Hey Craig, let's get into some coffee talk. Hey, I love it. I love doing some coffee twerk. Uh you know, talk about what? Dogs, daughters, whatever. It's coffee twerk.
SPEAKER_01Coffee twak. Doo do do do do. It's a coffee tuck. Doo do do do do do. What do you think about that for the new theme song, Mr. Craig?
SPEAKER_02Well, Mr. Jason, I'm okay with it. Do do do do. I'm easy. That's what you said. Is it? It is. I just said it.
SPEAKER_01Still missed.
SPEAKER_02No.
SPEAKER_01No, it's coffee talk. It's not stuff your face full of lunch talk.
SPEAKER_02Well, I'm hungry, Mr. Jason.
SPEAKER_01Well, are you hungry for these nugs? Because the reason why I wanted to talk to you was I wanted to know your thoughts on something. Somebody posted in an insurance group, somebody posted something about commission and compensation. Yeah, going to um some of our staff and uh and and sales reps. And a lot of times in an office, uh somebody comes calls back in, and one of your agents already was working with somebody, somebody calls back in, they try to steal them, or maybe they do an accidental an accidental client. Right. And they do an accidental double quote on the person, and then it becomes an issue of it was mine first.
SPEAKER_02The quote double.
SPEAKER_01Yeah. I mean, I would say it doesn't happen often, but maybe like once a month, right?
SPEAKER_02It happens every now and then, yeah.
SPEAKER_01Yeah. Um, but what what I was shocked about is how many times people say, Well, you gotta give it to this person, or you gotta give it to this person. Well, what is your thought process?
SPEAKER_02I've been all over the place on this. Can you imagine that?
SPEAKER_01I do, I imagine it.
SPEAKER_02No, you do. Yeah, I was thinking, I was imagining being all over the place. Yeah. Um it's nice to have a rule, right? Because if you're gonna have a game, you need some rules.
SPEAKER_01Sure. Yes.
SPEAKER_02But the problem is, is that the rules don't seem to all always be be the perfect situation um in each and every situation. Maybe we've I've I've gone I've gone all over the place with this thing because it tends to turn into a little bit of drama. And what I will do, and we talked about it a little earlier, um, I it will fold and I don't care. I just don't want the drama. So it's good to have a rule, but what can happen is, oh, you know, so and so called and they you know they they wanted to get a quote, but then they didn't ask for the other person, and it's a cross cell and this whole thing.
SPEAKER_00Yes.
SPEAKER_02And I mean, if if if it's a lead, if if this is a lead and this person had contact with them and then the person calls back and doesn't ask for somebody, I that I don't really care. It's like, you know what, if you if you don't have a quote in the system, some kind of notes, then it's free game. But if if there's a quote in the system and you said, you know, been working with so and so, and then it it looks like it's been stolen, then you know, then there's something that we need to talk about. Um and but but it you know if it's if there isn't if it you know, you have these ones sometimes. I've had somebody upset because a person called back, but then you look at the history, they've never even talked to them. I mean, come on. Come on, got 200 leads coming in today and tomorrow and the day before, the day after, right? It's just just get to the next one, right?
SPEAKER_01Yeah, it's crazy. And uh just watching all the agents reply about stuff about you know, it goes to this person or that person. If people feel real passionate about it, they were working with someone, well, that other person took the time to close them and stuff, why don't you just pay them both commission? Like, how many times is this obvious or how many times does this actually happen in an agency? Not much, right? Here and there. Not much, but but I see a lot of times, um, and I've talked to agents where they get like, oh, there's no way it goes to that person. I'm not paying out commission on that. And one or two of those times can can get you know get to somebody, they're gonna hold on to that and they're gonna go look for a different job. I literally hired somebody that left an agency. She was happy with the agency, but there was that kind of situation and she didn't feel right about it, so she left. Like what a cost is that to hire someone and on boredom, time and money is way more than the $50 commission. Think about this. Who cares? Yeah, $50. If it's $50 and this happens once a month, that's $600 a year. I mean, or yeah, $600 a year. Who cares? If that helps you retain two extra people a year that probably cost five grand a piece to onboard, maybe more by the time they're up and running. Like, why are we arguing over this stupid, insignificant amount of money? Why don't we just give it to them? It it a lot of times it's they feel passionate about it. I was working with this person and all this stuff. They feel passionate about it, dude. You could squash it. Who cares? Like, it's just crazy to me. It's crazy, Mr. Jason.
SPEAKER_02Instead, instead of yes, Mr. Jason, instead of turning it into this, hey, we have to do it this way, right? If we have a little flexibility, because I think that now, especially now, since the Rona, and even before the Rona, with the with the current working people. I mean, come on, we've talked about it. This is not an easy job, right? No, this is a difficult, difficult, probably the worst job. And and and and really challenged, especially when it's set up the way that very challenging, yeah. 200 leads coming in and telemarketers and this whole thing. Probably it's just it's not probably it is, right? And and and so to to have a letdown after you're constantly having letdowns, I mean, if if they're closing at 7% because they have so many leads coming in and working so many leads and grinding, I mean, then to be told, well, too bad, you don't get it. I mean, yeah, you're right, man, they're gonna eject. And what's the cost of if you just look from a business instead of an emotional like how I would sometimes be, instead of just looking at business objectively, right? And saying, Okay, to to hire somebody, it's gonna cost me 15 grand because I gotta I gotta talk to 60 people or I gotta I have to put 60 people in the funnel, I gotta have 20 interviews, I gotta do you know this many assessments, this all this stuff to get to one person who may work out. And if I do all that to get to one person and then I I make them run the other direction because I'm a jackass when they're a little pissed about 50 bucks. Come on, 50 or all that. Right. I mean, it's a it's a huge barrier to entry to get somebody up and running. And time three months, two, three months. I mean, you could get lucky and it's a month, but all the systems and all the different stuff they have to learn and all the content and how to sell, and I mean, there's a billion different moving pieces in this thing.
SPEAKER_01Yep, yeah, it's unbelievable.
SPEAKER_02It's not like you're having a big ditches.
SPEAKER_01I think the over the bigger issue here is just ego, like on all these things that happen inside the agency. Who needs to eat it? The people that are killing it for you, that are taking time away from their families to work for you, do you need to take it out of their pockets? Like when when bad stuff happens in the agency, should we punish them for a simple mix-up, or should we eat it more? I think I think the problem is the ego. Like, I think us as agency owners need to put that ego aside, and anytime anything bad happens to a certain level, as well, you know, we gotta have those rules. But dude, we should eat it. Not the not the people that are you know slaving for us and are in the trenches.
SPEAKER_02Is this a chance to beat them up or is it an opportunity to train them and make them better?
SPEAKER_01Yeah, yeah, exactly. You can use it as a hey, you know, maybe you know, next time this is the way we're gonna do this. Yeah.
SPEAKER_02Like, hey, let's get in here. Instead of and you and you pull and you you're this guy.
SPEAKER_01Yeah. So the and the other thing is you become you become the villain. Yeah, exactly. You become Vader, you become the villain of the of the story. Or you can be the hero. Make everybody happy. Luke.
SPEAKER_02Eat it a little bit. Maybe Han. Luke's kind of a tool.
SPEAKER_01Kind of, but yeah, but Han is, yeah. I think you're right. Han. Yeah, Han's cool.
SPEAKER_02Chewy. Ah, so good at it. You're so good at that.
SPEAKER_00Copyright infringement right there.
SPEAKER_02They're not even open.
SPEAKER_00Oh, that's right. That's right. Skywalker Ranch is closed.
SPEAKER_02Yeah. They're not open and their and their earnings are even better than normal.
SPEAKER_00Right. Except Disneyland's not doing so well.
SPEAKER_02Digital products.
SPEAKER_00Truth.
SPEAKER_02So, yeah, you just you know, foster, do you do you foster the culture of we're a team, or do you create more you know, animosity? And just create um mentality doesn't work.
SPEAKER_01Well, who are you gonna be, the hero or the villain? And I think that a lot of times like if you add up all those weird times in the agencies, the weird little things like that happen, how much are you honestly losing a year? Like, not that much. Come on.
SPEAKER_02And and it's the the spending six hundred bucks a day on leads, who cares?
SPEAKER_01The impact emotionally to people is huge, and it's like, dude, just let's just make an environment that's awesome at work.
SPEAKER_02Little Grant Bothma.
SPEAKER_01Yeah, both stuff, exactly Bothma style. Yeah.
SPEAKER_02Culture course.
SPEAKER_01I know I gotta get that.
SPEAKER_02I know. I've been wanting to get it too.
SPEAKER_01I uh yeah, I think that's about it for the coffee talk this week.
SPEAKER_02Just a quick one, you know, keep it quick. Keep it quick and simple. That's what you said. Yeah. All right. Have a cool one. All right. See you, Mr. Jason. Bye, Mr. Greg.
SPEAKER_01Hey, you'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. Hey, please subscribe. We got some really great stuff coming out.