SPEAKER_00 0:00

Hey Craig. Let's get into some coffee talk. Hey, I love it. I love doing some coffee twalk. Uh you know, talk about what? Tog, daughters, whatever. It's coffee twalk. Coffee t.

unknown 0:14

It's a coffee t.

SPEAKER_01 0:16

Oh, coffee, coffee with Craig. Did you just spill some coffee on your shoulder? I think I did.

SPEAKER_03 0:23

You should start a new talk called Coffee with Craig.

SPEAKER_01 0:27

Coffee with Craig. Hey, this is Craig. We're gonna have some coffee with Craig.

SPEAKER_03 0:32

But you have to talk about that the whole time.

SPEAKER_01 0:34

Oh, that sounds like a lot of work.

SPEAKER_03 0:39

Let's talk about power and process. And I did, dude, it's so what a great interview for from yesterday with two powerhouses that we're gonna do for a secret upcoming project. Ooh! Is that a spoiler on that? Yeah, maybe, but we won't talk about it any further. But we talked a lot about process yesterday, right? Yeah. Like an incredible amount.

SPEAKER_01 1:07

Yep. It was amazing how the two different interviews really had the same spirit behind them about how important this is.

SPEAKER_03 1:18

These are two agents that just slaughter it. Not even crush it, they slaughter it. Brutally slaughter it. Brutally.

SPEAKER_00 1:26

Yeah. Yeah.

SPEAKER_03 1:27

But if a lot of conversation went around process, uh process and accountability.

SPEAKER_01 1:34

Yeah. Some light bulbs really went off, um, I think for both of us, because one of them was talking about service processes, and we're like, oh, it's the same thing, basically, that we do on the sales side. Just for service.

SPEAKER_03 1:53

Yep.

SPEAKER_01 1:54

It was amazing. It was amazing.

SPEAKER_03 1:57

Yeah. But it all comes back like even the frameworks for that were that were very similar to the sales side that that person brought up. And the key to and even yeah, there's just so much of the conversation, and it all stemmed from the same thing: a process, a rock solid process, working backwards from the end goal, working backwards to the granularly, to what you're doing almost hourly in the agency to make sure that those results happen.

SPEAKER_01 2:34

Yeah. You've got to.

SPEAKER_03 2:36

But I don't have enough time to to do all that.

SPEAKER_01 2:39

You don't you don't have enough time to not do that. Right. The reason why you're too busy in the office is because you haven't built those frameworks.

SPEAKER_00 2:47

Right. Oh.

SPEAKER_01 2:50

So what do I do? You have to know which processes are important to establish. Right? That's what is ultimately going to free your time. Because if you're if you're an operator, right, you're caught up in the whirlwind and you're an operator, right? Operator, give me the 921. No, if if if you're an operator of the agency, I mean you never are free. You can't leave. Right? Or you leave and and it becomes chaos when you leave. Right. It does. You're at the beach and you're on your phone and you're doing your email, and oh man. No way.

SPEAKER_03 3:27

Right. Yeah, a hundred percent. It's crazy. And it it sometimes, dude, sometimes it takes time to so take a little time. I found myself in this situation multiple times, and I might currently be in this situation, but sometimes you need to put in extra time off hours or whatever to get to that point so it is, so you save time. You need to put in extra time to save time. Right?

SPEAKER_01 3:58

It doesn't even take that long.

SPEAKER_03 4:00

No, it doesn't, but mentally it does. It mentally, because you've known that you had to do it for months, day, days, weeks, months, years, sometimes tens of years, right? You know that it needs to be, and that is that burden is heavy.

SPEAKER_01 4:15

Yeah. Well, like, so at my agency, we we wanted to have processes for overcoming objections, right? Because that was what everybody had struggled with. They're like, oh, you know, they're letting them go right if they ask, and the person says, spouse, there. And so I said, Okay, let's sit down and let's build out what we're gonna say in all these things so we have a uniform and consistent way that we approach all of these objections. So you know, I said, What we got up and on the whiteboard in the conference room and started writing them down. What do they say? Why didn't they buy? Why didn't all 10 of your quotes yesterday buy? Spouse, not enough money. Want to think about it, right? It's all the usual suspects, and then we broke them down. You know, what do you say in each of these situations?

SPEAKER_03 4:59

Right? That's it.

SPEAKER_01 5:02

Yeah. And you can do the same thing for cancellation process for birthdays, whatever you're gonna do, you just write it down, and then it's not, you know, you're not running around, oh wait, did I do that? Oh, did I do that? Like you have your list of all the stuff that needs to get done and the people that do those things, and then you just meet with them once a week. Hey, Tony, how's the cancellation audit going? Oh, good. Okay, no, but but by good, what do you I I mean how many did you call, how many did you get in hold of, and how many did you did you get take payments for and save? Right? So let's get specific on what the what the uh the metrics are that we need.

SPEAKER_03 5:45

It's crazy too when it comes to like overcoming objections and all that stuff, think about this. Somebody put it very clear to us how they handle it. You take out a piece of paper, what do you do? Right? And write down what you do. Then with what you do, what are the challenges with that?

SPEAKER_01 6:09

Yep.

SPEAKER_03 6:10

Right? And then how can we handle those challenges? You literally ask, just be the be the secretary in this situation. You know what I mean? Ask your team, what are what do you do? What are the challenges and and how how should what's a good way to overcome that? And get them everybody involved. They'll give you the answers.

SPEAKER_01 6:31

Yep. And if they won't say anything, you just you just like because they're gonna give you the reasons, you know, all the reasons why they can't do it, or all the different stuff. You just take the paper and you don't even look at them, and you just keep saying, uh-huh, and what else? And you just, you know, look down at paper. And what else? And just ask them, keep keep asking them what else, what else, what else, what else? So you're gonna get a whole slew of all of the information you need to put this thing together. And you want to also think about what what's your objective? What are you trying to accomplish by doing that thing? Right? What's your what's your goal? From you know, why are you are you doing it just to do it? Or what are you trying to do from the cancellation audit? You know, what are you trying to do from sending birthdays? What are you trying to do? You know, what's your what is your outcome? Is it a cross cell? Is it uh uh is it retention? Whatever it is, you got to move the needle towards that.

SPEAKER_03 7:24

Yeah. Yep. That's it. And doing something that simple will help create that clarity. I always see how many times do you see agents in in in online groups and stuff like that? They always want, like, oh, if you if I went in there right now and said I have a process on how to do something, everybody's like, oh, send it to me.

SPEAKER_01 7:41

Oh, it's send it, send it, send it, send it.

SPEAKER_03 7:43

Yeah, we everybody has an inbox of all these processes and emails, right? Nobody does anything. Take out a piece of paper and just start writing. That is the best way to really to get involved in this. Because build it yourself. Build it yourself because because you're gonna come to a lot of epiphanies. To Craig's point, maybe doing one of your audits, maybe you're doing some sort of action in the agency that just doesn't make sense. Maybe we can allocate that time to something that'll uh produce something better, yeah. You know, yeah.

SPEAKER_01 8:23

We get wrapped around the whole I have to know how to do it, I have to know which one's the best one. Let me keep looking until I find it. But it's like, dude, execute, right? You have to take action and just do it. We've said we've had a billion coffee talks where it's just do it, right? But literally, the only way that you get there is by doing it. Write it down and then start doing it. Like, hey, Patty, we are going to do this. And when we meet next week, we're gonna talk about the results that you had from this week. Are you clear on the process? Yes, perfect. So we're setting the we're setting our next meeting for a week from today, and we're gonna go over. I I expect, you know, this many dials, this many contacts, this many whatever, right? And then and then to come back and hold them accountable. Right? The person we talked to last uh yesterday had uh she said that she expects two quotes out of her service team every single day. Two quotes. Right? They're talking to 50 people, 80 people, whatever however many people, two quotes. And if they don't get two quotes, then she brings it up and calls them out in front of everybody, and and then the next day they need to get four, and then the next day they need to get six until either they're not gonna be here, right? Because we I mean we're a sales organization. At the end of a day, we are a sales organization, and if we're not making sales, we're dying.

SPEAKER_03 9:47

Yep. One hundred percent. Hundred you can't do that in public, dude. Yeah, no, not as of this date.

SPEAKER_01 9:58

No, yeah, no, too much, too many um uh suspended spittles.

SPEAKER_03 10:05

Right, right. Okay, so that was an awesome coffee talk. I think that um get that blank page out, create that process, just do it. Um, and you know what else to do right now? Pick up your phone. Okay, I'm gonna wait for a second so I'm gonna pick up. Okay, pick up your phone. Uh go into text messages.

SPEAKER_01 10:23

Okay, I'm there.

SPEAKER_03 10:25

Click the top, the top, or to write a new message, and then in the number bar of that, type in five two zero two one four two two one nine. Okay and say, hello, Mr. Jason, hello Mr. Corey.

SPEAKER_01 10:46

Hello, Mr. Jason. And and then you say what I wrote.

unknown 10:54

Okay.

SPEAKER_01 10:55

Just sent it.

SPEAKER_03 10:57

Did you really?

SPEAKER_01 10:59

Yep.

SPEAKER_03 11:00

This is really good radio. This is really good. This is really good. But this is the bottom line. It goes straight to our phones. We're gonna text right back. Um hello, Mr. Jason. You're stinky. Thank you.

SPEAKER_01 11:17

Yes, that is what I wrote.

SPEAKER_03 11:20

And and I can respond to you. Now, this is where it's gonna be me and Craig, so just hit us up. We're gonna be sending people shirts. Coffee talk mugs, coffee, coffee, coffee talk mugs. You can make a giant uh blanket with our faces.

SPEAKER_01 11:35

Oh, it is so comfortable. My son Kenzo was walking around the house with that blanket wrapped around him this morning because it was a chilly 35 in Tucson last night.

SPEAKER_03 11:45

And Brandon got the tights. He literally has tights with our faces.

SPEAKER_01 11:51

Oh no. Wow. I did I got the tights and tried to have my wife, she doesn't want them.

unknown 11:59

Yeah.

SPEAKER_03 12:00

And if you want to know more about telemarketing and and all that, we have a separate podcast now, Teledudes, Telemarketing Telefunnels, where we talk all about that process and and how um there's a ton of agents around the country right now crushing it with their own telefunnels. Telemarketing. So just search on the little bar just on whatever you're listening to. Just search for teledudes.

SPEAKER_01 12:28

Yeah, it's in there. It's in there. Okay, Mr. Craig. All right, well, we'll see you later. Have a good weekend, Mr. Jason. You have a better weekend. Oh no, you have an even better. Bobby.

SPEAKER_02 12:43

Hey Jason. Yes, Mr. Craig. That was another awesome episode, wasn't it?

SPEAKER_00 12:48

Mm-hmm.

SPEAKER_02 12:50

Well, if people want to get a little bit more action and learn how to do uh 100,000 in premium, even the worst internet leads, where could they go? They can go to live.teledudes.com. Ooh, that sounds exciting. Are we gonna be there?

SPEAKER_04 13:09

Yes. It's a weekly call that we're doing right now. That will, it's live and it will show you the process. The entire process is super awesome.

SPEAKER_02 13:19

I love it. Let's do it.

SPEAKER_04 13:21

Let's do it. Sign up right now, live.teledudes.com.

SPEAKER_02 13:26

Live.teledudes.com. That's live.teledudes.com.

SPEAKER_04 13:32

Hey Craig, there'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's questions and give them free content, right?

SPEAKER_02 13:48

Are you kidding me? We get to talk to them?

SPEAKER_04 13:51

Yeah, which is awesome, but they have to opt in. They have to text us at 520-214-2219. That's 520-214-2219. Nice. Are you going to respond to these texts? I'm going to respond to them for sure. Live. I'm into it too. It's going to be awesome. And it's a it's going to be our new texting community where we're going to 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. Mmm. That's right. The calling calculator. Sales material. I mean, everything for insurance agents. This is it. It's the best texting community out there for insurance agents. Well, what the heck is that number again? I can't remember it. It's 520-214-2219. That's 520-214-2219. I love it. I'm gonna text it right now. 520 214 2219.

SPEAKER_02 14:56

All right. I'll see you later, Mr. Jason.

SPEAKER_04 14:59

Hi, Mr. Greg. Wait, do they even listen to this on the radio anymore?

SPEAKER_01 15:07

I love it. Nice.