FFL USA

Why More Women Are Winning in Telesales Right Now (Ep. 247)

• FFL USA • Episode 247

Share episode

Use Left/Right to seek, Home/End to jump to start or end. Hold shift to jump forward or backward.

0:00 | 1:01:23

Stuck in a “good” job that quietly caps your potential? We brought Mary Kraft and Madison Montgomery into the studio to show exactly how they traded rigid schedules, DoorDash side hustles, and $80k ceilings for flexible, high-earning life insurance careers built on simple systems and relentless activity. No fluff—just the comp math, lead strategy, and call frameworks they used to build six-figure momentum and protect their time with their families.

We walk through the numbers most people hide: issued premium vs. advances, realistic chargebacks, and how to budget weekly lead spend without gambling your future. Mary breaks down her $1,000-per-week fresh lead plan and why consistency beats emotion. Madison shares a clean telesales flow: qualify first, quote second, then use Crankwheel to screen-share underwriting so clients see exactly why Americo Eagle Select or Mutual of Omaha fits their health and budget. That visual proof shrinks objections, speeds approvals, and keeps policies on the books.

If you’ve ever considered starting part-time, you’ll get a clear blueprint: aged leads to maximize dials, a 1,000-point day system (calls, presentations, closes) to measure effort, and a focused time block that protects “money activities” from creative avoidance. We also get candid about culture: direct carrier pay so you own your book, zero sign-up or CRM fees, and leadership that actually picks up the phone. Conferences and offices aren’t hype—they’re accelerators that replace isolation with accountability and the “why not me” mindset.

You’ll also hear why more women are excelling in telesales, how to shut down replacements by closing the loop after banking, and the exact first-call script Madison uses on fresh Facebook mortgage protection leads. It’s a practical playbook for anyone who wants income and control without asking permission for school drop-off.

SPEAKER_00

Hello everybody, Andrew Taylor here. Today we have two special guests. We have Mary Kraft. Thank you for coming in.

SPEAKER_06

Happy to be here.

SPEAKER_00

And we also have Madison Montgomery. And Madison, yeah. Thanks for coming in. When's the last time you came in?

SPEAKER_07

January of last year. So about a year ago.

SPEAKER_00

So a year ago. So we'll get an update on how insurance has been for you. Um and then Mary Kraft, I do want to start with you because uh I was reading your little bio and it said you're a mom of two. You had a a good salary that you didn't like. And I think this is a unique topic because I think there's a lot of people that are stuck and they're looking for more.

SPEAKER_06

Yeah.

SPEAKER_00

So to start, can you tell us a little bit about yourself?

Leaving A Capped Salary For Sales

SPEAKER_06

Yeah, absolutely. So my name is Mary. I am a mom of two. Um, born and raised in Chicago, but I live in Arizona now. Um I think for me growing up out of college, I always wanted a good job. And you hear, you know,$80,000 growing up, that's so much money. And the truth was, I was building someone else's business. Um, I ran a med spa for another person. And we went from like seven staff member to 16 staff member to 32 staff members. But no matter how much I was moving up and moving up for her company, my pay never matched it. And you, you know, on paper, 80 grand seemed to be great, but I just felt so capped and I knew like I just knew I had so much more potential. And I was dying to find an opportunity where I could be paid for my effort. So that's kind of when I started looking for a sales role. And it and it all kind of fell into place. My one of the girls that worked there, her stepsister's Nicolette. And you know, if you guys know Nicolette, she's fantastic. Um, and then I reached out to her and I was like, is this ethical? What are we selling? Can you really make money? And she said, Yeah, and I was like, I'm in.

SPEAKER_00

I love it. Now, what what did you not like about what you were doing?

SPEAKER_06

Oh man. So I think for me, it was it was having to go to a location. It was a nine to five, but really it never ended. I took calls all the time. Um, I had to show up somewhere. I I had to ask for time off. I had to ask for permission as a mom to take my kids to doctor's appointments or school functions. And and I really just felt guilty anytime that I was trying to make a decision for myself and family. So, you know, coop that with with you know set hours.

SPEAKER_00

I just I I just wanted to be responsible for and then you were driving DoorDash and Instacart on top of that.

SPEAKER_06

Yeah, we we made my husband made 80, I made 80. So on paper for a family of four, it's great. But you had in daycare and and rent and expenses. We were broke. So I'd work until 5:30, go home, drop the kids off with him, and I would go do Instacart for a couple hours. And I think I'd make like 70 bucks. But that was 70 bucks. I was gonna pay for my groceries. So we did that. I had a car we weren't using, I put it on Turo. I mean, we were so scrappy trying to do anything to just not break even anymore.

SPEAKER_00

And then how hesitant were you to get into life insurance? Because when I got in, a lot of people said, don't do it. They're like, it sounds like a scam. You shouldn't do it. You keep your job at the grocery store, you're gonna get promoted, you have benefits. How hard was it for you?

SPEAKER_06

That was tricky. And I think that's a huge part of timing for me. And that's the biggest thing I preach now is is doing things when you're not ready because I was not ready. People told me that was safe, you know, don't do that. You've got bills. But, you know, I needed that opportunity for more. So I went part-time. And when I was doing it part-time, I really wasn't making much money, but it was better than Toro, better than DoorDash, and I was learning a skill and I felt really good at that. Um and then, you know, it it was scary. It was so scary. But I remember sitting there and I would book spa days at the Monte Lucia in Arizona for like two months out. Cause I was like, I'm gonna be making so much money. I'm going to this med spa. Um and then I went back and forth. But actually, how it kind of happened is long story short, my other job kind of blew up when they when they found out I had been doing this and and I didn't handle it well. So I understand, but I was forced to go full time. Like I was absolutely forced to go full time with seven days left till rent was due.

SPEAKER_00

So they got mad because you had a side job.

SPEAKER_06

Yes. For for, I mean, there was a lot that went into it. I didn't communicate that I was doing that. I I guess I really didn't have to, but yes, when they found out some heated words were exchanged and and I just basically said, you know what, I I can't come back here anymore. I was kind of half in, half out anyways, looking for that time to jump. And that just felt like the time to go. It was scary. I don't think I ever would have done it by choice, just because I just didn't feel ready. Yeah, I was scared, like a lot of new agents are, but it is the biggest blessing. That is why now I'm like, go all in, bet on yourself, continue to like count pound a win because it'll it'll change your life.

SPEAKER_00

Now, was your husband scared?

Part-Time Start And Going All In

SPEAKER_06

You know what? Bless that man soul. Um, I think he was like, I a little bit, but I don't think he was gonna let it show. I think he thought if I was crazy enough to think it was gonna work, it was gonna work. So he did whatever he needed to pick up, drop off for the kids. I mean, when I first started part-time, I'd work until 5 30, get home, I would dial with Madison and Nicolette from 5 30 to 11 p.m. We'd dial Hawaii. So I was working around the clock, 80, 90 hours a week, trying to make it work between two jobs. And he was actually so supportive. So I think he knew I was crazy enough to actually do it. So yeah, he was great. I love it.

SPEAKER_00

How old are your kids?

SPEAKER_06

They are six and five.

SPEAKER_00

Oh, I have a five and three.

SPEAKER_06

Okay.

SPEAKER_00

And it's the best thing in the world.

SPEAKER_06

I I'm obsessed. I work from home. Um, I I get to be there, I get to do bus drop-off, bus pickup. I mean, if there's like hot lunch, I get to be there. I don't have to ask, I don't have to be made to feel oh, you're taking time off again. Like, no, I work very efficiently in the time I have. So I I've earned that flexibility, I've earned that skill. I've been doing this two years now. I I've earned the right to be flexible in my schedule and make a amazing living for us. So it's just been amazing.

SPEAKER_00

Now, well, one thing I want to say having kids was the best thing ever for me. So if you're on here, you should have some kids because I've made money, I've had success in business, but the kids are the best thing ever. And uh and uh a lot of young people tell me, Well, I want I want to wait. And I always go, I kind of wish I had kids earlier. It's so cool.

SPEAKER_06

Yeah, I was I'm 30, so my daughter's 6'2, so that's young. I mean, I don't know how I had kids young, I was a baby, I don't know what I was doing actually, but have kids. Yeah, they're great, they force you to do it.

SPEAKER_00

Do you want kids?

SPEAKER_06

100%.

SPEAKER_00

Yeah, yeah. Awesome. Okay, so I want to talk about this part because a lot of people watch this and they're where you were kind of thinking about doing it. Yeah. Do you recommend starting part-time? And if you do, what does that look like?

SPEAKER_06

So I feel like as I know Madison started part-time too. So her and I are both very amazing examples of being very successful starting part-time. However, I can confidently say, Madison, I don't know if you'd agree that it's definitely not for everyone. Um, on my part-time was full-time. So I think it's definitely possible if you're very intentional on the hours you're working. That means if you're working from 5 to 8 p.m., you are dialing. Like, let's get in two, 300 dials. Cause at the end of the day, as a new agent, it's all about activity. So as long as you can get those dials and those practices, and I think you definitely can. However, it definitely was like strenuous starting part-time from what I've learned. And if I could do it again, I'd go full-time a lot sooner. So I usually urge people to go all in if they're willing to bet on themselves and put the time in. It's it's definitely pays off.

SPEAKER_00

So your biggest month, 58,105. Congratulations.

SPEAKER_06

Thank you.

SPEAKER_00

Your big your biggest year was your only first full year. Congratulations.$361,807.

SPEAKER_04

Yeah.

SPEAKER_00

Can you explain what that is to somebody watching? Because they don't know what those numbers mean. It's not like deposits, it's just issued premium. But can you explain like how you buy leads and then what type of leads you buy?

SPEAKER_06

Yeah.

SPEAKER_00

And what that costs you, and then how the percentages work when people get paid?

SPEAKER_06

Yeah, absolutely. So 58, and and I was laughing. I couldn't remember, I had to pull the reports, but basically, IP is different. So you hear a lot of people posting like submit and issue paid, and people might like be like, what the heck is that? Um, submits what you submit. IP is what actually gets put into effect from the client, and then we get paid. So our pay, we get a nine-month advance from the carrier. So 58, whatever, times 0.75. Um, that's my pay up front, my comp level. Everybody has a different comp level.

SPEAKER_00

What is comp level usually? Like, what's an average?

SPEAKER_06

Yeah, I would say, yeah. Uh a new agent, no experience, 85, something like that. But the goal is to get agents in and get them paid so they can bump up that comp super quick. Like we want you to make money. So I think at that point I was probably at a 90 or 95. So I'd say 95 is probably pretty normal when you're producing. Um, and so 0.75 and then 0.95. I mean, my math's not that great, but I definitely was making so let's use a hundred.

SPEAKER_00

So basically, if you did for for every hundred thousand you wrote, you would multiply that by 0.75, and that's your advanced number. So they would issue you that commission. Yeah, but they would subtract chargebacks from that. Sure. Um, which are usually around 30% per year. And maybe, maybe not as bad for you, but that's like a uh national average, right?

SPEAKER_02

Yeah.

SPEAKER_00

And then you deduct your lead expense because instead of the way we do this for everybody watching, we don't call friends and family to sell life insurance to them. We're in we're investing in marketing to find people that are looking to get a quote for insurance. Yeah, right.

SPEAKER_06

Absolutely.

SPEAKER_00

So what were you spending per week?

SPEAKER_06

When I was when I did that, it was a thousand a week, a thousand a week on fresh leads. Um, his name I can actually tell you his name is Ben. Um, Ben's Veteran Leads, Fresh Leads, I think they're like 35 bucks a pop. So I really wasn't getting that many, but the intent was there, and they're they're great customers. They're older, they want to take care of their family. Um, so I was doing a thousand a week on fresh every single week, rain or shine, whether I sold five or none, I bought the same amount because then I'd go back. So, you know, you subtract four thousand from that 75. My persistency is about an 85%, which is awesome. Um I mean, I was making if it was on this 75,000 example, 66,000, 67,000, if we're using this a hundred thousand dollar example up front, that's life-changing.

SPEAKER_00

And then subtract front, subtract your lead costs.

SPEAKER_06

I did that from the 75. So 75 minus 4, 71, and then got it. A little trust.

Family Support And Schedule Freedom

SPEAKER_00

Now a lot of people get leads and they don't make it.

SPEAKER_06

Yeah.

SPEAKER_00

What is your opinion on? And like you said, it's not for everybody.

SPEAKER_06

No.

SPEAKER_00

But what's your opinion on that? How can somebody increase their chances of winning?

SPEAKER_06

Yeah.

SPEAKER_00

If they get leads.

SPEAKER_06

If you're getting leads when you're a new agent, I I don't know how other people do things, but we want them to get an age lead. Why? Because we want you to get the biggest bang for your buck. Um, so we want you to have more chances at back. So in the beginning, this is all about activity. So the more people you call, the more people that answer. Out of the people that answer, the more people let you speak. Out of the people that let you speak, some are interested. Then you give those people numbers and then some want it. So I mean, it's just a numbers game. So one, you need to be buying leads, buy age leads, get a ton of them, make a ton of dials. I was told as a new agent, and I tell everybody this, Nicolette, thank you. A thousand points a day. What the heck does that mean? That means a call is one point, a presentation is a hundred, and so is a close. So if you want to come in and make money as a new agent, you need to hit a thousand points in a day. If if if you're not and you're not making money, we're gonna sit down and talk because it's your activity. So that's 500 dials and five presentations, or you know, 600 dials and and four presentations, whatever it is, it has to equal a thousand. Um, and if you're doing that every single day consistently as a new agent, it will fall into place. You'll build a skill and you'll you just have to close. You don't even have to be good, you just have to work hard 10, 12 hours a day.

SPEAKER_00

I love that. So you have a point system so you can track. Do you do that too? That's genius. I've never heard that.

SPEAKER_06

Yeah, Nicolette, shout out. It was amazing.

SPEAKER_00

Yeah, that's legit. Okay. Um, decide first, figure out later. How can somebody do that? Could it be signing up for the next big event? Could it be getting around people?

SPEAKER_06

Yeah, 100%. I started in October. I made the decision to get my license in October, got license in November, hadn't sold a dang thing. I made it to conference, to convention in January before I even sold anything. I had no money. I afterpaid my flight, didn't even care, but I was going. So I think just making that first move, you know, reaching out to somebody, actually showing up to the call you booked with that somebody, um, booking your exam, taking your exam, going through contract. And I'm a big believer, you know, we do a lot of things virtual, and I think it it is great for the right person, but I love being in person. Get in person.

SPEAKER_00

So getting around people. Now, you guys have a big office in AZ, right? So you got if you're in A Z, people could call you and they could get started. They could work with you every day. Yeah.

SPEAKER_07

Every single day.

SPEAKER_00

They could come in.

SPEAKER_07

Yeah.

SPEAKER_00

Do you think that makes a big difference?

SPEAKER_07

100%. For the newest agents, getting in person is gonna be a game changer for you. Um, there's accountability is I think the biggest thing that an office provides that you don't get in in person. It takes a very special type of person to be able to stay disciplined, stay accountable to themselves and to their activity long term from home.

SPEAKER_00

That's awesome. All right. So your goal is to do five. What what's your goal this year?

SPEAKER_06

My goal, I actually wanted to master personal producing, which and in hindsight, I wish I would have started sharing the opportunity sooner now that I am. But now that I am building a team, my goal is to go 500,000 a month as a team. And I actually personally want to write bare minimum of 600,000 this year.

SPEAKER_00

Can you explain the way overrides work?

SPEAKER_06

Yeah, absolutely. So say your contract is a 115. I'm just gonna throw that number out there. And your new agent's coming on at an 80. Um, that's a 35-point spread, right? And and some people say, you know, it's a scam. No, it's not. You're not gonna make money if that person doesn't make money. So when you're getting them up and writing, when their policy goes into effect, you get the difference. So if they're an 80 and you're at a 115, you get paid every time they get paid. So if you have multiple agents direct to you and you can get them up and running at a high level, you're making overrides on that in addition to your personal pen. And then if they ever want to become a leader themselves, hire, train, recruit, and they go, you know, deep, you have width and depth. So your income just multiplies.

SPEAKER_00

So your income can go up.

SPEAKER_06

Yep.

SPEAKER_00

All right. Um, have you had anybody that is in was in your situation that you've recruited that's been successful? That's like, I have a good job, but I don't like it. I kind of want to do something part-time. Have you had that happen yet?

Comp, Advances, Leads, And Math

SPEAKER_06

Yeah, I actually had, and and this is kind of what changed it for me as far as like recruiting. Um, I had a girl, her name is Ariya, she's an absolute rock star. Um, she was in a PNC role and and she worked super hard, but she wasn't really making any money. She's also a mom of two. Um, and she reached out to me and she was like, I just need a chance. Like, I need an opportunity. I'm willing to work hard. And she had come in, she's actually in her fourth month, and her IP for January was 26K, which is insane. Um, and they came to convention, her and her husband, and they were like, We just want to thank you so much for this opportunity. And that just hit me.

SPEAKER_00

Like, yeah, I think um a lot of people haven't figured out how good of an opportunity this is for a family, especially if they want to um have a little bit more freedom. Yeah, and then also things are so expensive now. So, like even if you make 160 a year, like it can go pretty fast, right?

SPEAKER_07

Yeah, 100%. Oh, yeah. We were talking about that on the drive over here, where most people who find this industry, they want to come into it just to provide a better life for their family. There's so much on social media about the fancy cars, the trips, like the huge commission checks. But a lot of people come into this similar to the way we did, just to provide a better life for ourselves.

SPEAKER_00

Yeah, freedom, more about freedom, less about money.

SPEAKER_06

Yeah. If I in my for me when I came into this, yes, I wanted more money, but I was at a point where even if I made the same amount, 80,000, but I had more freedom, I would be happy. And I didn't come in for a Lamborghini or you know what I mean? That's cool. And maybe someday, right? But I I wanted a better life and I'm just so proud.

SPEAKER_00

I love it. I'm proud of you. That's awesome. Has your husband thought about doing it yet? Oh no, no, no.

SPEAKER_06

Um, he he loves it. And like I think if he could, he would. But my husband, no. I'm just gonna say no, he hasn't. Got it.

SPEAKER_00

That's that's cool. Like we said, it's not for everybody. No, all right. Um, what is what is the lifestyle like? Like, how has it changed being able to control your own schedule?

SPEAKER_06

I mean, being able to control my own schedule is everything. I get up in the morning and I get to get both of my kids ready. One's in daycare, one's in uh first grade. So I get to do hair and showers and bus drop offs. And then if I want to go to Target at eight in the morning uninterrupted, I can. Um, and I can start at 9 a.m. I'm in my office, I'm working by nine, right? Um, and then if I want to take a lunch break, I can. And bus pickups at three, I can. It's just, it's just things that were not heard of. I mean, what nine to five? You can't do that. You can't say, I'll be right back. I'll be back in two hours, gotta do bus pickup. Excuse me. No, they they're paying you, they expect the job to get done. You need to be there.

SPEAKER_00

So did your old job expect you to fail?

SPEAKER_06

Doing this? Yeah. Um, I think so. I think now that they see me actually doing well, they believe it. But I think at first it's a lot of that's a scam. If if if it was so easy, why doesn't everybody do it? Or if you can make that much money, why doesn't everybody do it? But like we keep saying, it's really not for everybody. It it is easy work, you know, the layouts there, the leads, the systems, but the doing the work is the hard part.

SPEAKER_00

Yeah, that's huge. Okay, you you talked on here about m uh mock client calls.

SPEAKER_06

Yeah.

SPEAKER_00

So practicing without somebody on the phone. Can you talk about that?

SPEAKER_06

Yeah, yeah, absolutely. Um, I think the most important thing when you're training is to like actually do it. You know what I mean? Um, I have an intro that I use that I think is different than a script. I basically I just think, and we hear this all the time. The best salespeople don't get objections because they beat them before they come one, you know, become one.

SPEAKER_02

Yeah.

SPEAKER_06

Like, do we need a spouse? Is there any reason you wouldn't apply? You know what I mean? I don't ask that directly, but I have a three-step thing. So I like to role-play that with my agents and give them different things so that way they can kind of figure out which way they'd handle that call.

SPEAKER_00

Yeah. So what I did is I practiced in the mirror, which seems kind of weird, but like out loud in the mirror hundreds of times. Yeah. And the reason was was I just wanted to know my script.

SPEAKER_04

Yeah.

SPEAKER_00

And then the other thing is if you call someone and you're trying to think about what to say, you're thinking about yourself.

SPEAKER_02

Yep.

SPEAKER_00

If you know what you're gonna say because you're just it's on autopilot, then you can pay attention to the what I call a hot button, like the thing that's going to get them to realize they need it. And it could be like uh you find out that a grandkid lives with them and is completely dependent on them. Um, and then that would be the hot button of why they really need to get this taken care of right away. Um, but I love that you put that. So just like, or even calling people you know and practicing.

SPEAKER_06

Yeah.

SPEAKER_00

Right?

SPEAKER_06

Arias, say major, who's crushing it now, she'd take her husband every single night, even though she felt embarrassed because you kind of have a little bit of like impersonation, like you feel like you're a phony in the beginning because you have that script and you're reading it and you don't really know what you're saying. Um, so it can be embarrassing. I didn't want my husband hearing me in the beginning, but she grabbed him and she read it to him 10 times a day. And I think it's so important for new agents coming in to do the work outside of money-making activity dialing in order to be prepared and ready to go. You don't want to get on your dials, and the first call you get is the first time you read the script in 24 hours, you know? So listen to your calls back, get ringy uh.

SPEAKER_00

Don't be embarrassed.

SPEAKER_06

No, don't be embarrassed. Read it out loud, practice, listen to your calls back because it's actually really obvious to hear where you might have lost something or where you could have done better when you hear your own self back. So I those are useful things that I tell people too.

SPEAKER_00

Now, were you scared to ask for help?

Activity Systems And A Thousand Points

SPEAKER_06

Absolutely not. Madison, um, we actually started an office together, her, me and Nicolette. And actually, no, and that's what I tell people because I I I didn't have a choice. I had seven days to rent. I had to make money. So, you know what, Madison, if I'm on a call, that means you are too. Get over here. Um, and I wouldn't let her leave my side, not at all, not once. I said, if this means you're closing it, then you're closing it. Yeah. Because he's on the phone, he wants insurance, and I'm not sure what I'm doing. I tried. And if I needed help, I'd mute, she'd take over. Um, but I actually wasn't. So that's why I'm a big believer of the squeaky wheel gets the oil. When you're telesales, the person on mute's gonna grow the fastest. The one who's most uncomfortable first is gonna do the best. In office, yeah, that's great, you're there. But like, are you there?

SPEAKER_00

You know, but are a lot of people scared to ask for help?

SPEAKER_06

Oh, yeah. They are. Yeah.

SPEAKER_00

My uh my son has all these kids' books, and I think they should be adult books because they're there's like Good advice in there. But one of them is called the um the boy, the mole, the fox, and the horse. And it's this they're all talking throughout the book and become friends, but um the horse says that the hardest thing that he's ever done in his life was ask for help. And I was like, bro, if we could just get more people asking for help.

SPEAKER_06

It it seems so silly. It's like when you think when I talk to Ariya and I I use her a lot as an example, and we're like, why is this so hard for some people? And it's because they don't ask for help. They they try to do it themselves.

SPEAKER_00

Well or reinvent it.

unknown

Yeah.

SPEAKER_06

Okay, can we please talk about this? Yeah.

SPEAKER_00

Everybody comes in and they have a better way to do it. And they start to try to create their own leads and they try to make can you talk about the mess that that creates?

SPEAKER_06

A lot. A lot. Um you know, I hate to say it, but the scripts given by your leaders who run teams and have successful agents, like that script's made people hundreds of thousands of dollars. So why would you try to reinvent the wheel? You know, at least give it six months. Like just do our wheel, you know, just do it our way, just do it our way. By the leads, we say we have a reason, you know. You need to learn objections. So let's go for an age lead. You're gonna get a lot, you're gonna build a skill. Here's your script, read it verbatim. Because there's sales psychology, and that's built into the script. And and yeah, you might think you know what you're doing, but you might lose a sale because that you just didn't follow the path the right way. You didn't find that why, you didn't stick to the path that we literally have proven success that works. So I think, you know, to try to get an agent paid, follow your upline, follow their direction, do what they say, and do it to a T.

SPEAKER_07

100%. That's something that we see with new agents, especially. I think a big reason why we succeeded so quickly part-time is because we didn't reinvent any wheel. We came in, we read the script, we bought the leads, we worked as much as we possibly could. Like I was lucky enough, I think one of the first people I ever met in insurance was Nina Hill. And I was at a lock-in as a guest, and I heard her speak to everybody, and she said, a thousand dials a day or die. And that just was in the back of my mind every single day. And so I just knew I need to read this script, I need to buy these leads, and I need to work as fast and as hard as I possibly can. But uh I have seen this trajectory of agents come in and they think that they can think of a better way of writing the script or a better way of creating a lead type or, you know, all these different things. And it's about mastering the process first, and then if you find something that works, implementing it. But a lot of people swap the two and they try to implement something before they know what works.

SPEAKER_00

When I started, um this is a long time ago, 18 years ago.

SPEAKER_05

It's crazy.

SPEAKER_00

I know.

SPEAKER_05

That's crazy.

SPEAKER_00

Um, but the guy that hired me didn't want to follow any of the uh recommend like recommended lead types to use that have already been proven to work. So he did a five thousand dollar door hanger campaign where he like hung buy life insurance little door hangers and paid people to go put them on everybody's doors. Guess how many uh leads he created?

SPEAKER_05

None.

SPEAKER_00

None, not one lead.

SPEAKER_05

That's crazy.

SPEAKER_06

Burned five G's since no someone like that, hard lesson. No, yeah.

SPEAKER_00

One I think one misconception about FFL is um we don't care where you get leads, and a lot of teams are getting leads from multiple different places that have nothing to do with us, and basically the market is deciding who has a good lead based off of agent feedback. Yeah, right?

SPEAKER_07

Yeah.

SPEAKER_00

So you guys are using all types of different leads and vendors for your team, and you're gonna stop using them if they're bad, and you're gonna use more of the ones that are doing well, right? Yeah, yeah, 100%. What are your favorite vendors right now?

SPEAKER_06

Um, there's a there's a place that people can go um for Facebook ads because a lot of people you hear people talk about Facebook ads and tapping into like all sorts of different kinds of markets where you can really narrow down the type of person you want to work with. Um, a really great place that I've used to get into that is called Leads for Life.

SPEAKER_00

Oh, yeah, they're good people.

SPEAKER_06

Yeah, yeah. Yeah, Edwin and yeah, absolutely. You can go in there, I think, overall for any level agent. The fees are are moderate. I don't think they're crazy. And you get fresh leads at cost. So no more$34 fresh lead from a vendor. And you know, Facebook can be trial or error, but they're fresh. They're right away.

SPEAKER_00

So and it's only on your own campaign.

SPEAKER_06

That's exactly right.

Decide First And Get In The Room

SPEAKER_00

So it's like you can see the ad copy and everything.

SPEAKER_07

Yeah, you have a lot of freedom and a lot of wiggle room in terms of what ads, what type of lead flow you're getting in, whether you're working with veterans, mortgage protection. I know that we both have done veterans, I've done mortgage protection through them and really enjoy it.

SPEAKER_00

On that note, um, I think it's important for people to know that when you come work with us, we don't ask you for money.

SPEAKER_03

No.

SPEAKER_00

And there's a lot of companies where you have to pay to sign up and then you have to pay to use their system, and you're actually the product. It's not selling life insurance. So if you if you sign up and it says, hey, give us 400 bucks and then give us 199 for our CRM and then buy the leads only from us because all of those little things are profit centers for the company. The thing I love the most about the company is we will pay for your class for you to come in. So we're actually going to invest, and it's not free. Like we're gonna invest in a person who's not licensed to help them get started in school. We don't have any CRM charges, we have free solutions you can use, we don't have any sign-up fees, we don't have anything.

SPEAKER_02

Yeah.

SPEAKER_00

And so essentially what I'm saying is we only make money if you make money.

unknown

Exactly.

SPEAKER_00

Which I like that program.

SPEAKER_06

I I love that program. I don't feel like I'm in a pyramid scheme. Like I feel very much like I own my own business. It is, it's my book of business. I bust my butt for it. My team is my team, I train them the way you know we're supposed to do business. And you can't do that everywhere. They they control it, like you said. So I love the freedom of this to make it what we want it to be.

SPEAKER_00

And you're getting paid directly from the carrier.

SPEAKER_06

Yeah.

SPEAKER_00

If someone takes your money first and then gives it to you, they own your book.

SPEAKER_02

Yeah.

SPEAKER_00

Because they're they're getting paid every single commission and controlling what they give to you. Yeah. So a big thing we like to do is go, hey, you get paid directly from the carrier. You can see everything, what policies you get paid on, what renewals you get paid on, everything. Which I think is huge.

SPEAKER_06

I think it's huge, especially, you know, when you're trying to protect your book of business or keep them on the books or do your, you know, every six-month or annual review with them. You, you know, I I think that's a huge asset to have access to that because you you need it. I mean, I had someone call me on the drive here today, and I was like, who is he? He was from so long ago. But I was able to pull it up. I was able to find him. Like, I can see all his details, his policy on the portal, what I was paid, when I was paid, when it started, and I think that that's huge.

SPEAKER_00

That's cool. Um, what's it like with the leadership at the company? Because like people are gonna be like, are these good people? And there's a lot of there's a lot of like rumors. I think maybe because we're doing well, so you're gonna attract a lot of haters. Yeah, but there's a lot of rumors, like they're don't work with them, they're bad people, or you could get screwed. What's your experience?

Building Teams And Overrides Explained

SPEAKER_06

I say this to every single person. Like, I am 30 years old. I am a mom of two. Like, I do not have time to be caught up in a joke. You know what I mean? Like, this is my life, my livelihood, and I'm only gonna associate with legitimate companies, right? Like legitimate leadership, legitimate like policies and procedures. I think here at FFL, I mean, the leadership is is I wouldn't be where I'm at today if it wasn't for I'm starting from my direct team, and then all the events that we put on or you guys put on for us all year long, the people we have access to. I mean, I I when I was new, I reached out to so many people. I didn't even know them, and they were willing to help me. So leadership here, unlike I mean, I'm so grateful for it.

SPEAKER_00

Yeah. It but you don't know that until you work here.

SPEAKER_07

No.

SPEAKER_00

Right?

SPEAKER_07

Not at all. It you experience it for yourself. And I think that after being here for three and a half years, the bad leaders naturally see themselves out of the company. And I I agree with Mary. I think I would not be where I'm at now in my business without the leadership here, with the direct team, the agency, and you guys get to work with Nina and Hayden, who are awesome people.

SPEAKER_00

I so have you ever been around someone where they just k totally kill your energy?

SPEAKER_03

Mm-hmm.

SPEAKER_00

Nina and Hayden are the opposite. It's like if you get around them, you feel better about yourself.

SPEAKER_07

100%. 100%. 100%. It's so important to have leaders that force you to believe in yourself, even when you don't at times, and they see a vision for you that you you already believe in, but it's so important to have leaders that push you to levels that they know that you can go.

SPEAKER_00

Yeah, 100%. All right. What's the worst day you've had in life insurance? Like, have you cried?

SPEAKER_06

Yeah, yeah, I have. And it's over, guys. It's nothing serious. I've cried, I probably cry a lot. Um it's just like little things, and I and I honestly, it's nothing. Like it's nothing. Maybe I'm gosh, I don't know. I cry a lot, guys. If you if you know me if you're Nicolette Madison, anybody I cry over anything, but honestly, sometimes I'm just hard on myself. I'm a perfectionist, and I know that's just not possible. And I want to be places that I'm not, but I'm I'm enjoying the ride. So sometimes I think I'm just hard on myself. And then maybe like clients premium didn't go through, and that just sent sent me over the edge. Am I gonna get them on the phone in an hour and they're gonna pay it? Yeah, but just little things. I mean, death claim, that wasn't fun. You know, I've had a couple of those, but other than that, I I mean, I'm blessed. My days really are not bad. I have the best team, and and when I do cry, baby, that's why leadership is important. Like, they do not let you cry, baby. They're like, Mary, you're fine. It's gonna be fine, everything's fine next, you know. So I appreciate them on days that I I don't have that in myself.

SPEAKER_00

I love that. Now, have do you ever get in the doom loop? Where I'm like, do you mean like where you're stuck in days where you're you're just like uh your brain is making up scenarios of that it's not gonna work out or it's not gonna go good. Do you ever get to that point? Yeah, yeah. You do.

SPEAKER_06

I do, but but it's not and I think it's natural actually in a sales role. Like I work for myself and then I put a lot of pressure and I have big goals and dreams, and I think sometimes again I'm hard on myself. I think, you know, there's gonna be hard days in in leadership, there's gonna be hard days in business ownership, and and even as a producer writing at a high level, but overall, when you you can have a bad day, but you can't have a bad week. So my day might be bad, but let me look at it across the week. You know, maybe a couple days were rough, but let me reflect on the whole month. It could be a bad couple days, but it will never be a bad month. And I think that's what keeps me going. You need to look at it big picture like that.

SPEAKER_00

Do you do anything to get out of that scenario? Because I got in that a lot. That's why I always ask people.

SPEAKER_06

Yeah. No, because really the only way through anything is to do it. Like when you're a new agent and you want to get better, you need to dial the phones. When when you're stuck because maybe somebody charged back and it just stinks for a moment. Well, you you can't just sit there and cry about it. We gotta move on, you know, or maybe an agent it didn't work out. Well, I can't cry about it. I need to keep moving forward. So I think just forcing myself to keep moving forward no matter what, and do that every single day, and knowing that eventually all that momentum, it'll compound and I will get through whatever it is.

SPEAKER_00

So it's like the country song: if you're going through hell, keep on going. I love it. All right. Well, congratulations. Thank you for uh coming in and sharing. I'm happy. What's a tip you would give one person, like a sales tip if they're getting started?

SPEAKER_06

One sales tip if you are getting started. Um, I listen to your phone calls. I know that sounds crazy, but practice two. Sorry, this two practice your script, whatever it is, and know it like the back of your hand. That's number one. Cause like you said, if you know it, you can listen. And and listening's high sell stuff. So that's number one. Number two, listen to those phone calls because you won't make that same mistake twice.

SPEAKER_00

Love it. Awesome. All right, Madison Montgomery, three and a half years. Tell us about your your career so far at FFL.

Proven Scripts Over Reinventing Wheels

SPEAKER_07

So three and a half years ago, I was already living in Phoenix and I was selling Power Tools from Milwaukee Tool. And a roommate of mine started selling with Nicolette and worked directly with Nicolette. And so I watched her and I would see her work this honestly, the half amount of time that I was, because I was salary, corporate sales, and working 60 to 80 hours a week, making$750 a week. And I thought I was rich. And so I was on top of the world at the time.

SPEAKER_00

$350 a week?

SPEAKER_07

$750. Oh,$750 a week. A little bit more. I I was happy with that. And I, but I watched her work half the amount of time as I was working, and she was making quadruple the amount. And at first, I really didn't have any intention to sell insurance full-time because I don't think many people really think I'm gonna sell insurance as a career path. That's what I want to do. And I started selling and I honestly fell in love with it. I think I fell in love with the way that it pushed me. And I like we were talking about part-time. I think when you come in part-time, you need to know that you are going to feel like you're working two full-time jobs when you're doing this. You have to put your all into it, even if you're putting your all into something else. And so I was part-time for about three months and then transitioned into full-time, and I've been full-time ever since.

SPEAKER_00

Okay. Couple things. Um, you're from Alaska.

SPEAKER_07

I am.

SPEAKER_00

How long were you in Alaska for?

SPEAKER_07

So I was born there and then my dad was in the military. So I moved coast to coast basically my whole life until we moved back up there when I was 14. And then I moved to Arizona after college.

SPEAKER_00

How cool was it?

SPEAKER_07

It's awesome.

SPEAKER_00

Ryan Manrique is from Alaska.

SPEAKER_07

So is Derek Thrasher.

SPEAKER_00

That's awesome.

SPEAKER_07

Yeah.

SPEAKER_00

Did you ever see any bears?

SPEAKER_07

A ton. I'm from Kodiak Island, so that's where the big Kodiak Bears are from. Um, they're even bigger in person than they are on video and on camera.

SPEAKER_00

It's crazy. They're huge. So funny story. My friend, I like I had never been backpacking, and my friend was like, dude, let's go backpacking. And I have no experience backpacking. So I go to REI and I tell the dude, I'm like, dude, what do I need? I'm gonna be up there for five days. And uh, so I start I start looking up like bear bear attacks for some reason. And so I'm like, dude, I gotta get prepared for a bear attack.

SPEAKER_07

That's the worst thing you can do before Doom Loop. Talk about the Doom Loop.

SPEAKER_00

This is the Doom Loop. So I'm I'm like I'm reading online, and it's like, oh, you you could bring a gun, but it wouldn't really help you. No, right? Or you could bring bear spray, and like the odds of living if you have bear spray over a gun are way higher. Because even if you shoot the bear, like they could still get you.

SPEAKER_07

Yeah.

SPEAKER_00

Um, but it was so hilarious and so like unnecessary for me to do that.

SPEAKER_07

Did you guys see any bears?

SPEAKER_00

No, we didn't see any bearing.

SPEAKER_07

Not even one. He got all this stuff ready.

SPEAKER_00

I had like an ankle holster with bears bear spray on my hilarious. Um, so I was asking Ryan Manrick the same thing. Yeah, actually.

SPEAKER_07

Yeah.

SPEAKER_00

That's awesome though. That's that's amazing. Okay, so you started selling three and a half years ago. Can you tell everybody your favorite carrier and your favorite product?

SPEAKER_07

Hmm. This might be popular or unpopular, I guess, depending on who's listening. My favorite carrier is Mutual Vomaha. And I but I think my favorite product is Americo Eagle Select. So I love Mutual Vomaha. I've always had an amazing experience with them. My clients have had amazing experiences with them. To be honest, my clients have amazing experiences with every company that we work with because I think it's about where you as the agent put your client and make sure that you're putting them in the right, right spot for them. But Americo Eagle Select, I think, when they came out with Eagle Select 1 and Eagle Select 2, it was a game changer.

Lead Vendors And Paying Zero To Join

SPEAKER_00

Yeah, for sure. The price is good, it issues fast, a lot of people get approved. So it's a that's a dialed product. Okay, can you walk us through if you call a lead and then you sell them an Eagle premiere or Eagle One, what does that process look like?

SPEAKER_07

So we the way that we coach agents and the the way that I do things is it's so important to qualify your client first before you show them any numbers because you need to make sure that your client knows that you know what you're talking about. You need to be confident in where you're going. And there's no worse feeling. I think a lot of new agents go through this before they either either they don't have a resource like toolkits or something where they can actually plug in medications, plug in health conditions and know exactly where to go. But a lot of agents get into this cycle where they get someone declined and then they need to pivot and pivot and pivot and pivot. It's so much more efficient if you just qualify your client first. But I think I I love Americo Eagle Select because they they accept a lot of health conditions. And Eagle Select one is great because I think it's the best price. For sure. It's the best price across the board. Yeah. Yeah, it's the best price. Application is the best price.

SPEAKER_00

Now, how fast do you get approved and how fast do you get paid?

SPEAKER_07

Immediately, it feels like you get so what I really love about Americo is that you get the green checkbox up front. And we use a lot of crankwheel. We share screen a lot with clients so that they can see the application. They know exactly what we're doing. And I love when a a green box pops up and I say, Hey Mary, look, you see that green box? That means they're gonna let us finish the application and fully submit it. If they were going to track you for a decline, they usually would kick me out of the application at this point. We'd have to hit the drawing board again.

SPEAKER_04

Oh good.

SPEAKER_07

And so then you can finish out the application and you're basically eliminating a lot of those banking objections. Well, I want to, I want to wait and see. I want to think about it. I want to see if I get approved. They see it right there and they know what you're doing and they know that they're tracking for an approval.

SPEAKER_00

I love that. Okay. So tell everybody what crankwheel is because this is a big tip for people.

SPEAKER_07

So crankwheel is it's a what is it called, uh extension that you can put on your browser and basically it sends your client a text message where they click on the link and then they can view your screen. It's a little bit different than FaceTime or like a Zoom. They don't see you unless you allow them to see you, but they can see your screen and they can watch what you're doing in real time. So they're able to, you know, and for us, I think personally for me, I start from the toolkits process, like plugging in their medications, plugging in their health conditions so that they can see, oh, this carrier is gonna show us an approval. It's the lowest rate across the board out of all carriers that we have as an option for you. And that eliminates a lot of objections for people saying they want to continue to shop around. You're able to scroll through that list and show them, oh, see, America was showing us the lowest rate for one. And then you're able to scroll down and say, oh, look, this carrier would decline you because of this medication. And so you're educating the client as well. That's gonna like limit a lot of replacements or people canceling down the line.

SPEAKER_00

Okay. That's a huge tip for everybody on here. So the client can see, even though you guys are virtually, the client can see what you're doing. Feel super comfortable with it, see the whole application, has to help big time big time, right?

SPEAKER_07

Yeah.

SPEAKER_00

Okay. Um, what kind of leads are you calling?

SPEAKER_07

I do mostly mortgage protection.

SPEAKER_00

Is that mortgage protection generated on Facebook or on the in the mail?

SPEAKER_07

Uh Facebook.

SPEAKER_00

So Facebook mortgage protection. Is that with Leads for Life?

SPEAKER_07

Leads for Life. And then I've been using Closer Tech as well. I've been really enjoying working with them. Um, but yeah, it's all forms from Facebook, Instagram, Google ads.

SPEAKER_00

Awesome. Okay. Um, who all right, any other sales tips? Because I want to talk about recruiting with you.

SPEAKER_07

Do you have any other sales tips for I could probably talk about sales all day. All right, talk more because we need more of this. I uh I think, I mean, what what do we want to know about sales? I could talk about it all day long.

SPEAKER_00

Why don't you walk us through when the lead comes in, exactly what you do?

SPEAKER_07

So running fresh leads is a little bit different than running aged. I tell agents, I mean, regardless, you get those leads and you want to hit them hard because psychologically, as an agent, it the longer that you see them sitting there, the more discouraged you're going to feel. So you need to hit them hard from the beginning. Um, fresh lead comes in, I call it right away. Call them two, two times when they come in, send them a text. Um, I'm typically using my own personal phone number because it shows up as Madison Montgomery when I call them and I use your cell. Yeah.

SPEAKER_00

Interesting. So you don't need a fancy call tool. You're just using your cell phone.

SPEAKER_07

I use my cell, um, but I do have ringy as well. I plug my leads in there. So I'll call them from my personal cell to begin with, and I catch a lot of people that way. A lot of people will pick up naturally because on the lead form they're able to see my number. Oh, and so they know it's me. Um, but then if they don't answer, I plug them into Ringy, and then that way I can power dial through them and I'm calling them three times until they pick up and we get it.

Carrier Pay And Owning Your Book

SPEAKER_00

So they've already seen your name on the lead form.

SPEAKER_07

Yes.

SPEAKER_00

So when they see you call, they're like, oh, that looks familiar.

SPEAKER_07

Yeah, they see my photo, my full name, and then my phone number that I'll be calling.

SPEAKER_00

Is that on the thank you page of the lead form? Once they submit it.

SPEAKER_07

Once they submit it, they see all of that and it gives them the option to call me.

SPEAKER_00

That's awesome.

SPEAKER_07

Yeah.

SPEAKER_00

That's legit. Okay. And then what do you say to them?

SPEAKER_07

Hey, this is Madison Montgomery. I was giving you a quick call about the form you'd filled out on your mortgage protection information. Has somebody already reviewed this over with you? I like to walk myself into an objection in the beginning. Um, that's a personal preference for me. Um, because regardless if they say yes or no, I'm gonna keep the conversation going. But I like to start everything or end everything with a question and keep them engaged and maintain that control on my end of the call.

SPEAKER_00

Love it. Okay. How what's your close?

SPEAKER_07

Ooh, I probably take like 10 minutes on my clothes after I get banking. I I tell my agents when you're new, after you get banking information, you might as well start a timer for 10 minutes. You're not gonna let them off the phone because there's no worse feeling for the client to give the routing and account number to somebody over the phone, and then 30 seconds later they're off the phone thinking about the how they just gave their banking information to someone over the phone. And so what I tell my agents and what I do is once I get banking, then I'm taking that time, that last page of the application. I'm telling them, okay, I'm gonna plug in my information, my agent information, and then I'm building some more rapport there. I'm talking about their kids, their family, where they're from, whatever we were talking about while going through the application. And then I explain to them one, other sales agents are gonna call you. I make sure that my clients know agents will call you. And if you ever have an agent that's really persistent, they're calling your phone two, three, four times in a row, or they're asking specific information about your policy, the company name, they're telling you they're a policy service director, anything like that, any of those buzzwords, and they are disrespecting your personal space, they won't leave you alone. You give me their name and phone number, I'll give them a call and let them know we have you all taken care of. So I tell my clients that they will get calls and to call me, you would be shocked how many of my clients call me.

SPEAKER_00

Now, this is why is this the a thing? I I I think I know the answer, but I want your opinion. So you're saying you're closing the loop so someone doesn't replace your business. Okay.

SPEAKER_04

Yeah.

SPEAKER_00

Why do you think it's the way Facebook's algorithm works, where they're retargeted so another person could get the same lead? Yeah. Is that why?

SPEAKER_07

Yeah, when somebody fills out a form on Facebook, the algorithm naturally like it's like they put a little gold star next to their profile. Like this person is gonna fill out forms. So it's just like when you're shopping for cars. You look at one car, you're automatically gonna get ads and and little commercials for this car dealership or this car dealership or, you know, this rate that's going on somewhere else. So it's the same thing with life insurance. If somebody fills out one form for life insurance, they're naturally gonna see other forms. And so most people that we speak to are filling out on average three to six forms a day when they're shopping for their life insurance. I'm not sure where I saw that statistic, but they're filling out multiple.

SPEAKER_06

I think just to kind of chime in here, I think that's where crankwheel really, really helps. I know there's integrity connect where it also shows, you know, all the different carriers. And I think when people are calling or they're maybe open to the conversation of hearing about different options. I think when you had done that initial step and you showed them, listen, based on your medications and underwriting, like this is the absolute best option. Trust me, I could have picked any one of these carriers, but I'm picking this on purpose. Please know that like you can't get anything better than what I'm gonna do for you. So them seeing that and then hearing that at the end, I think that just really helps too with persistency and them like even entertaining someone.

SPEAKER_00

And you show the integrity connect on there where you can see all the carriers. Yeah. So they're watching that you already can see. So why would they talk to anybody else?

Culture, Leadership, And Mentorship

SPEAKER_06

I think it's just curiosity. I think sometimes shoppers are curious, but not when you do it like that.

SPEAKER_00

It closes it for them.

SPEAKER_07

That's it.

SPEAKER_06

Yeah, because they're curious anymore. They see what you're doing. I know for our script, like we we drill agents to say it the way we want because you're painting a picture in their head of what you're doing. So they can picture you, typing in your info and typing in their social, and it makes sense when it's over the phone. But Crankwill added like the visual. Now they can see what you're doing, it's matching your words, and I think mentally that that just turns them off to possibly looking elsewhere because now they believe it with their own eyes. You meant it.

SPEAKER_00

That's so good.

SPEAKER_06

Yeah.

SPEAKER_00

If anybody's watching this, just those things alone are so powerful. Okay. Um, any other tips for sales?

SPEAKER_07

Work, work hard, be consistent.

SPEAKER_00

Okay, your biggest tip that you put down here on this form, time block your schedule. Okay. How many people say they work selling life insurance, but they run errands, take a bunch of bathroom breaks, do dishes, clean their whole house, which is kind of cool because I mean, I like that's the one benefit. You're it's called creative avoidance. You're doing anything but working. Yeah. Did you guys do that? Do you see people do that? How do you avoid that?

SPEAKER_07

Yeah, I was the kind of new Asian, especially being part-time. I was so blessed to have an office that I could drive to because if I was working from home, then I would automatically want to clean my entire apartment. I would want to do the laundry, I would need to go to the gym, like I would need to do everything except for dial. And so um, I think it's so important to time block your schedule. And I explained to everybody, especially because my team is about 80% virtual. They are working from home. I tell them if you've got other people that live with you, you need to time block your schedule with them as well. They need to know that between 8 to 11, that's mom's time to work. That's dad's time to work, that's my time to work. Between one to six, that's my time to work. Just like if you were working a corporate job that was watching you on like Microsoft Teams or something, it's the same thing here. Um, and so it's important to instill that kind of like from a place of I don't like to say boss, but kind of like a place of guidance before they can implement it on their own and become self-sufficient.

SPEAKER_00

Legit. Okay. How do you how do you learn schedule management and like put how do you put the important things in there to make sure you give yourself the best chance of making money?

SPEAKER_07

That's a really good question. I think we we focus on money-making activities in those time-blocking schedules. And I tell everybody that money-making activities is hearing dial dial tone, dialing the phone, presenting options to a client, or running an application. And if it's not those three things, they don't want to hear that though.

SPEAKER_00

They want they want more training.

SPEAKER_07

Yeah. Yeah, they want they want more meetings, they want more trainings, they want to read the underwriting guidelines automatically at 10 a.m. instead of dial or make carrier calls. Make filters. Even with recruiting, I think it's important because recruiting is so important. Sharing the opportunity is so important, but people can get so distracted with that in the time frames where you should be making dials. And so a standard that we've set for the team is between 8 to 11. That is dial time. That is money-making activity time. Recruiting calls are not money-making activity activity time because that agent isn't on the phone selling yet. You want to share the opportunity, but save that for, you know, lunch, save that for the end of the day, the morning. Um, and then same thing in the afternoon, evening, one to six. You're you're hearing dial tone again.

Bad Days, Mindset, And Momentum

SPEAKER_00

I love it. Um, okay. You put on here you want to make a a boot camp for young women and men to get into sales instead of a corporate nine to five. Now, one thing you guys are doing that's amazing is you guys are recruiting a lot of women that are doing very well.

SPEAKER_07

Yeah.

SPEAKER_00

Like it's kind of crazy. Can you guys talk about that?

SPEAKER_07

Yeah, I uh I I I don't know if it's just luck or we've been blessed with a lot of really hardworking and amazing women that have come into our path. But I know for me, I worked in a uh even more male-dominated industry before this. And so coming into this, I felt it felt like I was stepping into a space that was still male-dominated, but women definitely dominate the insurance space. And so when I was able to market that, I felt I feel like that just attracted so many more like-minded women to come in and work with us. And having multiple like-minded women that are already setting that foundation made it that much easier.

SPEAKER_06

I think women, like strong women, want to be a part of something, like especially moms. Like, you know, my life was work and my kids and I love all of it, but like it also feels good to like contribute and be a part of something and have something outside of, yeah, that's me. So I feel like that helped a lot in in like having something to prove. Plus, for us, it's like there, there's all of us working together that it's just people people want to be a part of it.

SPEAKER_00

Did you hear what Nina said when she was in here? She was like, Well, just girls sell more, like that's it.

SPEAKER_06

I I think we are blessed on the phone as women. I I don't know if it's because like naturally our roles are to be more empathetic or more nurturing, but like when we're talking about somebody's family and how important that is, I think we're just we do have an advantage because we come from that nurturing site and I think it translates more on the phone. And so I definitely think, you know, as female and also talking to men, um, even just personality-wise, we have a one up for sure.

SPEAKER_00

What about um do you have any single moms doing good?

SPEAKER_06

Single moms. I actually I don't have any on my team as of yet. They're all they're all married with kids, but I have one that I did just bring on, and I'm super excited for her.

SPEAKER_00

I love seeing single moms kill it. That's my favorite thing ever.

SPEAKER_06

I I want to work with hungry people, and I feel like we just have such a big why. Like, my why is my kids, it's my husband, it's my family. For a single mom, it's it's their whole life. Like it's it's make it or break it. And this opportunity doesn't care where you came from. Like you can make it here. So I think it's just amazing.

SPEAKER_00

I think that's the powerful thing. It doesn't matter where you came from.

SPEAKER_06

No, not at all.

SPEAKER_00

You didn't have to come from money. Nope. You didn't have to come from experience, you didn't have to be crazy athletic.

SPEAKER_07

Like you just you just have to know how to work. And you have to you have to be able to be consistent. I think those two things will take you very far in this.

SPEAKER_00

So what do you you guys were just at the national conference? Let's wrap it up with your thoughts on that.

SPEAKER_06

I feel every time I leave there that I want to walk through a brick wall. Um and I've been in this and I'm around a lot of top-producing people all the time. But it's just like I always just feel every time I'm there, why not me? Like, you know what I mean? Like you see these people recruiting or or building teams with very successful people or a personal agent selling more than me or whatever. And I'm like, dang, like, okay, they make this look easy, why not me? And so it just always lights a fire to get back to go home to go home, to work harder, to hear like pain points. Like, I know my pain points, I know what I can do better at. So to hear someone speak to it and and me acknowledge it and resonate with it, I I get fired up to go back home every single time and like implement, you know, work on my like weak areas to come back stronger. So this year I'm like so excited. Can't wait.

SPEAKER_00

I love it. What about you?

Sales Tip: Practice And Playback

SPEAKER_07

I couldn't agree more. I think the conferences, the events that we have, it's so important. If you're a new agent, it's so important to attend every single one. This industry, especially if you are working from home, you haven't been able to find your way into an office, can feel very isolating at times. And attending those conferences, it not only teaches you things, not only do you instill that mindset of why not me, but it allows you to really see how big of an opportunity we're a part of. Like this industry and this company has changed so many people's lives. It's changed my life. And being able to see that year after year, this last conference was my third. And every year they get better because the goals get higher and and the people everyone's accomplishments get bigger. And so it really shows you what's what's truly, what people are truly capable here of here.

SPEAKER_00

How do you how do you like what do you like about Sean Mike's leadership style?

SPEAKER_06

I laugh. I every time I see him, I'm like, I don't even know what you're saying half the time, but you could say the craziest stuff. I'm with you. I am so with you. We're gonna go fight someone, I'm with you. Like, I don't care what he says. I just love that he's so fired up for us. Like, I can feel in every fiber of my being that he wants all of us to do well. And like he says the things sometimes that like people won't say to you. I think he says the hard truth sometimes and like says it how it is. And I'm very direct. I'm very direct in my personal life, very direct in my work life. Um, so he resonates with me uh so much. So anybody who says, I'm like, I'm in.

SPEAKER_07

I love Sean. I think that it's so I mean, I've been in sales for nine years at this point, and I've worked with so many different organizations, and I've never been a part of something where the person who started it and created it is still so engulfed in it and so engulfed with the people and really wants to see the newest agent succeed. Like, and you can feel that, you can see it, and it's you don't find that anywhere else.

SPEAKER_06

No, I think he makes you believe in yourself. And I think about these things at every event. Usually, one thing he does is he'll say, Who wants to come on stage? And it's like new agents, brand new, and they run up there and he's like, Take a look around, like enjoy this view, like this is gonna be you, why not you? You can do it. And I think he's just constantly like lifting people up, like he believes in them when they don't, and I think just somebody believing in you is rare, is rare, and that's what you need to turn it on, I think.

SPEAKER_00

Yeah, 100%. All right. How do how does somebody reach you if they want to work with you? Because you guys are legit.

SPEAKER_06

Yeah. Um, the best way to reach me um on social media. So TikTok, Instagram, we have like a book of call. What's your what's your Mary Weisenhofer? So married name is Weisenhofer.

SPEAKER_00

I know it's tricky.

SPEAKER_06

Let me tell you really quick the reason why, okay. Clients, sorry. Um, my license says craft, and I keep it that way because my clients, I don't, it sounds so bad. I love them, but I don't want them to find me.

SPEAKER_00

Some of my clients are like my best friends.

SPEAKER_06

They you know what? I love my clients, and I'll be us with them on the phone all day long. And those ones, I'll be like, I just have to.

SPEAKER_04

You should let them follow you.

SPEAKER_06

It's Mary Wise and I know I probably should, but those ones I'll let them. Um 100%. I have a lot of them actually on Facebook. They show up in like people you might know. Um, but yeah, I keep that, I keep that.

SPEAKER_00

Uh I had this client named Carl Shu. And um, he's like in his 80s, and we would talk on the phone all the time. And my wife would always tell everybody his best friend's 80. He's one of his leads. He's the coolest dude. He passed away a few years ago, but he was he was great. Yeah, and I still have a few clients that follow me on Instagram and always send me nice messages.

SPEAKER_06

That's awesome. Yeah, I have a lot the you know, I I love them all, and I do have some of them, but I but I keep it separate. So it's Mary Weisenhofer, and there's a link there.

SPEAKER_00

Drew, are we gonna put this in the comments? Because you know, tricky. Okay, so if you're watching this, it's in the description. Her Instagram, if you want to work with her.

SPEAKER_07

Sorry to confuse you.

SPEAKER_00

Madison, what about you?

SPEAKER_07

My Instagram's madison.montgomery. Keep it easy for everybody. And then I post a lot on TikTok. I post tips, sales. I I talk a lot about sales and the sales process on TikTok. So on TikTok, you can find me there, Madison for Prez. Like Madison for President. Love it.

SPEAKER_00

Okay. All right, guys. Thank you for sharing. We got to get you back in because we really need more time. But thank you for the time you guys gave us. And uh we'll uh get this up and I'm sure everybody will enjoy it.

SPEAKER_06

I hope it helps. Let's go.