All right. Hey, seven tips for selling insurance over the phone. You asked a million times, we're answering, here's a video on how to sell insurance from home. Before I give you these seven tips for getting great at this right here, I want to tell you about a webinar that's going on tomorrow with Ramiz Hakeem and Norstar Insurance Advisors. Go to aprisonation.com slash webinar. It's four and a half hours of tele-sales content. It's going to be an unbelievable webinar. You definitely need to be there. It's tomorrow at 9 a.m. on Saturday. If you're watching this later, you can still get the recording of that. Before I go into these specific tips for selling insurance over the phone, one of the first things that you need is you need good equipment when you're selling insurance over the phone. If you've got a slow computer, if you've got a crappy headset, whatever, you need good equipment. I always like a nice, good computer. A couple monitors, two monitors. A nice headset. We use different ones.  I think it was like G, I don't know, whatever, 9.35 or something. Now we're using nice couple hundred dollar alienwares with all of our sales team, but you need a good headset, preferably noise canceling. After good equipment, you also need to think about, before I give you these tips, stay with me, to the very end, and I'll tell you at the very end, it's something at the very end that you probably didn't know, is you need to also eliminate distractions around you. It's going to be really easy when you're selling from home, when you're working from home, to get distracted. Kids running around, wife, et cetera. You need to be, lock yourself in a room for a few hours. Get focused on getting great at this. Some people are already good at it, but a lot of people are asking me and they're not good at it, and they're like, dude, I want to know about it, so I'm going to talk about it. Okay, I feel like I'm as equipped to talk about it as anybody, alright? So here's the first tip of seven. The first one is, you need good lead flow. You need either digital leads, which we can help you with at either secure agent leads or secure agent marketing, or you need live transfers, which now we also have partnered with North Star Insurance Advisors to provide live transfers for final expense, the same ones they use through secure agent marketing. Why is lead flow so important? It's very, very difficult to sell insurance now by cold calling. Now, could you do it?  I used to do it, but there's better ways now. That's why we were able to get you digital leads for tele-sales for six to 12 bucks, and you need lead flow because you may have a good week, one week, but if you don't have consistent leads coming in every week, you're going to be inconsistent. You're going to fail the next week. You're not going to have consistent results. You want to do a couple grand a week, you need consistent leads every single week. So lead flow, that's really important. The second thing is activity. Most individuals will not put forth the dials and the effort that it takes to be successful at tele-sales and selling insurance for a phone. Now, could I send myself some leads and make 10 sales this weekend and put up probably seven grand over the phone in like 48 hours? Yes, because I know what I'm doing. I've done it before, I've done it for years. I used to be able to literally do 69 grand in a month because of high activity. When you have high activity, good things happen. You may not be really good on the phone yet, but if you have high activity, you can eliminate the lack of skill with effort, right? And activity, activity, activity is key. It's big. Third thing is follow-up. When you're working with digital leads especially, you need follow-up. I always talk about 12 touches in the first 72 hours, okay? That's the one thing. And I talk about six calls, six of those being phone calls in the first 72 hours, the first three days, because most people don't follow up enough. 80% of sales are made between the fifth to twelfth contact, but most insurance agents go one to two touches max. That's what most insurance agents do. And a lot of insurance agents don't call a lead at all. They pay for it, they get it, but they're so lazy that they never actually pick up the phone and call it. Like, why would you invest money in something? Why would you even want to sell insurance if you're going to be so lazy and so consumed with lack of confidence and lack of effort that you don't go any touches? But again, the average insurance agent goes one or two touches when they're calling leads. You need to increase this drastically. You need to go more touches, right? The fourth thing is script. You need a system, right? Which is why you could say, well, dude, 900 bucks for a webinar tomorrow is too much. Dude, I think it's too much not to do it. They're going to do 34 million this year in final expense tele-sales and they're giving it all away to you for a measly $900. Like, if I would rob a bank to pay for that, it's going to be that good and that much gold. That's all I got to say. It's ridiculous, okay? A good script and a good system can take a lot of the guesswork out. Most people don't know what to do because there's guesswork and they don't know what to say and they end up saying stupid stuff or they treat it the exact same way as they would treat an in-home appointment. When in an in-home appointment, you would warm up, but on the phone, you don't warm up as much because you need to get control immediately early in the call. A script and a system is vital to you having success, okay? The fifth thing, fifth thing is control. You have to get control immediately at the beginning of the call. Ramiz is going to talk about this tomorrow in the webinar of why. Again, apreciation.com forward slash webinar on why getting control early in the call. He's going to actually give you the first few pages of a script. When you purchase, you already get that in the previous recording and in parts two and three, he's going to go over the rest of the sale tomorrow. Gaining control, being in control, not answering their questions until you're ready is important. He's going to touch on that tomorrow. I've heard him do it a million times and it's absolute pure gold. You must be in control. I don't mean get control by just vomiting and talking a lot. That's not what he would say and that's not what I would say. The great salespeople, the prospect talks more than you do. Great salespeople ask questions, they listen, they steer the path and they are in control of what happens next, okay? The sixth thing is you need to be relational. This is a relationship business. You need people by from people they know, like and trust. Well, you need them to like you and trust you and it takes time. It takes patience, it takes a relationship and you're not going to make a tell-a-sale in three minutes or seven minutes. It takes a little bit of time, stories, right? Facts tell stories sell. I just shot a video earlier on that today that will come out later. It's important because relationship is important. People buy when they feel comfortable with you and you want them to feel uncomfortable with you because that's what they're going to choose to do business with you. And the last tip, are you ready? Is you have to assume every step of the way. From the beginning, I'm assuming they're going to answer the phone. I assume they're going to talk to me. I assume they're going to talk to me for 45 minutes. I assume they're going to love the benefits. I assume they're going to love the features. I assume they're going to love the options. I assume they're going to pick the middle one because 80% of the time they pick the one in the middle out of the three options, right? You need to assume that they're going to love you. You're going to have a good relationship with them. They're going to talk to you for an hour. They're going to buy. They're going to keep you forever and they're not going to change their mind. Assuming is the way to continue to not only keep control but to be relational and to follow a script in the system so that the whole time you are following something that works. That's why you could just bang your head against the wall and just keep doing the wrong thing over and over and over and over and over again. Or you can get on tomorrow's webinar, you can pay a little bit of money, and you can end up seeing better results with this because you decided, you know what? I'm gonna go for it. You know what? I'm gonna take this seriously. You know what? I believe anyone in our industry can be successful at selling over the phone. Most people that watch this won't commit. Most people that watch this won't go all in on it. Most people that watch this won't have a lead flow. Most people that watch this won't have enough activity. Most people that watch this won't follow up enough. Most people that watch this won't have the right script in system and they'll never pay for the right script in system because I don't pay for stuff. I figured it out on my own. I fell for three years and then I, you know, maybe I'm part of the 92% or maybe I fell for three years and I finally figured it out. Well, who wants to fell for three years when you can just freaking buy it, okay? Great salespeople are in control. Most people watching this struggle to get control. We're gonna tell you to watch tomorrow's webinar exactly how to get control. Great salespeople are great at building relationships, right? Most of you reach out to me daily, constantly on Instagram and everywhere else because I care about you. You can tell. You know you can trust me and you feel like and I feel like we have a great relationship because you've watched 2,000 of our videos, okay? Same thing for being assumptive. Great salespeople are assumptive. Most people that are watching this will not be assumptive enough and you need to be assumptive. You need to be great at this. It's the secret to selling interest from. These are seven tips, okay? You need good equipment. You need to stick with these seven tips. You need to eliminate distractions. You need to get serious, set a goal and then go freaking achieve it. Just commit, go all in. JB, the wolf is in the house, dude. Thank you so much for doing this. I really appreciate it, buddy. A pleasure. A percent nation. We have the Wolf of Wall Street, Mr. Jordan Belfort in, we're doubling down, right? Because he's gonna be in Vegas with us, but we're doubling down and we got him on virtual as well. Huge thanks to you, buddy, for spending some time with us and doing this with us. I don't think anyone needs an introduction per se. If they do, I would say just go watch the movie, right? I mean, would you agree with that? Well, I mean, the movie is mostly true. I mean, some of the things that are in the movie are not true, but the things that you think would not be true are true and the things that aren't true is the opposite, you know? But I think it's a good feeling, listen, the bottom line is that, in the context of what we're talking about today, the secret to my success on Wall Street and throughout my life has been my ability to take people who maybe are not natural-born closers and very quickly turn them into superstar salespeople. And frankly, on Wall Street, Stockbrook was all glorified salespeople. That's what you're doing.  In reality, yeah, there are those types of people out there, but most of all, you have people on the phone falling away, closing deals, so there you go. Let's jump into that. I love that. So do you believe that there are natural-born closers? Yeah, of course there are natural-born closers. I mean, I am one, I've seen many, obviously there are different degrees of it, so imagine anything else as a continuum. So yeah, there's natural-born closers and there's natural-born closers at the highest level. So why was that guy, that was the Uber natural-born closers? And what that means to me is that, in some way, my brain, in the way it's wired, the experiences that I've had, intuitively, I know exactly what someone needs to hear, what I need to look like, how I need to say things, to essentially get someone to agree with my point of view, which is buy from me, that when I have this value, it makes sense for you to part with your heart or money. So natural-born closers, without really even thinking about it, just intuitively knows what the other person needs to hear to get them to say yes. And obviously you can unpack that a lot more. What does that mean then? We can really break it down to its miniscule chunks as you want here.  How do you close at such a high level? They'll be like, oh, I'm a good people person or I overcome every objection or I work hard and knock on lots of doors. They really can't verbalize it. And if you can't verbalize it, you can't chunk it down and you can't teach other people. So while, yeah, I was an amazing salesperson myself and I always thought that as my superpower, my real superpower was that I had the ability to transfer that skill to other people. And that was really how I made all the money. It was by taking people who were not natural-born closers. In fact, some were just terrible closers and I made them great. And I took people who were great and I made them into the top 1% in the world. So wherever they were, you can rash yourself up. Yeah, and is that what you're doing now, right? Mostly training those that aren't natural-born closers or that are to be simply better at their craft.  My business really consists of a couple of things. Number one is actually recruiting. Companies hire my company to go out there and find the top producers of tomorrow. It's a fiercely competitive landscape in the past, right?  You know, you had to find great closers, right? So it was very easy for me with my brand to go out there and find the kids coming out of college or those that are just out there floundering in the workplace, haven't found the right place to work yet. And because my brand can attract them and train them and then deliver them to a company. That's one aspect of it, right? In a post-COVID world, now what you have is a real problem for employers, is that think about this. It's a really interesting thing. You think, wow, now the employers have to pick a litter. Everyone's out of work. There's so many people with the jobs. Okay, great, but what happened? Let's slow that down for a second. When companies laid off the bulk of their workforce, if we focus on the sales aspect, who did they lay off? The bottom 80%, the top 20%, the top producers kept their job. So what you have now is a huge pool of people not at the top of the heap.  So I have systems and psychometric tests that are part of it. You get to sit through people. And I also have this intuitively, my team, you know, after so many years of just spotting out for people that really have what it takes and that are dedicated. And then we actually train those people using a system called the Straight Line, which many people know about, which is the system I've been teaching for many years of how you step-by-step become a world-class closer and deliver those and onboard those to companies. That's my system. That's awesome. So I mean, and there's a lot of individuals and companies that are gonna be watching this that what should they look for when they're hiring people? Well, number one, you gotta realize that the typical interview questions out there are like, they're all well-known. And most people, to put it bluntly, are, you know, what do you do when you're going to interview?   It's like, you know what I'm saying? When you're on a date with someone, you don't really know the person you date until three months. Because for the first three months, they send their representative. It's like their best self. And then only, you wait, what, I can't believe it.  So there are questions and what we do, especially, so there's two sides. Number one, there's psychometric testing. That's actually my own proprietary test based on what I've seen over the years. This was something I created in conjunction with psychologists and it's really intense. So it's 30 ways to ask the same questions to get to the truth of it. And then based on that, you see what certain conferences are that predispositions, for example, someone might not be great for cold calling, but there'll be a world-class closer. There'll be the guy that you want to close. Other people might not be great at closing, but they're amazing at managing the long-term relationship, which is equally important for lifetime value of a customer. Some people are meant to just be more in face-to-face sales. Others out there. So you gotta know, all salesmen aren't built alike. So this really sifts through all those people. Then through behavioral interviewing, you can really narrow that down even further. And then once you have those people, and here's this, two other parts. Number one is onboarding. So the biggest danger point for any salesperson is the first 30 days. They have to show up already trained.  First year attrition of a salesperson is the death knell of every salesperson. If you can get a salesperson trained onboarding correctly and they don't leave that first year, you are literally at the top of the heap when it comes to sales, bottom line. The issue that I see even with really successful companies, for example, I do a lot of work in logistics and pharmaceuticals in auto, they will have 60 plus percent attrition rates and they're still making a fortune. That's how insane it is. Sometimes I have to come down to 85% attrition rate. They were buying 300 salesmen a year and blowing through 85% of them before I got involved. All right? And they're a billion dollar company. So just imagine the impact it has on a company's bottom line where you can choose who are the right people to actually hire, be make sure they're trained to a razor's edge on your industry specific items before they show up, onboard them correctly and then also coach them. We also coach them afterwards, free of charge for a period of two years to make sure they perform. So to me, that's a formula for success. Of course skill set, that's part of the training, but you got to get the right person as well. Yeah. When you talk through like finding the right people, siphon through and you and your team, when you do, how do you end up identifying the right person? Do you use like a disc assessment assessments? Is there a certain? No, I own this. No, this doesn't work. I found that this doesn't work at this. I think it's mostly, I have no offense. I just think that a non, my system, my test is proprietary just for sales. So if you're looking to hire a psychologist or office workers, don't use my, what I do, I specialize in what they can do better than anyone in the world. That is, I know salespeople. I know how they tick and I spent years unpacking it. It was scientifically proven formula of how you spot out. So it's just a predisposition to succeed. Does not mean they're going to succeed. They need to be trained. They need to be onboarded correctly. And it's that at first year in the life of a salesperson, the reason that's so important is because of the way the belief systems work. Success to get success. When someone goes into sales and they fail in the beginning, they start to develop limiting beliefs about themselves, their capabilities, and it becomes a self-defeating cycle here. So it's critical that the first experience that someone has in sales is a good one. Now, granted, there's many people and I made my living, taking people who were failing and making them succeed. But if I'm talking just from the company perspective and an experience at a company, the key is, is you want them starting off on the right foot. So to me, the worst thing a company could do is to put people out there in the field or on the phone who are not ready. You don't know what they're doing.  And two, you find people who could have succeeded with the right training and the right, they've had the skill sets to close and knew the product well enough. Yet, you self-sabotage because they start off the wrong foot, they never get going and that spreads throughout the sales force. And that's why you have so many subpar sales forces out there. So it's, you know, it's not like it's just finding the right person. It's finding the right person, making sure they're trained correctly, onboarded correctly, and especially that year one attrition is the crucial part for anyone who owns a company and also for you, the sales person yourself, because the bottom line is, is how you perform in the beginning is gonna set the stage for a cycle of belief building that compels you to being a top producer. Absolutely, I totally agree with everything you're saying from a confidence standpoint, you can just totally crush it, you know? I love that, I love that, that's really good. Well, when you look, when we, I wanna jump to the straight line for a second, for those that don't know maybe what that is or what that means, can you break that down and explain that for a quick second? Sure, so the straight line, that's the actual sales training aspect to what I do. And I think it's probably the most well-known system in the world that's been, you know, obviously I'm gonna have the benefit of a movie where Leo DiCaprio is with my logo straight line in the background, sell me this pen, right? But what the straight line really is, it's a backwards way of looking at selling, meaning rather than saying, you know, it's like, okay, I'm standing at the front, what do I do here? I gotta close this question. Imagine a person that bought, what would they have to hear? What things would they need to know? What would they wanna see before they said yes? So you say, what elements have to line up in another person's mind to get them to say yes? And when you have experience that you'll quickly find out, there are just a few things, it's not a million things. There are three things, core elements that must line up in every person's mind before they buy a product. And then there are a couple of ancillary things as well for the tougher closes. So that's one part is what are these five core elements that must line up? What are the things you have to say to essentially get them to line up? So the straight line essentially imagine it's the shortest distance to two points to straight line, right? So the philosophy is that at the beginning of the open, at the end you have the closed and the straight line represents the perfect conversation. Imagine like an objectionless close when a person was a lay down.  As a salesperson, if you knock on enough doors or make enough calls, eventually you're gonna find people just, oh yeah, great, oh my God, they're almost pre-sold to the easiest closes of all. So that represents that perfect straight line sale and objectionless close where the prospect agree with everything you say. And the only problem is that those are few and far between. In the real world of sales, people have objections.  So use the sales and wanna keep them on the straight line. They want to go off the straight lines. What we have is this methodology that gives you boundaries above and below the line. How far the conversation can stray off of perfection before you lose control of the sale and start spiraling off to what I call the Pluto. We're talking about the price of tea in China or things that have no relation to the sale or down here to your anus, not a good place for salespeople to be. The point is, is that what I realized, there was this magic moment I had when I couldn't get my guys, this is 30 years ago, right? But I was trying to train my first 12 salespeople and I was already teaching an amazing system. It did not have a name, but I was a great sales trainer even then, but I had switched from selling average moms and pups to the richest 1% of Americans and the sale was infinitely harder. So it was a really tough sale. So the system I was teaching, the old one, yeah, it was good enough to close average moms and pups. But take the same type of sale to super rich, uh-uh, the system broke down and collapsed. So I had to invent a new way of training salespeople because here's what was happening. I was calling the same and I was closing 50% of the people I spoke to. My junior partner, Danny was calling these people. He was closing 30%. Yet my 12 average kids who had barely clawed their way to high school, they were closing zero. Same leads, same script, same phone calls, selling the same product. I'm closing half, they're closing zero. I couldn't understand it and that went on for a month and I finally cracked the code in this one evening and I realized what it was, something very elemental. It was really simple actually. What it was, it's easy to learn, is that I had a certain way of talking, a certain way of looking, a certain way of the energy I exuded, that literally from the first few seconds of the conversation, when I get on the phone with the prospect, well, face to face, they would perceive me in a certain way.  They'd say, wow, this is not the average bear, not the average guy. And they'd say, this is an expert and they would defer to me. They would let me control the flow of the encounter. Because what we do, we've been conditioned since we were yay big to defer to experts. We let experts guide us. We seek out experts to solve all problems. So by getting yourself into that, that position where you're perceived sharp, enthusiastic, an expert in your field, people defer to you and once they do, they essentially hand you control the sale, we'll guess what. Now you can start lining up the elements in the same way every time. So I had this philosophy, I said to my guys, guys, don't you get it? Every sale is the same. And they were like, what? Like, how could every sale be the same? And my guys, every sale is the same. To me, because I was taking control, every, I can move it down the same path every time this, people have different needs, different values, different pain points. They say different things, but the same core elements must line up in a prospect's mind before they say yes and with the straight line system, once you're in control, you can then line those elements up in the same order every time. It's almost like picking the lock of a safe. The way you crack, a safe crack, a crack's a safe. He puts his ear, spins it one way. Click, he has a number. Does he try to open the safe? No, he knows there's more numbers. He spins it the other way. He has the second click. Spins it the third way. He has the third click and then he tests it. That's when you ask for the order. If he got all three numbers right, the safe opens. If it doesn't, what does he do? Oh, damn, it's uncrackable. No, he goes back to the beginning and he tries the three numbers again. So with the straight line, we have a very similar tactic we call looping, we loop back and try again. And every time you essentially run these patterns, you're cracking these numbers of his buying combination, you're asked for the order is essentially seeing if the safe will open and when it opens, victory. That's the shortest way to explain it. And it's so simple to learn that when I teach it to companies at the people, they have these 30 or 40% uptake in close rate in a matter of days. That's just in days and much more effort. It's a very simple system.  They were not NASA scientists. They were kids that barely graduated high school. They came from poor families. They could barely walk and shoot government at the same time. And the movie was very accurate.   Well, I mean, and I love how simple you make it, right? Getting in control earlier, following the straight line, if they give you an objection, obviously you're pivoting back. I mean, it makes a ton of sense. That's one of the things that I'm glad we're covering because the theme of 8% nation is that 92% of insurance agents fail. Well, the 92% that fail, the most common thing that we hear from them that they have questions on is objections and being able to overcome objections and objections just startling them and scaring them. And so I love that you're addressing that. Yeah, remember this. So that one little point here is that objections are smoke screens for uncertainty.  That's very different than saying, no, I'm not interested. See, no means no. And my mind says, no, I don't want it. They're having, I don't see, as a salesperson, there's one thing everyone here takes away from this outside the critical importance of being in control of the conversation is that as a salesperson, as a top producer, your job is not to take the word no and turn it into yes. That's not how sales will make their money. I don't turn nos into buyers. I turn, let me think about it, into buyers. I turn bedtime of year into buyers. I turn, let me speak to my wife into buyers. I take objections. It's very different than no, I don't want it. I'd rather knock on the next door, make the next call. I'm not trying to convince someone to buy if they don't want or need. I want people who need my product, want my product, convince my product, right? But they are skeptical as they should be. So when someone hits me with an objection, what I'm saying to myself, ah, perfect. They're interested in the smoke screen. They're not certain yet. So I will answer the objection, whatever that objection might be, but by answering the objection, all I've done is given myself the right to speak more. So if someone says I want to speak to my wife and I haven't answered why, well, you really don't need to speak to your wife for blah, blah, blah reason why. If I then try to close the sale, I have no shot.  Now in some industries, maybe they actually do. So I, you know, you can, so in some cases, try not the best ones to use betters. Let me think about it, all right? Let me think about it means I need to think about it to become more certain. So so let's just let me think about it. I will answer the objection, but I'll never ask for the order afterwards. I answer the objection and then loop back and create more certainty about the product, about myself, the salesperson, even I'm trustworthy, dependable, you want me in your life for the long term. The company that stands behind this case, the insurance product. And then I will ask for the order. So when objection only gives me the right to speak more, but I add the answer to the objection, the rebuttal gives me the right to speak more. It's when I say after that, that's gonna get the job done. That's good. That's really good. I wanna transition now to one of the things that I'm always studying and wanting to learn from successful people. And I know agents that are part of our conference are the exact same way is the daily habits, the routine of those successful people. What are some of your daily habits or routine or that you recommend for others? When it comes to selling, to me, I never would sell, I'm gonna go out and sell for an hour. I'm gonna dollar for the 30 minutes, it doesn't work. You need to have blocks of time dedicated to do. This is the biggest thing. Number one is that if I'm gonna go out there and I'm gonna coquel, I'm doing it for two or three hours, block of time. I'm not gonna do it for 20 minutes. You only got free 20 minutes to make a few coquels. If I'm gonna go out to knock on doors, I'm going out for six hours, whatever that amount of time that I set at time. Number two, I don't ever, here's a big one. I don't ever take good days and use that as an opportunity to stop early. Wow, I made two sales today, done. No, if I made two sales and I'm hot, I'm going for six sales. In other words, I set time frames. I'm gonna knock on doors till X time. Well, I'm gonna make calls until X time and I am literally going to make every single call till that clock hits. I don't care how bad I'm doing, how negative people are towards me or how awesome I'm doing. I am unabated going through that time period. And third, with every single call, every single pitch, every single knock on door, whichever way you're doing it, right? Every call I'm as excited as my first call. See, this is the problem a lot of salespeople have in terms of that intergame is what happens is, is throughout the day, you're saying the same thing over and over and over again. So you almost start feeling silly about that level of enthusiasm, excitement.  And yet in the morning, in the first pitch day, you're like, hey, what are you doing? They're really upbeat. What you don't realize is that this person, let me call it at that moment, they're hearing it for the first time. Every pitch has got to be like your first pitch. So I've learned, I've gotten to this habit over the years of triggering this positive and outward state in the beginning of every sales call. So I treat every sales call like it's my first sales call. Those are three examples of habits I have when I'm selling. And also, I do massive preparation. I would never sell something without knowing what I have to say before I'm going to say it. I script out everything before it. I know my language patterns, the logical cases I'm making, how I'm gonna make the emotional case. I wonder all about my product, the product knowledge that's necessary, all the benefits, the features that are associated with those benefits. I'm gonna have comparisons and metaphors and examples to use. I'm gonna have all of that stuff memorized up here and in front of me, if I'm on the phone, obviously when in person, I'm not like, look in your house, I'm not doing it in person, but the point is, is I prepare myself. I don't wing it. That's crucial. That's really good, yeah. And you embodied that, whether you're selling coolers on the beach or a meat out of a freezer or stocks, all those things you said, you embody. You just mentioned perfectly in line with the theme for this virtual conference, which is if you don't quit, you can't fail. And a lot of agents out there. I think that a lot of people really don't understand what rejection really means in terms of the very simple way of looking at it.  And we've all read that in books. That doesn't really go very far with most people. They still feel terrible about it. They still feel like they still feel cute. It's an exercise of futility. Let me give you a better way of looking at this, okay? And that is keeping track of exactly how many co-calls you make in a day, how many presentations you make in a day, and how many of those ultimately lead to closes. Once you know those numbers, let's say you know you gotta make 100 dials or knock on 100 doors to get one sale. And that sale's gonna make you $5,000. And I'm just completely making up numbers here, right? Those numbers could be anything, right? So that means that I make $5,000, right? Over 100 door knocks. That means I'm making $20 for every time I knock on a door, not $5,000 for one close. So I don't look at it like I make $5,000 every time I close a sale. I make 20 bucks every time I knock on the door. That means the nos are as good as the yeses. Someone says, have a nice day. I'm like, that's $20, that's $20. So when I don't close the sale, I make 20 bucks. Every close 20 bucks, 20 bucks, 20 bucks, 20 bucks. Rather than saying I'm making nothing and I only make money when I close, it's not true. Because it's just simply a numbers game. Once you know your numbers and you really keep track and you realize, hey, if I close knock on 100s, I know I'm gonna eventually close a sale and might take maybe to the 98, knock or call might be the 50, might be 300 and I'll close three at once, but those averages work. So once you do that, you're sort of attributing a dollar value to the people who don't buy from you. And that's a really, really empowering way to look at things. You just heard it from the wolf himself. If you don't quit, you can't fail. Only 8% of insurance agents succeed in their first three years. What's your thoughts on that? What does 8% mean to you and how can the 92% become part of the eight? The 8% means you're not being trained correctly or onboarded correctly. Listen, there's no doubt. I wear two hats. I recruit for companies and I help salespeople get jobs, right? So there's no doubt that if I give, I test people, you have people with higher aptitudes or lower aptitudes. What I will tell you is that the great equalizer is the straight line system. I could teach someone the straight line system was a very low sales IQ and scores very poorly on a test. And then I'll retest them and they're actually will score the exact opposite. It will dramatically raise their competencies and change their beliefs because those two, what various people don't get is that your psychology and your skill sets, they play into each other. They're very much interrelated because when we think we're great at things, we actually work harder at them and we enjoy them more. For example, it's one thing to try to motivate people saying you're great, you're capable of greatness, you're gonna achieve, just work hard. Like the problem most motivational speakers is they just motivate, they focus on the inner game of success.  So what happens is like when I had all these kids that come to me and they were never successful for me, they had made a lot of money, but then they say, wait a second, I'm looking at all kids who are just like me or make no over a million dollars a year because they learnt the system, they learnt the straight line. So they called the straight line system the great equalizer. It equalized you with people who were better educated, had more natural ability, but by learning the system of influence and persuasion, it equalized you. So if you're in that 92%, you don't have to be sales, there's a learnable skill. It takes work, dedication and mindset, but once you possess the skill, guess what happens? You start saying, wait a second, so my past results don't necessarily have to equal my future results. I didn't notice. You know when you learn this skill, it's powerful. It's, you know you sound better and people will walk saying, wow, you sound really good and you start to gain that self-confidence and it feeds on itself and it feeds on itself and actually changes your own belief systems about selling, about persuasion and that your ability to succeed in that landscape. So it's a huge plus. That's the first thing I do is I literally learn the straight line and master your craft. The rest of it is gonna become really easy once you do that. In fact, I'm giving it in by the way because of the corona, I normally don't do this, I'm giving everybody a free training here. So on this slide, I'm giving you guys a free module. I have a very high level, robust corporate training program. So on this, everyone here, this is free and it's not sort of free, we have to enter your credit card free.  It's my gift to you, okay? There's no catches. Enter your credit card. I hope you forget about canceling. No, it's not that. It's just free. So would you go to my website, JordanBeltwork.com slash 8% nation. You can get this training for free. It's powerful and it's life changing. Wow. Thank you for doing that, buddy. That's huge. That means a lot, man. One last question for you. What's your, what's, I'm big on goals.  What's JB's goal, man? What's your goal now? What's your in game? What's your big goal? My goal is to really build the largest recruiting agency in the world right now. And I believe that there is gonna be such massive, I'm sorry to say that I believe there's gonna be massive unemployment that's gonna stay for a while. I don't think it's gonna be this wild instant de-shaping recovery. I believe one day we will achieve our past glory here, but I think there's gonna be some pain. The beauty is, is that salespeople who know the straight line system will always be able to get a job and always make a lot of money. Yes, everyone has lean times as well. There are no guarantees in life, but this is a skill set. It's a required skill and just to understand the straight line was invented for distance selling. It specializes in distance selling, meaning over the phone or like this, it was invented as a phone based, we didn't see someone. And by the way, even though we can see each other, it's not the same as in person where there's a certain energy exchange with body language. It's still not there yet with the technology. It's just not, okay? So you need to learn on how to use your tonality, how to use certain facial expressions even on a Zoom co-op like this, but the straight line is like built for distance persuasion. So right now more than ever, it's a system that is like, I look at it as a required force. When you choose to take it, that's your choice. But until you do, you're gonna be feeling a lot of pain in this new economy that's gonna emerge unless of course you're one of those lucky, natural blown closers who hasn't all figured out and even you could benefit because it'll show you why you do what you do so well and make you that your best day is every day. Bottom line. Unbelievable, buddy. I know we're running out of time. Thank you so much for your time. Thanks for being on the virtual Apercentation. Super excited to meet you at 8% Vegas, buddy. Thank you so much. I can put the link up so everyone can see the link here. So Jordan Belfort.com is at 8% nation. We will put it up, buddy. Thank you so much. Appreciate your time so much. See you soon. Thank you. Hey, insurance phone calls are tough. Nobody wants to pick up the phone. Everybody struggles to do this. And I'm gonna show you how to nail the first 30 seconds of insurance phone call right now. There's several mistakes that you're probably making right now. You don't even know that you're making them because I used to make it a decade ago when I started selling insurance. I made 117K in my first eight months. I made a ton of mistakes. I still made 100 grand in my first year. However, I made a lot of mistakes that I didn't have to make that I'm gonna share with you because you're making the mistakes right now. And if you stop watching this video right now, you're gonna keep making the same mistakes. But if you keep watching, you will learn the mistakes you're making and how to not make them anymore and why the first 30 seconds are extremely important and how you can nail the first 30 seconds right away. One of the first things that insurance agents don't even realize is 30 seconds is good. But let's think about how literally the first four to five seconds is actually the most crucial and important part of a call. You have to nail that initial piece because what you need to do, what you need to think about is being in full control right out of the get-go. Those first 45 seconds, I need to be in control. First 45 seconds, I gotta be in control. First 45 seconds, I gotta be ready. They gotta be listening to me, right? People's attention spans are shorter than they ever used to be. Harvard Business Review says 45 seconds. You gotta nail the first 40 seconds. Jordan Belfrey, speaking of a presentation, says five seconds. Harvard said four seconds, whatever. First 45 seconds are crucial. And there's primary mistakes that you are making right now that you need to stop making, right? And the number one primary mistake that insurance agents are making is literally the first words that they are saying in the intro, a lot of agents have a really bad habit. And I used to have it too, right? So I'm not just talking about you right now. I'm talking about myself as well. Most of us are trained who make a sales call to say, is this hello, is this Betty? Or hello, are you Betty? Or hello, I'm looking for Betty. No more, can't do that anymore. You don't ask them. Great sell people ask questions, but great sell people tell them things instead of ask. So think about this, right? Instead of is this say hello, Betty, right? It's more aggressive, it's more confident, it's a better approach, and you will end up getting a better response. Because think about this, who's ever had someone call them? Let's just say, I mean, I get calls from serious XM all the time because I don't own 42,000 vehicles, right? That's my fault, I guess. But I'll get calls from them and they'll say, is this Cody?  I used to make the same mistake too. Now, and a lot of times I'll say, you know what? Who's ever, you got the wrong number? Has it ever happened to you where someone's called and you're like, I don't know, you got the wrong number, this isn't me. But it's really you, right? Now prospects for insurance will do the same thing if you don't call them out. Is this Betty? Which one sounds better? Hello, is this Betty? Hello, Betty, right? Which one's more confident? Which one gets more control? Which one's less likely to get lied to? Which one is more aggressive? That's why the intro needs to be nil. That's the first thing, right? That's important. The second thing is, I only say, I only say my first name, so no last name and no company name. You say, well dude, that's weird, right? Let's do this, weird that you guys do it. You know, I used to make the same mistake. Most people don't know this. When I started as an intern at 19 years old, I was calling for a veteran agent. Out of the phone book. Literally flipping through the phone book and oh, that looks good. Let's call that person. And I would pick up the phone and I would make those calls and I would literally cold call. And what I didn't realize back then is, I was making some bad mistakes and I wasn't nailing the first 30 seconds. And I would be like, you know, hey, this is Cody Askins with Mutual Home All back then. And it gave people a chance to interject, to take control, to jump in and they would end up saying, you know what? Who is this or why are you calling me? Or I didn't ask you to call me or I'm not interested. It gave them a chance to interject. When they interject, when they throw an objection early in the call, you lose control. So the first 30 seconds is all about literally not allowing objections to come up, right? So hello Betty, then this is Cody. That's it, right? Instead of this is Cody Askins with you know, the Secure Insurance Company, right? It's no, first name, that's it, right? That's tip number two. The third one is, and this continues the first 30 seconds. There's a powerful phrase that I love that is either I'm or were if you've got a phone instead of calling for you. I'm getting back to you. Powerful, not because most people have a bad habit of saying this is the example of a bad rum call. Hello, hello, is this Betty? This is Cody Askins with Secure Insurance Company. You fill in a form saying you wanted to buy life insurance and then we pause. Those first 30 seconds, you are begging for an objection. It's not going well.  They're gonna say I'm not interested. They're gonna hang up. They're gonna move on when really you should have done something different. And when most agents, a lot of you watch right now, you're gonna call a lead and probably you're gonna get the lead from us because we do hundreds of thousands of leads a month now.  You're gonna blame the lead when in reality, when I don't have success with something, who do you think I blame first? I blame myself, right? So I'm getting back to you and you could say, maybe you could say, hello Betty, this is Cody. I'm getting back to you about your request, your request for the new blank information. And then, and then, then I wanna confirm some data. Most people are still missing this piece right here. Super important, super valuable, and most people are missing this. I wanna confirm some data, all right? I'm getting back to you about your request for the new blank information, right? New manicure information, whatever. Then confirm data. Looks like you said your favorite hobby is fishing. I'm assuming that you remember that, right? Does that sound better than, well, did you put your favorite hobby is fishing? Why would you ask them? You know that that is what they put, or you entered your date of birth as this, right? I'm assuming you remember doing that, don't you? You notice how I'm ending the question more assumptively, more aggressively and controlling the answer that I get. I'm controlling, I'm getting a yes. I'm not getting a no, you know? It's rare that I get a no. Most people can, they can, they, we're used to like talking for 30 seconds, 60 seconds, puking on people, vomiting, and we're not used to confirming data. Data needs to be confirmed because it's easy to say, well, you filled out this and you did this and, you know, are you interested? Instead, I'm getting back to you about your request for the new blank information. Then we get to confirm some data, you know, looks like you're your favorite hobbyist fishing. Thank you for doing that. Hey, I'm assuming that you remember that, don't you? Well, yeah, they do remember, you know? Okay, so confirm some data. That's important to let them know who you are. It's a trust thing at that point. It grabs, it lets them know, hey, I know who you are from the get-go. I have your information. I'm getting back to you. You gave me your info. You gave me this piece of data and you remember doing that, don't you? It's a different phone call, right? It really, really is. And then, then you have to, you have to move into being the authority. The reason people struggle with the phone call is they lose control because they don't come across as the expert, they don't come across as they have authority and people want to talk to someone with authority, all right? Confirm data and then, right? So let me roll through it again. Hello, Betty. Hey, this is Cody. Getting back to you about your request for the new blood information. You entered your favorite hobby as fishing. I'm assuming you remember doing that, don't you? Yeah, I do. Okay, good, excellent. Well, hey, I'm the local field underwriter. I'll be out in your area on Friday. Should I drop this off in the morning or in the afternoon? Which is better for you? That's the authority and the question. And that's the close. Most agents will overcomplicate this. They'll think about everything. They'll say, well, I don't know what you're talking about. They'll say, well, I don't know. What am I dropping off? Like, what if I get to the door? Most of the time when I get to the door, they forget I was ever dropping anything off anyway. The point is to get in front of them at all costs without lying, right? So, and you could drop something off.  You could drop information off. You could drop yourself off for an hour. You could drop off a business card. You could drop off a quote. You could drop off whatever, right?  Hello, Betty. This is Cody, getting back to you about your request for the new blank information. Your injured favorite hobby is fishing. I'm assuming you remember doing that, right? Yes, okay, great. I'm the local foot underwriter. I've been assigned to help you. I'll be out in your area. Looks like Friday, good. Should I drop this information off in the morning or in the afternoon? Which is better for you? Right, that's the authority. That's the closing. You're finishing with the question. So, I want you to think about this. When you're making calls from now on, I want you to think I gotta nail the first 45 seconds and I gotta nail the first 30 seconds. This, all this, time it, is within the first 30 seconds. It is, and this is important to nail the first 36 for the insurance phone call. So, you stop getting hung up on, so you stop getting objections and you start winning when you make calls.  Is insane and it should give a lot of people hope that watch. Yeah, that's all I wanna give. I tell people the one thing that you can take, you can take my money. The being broke wasn't the hardest part. The hardest part for me was being hopeless. See, most people think that the money, money's fluid, you can make money. I could have went and worked at McDonald's. I could have found a way, but when you don't have hope, that's a scary place to be and I was hopeless. If you have hope, you're gonna make it. That's it, man. If you just have hope, you might not know how you're gonna make it. You may not know when, you may not know where, you may not know why. If you have hope, you'll make it. Hope's the one thing you can't take from me. Listen, you can beat me up, don't mean it. I was homeless, sleeping in my car and I had hope because I knew that I had the secret ingredient. If I didn't quit, I knew I was gonna make it. I didn't know it was gonna happen as fast. So I'm gonna circle way back around. I didn't know it was gonna happen as fast. Did I ever dream I was gonna make this money? I was dreaming, but I didn't realize what happened as fast. And it took a long freaking time too, though, you know? It feels like it was yesterday that I was living in my car. Wow. I mean, let's talk about it. The one thing that I didn't have when I was broke was perspective. Like now I told you I'm doing some intermittent fasting. Like when I was broke and I didn't eat till lunchtime, I felt sorry for myself because I thought I was hungry. Now I call it intermittent fasting. It's all about perspective. That's right. How do you look at things? And so then I was broke, but I still had my health. I was broke, but I still had friends. I was broke and I had a golden opportunity. Listen, no matter what company it is. Yeah, it really doesn't. But I changed my perspective and that's the thing that I think wealthy people have is they have a different perspective. I don't think they have more opportunity. I think they have more, a different perspective. And for me, if I was upright, I was always gonna be a father to my children. I was always gonna fight for the love of my wife. But the perspective was, I gotta go out here and win and stop feeling sorry for yourself. Start acting as if. So you're not gonna ask a question. I was just, I'm going with it. No, you're good. This is phenomenal. What was your first year like with symmetry? You came back, you said, I want 90 days to prove myself. You went to work, you got serious. Walk us through these, how long have you been with Nate? I've been in symmetry six and a half years going on seven years. See, it's impressive when you're like, I was homeless three years ago. People are like, I'll be telling the story and I'm like, I was homeless 47 years ago. But my first year with symmetry was the hardest thing I'd ever done. But it was worth it. I always tell people, don't ask if it's hard, ask if it's worth it. So it was hard because there was a lot of things that were in me that had to come out that were bad. There were a lot of good things in me that had to come out to create power and wealth. And so I had a lot of bad habits. I think if you look at any person, I'm talking to you and when I hear you talk about a lot, you're saying one thing, but I'm hearing it's habits, habits, habits, habits. I think all wealthy people have great habits. And so what I had to change was my bad habits. And so that first year, Nate Offred had a lot of great habits because he had a great mentor that I had to take and change.  And it's the complete opposite now. I don't know if I'll ever fix it because I think it was so natural in me. It was so comfortable. We know that comfort is where things go to die. I know where you're going. I'm a procrastinator. Hi, my name is Marlon. I'm a procrastinator. Dude, it's human nature. It's what everybody, you know. Well, I just hired Coach Michael Burt to work with me. He says something, he says things, the power of what he says, he talked about, he teaches his mind, the first person you negotiate with every morning is yourself. And I know I'm a procrastinator. So I wake up and I start to do things to keep me from procrastinating. If I don't, like sometimes on the weekends, I'm a procrastinator.  I'll do it tomorrow. I'll do it tomorrow, baby. You know, I worked hard and the kids got basketball games and I'll get, I'm a procrastinator.  The pain that hurts is not being able to buy my son tennis shoes to play basketball. A story I tell is my daughter, we went to, I don't want to say the name of the store, I went to a big store and I bought her these really inexpensive soccer shoes. They were $13, that's all I could afford. They ripped and they tore like two days later and I took them back and I yelled and screamed on lady because I didn't have money to buy more. But she said, I'll give you your money. She said, I'll give you a store credit. They didn't have any more of my daughter's size. And so I fought for 30 months to get money to go to another store to get shoes. The pain, that's pain that hurts. Pain that alters is when I would go to the refrigerator when I was living at home with my wife and my kids and I'm looking in the refrigerator and I count meals and I turn around and count kids and I'd have more kids than I had meals. That's the pain that alters. The pain that alters is I was sitting at a buddy's house drinking and playing video games as a 35 year old gentleman and my wife calls me and we're on food stamps at the time and she says the food stamp card won't work. And I said, well, I'm busy, I need to figure it out. That's pain that alters you. So that first year, I ran towards, here's a good one. Okay, good. People may not get this. The way to beat procrastination is to run towards pain. Gosh, I love that. I run towards things that I don't like to do. The reason I procrastinate is because I don't like to do them. Like the cold showers. Like the cold showers, which I'll tell that story in a minute. I run towards things first thing in the morning, I get up, I meditate, I read a book, I listen to audio. I go to the gym, I come home and take a cold shower. Why?  I've done it for a year. Now listen, it was 30 degrees in Oklahoma the other day. When it's 80 degrees outside, you take a cold shower. Man, it's a little discomforting. When it's 30 degrees, you take a cold shower. I become a woman in so many words. Like, I'm either cussing myself out. I don't want to do it, but I stay in there until I absorb it and I realize that I'm doing it and I stay in there until I enjoy it and then I get out. I can take a cold shower for five minutes or 30 minutes until I trick my brain into understanding why. My first year at Cemetery, I had to beat that demon of procrastination out of me. And I did it because I had a great mentor in Nate Alford. I had a great mentor in Brad Smith. I had a great mentor in Matt Smith. I had a great mentor, the number one guy at Cemetery Financial Group, Edward Pritchett. One of my biggest fans. This guy is by the buck. He does everything that he's supposed to do, but he told me, I do them because I realize if I don't, it'll break me. Like I asked him one time, why do we read? Because we hear wealthy people read. I said, why do you read? He said, if I don't read, at some point the money's gonna break me. So I forced myself to read. And I substituted by listening to a lot of audios. But the first year at Cemetery I had to get rid of a lot of bad habits. And I'm thankful all those gentlemen I just named, a guy like Brian Delaney, who had no financial gain in my future would take time on the phone with me.  So these guys, I'm getting mentorship.  Guys, I stopped the two most important decisions my mom told me you'll ever make is where you'll spend eternity and who you hang out with. Now they say it different in success books. They say your wealth is equivalent to the five people that you hang around with. Well, network is your network. Your network is your net worth. But here's the thing that I tricked. Some people don't believe that. Oh, 100, 100, I didn't believe it either. I didn't either. I thought it was cheesy. I thought that was dumb. Well, I can have my buddies. Yeah. That are working at Quickchip and that Quickchip's a great company. But I can't get to why I'm getting to working at a cashier at Quickchip. If I do, I better be doing something on the side. That's right. I can't get to where I'm getting to when you're going to nine to five and you're happy for the weekends and I'm waking up happy about Monday because I get to go get it. I'm happy about Sunday and Monday and Tuesday. I can't be around you because we don't have the same birds and feather flock together. So I realized when I started changing the people it's the foundational thing in my life that I'm studying right now is you can check. This is the reason why. Listen, let me talk to some of you guys. Hi, my name is Marlon. I'm a procrastinator. Have you ever been to an event? Some sort of event. You're going to 10X tomorrow. I leave tomorrow. It starts Friday. It starts Friday. Unbelievable.  Second row. Can I say that? Unbelievable. I called you to ask you how much money? Second row. Why? Association.  Here's why I think it is. I don't know at all. I think the reason that you're not changed is because your mentality changed but your environment didn't change. Wow. So when I go back and I'm an eagle and I've just been with a bunch of eagles and these guys are soaring high and they're rising above the storm not running from it like a chicken and they're flying and they're on a cliff and you only see eagles by themselves. You don't see them with everybody else.   Not that the event didn't change me. The event changed my mentality but if I don't change my environment, it doesn't matter. It's absolutely true. So when I come back from events that first year at Symmetry I changed my associations and I have a lot of great friends. That doesn't mean I kicked them to the curb. Right. That just means I spent more time with guys that had what I wanted. Smaller doses. Smaller doses, brother. I love you. Hey, we can go out. Let's go out next month and watch the fights. I love to do that. Hey, can you come over tomorrow? Actually, I'm working. I'm at the office. I'm staying late. I got up at three o'clock this morning to read. It's seven o'clock. I'm tired. You guys heard that, right? I got up at three o'clock. Like, dude, it's insane. I freaking love it. I'm pushing myself a little harder recently because I've got my power five. Five AM club, workout, write goals, learn in cold shower. And I went out of the cold shower once in a while. When I heard three AM, meditate for an hour, work out for an hour, learn for an hour, and cold showers are nothing to me. When I heard that in Dallas at Nate's event, I'm like, dang, this dude's out working. This dude's out doing me. You don't like that? No, I don't like that. This is Cody Askins, ladies and gentlemen. Dude, I hate it. I'm like, dude, Barlin Faulkner is legit. They say life insurance is the hardest product to sell in the insurance industry. If you think so, I can make it real easy if you keep watching this video. So I'm gonna teach you how to sell life insurance. My name's Cody Askins. I've been selling life insurance for a decade. I started when I was 19 years old. And by using this exact formula that I'm gonna share with you today, I earned $117,361 in 13 cents in my first eight months. No sales experience, couldn't spell the word insurance, no product knowledge, but by using what I'm about to show you, it made it easy to earn 100K selling life insurance. And it's truly amazing, okay? So stay with me, all right?  There's five benefits that I'm gonna touch on, okay? I'm also gonna go over nine trial closes and three options.   Here we go. So when I'm sitting with a prospect, once I'm done with the warm up and I'm done with the fact finding, which means I've warmed them up, that's step one, check, right? Step two, fact finding, actually spending time getting to know their situation, asking them fact finding question, that's step two of the appointment process. If you've seen my videos, then you know what the other steps are, okay? Once I know everything I need to know and it's time to actually close the deal, I'm moving to step three, which is present and close. And here's what I do in the present and close portion of a life insurance appointment, okay? Because it's time to what? Present and close. So when I jump in, I say, okay, Ms. Betty, I have three options that I'm gonna share with you, okay? And we've actually got Hello Betty t-shirts that I'll probably throw in at some point too, okay? But I'm gonna walk you through what I do with the prospect, all right? So I'll actually have a blank piece of paper, okay? And I will write this down on this blank piece of paper and I'll say, Ms. Betty, there are five benefits of reasons why that prospects do business with us. Can I share those with you, right? Now that's a trial close, okay? And like I said, I'm gonna go through nine trial closes, all right, so that's number one. Can I share these with you, right? Yes, they've never said no, okay? So that's the first trial close. You're getting them to say yes, okay? I'll say, okay, the first benefit, Ms. Betty, is that this policy has a coverage lock. And what I'll do when I'm saying this is when I'm doing this is I'll write it down, then I will explain it and then I will ask a question, okay? So it's a little three step process inside of each benefit. So Ms. Betty, the first benefit is a coverage lock. What that means is, I'll move into explanation, what that means is that the coverage is locked in. So if it's a whole life, you could say, Ms. Betty, the coverage is locked in your entire life or if it's a term, the coverage is locked in for the entire term period, which is incredible because there's a lot of options out there where the coverage can change every year, go up every five years or change when you're 80, et cetera, et cetera. The awesome thing is that this policy comes with a coverage lock. It's an amazing benefit that our clients love. Is that benefit important to you, okay? That's the second trial close after first benefit and they move into benefit number two, okay? So write, explain, and ask. I ask and I move into number two.  I wanna be in their bubble. I may move across the living room and sit by them on the couch. I may move over around the table and sit by them. I wanna be in their space when I'm doing this, okay? There's a reason why, all right? So I'll move into benefit number two. Ms. Betty, benefit number two is that this comes with a price lock and what that means is the price is locked in the entire time. Okay, there's a lot of options out there, maybe on TV or through the mail or with somebody else where the price will change and go up maybe every year or every five years or when you turn 65 or when you turn 70 or when you turn 80, what clients love about us is that it comes with a price lock and the price is locked in. Do you also like that as well? That's a trial close, obvious yes, right? That's a third trial close. Then we'll move into benefit number three, all right? Ms. Betty, benefit number three is that this policy comes with and you could interchange this for any benefit that your policy comes with. I'm gonna use double accident, okay? As an example. Ms. Betty, this policy comes with a double accident in the event that you would have an accident, it would actually pay off double. So let's just say you had $50,000 worth of coverage. If you had an accident, past would do an accident. It would pay your beneficiary. Suzanne, right? You need to already know the name. That's one of the questions in step two of fact finding, okay? That's where if something happened to you do an accident, it would pay your beneficiary, your daughter, Suzanne, 100,000 because it comes with this benefit, okay? Accidents don't happen to everyone. However, it's important that if it were to, it gives your daughter extra money. Would you agree with that? Obvious yes, okay? That is a fourth trial close out of nine, okay? Then we move into our fourth benefit. Ms. Betty, our fourth benefit is that this policy comes with a feature and you could interchange this for any feature that you want. I'm gonna use build's cash value. Ms. Betty, it comes with the benefit of building cash value. It's kind of like a savings account within your policy. It accrues money over time. We don't recommend that you take money out of the policy. However, it is building in there and if you wanted to, it is your money and you have access to it, okay? It's, that's pretty nice to know that it comes with that feature, correct? Good, obvious yes. Fifth trial close, we're done with the fourth benefit, right? And then we move into the fifth benefit and it has a part A and a part B. And so what I'll tell Ms. Betty is I'm about to, I'm about to write the fifth benefit down. I'm a little partial, it's my favorite benefit but I'm gonna explain it to you, okay? The fifth benefit and I'll write it down is having a local agent. And I'll tell them, there's two reasons why having a local agent is extremely important, right? And everyone always agrees with me, Ms. Betty, okay? The first reason why is that in the event that you need to make minor changes, you would typically have to spend 45 minutes on the phone. You'd have to call somebody. You'd have to call 1-800 number. You'd have to do all these things, jump through all these hoops. Even if you just want to change your address or your beneficiary or your, how you're paying or the phone number on your policy, et cetera. The minor stuff, right? Instead of having to call 1-800 number, spend on hold for 45 minutes. You don't know who you're talking to, where you're talking to them from and it's a nuisance, right? And nobody likes to do it. Instead of having to do all that, you could literally call my cell phone number and I'll change it for you immediately. That's pretty nice to have, isn't it? Right, obvious yes, okay? Sixth trial closed and we took care of A, right? Then you move into B. Now the second reason why a local agent is so important, Ms. Betty, and probably even more important, this one, is that when that time comes that you're no longer with us and your daughter, your beneficiary, Suzanne, okay? She would typically, what would typically happen, she'd have to call that same 1-800 number, maybe even a different one, which is even more confusing, right? And wait on hold for 45 minutes. Don't know who you're talking to, where you're talking to them from, who knows, right? And you, and she ends up having to get claim paperwork sent out to her from them and also go get death certificates from the funeral home and get those sent in and get everything notarized and make sure you don't miss anything, make sure everything's perfect and try to get that back to them as soon as you can and then hope that you get a check within a matter of weeks or months. When she's already trying to balance and juggle everything that comes with actually, going through a funeral and celebrating your life, however she chooses to do that, that's a massive burden, there's a lot to cover, right? You gotta choose out a lot of stuff, you gotta, there's family coming in, you gotta organize everything, you gotta set everything up, everything is gonna be set up time-wise, you gotta get food for everybody. Why would we wanna add another burden to her, right? You see where I'm going, Miss Betty? What do you think she would do if she was working with a local agent like me, right? She would call myself when I'd take care of everything for her, I'd take the burden off of her shoulders and it saves Suzanne time, burden and stress. Would you agree that that's an extremely important benefit? Obvious, yes, okay? That brings us to the seventh benefit, right? Now, for the, I'm sorry, seventh trial close, to move into the eighth trial close, what I'll do is now that I've done all five benefits, I'll say Miss Betty to get the eighth trial close, because I said there was nine, which of these five coverage lock, price lock, double accident, bills, cash value and local agent is most important to you? Can you see what we're doing here? We're getting them in a habit of making a decision, choosing, saying yes, picking for you. You want to train a prospect to make decisions when you ask questions, all right? And if, what I'll do is typically, I'm gonna walk you through this, Miss Betty, which benefit is most important to you? Well, what are they normally gonna say? Hang on for a second, what are they normally gonna say? Three words, I don't know when that happens. Well, Miss Betty, if you had to choose, which one would you choose? Works like a charm every time, I promise they'll be choosing then. Well, if I had to choose, probably price lock. Okay, great, right? I'll circle that one, excellent. It's extremely important, right? They made a decision, that was the eighth trial close. Then I move into, or actually show them the options, all right, so I'll have another piece of paper, all right, or maybe on the back of this one, to where I've already got the options spelled out. Maybe I've got 50,000, maybe I've got 30,000, and maybe I've got 10,000, for example, okay? You could have any options, but maybe this one's 110, maybe this one's 84, and maybe this one's 61, for example, okay? Now, there's a reason why they're laid out this way.  There's a reason laid out this way. Number one, you wanna always have the three options from largest to smallest, very important. The psychology is, oh, wow, that one's, when you go from largest to smallest, oh, wow, that one's good, and the other's pellet comparison, okay? Or the other psychology is, if I were to go from smallest to largest, it would feel like, oh, that one seems fine, he's trying to upsell me, right? So that's why we don't do that, okay? The other psychology behind it, is I show one option that's always over $100 a month, no matter what, okay? Now, if you know what they need, and you can develop three options around what they need, then price doesn't matter. That's why in step two, a fact-finding of the appointment process, I don't ask what can you afford? What's the best price? What do you wanna pay? It doesn't matter. You sell life insurance based on need, not based on price, okay? Now, I like 180 and 60 because most life insurance sells people undersell themselves. Now, if you wanna show bigger options and show based on need, that's even better, okay? But I'll set that up. And what I'll say is, all right, for the nine trial close is Ms. Betty, I'm about to show you three options, okay? We're gonna get to the close, we're gonna get to all of it. This is freaking gold. If you don't make 100K using this, then you didn't get it from enough people. Would you agree? Another trial close, right? Okay, now what I ask Ms. Betty is, Ms. Betty, I'm about to show you three options. And I already know which one you're gonna choose, by the way, Ms. Betty. But I need a favor from you. When I show you these three options, which are fantastic, they come with all five of the benefits, especially the price lock, which I know you loved. When I show you these, I just need you to let me know which one makes the most sense to you. Can you do that for me? Obvious yes, okay? Ninth trial close. I turn over the piece of paper that would look like this. And I'll say, okay, Ms. Betty, here's the three options, okay? First one's 50,000 for 110, 30,000 for 84, and 10,000 for 61. Which one are you most comfortable with? That's the close.  And if you've warmed up well, if you fact-fined it well, and if you've presented the benefits and the value well, when you get to the close, it is sold and they will be making a decision, okay? If they say, hypothetically, if they were to say, well, I'm not sure. Well, if you were gonna be doing one, which one would you do? Do you see the hypothetical, the if? Well, probably the 30,000, because 80% of the time they choose the one in the middle. Fantastic, Ms. Betty. And now here's how you continue. Excellent. That's exactly the one I thought you were gonna choose. Let's see if we can get you approved. What's your full legal name? That's it, right? Anyone can be trained to do this. Anyone. I also have another video on how I talk about it. If they say I wanna think about it or if I want you to call me back, I also address that too, right? But I'm not gonna address it on this video because this was simply how to present, how to close, how to sell life insurance in the most amazing way ever and how you can earn 100K selling life insurance when you use this. When you make your first 100K, when you use this in a freaking works, come back and let me know in comments below. If you love this and you wanna do it without semen pushy, the next video is right there. It's for you, you're gonna love it. Click on it and I'll see you there. I'm gonna talk about the five easy ways to prospect without being pushy. I truly believe that, yes, I may be aggressive in sales, but I do it in a respectful way that doesn't feel like it.


Everybody, we're bobtailing today. No trailer behind us. I'm going to rescue a van trailer in Saskatoon. Right now, I'm on the Manitoba side of the Manitoba Saskatchewan border at the rest area here. We headed west right away, I slept here overnight. I have about another five hours or so, five and a half hours to get to Saskatoon. I have to get there before six p.m. today, Saturday. The trailer, the truck that was pulling the trailer broke down and the unit along with the trailer or the trailer anyway is in a secure yard in Saskatoon. And after six p.m., I can't access it. And tomorrow, Sunday, can't access it on a Sunday. I'd have to wait till Monday, so I have to get there today before six. That's why I left right away. Right away after I was done my doffin' run yesterday, just dropped that trailer off at work, tied my tarps to the catwalk. Hopefully I won't have a problem finding a spot for them once I have the van trailer, but we'll figure it out. We're gonna take that van trailer to Edmonton tonight, and then we have to wait till Monday to get unloaded, unfortunately. But the reason, like I said, we're here today, a day early is to get that trailer out of that secure yard. So let's go rescue a trailer, shall we? Everybody ready to rock and roll? Diesel? Ready to rock and roll, man? You're welcome up here on your throne anytime. You are the Lord. You decide when you wanna take it. I understand that mattress back there is very nice. I slept so good again. New mattress from Odyssey Truck Mattress. You guys should really check them out. I'm gonna sleep on it for like another couple of weeks, and then I'm gonna let you know how it feels overall. But so far, the first few nights in here have been heaven sleeping on a cloud. You'll hear more about it in the next couple of weeks once I have a good, good idea of what it's like. Here we go. Sound the trumpets. Kinda nice not pulling a trailer. It's like driving a car. Just a really big car, a large car. This is our extra super duper fancy rest area here in Western Manitoba. It has running water, mint. They have the stop sign, and I don't. Okay, we gotta go this way. There it is. It feels like a prison cell bathroom in there, but like I said, running water. Very fancy for Manitoba. I'm just poking a little fun at my home province here, it's not really that bad, but Alberta's actually got worse rest areas. Sorry, Alberta. They're better in many other ways, but in the rest area department, Alberta seems it's okay just to, you know, build a nice paid parking lot, yeah. And then for a bathroom, just dig a hole in the ground and put a hut over it. Call it a rest area. That's the Alberta, right? Am I right all you guys out there out west? And then there's Saskatchewan. We can't even talk about Saskatchewan because they don't have rest areas. They just don't do them. The few that they do have are for cars only, not for trucks. Thanks to Saskatchewan, appreciate it. That is the Prairie provinces. I poke a little fun around, this is my home. I love it here though. I wouldn't want to live anywhere else. I love the Canadian prairies. From Southern Manitoba, up through Saskatchewan to Alberta. Rocky Mountains out west, black fertile ground. Beautiful place to call home. If you like this kind of thing, clearly a lot of people don't like the seclusion and the freezing cold weather, because not many people live here. And I've said it many times, we're okay with that. We like the quiet, you know? Traffic isn't as bad that way. So we're getting ourselves onto Trans-Canada, westbound here.  Why did I put a stop sign in the median? I never understood why some municipalities do that. It's supposed to be a yield sign. That way traffic doesn't get backed up across the other line, right? What do I know? What do I know? I'm just a truck driver. I've never only driven over a million miles. What do I know? You're probably wondering, with no trailer behind me. Trigger Josh, how are you making money? I'm getting paid to go recover the trailer. It's one of those emergency runs, you know? Someone broke down, they have a loaded trailer, it needs to be in Edmonton Monday morning, or Atchison, just on the other side of Edmonton. They need someone to go recover it. That's me. And this truck doesn't roll down the road for free. So don't worry, they're taking care of me. That's Catoone. We experienced it first up North in Manitoba over the last week. This week is down here already. Next week it'll be down south in Winnipeg in Regina. And then after that, it's the American border. A fortune destination in 200 meters on the right side. Friends, better get ready. We've got a whole bunch of white stuff coming your way. Send our best. A fortune destination on the right side, 2326 Northridge Drive. Where? The gates are closed. Oh no, it's a little too soon. They are here. I don't know why there's no vehicles here, but they have minimal staff. I guess a lot of the staff went home because of the storm. But that gate is not the gate that I go through. That gate's always closed. There's another gate around the corner that I'm supposed to go to. That gate is open, so. We're okay. We didn't come all the way out here just to get stranded in Saskatoon. Man, winter hasn't even started yet. I've already been stranded, I don't want to be stranded again. Okay. So now we don't want to get stuck. We're going to go down to the road. We shouldn't have a problem getting down the driveway. Oh, I'm so glad that. I thought for sure I'd be stranded in Saskatoon. That'd be my next vlog. Stranded again. Another snowstorm. Winter hasn't even started yet. Trucker Josh just can't seem to keep rolling. Into the other gate. I worry too much. Right away as I'm all like, oh no. Oh no. Everything's fine, Josh. Calm down. Calm down. Don't let the anxieties own you. So down to the right. Holy, and then what? There's a gate back here somewhere. Oh, I know I'm excited too, old blue. I know. Stay calm. All right. Now let's find our trailer. So one of our trucks is here somewhere. Must be in the shop. Let's see what 5202 is what we're looking for. I see it already. It's right there. It's a dark old trailer. Brand, I came all the way from Winnipeg just for you. We're gonna be friends. I'm gonna marry old blue to you right here right now. Have a little ceremony. Get my paperwork. It's right there, perfect. It's gonna be nice to have some weight on my drives again, getting a little sketchy on the snow and ice with no weight on my truck. Trailer looks really low. Okay, before I hook up though, I gotta go and move my tarps out of the way. I'm gonna take a look at it. You guys wanna come with? I gotta go check on the trailer and everything. Oops, let's do a pre-trip here. Pre-trip on the trailer. What do I call it? A trailer switch? I'm not really switching trailers, but it may as well do our, because I'm gonna have to hook up and then check the lights. Consider this all a part of it. Okey-dokey. All right, I gotta put my toke on though, okay guys? One sec. Hold on, I gotta put you over my toke. Stare at the roof for a bit there. Very nice, very nice button pattern, right? I know, I know. Okay, I got you back. Whoop, whoop, hang on, hang on. Okay. Diesel, how do I look?  Thank you. Okay. Hello, my pretty. Oh, he zip-tied it on here. Okay, well, that's smart, I guess. Can I get it out of there without taking the zip-tie off? Put this in here where it's safe. Okay. Tarps are there. I wanna go and see, make sure I know what's in my trailer. I don't like pulling a trailer if I don't know what's in there. See if it's sealed or not. Air in the tires. Oh, yeah, we got a seal on it. Okay. Okay, well, no one's tampered with it. That's good. Well, we're not leaving Saskatoon tonight. I am, I'm gonna make the call and stay here. It's supposed to be a winter storm overnight. Winds gusting up to 80 kilometers an hour or 50 miles an hour. And I have all day tomorrow yet to get to Edmonton and it's supposed to clear up by 10 a.m. tomorrow. So guess what? We're gonna go tomorrow. I was hoping to get to Edmonton tonight yet, but if I can do it tomorrow and I got the hours and it works with my logbook, why am I gonna risk my life? You know, I was gonna go for it. I was gonna go over and look at it. I'm Trucker Josh. It was just winter timing. Yeah, it comes around every year. I haven't figured it out, right? No, no, I'm gonna stay here. So got this trailer behind me. All the wheels are turning on it, right? They were before. Some reason I thought I saw them. Okay, yeah, they're turning. Some reason I thought I saw them sliding there. What's gonna happen? We're gonna go up to Flying J and find a parking spot there. Hopefully there's one left for me and shut her down, wait out the storm and we'll still make it with plenty of time to our delivery for Monday morning. No point in risking it. So at least this time I'm not stranded. I'm choosing to park and you can see why.  I knew it was gonna snow. I didn't know it was gonna be quite this bad. I thought I'd be able to keep going, but alas, here we are. I hope there's gonna be room for us at the Flying J. It's only 6 20 p.m. So there should still be room there, right? But since it's snowing, it's probably filled up already. I wanna make sure I get a spot where I'm not gonna get blocked in. Because when it snows like this, sometimes guys get a little desperate for parking spots and they just block people in and then they get snowed in, then they get stuck, then no one can get out.  Still got about two thirds left in there, but if it's gonna be snow storming, you know just in case, wanna make sure my tanks are topped up. Gasoline price here is $1.67 per liter. That's a pretty good price. Comparatively to other places in the country. Diesel is going for $2.13 a liter. Oh, there's lots of spots. Lots, look at all this here. It's all wide open still. Fantastic. I'd like to park right here, but I wanna top my tanks up with fuel first. Then we'll do a little lap around here. Does look pretty full in here, but there are spots available. There's one there too, might take that one. Oh, it looks like it's windy at the pumps. Fantastic. Look at that. This isn't gonna be fun. I paid for a spot. No, the world's not ending. It's not a sign. I just really wanted a good spot for the storm. I didn't wanna get snowed in somewhere I wouldn't be able to get out easy, and I didn't want to be in a spot where I could get backed into. This is the best one I could get. Those people shouldn't be parked there. Those last two trucks, they're actually parked in the driveway. But people always park there anyway, so, oh well. There's my little ticket in my window saying that I paid for this spot. No one's in here beside me yet, but hopefully they'll be able to back in easily without hitting my truck. This way I don't gotta worry about the storm. Wind gusts are getting up to 80 kilometers an hour, like I said, or 50 miles an hour. So this is where we will sit until tomorrow. I'll sleep in tomorrow a little bit, and it's supposed to stop storming sometime around 10 a.m., so we'll probably get moving here around just before noon or so. Hopefully the weather will be in our favor. We'll get going as early as we can. I mean, if it's not storming in the morning, maybe we'll leave more around eight or nine. I'll get up and see what it looks like then, and make a judgment call then. I just want to drive during the day. It's supposed to be near zero visibility on the highway right now, and I got a big van trailer behind me. It's supposed to be very windy. Why not just stay here? It's not like I'm in a big rush. I mean, I have all day tomorrow to drive five and a half hours. I think we'll be fine. Then I unload the following day in the morning. That'll be Monday morning. So thanks for hanging out with me today, everybody. This isn't quite like being stranded up north in York Factory First Nation, but we're in Saskatoon. We're in a safe spot. We've got a nice warm truck stop right over there with some nice warm showers. We're full of fuel. I got lots of food, and if I were to run out, there's a truck stop right there. I have good cell service here. So it's nothing like last week when we were stranded up north. This is a good spot to be. We'll talk to you tomorrow. We'll see how the weather is in the morning. Keep our fingers crossed.


It reminded us of a bumblebee buzzing around above it, so we thought that was a good selection. Good morning. I've been there for a Q experiment, to collaborate with the Ukrainian experiment on Port Kalan. I think you've done a great job so far, Leonid. Keep it up. One more day. Hello, Colombia. This is Prime Minister Gujral from India. Can you hear me? Mr Gujral, I hear you loud and clear. How do you read me? Kalpana, we are proud of you. Each one of us in India is proud of us. Proud of a person like you, who has done such a pioneering work, and particularly the women and youth of India, a great honor in seeing what you have done in the space. My hearty congratulations. Thank you, sir. Thank you very much. You know, when I think of you, I think what a long journey you have covered from Karnal to space. Long distance. And therefore, when I talk to you, I feel I'm talking to a person who is representing India in the space now. My all good wishes to you. Thank you, sir, very much. Those are very kind words. You know, Kalpana, I do not know if you remember. There is a saying by one of our poets, who is very well known in the subcontinent, Tikbal. He said, There are words beyond stars. And now you have seen them. How do you feel about them? It's a very special feeling. And really out here, the night sky, when you look at it, what you are saying does become very literal. It's a dome of a dark sky and stars everywhere. And thunderstorms here and there. In a while, city lights see the clouds. Very much like a storybook. I'm working without here. All of us work so well together. And it's such an honor and a mission with them. You know, it's a wonderful feeling that your journey is expended, the frontiers of science and technology. And also at the same time, you have built another new and very formidable and strong bridge between India and America. I'm glad I am. If you say so, I'm able to do that. And in orbit, Kalpana, how do you feel without weight, weightlessness? Is it very difficult, experience? Until right now, we are in a burn. And things are just moving all over. I was just moving things out of my way, with my legs. And I was just moving things out of my way, with my legs. Actually, it's not very difficult at all. You get very used to it, very fast. End up telling yourself, take it easy.  So, gently is the way to go. It must be very interesting to sit with the colleagues and friends in the same weightlessness. Is it a very interesting experience and friendship that you have formed now? That's very true, sir. On our crew, we have people from very different backgrounds. And we bring a lot of different cultures together. And it's just a lot of fun. It was fun while we trained together and now in space, too. I don't know if from your satellite you can see some other Indian satellites also, which are also in the space projecting Indian television program to every home. Yes, sir, I am aware of that. Yes, but you know, we are also our scientists and our technologies are sharing the same experience of space.  And yes, sir, I knew about that when I was going to school back in Karnal, or I should say in Chandigarh in India. And then also after I came here, I've been following that in the news out here. And I want to extract a promise from you that when you come back to the Earth, please come to India with all your friends in the satellite and also your whole family. The whole crew would love to come and that would be an honor. You will be most welcome guests of the Indian people and the government. They all take so much pride in you and excited about you that when you come and meet them, they'll be extremely delighted and you must come. We will surely come and like I said, that's definitely an honor. And if I may just take a second, I'd like to introduce my crew members to you.  His name is Steve Lindsey and Steve and I turned together in the class that I came in. Thank you very much, but also kindly convey my invitation to your fellow travelers who are in space with you, the captain and everybody else. For sure, sir. I'm pleased and will tell them that this is a very warm and hearty invitation to all of you. It will pass that out, sir. And you know, Kalpana, you come originally, your family came from Karnal and in that area, where a famous poet, Kalidas was there, wrote that famous song about the swim of the swan. And I know about that and that's a very special thing. And you are that swan now swimming in the space. And thank you very much. Once again, my feeling of thanks to you for all that you have performed. You have made all of us proud of you. Thank you, sir. Thank you very much. Thank you for calling us on the orbiter. And if you would just take a second, a couple of days ago, we taped the view of Himalayas from the orbiter and I'll download link it to you for a minute or so and we can be talking while that's happening. Thank you. Prime Minister and all the people from India, we taped this view a few days ago I was hoping that maybe by chance and the call came, we'd be flying over some regions that folks there were familiar with. But the view of Himalayas is so magnificent that it really belongs to all of us, as you can see on this video. Thank you very much. Kevin, good morning for us. I think good afternoon or good evening for you. It's amazing that we are on day 76 of our 91 day stay in this chamber and you're on day 14 or 15 out of one more day to go and we feel that the end of this test is right around the corner. We're wondering, it's strange to see that we may have the same feelings on different duration flights. Well, now that you're right, we're just about ready to finish our mission. We only have one day left, but it sure has flown by. I hope yours has done the same. If you're doing some good work and you're doing some good science and research for a good cause, things tend to go very quickly. I just want to say hi to yourself and the Vicky we miss her and all the food that she supports with and also to John and Laura. And if I could, I want to show you one thing. Now I was there when you went into the chamber and we chatted a couple of times over email and you folks that came up with a possible problem with iodine in the water and as you know, that was the last minute addition to our flight. And thanks to your research that you're doing and then the folks on the ground find a solution, we have that incorporated right here. Let me show you. It takes out our iodine in water. We also have the filter. And as you can see, it just sucks in quite nicely between our cabinet on the Mar and the galley. So it really hasn't been an inconvenience at all. The water comes out a little bit slower but hopefully in long-term health benefits especially on the show on the International Space Station will all benefit from it. Certainly can sympathize with you on that one Kevin and the hard way you have in your hand is one that I had slated for SDS 89 but I guess we'll get another one for Terry for that. We'd like to hand it on to John now. I think he has a couple of other questions for you. Morning. Yeah, I'm glad to see that something that one of our former test directors worked on, worked great in the payload bay. Ed Moore was Nigel's test director for his 15 days with the wheat plants and he was also one of the key guys working on the sprint camp. I was wondering what your thoughts were on his performance in the CVA. Second chance to do a space walk and to fly the sprint. And Steve did the flying of the sprint and if you saw any pictures of it it just handled like a dream and actually handled handling qualities better than the simulator in the virtual reality lab. It really has tremendous potential. The video was a little bit intermittent but we knew that going into the test because the antennas aren't optimized at this time but I think for future shuttle missions and definitely on the International Space Station that technology really has great potential. This is a homegrown Johnson Space Center project. It was done on a very tight budget and the guys really did hit a grand slam. It just worked great.