FFL USA
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FFL USA
How to Generate Free Leads with Referrals (Ep. 213)
Generating free leads through referrals is one of the most powerful strategies in insurance sales, and in this episode, we break down exactly how to do it. Andrew Taylor sits down with Christina Ande, Nicolette McGannon, and Jay Maska to reveal the proven methods for turning a small investment into massive returns. Christina shares how she buys just $150 worth of bronze leads and turns it into $10,000 in annual premium—all by leveraging referrals.
This episode covers everything: how to build rapport, create urgency, and get high-quality referrals that convert. You’ll hear the exact scripts, sales strategies, and mindset shifts that make this system work. If you’re looking to scale your business without spending thousands on leads, this is a must-watch. Learn how to turn every client into a referral machine and take your sales to the next level!
Hello everybody. Andrew Taylor, here today, we have Christina, andy with us. Thank you for joining us, and we're going to. We got Nicolette and Jay with us too. We're going to ask you some questions on referrals, but first I just kind of want to get a little bit about your background. How'd you end up selling life insurance?
Speaker 2:Yeah, so I was in fashion for like eight years, got my degree in fashion marketing. I was a wholesale rep in Chicago for like 10 different fashion lines and then COVID hit and, like a lot of people, I lost my job.
Speaker 1:Is it kind of like the show my wife watches Emily in Paris.
Speaker 2:Yes and no. I'm not that annoying, but like yes and no. So it was very much. You know that kind of world which I love, I was very much into. You know the brands and stuff like that. But when you know, covid hit and I lost my job, I was like, oh my gosh, okay, I'm going to take a few months to like go back to Miami. I was living in Chicago at the time, so I went back to Miami, saw friends, family, and then I was like, okay, well, I need to go back to work. So I started applying for places and the only places that were hiring was insurance and I interviewed with three different companies before I settled on one. So, again, like most people, I had a practice company first and I was there for three years and then finally, jay convinced us to make the best decision ever and we came over to FFL.
Speaker 1:How did he convince you? Let's hear his side of the story.
Speaker 3:No, it wasn't even convincing, Patrick would hit me up. He's like, hey, why'd you leave? Told him I left. Then he'd hit me back four months later and be like so you liking it? I was like, yeah, do I love it? Then, a year goes by, he'd be like you still liking it. I was like, dude, I love it. I'm like you coming over. He goes no, I'm never going to come over. And then a year goes by, he's like, hey, dude, you still liking it. I'm like, yeah, dude, I love it here. And then, eight months ago, he's like all right, dude, I'm just going to sign the contract, I don't care anymore.
Speaker 1:Let's just do it, and Patrick's your fiance. Yeah, you do per month with sales.
Speaker 2:So the last year I honestly, in the transition I kind of like took a step back for a little bit and I told Jay I was like you know, I'm just kind of taking a step back and now I'm going full force this year. So this month I'm on track to do 40,000, but typically I was doing like 20. So a little lower for my personal production that I usually do. But now we're stepping into high gear, baby.
Speaker 1:And so you're good at referrals. Yeah, that's my which means you're smarter than me, because I just buy more leads instead of getting referrals. And you actually are like wait a second, I could just help their friends and people they know. So we're going to talk a lot about that today. So is Patrick here too? No, no, patrick's not here now. Okay, so he he ended up coming over, talked you into doing it, and then what does he do now?
Speaker 2:Oh no, he's still at FFL, he's just not here personally in Vegas right now Got it.
Speaker 1:But he's in F, so you guys do it together.
Speaker 2:Yeah.
Speaker 1:Do you guys ever fight Like want to kill each other, working together?
Speaker 2:Honestly, a lot of people think that they're like how do you guys live together, work together, do everything, but like we work really well together. I think that's what drew us to each other in the first place. It's like easy when you have a best friend who completely understands your day in and day out of what your actual life is. And I think if I dated someone that wasn't an insurance I don't know that they'd really understand the grind of what it takes, you know, to be really good at something. So I think for us it's more uplifting than ever like fighting. But I think, you know, getting us to come over to FFL like it was a little like scary for us and I was like we weren't on the same page at first and then I just trusted him and now I'm so happy and I'm like all in. So it's kind of funny how that works yeah, that's pretty cool.
Speaker 3:The biggest thing that they would always say is that chargebacks come out of your bank account. So patrick would ask me like 10 times like dude, they don't come out of your bank account, right, like that was like their main concern it was charged.
Speaker 1:There's a lot of crazy rumors about us a ton, but it just keeps sending more people here. So like have you ever seen the movie straight out of compton?
Speaker 1:yeah and remember when, like um, the government published something about them, about how bad their songs were, and then their sales went to like millions the next day and then they, they go bad, bad publicity's good publicity or something all publicity is good publicity. Well, people keep ragging us on stuff that's not even true and then people keep calling us to work here yeah, 100. So it's funny. A company just sent an email out with our comp grid because they were. They wanted their agents to know that their company was better, but they only did up to 90. They left out the up to 145% and they sent it to their whole company. And I'm thinking like dude, most people probably didn't even know about us.
Speaker 2:Now they do. And they probably cropped it.
Speaker 1:They just no, they did crop it.
Speaker 4:All you got to do is look on Instagram. You'll find the full thing.
Speaker 1:Yeah.
Speaker 2:Also, when you see things, it does raise your awareness and I think that was the thing. It took us a little while to make that change, but I'm so grateful we did. And unfortunately, you just hear bad things through the pipeline. But it makes you ask more questions. Usually when you're somewhere that you know things are not sounding right, you ask those questions and you find out the truth.
Speaker 1:So well, we, we do do these podcasts to educate people, and we also do it to recruit more people and kind of let people know about what we're doing. So when we go through this, if you guys want to work with this team, we'll get you their information. If you want to get started in licensing, we'll get you this information. If you complain a lot and nothing ever goes good, we actually don't want you to call us. And if you're looking for reasons for things to not work, we don't want you to call us. And if you're looking for reasons for things to not work, we don't want you to call us. Please, we're looking for people. What are you looking for when you're going to hire somebody?
Speaker 2:Honestly just motivated, open-minded and willing to learn and grow. I think that's the biggest thing. It doesn't take a rocket scientist to learn life insurance, which is the best thing. You don't have to have any prior experience, just be ready to show up and work. And if you're ready to put in the work, you're going to be successful if you follow the steps that were Well you might not we always have to tell people some people do not become successful.
Speaker 1:A lot of people fail in this industry A lot of people. So I always tell people don't quit your job and jump into this. Lot of people. So I always tell people don't quit your job and jump into this. Yeah, this is a business. And now jay is crazy. He probably quit his job. Did you have a regular job?
Speaker 3:before you started doing this. No, I did not have a job, I just asked my mom for like a hundred dollars a week and that's what you got. Yeah, fifty dollars went to booze, probably what? What'd you eat? What'd I eat? Ramen, wendy's, the Biggie Bags, the 5 for 5.
Speaker 1:Biggie Bags.
Speaker 3:You've never had a Biggie Bag, no, but I want one right now. You guys have had Biggie.
Speaker 1:Bags right, Nicolette could definitely get a Biggie Bag.
Speaker 3:Yeah, Biggie Bags. Yeah, no, I was destroying those. No, I think the go back. You get five sandwiches no, it's like sandwiches. Fries drink like two other things.
Speaker 4:It's like the Taco Bell, like the $5, the Taco Bell box.
Speaker 3:Not that, but for Wendy's, I'm a time guy, I don't cook, I don't do any of that. I like DoorDash it and stuff like that Legit.
Speaker 4:Or he calls someone to DoorDash.
Speaker 1:Yeah, he, he calls someone to DoorDash. Yeah, he called you today to DoorDash because he didn't know how to use DoorDash. That's great, all right. So you're looking for someone motivated. What I try to stay away from is like if somebody's hard to work with or they're like trying to manipulate me on why it's not working for them, I want to stay far away. Yeah, have you had any of that?
Speaker 2:Yeah, for sure you know. I think, like you said, and you're right, it's not that everyone's going to be successful in this. You definitely won't. It's very hard work but it's very beneficial. And I think you know you have to be open-minded to what your situation is. I think that's the biggest thing. So if someone is telling you all the reasons it's not going to work, you have to think like flipping that mindset and try to think of all the reasons that it would work.
Speaker 1:And if you're thinking from you know that standpoint, I think you have a higher chance of you know making it work for yourself and telling yourself all the reasons why it's not going to now, something I think that's cool is you guys have a lot of women that are doing really well, so I just love seeing that like can you tell us kind of what it's like being a girl selling life insurance what to expect and you don't have to go to people's homes? So it's like being a girl selling life insurance what to expect and you don't have to go to people's homes, so it's not dangerous, right?
Speaker 4:Yeah, yeah, I did that.
Speaker 2:I did that too. I did Chicago.
Speaker 4:Yeah, it was a little scary, yeah, um, I, but I still did it and I would do it again if that's what I had to do now. But being able to do this over the phone is incredible. Um, I mean, I have people on my team now who definitely wouldn't be able to do something like this if we still did it in-home or wouldn't be where they're at. So I think that's really cool. I mean, like I have a girl on my team. She's a mom, she's got two little kids at home and she's able to sit at home and sell life insurance with her kids and not have to worry about getting up and doing a travel trip and where am I going to stay? At this hotel and actually sacrificing time with her kids. She gets to have that time now and she still is selling at a high level.
Speaker 4:I think I'm a little bit biased, but I think actually, as women, it is much easier for us to sell over the phone because people just trust us more. Naturally, when you pick up the phone, they hear a woman's voice versus hearing a man's voice. I think it is a little bit easier for us, um, but it's a lot of hard work and it's worth it. I mean, I love it. I'm very proud of all the women that I have on our team and they're all crushing it, and um, I'm very proud of, like, the community that we have with the women on our team too. Um, everybody works very, very hard and I have no doubt in my mind we're gonna have multiple women, like walking across that stage next year. This year I have three that are getting awards what awards?
Speaker 1:two over 200k, one over 300k for the year for the year, and you guys are just getting warmed up yeah, I texted her last night.
Speaker 3:I said you're gonna build?
Speaker 4:yeah, yeah, I mean I have another girl I just started training, I mean she's. I was just working with her right before this and I have been here, so I haven't had time to sit with her and dial and she's closed two sales without me sitting there in front of her. She's just like getting on the phone doing it, dialing the bronze leads, which I know is what you run you run bronze leads.
Speaker 3:Dude, you want to hear something? She spent 150 bucks collected referrals and wrote 10 800 bucks yep, damn, we're, we're gonna get into this the crazy part is when we hired them I didn't get on one phone call with them. Like they just started posting sales in the chats. I'm like who taught you guys the e-app?
Speaker 1:and they're like what do you mean yourself?
Speaker 3:yeah, I was like where did you buy leads? And they're like we just figured it out, like I, I still, I still don't think I've done a training well, the kids last night asked me that question.
Speaker 1:They were like we don't want to build a, we don't want to recruit anyone until we have all of our systems in place, and I was like dude, no, I don't even have system. I mean, this is my system, here's a phone script and here's some leads and call all day and then usually that's the real interview yeah because they won't even do that, and if they don't do that, I'm not wasting any time with them.
Speaker 1:Yeah, if they do do that, though, then I'm like okay, I'm gonna, I will invest time in helping this person and go through all these different things yeah, but that's how you learn, because you gotta fail the real interview is will they even call? I've had dudes quoting Zig Ziglar and John Maxwell quotes and they look good, they smell good, they're in good shape and they don't even make two dials I tell them to delete the post if I know who they are.
Speaker 3:Delete what post Like. They'll post like a John Maxwell quote or like a motivational quote and I'll text them like hey, delete that, because I'm like dude, you're sleeping in your bed posting that right now.
Speaker 1:Jay's pretty savage. Huh. Yeah, I like it. That's good. Okay, so let's talk about. This is actually the perfect topic, because a lot of people don't have money to invest in leads when they start. You're buying. You're getting the cheapest leads that most people wouldn't want to touch. I mean, I would, but most people wouldn't. You love them too.
Speaker 4:I love those leads yeah.
Speaker 1:Okay, so how much are they per lead? $1 per bronze, and where do you get it?
Speaker 2:The ILC store.
Speaker 1:So Integrity Lead.
Speaker 2:Center, dollar per bronze. And where do you get it? The ilc store. So integrity lead center. And how many do you buy? Um 150 a week. So I spend 150 a week.
Speaker 1:That's it, and you're gonna write 40k yeah, what if?
Speaker 2:I'm an agent and I go well, no one picks up the phone on those but they do you're not dialing enough, because I, I don't know I always think like you know, if you're dialinging enough, because I don't know. I always think, like you know, if you're dialing three times per lead, you're going to get answers. So either you're not dialing enough or you don't have. You know, whatever that is.
Speaker 1:Well, since triple dialing works in leads, I triple dial everybody my mom, my grandma my wife my friends. They get three phone calls every single time.
Speaker 4:Well, if they've got that, do not disturb on. You have to dial twice for it to go through. And then you got to dial the third time to hit the real double dial. Yeah.
Speaker 2:That's how I think about it and most you know if you're calling bronze a lot of times it's a little bit older generation where their kids have maybe set up those lockers on their phone. So the first time that you call it doesn't even have to be do not disturb. So if you're not calling three times, you're not even really having the notification pop up so bronze lead is someone who requested information on the internet.
Speaker 1:It's probably what? Six, eight months old, not even that, I don't think they've updated it oh, they've updated.
Speaker 2:I've had leads that are only like two weeks old yeah it's actually well, really like because it's based on score. Yeah.
Speaker 1:Not age.
Speaker 3:Oh, like they filled it out all the way and stuff like that.
Speaker 1:Yeah, it's based on score, not age. That is sick. So yeah, you could get some legit leads in there.
Speaker 3:Yeah, I mean I asked her last night. I said so you clicked like three referrals per set.
Speaker 2:She goes no Well it just depends 10 referrals, she'll break that down, yeah.
Speaker 1:Well, I want to hear, I want to give you some objections on a bronze lead, and then we'll get into you closing it, and then we'll get into referrals.
Speaker 2:Okay.
Speaker 1:So can you call me with a bronze lead.
Speaker 2:Sure, hey, andrew, it's Christina. Andy, how are you?
Speaker 1:Good, how are you?
Speaker 2:I'm good. I'm good. Hey, I was actually just giving you a super quick call. You actually filled out my form online here. This is about the life insurance information for the state of South Dakota. Okay, did you remember filling that out?
Speaker 1:Yes.
Speaker 2:Awesome. Hey, I know it took us a little while to get out to you, so sorry. Holidays have been crazy. You know we're really backed up here at the office. Go ahead and do me a favor. Just grab a pen and paper.
Speaker 1:Okay.
Speaker 2:Okay, awesome, go ahead and take down my name Christina Andy. Okay, my license number, my phone number, this is important. You're going to need to save that when we're done here. Okay, okay, awesome. Now, when you filled this out, was this just for yourself or was this for someone else, as?
Speaker 1:well For me and my um wife you and your wife.
Speaker 2:Awesome is she there with you she's at pilates she's oh my gosh, that's woman of my own taste. I love it. What is she doing? Reformer matt pilates. What do we got I?
Speaker 1:think it's reformer. She wants me to go, but I'm definitely not going ever you should go.
Speaker 2:You're gonna have the shakes in the best way. Anyways, andrew, I'm giving you a call here because we're gonna get this set up for you. Do you make decisions alone, or are you guys going to do this together?
Speaker 1:I'll make the decision.
Speaker 2:Awesome, let's just go through it right now.
Speaker 1:So you don't try to get both of them there.
Speaker 2:It depends If he says he makes the decisions and he's telling me confirmation that he's going to do his separate.
Speaker 1:I don't do that, but I would actually make the decision and just do it anyways, you know what. I'm saying but most people I feel like you could get the objection like, well, let me talk to my wife. So if I said that at the end, let me talk to my wife, would you be like I thought you made the decision?
Speaker 2:Yeah, that's how I'm going to just solidify it. So I make sure. I obviously ask that because if you don't, you go into it, you're going to have a. Oh, I need to think. You know, I need to think about it. I have to talk to this person, my wife.
Speaker 1:So you're doing all call to closes or booking all call to closes. Yeah Jeez, that's crazy.
Speaker 2:Yeah, and then the referrals are the best part.
Speaker 1:So you don't pay a dialer?
Speaker 2:No, you don't pay no one I have ringy use, ringing, I mean, you know it, auto dials, but well, it's a power dialer it's not a multi-line dialer, no yeah that's about it. But I honestly I mean all of my referrals I don't put in to assist on my hand dial and the only thing I really put in there is my leads so what if I'm a new agent and I said I only have a hundred bucks?
Speaker 1:Um, this business isn't working for me, cause the gold leads suck. I mean the bronze leads suck.
Speaker 2:I'd say, let me call it.
Speaker 4:Give me your leads.
Speaker 2:That's what I do.
Speaker 3:Let's see, I just take their leads and dial it in front of them.
Speaker 2:We'll do it Now you your team rips.
Speaker 1:Bronze leads right.
Speaker 3:We used to. As of four months ago, we changed everything to IULs and higher intent leads, but why not mix those in too? We do no, no, we still mix them in.
Speaker 1:We still incorporate them. Yeah, because I always use those for fillers, if I didn't hit my numbers, then I'm going to get hundred more leads for a hundred bucks and run through them?
Speaker 3:yeah, so that's what most people do, is they? They'll buy like 80 leads of high intent that drip in and then, while they're waiting for them to drip in, they they call the bronze leads and I do one of those packs per month, so I do have like one pack of high intent leads per month but my weekly order is just bronze I love it.
Speaker 1:yeah, so you doing both? I always tell people to do both because something could happen to a lead company or a lead type, or changes or something, and then it's like, what am I going to do? So I've always done everything. I did final expense, mortgage, iul, everything.
Speaker 4:I think also, if you want to have a team, you need to know how to run every lead type.
Speaker 1:Yeah, but this is interesting because there are people that could just sell referrals. They don't even need leads. But that person is not me, because I need leads and I'm addicted. I love leads. Yeah, yeah, it's like crack.
Speaker 2:If I didn't have it, I'd be freaking out. I'm starting to sell more leads, but my first probably what four months was all referrals, and it was referrals that I collected like over years that I just never got a hold of, and then I just kept building from that okay, so you, let's, let's keep going on your appointment.
Speaker 1:So you called me, my wife's at pilates. You, you definitely like made the call, not salesy, by commenting like oh, your legs will shake and all that stuff, which is good, um, and then what? What do you do?
Speaker 2:so I'm gonna go right into, you know, finding out what it's really for. So is this for final expenses? Are we looking to leave more behind again? Obviously, with bronze those are usually pretty much final expense, but I'll still try to pitch an iul if they're. You know, if they can qualify for that. Um, so, just finding what it's for, of course, and then I go right into medical questions. It's pretty, pretty direct.
Speaker 1:So ask me what it's for.
Speaker 2:Okay, so is this going to be for you know your final expenses. Were you guys looking to leave extra to each other? What exactly was this for?
Speaker 1:Basically, just if something happens to me. I want to make sure my wife's taken care of Okay. I don't want another dude swooping in on her if I'm gone.
Speaker 2:Yeah, absolutely. So making sure you know she obviously is still financially stable if something happens to you as well, yeah, okay. So final expenses and leaving something extra behind, correct? Yeah, okay, Easy enough Now at the end of the day. You know, I'm just kind of the middleman here, so what we're going to be able to do is actually go through your medical lifestyle questions to see what best program we have that you can actually qualify for. Okay, it's going to be me and you working against the insurance company. Does that make sense? Okay, awesome. Are you a smoker or non-smoker?
Speaker 1:Non-smoker.
Speaker 2:Okay, great, then I'm going to go through basic. I don't know if you want me to go through all of them but then once I get through medical, then I'm going to start asking about home If they have a mortgage, if they don't have a mortgage.
Speaker 1:I have a mortgage.
Speaker 2:Okay, how many years are left?
Speaker 1:Um 25, 25.
Speaker 2:Okay, awesome, five years in you guys make it at home yeah. Nice, awesome. And then how much is left on that?
Speaker 1:Uh 600,000.
Speaker 2:Okay, awesome. And then what about as far as your income? What is it looking like? Are you primary income? Does your wife work as well?
Speaker 1:I'm primary and it is like $150,000 a year.
Speaker 2:Okay, what about your wife? She has like a flower shop. It's more of like a hobby though. Okay Gotcha, so burning and churning a little bit.
Speaker 1:Yeah. That's okay, but it keeps her happy.
Speaker 2:Exactly. That's the best part of life You're a good husband, then Good.
Speaker 1:Thank you.
Speaker 2:Okay, so we're about $150,000, $150,000 a month, right, or a year.
Speaker 1:Yeah, a year yeah.
Speaker 2:Okay, perfect, a month would be nice.
Speaker 1:Jay is the one that makes $150,000.
Speaker 2:I looked over and that's what I thought of Okay, great, so what we're going to do is we're going to pull up some options here. Are you familiar with what an indexed universal life policy is?
Speaker 1:No.
Speaker 2:Okay, and then of course I'm going to go into explaining that if he could qualify Now, let's say they can't, and I know that in advance based on medical then I'm going to set up whole life versus term and I personally I usually will go over the difference, like if they can qualify for IUL, I'm just going that route and making sure they know you know what that entails and saying does that make sense? I'll say yes, but if I know that maybe they can't qualify for IUL or term, then I'm going to go straight into whole life. Yeah, final expense that I'm going to go straight into the life Final expense.
Speaker 2:Yeah, final expense.
Speaker 1:Okay. So let's say different scenario I don't qualify and you're going to pitch me on final expense.
Speaker 2:Okay. So I mean, obviously, depending on age and things like that, if you want to leave extra behind, something like $40,000 might not be enough. So, depending on what we can look at, I'm usually just going to show options based on that. So I'm just going to kind of explain what whole life is and then I'll go right into options.
Speaker 1:Okay, so, and then what's your closing line?
Speaker 2:So at the end of the day you know, obviously I don't make the final decision, the insurance company does so which option makes the most sense?
Speaker 1:I think I like the big one for my wife.
Speaker 2:Okay, we're going to go gold.
Speaker 1:Yeah, okay.
Speaker 2:We're going to go gold. Yeah, awesome, x amount of dollars per month, that's absolutely comfortable.
Speaker 1:Yes.
Speaker 2:Okay, Awesome. So what we're going to do? We're going to put an application for coverage here. Make sure you actually qualify. Let me go ahead and verify. This is how you spell your first name.
Speaker 1:Yeah.
Speaker 2:And then I just go from there?
Speaker 1:yeah, do you think that good sales people get sold easy?
Speaker 3:because I feel like I buy every, like people sell me easily no, I, I sold like like in the mall when they do the shoe cleaning stuff yeah like everything I buy. I buy. I have like eight of them at home, yeah I could see that okay.
Speaker 1:So I want to go reverse now, okay, okay, completely different scenario. I'm going to be like super uptight and I'm going to tell you well, I have life insurance and it's a pretty good policy. What are you going to say?
Speaker 2:Okay, so what do you have?
Speaker 1:It's like 200,000.
Speaker 2:Okay, what company?
Speaker 1:AIG.
Speaker 2:Okay, aig, aig, okay, aig. You said yeah, okay, how long ago did you get that?
Speaker 1:Like 10 years ago 10 years ago.
Speaker 2:Okay, how much are you paying?
Speaker 1:Like $38 a month and it lasts forever.
Speaker 2:Okay, well, that's a term. Do you know what a term is?
Speaker 1:No.
Speaker 2:Okay, let me explain. Okay, so, basically, with the term that's going to last, you know, 10, 15, 20, 30 years, but at the end it's going to have a termination date. Okay, that's when that policy ends, you're going to have to renew, re-qualify. At that time your price is going to change. Are you aware of that?
Speaker 1:No.
Speaker 2:No, okay, that's okay, you have your policy there.
Speaker 1:I also have an accidental that covers everything.
Speaker 2:Oh, accidental, that covers an accident right.
Speaker 1:Yeah.
Speaker 2:Yeah, okay, so you know if something happened God forbid you died in an accident that's when that policy is going to pay out. So great job on setting that up. You know, definitely good to still have accidental. But right now, the main concern you don't have anything permanent in place. Does that make sense? Yeah, you don't have anything permanent in place.
Speaker 1:Does that make? Sense, yeah, okay, so that's what we're going to do, but I also have a rental property that if something happened to me, my wife would get the money from.
Speaker 2:Oh, that's great. You guys have a rental. Where's your rental?
Speaker 1:It's in Humble California.
Speaker 2:Oh Humble, Okay Gotcha. So with that, do you guys still have a remaining mortgage?
Speaker 1:Yeah.
Speaker 2:You do. Okay. So again, you did say before right, you're the main income earner. If something happened to you, do you think your wife would still be able to take care?
Speaker 1:of your current house and the rental property she probably could. She could, because there's a tenant in there.
Speaker 2:Okay, but what if you don't have a tenant?
Speaker 1:Well, I have a good tenant, I'm planning on having one?
Speaker 2:You're planning on having one? How I mean, it's a cool place. Oh, yeah, for sure. Listen, you sound like a cool guy. I'm sure it's sick, but it doesn't mean that life always works out that way, right? So do you want to make sure that your wife doesn't have to worry about that?
Speaker 1:Yeah.
Speaker 2:Okay, great, that's what we're going to get taken care of.
Speaker 1:Okay, what do you do in that Objection? I got rentals, I got life insurance. I just wanted a quote.
Speaker 4:Pretty much the same thing. I just keep asking questions.
Speaker 3:What about you? I say most families I work with have rental properties and a lot of money saved up in the bank account. That's exactly why I would be reaching out to you, just because I've been doing this going on five years. So the majority of the families I work with are in your current position, and most people in your position have three to four life insurance policies. How many do you have One? Okay, each policy is designed to do different things. Usually, there's four major concerns when it comes to life insurance. There's income protection, debt protection, mortgage protection and just securing your retirement later on. So my job is to get the rest of the concerns nice.
Speaker 1:So, um, someone taught me this later on. What I wish I started doing it earlier, but I'd be like, okay. So, um, jay, is that rental property for retirement? Yes, so it's for, like, you guys, to use that money to retire, correct the cash flow? Okay, so're going to get this in place for you so you don't have to use that money for your final expenses and like debts or anything else that comes up to make sure that you can still use that in retirement. That's what most people do in this situation. You know like just literally separate or be like okay. So is that? What's that life insurance designed to cover? Is it to replace your income? Yeah, okay, so we're going to actually make sure that that stays there to replace the income and then we're going to take care of the final expenses so they don't have to use what they were going to use for income for the final expenses. Does that make sense? Yeah, and dude, it just rips the objection away 100%. You know which is fun?
Speaker 4:I've heard somebody else say like spend it. Spend it, if they already have coverage, spend it.
Speaker 1:Yeah, but I used to get intimidated if they had coverage and then I just was like, cool, you need more.
Speaker 2:They believe in it. They're already buyers. They believe in it.
Speaker 1:They filled it out again, something happened.
Speaker 4:I'd rather them have coverage than not because they believe in it. They filled it out again. Something happened. I'd rather them have coverage than not Because they believe in it yeah. That some part of them knows it's important for their family and nobody has ever died and said they had too much life insurance. Yeah, or their family, their wife, their family.
Speaker 1:They've died, so they definitely Actually someone in here, died and came back to life.
Speaker 4:And he they definitely actually someone in here died and came back to life.
Speaker 1:He said I didn't have enough or had too much. And I was like bro, what happened when you died? I love too much because, yeah, he was. He died for like I forgot like seven minutes or something.
Speaker 2:Oh, wait, is this real?
Speaker 1:yes, it was an agent that was just in here like he. They like they got him to come back to life, but he did die for like seven minutes, and so I was asking him what happened, but that's a story for another day.
Speaker 2:Yeah, let's not get off track. I thought you were kidding.
Speaker 1:No, all right. So you run through, you close them. You guys get good at objections. You're not fighting other insurance companies or other policies. It's good that you have it. It's good that you have your IRA. Congratulations, you're in a very good spot. Let's get you in an even better one. And then like, how do you build the why up to make me realize how important it is?
Speaker 2:Yeah, as far as I mean, especially if they already have coverage, kind of like you guys were just saying, like you want to spend it, separate it. But also there's a reason that they filled it out in the first place. It's not like we are just going and knocking on someone's door. They filled something out, so it's finding the reason that they first actually filled that out and then just kind of reiterating that back to them. So if you're telling me at the beginning because you want to make sure your wife is in a good spot, I'm just going to use that right before going into the closes as the why. So whatever you've already told me, just kind of reiterating that back the product sells itself, right. What life insurance does for someone's family, I think sells itself. It's just finding the why behind people and repeating that the why behind people and repeating that Awesome, cool.
Speaker 1:And then what's motivating you to like work, so like try to build something like this I mean my why is building for my future family.
Speaker 2:I don't have kids yet. I'm engaged, newly engaged, so for me, everything that we do is building for the life that we want our children to have before they even exist are you a dog, mom?
Speaker 1:I am what kind of dog?
Speaker 2:mini golden doodle. Are we surprised?
Speaker 1:what's the name? Luca luca nice yeah you got two dog moms right here.
Speaker 2:Yeah, we talk about it all the time our dogs will be like laying behind us on zoom dude, that'll close. So I used to say like if you talk to people about their dogs, they are buying oh yeah, and like, I don't kick my dog out of my office area either, so if he like hears something and barks, I'm like, oh sorry, you probably hear my dog.
Speaker 1:Like it humanizes you yeah, well, one lady was like breastfeeding while she was on Zoom and closing every deal.
Speaker 2:I mean, she's a mom.
Speaker 1:She's like, yeah, I'm a mom and I'm working, working hard for the money, yeah. That's cool. Okay, so once you get there, let's get to the referrals. Well, how do you get good at objections? Like Jay, you just did that right off the top of your head. You've practiced it a million times. Oh yeah, how did you get that good?
Speaker 3:I would walk up to people's houses because I ran in-homes for the first two years, so in between no-shows, I'd just walk up to people's houses and hear every objection. My goal was to hear all the objections. Most people's goals are I don't want to get any objections. The objections, like most people's goals are, I don't want to get any objections. I wanted to get all the objections. So I understood the ways to go around it and what to do about, like, what to do in that situation. Like you could hit me with the most random stuff in the world. I called somebody. They're like, yeah, I'm part of the tribe. I'm like, yeah, most families I work with are part of the tribe. Like I, like I'm a savage. I love sales, though, though I love psychology and stuff.
Speaker 1:You almost love hard things, it seems like.
Speaker 3:Yeah.
Speaker 1:Because you were talking about how you liked getting sued.
Speaker 3:Yeah, it just sounds cool to me, though.
Speaker 1:And then you were talking about how you were happy when you got $100K roll-up debt.
Speaker 3:Yeah, I was bragging, I was screenshotting it and sending it to everybody.
Speaker 4:The first time I got roll-up debt, I actually thought of Jay because of the stories he would tell about how he would be excited about it, and that's how I approached it is. I'm like hell yeah.
Speaker 3:You're not badass.
Speaker 2:I was 21.
Speaker 4:I'm like it finally happened to me. I'm going to get through this and I'm going to be better for it, like hell yeah.
Speaker 1:So I used to do something. When someone would call me, they'd go dude, congratulations and they go. Why I go? Welcome to the big leagues. And I would spin it as something. It's just like a.
Speaker 4:It's like a rite of passage, yeah.
Speaker 3:What Sean always said, though, is like you weren't complaining when you got the overhead.
Speaker 1:Yeah, well, the other thing is is that carriers have made it harder for people to write BS debt which has made this business even better. Nicolette, how do they make it better for debt?
Speaker 4:I mean the bank validation on a lot of these applications is huge. The carrier's not paying until the draft until the money hits.
Speaker 1:AI is like finding out if it doesn't make sense.
Speaker 3:Yeah, like they're following the trends too. If your average premium is like $200 a month and you just started like a month or two ago, they're following that trend.
Speaker 1:I always wanted to make this website deadbeatagentscom and then post the agents that sell bad business on there with their faces.
Speaker 2:Like America's Most Wanted agent insurance.
Speaker 1:And we can rank them.
Speaker 3:Who rolled the most debt?
Speaker 1:Just who's the biggest loser.
Speaker 3:Wouldn't that be cool, that actually would be awesome.
Speaker 2:People write very clean business. I don't want to be on that website it reminds me of China.
Speaker 3:You know there's ATMs in China that when you take out your card they have a leaderboard of who has the most money in the account.
Speaker 1:They do.
Speaker 3:Yeah, are you sure? I'm like 99% certain.
Speaker 2:That's crazy, that sounds dangerous.
Speaker 3:Yeah, but no, they have like a leaderboard on it now.
Speaker 1:That's crazy, all right, so like a leaderboard on it now. That's crazy, all right, so we're going to get to referrals.
Speaker 2:What do you say to get the referrals? So main thing that I think a lot of people pass over is beneficiaries. I start there first. It's the easiest way to get two to three names and numbers. So really, just when I'm filling out the application, everything it already asks for on the application person, last name, phone number, date of birth I'm just making sure that that information I have on the app, but I also have it on paper, and then I'm just asking what's the best time to reach them. After I collect the beneficiaries, I just simply say okay, listen, obviously this is going to go, you know.
Speaker 2:Let's say, husband and wife both have policies. They put their kids as contingent beneficiaries. Say, if something happens to your wife prior to you, vice versa, we have to make sure we have a backup person that knows that they're going to be taking care of this. So you have your two kids. I'm going to make sure I reach out to them so they know exactly how this policy works. Now do you want me to just go over the name of the company and the policy number, the full policy? Nine out of ten times they're going to say full policy and so I say, okay, great, make sure you let them know. I'm going to be reaching out between this time and this time. I'm going to go over that and then we'll make sure they're taken care of with their life insurance as well. So that's simple Beast. Okay, that's two to three names. If Okay, that's two to three names.
Speaker 2:If they don't like, let's say they just have one beneficiary. I just had this earlier. I had a rough sale this morning. You guys were doing the last one, but he only had one beneficiary, which was his wife. That I already had sold last week and I said okay, well, you don't have like a backup person. He's like well, no, like you know, our kids are young. I'm like okay, so until the kids are older, let's say, something happens to Tammy, who do you want you know to be like at least emergency contact, someone who knows about this policy, because we want to make sure someone at least knows where it is, where to find your policy, where it's going to be located. We'll go from there. And so, just an easy way to get an extra person who will know about the policy. Same exact thing, to get an extra person who will know about the policy, same exact thing. And then I say every single time. Okay, great, we'll make sure your best friend, joey, that he is taken care of with his life insurance as well.
Speaker 1:That's easy. So do you ask, like, how do you ask for more?
Speaker 2:At the end. So after I solidify my sale, I'll give them my information, say their information's being cleared out or if it's another referral, just kind of like make sure they save my contact. All of that stuff I basically just go through and I'll have I use an acronym, vibs, so value, important, beneficial and suggest, and I basically just have them give me a rating. So I'll say okay, very last thing, and I'll get you off the phone here. Scale of one to 10. How did I do for you today? 10. Great, awesome, so happy I was able to help you Of everything we went over, what was most important that we took care of and we'll solidify their sale and I say okay, great. Obviously I'm going to reach out to your beneficiaries, like we spoke of right, so you're going to make sure right, what we went over, or a review, what was that? Or like review their current situation.
Speaker 1:Do you ever say that, like I, can review their current policies and see if we can put them in a better situation?
Speaker 2:Yeah, I usually just leave it more broad and I'll say I know there's some people that'll really, you know, benefit from the information. We went over the life insurance itself. Let's go ahead and start with your siblings. I know you said you're one of five kids. Who's the oldest sibling? And then I just assume it, so I'm going to assume anyone that I gained through before.
Speaker 1:Will you just keep writing? Yeah, dude, imagine how much premium we could do if everybody did this. Dude, ffl would quadruple.
Speaker 2:I need one of those dog shot collars on to remind me, because I would forget all the time I always say to agents it takes two minutes to get yourself set up with your next five sales.
Speaker 3:What people don't realize, dude. Let's say they do eight grand a month and they sell eight people. That's eight times three, that's 24 referrals Referrals are an 80 close ratio, 70 let's say they suck and it's 30. That's seven people at 84 a month times 12. That's an extra seven grand a month.
Speaker 1:So they went from writing eight grand to writing 15 no, dude, it's silly, like the fact that because leads to me isn't really real sales.
Speaker 2:No referrals, referrals is. And you have, I mean, not only the best ROI, but you also have longevity retention retention. I mean, I that's the biggest thing that I think you know we work on is making sure that that policy stays on the book forever. Like I'm sorry, but if I sell mom, dad, brother, sister kids mom dad, brother, sister kids if one of the kids don't pay their policy, I'm calling mom, I'm saying, oh my gosh, what's going on?
Speaker 2:and I can, because I have that relationship, so policies don't fall off I gotta lay like because I would always.
Speaker 1:I learned to stay in touch with clients, ask for referrals after years of like, having bad persistency. And then I had somebody call me yesterday hey, you helped my friend with all her stuff and her family with all her stuff and she was like I have $100,000. I want to roll into something for an annuity. She said you could help with and I wrote her at 300 a month, nlg like just from like five years ago, from planting all these seeds, you know.
Speaker 2:Yeah, yeah, it's huge. And that's another great thing is, when you build genuine relationships with your clients, they're going to reach back out to you. But imagine if you checked in with them every three months and asked for more names and numbers.
Speaker 1:I always also would write something down about the person. So the next time I talk to them and I would save it in their contact, like their dog's name.
Speaker 2:Yeah.
Speaker 1:I'd be like how's the dog, How's the little chihuahua doing? Or, you know, how's Timmy's football practice going? Or whatever, and they're just like dude. They're shocked that I even remembered any of that.
Speaker 2:I do that too. And then also handwritten cards. I think that's huge Handwritten card with business cards in it with a little note at the bottom that says you know the referral of your friends or family is, you know, the highest compliment I could receive. Pass these out and make sure to let me know if anyone else in your life needs life insurance.
Speaker 1:That's good.
Speaker 2:Just easy.
Speaker 1:We sent a customer card out, drew. I remember what it said we sent two. What did it say? It said hey, I just had a baby, so if you need more life, my wife and I just had a baby, so if you need more insurance, call us now.
Speaker 2:That's actually funny and everyone was like dude, that's offensive and I was like I don't know at least it's gonna get people's attention, yeah, and not just get thrown away and you'd be surprised like how many people, especially, like you know, long-term clients, will be like sure we can up the coverage a little bit yeah. It is funny yeah.
Speaker 1:That's dope, though, so you're killing it. You're building a team. How can someone reach you if they wanted to work with you?
Speaker 2:Instagram Christina Andy A-N-D-E.
Speaker 1:Christina spelled how oh, C-H-R-I-S-T-I-N-A. Okay, so Christina Andy Instagram. What about an email?
Speaker 2:Christina Rose. Andy at gmailcom, Rose spelled R-O-S-E and then a phone number 732-516-8061.
Speaker 1:Dope. So if you want to work with this team, hit her up. They're crushing it and doing a bunch of cool stuff, so thank you, guys.