what is up and welcome to fallen phenom
every Tuesdays this year guys his
favorite show is it just me every
Tuesday five o'clock Central Standard
Time
right on the dot today we were prepared
ready and we are rollin I got a good
topic today today is all about how to
sell insurance over the phone and it's a
big topic right it's a big concept it's
something a lot of insurance agents want
to know more about which is why I'm
gonna use the whiteboard here in the
Cody asking studio and kind of walk
through what we're talking about it's
something that we get asked about a lot
so duker who manages all of our add
comments YouTube comments questions
emails messenger etc right Instagram he
gets a lot of questions about how to
sell insurance over the phone and the
reason I don't talk about it a ton I've
got experience doing it I've managed
multiple call centers I've personally
written a hundred applications worth
about 60 grand in 45 days right because
I enjoy using the phone like I feel like
that I am solid at using this thing
right some of you guys are great at
using this saying some of you guys are
not my buddy Vince poppin Otto had one
of these at 8% I'm like you know what we
need those we need one we need one of
those so today I'm gonna kind of walk
through it because it's a it's not a
super easy thing to do right but we can
ask about it so much and I'm like you
know what I'm gonna talk about it for a
second the reason I don't talk about it
a ton just to state it upfront about 92%
of insurance agents fell out of this
business that's why we call this thing a
presentation in Dallas and the fact that
92% of agents fail is the exact reason
why I don't talk about telesales a lot
because if you're gonna fail in filled
cells then you have no look at Tony G
jumping in on IG you have no chance of
succeeding over the phone right I mean
because you need to be a master of
filled sales before you can ever even
think about transitioning to over the
phone so I'm gonna walk through what I
like to call a
a step process so I'm gonna give you a
process for converting a lead to a cell
in five steps I'm also going to give you
my five step process for breaking down
an actual telesales call right so and
Tony you got a little different view
over there you're used to Facebook and
YouTube got a little side view on IG now
bro so the five step process so first
you've got to have some type of leads or
live transfers right that's the big
thing we work with a lot of massive call
centers tell us those organizations and
they they believe in a constant lead
flow which is why our leads work
extremely well for anyone that wants to
sell over the phone new leads aged leads
all of them and they do extremely
extremely extremely well so that's why
but you have a you have a flow right
you've got to have consistent people
coming in daily that you can talk to
which brings us to our next point which
so that you can talk to and have what I
like to call conversations right
telesales is a conversation game it's an
activity game calls speaking to people
talk time like the activity has to flow
that's where you have those meaningful
conversations and when I say
conversations it takes some time to make
a tell a cell right I've never been to
tell a cell in under 30 minutes most
people think oh I can I can sell over
the phone and I'm only gonna have to
literally talk to someone for like 10
minutes and then it's done they're like
you know it's an easy sell it's not
always the case it's not always true so
that's why when most of my conversations
and tella cells were in excess of 4050
minutes sometimes an hour sometimes an
hour and a half for full completion
that's where those quality conversations
come in and if you're watching this make
sure you're taking some notes today
because I'm we get asked about this a
lot the next thing is a system and a
script right because you want to have a
system in a script that works that's why
my old mastering insurance telesales
course at Cody Asche INSCOM it's on sale
for like I don't know hundred bucks
couple hundred bucks or whatever it is
on what's up it's on Cody
and calm under the training portion of
our website we've got a lot of courses
and my old I say old because I did like
a year and a half ago when I built this
course called mastering insurance
telesales it's still there it's cheap
but it's still really applicable to this
and tell a selling and actually
converting leads live transfers whatever
using a script into clients for your
business so you need a script and a
system to plug into because you want to
just jump on the phone and not know what
to say say the wrong thing do the wrong
thing not know what to do because most
people don't most people the reason they
don't they don't make money when they
buy leads whether they're trying to
convert them face to face over the phone
is because they do not know what to do
and what to say that's why a system and
a script if you can plug into one and
find one it helps a ton next thing is
they the script the call is all about
building relationship building value and
actually closing business on the very
first call that's why I talked about me
taking 40 50 60 minutes at a time with
someone and I'm just giving you
high-level overview of how if you want
us over the phone how it would work
right relationship the relationship is
huge I'm telling you when it comes to
phone sales the relationship piece is
the number one most important part
that's the part that most people agents
forget most agents forget it face to
face it's even more important over the
phone warming up having amazing
relationship it's imperative to being
great at using this and being successful
selling or the phone relationship is
huge right the relationships got to be
there value the value has to be that's
why you always you guys always see when
I do when I do these courses and live
trainings and shows and even my
presentation I'm all about building up
building up the benefits and the value
of what we have to offer because if you
have a great relationship with them
right and you've warmed them up you've
took your time 4550 minutes an hour
right value the values they're your
building and as many beats joined us on
IG what's up bro value right
the value has to be there you got to
stack the value too that's why you
always say with people people people
that are selling stuff they stack the
value the insurance agents face-to-face
over the phone whatever stack that value
and then when the time comes you get to
the clothes and with the clothes I'm
using I'm keeping it really simple I'm
using either or or I'm using the three
options closest right so either two
options or three options depending on
the person what they're wanting what do
you do and want you to say if you're now
watching from the side angle today on IG
make sure you follow me on instagram i'm
cody taskings and that you watch on
instagram as well we gotta have multi
facts that it going crazy today
relationship is huge they have to see
the value the value you got to stack it
like it's got to feel so right and the
clothes has got to feel seamless and
simple that's where a good script in a
good process and a good system can
really come in and then you've got to
build a move seamless right into the
application process right excellent
great choice but you know what I mean
after they chose right let's see if we
can get you approved what's your full
legal name right you've got to slow you
got a you got a professionally and
smoothly roll through this process where
you're actually filling out an
application and trying to get them
approved with a phone interview so
that's where this five-step telesales
process comes in that's for the overall
process of converting a lead to a sell
now hope you took notes because I'm a
racing this bad boy now I'm gonna
actually walk through the entire call
the script what's the actual what's the
actual five-step process of the script
right five steps
to a script or the actual call right so
in the actual call the step number one
has to do with fact-finding right
because if you guys notice in my
appointment process for face-to-face
sales in person I always talk about
warming people up well the one thing
about telesales is you warm up
throughout the call the whole time
you're not just warming up at the
beginning you're warming up the entire
time as much warming up and literally
complimenting and praising the customer
and getting to know them the whole time
throughout little bit little bits and
pieces the more it'll help so fact find
those questions are super important
establishing control of the call early
on by asking questions in fact finding
you're in control the person asks the
most questions in control and you want
to be in control especially when you're
using the phone so that you can become a
phone phenom the next thing is obviously
we talked about building value this is
where this is where I always talk about
you've got to stack the value right
that's why I always go over three to
five to seven to nine benefits so that
they understand what they're getting
into I don't even have them write them
down with me like they got to be engaged
that's why questions are powerful
engagements huge they've got to be in
there if they've got the TV up to loud I
want to lose a cell on my own terms so
if the TV is up loud and it's gonna
affect a cell I'm gonna take miss Betty
kick Kim can we go and turn that down or
mute that I'm having trouble hearing you
thank you so much right so be in control
in a respectful way bill value present
options ask them to do it and then move
right into the application or the
qualification phase right that's where
and again we're going high level today
but if you want to understand how the
whole process works these are the ways
that it works I'm talking from the
process of lead to sell the
of open of the call to close of coal
right and the fact that most agents
forget that the most important part of
all of this in cells in general is the
relationship that's why females actually
sell better over the phone
sorry Matt and Tony G on IG but I'm
telling you that's why the relationship
piece is so stinking important most
people forget they think if they think
that it's all about the quote doesn't
matter they think it's all about the
carrier selling doesn't matter they
think about they think it's all a lot
price and in the competitors and you
know bashing people and whatever I'm
telling you that's what it's about it's
about the relationship DC any uh DC I
kind of like that any comments questions
on YouTube or Facebook didn't you're
miked up aren't you yeah I love it man
do does any have a voice or to have a
voice man Tony G on he got on he's all
over the place well off of Instagram and
got on YouTube and said it's backwards
on Instagram it is we're gonna have to
figure that
well that's cuz I'm looking at the
screen the ads that's why if you wanna
better read it you're gonna have to go
watch it over here right or you need to
learn how to read backwards Tony mm-hmm
Adam Holmes on Facebook just said he's
just here for the knowledge I love it
Adam what's up bro thanks for joining us
and it looks like positively youdo on
YouTube just asked how do I build the
relationship nice nice okay so so when
it when it comes to building
relationship let's give some points for
the relationship right so I'm gonna go
and erase all this you guys can go back
and work you can rewind it later this is
a live video that will live on the
Internet forever right so don't freak
out so how do you build the relationship
so when I think about building the
relationship number one I have to
actually try to get to know them right I
have to care I have to ask questions
about them and I have to realize that
it's gonna take some time and when I'm
talking questions I'm talking some some
personal questions not like hey not
jumping out of the straight straight
away from the call and saying hey
you know what's your social right like
there's ways to ask questions but
actually getting to know them it's
easier to make the cell fifty minutes in
if you know who their beneficiary is the
Sanchez agency joining us I love it man
it's all that's what's more important
right getting to know them and if it's
backwards on IGS because I want about to
see who's joining in what you're saying
what's up and if you want to be able to
read it
anything we've put over the last
fourteen minutes you have to check out
Facebook and YouTube if you can't read
it backwards
get to know them right you have to
actually care they can feel it I know
this one sounds cheesy but people can
feel if you actually care when you're
talking about over the phone like you
you have to the care has to come through
like I'm really good at building a solid
relationship over the phone like people
trust me by the end of the call they're
like freaking eating out of my hand
right care but you have to actually care
you can't fake this because I actually
deeply care about helping people right
and I hope you do too like you have to
actually care they can tell if you're
faking it you can tell if you're faking
it ask questions right didn't that's why
being in control asking some personal
questions that's where asking questions
helps you get to know them and realize
it's going to take time you're not going
to have a relationship with them one
minute in you're not gonna have a
relationship with them three minutes in
you're not gonna have a relationship
with them ten minutes in and you
probably won't even have a good
relationship yet good enough yet at
thirty minutes you guys have heard on
our agent Resource Center I think we've
got it's at Cody askance calm under
training there's a Resource Center where
we give away like discounts on leads and
scripts and data and dialers and
software and crms discounts and and and
references for all that it's in a
resource center for agents I think we
even have we may in that we may even
have all that all the telesales
recordings of me making actual telesales
we may even have that in there not
positive on that but that's where
mastering insurance telesales comes in
it's an old course we produced it a year
and a half ago but it's still relevant
and it's too
works towards trying to learn how to get
better with the phone selling arms of
insurance over the phone
super popular topic we could ask about
it about 12 times a day right about 360
times a month so that's why I'm like
alright I'm gonna give you a high level
I've owned two call centers that have
done well I've personally sold as many
as nine on my own life insurance
applications in one day over the phone
right because if you know what to do and
you understand life insurance you
understand how how much it can help
people and how you can go different
point A to point B with processes and
scripts and systems and you get all that
then it becomes a lot easier but at the
end of the day the relationship it's the
most important piece so great question
positively you know anything else DC
yeah we just had a bunch of questions
come in actually I love it if you want
to answer some of these
Suroosh asked what's the best time to
make a call best time to make a call the
best time if you want one answer is
Sunday evening
BAM I probably surprised you didn't it
didn't it
Ryan Lyle's on YouTube Ryan he says how
do you decide between phone sales versus
in-person meet agents need to first be
great at in-person sells like I just
think you'd be great in person sales
before you even just think about it so
do you have a platform for selling life
insurance over the phone we we have
leads and a discount on a dialer and
like scripts and systems that we give to
agents and a resource intern everywhere
else but yeah we've got some we've got
some things that we can help some agents
with that hundred percent yeah what
other questions we got I was an IG
question by the way this question is
from Brandon on YouTube and he asked how
long does how long does clients over the
phone stay on the books compared to in
home
yeah so about what you once you take the
placement which is when if you had and
it's against gonna be about you know
it's gonna be out I'm gonna give to
conservative numbers about seventy five
percent right
seventy-seven percent placement that's
they're interested now gonna get them
approved right so maybe three-quarters
of those and then persistency wise
you're probably looking at seventy
eighty percent so you're gonna be
looking at about an average of about
half the policies that you try to write
or on the books at the end of 12 months
and that does not include those that cuz
some people they'll buy you'll sell them
they'll get approved qualified all that
but then they won't pay their first
premium or they'll get declined or it'll
change your mind or whatever so that's
why about half of the people that you
take an application on will be there in
a year so great question and that's
really conservative like anybody that
does telesales for a living they know
that I'm being ultra conservative when I
gave you those numbers will Schafer over
on Facebook asks do you sell Medicare
Advantage or Medicare supplements over
the phone I've sold Medicare supplements
I've been a part of a company where I
personally helped them sell like 70
Medicare supplements over the phone in
one month Medicare Advantage is a lot
stricter and a lot pickier most places
you can't do it unless you have unless
you classify as a call center you have
at least ten certified MAPD reps that
are working for you but yeah great
question and then Ryan over on YouTube
asked there's a no callback policy apply
to phone sales yep it does i actually
prefer to also close there's a little
more follow up with phone sales but i
prefer to close deals on the first call
always so
because for instance we have an agent in
our office that followed up with a lady
for didn't close him on the first call
was really close to closing her didn't
close her followed up with her for a
year and she never did it right because
she timed time kills all deals and she
was really close to making a decision
my battery keeps down my phone she's
really close to making a decision and
purchasing on the first call they could
say time kills all deals and it's true
when you've got them there and they're
close it's time to convert them into a
cell that's where that's why the
relationship is so big if I've got a
good relationship with them I can push
them over the edge in a polite way
any other questions
that's it for the questions for now all
right this is how to sell insurance over
the phone super brief super vague
generic but gives you a couple processes
to think about a lot of people ask about
a lot people want to do it more
importantly we've still got an insurance
agent prospecting 101 teaching you how
to get in front of people
80 plus percent of agents if you ask
them and this is stats if you ask them
hey what is what what do you struggle
with as an insurance agent over 80% will
say they struggle with prospecting which
is why Thursday night 48 hours from 47
hours and 39 minutes from 38 minutes
from now we will be doing to our
in-depth live virtual training on how to
get in front of people and make six
figures over the next 12 months by
prospecting efficiently like I'm gonna
teach you how to get in front of people
how I got in front of a lot of people I
made 117 grand selling life insurance at
19 20 years old in eight months without
even buying leads back then and I'm
gonna share everything that I did to get
in front of people to make money and to
prospect efficiently and consistently
week in and week out so Thursday night
I'm gonna share that it's 47 dollars to
sign up for this virtual live you can go
to kits in 48 hours you better hurry go
to Cody Asche INSCOM under events click
on insurance agent prospecting
sign up for 47 bucks we'll send you a
private virtual live link on Thursday
what about an hour ahead of time our two
ahead of time something like that yeah
an hour hour ahead of time Dillon and
the team will send you a if you've
already signed up fantastic thank you
Dillon will send you guys a private
virtual live link an hour ahead of time
with it with a 60 minute countdown timer
before the private life starts the the
e-book is ridiculous hey Matt hey can
you grab that ebook out of my office I'm
gonna have Matt grab the insurance agent
prospecting 101 ebook it's a
20-something page ebook that's super
in-depth then we're gonna walk through
on Thursday night again it's a private
virtual live course it's 47 bucks it's
for new agents struggling agents or
agents that we just want to get better
at prospecting they just want to see
more people agents I want to make more
money here walk around oh I got it - bro
uh new date Matt and Duker put this
thing together you guys got to see it
real up close on it on IG can you zoom
into that a little bit maybe I want them
to see this insurance this is a
20-something page ebook insurance agent
prospecting 101 that is all about
helping you get in front of people
it says the six-figure success method
how to make $100,000 plus using a
multi-tiered prospecting system this is
your money as soon as you give me 47
bucks and go to Cody ask us come and
sign up to ours all on prospectors
remember all of these things a lot of
stuff and it's for two hours it's
insurance agent prospecting one and when
it's in 48 hours so you better hurry
even if you can't make it Thursday night
at five o'clock Central Time
you will still get lifetime access to
the recording even if you cannot attend
we will still give you lifetime access
to the recording and you're gonna pay
less at 47 dollars then other people are
gonna pay later at 47 bucks only reason
you wouldn't pay $47 is if you thought
you will get zero nuggets at all but
that but the truth is you're going to
learn
little nuggets that you probably didn't
know or that you need to be reminded of
and you'll get some stuff you'll hear
some stuff you've never heard for 47
bucks you'll get four hundred and
seventy thousand dollars worth of value
it's Thursday night we've got a few
spots left so go to Cody askance calm to
register for insurance agent prospecting
101 it's gonna be an awesome awesome
awesome private live event so you know
there's any other thoughts DC Suroosh
just wanted to know how how they'll get
access to the e-book we'll send it out
we'll send out a PDF version of the
ebook what same day couple yeah I think
it'll come about an hour well oh yeah
well I will decide yeah that day for
sure no normally if you always have it
by an hour for sure because an hour
would give you the link and the e-book
well as like a hey we're starting in an
hour follow along in this ebook click
this link and watch live even if you
miss it even if you can't make it
whatever you still get access to it live
the live recording forever for a
lifetime access and then if you give
your family the link then it's you can
have you can own it for generations
right I mean and then you can not only
become a phone feed on which you home
become a prospecting phenom thanks for
being on phone phenom I want you a part
of insurance agent prospecting 101 I
appreciate you being a part of this this
was how to sell insurance over the phone
I'm here to help
I love helping I want you guys to make
some money and I want to make you a
master prospector Thursday night hope to
see you there go to Cody Haskins come to
register appreciate you guys
you