Transcription
But then I realized, because I listen to, I record myself so I could listen. I said, "Well, I asked too fast. I didn't build up to be able to solve that over here." So that's the only reason why they need to think about it, because you didn't build the need for them to say, "No, I have to do this right now, like I'm late."
[Music]
"How's it going, Digna?"
"Great, thanks for coming up."
"Well, thanks for having me. I'm really honored to be here."
"Absolutely. Um, we are going to talk about some sales stuff. This is the next level, so guys, welcome to the next level. Um, so far this year, you're at 500,000, well that's as of the end of October, correct? What do you think you're going to finish that this year?"
"Over 800."
"Over eight? Really? I am going to kill it."
"Wow, so in two months, you're going to throw up another 300,000?"
"I'm going to keep working."
"Love it, nonstop."
"Yeah, I believe it. And this is your biggest year as a personal producer ever, correct? And you've been with us... well, how long have you sold life insurance total?"
"Almost eight years."
"Almost eight years, yes. Wow, my biggest year. How's it feel?"
"Amazing."
"Yeah, amazing. What do you think was key to you having your... and maybe I'm sure it's a few things, but what's one of the biggest reasons you were able to do so much this year?"
"Well, there's a couple of things, right? So one, in 2023, I transitioned to Spanish, and I'm serving a community that really needs to know about what we do, right? And then I went into IULs, like all in IULs, so obviously the premium is higher and the commissions are higher and all that, so that helped a lot with the numbers."
"Yeah."
"But I think those are the biggest things for me."
"Got it. Um, and obviously you're fluent in Spanish. Well, it's not obvious to the people that don't know you, but you speak Spanish fluently. That was your first language, correct? Um, why so long before you got into that market?"
"I'm passionate about the Hispanic market, but I never worked in Spanish in this industry. All my previous industries, right? And here specifically, because I didn't have systems, right? I didn't have the training, the support, the leads. So I was like, 'I am not going to recruit a Spanish person; they're too passionate,' and I didn't have anything to support them. So I went in 2023, you know, I took a lot of my money and I invested in my business, and I said, 'I'm going to create the system, the leads, everything.' So I have the training support. We train daily in Spanish, every single day I train my team in Spanish. Um, I do my Facebook advertisement and my leads flow, everything in Spanish, final expense and IULs, and that alone changed the game, right? Because now I could bring any agent from... they never had a license before, or they're selling final expense somewhere else, or even selling IULs somewhere else, and they could come work with me, and in 30 days, they could completely change the results."
"Wow. Um, it's funny because it really just sounds like a change of perspective, right? The same reason why you didn't do it for so long is the same reason why you did, right? You're like, they didn't have systems when they created; now instead of looking at it as, 'Well, that's why I can't do it,' you're like, 'Well, that's why it's the perfect opportunity,' right? Because now I can create them."
"Correct. When I went to Family First Life, my first thing was like, 'Where's the Hispanic market? What's going on?' Like in my previous, um, you know, network marketing companies, we'll have a Latino party, we'll have the Hispanic team, and I know what the Hispanic market could do in any company, and I'm passionate about it. Like, there's 62 million Hispanics in the U.S. in the wrong jobs, and I'm like, 'No, we're going to serve those people.' And I'm really excited about what we actually are going to do this year towards the end of the year, finishing, and then into 2025 is going to be a... that's awesome."
"I mean, what's crazy? 65 million Hispanics in the country."
"62 million."
"Yes. What percentage do you think has no life insurance or not enough life insurance?"
"I want to say it's in the high 80s."
"Yeah, they're not educated. And I talk to a lot of clients every day in Spanish, and they say, 'Well, I talked to this guy, but I didn't understand what he was saying; he didn't speak Spanish.' So that alone is a huge opportunity to have an agent that's fluent, that understands, that's, you know, educating that client in their language. They're going to buy, and they're going to bring their families because we love that, right? We're very family-oriented people, and now having a lot of agents working in Spanish, yeah, and you know, going into that community is going to be a... I mean, a whole other company. This is what I'm going to promise to you: the next conventions, like 25, 26, 27, we're going to have more Hispanics than English."
"I would love it."
"We're going to have... you guys are going to have to translate in English."
"All right, let's do it."
"I love it. That's my goal."
"Okay, that's a good goal, and you heard it first here, so um, we're going to hold you to it."
"Oh boy. Um, I want to talk about a few things, so common application pitfalls, right? So, you know, filling out the application is part of the process, a big part, and it also... it's a very important part because it can make or break the policy, right? You do it wrong. If you put someone in a policy they shouldn't be in or can't, you know, qualify for, you're going to cause a lot of unnecessary roadblocks, right? So, um, one question here: how do you help clients understand how certain medications might impact their application process, right? Because it's like you can't just go, 'Listen, you're on that med; you're not going to be eligible.' No, no, don't do that. So how are you... like, may bring me through your process when you find out about medication and how you explain that to your client? Because the last thing you want to do is present them this amazing product that maybe these medications prevent them from getting, right? So how do you make sure you don't end up in that boat, but also how you explain this to your clients?"
"So, the good news now for us doing IULs is that we're targeting a client that's much younger, okay? Much healthier, yeah, and they have money."
"Got it."
"So when you talk... like doing IULs is much different than final expense. My clients will have maybe one medication, okay? And it's like, 'Okay, with the company.' But you do find those clients that will have those medications that they're just not going to qualify. It's not going to be most of them, but you're going to run into them. But I run into them all the time. So the way I set up my presentation, the beginning, the discovery part, I just let them talk, and not at a surface level. I want to get into the emotional part because they're not going to make a decision logically; they're going to make a decision on the emotional part. So I talk, I ask questions, you know, about what they're about to get and why they didn't get it before, why now, you know, you're 45, why didn't you do this before? So when I get all those, you know, that discovery and I find out, and then when I go deep into the medical questions, I do ask every medical question you have to ask in different ways because I'm going to tell you, the Latinos are very special. They would say, 'No, I don't have any medications.' Say, 'How about any medications prescribed but you didn't take them? You gave it to somebody else?' Oh yeah, but by the way, I have this, this, that. Yeah, when you put it that way, yeah, you put it that way, I got a few. So when you dig in and you connect with the client and they tell you everything, then now I know they're not going to qualify, so I don't present IULs until I qualify my client. So that's the difference. Some people, unfortunately, they go at the beginning, yeah, and they talk about how amazing this IUL... if I hear one of my agents doing that, I'm going to go crazy. They already know we don't do that; we're going to pre-qualify your client, and then you introduce the IUL. That's the difference."
"So bring me to that point. Now we got to that point; you realize these medications, you're not going to be eligible for the IUL. How do you break that to me?"
"So I said, 'Hey Carlos, um, I got everything that you told me. Is there anything else?' Like, 'No, that's it.' I said, 'Okay, so based on what you're telling me, I have to do some extra underwriting for you. So I'm going to take everything in today; I have everything that I need. I'm going to call the company; I'm going to see which product you qualify for because I don't want to give a 45-year-old right there a final expense.' Right? Sometimes I have to do some digging and then call the companies and check my underwriting. Well, it might be something that I could offer them, an annuity that they could pay monthly into. So I do the fit annuity, growth or income, and they could put $200 a month, $300 a month. And then what I usually do for somebody I know is not going to qualify, so I prepare a package for them. So I do a final expense, you know, you could do a Transamerica up to 50,000 for a young person with accidental; that's 100,000 in coverage, right? Right? And then you have an accidental policy. If they are, you know, resident or citizen, you do a 200,000 accidental policy, and then you put the rest of that money that they already told you they want to put into an IUL and an annuity that they pay monthly. And now when I present that back to them, I went to work for them. Yeah, they're waiting for my answer. I call them back in 30 minutes and I said, 'Okay, John, this is what I got for you. The IUL itself, because of X, Y, and Z, is not going to be available to you right now, but they gave me these options for you. Here's what I got: you're going to have coverage, yeah, you're going to have accidental, and you're going to be able to participate in the index with this annuity with the rest of the money.' So they got the whole package, right?"
"Right."
"So that's a great way to do that with those clients."
"That's awesome. Um, here's another one. This one's a little more, I think, basic, a little more elementary. Like, and I say if you ask the questions the right way, you shouldn't run into this, but let's... brand new agents run into everything, right?"
"Right."
"Um, how do you address the client's concerns about privacy when it comes to sharing their medical or their financial information?"
"Right, so you have to let them know you are professional, and this is a conversation between you and I. However, everything you told your doctor is public to the insurance companies. Once we plug in your Social Security, John, they're going to know, right? So if you tell me, I have a better chance to qualify you for the right product. So I think building that trust from the beginning with your client, they will tell you, right? You know, and I don't usually have that problem because I do that connecting really well at the beginning, and then they'll..."
"Right, that's key. I do think if you're running into that, it's they don't trust you, correct?"
"Obviously. And a lot of times, it may come down to, like you said, maybe there's not enough trust built in the beginning, right? And it also may be just the way you're asking things. Like if I'm sitting with you, D, and I go, 'Hey, um, they're going to... they want your social security number for this. Are you okay with that?' I'm afraid already. I'm like, 'No, I'm not giving it to you.' Like, why am I making it... it's on the application. If I just go, 'All right, middle initial, what's your social?' 'Yeah, what do you need that for?' 'Well, you need to make sure it's you, CU. It's for life, you know, like if you die, pay the de.' What is it? Like you act like it's just part of the process, 'cause it is. It is. If you make it a big deal, it'll be a big deal to your clients."
"Correct. The other day, I had a client, and he was like, 'Digna, I can't...' and he's already my buddy. Like, we're having this conversation. He's like, 'Digna, I cannot give my bank account to anyone.' I said, 'You should not give your bank account to anyone, absolutely, only to Digna because she's going to do a policy for you and going to protect your family.' What's the routing number again? Yeah, and he's like, 'Okay, pop up.' But you didn't make it... if you're like, 'Well, why don't you want to give it to me? You don't trust me?' Oh yeah, that's going to go... don't give it to anybody else, right? Just give it to me because I'm doing a policy for you. The insurance company is not going to take you without that information, right?"
"It goes back to the first thing Sean taught me about this industry, and it's not even about this industry; I think it's about life in general. It's one of the most important lessons: your attitude and activity are the only two things you control. And if you control both of those and keep them where they need to be, you'll be successful in whatever you want to be successful in."
"100%. And that's this attitude. If I go, 'Hey, uh, we would like to get your bank account information for this. Is that cool?' or I go, 'Hey, what's the routing and account number?' 'What do you need that for?' 'So you can pay for the policy each month.' Like, it makes sense, like, okay. But if it's right here, if it sounds... it's like when you go to the doctor. I love the doctor-patient, you know, like you go there, they just tell you what they... 'Go sit in the room; he'll be in in a minute.' Okay, all right, get undressed, put this, you know, thing on. Okay, sit on the butcher paper. Why? 'Cause that's where you're supposed to sit. Like, you just do it, right? Give me your arm, cough, do this. Like, you don't ask questions because you... oh, it's a doctor, correct? He's a professional."
"Yes."
"Well, guess what? When you're meeting with your clients, you're the professional."
"That's right. I'm the only one with the license here; you need to listen to me."
"Absolutely. I don't care if it's your first day; you have more experience in this business than the person you're sitting across from."
"100%."
"Yes, 'cause you got a license, you did the training, you passed the state, whatever state you're in said, 'Yes, you're allowed to sell life insurance here.'"
"Yep."
"So do it, do it, do it."
"Um, all right, objections. We're moving on."
"Yes, this is... I'll say this every week, you guys, like you say it every week. I know overcoming objections is not my favorite thing; I like to avoid objections."
"I'm with you."
"But there's a lot of new agents, right? And they're not going to avoid every single objection early on. So in the event that these things come up, what would you say to them? And then also, how do you avoid this? So be a two-part deal, right? So someone says, 'It's just another monthly expense; I can't afford it.' So John, when we talked about it at the beginning, you told me that you have no life insurance for your family and you have a three-year-old and your wife doesn't work. So talk me through the process of you not getting home tomorrow. How is your wife going to pay the mortgage? Are you... are you going back? She's going back to her mother's house with the kid? What's happening? Talk to me."
"You know, like I just get real with them."
"Well, you've already done... yeah, I did the digging at the beginning because, and I think that's what most agents do: they don't build up, they don't ask questions. So if you don't do a good discovery and you don't know the why of that client, correct?"
"You absolutely have no right to ask for anything later 'cause they're going to give you a reason why. And for me, it's like, I want the client to hear themselves saying, 'I don't have anything. I don't have a plan B. I don't have money in savings. I don't have a 401k. I need to have this now.' And I tell them, 'Why do you think an IUL is a solution for your situation?' They're selling themselves to me."
"Yep."
"And then now when they... they won't give me an excuse. Like, I hardly get that stuff because I build up to that point."
"Yeah, it's almost not even overcoming; it's just bringing them back to the reason. But to your point, you have to uncover that reason in the first place."
"Correct. The reason why somebody fills out a lead, I don't care what type of lead it is. Back in the day, it was all direct mail; then there's internet; then there's calling. You do a lot of social media leads."
"Social media."
"It's an emotional decision to put their information in those boxes online. It's emotional; it's not logical. It's something happened, whether your ad triggered an emotion. I mean, how often do you meet with clients where someone in their family recently died?"
"Oh, all the time."
"Right? All the time. I love this one with guys 'cause we're stupid like this. Like, you know, maybe it's not stupid, but I went to the doctor and my blood pressure was a little high, so I better get life insurance right away. Like, dude, just relax. It's not like the 1910s where, you know, blood pressure was a death sentence. But it's something, you know, something changed. Oh my God, my doctor said I need to watch what I eat, so I better get life insurance. There's some emotional trigger that makes this happen. So when you're meeting with your... I don't care if you're meeting on Zoom, in person, Tes sales, whatever you're doing, one of the first things you got to do is bring them back to that point, that emotion."
"Yes."
"If you don't do that, no one's going to buy logically, right? They need to be emotionally attached to that IUL. And I do that well at the beginning, and my... and I train my team daily to do this. If you don't go and talk to your client at the beginning, 'John, it was 3:00 in the morning when this came into our office,' 'cause sometimes you can see the time."
"Yeah."
"What happened, right? What were you thinking at that time? You know what I mean? Like, well, you were up putting this information to us. What got you thinking about an IUL? And when they said, 'Well, I like the tax-free retirement,' or whatever, so tell me more about that, John. What does that mean for you? And then I want them to dig in and tell me. And like, what are you most afraid of? Well, and then they tell you the real... then they go down deeper because usually they just talk in surface level with most agents until you find somebody that's going to ask the right questions, and then they go into the emotional and they sell themselves into the IUL."
"And the... whatever excuse they're going to have later, they're going to give it to you."
"Mhm."
"And then you solve that, and then later it's not going to be there; you're just going to give your bank account, and you're just going to do that policy."
"Absolutely, they get it."
"Yep."
"This is everybody's favorite one: 'I want to think about it.' And they do it all different, you know, however they say, 'I'll get back to you. Leave me your number. I don't do anything the first night. I always... I have to ponder whatever the hell they say, the thing, think about it.' Again, you didn't do the job because if they say that, it's that they're missing information. And I say, 'Okay, I understand, John, totally understand. I had to think about it when I did mine, but what is it that you need to think about? Let's discuss it.' And then they go and they tell you, 'Well, I didn't understand everything,' or whatever it. But then I realized, because I listen to... I record myself so I could listen, I said, 'Well, I asked too fast. I didn't build up to be able to solve that over here.' So that's the only reason why they need to think about it, because you didn't build the need for them to say, 'No, I have to do this right now, like I'm late already.' Like sometimes I tell my client, like, 'You know, the best time to plant a tree was like 20 years ago, and the next best time is right now, John. And I was supposed to be done 20 years ago, so we got to do this like yesterday. So let's go.' Like I just get them excited about, 'You need to do this.' Like hopefully you qualify. I keep saying that: 'I hope you qualify for this because a lot of people don't, so let's keep... let me ask you more questions.' So they're like, 'How do I qualify?' They're like excited to get qualified for it."
"Right. I love that you said it's on you, right? Because if you get to that point, and it's okay that you can work your way back, but of course, it is your fault if you're getting objections; they're your fault."
"100%. The clients, like, um, we're talking about books on your True Talk, right? And if you haven't checked that out, go check out the True Talk we did. But I remember Dave Anderson came out with this book years ago; it was called 'How to Deal with Difficult Clients.' And I remember I saw it on Amazon, and I'm like, 'Oh, I need that book,' because like it was early on when I first started selling life insurance, and I thought I'm going to get this book that it's going to have the answer to every objection, you know? And I'll tell you what, Dave Anderson had faked me because I started reading it, and it was all me, me. Like, clients are going to be difficult regardless, yes, like there's... but there's things you can do to break through; there's things you're doing to make... and it really all came down to the stuff we talk about here so much is the client ain't difficult; I made them difficult because of something in my sales process."
"Correct."
"And if you sound like everybody else, they already know what to say."
"Correct."
"Like clients don't go to a meeting before they meet with you and they say, 'Well, when he said this, I'm going to say that.' They don't do that, right? They just hear the same thing from everyone, and if you sound like everyone else, they're going to treat you like everyone else."
"Yep."
"So when you show up, it stops. Like, we're going to... because sales is making a change, right? Like whatever situation they're in right now, we need to change that, and they need to see it for themselves, right? I already know that I could help them with an IUL; I know that, but they don't know that."
"Correct."
"And that it could be me that could help them with the company that I'm going to represent at that point, right? Like, I'm sure you've walked away, right? Like, you know when not to proceed."
"Yes, many times."
"Yeah, you know, I sit with a client, and they're like, 'Oh, I don't know if I could give you my birthday.' I'm like, 'I already have it.' Like, they already not trusting me at the beginning, yeah? And unless I could have a conversation and I could start, you know, asking questions and getting answers, I already know. I'm like, 'You know, Carlos, this is not for you right now, right? I'm not going to be able to help you.' Like, I just walk away because I'm going to waste an hour."
"Correct."
"And then what? No, I'm sorry, but those are... that's not the majority, right? They're... everyone you're meeting with, if they filled out a form, a lead, something, they're interested. They're not going to sit there and talk to you because the ones that you walk, they let you know very early on because of stuff like that. Oh, my birthday? I give you my name? Like, dude, you filled this out, not me."
"Like, I know. I'm like, you send us in paper."
"I'm not interested."
"Is like... like I was at Home Depot a few weeks ago, right? We're doing some renovations at the house, and the solar guys are there, and they come... I just got there, D. I was working all day, did a couple podcasts. I'm there at night. I'm like, 'I got to pick up a few pieces of trim, finish my daughter's room, actually my son's room.' And, um, I just get in the aisle; I'm putting stuff on my cart, and this guy comes up. He's like, 'Hey, uh, can I ask you some...' I said, 'Bro, no offense, I am not interested in anything you have to say right now.' Like, I don't want to be rude, but I'm also not... I didn't ask for anything."
"It wasn't your time."
"Right. So then he goes, 'Do you have EverSource?' which is a power company out here. I said, 'Bro, what about the part where I'm not interested in anything you have to say?' No offense, I'm just trying to get some trim and get the F out and go home. And he's like, 'All right, all right, cool, I respect that.' And he walked away."
"I'm the same; we get like cell phones. Like, I got to get my son a new phone this week, contract. So you go in there, try to sell you everything. Do you have a garage? Do you have... no, I just go, 'Hey guys, I know you're supposed to do your job, but here's how it's going to work: I'm going to get a phone, a charger, and a case. That's it. If you want that, 'cause I know y'all make commission on everything, I'll do it. If you try to sell me some other stuff, I'm walking out.' But I'm upfront with them."
"But I also didn't fill something out, right? Our clients, everyone we're dealing with, we're not that company where it's friends. Like, you've lived that life where I did. I did. That's different; you got to convince people different, right? This, you're bringing them back to whatever that emotional trigger was when they filled out that lead, whether it was a form, a lead capture, a paper, a call-in. But there was some emotional trigger that made them go, 'I need to look into life insurance.' And that's such an important question at the beginning."
"Yeah."
"Why got your attention? Why you filled this out? Right? Did somebody recently pass away? Did you realize you don't have anything saved for retirement? Yep, tell me."
"Yeah."
"Yeah, that's important."
"Absolutely. Um, we're going to move on, wrap this thing up with some financial solutions. So, and this is like every client; this really is a big part of the deal. Every client's different, yes. You may sit with a client and their budget may be 100 bucks a month, correct? Then you may sit with someone and their budget's 2,000 a month, right? Um, so I want to talk about young families with limited budgets, right? So if you're sitting down with someone, 'Hey, I filled something out,' but I go, 'Digna, listen, you know, both of us, we don't make a whole lot of money. We're a young family; we got a bunch of kids. We're trying to figure... I don't have a lot for life insurance.' Right? And that's when you got to come in and do your job, right? I have to do my job, and I'm asking the right questions. So go into, 'So where do you work, Johnny?' And you know, 'What's your monthly income?' And then I go into expenses; you had to break those down for them. Yeah, so what do you... mortgage, rent, this, that? And when I get a total and I see they have like $300 left, I'm going to tell them sometimes it's the other way around. I want... they want $500, and I'm like, 'No, you cannot afford $500 a month because when you have a flat tire, guess what's the first company that's going to go away? This. I'm not doing that. I'm not going to do a disservice to you. You could probably do this much.' And sometimes I got to find a way to... so they could get coverage like that one person because he's the one that works. Like, maybe the wife is home; you need to get something right now. But you know what? Let's start at this price, right? Let's do a $1,100 because I know you could do $100 comfortably. And if your job changes, if you get a bonus, and you know, that's the beauty of the IUL: you have that flexibility; you have that max space; you could put more money into this later. But right now, I want you to keep this. This is not for six months; this is for a lifetime. This is for you to have this when you're not there for your family, right? You know, and I have a little statement that I read about their policy when I do the policy delivery, yeah, where the policy is going to do the job that they're doing now when they're no longer there for their families. Very emotional."
"Yeah."
"But clients need to know that. So I bring clients down all the time. They come in, and they're like, 'I want to do $2,000 a month.' I'm like, 'Johnny, you can't do $2,000 a month. Let's go back to the numbers.' All my hardcore salespeople watching are cringing right now, like, 'What do you mean you bring them back down?' Yeah, well, your persistency was what you said? 98%?"
"98%."
"Correct. I guarantee the guy that goes, 'Oh, if they got 300 left, I'm going to take all of it,' his persistency is probably 58%. Cancel next month when they have a flat tire. They're like, 'Oh, I can do the IUL.'"
"Absolutely."
"They call me like, 'Digna, I had this lady; she's amazing. She's been a client of mine for like a year and a half. She's like, 'I didn't see the draft on my bank; can you check for me, make sure it's coming out? Make sure that it came out.' I'm like, I love those clients."
"Yeah."
"Yeah, that's awesome."
"And I mean, it goes back to what you had talked about earlier: putting that client first, correct? Because if you put the client first, you can do things like that, and you go, 'No, Digna, listen, you got 300 bucks left over a month; we can't do the 500. You don't even have that much.' But you also got to be willing to get uncomfortable."
"Yes."
"'Cause it's uncomfortable. You just met this person."
"Yes."
"Yes, you're doing virtual or over the phone; everything is over the phone. And then some clients we screen share, and some we do Zoom, so we do all three."
"Got it."
"Some clients are just all on the phone."
"Got it."
"So a lot of them are just... you're not even seeing them; you're talking to them. So you're on the phone with someone for the first time; you just met over the phone, and you got to ask them about their budget, everything. Everything. How much is your... what do you spend on this? Like, it's uncomfortable."
"Very uncomfortable."
"But I love doing that because then I get... sometimes they don't even know, and I ask questions to say, 'Okay, how much is your cable bill?' Because in Spanish, people love the cable bill. Like, yeah, that cable bill has to go. But okay, we'll work with that for now, you know? And I just laugh with them, and I'm like, 'Okay.' And sometimes they have a lot of money left over, and I'm like, 'What are you shopping every weekend? Where's all this money going?' And then, 'Well, it's under the mattress.' I said, 'Well, that's the money we need to find.'"
"Exactly."
"But it takes getting out of your comfort zone."
"Absolutely."
"It's uncomfortable for them too."
"Yeah."
"But nobody makes life insurance decisions when everybody's comfortable."
"That's right."
"They were comfortable when they had no coverage; they were comfortable before they filled that out. Now it's time to get uncomfortable. And I think when you're able to do that with a client and get them really uncomfortable... and I get uncomfortable when I said when somebody gives me a crazy excuse, and I'm like, 'Wait a minute, do I have your birthday correct? You're going to be 55, and you don't have anything for your family, and you're going to retire with no money because you don't have a 401k?' And some people, like, they have an IT number. I said, 'Wait a minute, you've been working construction this whole time, and you don't have any money saved up, and you're saying that you don't have one of this, and you're thinking about it?' Or like, 'This has to be done today.'"
"Yeah."
"Like, I get a sense of urgency."
"And yeah, you have to help them make that transition that enough time waiting is enough. Like, you have to do this now."
"Right. Did you meet with a lot of Hispanic... the Hispanic community, right? What do you... are there situations where you have clients that don't have a Social Security number yet?"
"All the time."
"What do you do there?"
"Well, so we are, you know, we have a lot of companies. Thank God for National Life, FNG, American Amicable. You could do a policy for those clients with an IT number, okay? And they usually have a driver's license on time; they have a passport from their country. Yeah, I mean, we have clients in National Life that we could do an IUL that they only have an IT number. Sometimes they don't even have one yet."
"Wow."
"And if they have an address and they have a job and they have a driver's license, we could do an IUL for them and set them up for retirement."
"That's amazing."
"Yeah, that's awesome."
"It's great."
"Yep, there you go."
"Wow. What do they say? If there's a will, there's a way."
"That's right."
"So, D, I appreciate you coming up, doing this. I really do, and everything that you're doing for the Spanish market. It's cool to see the growth. It's almost like going back in time to when we built the company, 'cause like our first convention, we had about like 100 people there, maybe. First time we did like a Spanish training at a convention, we had like 50, then 100. Last year, we're over 500. I think we'll get close to a thousand this year."
"Oh, we're going to have more 'cause I'm going to bring most... we more than I'm bringing a lot of agents."
"Yeah, and if... and I want to just send this out: if you are Hispanic and you're listening to this and you have an insurance license and you own a calculator, you need to be here, and you need to be at convention. Your life will change forever 'cause this company has what nobody else has, right? The platform, the compensation, and the training. And we built everything in Spanish for them, so there's no more excuses. Like, right, we just got to go and build this big in Spanish."
"Absolutely."
"Well, let's do it. And they can find you on social media?"
"Digna Delio Morris."
"There you go, just my name."
"There we go. Send me a DM on Instagram, and I hope you get started."
"Yes, and join us in Irving, Texas, whether you speak English, Spanish, French, whatever you speak, who cares? Join us in Irving, Texas, January, um, 30th, I believe, through, um, it's whatever that Wednesday through the Saturday is."
"So, yeah, I'm doing a horrible job of giving you the dates, but it's the last day of January, first couple days of February. We kick off that Thursday; we wrap up Saturday. We got Deion Sanders coming in; we got Eric Thomas, Hip Hop Preacher; we got Tim Grover. Like, who's that? He's the guy who trained Michael Jordan and Kobe Bryant and a handful of others. Dave Anderson, Chris Carter is going to be there, Kenny the funny sales, all kinds of people. Digna will be there, Shawn Mike will be there. Um, so guys, get registered. Go to FLCconvention.com, get your room block at the Weston. It's... it's almost... um, room block's almost full. We reserved a handful of rooms to help you guys out; you'll save about 500 bucks on your weekly hotel expense if you book through us. But hopefully, we see you guys there."
"Digna, thanks again for coming up."
"Thank you, Mike."
"Hit subscribe if you haven't already. You know where to find us every week right here on the next level. We'll see you next week."
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