[0:01]Okay, you see that first name, last name, it also has my license number on there. That's like the my social security number with the Department of Financial Services. Any questions on that? No, okay, cool. Just so you know how this process works, what we're going to do is go over some basic questions about your health, because you do have to qualify for it. I'll ask you some questions, we'll go over some options, and then whatever ones that make sense here today, we'll go ahead and get you approved with that covers here today. I said what word? That expectations. That makes sense. Oh yeah, that makes sense. Okay. We'll go ahead uh, are you a smoker or a non-smoker? Right into my FI. If they say hey, hey, I'm busy right now. I say yeah, that's okay. This is only take about 5-10 minutes to go over some basic information. My goal here is then to get a little bit more, a little bit more. If they say no man, like I absolutely can't do this right now. Say okay, got it. Um we can definitely set an appointment. Um, let me look at my calendar, see which one makes the most sense for you. What time do you have tonight? I'm trying to book it the same day. And I can't book it the same day, someone says why I could do this Saturday. I say, uh unfortunately we don't book that far out because we already are filled up and tend to no show. Not saying that's going to be you, but this is just our process. So I can do tomorrow after the better this bene I set the standard, I set the expectations. I don't butt for nobody. And then run the appointment. But then you at least did what? You got them your name, your credentials. They put a face to a name. They know they're talking to. It's more sticky now. That appointment they're going to be like, oh, I talked to Isaac. Here's his information. We talked about XYZ. They're more Is that mean you're going to negate all no shows? No, but they're more likely to show up because you just talked to them and really got some good information to them. If you're just on the appointment and that's the only conversation they had, think about how many conversations you have in a day. I have so many conversations, bro. I don't remember the one I had this morning. Honestly. Like I'm vaguely remembering a conversation I had with a dude at the gym about buying an office for my guys. I'm like that's how these people feel, bro. So you got to be different now, essentially. Stand out. Yeah. Do different, say different things. Make them realize they talked to someone and they're, they have a reason to show up to that call. If they're not, bro, you're just another guy. I mean, average people get 8 to 10 calls a day. Wow. Licensed agents. So are you different? You know what I'm saying? Absolutely. And then that appointment is their pool. Yeah. You got to make them sticky. That intro. I mean, your whole it wasn't just, uh, okay, my name is Kenny and then we're going to do this. I mean, you fully got in the door. It's like we actually, we had an actual interaction. And then, um, you're either going to present to them or you're going to get them back on the appointment. So it's You'd be surprised how much time people have, too. I say, no, I'm busy. And then you ask them a couple more questions and you're 30 minutes in after routing your account number. Hey, I thank you for being such a honorable man to protect your family. I apologize this took so long, but you never know what's going to happen tomorrow. So, I appreciate you. I'm going to give down this, this, and this, write down this, this, and this, ask for referrals, tie it down, put it in the little bow. You deliver the gift to their family. You got a check. Simple. This game is not hard. You just got to make sure you're saying the right shit, doing the right shit. Yeah, absolutely, bro. And that might be the last time I talked to that guy, you know, so why not? Mhm. Absolutely. No. You got to go all in. Yeah, and I think that that's a mindset I didn't have like going into like appointments and stuff. Like what if he what if someone were to happen tonight? What if someone happens tomorrow? But I think incorporating that will not only give me like that, you know, that no, inner confidence of we got to do this today, but also be able to present because honestly, like for me, like my biggest flaw, uh in Pitago was not having enough presentations. Not having enough of those conversations.
[3:59]That's the only number that reflects if you're making money or not, you know what I mean? Yeah, absolutely. I could have 100 appointments on the week but if I have 20 presentations and he only has two, I'm going to win every single time. 1,000%. You know. So you're you're exactly right. You know how to set appointments, so you're going to be good naturally. Now we just got to implement the mindset of don't immediately revert to that. Revert to, hey, so what were you looking to do with this, Kenny? Why'd you fill this out? Ask three W's, bro, who I assume. Yeah. You go, okay, Kenny, it looks like you put your name here and your beneficiary to this, assuming you were looking to do XYZ, is that correct? Yeah, that's correct. Okay. And why are you doing this? Your wife? What'd your wife say? Amber. Okay, got it. Amber. Amber. She's not the best. But whatever. So you just run it through, you're then you tie it to them. And then you now you have emotional, because this is an emotional sale. Tie it to why they're doing this. Why is your client why are they doing this? And then you just keep going. And you keep going until they say Isaac, I can't do this right now. And then I say, yeah, not a big deal. I'm just as busy as you. I was actually getting ready to run out. Happy wife, happy life. I got to give some ventures better. So I'll need more minutes here and we'll, we'll be out the door. You do it again, the second time's like an alert sign to you, like, hey, got to push the client a little more. And so then you obviously tie it down to an appointment. Sure. That's a good rule of thumb. Got it. Isaac, which list? What do you mean? From your leads. Whatever you want, bro. Whatever list you want. So Isaac, see if I can, man, I can't. You guys you can you can hear me talking. I try to call some of these ladies and see what happens. But Bro, I was talking to, um, I was talking to Gabe this morning. He's telling me that you guys you guys build a why first before doing an FI. It doesn't matter, dude. You have to do it before you give him numbers. I don't think that's it. No, I get what Gabe's saying. So I mean it doesn't matter if it does matter. We do build the why, like, hey, why were you looking to do this? You kind of at least establish it, right? Yeah. And then we build the why throughout the conversation. So if I were on a phone, if I were on an intro, I'd say, hey, Kenny, this is Isaac. Hey, man, I'm just reviewing a request that you had about the IUL for contractors. You know, look at the health, the light concerns, some of the benefits, cash value options. That peaked your interest the most the more information to them. And immediately, just like that, establish. And then I go, got it. Now, are you a GC or what kind of work you do? And then I go, hey, Kenny, I'm assuming being home with your family every night is important to you and you want to make sure they're protected. Okay, right. And then what would you want this coverage to end? God forbid something happened to you while you were working. What would that look like for your family? Okay, got it. I just to make sure I'm not wasting your time, Kenny, what are you currently having place? If they say nothing, you say, got it. So hence the life insurance. Everything is not on this, so I'm going to do on the conversation. Now, what would that do? And you already asked it, but I would double down. The what they say what you told me, your family would be screwed. Okay, got it. Now, Kenny, before we get into this, is there anyone else that would influence making decisions when it comes to protecting your income and your family? If they say yes, I'd say what are the three things you look for when making decisions together? My goal is to really see if they actually need their spouse on the phone, or if it's just they need to make sure XYZ is done. And then I say, hey, we do XYZ. Would you feel comfortable that you're making the right decision? Yeah, I would. Okay, let's do it. If they absolutely need the wife on the phone, I'm not getting one leg. I'm not wasting my time. I'm going to set an appointment. From there I then go into my FI. I say, hey, what I'm going to do here, Kenny, is just basically ask you some questions about your age and your health.
[7:53]This is a life insurance policy, so you have to qualify for it. Does that make sense? Yes, that makes sense. Now, after this, Kenny, what we're going to do is we'll go over a few different options. We'll make you understand what an IUL is, and I'll help you structure it based on what your goals are and what you're trying to accomplish. Any questions on that, Kenny? Yeah. Okay, cool. My name's Len and Tory. I go into my three pillars. What are three pillars? Living benefits, death benefit, tax-free growth. And then I go into budget. I don't even show the numbers whole option close after this, but I pretty much put it in the client's hands. I say, hey, Kenny, before I start pulling numbers for you, I want to make sure in place actually fits your situation and is comfortable month over month. I would not set you up with something that sounds good today, Kenny, and then become a problem later. Yeah. So typically I people I work with anywhere from 5 to 10% of their monthly income for this type of protection and retirement. But I want to see what actually makes sense for you. What would you bring it in for me? Whatever. Whatever. After bills, what are you truly left with? Right? Now, what are you putting in your savings right now or in different investments or like 401Ks, IRAs, where are you putting your money if anything? They say what they want to say. Then I say, okay, Kenny, out of that. If you had to close your eyes, eyes closed, no hesitation, when business is good, business is bad, you pop a tire, you have to fix something at the house. What would you be comfortable setting to the side to make sure your wife Jill is protected God forbid she didn't make it home? Due 200. Or they say, well, maybe 300. I'd say, no, maybe it's not good. So let's back it down a little bit. What are you truly comfortable with? Now if they tell me a firm answer, I could do 250. I'd say that would be comfortable, Kenny, month over month, even if you had a rough week like I mentioned. And I'll be comfortable. Oh, then I'm already in that bitch as I'm talking, illustrating and structuring based on what they wanted. I'm the professional. So based on the conversations, I may to structure it max cash value, a little bit of death benefit, or all the way death benefit depend on their goals. And from there I'd say, okay, let's see what we can do for 250. Hey, did you like the cash value portion where you can grow your cash value throughout time as much as in the fast as possible? Or would you say you like more the protection side, leave as much money as possible behind for your family initially? I'd like a little bit of both. Uh, I like more on the cash value. Okay. Well, we're going to structure it this way. Here's how it works. Here's what it does. Any questions? No. And then brother, as soon as they say any type of like, yeah, that makes sense. I go, okay, that's going to be comfortable month over month. You want to put in 250? Yeah, let's do 250. Okay, go ahead and spell your first last name for me. I'm going to go through the request of coverage and we're going to get you approved. I don't ask nothing, bro. I'm assertive as fuck. You're going to tell me if you don't want to do it and then I'm going to handle it when you tell me. It is that simple, bro. So Isaac, how long does it take you from start to finish to do this? Um, I would say on average, if there's no issues, like routing account number, fucking this and that, 30 minutes. I set my appointments for 35 minutes.
[11:09]Um, I can usually get to the application I'd say 10 to 12 minutes. If not 15. I try to build for me to ten that I really want to make it stick and have a conversation. But then I'm really to the app anywhere from uh, 12 to 15 minutes. Who are your go-tos for IULs? And I'd say, um, right now he just kind of wrote a big $12,000 one on Wednesday, is Trans America. So I love that one. We love Trans America. Uh, if it's like basic solve or they don't they're not putting in a lot of money, I'm going to America for America simple. I can actually illustrate it to be level increasing, um, whatever. I can actually play with it. Got it. And then if you're really trying to dump money and people have the money, they're willing to spend 1,000 a month and they're healthy. Somewhere like National Life Group. National Life Group? Okay. You can really fucking structure some shit. It's cool if I recorded this, right? Cause I have, I wanted to resort to it. Oh yeah, record it all. Put it on social media. No, it's just for me. Just to take notes on and analyze later. Yeah, you're good. Um, so yeah, that's where I normally go. I normally go there. Um. It all depends, man. When it comes to IULs, if you're spending less than 250 in your middle age, this is a life insurance policy. Yeah. If you're spending more than 250, 3, 4, 5, okay, now we're talking about your money actually growing because you're overfunding your policy. Right? And sometimes it can be underfunding one, too, which is why you suggest America for that because that's just life insurance. I, um, I talked to, I'll even lower their death benefit. Oh, I'll be the professional, bro, because here's the thing, you, I'm not sure if you know about IULs. No, I do. Two things that you. Okay. So there's two things you pay for, your death benefit, cash value. If you're over here saying, oh, it's going to do this, cash value this, because you want tax free death benefit. It is not going to grow that much cash value because your cost of insurance is so low. You got to lower that shit and overfund it with money so it grows. Does the agent get paid as much if I, uh, you know, lower the death benefit? No, we get paid on life insurance. That doesn't matter to me. Trust me, I still fall upon the ones that are like, hey, I want to spend 350 a month all death benefit. I'm like, be my fucking guest. I'll start it for you. Yeah, I ask because um, Trans America, they were my go-to when um, people had over, you know, X amount of money to fund that. But they um, unfortunately my contract is locked with them. Uh, I didn't get to release with them. So I'm going to be having to wait, uh, with Trans. Um. So I'm going to be having to wait, I think, six months. And uh, when people would, uh, have, you know, less than like 200 bucks or 150, I would always go with Mutual of Omaha, um, with that one. Because it doesn't grow as much, obviously. Because, you know, Trans has, that's just the basic soft IUL, you know? Yeah. For sure. Okay. And then you just get right into it, bro. I mean, like everything is so simplified. I mean, your framework from the very the first three minutes it's just like it's it's crazy. You're just, yep, this is what we're doing. Right. You you looked into this, the reason you wanted to cover your family's because obviously, you know, if you didn't, then there would be nothing in place and they would have nothing. And then you're immediately in there, you can find you something that's a within that range. And then you're just immediately getting into it. That's crazy.
[14:55]So energy consuming. I remember you were telling me the other, I think it was you the other day about um, return of energy, ROE. Was that you? Yeah, energy, emotion and enthusiasm, or excitement. Energy, excitement, enthusiasm. Yeah. And uh, I I thought about that for a couple days because I didn't know what you meant at first. And then I'm like, okay, I get it. I understand that now. And um, I mean, you're saving yourself energy, and you're also providing it too, especially if at 30 minutes, you can, you know, you can get a deal going. That's amazing. So, I appreciate that, bro.
[15:26]Yeah, bro. That's the that's the mindset now. If you have to take a little longer to build the why and really make sure the client understands what they're understanding and they're asking questions, then yeah, sure. Yeah, I'll take my time for sure. My people that I talk to are busy as fuck. So I I need to go, I need to get to the point. Mhm. I need to make sure they understand what an IUL is, but I'm not going to go like this. I'm not going to go, hey, man, all right, I'm going to pull up my screen here and we're going to illustrate. Like, unless you're spending a lot of money, I'm not going to over complicate this. So me and Petey right here, we were at a coffee shop Wednesday. We were there for how long, Petey? Probably two and a half hours, probably two hours. Yeah, and a lot of that was social work, right? Cause you're building that that takes time. Yeah, that takes time. That that's a that's a big deal. That's a fat policy. Right. We structured it max cash value. Um, what did it try by the client? It took time because we wanted to make sure, hey, dude, this is what you understand. And he asked questions, we answered questions. And it's crazy because I didn't even like I didn't say nothing. I sat there and I was like, yeah, so that's, I mean really the next step is getting you approved. I sat there. I sat in silence. Yeah.
