Most people that I coach make two to six hundred thousand dollars a year of like Revenue to the business not to them and they end up doing a lot of them.  They end up not liking what they do because they're answering the phones or doing all the service They're doing all the selling they're turning all the business or fall over all the pending their cut service in the client It's like it's just it's never ending You can I mean owning an insurance agent you can find something to do 24 hours per day Forever absolutely, and I think that's one of the things that you really taught me As from going through your training programs is that because when I first took over my agency, we had two staff now We have five. Hmm. So Scaling adding people and that's where a lot of agents are scared They look at it as that's money out of my pocket. Well, okay, so Yeah, you could look at it from that perspective, but then that's kind of a scarcity mentality, right?  I pay everybody up front a lot But I haven't I haven't shared a renewal with anybody yet So all that renewal income is for me All right, all the way in town from Dallas, texas my good buddy, mr. Richard cavernous. How are you, sir? I am glad to be here. Cody. Thank you. Thank you so much for coming in town spending some time together Uh, you have a Book coming out soon. Yes, which is a lot of the purpose of our meeting today and hanging out Yeah, I won't you tell everybody about your book. So the book's called the power to thrive It's based on helping people to kind of rise above mediocrity Unlock their god-given power and then just elevating their everyday living It's a timely book because coming out of covet, you know, everything people are really I think a lot of people are feeling stuck Something's missing in their life, whatever it might be and I just really feel that this is a timely message And it's it's christian, you know, so it's it's bible-based I think what one thing that makes it quite unique, especially my whole coaching process is that What what's kind of separate me from other christian coaches is that mine is more It's a combination of bible. So bible teaching really good bible teacher. You read the book. Yeah, yeah, you know, it's good Yeah, yeah, it got me. They got my wills turned into thinking exactly So it's it's a little deeper than what your traditional What I would call your christian preachers out there kind of do with personal development So it's bible-based. It has science. It has some psychology and of course personal development And so it's a great process and a unique process that really helps people I believe to actually draw closer to the lord Then went before they read the book. So I love that. Yeah, that's huge man. Yeah, it was a phenomenal book It's coming out in a few weeks. Yeah power to thrive book.com to check it out. Yeah power to thrive, which is cool Yeah, uh, we met how long we know each other now I think we've known each other now Close to a year I was it was pre-covid. Yes because I was at your office. Yeah, and I don't remember wearing a mask Yeah, no, it was I think it you came uh mid mid summer last year to our office. You were at the Um, I forget the event that you were actually doing but you were doing something in Dallas right before 8% It might have been was it this past or was it before then was it because that that's the case It would have been this past september Okay, then that's when you came was it previously or was it really then or was it or was it the 8% before in july 2019 or 2020 was it 2020 2020. Wow. Yeah Crazy. Yeah, that's awesome. Actually, I think I did wear a mask in the building and then but then maybe not in your office But it's correct. Yeah That was it. That was it. That's not even been now. What eight nine my eight nine months ago. Yeah, that's awesome And tell everybody about your agency because you've got a very successful interest agency. Yeah in near Dallas, Texas Yes, so I'm a captive agent Uh, obviously do lots of p&c But the I think I try to brand my agency that we're more of a life insurance agency first That's awesome. And then a p&c agency. Secondly, so we typically do About 40 000 a year an annual premium for life insurance. Wow And somewhere between 60 to 100 life applications. It just depends on the right But we have a culture in our agency about asking for life insurance And that's really what drew me towards your system because I feel like it's really enhanced our ability to sell life insurance And and just do a lot more coaching with our staff and it's really been significant for A significant for our agency We do probably between 70 and 80 000 a new business premium property casualty new business premium a month and I have a staff of the nice thing about my staff is that Even my customer service reps they they generate like 15 000 a new business premium. So I have a culture of everybody is Winning winning. Yeah, exactly. They're thriving. They're thriving. Yeah, which I love absolutely You have a phenomenal team great infrastructure. You're crushing it. You're in the top 10 percent. Yes As a captive agent agency owner Which is hard to do and most are telling life insurance, but you're doing at a high level, which is huge We're actually considered a triple crown with our agency so And that is you have a certain amount every quarter you have commercial PNC and life. So I'm a real I feel like we're really balanced and And I strive for that that's important to me because that's how you really spread your wealth out that way If you have some commercial accounts and some of them go south You still got the everything else to fall back on so exactly. I think it's a healthier way to grow your agency I love that and a lot of agents are a lot of agency owners that are doing what you're doing Are struggling with some of those pieces and you're again thriving on a very high level, which is huge also We are doing together because you've doubled your business new business revenue since you took over the agency Yes, you just took over the agency a year ago. Yes, that's correct And you have doubled the new business revenue that you're pumping out. Yes in that office within 12 months Yes, which is huge and you're going to be sharing some of that here coming soon Yes, we're going to be doing a webinar together on June 29th at five o'clock Called how to double your new business revenue and next year imagine, right, which is perfect Perfect correlation and what they'll really learn is how you Have used these 13 christian principles to become a top 10 agency owner As a captive agent at a captive company And you know, you and I've had this conversation before Cody actually quite a few times But you know, we're both christians. Yes, and you know, I certainly don't force my faith on people But I'm also to the point now where, you know, my faith has a lot to do with my success That's awesome. And so I want to share that with others and Hopefully those that maybe even either share the same faith or maybe You know Aren't there but maybe you can really respect what I'm what we're going to talk about totally Even if they're not there yet, they're still going to get a lot of incredible Business owner strategies and principles of things that you've done that they can relate to their business because when you double your business in a year That's impressive. Like it's so impressive and you're giving away 13 different principles. Yes really secrets if you will of your success Yes, and you're giving those away for a webinar. We're doing on the 29th for 37 dollars Yeah, and basically and basically what it is. Cody, it's it's the it's kind of like the declaration It's the it's the constitution of what makes up the whole power to thrive concept as you you've read the book You kind of understand it. So these three 13 principles kind of comprise what makes up the foundation for the entire The book and that's right. That's right. That was that was the first book that I've read The whole thing and actually provided the author with a lot of like pieces that I loved from the book You know excerpts and examples Um, I took some of your advice and some of your recommendations and I did make some tweaks and different things. So good I really appreciate that. That's why we that's why I give it out to people. Awesome. Thank you I wasn't even planning on you make it adjustments because of that, but I appreciate that. That's awesome That means a lot. It means you listen Absolutely, which most salespeople struggle with But you listen way more than you talk to most people. It's like, okay. It's like listen A little half and half dude, you're like 90 10 listening which is which is which is a lot and you guys are going to learn that again on this webinar I was going to charge quite a bit more. He's like, I don't care about the money. I want attendance I want reach. I want to help people and 37 bucks the description the links in description below So if you want to grab that you probably should especially if you want to double your new business revenue in the next year Right. Yes, I want to jump back to the listening piece because as I get to know you You are always processing I don't know what's going on up there, but you're always like you even mentioned an idea Which we can't share until you get to 8% this year But rich inspired an idea that we're going to do at 8% this year That dylan may have saw in the ca team slack earlier that is freaking massive concept Where'd that come from? Is that just like natural for you?  Yeah, which I'd encourage anybody if you don't know what those are Strengths finder 2.0. You need to read the book and do the test. It's really good stuff Um, all my staff. I know what their strengths are because I want to operate in what their strengths are, right? And I know you do that here too, but so I'm a strategic thinker my number one Huh high achiever number two Number three is I'm a learner. So I'm always Studying researching trying to be better And then I'm very focused. That's number four. Yeah And then number five is I'm a maximizer None of those are bad. Yeah, those are all really good qualities Yeah, right of you and what you do and be an agency owner like what more five could you want? Well, I spend a lot of time thinking I do a lot of means you're like a robot. Yeah, I plan a lot I think a lot. I I'm always strategizing. How can I improve? How can I how can we do better? And uh, So yeah, as a matter of fact as I was mentioning to you one of our top producers who was training To be an agency owner in our agency he left and he's you know, he's got his own agency Which is the whole idea But you're like the farm club for for the majors even though you are still in the top 10% of the majors But but you're allowing the other majors whatever them start a company start your own agency or whatever, right? And the thing is is that so we're down a producer But I've been able to motivate and coach my team to keep the level of production as high as possible. Wow That's huge. Yeah, so I mean when it comes to finding good people Which I'm sure is like a core piece of what you do and really leveling them up and pouring into them And a lot of the things that we're going to talk about in the future as we do stuff together Because I'm excited to do a lot of stuff with you together. I really am one of the things you talk a lot about though is Your explanation of service. Yeah And and explaining services in a world-class way to get someone's attention Yeah, I'd love for you to talk about that because most people do not know how to explain their services in a world-class way Yeah, especially as a matter of fact, I've even put it in the book. I got I'm so committed to it I put it in the book. Oh, that's awesome. So I explain to people. Here's here's what I believe here's what we're about So, you know with power to thrive. I just believe that people are Stuck today. I believe that there there's something missing in their life. I believe that they You know that they're they're encompassed with fear Yeah We've had just all this fear thrown at us for all these months And I think people are completely encompassed with fear which paralyzes you From being able to really be the person that god wants you to be So I'm really big on on that One of the the key scriptures for the entire book power to thrive is based on second timothy 1 7 That god has not given us the spirit of fear But power love and a sound mind. So when you look at that scripture alone I mean, it's very clear that that's not god's intention for us to live in fear And then I just believe that every christian needs a coach And somebody to walk by their side and to to really help them With their not only their personal power, but their spiritual power as well. Yes. Um, and so And basically what I do is I help people rise above mediocrity Yeah, I help them to unlock their god given power and then elevate their everyday living and like I mentioned before that's I do it through a very unique process That's very unique to me that combines bible study Deeper bible study than what most people are used to get you to really think Which is what I love to do as a coach get people thinking Bible study and then science I mean science has about the brain and how the brain works and just All of those kind of things is, you know, it's just some great stuff in the book on that I have some great stories in there too. Um, I really took a lot of time to write good stories that match the topics and then You know, just psychology personal development and then, you know, my track record, you know, since 2006 I've kind of been teaching it's taken me this much long to get the book into a 15 years Yeah, it's taken a while But to kind of formulate everything the way I want to get it to where it's Presentable in a in a way that it's a process people can walk through and I think you saw that it It's a process and when you walk through the process you get the desired results That's right. So that I'm very excited about that but people have had marriage problems people who've had um job issues people who have had just Um, even even uh sales issues. They you know, this book will help you with that Um, any any kind of a deficiency that you might have When you start adding god into the picture things all of a sudden start to Kind of they they fix themselves right and uh, so when you kind of get out of your own way And then you allow god to be the foremost thing in your life things tend to Go better for you when you start it. I don't think they can see this but accepting responsibility Which you talk about as well. Oh, yeah It's actually one of the 13 points that we're going to be talking about together on my wrist on our new 8% wrist band Yes, um, talk about that because a lot of people will struggle with accepting responsibility. I love making excuses Love blaming others when they fail love blaming Covid whatever right? Yeah, how is that have you seen that change your life by just accepting responsibility You know excuses everybody's I mean you can hang your hat on just about anything, you know, because it'll work for you Um, but the bottom line is is that you have to look in the mirror and you just have to be able to say Um, I'm going to tell everybody right now. You know, I'm not a college graduate Okay, so when I graduated from high school, my biggest desire was to be a professional skier Um, wow, and so I pursued that and and did that for several years. Have you seen Molly's game the movie? Oh, yeah, yeah, I mean you think of that when you're talking about skiing. That's such a good movie Yeah, so I was a a racing coach. I was a certified ski instructor. I was actually a ski area Um, a ski school director for one of the ski ski areas in Washington state So that was my that was my deal. And so I pursued it remind me not to go skiing with you Well, no, I love skiing you you should go skiing with me because I'll help you have fun. There you go You'll teach me how to actually ski properly. Yeah, the mountain should playground.  So that's awesome. Um, anyway, um, so I I'm not a college graduate So I really see myself as kind of self-taught, you know, I've over the years I've just done a lot of reading. Of course, you know, I think what's the third or fourth strength of mine is learner So I'm a perfect person for really self-taught type mentality because I I can find the answers Um, I may not know it, but I'll figure it out and find it I'll find someone who can do it better than me and hang out with them And and that's really what I've done with insurance. I did it with ministry I was full-time into ministry for eight years senior pastor and evangelist and uh, yeah And so everything that I do I just kind of figure a way to You know to make it work and get better. Well, you set a key piece though how you, um Find someone that's doing it better than you and you learn from them Yeah, most people in our industry Human race Struggle with that piece right there like finding someone that does it better saying they do it better is like tough for a lot of people like A lot of people do it better than we do, right? Um, but saying they do it better Identifying and locating that individual realizing that I can learn and get better learner. Yeah, and then Going and finding and soaking it up so that we we can improve by learning and watching them You know, especially in the insurance industry. I mean, there's a lot of really good teachers and trainers out there that have done a Well, get your Vlad churchingos. You have Dan get a jima. You have kodiaskans. You have I mean the list is long The role play, uh, yep. Yep. Yep people from Seattle. Yes. That's right. Yeah Um, there's just so many people out there and I just constantly am studying and learning and Trying to to get better and uh, so, you know all of those people It's I want to be where they're at and I think that's where the victim mentality comes in scarcity mentality is a lot of people They kind of have an idea that they they look at other people and say I'd like to do that But then they come up with a limiting belief Which is we talked about that. That's huge. It's a massive very big issue And in power to thrive we really on we really take that onion and really unravel that thing It's really a powerful chapter in the book on limiting beliefs, but um, the the key is is that um, you have to ask yourself is it true And oftentimes we say no, it's not true Yeah, then you ask well, then why do we say that to ourselves? And then when you really start to understand where it comes from then you can start replacing it with what the truth really is about you But accepting responsibility is is the is is really one of the key principles of success No matter what you're doing, whether you're selling insurance or cars or, you know, real estate, whatever it may be You know, even in ministry, you know, you have to accept responsibility for your actions And especially as a christian, I'm really big on that that's right. Stop making excuses and uh, either say you're sorry as for forgiveness Um, confess to a brother or sister that's in the church or whatever it may be But you know, you got to not make excuses because all that does is it just keeps you from growing It does it it it makes you it like tricks you into believing that it's never your fault You know and before you know it, it's like it's never your fault Well, it isn't if you believe it isn't, you know, and even though it is, you know, uh, that's so huge like For everything to change We got to change Absolutely and for us to get better, we got to get better and and and I'm a big believer in that these last three and a half years I finally started just blaming myself for everything And it's amazing how much the better things will get when you just start blaming yourself for everything Well, we could have done more in sales Why didn't I do more in sales? You know, we should about we should put out better videos I should get better on video, you know, like a lot of that stuff the one thing that you do kodi that I really Kind of role model after is and and I think other people should too is That you realize what your strengths are and what your weaknesses are and you hire for your weaknesses Yes And I just think that that is one area that a lot of people don't get because If you're going to ever scale a business You have to be able to have a team you got to be able to have other people come join you Because you can't do it by yourself. I mean think about it. I mean, yeah, you can write 117,000 and whatever that was, right? You know, you can do that But to get to millions to get to multiple millions You need to have a team and so you have to you have to figure out, you know What what is it that I'm not good at? You know, I don't like admin. I don't like scheduling I don't like any of that.  I thank you for saying that because people don't uh Most people that I coach make two To six hundred thousand dollars a year of like Revenue to the business not to them and they end up doing a lot of them.  They end up not liking what they do because they're answering the phones or doing all the service They're doing all the selling they're turning all the business or following all the pending their cut service in the client It's like it's just it's it's never ending. Yeah, you can I mean, I don't owning an insurance agent You can find something to do 24 hours per day forever absolutely And I think that's one of the things that you really taught me As from going through your training programs is that because when I first took over my agency We had two staff now. We have five so Scaling adding people and that's where a lot of agents are scared. They look at it as that's money out of my pocket. Well, okay, so Yeah, you could look at it from that perspective But then that's kind of a scarcity mentality, right?  I pay everybody up front a lot But I haven't I haven't shared a renewing with anybody yet. So all that renewal income is for me So think about that. So if you're if you're thinking about building an agency Ask yourself who cares if you're making a whole lot of money up front It's the back end where you really make the money So if you spend more time trying to figure out how to keep people And and then, you know, keep the keep them in your business Wow, you're gonna have a really your income's gonna go up every single year How many people can say that that they actually do that most cannot yeah, which is amazing. Yeah, how did you transform? and not not only double but but adding that You'll add nearly a hundred life policies this year somewhere in that vicinity Maybe a little less or a little more or whatever. How did you get to that point to where now?  Well, there was a lot of life opportunity. So that's been been nice, but here's here's what I'll say um I have delivered three death benefit checks in my life uh in my career um, and I hope everybody understands what I'm saying when I say that so a life insurance policy where someone's passed away I got the check and I had to deliver it to the client. So I've done that three times I've talked to a lot of agents who's never even done one. Um, but When you do it It really rings at home. Why you do what you do? So I'm really passionate about it And I just feel like it's the most important product we offer People people don't have to say yes, but I feel like we have to offer You feel better at the end of the day if you at least like think about it like If someone passes away if you guys watching right now, right? You're in rich issues and and or you're one of his agents or whatever And you don't mention it and somebody passes away What's worse not mentioning it. They pass away Mentioning it and they pass away or And some would say well, maybe it's mentioning it because you couldn't close Well, at least you were trying to mention it, you know, absolutely Yeah, and uh, so, you know, we we just ask all the time When we do um our annual reviews the first question we always ask is Tell me about the life insurance that you have outside of your work So that's the question we ask to start off our annual reviews So most PNC agents start out with auto home umbrella and then oh, let's fit in the life If you make it first then it becomes a priority That's right And that's how you can brand your agency to be a life producing agency because you're emphasizing that product strong strong, I bet most Most PNC insurance agencies sell less than 10 Life policies per year, by the way Yeah, I mean I it's probably correct And I'm pulling from the hip there, but I guarantee it I know some I know some agencies that are quite large that produce a lot of PNC And you'd be shocked at how little they produce in life insurance when it's actually a very natural segue You know, it's a natural transition and everything so It's a lot of and and the other thing to Cody that I really do That I think I do really well with my staff I've shown them very clearly very clearly on on a white board I have we do handouts we have agency meetings every week all of that I show them what they can make So when you take 20 auto policies And then you take 20 life policies And we know that our average commission on our life policies is like 700 800 bucks, right? And so When you look at that versus the auto policy the amount of money they make is it's so much higher So when you really share with your staff, hey, you can actually make more money doing this Everybody gets a raise now everybody gets excited And they're like, yeah, we do life insurance, you know, so It's just it's making people aware and getting them incentivized. It's amazing how much better it gets When you focus on it Yeah, because it's a big priority. Yeah for what you do. Yeah It's amazing when you start like talking about it tracking it Reporting on it seeing it discussing it role playing it training on it It just goes up odd It does. Yeah, crazy um What are you most looking forward to when we get together on june the 29th at five o'clock for our webinar again for those Have registered in the link below on How to double your New business revenue in the next year. What are you so excited about? Well, I think there's a couple things number one I think it's going to be fun to collaborate together on this and Kind of teach together So I can I'm picturing us at the whiteboard together and you know doing stuff like that and and so I think we're going to have a lot of fun with it. So it'll be I think people will really enjoy It's not going to be some stiff, you know, kind of training. It's it's going to be fun It's going to be conversational But I think what they're going to what what people are going to really get out of it is they're going to get a sense of Kind of a platform I would call kind of like a Stepping stones. Okay, how they can actually take their life to the next level That's good. We're not going to have enough time to go through everything in great detail But I can tell you right now. They're going to get some really good nuggets Enough to feel like they really that time because I value people's time That's why I want to really make sure that it's really we're going to go above and beyond to give great value to people Well, and I know they're going to get Extensively more than their money is worth when they pay 37 bucks Knowing you which is hilarious because it's like that's going to happen just by showing up However, knowing you you're going to be extremely organized extremely prepared and and and feel as if You must deliver because of how much you care about people Absolutely people that will be watching and how impactful it could be if it just helps or touches one person and changes their life Or they double their business the next year because of that and if they don't have a business At all. Yeah, it's easy to double it. You took over an agency that already had like 1300 plus policies on the books It was already a company that have been around like A dozen years or so. Yeah, right. I mean because of that to take over said be like me jumping and taking over a And and and restaurant That's not the worst restaurant in town. It's it's doing well It's doing okay, whatever and then having to double the size of that in the next year That's tough But you've done it You know, you've done it. So I know you're going to deliver a lot of goodies on that. I'm very excited. Yeah, it'll be well with your time 100% I mean to just learn how you Have used these specific 13 principles that we're going to share Okay, again at this webinar to become a top 10 percent of Agency owner with a captive company. Yeah is impressive. Yep, and most people are struggle with that. I can't do that What encouraged you to write? The book power to thrive. That's a good. That's a great question. So You know, my life's not perfect I've had a lot of obstacles some challenges some some real high mountain peak experiences and some real valleys As a matter of fact, if if if people who are watching this if you go to youtube and just look up richcavenus.com You'll see a my story video. I'd encourage you to watch that before the webinar It'll give you some insight to myself and I want to be really transparent with people And but I think it it started back in the 90s when I started my first insurance I've actually started two agencies. Wow. I don't know if you knew that or not But so you learned something. I was thinking you had been in it before I have yeah So in the 1990s from 1990 to 2000 I I did it 10 years of started a from scratch And really built a nice agency and a little place called Wenatchee Washington. Wow, and But uh, you know, what I what I learned During that time was a lot of self-improvement a lot of personal development psychology things like that and really honed my skills And sales and just developing myself And then I went into ministry full time for about eight years And then I really got the bug to Get up and get back at it again. And I love I love building. I'm an empire builder And uh, I love to build things and Make things better, you know, like to take a concept and say what can we do to make this better? What are some things we can do to it? And I love I love that process And so I I would say power to thrive is like an amalgamation of 30 something years of just my life experience My research my study All of it kind of put into Put into a book that really From what what I'm seeing now with the reviews. I mean, of course your review was very strong I really appreciate that Cody, but other reviews I'm getting from pastors business owners Coaches is really strong. I mean the reviews are great. So people are really Impressed with the material and it's actually helping them to improve their life. And that's that's what it's all about That's awesome. Yeah, that's huge.  Have you always been that way? Yeah, I always have been Yeah, like I said, I'm an empire builder. I've always just thought about I always think How can I make this bigger? How can I, you know, build it? Yes. Wow Well, what else would you like to add in in relation to the webinar power to thrive? Um, we're we're even going to do a four week, uh coaching program coming up in in august For those that want to be a part of that again You need to be on the 37 dollar webinar to learn how to be on the other piece But if if people are really interested in the pre-launch for the book, uh, they can go to power to thrive book Dot com made it simple. So power to thrive book dot com And uh, I'm going to actually be doing a free webinar With that so they'll we'll get give you some additional training with that and So I'm excited to to share that with everybody too, but uh, that'd be that'd be good because the book comes out in june and We're we're doing a special gift for everybody that signs up for the pre-launch. That's awesome. Yeah, that's awesome. Well Rich has given you the permission to thrive Absolutely power to thrive Everybody has the god given right and they were created by the creator of the universe to thrive in their lives and uh, the only reason that you're probably not Is because There's something holding you back and I believe that power to thrive can help walk you through the process To unlock that unleash it and allow you to be the person that god's created you to be I love that. Well, thank you for being here today. Thank you for sharing everything that you're sharing everything that you're doing Um, it means a ton and I can promise you they will love spending time with us june 29th at five o'clock So I'm looking forward to a coating. Yeah, thanks for being in town. Thank you We'll see you in a few months at eight percent and we'll see you guys in a few weeks at the uh Webinar. Yeah, absolutely. Looking forward to it. All right. Let's go thrive. Hey, if you enjoyed this I got another one. You're gonna love it's right there. Click on it See you in there. You generate a ton of inbound leads From social media from facebook Organically like referrals friggin galore.


attention and then by his own attainments which are considerable he succeeded in making himself a very welcome visitor at my rooms when i learned that my daughter's affections had been gained by him i may have thought it premature but i certainly was not surprised for he had a charm of manner and of conversation which would have made him conspicuous in any society he was much interested in oriental antiquities and his knowledge of the subject justified his interest often when he spent the evening with us he would ask permission to go down into the museum and have an opportunity of privately inspecting the various specimens you can imagine that i as an enthusiast was in sympathy with such a request and that i felt no surprise at the constancy of his visits after his actual engagement to release there was hardly an evening which he did not pass with us and an hour or two were generally devoted to the museum he had the free run of the place and when i have been away for the evening i had no objection to his doing whatever he wished here this state of things was only terminated by the fact of my resignation of my official duties and my retirement to norwood what i hope to have the ledger to write a considerable work which i had planned it was immediately after this within a week or so that i first realised the true nature and character of the man whom i had so imprudently introduced into my family this discovery came to me through letters from my friends abroad which showed me that his introductions to me had been forgeries aghast at the revelation i asked myself what motive this man could originally have had in practicing this elaborate deception upon me i was too poor a man for any fortune hunter to have marked me down why then had he come i remembered that some of the most precious gents in europe had been under my charge and i remembered also the ingenious excuses by which this man had made himself familiar with the cases in which they were kept he was a rascal who was planning some gigantic robbery how could i without striking my own daughter who was infatuated about him prevent him from carrying out any plan which he might have formed my device was a clumsy one and yet i could think of nothing more effective if i had written a letter under my own name you would naturally have turned to me for details which i did not wish to give i resorted to an anonymous letter begging you to be on your guard i may tell you that my change from belmore street to norwood had not affected the visits of this man who had i believe a real and overpowering affection for my daughter as to her i could not have believed that any woman could be so completely under the influence of a man as she was his stronger nature seemed to entirely dominate her i had not realized how far this was the case or the extent of the confidence which existed between them until that very evening when his true character for the first time was made clear to me i had given orders that when he called he should be shown into my study instead of to the drawing room there i told him bluntly that i knew all about him that i had taken steps to defeat his designs and that neither i nor my daughter desired ever to see him again i added that i thank god that i had found him out before he had time to harm those precious objects which had been the work of my lifetime to protect he was certainly a man of iron nerve he took my remarks without a sign either of surprise or of defiance but listened gravely and attentively until i had finished then he walked across the room without a word and struck the bell asked miss undress to be so kind as to step this way said he to the servant my daughter entered and the man closed the door behind her then he took her hand in his Elise said he your father has just discovered that i'm a villain he knows now what you knew before she stood in silence listening he says that we are to part forever said he she did not withdraw her hand will you be true to me or will you remove the last good influence which is ever likely to come into my life john she cried passionately i will never abandon you never never not if the whole world were against you in vain i argued and pleaded with her it was absolutely useless her whole life was bound up in this man before me my daughter gentlemen is all that i have left to love and it filled me with agony when i saw how powerless i was to save her from her ruin my helplessness seemed to touch this man who was the cause of my trouble it may not be as bad as you think sir said he in his quiet inflexible way i love Elise with a love which is strong enough to rescue even one who has such a record as i have it was but yesterday that i promised that never again in my whole life would i do a thing of which she should be ashamed i have made up my mind to it and never yet did i make up my mind to a thing which i did not do he spoke with an air which carried conviction with it as he concluded he put his hand into his pocket he drew out a small cardboard box i am about to give you a proof of my determination said he this Elise shall be the first fruits of your redeeming influence over me you are right sir in thinking that i had designs upon the jewels in your possession such ventures have had charm for me which depended as much upon the risk run as upon the valley of the prize those famous and antique stones of the jewish priest were a challenge to my daring and my ingenuity i determined to get them i guessed as much there was only one thing that you did not guess and what is that that i got them they are in this box he opened the box and tilted out the contents upon the corner of my desk my hair rose and my flesh grew cold as i looked there were 12 magnificent square stones engraved with mystical characters there could be no doubt that they were the jewels of the urim and thumin good god i cried how have you escaped discovery by the substitution of 12 others made especially to my order in which the originals are so carefully mutated that i defy the eye to detect the difference then the present stones are false i cried they have been for some weeks we all stood in silence my daughter white with emotion but still holding this man by the hand you see what i am capable of Elise said he i see that you are capable of repentance and restitution she answered yes thanks to your influence i leave the stones in your hand sir do what you like about it but remember that whatever you do against me is done against the future husband of your only daughter you will hear from me sooner ganilies it is the last time that i will ever cause pain to your tender heart and with those words he left both the room and the house my position was a dreadful one here i was with these precious relics in my possession and how could i return them without a scandal and an exposure i knew the depth of my daughter's nature too well to suppose that i would ever be able to detach her from this man now that she had entirely given him her heart i was not even sure how far it was right to detach her if she had such an ameliorating influence over him how could i expose him without injuring her and how far was i justified in exposing him when he had voluntarily put himself into my power i thought and thought until at last i formed a resolution which may seem to you to be a foolish one and yet if i had to do it again i believe it would be the best course open to me my idea was to return the stones without anyone being the wiser with my keys i could get into the museum at any time and i was confident that i could avoid simpson whose hours and methods were familiar to me i determined to take no one into my confidence not even my daughter whom i told that i was about to visit my brother in scotland i wanted a free hand for a few nights without inquiries to my comings and go ins to this end i took a room in harding street that very night with an intimation that i was a pressman that i should keep very late hours that night i made my way into the museum i replaced four of the stones it was hard work and took me all night when simpson came around i always heard his footsteps and concealed myself in the mommy case i had some knowledge of goldwork but was far less skillful than the thief had been he had replaced the setting so exactly that i defy anyone to see the difference my work was rude and clumsy however i hope that the plate might not be carefully examined or the roughness of the setting observed until my task was done next night i replaced four more stones and tonight i should have finished my task had it not been for the unfortunate circumstance which has caused me to reveal so much which i should have wished to keep concealed i appeal to you gentlemen to your sense of honor and of compassion whether what i have told you should go any farther or not my own happiness my daughter's future the hopes of this man's regeneration all depend upon your decision which is said my friend that all is well that ends well and that the whole matter ends here and at once tomorrow the loose setting shall be tightened by an expert goldsmith and so passes the greatest danger to which since the destruction of the temple the orim and thulmium has been exposed here is my hand professor andreus and i can only hope that under such difficult circumstances i should have carried myself as unselfishly and as well just one foot now to this narrative within a month elise andreus was married to a man whose name had either discretion to mention it would appeal to my readers as one who is now widely and deservedly honored but if the truth were known that honor is due not to him but to the gentle girl who plucked him back when he had gone so far down that dark road along which few return end of the jew's breastplate by arthur conan doile recording by jeremy paville


What is up and welcome to insurance agent training every Monday 2 o'clock central standard time today I Got something good man. Not only are we gonna talk about trial closing one of my favorite things when it comes to sales But if you didn't get one of these last year, I'm gonna make sure you get one of these this year at a personation insurance wealth conference This was from 2018 these things are soft. I love wearing these I love working out these things all the time We're gonna have plenty of these to go around in Dallas at a personation 2019 Coming up literally in a couple of months. It's nuts right couple of months and a half So trial closes. What are my three favorite trial closes? Do you understand what trial closing is? Do you currently use trial closes in your business and when you do? What are the results? Are you stopping when you ask a question so that you can actually? Finish with a trial close and actually get an answer or are you talking past the trial close? So today I want to share with you The three there's a lot of them like when I do benefits presentations. I go through like eight trial closes So we got tons of videos on that. It's our university today I want to talk about my three favorite trial closes and why the first one I love this one right because it gets some engagement it gets some feedback It tells me the person that they want to help which is hey, who do you want your beneficiary to be? It's all about training insurance agents and when you know, they're beneficiary or know what they want to protect Or know what's important to them like I don't have to be that right if you're selling Auto and home right? What are we looking to protect right? This car why this car? Why was this car important right exactly or Medicare right? What are some some of some health concerns? What are some big things you want to make sure that are covered? It's it's literally something a trial closing is something to pull them in your general Direction you're over here. They're over here and you can trial close to get some little yeses and some little answers Along the way to get them closer to you also one of my favorite ones I go from the warm-up to the fact find I use it a few times too and you can ask it in different ways I'll use I'll use the same question multiple times in appointment if I ask in a different way so hey Betty what got you thinking about this? What got you thinking about all this right? Okay, well, I'm getting old. Well, what was it about getting old right? That's not an answer What was it about getting old that got you really contemplating the need for all this? It's a different or well, I just you know, I know that I'm gonna need something to take care of my final expenses You know well What was it about the importance of final expenses that really started to get you thinking and concern you? Because I want to make sure that I'm helping you with all of that, right? What was it? I just ask that same question three different ways But in essence it was the exact same question So a lot of people don't you don't realize that you can do that, but you can ask the exact same question three different ways As long as you change up the question I learned a long time ago. I can ask the same question over and over and over again As long as I change up the way that I'm asking it. So when That question comes up right can I continue to ask it in various ways to get different answers? That's the cool thing about changing up the question when you're trial closing It's the purpose of it is to get them to move get an answer gain information Get a yes, right all those things trial closing is meant to get you closer to the Close the big Monster Daddy close right just like Monster Premier, which is a seating section of 8% The third one which benefit is your favorite sue of These five benefits which one is the most important to you which one is your favorite? Which one did you like the most like you just heard me ask the same question three different ways? Ask it however you want but when I go over right? When I go over five benefits I'm asking Can we go over these? Is it okay if I share with you these then I've got the one two three four five Then on the fifth one I've got two right so I got another one Then I'm asking which one's your favorite. So there's another one. There's literally eight trial closes in my one benefit Presentation and that's the only reason for the benefits presentation is why it's because it's focused on value increasing the value in their eyes Right and the fact that I get to ask eight trial closes along the way doesn't hurt right so at the end of the day What are you doing? that Can get you closer to the sale you've got to have things in your head Specific things that you're used to doing saying that you like to Do every single time right? I got this question last for a lot last Friday on a person club Somebody said hey Cody What are some of the things that you want to make sure that you always ask? What are your three favorite questions or what's the questions you like to ask a lot? And that kind of got me thinking about this topic Dylan's like hey dude I think that would be a really good show on Monday. We should consider doing that. So here we are doing it, right? Think about the things that gets you closer to a sale. What are the things that you like to do? What are the things you don't like to do? What are the things that work? Well when like I used to record my appointments because I would say okay. I would listen to it Okay, this question went really well. They liked that question and it got me closer to the close.  So I'm gonna keep today really really short at the end of the day. It's all about try I want to get on reason we do these shows and I want to get on dump Information value something for you to learn and put up here that you can remember because in the day It's insurance agent training I'm gonna put on my professor hat and I'm gonna go to freakin work and train and focus on helping you guys every single Monday, which is why This is one of my favorite shows right because it's focused on actual training You learn something every day that you didn't learn in college You learn something every single day you didn't learn in school You learn something every single day that you haven't heard in probably an audio book a book or another insurance course or another mentor, right? because We try to come up with Original content that helps you succeed and it helps you get in front of more people. That's what we're adding Additional brands and companies because the end of the day What I'm here to do is help you succeed. So No matter how I can help you succeed. I want to be there with you. We just got back from Literally this the weekend prior to this past one the retreat, right? And it was a blast It was a ton of fun. It was awesome.  We peeled back the curtain on some stuff that we've never shared before or talked about before The back end of our YouTube right all of our SEO our websites are blogging or Legion all advertising all this kind of stuff Right that people don't know how to do SEO Google AdWords all the stuff that we do that works that most people in our industry do not do again I love hanging out with you. Thanks for watching insurance agent training every Monday 2 o'clock Central Center time I appreciate you guys trial closing. I want you to be a closing master Master the art of closing and getting people to make decisions and move and guess what you will be a master sales person master negotiator master closer All of the above at the end of the day if that's your goal to drive revenue Then trial closing gets you closer to driving revenue. Thanks for watching. Appreciate you being here with me I love hanging out with you. Hope you have an incredible rest of your week. Let's go strong this week Let's go all out. Let's get in front of some people and let's make some money and let's hang out at 8% 2019 in Dallas Appreciate you guys have an awesome week. Thanks so much for watching. We'll see you tomorrow phone phenom 5 o'clock