How to Sell Life Insurance: Don’t Get Commission Breath Ep 227

we see ups and downs like this and swings that are emotional so these are emotional responses yes to external circumstances which you may or may not have been party to or may may not have actually created yourself right um the only response that you can have to actually write the ship is you got to go back to facts you got to go back to logic yeah staying focused on the details because facts don't lie numbers don't lie [Applause] [Applause] [Music] welcome back everybody to another episode of the life insurance Academy Zach and I are in studio today at the white desk we are here love the white desk wow that was impressive like 1.25 speed I know man you know what everybody tells us they listen to our podcast at 1.25 speed is that real Adam edits our podcast at like 1.75 or two we sound like Chipmunks in here anyways welcome back everybody to the life insurance Academy podcast Zach and I and Chris we've all been doing a lot of coaching uh this last couple of months a lot of new agent coaching a lot of Agents who've been in the business for a year some actually been in the business for many years yeah little variety of everything and we've been finding these themes that we need to Circle back to and teach on and coach on and uh one of the things that's come up um that is a problem is a challenge is a recurring issue that we see is Agents getting commission breath getting that Stanky Breath yeah what is that what is commission breath to when I say agents getting commissioned breath what does that mean to you man man it it's what it does it it I imagine a dog sitting there wagging their tail drooling from their mouth you know you're about to hand them that bone that hand bone or something you know they like ah like it's it's a new agent or an existing agent or for whatever reason any agent that is desperately trying or needing or relying on a cell and so in that the way the way they talk is different their energy um their whole engagement body language their body language every aspect of what they're doing is is it's almost begging they're almost a beggar in a situation where they're trying to help a client yeah it's a very sad and weak and pathetic position to be in yeah and you typically don't notice it till afterward afterwards well you don't notice when you're in it because you're desperate yep you ever been in a situation where you thought you're going to get stopped by the police like you you were rolling down the road and you're and you're you're rolling down the road and you're doing 15 over and you go by a cop that was pulled off underneath the overpass and you're like oh crap I think he got me right what happens man your body goes into like complete Panic you start slowing down you're trying not to break too hard too fast because you don't want them see them hit the brake lights because then you know you're caught it just goes into complete Panic right your body starts to sweat everything is happening all at once all the physiological response are happen you're trying to merge over to get in front of another car so he can't see you you're thinking oh I hope he didn't see me I hope he was looking at someone else everything goes out the window about your normal function you're in desperation mode yeah hoping not to get caught like that's what I think about when I think of people selling in a desperate situation like all practicality and all normal protocol of how they should act and proceed get thrown out the window and you're in a desperate situation you can maybe throw a car chase or something up here something I could see like Duke's a hazard getting run down by uh by Sheriff I don't know what his name B yeah that's man I I I i' be honest I didn't I didn't imagine a car chase in this scenario I was thinking of uh uh what's that guy P col train what was his name uh I forget what his name uh Boss Hog but his Deputy his the the cop oh anyways we'll figure it out you know who I'm talking about yeah I know you're talking about I'm talking about the old school Dukes of Hazard not the movie not the movie that came out later I'm talking about old school anyway rasco P cold train there you go chasing the boys um it's yeah it throws everything else out the window you're desperate you're in a desperate situation agents get into this desperate situation it affects everything they don't realize they're in it MH um what what is this act it it you're right it's it's a desperate situation and it's typically caused from a uh it could be a financial strain right it could be uh as a result of you starting as a brand new being there it could be a financial strain um from you taking extra time off or um you know being being an existing agent or being in here for a while building up some level of funds but being honest with ourselves kind of living off of it when we hit a certain threshold and as that funds get down and then you're trying to turn turn the engines back on full force again it creates this little Panic this little desperateness but it's all coming from the lack of confidence it's coming from the lack of confidence lack of belief but needing that result and trying to live off that and that puts agents of all skill sets of all time frames in a very hard situation because the only thing they know to do is try even harder um in order in order to get the sell and that's the last thing that you absolutely want to do I like when I think about what commission breath is first of all commission breath is like the worst breath it's like the worst garlic breath ever it's really how the sales people get the reputation right slimy you know all the different words people try to say have you ever have you ever been like in a space when someone's got like the worst breath like it's it's you just don't want to even be in their presence yeah it's like do they not recognize do they not know that it's just wreaking um what is commission breath to me is when you're selling out of a place of desperation where it's about you it's not about the client mm you need the sale everything you say and do is oozing I'm desperate I need this sale this is about me and you're you're speeding through you're skipping steps it's it's a it's it's not a good place to be uh it's certainly not a place to uh be able to put the client's interest first and move them to a better place you're just trying to move yourself to a better place because typically it has to do with a financial issue yep would you say that it has to do with finances T typically uh if it isn't immediate it's going to be yeah it it depends like typically if you're brand new um obviously the finance the finances is a huge part of it the pressure is a huge part of it um and there's not a lot of history of success and renewals or anything to lean on um even if you're an existing agent it's a fear that Financial would be an issue it may not be immediately but it's a confidence issue that if it's not addressed properly it will turn into a financial issue which compounds it even more MH where do you where do we see this popping up with agents like uh where does it come from why does it happen yeah uh well it it can happen it will happen to everybody that's the one thing that that that everybody must know it's going to happen if it hasn't happened the conditions like everybody's going to sell with commission breath then the pressure the pressure is going to happen um and how we deal with that if we can prevent it if all possible the struggle is going to happen the emotional up and down is going to happen and where we find this is typically a new agent I just say typically this is based upon our experience of the agents that we've coached and mentored um and this is typically where it happens is is we have agents that come in typically they don't know a lot which also means they don't have a lot of bad habits um they're leaning for guidance support they follow our principled celles system and they listen to all the trainings they listen to a ton of podcasts they they they get our flip chart it works like gold perfect and then all of a sudden um said perfect perfect and they're it's perfect they're having success right out the gate right they don't know what they don't know um but they have good enthusiasm they're positive they're starting something new they have a system they have mentors they're excited and everything seems to be clicking they're getting wins they're celebrating they're high-fiving and that happens and Carries on for a few weeks and then typically throughout that that that period of of the first I would say 12 weeks they're gradually starting to figure out and this is natural they don't I don't think people do this on purpose but naturally as humans we try to take shortcuts um we want to okay it works this way the first few times we did every single step the way we're supposed to but I'm wondering if I could shave a little time off and skip this one little part here or don't go into so much detail here because maybe they don't see the importance of of why they're doing it correct they're just doing it and it's working they don't know which part is working not can how can I generate the same result F faster with less effort in a shorter amount of time yeah that's that's all they're trying to do and they may they may be doing it subconsciously and not really understanding but the problem is is they're continuing to have success cuz they're just making incremental changes they're continuing to have success and then over that period of time they're starting to slightly drift further and further and further away from the original their process process that was laid out that worked perfectly perfect um perfect absolutely perfect optimally optimal I don't even know how to say optimal how do you say that optimally optimal optimal uh perfect said Optimus Prime that works too uh and and before they know it they're having a almost I call it a false sense of success because they're still getting the result that almost gives them a pat on the back that they're doing everything right it almost validates them in an incorrect way um but they then drift so far that one little you know straw that breaks the camels back and then they fall off the they they fall off of it completely yeah um that time frame is typically um the first 12 weeks the first three months in the business right um and then that's when agents typically also uh get hit with maybe a few chargebacks or a few things what um in addition to did you just say something that was taboo charge back we allowed to say that on here nobody gets chargebacks you we bleep that out Adam you said it was perfect they shouldn't be getting it was it was uh but they started drifting we also talked about that right uh so at that point in time it typically happens around the 3month mark three the third and fourth month seems to be a relearning situation where they have to reather themselves get back to it is a forced relearning because now they know what they don't know and it's kind of shocking to them um and now they have to really dial in and they start to understand why the path they were on at the beginning worked so well and what went wrong in that journey and that's kind of this is the stage Roger where this anxiet and fear comes along because they've made the leap from their other career they've they've they've taken a leap of faith they've leaned into something maybe they've never done full commission cells maybe they this is they're really you know stretching theirselves and their abilities and learning and their emotions all over the place and this is the first time since they started not that they were scared but they were scared and struggled yeah right so this is coming from a place where they've gotten off track um they may be getting some charge back how does chargebacks I I want to explore that a little bit more for those of you that are listening that are brand new often times if you place a policy and maybe the client doesn't pay the first premium but you're with a company that advances you as if the first premium was going to be paid yep uh because the policy was approved the bank account registered but when they went to draft the account the next month on the Social Security pay date if it's a final expense case uh it doesn't process and now it takes 30 days of them trying to collect the payment and then after that goes into default and they've got 30 days to get it back on the book so that 90-day window now they're charging back your account for commissions and for the first time you're writing policies and you're not getting paid because the new commission is going to pay off a chargeback that hit because they all started hitting around that 90-day Mark and you're like what the heck is going on I'm not making the money I don't have my leads but you didn't count on that and often times you were told up front that this was going to happen but because it's never happened to you you didn't feel it or EXP experien it now you're in this situation where you have an emotional yeah uh response sometimes a visceral response to funds not hitting your account the way you thought they were going to and then it throws you for a loop financially yeah it happens other times too though we've seen it even with experienced agents it is and if if you're if you guys are unsure if this applies to you or if you have dealt this or felt with this I got a question for you guys number one ask yourself are you in control right are you in control and in control of what in control of your energy tone and mood and and and and your whole your whole attitude your whole demeanor and this is how you know this if your energy tone your mood or your attitude your whole aura that you have if it is because you have had self success or it's due to the celf success that you have had and then you are no longer in control right because that means if you are having success you're going to be super excited you're going to be uh super energetic you're going to be in a good mood you're going to want to help other people you're going to be involved in in your imos community you're going to be on on the calls um you're going to be you're going to be in there but if you're not having success it's going to affect your emotions as well because you don't have emotional control of that you're probably going to drift away you're probably going to start calling line you withdraw you you start calling them less you stop learning as much and you start questioning and losing confidence and belief in yourself you stopped showing up publicly on group meetings and you having these private meetings about why things are not working but you're no longer leaning into the community yep withdraw and I and I ask that are you in control because theoretically that is all based upon the result of a cell or a nonell ideally what you want to get to is the emotional intelligence to be able to say that your actual cell success the the cell success is the result of your positive attitude of your tone of your mood of your entire energy which means that doesn't waver based upon the activity right when you have that in place regardless of the result that's what generates the result MH does that make sense I know it sounds confusing but you need to be the one that has that and that's going to help you and cause the the positive results and the self success that you're wanting not the other way around um I'm going to I'm going to ask the question I addressed earlier I don't think we got to it um we talked about where does it come from um and what we're putting our confidence in when else do we see it other than that 12we window do we sometimes we see it with experienced agents yeah and and and to be honest when when when have you seen it with experienced agents there there's two parts to that um it's not just in that three-month window I think that's where it hits you the hardest and that's where most agents fail or fall out or completely quit and give up uh it's it's it's felt the most in that period but that little window of every 3 months kind of drifting that that happens more and more but it's felt less right it will happen again when you're hitting around your six month 9 Monon a year period um but typically if you're able to push through you have the memory of the up and down you know what it takes to get in and out of that you have the experience so it doesn't really affect you as much especially Beyond year one two or three the other place where that really comes into play is when someone breaks their momentum or they're on a role or they're on a mission um and I I I I mean I have some Agents come in mind immediately that you know week in week out and no matter where you guys are listening from no matter what group you're part of there's probably somebody you guys can think of that week in week out it's like clock work it's like sun up sun down you know what they're going to do you know the days they work you know the results they have it's just it's just automatic um but what you will find is the second time where agents experience the most anxiety uh the greatest lack of confidence and belief in themsel is coming off of um life events or um periods of time where they have taken off it could be from a health issue it could be from um um even a planned vacation PL a planned vacation or a few planned vacations anytime where you're your your focus in mind is off growing your business and serving your clients it takes you time to regain that yeah and the craziest thing is um and and I say this all the time it reminds me of Space Jam in that one scene man I swear it does where you got Charles Barkley Sean Kent mug Mugsy Bogues are playing in the game and all a sudden they touch that ball and that and it sucked the power from all the NBA players and they don't know how to walk they don't know how to chew gum they don't know how to shoot and they're falling all over themselves and those little monstars took that energy and that that power and that confidence the success uh man it's awesome I love that um Adam knows what I'm talking about he's gonna have fun with this here just watch the bring it up every I do bring it up because because it's a perfect visual for it because that agent can be a literal Allstar in insurance we need to show that scene right in here they take a week off and it's like they don't know how to shoot a layup anymore yeah it happens in golf it happens in everything it happened to me in golf just this my most recent round of golf yeah like I didn't know how to play yeah just sell the clubs right you're every other week uh but it it's the the expectation is to come back and have immediate success on that very first phone call or that very first door knock coming off off of a vacation where you had no focus at all on your business and if that doesn't happen then you're like okay I had no income coming in for the last two weeks maybe could be more or it could have been periodic multiple vacations over the last five six weeks so my income hasn't been consistent my activity and work ethic hasn't been consistent and I come back and immediately immediately don't have a burst in results then it's like uhoh um my bills are always assistant right everything else is in my life they're still coming but I I don't have the same moving towards it and it could be from improper planning for taking your time off um but that that causes a lot of stress a lot of anxiety a lot of lack of confidence um I've even seen it with agents who' have actually gone on qualifier trips we've been on some of these trips with people yeah and the trip starts on Thursday yep right there not even started to get ready for that trip right mhm they're not packed and then they realize well I got a short week this week it's only Monday to Wednesday we're leaving Thursday morning early y so I really need to be like getting ready on Wednesday so that really only leaves me two days to work I don't really know how effective I'm going to be so I'll just get caught up on my admin and you're you're literally going out of town on Thursday and you end up taking Monday Tuesday and Wednesday off because you were leaving town on Thursday yep and then the trip goes till the following Tuesday so you're gone from Thursday to Tuesday you get back home late Tuesday night because the flights were delayed you were supposed to get back at 3:00 but you're not getting home till midnight and now because of a few things you're getting up at 9 or 10:00 in the morning getting on the move it's now Wednesday and you're trying to figure out and then you realize oh shoot I didn't put my I didn't get my lead FL I got to call I got to get the leads going again I got to get this piped in and all of a sudden that 5day trip that was literally from a Tuesday or Thursday through a Tuesday or six day trip whatever that is five days turns into two weeks and you haven't done squat in two weeks yeah because of basic bleed over on the front in the back end of a tra of a planned travel event and now you're out of funds for two weeks because these are not paid vacations because when you work for yourself guess what you're not actually paying yourself while you're on the beach or you're not actually paying yourself while you're in Vegas you're not actually paying yourself while you're on that cruise um unless you've got a team and you're making overrides or unless you got renewals also you could pay yourself a salary which I do have a video Adam if you plop it up here yeah um that you can literally have income paying yourself a salary as you're going on those trips so it relieves a lot of that pressure as well yeah so we've seen it happen like that too so plan trips with unplanned uh extensions and I I want to this is real and it will happen to everybody at some level um and and in some severity and I want to talk about like what we do to actually fix this and um because we I want to give people tools to know that hey if you're dealing with this you're facing this anxiety of a new person it doesn't mean you're different it doesn't mean that you're not capable of doing this it doesn't mean this opportunity is not built for you um it literally every single one of us deal with this and this is how we get through it this is what our suggestions would be to help you correct that um what would be the first thing Roger in your mind if if somebody's dealing with this what's the first thing that comes to mind on how to get this kind of corrected and identified well we see we see ups and downs like this and swings that are emotional so these are emotional responses yes to external circumstances nobody has ever came to me and said I don't know if insurance is for me when they're coming off three historic weeks of very high producing numbers nobody nobody ever says that so it's an emotional response to external circumstances which you may or may not have been party to or may may not have actually created yourself right um the only response that you can have to actually write the ship is you got to go back to facts you got to go back to logic yeah because you can't emotionalize your way out of it it's hard to go in the bathroom and Psych yourself up when you're emotionally sideways you can't do it you can't get to the gym and look in the mirror let's go it's hard to pull yourself to that place right you can drink three Red Bulls you're just going to be wired and depressed life insurance Academy pre-workout coming soon there you go uh so you have to go back to facts you have to go back to logic what were you doing in the first in that first 60 days that was working so well what was that were you what was your process look like what were your numbers like so it really goes back to tracking your numbers and understanding your process and Zach we are big proponents of staying focused on the details because facts don't lie numbers don't lie um what are your thoughts on knowing your numbers and going to the facts you you said it perfectly it removes the emotional response um and as long as you're honest and transparent with yourself when you look at those numbers it will remove all of that from you and you don't again the the the the most beautiful thing about this is cu a lot of us out there have it could be Pride it could be ego it could be introverted whatever it is we don't typically want to share with somebody else that we're not putting the work in or we've cut corners or we've cut corners but as long as we track our numbers like honestly track our numbers so we know um how we're running and tracking towards our goals financially it will remove the financial stress so quick example um if I know I need to make X dollar um a week towards my income goal that is attached to what I want to accomplish with my vision and my life not really monetary but to trade it for memories so when I break that all the way down to what I want to hit on a weekly basis I'm going to take that a step further if I know that I'm also going to know my closing ratio how many policies or sales is it going to take me to get to my weekly number I want um and let's just say just for for easy math let's say um let's say my my goal is just $5,000 a week okay um well if I know I'm at 50% closing ratio just keep it simple I know I'm probably going to need to sell probably 10 10 to 11 apps right um and I do that my next question is how many presentations do I need to do to write 10-11 apps if it's around 50% closing ratio well I'm probably going to need to do somewhere in the neighborhood of 20 to 24 presentations right it's pretty simple we're not going to close every one of them some of the ones that we will close may fall off the books but if I want to have that net income um this is what I'm going to look at sometimes it could be 18 because you're getting a husband and wife in one presentation 100% 100% and and and it it could vary but just to give you example the the point is we have to know our numers so I need to know how many apps I need to sell how many presentations I I need in order to sell that many apps how many phone calls or door knocks do I have to do in order to get that many presentations right it could be I get a presentation every 22 door knocks just for an example right that's a lot of door knocks or yeah phone calls right good Lord hope it's not that but you need to know what that phone call is associated with and then how many leads do I need in order to fund this whole thing yeah um but when I do that I can easily say I'm upset I'm emotional Roger I'm struggling I I don't I don't know if insurance is for me I have this anxiety I have this fear um and you're like okay perfect you know I know you can do it I believe in you I've seen you do it before yep let's take a look at your numbers and when you look at those numbers you will see that maybe in a five-week period you've combined in a five-week period you've done enough presentations that you should have done in two weeks that's right interestingly uh I've got a book here in my hand this book actually changed a lot for me how I raised myself from failure to success in selling by Frank uh beter um this guy was a former major league baseball player when they didn't make a lot of money in Major League Baseball uh it's an old book uh but in this book he talks about the two things that saved his butt yep in business and one of those two things and this was copyrighted in 1947 by the way this book isn't just about raise my self from failure to sex success in selling he's actually selling Insurance yes really cool he got into the insurance space um but he talks about the one thing that uh changed everything from him with the exception of this added piece of enthusiasm for what he was doing was when he started tracking his numbers yep when he started tracking his numbers because when you started tracking your numbers he he remembers the time and he references in the book um Mr Walter Lamar Talbot was the president of the insurance company agency that he worked for they were all in a bullpen they would set appointments and go out and see people um and he came in to quit he came in to quit M and he's in there cleaning out his desk his cubicle and while he's in there Mr Talbot comes out and calls an impromptu meeting and everybody in the bullpen gathers and he's stuck in there now he can't get out and he said I had a lot of respect for him he was a super nice guy but I just realized this wasn't for me and uh and he said he said one thing that just stuck with me he said any person any good person who will commit to telling their stories four or five times a day can't help but making good in this business he said that one statement was like I may not be able to control whether they say yes or no I may not be able to control how much money is going into my bank account on a daily basis but I can commit to telling my story about life insurance four or five times a day that I can do he said if he can do it I can do it said so all I did was I committed to that and that started his progress and that started success to to the point where he's one of the largest you know biggest successes and author of a book that many hundreds of thousands of people have read New York time bestseller book yeah um but it's about his numbers and we do a podcast um I did an interview with uh Kevin Montes um back some time ago um we're going to put that podcast episode right there um and that episode was about the one thing that Kevin did to change everything from him and uh I forget what the thumbnail title is but he doubled or tripled his business in just just just a 90 days uh and it it changed everything for him it's about tracking your numbers it takes the emotion out of it absolutely it's it's it's everything you have to do that you have to do that if you're if you're feeling that anxiety it'll be gone when you track all your numbers but again you have to be honest and transparent with yourself about those numbers I think one of the other things here uh before we get on to these last two uh ways to fix this is we've even seen agents kind of Lie to themselves and lie to us they don't do it intentionally because it's not an intentional thing it's it's more out of like I don't really want to fully admit to myself that I'm cutting corn is what you said earlier yeah it's and when we dive into numbers like we've had agents say man I'm not getting the results out of these leads anymore I'm just like it's just not working for me I'm really struggling my my premium is down my income's down and we go back and dissect well what has changed well nothing's changed well when we look back last year you were doing this many leads per week and then what happened in the fall well I realized I didn't need as many they were stacking up so I cut back my number of leads did your production cut back no I mean I sailed all the way through to Christmas okay great what happened in January well I ended up having two and a half weeks off and then I went back to the same number of leads I had in the fall which was a lower number than I had been working all year and now I'm not getting the same results well if we actually looked at what happened is you actually dropped your number of opportunities your call count went down you lost momentum from being off and then when you look at it it takes a while for your momentum to do this so if you reduce your number of leads your production just doesn't automatically drop the next week because you got stuff in the pipeline so if they had a 60 to 90day Pipeline on leads now they're not being honest with themselves they're genuine with the truth and the facts to say no I did adjust I I reduced my number of leads because I was trying to save money on marketing trying to lower my lead cost so you lowering your lead cost as you were going into the holidays instead of keeping your foot on the gas with your marketing opportunities and your lead so that in January one when you're ready to fly You' got plenty of opportunities now you got limited opportunities but now the system's not work in the way it was when in fact you actually change something with the system but if you track your numbers and you're honest with yourself and you have integrity in that process you'll realize the emotional weight is a different story than what the facts are telling you and one more thing on tracking your numbers guys don't don't just track your numbers when you're struggling to pull you out of the rut and then you stop tracking your numbers when you think you're good it's as if not more important to track your numbers when you are having success as well cuz now you know why you're having success and now you can be able to duplicate and teach other people's and pull other people's out of r with examples of exactly the recipe you're laying out that's working yeah there's a reason why top rank coaches whether it's NCAA or in the pros they have so many Scouts they have so many statisticians taking stats on everything because they know activity equals results 100% And they can unemotional IE them when when people are going through struggle um so number one know your numbers what's another way man we can fix this way another one is is pretty cool um and and this this helped me so much but um it may be new to some people but it's segmenting your presentation and this is a this is a mindset activity um I've had conversations with agents all the time and you know um when they are feeling this way they're feeling this anxiety they're feeling this Panic selling and they just they'll do anything they'll try anything but they just need to have this result like now you know and we have to we have to we have to wait a second and say okay what is our number one goal when we're knocking on a door or when we're calling oh it's to get the sell right no not not exactly our number one goal is for one them to answer okay so when I talk about breaking down and segmenting your your presentation is the the sales process and and the whole idea and the psychology behind the cell is we want to uh move people to a better position right and by doing that there's these little stops along the way that we have to get there me meaning if they don't know who I am who am I'm at or I'm never knocking the door never make that phone call I can't get them to sign the policy at the end so it's all in an order that one has to happen before the next one can happen and so on we can't Skip and jump around so if your mindset is already at the very end and and to be honest it's already passed the close you're looking 2 three days later a week later a month later at the at the income hitting the bank account we are so far beyond where we're supposed to be even before we knock on this door or we dial this one phone number so we have to reel that thing back in and we have to segment the cell um just to give you kind of an example like how we would do this number one is the first one is to answer the door or to um get them to answer the phone so if you think about that is your number one goal that's all that matters if they don't do that we I don't care how good you are at closing it's not going to happen it's not you're not going to have a chance to close right that's right um so if we do that we can actually train and Implement strategies and we can actually diagnose the part of our sales process that we need to get better at we now we need to focus on how do we get better at door knocking how do we get better at routing our leads how do we get better at call in or strategies to call on what time to call are we triple dialing are we double dialing are we leaving voicemails are we calling a segment of the leads and then completely exhausting all those and then pulling another segment or we calling all 200 in one in a row we can Implement strategies to make that more efficient to a accomplish number one goal again it's not to get a commission yet it's it's to literally to answer the phone or the door that's right the second one is very simple once they answer the phone what's our next goal it's not to sell a policy it's not to close it's not to see what they even qualify for at this point it's literally for the introduction to gain access or we want to say set the hook it's to be able to stay um stay on the phone for that 15 to 30 seconds to get that initial surprise shock who is this who are you with why are you here to get that portion out of the way to now we've earn the right to stay on the phone we literally have bought time to stay on the phone or we've done our door knock and now we've got our stuff and now we're coming into the home we've gained access we've gained entry that's all that matters at that point so we can't close unless we have that opportunity to have a conversation with them Zach this reminds me right now we're in the middle of the NHL Stanley Cup playoffs couple games left three or four games left and as you know my wife is a Avid hockey fan and so hockey's been on I think they're playing again tonight um Adam's going to be watching his team's out our team's out but we're watching we're watching Florida Panthers right now play Edmonton Florida had Edmonton down 3 nothing in the series they only needed to win one more game Edmonton smoked them in the fourth game like six what was it eight eight1 8-1 they were up 6 nothing at one point I believe or six1 it was crazy I just blew them out like they thought their goalie was unshakable like a wall and they shook this guy's confidence they pulled the goalie put in their backup goalie and their their coach coach is a young coach he's he's not you know he was drafted originally for the Islanders uh back in like 97 I believe he's now the coach Chris noblock for Edmonton and his conversation with his team when you're down three nothing man and you haven't won a Stanley Cup in Canada for I don't know how many years Canada's brought the cup home so to speak um and of course Edmonton has got pedigree with Wayne Gretzky Mark Messier like I mean big pedigree there and they're down three games a nothing they're not focusing on winning the Stanley Cup his message to his team is we need to win one game mhm we need to play our best game I don't want you think about anything else we need to win one game yep then if we can win that game then we focus on one more game because you can't get to the end without getting to this next part of the process so basketball if you ever watch basketball when when coaches call timeouts when moment I'm shifting their goal is how do we win the next two minutes like they literally tell the players it's z00 how do we win the next two minutes this is what we need to do and that's to gain momentum to game Edge to build confidence but they do that with quarters they do that with all kinds of things because it's not about that and this is the same concept you know um you know as as you segment that sell and and you could take the time to figure out every sales process every section of your presentation that you need to segment and your goal is to do everything you can to get as good and as sharp as you can to move to that next section and while you're doing that you're becoming really darn good at this that's right that's right um one final thing so we're uh focused on the numbers to unemotional lie the the the the feels yep uh we're segmenting the presentation what's the last one the last one is this is this is really cool I love this but the win is the activity like we need confidence we're trying to build confidence confidence is the memory of success but the success is whatever we deem it to be okay it's whatever we feel good about it for example some um some kids uh you know their success is to um or if you've let's just say you've had a knee surgery like Chris his first success is to be able to to get out of bed and and walk to the bathroom like that's a win right that's right the win isn't to run his first marathon right right that's the win so whatever we get to deem it the problem is is as agents and when we are desperate we accidentally put success so high for us that the success before we make a dial is the commission that before we ever even come to one training or even on boarding or even fill out our first contract we're trying to make six figures before we've done a thing right so we have to understand that and we have to realize that the sales success or the results or the commission it is what it is it is the result it's the result of what activity the activity and the mindset the activity is actually the win so the win is the number of dials you accomplish like you high-f five that the win is the number of successful segments you can get through exactly and getting people to answer the phone the number of segments you can get through of keeping people on the phone for that 90 seconds to earn the right to have the conversation with if you can imagine creating a poster board and putting all of your sections that you need to accomplish and as you're dialing and going through and you just tally mark however far you got my goal is literally now my goal is to get you know I got all these people connecting I'm good at that now how many how many of those can I get in that first 15 to 30 seconds how many can I get in there as I continue to progress every day that sheet fills up and as a result of that activity and that mindset the the commission is going to come if you have everything prioritized the right way sometimes we're focusing on the result again we're focusing on the full win of the Stanley Cup and it seems so far away we can't get there and if we put our result on the activity and again it removes the emotional um the emotional weight of it and gets you into a place of what Zach referred to earlier is in a place of emotional intelligence knowing that your feelings are liars yes your feelings will lie to you your emotions will lie and they will tell you an untruth sometimes yep and when you go back and look at the numbers when you go back and focus on winning at parts of your presentation and you put the focus on the activity and the Winds of accomplishing the activity you you take out the emotional weight the roller coaster and you can get you back get yourself back to a a Level Playing Field and start and I have I have two mind hacks I'd like to share because these are things that I've personally done um to check myself um and these are things that before you wreck yourself that's right um but I've also so have uh I've taught this to many agents and and it's worked right number one thing is take today and I'll tell you this I'll say say you're my you're my agent Roger Roger I don't want you to sell anything the rest of the day I don't care if you sell one policy I don't even want you to try you're I don't want you to sell anything but I want what I want you to do is I want you to commit to segmenting your presentation and first of all let's do let just can you promise me to give me the best activity and try to see as many people as you can get on the phone that's all I want you to do and then I want you to see how many people you can actually keep on the phone and then I want you to develop the best relationship that you've developed with anybody I want you to actually listen I want them to hear that you're a real person I want them to hear your heart and that you care and then I want you to educate them and I want them to know that they've probably never been educated or taught their entire life about insurance they probably only have some mixed concept from commercial and flyers of what insurance is the least you can do Roger and I don't want you to sell anything the least you can do is teach them on the differences and really educate them figure out what they need for the family and just give them advice right yeah if you do those things you might accidentally sell a few policies today but I don't want you to okay right if you have to write them write the apps but I want your goal today to just do that and use today is a training day use today is practice so go ahead and remove that pressure of trying to put a result or get up that leaderboard just do these things to get better I'm not worried about the cells that's number one you got another one I do okay the second one because that that again that removes the pressure going he's like a spin wheel that removes the pressure right so that that like ah okay I can take a breath I remove the expectations from everybody else cuz we put pressures on ourselves that tries to make us collapse now we need to fix their tone and their mindset and their energy so I tell them this everybody has Financial pressure everybody could use some money so I'll say again I'll say you know Roger what if okay this is a good one by the way just play this is a good one right here what if your wife Rose calls you up right now in full tears and says Roger we just got a check for $300,000 in the mail now the first thing your mind's going to do is say is it legit What strings attach what do we sign up for do we have to it back is there an interest rate let's just pretend it's all checked out and it's legit free and clear no taxes coming out of it you got to check for 300,000 want to know why she's crying right out of Joy probably out of Joy okay out of joy and excitement right you again Roger you're a brand new agent so you're your your stress F got imagine this when you when you first moved to the states doing this and you know yeah that would have been huge right it can it can literally pay off bills it can change your life it will do everything right and it's not much but it buys you time and release pressure yes so if that happened how would you feel amongst your co-workers in your office or even you know going out to homes how would you feel with your energy right oh your energy is big would you be in a negative attitude or would you be in a really positive attitude oh you got that big big energy big energy right you you get you get big energy right um you're going to be excited you're going to you're going to you're going to talk different to your kids you're going to talk different to your co-workers you got Swagger you you do but like you earned if you're walking through the grocery store you probably May wave to somebody or say have a good day like you're going to buy the cherries when they're $66.99 a pound and not wait for them to go to 2.99 a pound you are but what what do you think your energy and your aura and your persona everything you put off your your energy to the world and your universe is going to be different your tone is different it's positive it's excited it's like you have the best news in the world to tell somebody now I want you to imagine that capture that you know what that sounds you know what that feels like cuz this is this is real money to your family now how do you like how do you think that would sound if you called your next five clients or knocked on those next five doors do you think it would matter if one or two call yeah it how would you sound what would your energy be like what would it sound like when you started teaching them about the different types of insurance or maybe the the the ability to listen and hear about their family how would that sound would you connect with them better would they just love that positive energy and they enjoy talking to you right now think about think about what your last five calls are your last five door knocks sound like or felt like and I probably wasn't that same energy the whole idea behind this is to trick your mind and just for an instant to say you have that energy you are that positive influence if we're serving the final expense market right if you're serving mortgage protection whatever Market you're serving these people need this they probably are your body is probably not the best shape they've ever been in they probably on more medications they probably don't feel the best do you think it's really fair that their job is to a buy a policy so that we feel good and we have energy and we spread Good Vibes to our neighbors and friends no our job is to take that energy that you just got from that phone call from Rose take that into every phone call to every sit that you have you're being that positive influence you're being that Beacon of Hope you're being that light in their life that wow when Adam called it really changed my life because of his energy because of the way he connected because he cared that's what we need to give them they don't need to give that to us based upon if they buy a policy or not or hang up on us or cancel a policy right we need to be that and if we can capture that moment even if you have to trick yourself for doing this for 2 minutes before you make a phone call that's the that's what we need to give our clients and the result from that will change your life two sales hacks guys that Jack just went over with you is don't sell anything number one number two you just won a million dollars that's exactly right if you have that approach uh everything's going to turn around because your attitude your approach is different so do you have commission breath do you now know where it comes from do you know what it is and how stanky it is cuz it reeks you don't want it um it comes from poor planning sometimes it comes from unintentional uh absences it comes from uh jumping out of your system not knowing your numbers getting out of your good habits developing bad ones but you know that you can fix it know your numberb segment your present presentation focus on the activity cuz the win is the activity and there's a couple hacks there we left you with I think this was a good episode If people really took this and digested it this is a great this is a great uh episode for basically all agents because everyone's going to go through these struggles and when they do this is a this is a great great content piece so we hope you enjoyed it as much as we did sharing it with you uh and we'll see you next time on the life insurance Academy podcast n

Channel: LIFE INSURANCE ACADEMY

Views: 934

Keywords: final, expense, sales, final expense, final expense sales, life, insurance, life insurance, life insurance sales, mortgage, protection, mortgage protection sales, sales training, life insurance academy, life insurance sales training, life insurance training, life insurance agent, insurance agent

Id: aZmfI2zh1b8

Length: 51min 7sec (3067 seconds)

Published: Wed Jun 26 2024