

        <cite>SPEAKER_03</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 tork.
      </p>

        <cite>SPEAKER_01</cite>
      <time>0:07</time>
      <p>
          Well, you know, talk about what? Dogs, daughters, whatever. It&#39;s coffee twerk.
      </p>

        <cite>SPEAKER_04</cite>
      <time>0:13</time>
      <p>
          Coffee twerk. Mr.
      </p>

        <cite>SPEAKER_01</cite>
      <time>0:15</time>
      <p>
          Craig. I don&#39;t have my coffee talk mug.
      </p>

        <cite>SPEAKER_04</cite>
      <time>0:18</time>
      <p>
          I have a flashlight that looks a little bit like a mug. Well, there you go. Don&#39;t fill it up, that&#39;s a coffee talk.
      </p>

        <cite>SPEAKER_01</cite>
      <time>0:29</time>
      <p>
          Dude, this week was crazy, right?
      </p>

        <cite>SPEAKER_04</cite>
      <time>0:32</time>
      <p>
          Crazy. Crazy. You know, I think every week in 2020 is a little crazy, Jason.
      </p>

        <cite>SPEAKER_02</cite>
      <time>0:38</time>
      <p>
          Or or is it so maybe this week was so normally sane, right? To compare. Maybe it actually was. Anyways, who did we have on earlier this week, Mr.
      </p>

        <cite>SPEAKER_03</cite>
      <time>0:51</time>
      <p>
          Oh Randy Thompson? The cowboy from Wyoming.
      </p>

        <cite>SPEAKER_04</cite>
      <time>0:57</time>
      <p>
          Yeah. Oh, it was awesome. Awesome. And he works for a or he represents uh a big carrier.
      </p>

        <cite>SPEAKER_02</cite>
      <time>1:05</time>
      <p>
          A big one. Yeah.
      </p>

        <cite>SPEAKER_04</cite>
      <time>1:06</time>
      <p>
          Really? Maybe the biggest? Perhaps. By a long shot? Maybe. Maybe not.
      </p>

        <cite>SPEAKER_02</cite>
      <time>1:13</time>
      <p>
          You know, it&#39;s interesting. Everybody comes back from like different walks of life in into the old insurance game. And he was an actual coach, which really helps um him and his team, I would say. Right?
      </p>

        <cite>SPEAKER_04</cite>
      <time>1:28</time>
      <p>
          Yeah. And a teacher.
      </p>

        <cite>SPEAKER_02</cite>
      <time>1:30</time>
      <p>
          Right? And a teacher. Yeah. I mean, those those those skill sets, um, especially especially in the insurance game, can really be a a game changer.
      </p>

        <cite>SPEAKER_04</cite>
      <time>1:42</time>
      <p>
          Ooh. True story. Yeah. Well, I think what are what do you think are some of the traits that make somebody a good coach? Some patience? Yeah. Um stories. Gotta tell stories.
      </p>

        <cite>SPEAKER_02</cite>
      <time>1:58</time>
      <p>
          Tell stories, yeah, because that makes it relatable, for sure.
      </p>

        <cite>SPEAKER_04</cite>
      <time>2:03</time>
      <p>
          Accountability.
      </p>

        <cite>SPEAKER_02</cite>
      <time>2:04</time>
      <p>
          Yeah. And I I would say a big a big part is empathy. Like you have to know where the people that you are coaching are coming from and empathize with their situation, not your situation. Like you can&#39;t ever get um your your team. You should never expect your team to understand where you come from. You need to understand where they come from and then empathize with that. Because I I yeah, it&#39;s um I I&#39;ve worked on a lot of team. I mean, I&#39;ve been you know, an employee most of my life. Uh, I did have my own businesses, a little bits and pieces throughout that, but nothing like a been an employee most of my life on teams, on really good teams and some really bad teams. And I probably stayed as an employee long uh longer than I should have because I enjoyed some of those teams so much. I really like that team aspect. And I think um, you know, the last team that I was on before the agency was one team that was very hard for me to leave. And uh, you know, we became very close with the owner. And as the company grew in multiple locations and everything, um he he never wavered in the empathy level of where we were. Like the conversations were very uh close. And um, you know, I knew his head was in all these other spots, and and you know, we&#39;re talking multi-million dollar deals and all kinds of craziness, but he was able to come down and really relate, and uh it made a huge impact on his business. Really cool to see.
      </p>

        <cite>SPEAKER_04</cite>
      <time>3:54</time>
      <p>
          Yeah, well, that empathy creates that connection, right? And then if there&#39;s connection, then there&#39;s trust, and then everybody&#39;s uh going for the same common goal. So I think that that that coach has to have that vision to help lead them to whatever the championship is. If it&#39;s in the business, the championship is the big bonus or whatever it is, right? Maybe um, you know, whatever the goal is, maybe for the staff it&#39;s not the bonus, but it&#39;s some trip or whatever. And that&#39;s another important thing is is um with your staff, we we get into this thing because you know, we&#39;re driven, we&#39;re business owners, we&#39;re driven by money, and um because we need the cash flow to run the business, right? Um, and so we can sometimes get pretty hyper focused on the cash when that may not be the ultimate motivator for the for all of the different team members, you know, and that&#39;s come up a lot in the in the podcast from many guests. Um, I think one of the one of the stories he told that I thought was just fascinating and I actually used in um uh in at one of my meetings with my team was when he&#39;s because he was a wrestling coach. Do you remember that? And he had what he had the his his captain, the senior captain was a state, was the state champion, uh, really kicked bud was undefeated, I think, the whole his whole high school career. And then um what happened? He they he hurt himself. Uh and I guess in wrestling, just like anything else, there&#39;s a lot of repetition, and that&#39;s what that&#39;s what gets you good at at doing what you do, you know, doing these moves over and over and over. And this guy had to sit out because he, I don&#39;t know, he pulled his whatever, right? Hurt his knee or something. And so he had to sit on the sidelines for a week and a half. Once he got cleared, they went to this big meet. He ends up losing to a freshman in the first match, and then the second match loses to another freshman, and then the whole team fell apart. And it just tells you, I mean, how how important is is that whole team environment, you know? Um, and it was it was interesting, you know. So um we we talked about that in uh in our staff meeting too, you know, whether it&#39;s yeah, yeah, the producers or whether it&#39;s the telemarketers or all of the different components, everybody has their role, and and everybody&#39;s role is so is just so important to the functionality of that team.
      </p>

        <cite>SPEAKER_02</cite>
      <time>6:24</time>
      <p>
          Yep. And it&#39;s cyclical, right? You see it in sports teams or whatever, it&#39;s cyclical. You see, like like when the Lakers won, they kept winning, you know what I mean? And then when they&#39;re out of it, it&#39;s such a long road to get back to that point because it really is a mental game. It&#39;s uh you have to believe it. So, like almost our our goal of this as coaches and leaders is to make them believe they can do it. You know what I mean? And when you&#39;re all doing it, super easy. But when you&#39;re not, you gotta make, I mean, even if you don&#39;t believe, you have to be irrationally optimistic. You know what I mean? Especially if you&#39;re on an agency that maybe has not performed very high in the past, you have to be irrationally optimistic and know that you can do it. And even if you don&#39;t, you got to make your staff believe they can do it. Because if they believe they can do it, then they can. If they don&#39;t think they can, they definitely won&#39;t. They won&#39;t, you know what I mean? Like, like it&#39;s it&#39;s one of those things where if they believe they can, there is a good shot that they can. But if they believe they can&#39;t, there is not one percent chance that they&#39;re ever gonna make it. It all starts with belief.
      </p>

        <cite>SPEAKER_04</cite>
      <time>7:38</time>
      <p>
          Yeah. Well, I mean, the kid, the the the senior getting beat by two freshmen, nobody else can win. Because they&#39;re like, well, he got beat. You know, these guys must be the best, and the team wasn&#39;t even that great, or the you know, yeah, the wrestling club, or and and so it&#39;s very interesting, you know. The same it&#39;ll happen. I&#39;m sure you see it in your you you have, you know, we have ups and downs at sales, um, sure, and we have great months, and then it&#39;s so interesting how you can have a just the best month ever, and then the next month is, you know, because I think they thought it was so easy and they didn&#39;t think about all of the work it took to get to that point. And so then you coast because everything&#39;s going so great, and then all of a sudden things start falling off because and you&#39;re not closing deals because you thought you were really good at it, but now you&#39;re not doing the fundamentals and it starts to go sideways. Then they get in their head, and it&#39;s like you have to rebuild it. And um from at from my vantage, like if I don&#39;t go in and coach my team, you know, to bring it back to coaching, I you always see a difference, you know, because they start getting in their head, they they start missing on deals that they should have closed, and so many of them, so many of these calls that they have, when they&#39;re doing 10 calls a day from 10 transfers or whatever, there there&#39;s they there is so many little micro pieces of those conversations where if they had just said a couple things differently, it would have gone a different direction.
      </p>

        <cite>SPEAKER_02</cite>
      <time>9:09</time>
      <p>
          Game changer, yeah. Game changer always the details.
      </p>

        <cite>SPEAKER_04</cite>
      <time>9:12</time>
      <p>
          Yeah, those details in those calls are what make the difference because a lot of times, you know, uh what do they say? Yeah, you know what, never mind. It it&#39;s pretty close. I&#39;m just gonna stick with where I am, right? Right, and then they let them go. Okay, I&#39;ll call you in six months. Yeah, you just spend an hour with them. Why would you do that? You know, you gotta fight for it. And so helping them, yeah.
      </p>

        <cite>SPEAKER_02</cite>
      <time>9:35</time>
      <p>
          Yeah, and because it is those details, it it they you can&#39;t always see when you&#39;re in the weeds, you can&#39;t always see that aerial view of it. So they need a coach to be able to go, okay, just do these couple tweaks, they&#39;ll do it, and then all of a sudden, boom, they&#39;re selling, they have that, you know, their morale&#39;s up, they know they can do it, and then that&#39;s it. And I was just thinking, I mean, it&#39;s like so so your staff needs coaching, but we also need coaching, right? Coaches need coaching, like everybody needs coaching because it helps take you out of the weeds and to see it from a different perspective, yeah. So I yeah, the coaches are imperative to success. I I don&#39;t think any, I mean, if you think about it, like us as like let&#39;s go even higher view at us as agency owners or business owners or whatever, we need coaches. Like, think about it. What team has ever in any sports has ever won without a coach? I don&#39;t think anyone, you know what I mean? Because the players are in the field, they&#39;re they&#39;re in the field and they&#39;re they&#39;ve got their eyes on the immediate, right? Where the coach can see the big picture. Like if you&#39;re in the weeds, you cannot see the big picture. You gotta have someone holding the city.
      </p>

        <cite>SPEAKER_04</cite>
      <time>10:51</time>
      <p>
          Well, you&#39;re reacting to the it&#39;s like instant reaction and instinct. And if you haven&#39;t trained, yep, then you&#39;re not gonna respond correctly in all of the situations. And you&#39;re not always gonna respond correctly to everything, but you&#39;re gonna respond more correctly more often if you&#39;ve trained for all of the different scenarios. Yep, and and that&#39;s what takes you there. It is it is interesting, and you and I started this whole thing, this podcast, somewhat selfishly because we wanted to talk to to all of the agents who are winning. Yep, you know, so we could be coached. I mean, every week we get coached three times.
      </p>

        <cite>SPEAKER_02</cite>
      <time>11:26</time>
      <p>
          Yep.
      </p>

        <cite>SPEAKER_04</cite>
      <time>11:27</time>
      <p>
          Robin Sharma, Garrett White, I mean, and Garrett White&#39;s coming back.
      </p>

        <cite>SPEAKER_00</cite>
      <time>11:32</time>
      <p>
          Ooh, did you just throw a tease out there? You&#39;re such a tease, Mr. Craig. Tease. You wake up, warrior. So I&#39;m excited about that one. Uh that&#39;s gonna be so fire, unreal. Yeah, yeah.
      </p>

        <cite>SPEAKER_04</cite>
      <time>11:46</time>
      <p>
          But this one, Randy Randy brought the fire. So if you haven&#39;t listened to this episode, you gotta play it. It dropped when it dropped on Wednesday.
      </p>

        <cite>SPEAKER_02</cite>
      <time>11:56</time>
      <p>
          Yeah, Wednesday. New format.
      </p>

        <cite>SPEAKER_04</cite>
      <time>11:58</time>
      <p>
          Yeah, so we have a yeah, we flipped the script on this bad boy. And uh, what do we got? Mondays is gonna be your motivational Mondays. If you were listening to yeah, you listen to that on Monday. Uh, and if you didn&#39;t, then what do you need to do? Subscribe, and you will get a notification that&#39;ll tell you to do it. That&#39;s gonna be quick, five, ten minutes. So you&#39;re not on for an hour, uh you know, but it&#39;s we&#39;re gonna we&#39;re gonna pick you up with some fire first thing Monday.
      </p>

        <cite>SPEAKER_02</cite>
      <time>12:25</time>
      <p>
          And it goes back to coaching. We want those Mondays to come out of the gate with some motivation to take on the week. Uh that&#39;s what we do. So that&#39;s what you know, that&#39;s why we&#39;re kind of changing the format because it makes sense. Like we&#39;re gonna come out of the gates blazing, we&#39;ll get some inspiration from another agent or business owner that&#39;s yes. Ooh, motivation, inspiration, and recapization.
      </p>

        <cite>SPEAKER_04</cite>
      <time>12:49</time>
      <p>
          Recalibration. Recalibration in this nation. It&#39;ll be great. And then Wednesdays will be the uh the the actual interview. So uh if you missed Randy, just rewind back to the previous episode. Randy Thompson, agent up in Wyoming. Hopefully, we have some good uh cowboy music for the uh intro there. And uh yeah.
      </p>

        <cite>unknown</cite>
      <time>13:18</time>
      <p>
          Cool.
      </p>

        <cite>SPEAKER_04</cite>
      <time>13:18</time>
      <p>
          And this this is Coffee, Coffee Talk on Fridays. We&#39;re gonna recap it.
      </p>

        <cite>SPEAKER_02</cite>
      <time>13:21</time>
      <p>
          Coffee talk on Fridays. Yeah, talking about keep the weekend hard. Have fun, but also set yourself up for for next for next week. Yeah. Because um if you without planning, you&#39;re not gonna get much done.
      </p>

        <cite>SPEAKER_04</cite>
      <time>13:36</time>
      <p>
          Yeah. The six P&#39;s, proper planning prevents pitbull performance. That&#39;s like six Ps.
      </p>

        <cite>SPEAKER_01</cite>
      <time>13:44</time>
      <p>
          I didn&#39;t know about six Ps.
      </p>

        <cite>unknown</cite>
      <time>13:46</time>
      <p>
          Yeah.
      </p>

        <cite>SPEAKER_01</cite>
      <time>13:47</time>
      <p>
          If I drink a few of these big water bottles, I&#39;ll have the the six P&#39;s. I think they might might be a little too different, though. Six Ps.
      </p>

        <cite>unknown</cite>
      <time>13:55</time>
      <p>
          Yeah.
      </p>

        <cite>SPEAKER_01</cite>
      <time>13:56</time>
      <p>
          All right, we gotta get it. It&#39;s good for you, though. Yeah. It is.
      </p>

        <cite>SPEAKER_03</cite>
      <time>14:00</time>
      <p>
          You have a you have a great weekend.
      </p>

        <cite>SPEAKER_01</cite>
      <time>14:02</time>
      <p>
          Great weekend.
      </p>

        <cite>SPEAKER_03</cite>
      <time>14:03</time>
      <p>
          It&#39;s coffee talk. Coffee talk.
      </p>

        <cite>SPEAKER_02</cite>
      <time>14:08</time>
      <p>
          Hey, you&#39;ve got to check out the insurance dudes inner circle coming soon where you get extended interviews as well as live coffee talks in our private Facebook group. Join the mailing list today at the insurance dudespodcast.com. Hey, thanks for checking out the insurance dudes podcast. Hey, please subscribe. We got some really great stuff coming out.
      </p>