900 from the carrier, $13, $526. You can see in the month of September, I sold $63,000 worth of final expense. Most importantly, here you can see this little cool fact: $1,400 into over $31,000 worth of profit. I want to share with you guys how I did that and ultimately how I focused on selling three policies per day.
Now, not only am I going to share this with you, but the reason I want to make this video is that I've helped other people do it. Just yesterday, you can see here that I helped an agent that's part of Legacy Family Life, where we help life insurance agents make six figures without lead costs. He sold five policies; another agent sold three policies. I can give you all these testimonials, but I want to share with you exactly the three things:
1. What my schedule and my day looked like—the grind of being a life insurance agent.
2. I want to share with you and break down the sales system that I have implemented and ultimately teach to our agents as well.
3. I'm going to show you the character traits that I had to develop as a producer in this tough business that allowed me to succeed and make over $10,000 per month as a life insurance agent.
So first, let's go ahead and jump into probably the hardest part of this business. Let's talk about a day in the life. Ultimately, I want you to make this video because I want to share with you that if you set up your calendar, if you set up your day, and you implement these activities into your journey as a life insurance agent, I promise you, you will be ahead of 90% of life insurance agents.
So, what did my day look like as a life insurance agent, solo guy without Legacy Family Life? I was doing the work, and ultimately that meant getting up at 6:00 in the morning or 7:00 a.m. I would get prepared for the day, have my breakfast, and get tuned in. I had my leads ready, but the kicker here was that at 8:00 a.m., I was actually on the phone. Your activity will increase everything that you do here. One of the biggest mistakes I see a lot of life insurance agents make is that they just don't work hard enough. That was my focus. I knew that I could beat most people by outworking them, and that's what I required. By 8:00 a.m., I was on the phone. My leads would come in; I'd have multiple lead sources, and I would just be banging out the phones.
Now, from 8:00 until 12:00, I was sitting down, stuck in my chair. I was not doing anything; I wasn't texting, I wasn't calling people, and I wasn't walking away from my desk. All I wanted to focus on was how I could make a sale immediately before noon. My goal every single day was to make one or two sales before noon, and if I did that, I could prepare myself to have multiple three, four, or five policy days. That meant that I wouldn't do anything; I'd lock myself in my room, call, call, call. I'd get pickups, and all I was doing was hunting for that deal before noon.
Then, I would typically take a break. I would probably eat at my desk or go grab a quick snack, and then I was back on the phones from literally 12:00 to 6:00 at night until I could not call anymore. I was doing 300 to 400 dials minimum per day. I was doing fully outbound, and ultimately, on the weekends, Saturdays and Sundays, if I did not hit my goals for the week, guess what I was doing? I was showing up every single Saturday for the first nine months of this business, calling. Even now, I'm working every single Saturday to make sure I can get ahead, and on Sundays, if I didn't hit my goals, I was showing up.
So, the bottom line is that I was a psycho in the beginning of this business. If you're thinking that you're going to get started to make all this money selling life insurance but you're not willing to put in 40 to 60 hours or even more every single week as a life insurance agent, be prepared to not hit your goals. Be prepared to not get to where you want to go. Also, if you make that sacrifice, you will make a ton of money as a life insurance agent, especially in 2024, because most people don't want to work hard. The biggest advantage I could share with you is to out-dial, outwork, and output all the effort. If you focus on that, you can control yourself and allow yourself to sell two, three, four, or five policies every single day.
When I didn't hit my policy goals, I stayed late. I did whatever it took, and I want to share with you exactly the sales system, but ultimately how I focused on using my activity to actually hit my three policies per day. The system that we implemented, that I used when I first got started, was pretty simple. I would use my cell phone. You can see in my old YouTube videos, I was dialing from my cell phone. I was then using the type of leads I was actually generating some leads on Facebook at the time. I wasn't really good at it, so I spent a lot of money, and it was okay, but I didn't really focus on it. I used a lot of lead vendors in the beginning. I was using Google life insurance leads, final expense leads. I was using every single one, and ultimately, the company that I worked with in the beginning, the brokerage, had a three-month-old lead store that I would also nurture from.
I would flood myself with leads—30, 40, 50 leads every single day. I would then put those into a spreadsheet and zap them into my little CRM. I either used Go High Level or a company called Ringy, and that was a CRM that I would use. I would basically just call all day, and I want to share with you the system and the nurture system that I focused on that allowed me to get these incredible results.
Because you can get leads, you can call people, but what do you actually do? This came down to a few things that I did. Number one, to sell my three policies per day, I always focused on creating a hit list. So, every presentation, every person I spoke to, every person I quoted, I would put their name and their information down on a piece of paper. I always had a hit list—people who were right there on the edge or people who told me that they wanted to buy but to call them back in a week. I always had a follow-up list. My follow-up game was strong because if I didn't have my deal by noon, my one or two deals I talked about earlier, guess where I would go? I would go to my hit list, and my hit list saved me every single day. When I needed to make these sales, I could go to a long list of people, call them, call them, call them, and eventually, Miss B would say, "Oh yeah, thanks for following up. I'm ready to move forward."
So, the hit list was huge when it came to outbound dialing. Now, when you're putting in the dials and the activity, you're eventually going to get a little bit luckier, and you're ultimately going to find people that you maybe forgot to call, and you're going to go ahead and strike gold. The second thing that I really focused on in my process, and why activity is the core fundamental to being a really successful life insurance agent, is my speed to lead.
Now, I focused on speed to lead like I was insane. I didn't care if I was eating; I didn't care if I was on the phone with someone who was not interested. I would hang up on someone who didn't sound interested and pick up and call the new lead that just came in. That speed to lead was so crucial. I had notifications on my phone and on my desktop. I literally stalked my phone. I built the business; I focused all my attention on closing deals all day. I didn't care about customer service work; I didn't care about relationships. I didn't care about my girlfriend at the time; I didn't care about my family. I just needed to make this business work, and I became a psycho in my first 12 months as a life insurance agent.
That sounds crazy, but speed to lead is really the reason that allowed me to stay alive in this business. After spending hundreds and hundreds of dollars every single day on leads, you better know how to nurture them correctly, or you're going to drain yourself in this business. So, speed to lead allowed me to increase my closing ratio.
The third thing that I focused on is that I triple dial and leave a voicemail, and then I ultimately really focus on my lead nurture process. Again, if you get leads, they're probably filling out leads at other companies. I was buying shared leads, so those leads were being worked not only by me but by a lot of other people, and I wanted to make sure I did whatever I could to stand out. So, when a text message came in, when Miss Betty said, "Oh, I'm not a smoker," guess what I was doing? I was stopping everything and calling her two to three times.
My nurture sequence was something like this: I'd call twice on my cell phone. If they didn't answer, I'd go ahead and hit them on my dialer. The reason is I would always triple dial, but I'd always call them from two different numbers because they were like, "Why are two different numbers calling me back to back?" It allowed me to have a higher contact rate. Ultimately, having multiple phone numbers gave me an advantage because sometimes people would think, "This guy keeps calling me; I'm going to block that number," but they would pick up on a different number.
Then, ultimately, I would treat these leads like I had to get them on the phone. I'd call them, I'd text them, I'd call again in the afternoon, follow up in the evening, shoot them a text message, follow up on Saturday. I did everything that I could, and the message that I kept telling myself was, "What would I do if I had to get them on the phone? What would I do if I had an emergency and needed to call my brother, but my brother's not answering? How do I get a hold of him?" You're going to call him two times, you're going to text him three times, you're going to leave him a voicemail, you're going to say, "Call me back," and you're going to nurture these leads like crazy. If you do that, your contact opportunities are going to go up, and that's what really allowed me to get on the phone with more people in a competitive environment.
So, just to quickly break it down: my schedule was all in—50 to 60 hours per week. My sales system was to buy leads, generate leads, call people, close people, do it again, hit lists, text them, call them, and most importantly, do whatever you can to get as many people on the line. I never bought live transfers; I never spent $80 for these call-in leads. I focused on outbound only.
Now, the most important thing that allowed me to sell these three final expense policies, the most important thing that really allowed me to win in this industry, was that in the beginning, it was hard. I struggled; I suffered. But somehow, looking up, I made it through the beginning as a life insurance agent. What most people fail at was because of the character traits that I developed. It was the person that I had to become to earn six figures in my first year as a life insurance agent. It was the sacrifices and the choices that I had to make as an individual to make this business work and the things that I was willing to give up.
So, if you can implement these in your own life, if you can implement this in your own journey as an agent, I promise you that you will beat more people and have a higher likelihood of success. Here are the character traits that really stuck out to me that allowed me on my journey to be a successful life insurance agent in my first year in business.
The first character trait that I had to develop was the willingness to say no. When I was getting started, I was in my early 20s, so it was, "Hey Peter, do you want to come out with us this Saturday? Hey Peter, do you want to hang out with us on Friday night? Hey Peter, come to this party on Saturday," or "Hey, go to this event." I just said no. Everything in my life revolved around building this business so I could build my future. So right now, if you are struggling to say no, just say no so you can hit your goals.
The second core character trait that I had to develop was the character trait of being consistent. This is the unlock; this is like the little secret in this business. If you can get really, really consistent every day—your leads come in, you show up, you close three deals, you do it again, you do it again, you do it again, over and over—you will actually make money. But most people struggle to be consistent, and they look up at the end of the month and say, "Why am I not getting the results that I want?" It's because you failed to be consistent in all your habits and your routine.
So, I would basically eat the same thing, go to bed at the same time, wake up at the same time, go to the gym at the same time, and call the same people every single day. I didn't try to over-glamorize the job itself. I know it sucked. I would call people every single day until I just got yelled at. I would make the same 300 dials; I would put in the reps. I would stay late, show up early, and do the basic stuff that everyone tells you that you need to be doing. Just doing the boring work that really sucked is what I focused on, allowing me to become really, really consistent where no one could shake me. I knew what my game plan was every single day, and that was to close three deals.
The third character trait that I really learned was actually work ethic and how to grind and go through failure. In my early 20s, as a young business owner, I learned how to grind, how to literally wake up exhausted, bang the phones out, do whatever it takes, put in the activity, outwork everyone, stay late, and stay after work for sales calls and training. That grind, that grit that I developed, and that find-a-way personality—that's who I was and what I developed. I had to find a way.
So many of us are looking for results right now in this business, but they're not finding a way. They're making excuses, or they're just not working that hard. They're not doing whatever it takes; they're not going all in. That's what I did. I neglected everything in my life for a very short period of time to make this work, and that's what you need to do if you want to be exceptional and sell three to four policies per day. You have to put this above all things, make sacrifices, and be willing to find a way.
Lastly, I learned how to manage my money. A lot of mistakes that I've heard or talked to people about is that they make all this money in the beginning, and then they go out and blow it. Then the chargebacks come, and they fail themselves in this business. But what I did is I built a nest egg. I saved; I lived below my means. I was making six figures, and I lived like I was poor. I was living off of $2,000 to $3,000 a month, yet I was stacking cash to go on the offense. I didn't want to buy the Rolex; I didn't want to buy the fancy car; I didn't want to show off to my friends. I wanted to build a business. I wanted to build cash flow. I wanted to build a nest egg where, no matter what, if crap hit the fan, I could survive and go on the offense instead of flexing and looking cool and posting on the leaderboards. I secretly stashed my money where I could go ahead and build a future for myself.
Those character traits come with a long-term mindset—not being so short-term focused. If you can do this, you will win in the life insurance industry, but you have to be willing to go through the pain, do the dials, build the schedule, get consistent, call your leads, build the hit list, double dial your leads, nurture your leads, show up to your appointments on time, do the boring work, make the sacrifices, say no to your friends, and ultimately go hard every single day. Work your butt off Monday through Saturday, and even show up on Sundays. If you want to do that, I promise you, you'll sell three deals per day, you'll make six figures, you'll change your life, and most people aren't willing to do that.
That's my story of what I did that allowed me to change my life. Ultimately, my vision and my goal for my team members who watch this is to put the work in, do the work, and go that extra mile so that you can change your life, build, and ultimately go out there and make an impact in this broken industry. Our job here, and why I make this channel, is to make sure that you can provide for your family, to make sure that you can set yourself up for success, and to make sure that you can go out there and make an impact on people who need great people to serve them. That's why the life insurance industry is so incredible.
I love you guys. Hope this video helped. I'll see you in the next one. That is my blueprint for selling three policies or more per month as a life insurance agent. Cheers!