SPEAKER_00 0:00

So will you reach down into that mailbag, Mr. Jason?

SPEAKER_01 0:04

Yes. How do I teach and train my sales team?

SPEAKER_00 0:19

Is that Denise from Akron? I don't know. Shout out to Akron. Yeah. How do you? Well, I'm going to say something that that isn't the answer that you'd expect to hear. With consistency, my friend. Yeah. It's there isn't a magic thing, right? I mean, certainly you're gonna you're gonna teach them sales, you're gonna teach them, you know, different skills that they need to be successful. But at the end of the day, they're not gonna learn by you, you know, going up in front of the whiteboard over here, writing some things up real there, you know, it'd be it all important, and then that's it, class is over and never come back to it, right? The key is what do we do every morning? We have meetings. We have a meeting. Gotta do it. Because if you don't have the meetings, it isn't gonna work.

SPEAKER_01 1:03

I will say this. If you're not doing meet just the especially think about how many uh businesses that we've talked to that just the meeting alone completely changed their business. It did, I mean it did for mine. It did for mine too. But like think about other, like not just ours, but like everybody that we talk to. And the first thing that we ask is how how often are you doing meetings? Oh, I don't know, like once a month. Yeah, the the first lie that comes out is like, oh, like maybe once a week when it's really like once a month or like once every three months. Whenever there's an emergency.

SPEAKER_00 1:36

Yeah. I mean, pretty much it's one of those things where if you're not in the habit of being consistent with doing it, then I mean it's like pull of teeth. Nobody wants to do the meeting.

SPEAKER_01 1:47

First off, that's the thing, is you never want to do the meeting. Just like you don't want to go to the gym. You don't if you're out of shape, the last thing you want to do is go to the gym and work out. And here, and it lets use the gym analogy because I think it's perfect, is that you go, let's say you do the meeting. Let's say you get the wild hair, you're like, you're right, I gotta do the meetings. You do one meeting, or maybe two, and then guess what? No third.

SPEAKER_00 2:13

You're sore. I don't want to do it anymore. You're sore. You don't want to. So why even do a meeting? I'm gonna let that be a cliffhanger while I do a tangent for a second. Okay. Do you know how to say a meeting in Portuguese? It's heunium. Heunium.

SPEAKER_01 2:28

Heunium.

SPEAKER_00 2:29

It's very difficult to say. That is it starts with an R. Heunium, and it has an A with a little tilde over it. It's a crazy word. Heunium. All right, back to it. How do you know this? I'm doing Duolingo for Portuguese because we're going to Brazil for a wedding. So the last time we went to Brazil, it was just it's have you ever been to another country where like you just can't understand a damn thing anybody saying and nobody cares? Like it it's it's difficult. It's very difficult. You know, like you could talk, I could talk to my kids, I could talk to my wife, but she's Brazilian, so she could talk to everybody else, but I can't. And then you just feel like the the dumb, you know, so and then like you're in a party, like they had a birthday party for this. Is now we're really tangenting. They had a birthday party for me, you know. They go, let's go over to my cousin's house. They they're they did a they planned a party for you. Cool, which is awesome because the food is fantastic there, right? So it's loaded, tons of food, just awesome. And uh but what you find yourself doing, and I also saw my kids do it, and my my uh my son-in-law is doing it, is you just sort of like do laps around the party because you can't really talk to anybody, you know? So it's like you do laps, laps, lap, just keep and then and then you end up back with your kids again and talk to them. So heyunium. That's amazing. Yeah, nice little tangent. I love it. And the plural of heunion is heyunion. I probably if somebody's Brazilian here, I'm sorry, I'm butchering it. It's heyunioin. And see, my wife won't really help me because she likes to make fun of me instead of actually helping me with it. So I depend on dual. Maybe that might help though. I i I mean, it is. My vocabulary is getting better. It's it's because she's making fun of you. That too. Yeah. Yeah, it gives me a little fire, a little fire in the belly.

SPEAKER_01 4:23

I don't think it would r work in reverse though.

SPEAKER_00 4:26

No. Like, I'll I'll give you case in point. I mean, when I met her, she had a very thick Brazilian ask accent. And I mean, you it's like I could recognize it a Brazilian accent now just because of you know, knowing her for 30 years. I hope so. Yeah. But she doesn't have one anymore because of the things that I would say, which apparently were traumatizing. Okay.

SPEAKER_01 4:49

So it is good to make fun of people. Okay, good. Yeah. Well, we learned that. All right.

SPEAKER_00 4:55

So why do a meeting? Man, you have to. You get everybody on the same page and you reinforce through consistency. It's just like the gym. Yeah. Why don't you just go once and bench press and then you're done and you never have to do it again? Because that doesn't work, right? So to answer Nancy from Akron's question, or was it Denise from Akron? It is it's not repetition. You have to do the repetition. As Cody Robbins would say, repetition is the mother of skill.

SPEAKER_01 5:23

Yeah, and I and I would definitely say it will it it sets the GPS. Yeah. Like, could you imagine just driving somewhere every day and you don't know where you're gonna go? Well, how would you ever get there? Even like you might go in the right direction. Good. You might go in the right direction. Well, if you don't know where the destination is, is what I'm saying.

SPEAKER_02 5:42

Yeah.

SPEAKER_01 5:42

Like you know the destination is somewhere over there, and you start to drive, and then there's uh, you know, a road's blocked off, and then you start veering off, right? Did you know that a plane that is flying from Los Angeles to New York, if it's just one degree off, by the time that plane got to New York, it would be 40 miles away from the destination. One degree. Just by one degree. And you can hardly even tell that would, you know, if you're wearing a jacket. You would never even know. And and here's the other thing. You wouldn't even like 30, 40% into the flight, you wouldn't even know you're off course. Nope. So as the passenger or the pilot? As the pilot, you wouldn't even really know. What about the co-pilot?

unknown 6:27

No.

SPEAKER_00 6:28

Because it's it's so slight. Right. But do you have the fish or the chicken? Right. Is there a doctor on this plane?

SPEAKER_01 6:34

So yeah, 100%. You got like it helps set the direction. And so, like, if everybody's going in the same direction every single day, then you're actually gonna get to the place that you want to go. Otherwise, they're all gonna get to the places that they want to go, and all of their versions of where they want to go is gonna be different, and it's not gonna be cohesive. Right. So that's number one, is like it's where you know, it'll get you to your destination faster. Two, could I touch one last drive that home? I would love you to touch it and drive it.

SPEAKER_00 7:06

So we you know how we love one of the specific laws of thermodynamics, thermodynamics? Entropy. Entropy, right? So this is uh we always say it's the second law. I mean, we could just be making that up. But that that uh a system at rest or whatever, a system untouched or unoverseen or whatever is gonna fall into chaos, right? Any thing that is left unattended is eventually gonna slowly deteriorate, right? Well, the the ca the opposite holds true too, right? If if you do tend to the garden, things will grow, right? And it but you're not gonna see it every single day. You don't see the you may see what the you know, oh, we're different than last month because we've been doing it for 30 days. Like that's when you see it, right? But you don't see like from today to yesterday, no big difference, right? So it is one of those things where if you don't keep going, it doesn't get those micro improvements that take you to the big level up. 100%.

SPEAKER_01 8:07

Just like it's just like working out. Like it's not how hard you go, it's how consistently you go. Meetings are the bench press of the agency. It really is. I mean, if you want to actually lead, if you just want a bunch of people go doing their own thing, that's a different story. Then then you're doing a great job by not doing meetings. Then you have the Goonies. The other thing is it actually helps everybody like gel together. It actually creates a really good team vibe. Even on Zoom, even on Zoom, it doesn't matter. It like, I mean, I've been through so many iterations of this and doing them, not doing them, doing them once a week, doing them a couple days a week. And I'll there's nothing better than doing them at least once a day, at least, setting the pace. And it you really you do set the pace.

SPEAKER_00 8:55

It does.

SPEAKER_01 8:55

So that's number one. That how to teach so everything is in that spot. Like, dude, if you did a 1%, here's another little fun statistic that I got in my brain. If you did, if you started with the number one and did a 1% improvement every single day and it compounded over a year, you would be at with the number one, so you'd be 1.1 the next day, right? And then 1.01 something the day after that. In a year, I think you're at between 37 and 40. So it's almost like a 40x improvement by just doing a 1% improvement daily. Does that make sense to you?

SPEAKER_00 9:35

Or did I just No, I I've just yeah, I I didn't sleep well last night. So I'm usually pretty good with math. That was weird.

SPEAKER_01 9:44

No, you gotta use you gotta use a model to get to the numbers. But it's it's so it just shows that it's not the intensity of it, it is the consist consistency. So that's what the meetings do. You talk about something, you could talk about little things, one percent improvement every single day. The your team's gonna be at least 40 times 37 to 40 times better by the end of the year. That's if you worked weekends, but you get the whole point of this. Let's say it's 20 times better. I mean 20 times the same.

SPEAKER_00 10:12

Dude, I'll 100% agree with that, even without understanding or looking at the math for from for some sort of confirmation that it's accurate. I mean, just just eyeballing in my mind, right? Like, yeah, I mean, yes, a hundred percent. I could tell you before we did meetings, and that's another percentage we probably, I don't know, we wrote somewhere like 50k a month, right? After meetings, it was well over 100 into the 200s and 300s.

SPEAKER_01 10:40

Yeah. So that's that's how you train your sales team. I mean, you can't train your sales team without your team.

SPEAKER_00 10:46

Right. Yeah, chasing them down after they do something and yell, you know, giving them a hard time, that's not the thing that moves the needle.

SPEAKER_01 10:53

And then I would say, like the script, dude, how do we I don't even have our script in front of me, but you know, you have the opener, pickup line. Just keep keep them on the phone. Like that's the whole goal. Is this the the opening? It's so funny, people like, I'm gonna give you a good quote, or I'm gonna give you a quote and I'm gonna give you all the coverages you need. It's like that's not where they're at. They they they don't want to know they're not there yet. Yeah, they're not there yet. What do they want? They want to save money, they want to get this over with quickly. So like the whole point is. They don't even want the quote anymore. Because nobody wants a quote. They want to save money. They want to get, they want it, they don't even really want something better at at that's not where their mind is at first, right? They're not thinking like I'm gonna spend all this time to get something better. They're like, I just want it, I want to get this over with. I mean, if you're selling auto insurance and you think somebody wants just the best auto insurance when they're shopping, like that's where their headspace is, you're out of your mind.

SPEAKER_00 11:51

Right. Maybe an engineer, but the rest of the people, it's it's and that, you know, I think you bring up a really good point because we or our agents will think I want to give, you know, I'm giving them a quote, right? Like that's because that's what they're doing. Like they're on the system and it says quote, and they're going in there, and that's what everybody talks about is the quote, the quote, the quote, the quote, right? But what's interesting is that isn't the goal of the person. And I know I reiterated what you said, but I want to make sure it isn't left out there to wilt on the vine. Like the like that isn't what they want. They didn't make the call or put their thing in because they want a quote, right? Like, sure, the form said, quote, they agreed to quote, blah, blah, blah. But that isn't their outcome, right? Their outcome isn't, I want a quote. Hurry, get me a quote, give me a quote, right? That isn't what they're thinking. They're thinking, what is their need right now? Something happened, right? Something because nobody just runs out and wants to switch companies for anything, right? No, it's a pain to the ass. Why, why, you know, something caused this situation that they're now doing the thing called a quote, right? That they're seeking a quote, but that isn't what they're seeking. They're seeking repair of whatever the hell happened.

SPEAKER_01 13:09

Can I throw rocks at at insurance agents in general? Do it. Aim it at me first. I have heard so many agents say, why do these these companies are ruining it? They're, you know, they're they're telling everybody in the commercials to save money. Let me get let me let's think about this. These are billion-dollar companies spending millions on commercials. No, billions. Billions on commercials? Billions. Okay. Billions on commercials. Billions. Don't you think that they're doing market research to figure out what will drive people to filling out a form online?

SPEAKER_00 13:42

No, they do it just like we do as agents. We just kind of throw money at it.

SPEAKER_01 13:48

Like if if saying better coverage was what people wanted, they would run those commercials. They're only doing the, they're only doing what will attract the people so that they can get the names and the leads so that they can sell them stuff. So they meet them where they're at. That means people do want to just save money on their auto insurance. Like that's the only motivator to go through the hell of having a bunch of crazy agents like Craig and I calling them nonstop and bugging them, right? Like, like it's not, it's not the insurance companies that are ruining it. It's the people. It's kind of like the person that says, social media just sends you a bunch of hateful stuff. Well, dude, guess what it sends you? It sends you the stuff you look at. Like if you look at it for a long period of time, it's gonna show you it. Like, so don't, don't pretend like you're only looking at the good stuff, but it keeps sending you the bad stuff.

SPEAKER_00 14:43

Come on. Come on. If you're looking at puppies and talking about puppies, then puppies come up. Puppies come up, that's it. So, you know, if you're not seeing puppies, that and by the way, the lizard's current spend on marketing, 1.4 billion annually. It's a lot of juice. I can guarantee that Mr. Buffett said, we're gonna do some research first before we just throw what $1.4 billion at it.

SPEAKER_01 15:08

And they do the best commercials, dude. They are funny, you know.

SPEAKER_00 15:12

It's so good a caveman could watch them.

SPEAKER_01 15:14

I wish they would do those again, but uh like the guy that's like, don't be like your parents. It's like the the guys go into the to the uh on the airplane and they're and he's like printed out tickets. Like they're doing all the things like your parents would do in a folder. Oh, it's so good. Those are good. Anyways, all right, let's let's wrap this up. Okay, so like a script for a sales agent would be like the opener, right? Just keep them on the phone. The whole idea is to keep them on the phone so they can get to the point of building rapport. So then the second section is connection. So when you're taking all the input, dude, talk about anything other than insurance. Connect with them a little bit, like as a human, because insurance questions and when you get in that insurance mode is the least fun thing to talk to, right? Right. It's gonna like you. Work family fun. Work family fun. And then prior going into the coverages, you want to say, when's the last time you got you gotta like put a little doubt? Like when's the last time you met with your agent? Like those kind of questions, right? We have a a few of them that kind of like, hmm. It kind of sets you as the expert, kind of like also kind of like shows that maybe you don't, like maybe the process that you used in the past wasn't the right path, you know, path. Then you go into the coverages and you go through them, but you do a kind of like bridge where it's like you you tell a coverage, no, nobody knows what bodily injury is, right? Or property damn. Like, even if they know, they don't really know most people. So you you want it's kind of like this, you know, you want to talk to them like a real person. Then you go through the coverages, then you tell all these extra coverages and do kind of likes. Yeah. Like the Winchell Crack Repair. Well, you work at McDonald's and we'll actually come out and blah blah blah, right? Like you like paint the picture in their head, and then you build the stack. And then you stack all of the coverages, the benefits, never apples to apples. You're getting so much more, and it's only this price, and then you immediately ask the next step. Flip the and then you flip the yep, ask the next step so that they have to like take the next step to to move on with the quote.

SPEAKER_00 17:18

And then you really want to see how silence works, flip up the headset so that it goes on mute. Because you'll start talking when you've you've you forgot that you flip the thing up and you'll start talking before they do, and then all of a sudden they don't hear you, and then they start talking, and that's when you really should have waited for that, and that's where the light bulb goes off. Then you see that they'll give you an objection.

SPEAKER_01 17:43

You pretty much say, What if the objection was removed? You know, what what else?

SPEAKER_02 17:47

Yeah.

SPEAKER_01 17:48

Let's suppose we handle that. You ready to go? Yeah. And so, like, once you can isolate the objection, then you whittle down the objection and you can try to move past it or figure out a way to move forward and for the follow-up.

SPEAKER_00 17:59

Yeah.

SPEAKER_01 17:59

But there you go. That's that's pretty much how to how to teach and train the sales team. But honestly, the meetings thing is probably the best, like out of all of it, right? Because it's and some sort of like a bones of a script.

SPEAKER_00 18:11

Doesn't have to be a good thing. That's an and though. The script is part, I mean, the script is half the meeting. Half of all the meetings, you know, is just working through the script. Yeah. Because it's not a memorize this and say these things. You know, it's like a skeleton, an outline. You know, follow you gotta hit these points. Right. And then they can make it their own a little bit, you know? As long as they hit the main stuff.

SPEAKER_01 18:33

And if you're still listening to this, join our SKOL dot com backslash. Ooh, what is it? Agent Elite? Agent Elite. SKOL.com backslash agent elite. And we have a bunch of resources, scripts, all kinds of stuff. Our book that we spent a lot of time on. Uh, just how to negotiation secrets with P and C leads and all kinds of stuff in there. So join the group. Tons of free stuff in there. It's fun. It's what should they smash? Smash something. Smash that subscribe button. Don't I sound like a millennial? Smash that subscribe button. You sound like a YouTuber from 10 years ago.

SPEAKER_00 19:14

Yes, I love it. So modern. That's a mailbag. Bye.