

        <cite>SPEAKER_00</cite>
      <time>0:00</time>
      <p>
          Hey Craig. Let&#39;s get into some coffee talk. Hey, I love it. I love doing some coffee talk. Well, you know, talk about what? Dogs, daughters, whatever. It&#39;s coffee talk. Coffee talk. Oh. So we were talking about subjects. It&#39;s a coffee talk. It&#39;s a coffee talk. And what a coffee talk is, it&#39;s where we talk about things. Stuff. Yeah.
      </p>

        <cite>SPEAKER_03</cite>
      <time>0:23</time>
      <p>
          So I got the other day, Craig&#39;s like, yo, you always have stuff to talk about. And then it just reminded me. We got a toy. There&#39;s a toy. Oh, so you will be hearing crazy stuff throughout this podcast. But the other day I went home, we all sat outside for dinner, and my daughter would not stop talking. Wow. Like asked me stuff. Like, oh, we could do this, we could do this. She is a chatterbox. And I was like, I literally couldn&#39;t talk to anybody or do anything because it&#39;s like, see, right, right, right? Or you can do this. What do you think about that? It was constant. So I think it might remain. Let me ask you real quick.
      </p>

        <cite>SPEAKER_00</cite>
      <time>1:05</time>
      <p>
          Was yeah, whilst this was happening, was it still the typical Feldman household with just chaos ensuing all around you? Like all the other Sir William screaming about something.
      </p>

        <cite>SPEAKER_03</cite>
      <time>1:17</time>
      <p>
          Minimal because dinner was served at that point, which there can be a little bit of a lull. A little bit, a little bit. Okay. But she kept like even when there would be like a meltdown or something, she was still talking to me and then like asked for my attention, which is a great sales skill because I literally I was like this the whole time. Uh like I was trying to answer her, and yeah, because she was so on it, she commanded my attention. Wow. And I was stressed out, but like, yeah, it was good. Good sales tactic. You gotta keep them engaged. You gotta keep asking questions so that they have to pay attention. Yeah. And then she would just put me on blast if I wasn&#39;t paying attention. Yeah. That&#39;s the best part about being a kid, is like you&#39;re just honest. As adults, we&#39;re not as honest.
      </p>

        <cite>SPEAKER_00</cite>
      <time>2:06</time>
      <p>
          We&#39;re just well, you&#39;re more concerned about what somebody thinks, right? Than yeah, just being real. And she was being real. It was about her. She had questions.
      </p>

        <cite>SPEAKER_03</cite>
      <time>2:15</time>
      <p>
          She did. She had a lot of questions about um what we should do to the backyard. What about this? What about this plant? Well, yeah.
      </p>

        <cite>SPEAKER_00</cite>
      <time>2:24</time>
      <p>
          So I pulled some calls yesterday. We talked about it in the elite group a little bit. And your point is so valuable in that we need to ask those questions because the only way we&#39;re going to get established that connection with the client in a very brief amount of time, so that when we get to the end, we make the offer that they actually want to buy that insurance that we spent time talking to them is if there&#39;s some connection, right? It&#39;s it can&#39;t just be about it being 10 bucks less. 10 bucks less, who cares? Right? Or even if they say yes, the worst for long. Right. It is the worst. The worst. Yeah. Yeah.
      </p>

        <cite>SPEAKER_03</cite>
      <time>3:04</time>
      <p>
          Yeah. You have to you have to keep the person engaged. Uh-huh. Back to the point of my daughter, and to the call, the I guess it would be the opposite of the call that you listen to. Yeah. Is that my daughter kept me having to pay attention, where the call that you listened to from what you explained to me, is it was a lot of talking to the person, but there was no engagement. Therefore, that person tuned out. Because here&#39;s the thing is that by the time that you&#39;re invested two or three minutes into the call, that person&#39;s going to stick with you because they kind of feel obligated. But dude, if they tune out, you could say the thing that would change their opinion, the thing that would bring them on with you, but they&#39;re tuned out, they&#39;re not listening at that point. That&#39;s why you have to make sure that A, you&#39;re not incredibly boring. Right. Because insurance can be. Yeah. But you have to make sure that they&#39;re engaged the whole time. And you can do that. Boom! Yell at them halfway through. Who cares?
      </p>

        <cite>SPEAKER_00</cite>
      <time>4:05</time>
      <p>
          Yeah, it was nuts. It was almost like he was in robot mode. Like I said, they&#39;re overloaded. I have them doing more quotes than they probably can handle. But I don&#39;t want to because I have a couple people out, and I just don&#39;t want to kill the pipeline. So I think the quality of the calls has gone down because I&#39;m not pulling back on the activity. And that&#39;s because I don&#39;t want to kill. If I look at it from troubleshooting, right, I could either lower the activity so that they can have better calls so we get a instant results right now, or long term, it&#39;s okay. We&#39;re probably going to fumble some of the ones maybe we would have got. However, when we&#39;re back to full crew, then it there&#39;s no gap. I don&#39;t want a gap. I don&#39;t the worst thing is to have two more people back, but not enough in the pipeline. And now it takes a while to ramp it back up. I think that that&#39;s if you&#39;re going to look at the pros and cons of either side of it, I&#39;d rather have too much right now, not write as lose some of them that we&#39;re going to call back anyway, because the leads are your equity, right? That&#39;s my equity.
      </p>

        <cite>SPEAKER_03</cite>
      <time>5:07</time>
      <p>
          So then they&#39;re going to have to decide, because we always say give a perfect presentation, perfect practice makes perfect permanent. So be that so now you&#39;re writing the line of okay, they obviously can&#39;t do that on everyone because they&#39;re qualifying, disqualifying at some point. So it definitely has to be monitored that they&#39;re making the right decisions in that capacity. Right. And they might not every time. Well, they won&#39;t, right. I guess that&#39;s the other thing, too, right? When you increase capacity, so when you add people into your agency and stuff like that as you grow, a lot of people think, well, when it was just me, we we sold this much. I sold 50,000 a month. Well, like, bro, if you bring on five salespeople, they&#39;re not all gonna sell 50,000. You&#39;re gonna lose a little bit of the quality as you expand, which is fine because now I would rather have five people at 80% than one person at 100%. And that&#39;s just the natural part of scaling. 100%. No, 80%. 100%.
      </p>

        <cite>SPEAKER_00</cite>
      <time>6:10</time>
      <p>
          He&#39;s looking for a button. Yeah, you button in the button and they go sound that that one. I think you&#39;re looking for the button. I&#39;m I&#39;ll get smoother at it. It&#39;s hard. There&#39;s a lot of buttons here. 32 buttons.
      </p>

        <cite>SPEAKER_03</cite>
      <time>6:24</time>
      <p>
          But dude, keep the caller engaged. That&#39;s the tip of the day because it&#39;s just so key. 100%.
      </p>

        <cite>SPEAKER_00</cite>
      <time>6:31</time>
      <p>
          I mean 80%. Um, yeah, here&#39;s a couple things that he said. Yeah, I just it&#39;s bad. But this is what he said. There were a couple opportunities where he could have created connection. The guy said something, it was slight objection. Oh, hey, I want you to email it. I don&#39;t make a buying decision just off the verbal. I need to look at something in writing. I&#39;ve owned businesses for several years. And then he just said, Okay, I got it. Let me shoot that over. And he totally blew off the I&#39;ve owned businesses for several years. And it&#39;s like there, right there was a huge point. Right. Yeah. Huge place to connect. Oh, what businesses? Like it&#39;s all he had to say. All he had to say was, Oh, what businesses? And the guy would have talked forever, right? Let him talk. It&#39;s like you it&#39;s you know when you go fishing and the the fish bites, but it&#39;s a big fish, you don&#39;t just go reel that thing in, right? Right? You reel it a little bit and then you let it go again and you let it run. You gotta let it run because they&#39;re gonna run.
      </p>

        <cite>SPEAKER_03</cite>
      <time>7:36</time>
      <p>
          A lot. Like he could hone in on that. Well, you being a business owner, you man, you&#39;re really exposed out there. Would you say that guy policy? Would you say that guy was what does that say?
      </p>

        <cite>unknown</cite>
      <time>7:49</time>
      <p>
          Ballin.
      </p>

        <cite>SPEAKER_00</cite>
      <time>7:50</time>
      <p>
          Ballin? Yeah.
      </p>

        <cite>unknown</cite>
      <time>7:52</time>
      <p>
          Ballin.
      </p>

        <cite>SPEAKER_00</cite>
      <time>7:53</time>
      <p>
          Ah. It&#39;s a little quieter.
      </p>

        <cite>SPEAKER_03</cite>
      <time>7:59</time>
      <p>
          Oh, yeah. Yeah, and I guess it goes two ways, right? Keep the other person engaged, but dude, wake your own self up. Like listen to those cues and stuff. It can be the most mundane position to be in, but it doesn&#39;t have to be. Keep yourself in check. Wake yourself up. Make it interesting. One of the like we talked about that uh telemarketer dude that we had in the agency before, and he would just come up with wacky stuff on the call on these calls, and he was laughing, and he would he would try to get us to laugh, but I mean, dude, it kept the person engaged. He was transferring like 17 people a day, and then he became an agent, and he would just keep people on the phone. I mean, he could get anyone to do what he said because it was fun talking to him. So it&#39;s like anybody would want to talk to him. It&#39;s like, yeah, screw it, I&#39;ll just do it. Remember the law of attraction.
      </p>

        <cite>SPEAKER_00</cite>
      <time>8:48</time>
      <p>
          Right. Do you think that you have any of those calls still in the system? I mean, I don&#39;t think they ever go away, right?
      </p>

        <cite>SPEAKER_03</cite>
      <time>8:55</time>
      <p>
          I would have pulled a few back.
      </p>

        <cite>SPEAKER_00</cite>
      <time>8:57</time>
      <p>
          It would be phenomenal if we played one of those calls and kind of reviewed it. We&#39;d have to, I guess, beep out the client stuff. But that would be very fun to pull up on an episode and just go through because that&#39;s the difference, right? The difference on a sales call between an order taker robot and a sales killer is that. And that is very difficult to train because we coach and we talk to our team, we we coach other teams, and and sometimes you&#39;re sitting there with somebody going, they don&#39;t have it. No matter how much you tell them to say these things, they need to say these things this way, and they just don&#39;t have it to think on their feet, right? To listen. Like, I mean, the biggest part of that sales call is the listening. Like he missed the mark on all of the the guy lobbed up like four or five things. And then I did listen to another one. The lady, like this lady was definitely interested in the quote, but she just got a call from the Humane Society because her they found a cat that had been missing for two months. Now she did say, Oh, I I hope everything&#39;s good with the cat at the end. But then I went to the notes of the call, no mention of the cat. No mention of the cat. So the cat should have been in the notes, right? Because whether if she gets the call or she doesn&#39;t, she forgets to call, somebody else gets it. You need to know about that cat because that&#39;s instant rapport. And it speaks to those three. What are the three things? What do they do for work? What do they do for fun? Yeah, what&#39;s their family like? You ask those three things on the call. Yeah, what&#39;s your family like? You have a crazy family like me? I mean, anything. Like with those three things, if you ask all three of those things on the call, you&#39;re gonna get to something. You&#39;re gonna get some juicy tidbit that&#39;s gonna let them run. You gotta let the fish run. Right. And I would say that&#39;s a cool that&#39;s dang it. Yeah, baby!
      </p>

        <cite>SPEAKER_02</cite>
      <time>10:55</time>
      <p>
          Hey Jason. Yes, Mr. Craig. That was another awesome episode, wasn&#39;t it? Mm-hmm. Well, if people want to get a little bit more action and learn how to do uh 100,000 in premium of even the worst internet leads, where could they go?
      </p>

        <cite>SPEAKER_01</cite>
      <time>11:14</time>
      <p>
          They can go to live.teledudes.com. Ooh, that sounds exciting. Are we gonna be there? Yes. It&#39;s a weekly call that we&#39;re doing right now that will, it&#39;s live and it will show you the process. The entire process is super awesome.
      </p>

        <cite>SPEAKER_02</cite>
      <time>11:32</time>
      <p>
          I love it. Let&#39;s do it.
      </p>

        <cite>SPEAKER_01</cite>
      <time>11:34</time>
      <p>
          Let&#39;s do it. Sign up right now, live.teledude.com.
      </p>

        <cite>SPEAKER_02</cite>
      <time>11:38</time>
      <p>
          Live.teledude.com. That&#39;s live.teledudes.com.
      </p>

        <cite>SPEAKER_01</cite>
      <time>11:45</time>
      <p>
          Hey Craig, there&#39;s a new community that we are starting that I cannot wait to tell everybody about. It is our live texting community where you and I are going to answer people&#39;s questions and give them free content.
      </p>

        <cite>unknown</cite>
      <time>12:00</time>
      <p>
          Right?
      </p>

        <cite>SPEAKER_01</cite>
      <time>12:00</time>
      <p>
          Are you kidding me? We need to talk to them? Yeah. Which is awesome, but they have to opt in. They have to text us at 520-214-2219. That&#39;s 520-214-2219. Nice. Are you gonna respond to these texts? I&#39;m gonna respond to them for sure. I&#39;m into it too. It&#39;s gonna be awesome. And it&#39;s a it&#39;s gonna be our new texting community where we&#39;re gonna get back to everybody that we can and drop some crazy content. Free content and free um the calculator that you just came up with. That&#39;s right. The calling calculator. Sales material. I mean everything for insurance agents. This is it. It&#39;s the best detective community out there for insurance agents. Well, what the heck is that number again? I can&#39;t remember it. 520214-2219. That&#39;s 520-214-2219. I love it. I&#39;m gonna check it right now. Five two zero two one four two two one nine.
      </p>

        <cite>SPEAKER_02</cite>
      <time>13:09</time>
      <p>
          All right, I&#39;ll see you later with you, Jason.
      </p>

        <cite>SPEAKER_01</cite>
      <time>13:13</time>
      <p>
          Listen to this on the radio anymore.
      </p>