0:00 Okay. Having Javier online here is, uh, 0:03 very rare. I mean, getting a 22- 0:07 year-old person growing in this 0:09 industry at the rate that he's growing, 0:14 he has to know something that everyone 0:15 else doesn't. Okay. He's a person who's 0:19 not married, he's a person who doesn't 0:21 have children, he's a person who has a 0:23 lot less life experience than everyone 0:25 else here, but he's kicking everyone's 0:27 ass, okay? Or at least all the people 0:30 who are making less than him. So, we're 0:33 going to get value out of this. We're 0:36 going to put this message in front of 0:38 every Hispanic insurance agent out 0:40 there, everyone who has access, because 0:41 I'll say it again: it's going to be 0:43 completely free. And taking a person 0:47 like that and putting them in front of 0:49 people who are from another agency is 0:50 hard to convince and rarely can be 0:52 achieved. Okay, we already have the guy 0:56 here. We already have the gentleman 0:59 here. I'm going to unmute you, Javi. 1:03 Okay, now yes. Now yes. How are we 1:06 doing? 1:07 How are you? Is everything okay? 1:14 Yes, I was telling everyone that it's 1:15 weird, it's hard to have you connected 1:17 with us here and to take advantage of 1:19 the situation to send the link to the 1:20 room to other colleagues who are within 1:22 their same agencies so that they can 1:24 get the same value that they are all 1:25 going to get. So, here we are, 50 1:31 people. I think that in the next 5 or 1:33 10 minutes, all the other people should 1:35 continue connecting. And that's it, 1:38 brother, I'll leave the room to you. 1:41 Perfect. Thanks, brother. Here we are. 1:43 Let's go. Well, good afternoon to 1:45 everyone, guys. I hope you're doing 1:47 great. Happy Friday to everyone. Well, 1:49 for those who don't know me, last 1:51 Friday we had our first training. We 1:56 were talking about how to know the 1:57 right company for the client we're 1:59 making the sale to, to be able to 2:00 collect on that sale and not fall 2:02 through, which is like a post-sales 2:03 training. Many wrote to me, several 2:08 people joined the team, many people 2:09 thanked me for the training and I think 2:11 I contributed a lot. Well, that's the 2:14 goal. Today's training is going to be 2:17 just as important or even more 2:19 important than the last one. Okay? I 2:23 want everyone, okay. Everyone, because 2:26 today we're going to be talking mainly 2:28 about objections. Put me the number one 2:30 in the chat if you've already lost a 2:32 policy today or yesterday due to an 2:33 objection, whether it's from social 2:35 media, from the bank account, from a 2:36 client who told you they wanted to 2:38 think about it, or that they wanted to 2:40 talk to their wife or husband. Put me 2:42 one in the chat. If you lost one of 2:45 those policies, whether today or 2:46 yesterday, put me one in the chat. Put 2:49 me one. Everyone who's licensed, most 2:51 of them should be licensed. Put me the 2:54 number one in the chat if you've 2:56 already lost a policy like that, okay? 2:58 Because, guys, I always say, if you 3:00 don't know how to handle objections, 3:02 okay? If you are a person right now, 3:06 you don't know how to handle objections 3:08 at the beginning or at the end of the 3:09 call, I always say, you're only going 3:11 to sell to people who are ready to buy. 3:14 In other words, if you don't know how 3:16 to handle objections, the only sales 3:18 you're making or have made are to 3:19 people who were already ready to buy, 3:21 people who were literally already sold, 3:23 who were already ready to buy nobody's 3:25 product, nobody lives off of that. 3:27 Nobody lives off of a sale from a 3:29 customer who was already ready to buy. 3:31 They didn't give you a problem with the 3:32 social, they didn't raise any 3:34 objections at the end and nobody, 3:35 nobody lives off of that type of sale. 3:37 Okay? So, if you really want to be a 3:39 top producer in the industry, you want 3:41 to sell one, two, three, four, five 3:43 policies every day, every day, you need 3:46 to develop your sales skills, develop 3:48 the ability to handle objections, okay? 3:50 So, that's going to be the goal of this 3:52 training today, okay? And if you 3:54 haven't invited agents you know from 3:56 your agency yet, invite them, because 3:57 this is going to provide you with a lot 3:59 of value in this part of objections, so 4:01 that you first know what an objection 4:03 is, why an objection arises, how to 4:05 avoid an objection and how to overcome 4:07 that objection even before it arises, 4:08 but in case it does arise, overcome it 4:10 too. Okay? I'm not only going to give 4:12 you the literal answer on how to 4:14 overcome each objection because there 4:15 aren't any, but why that objection 4:16 arises. I want you to ask yourself 4:18 every time you raise an objection, why 4:20 am I getting this objection? Okay, 4:22 because in the end, you always create 4:24 that objection during the sale, because 4:26 believe me, that client who requested 4:27 the information didn't wake up thinking 4:29 today that you're going to have an 4:31 objection. Look, when these life 4:33 insurance people call me, I'm going to 4:35 tell them that I want to think about it 4:36 , that I want to talk to my wife about 4:38 it. Clients don't think that way. You 4:41 create that during the call. You have 4:43 to understand that. All the objections 4:46 that come to us as salespeople are 4:48 because we created them ourselves or 4:49 because we didn't do a good job during 4:51 the process. Okay? Now, the goal is 4:55 always how to avoid those types of 4:56 objections, which is what I'm going to 4:58 be explaining today. Okay? For those 5:00 who don't know me, I'm 22 years old, I 5:03 started in the industry when I was 20. 5:05 In the first 6 or 7 months, I already 5:07 started selling over $ 100,000 a month 5:09 over the phone. Not friends, not family 5:12 , not referrals, not lists, no, not 5:14 people who were interested in my 5:15 product, which are the leads, I called 5:18 them and sold to them. I sold over $ 5:21 100,000 just from phone sales, okay? 5:25 And I did it several times in a row, 5:27 okay? It wasn't that I did it one month 5:29 , luckily, no, I did it several times 5:31 in a row, over $ 100,000 in one month 5:33 of production. Okay. And it's because I 5:35 wasn't the one who could speak the 5:37 nicest, I wasn't the one who spoke the 5:39 nicest to the client, I was the one who 5:41 had the best voice; because, as you can 5:43 see, it's not, but rather because I'm 5:45 the one who actually did the activity 5:46 the most and the one who developed the 5:48 sales skills the most. I really 5:51 understood what selling was and I 5:53 understood that I had to handle 5:54 objections and that having objections 5:56 during the call was part of the process 5:58 . It's normal, it's normal. Okay. So, 6:01 I'm going to share the screen with you. 6:03 Give me a moment. Have a pen and paper 6:06 in hand because it's good that you 6:08 write down all the information that I'm 6:10 going to share with you and not just 6:11 record it because believe me, you're 6:13 not going to learn it all at once or 6:14 take a picture of it, whatever you want 6:16 . Okay. So, today's training is going 6:19 to be about how to prevent and manage 6:21 objections. Okay? The sale is won 6:23 before the close, as I was explaining. 6:26 Now, the elite salesperson prevents 6:28 objections. Objections, as I told you, 6:30 many people focus on or come to me and 6:32 ask me, Javier, how do I handle this 6:34 obsession? Javier, how do I overcome 6:36 this obsession? What do I say when the 6:38 client tells me this? That's not a 6:40 question that they have to ask me, 6:42 which is fine, but what they should 6:43 focus on is how do I avoid objections. 6:45 The best way to overcome objections is 6:47 to avoid them, and that's something 6:48 that you create during the process of 6:50 the call. Okay? An average salesperson 6:52 learns to answer objections. An elite 6:55 salesperson learns to prevent them. And 6:58 focus on how do I make a sales process 6:59 so good that the client doesn't give me 7:01 any type of objection at the end of the 7:03 call. That's what you have to focus on. 7:07 It's a different mentality. My focus 7:09 has always been how do I get better at 7:11 this obsession. No, my focus has always 7:13 been how do I get better at avoiding 7:15 objections. Okay? Because objections 7:18 come from our sales process. Customer 7:21 insecurity, no trust, no connection, 7:23 excuses, and that's because you create 7:25 it yourself. Because why did that 7:27 customer buy from other people and not 7:29 from you? Telling you that he wanted to 7:32 talk to his wife and telling the other 7:33 people that he didn't tell him that he 7:34 wanted to talk to his wife. All 7:36 obsessions are created by you, 7:38 gentlemen. So, you have to understand 7:39 that obsessions come about because you 7:41 created them. We didn't do something 7:44 during the call that caused the 7:46 customer to bring up that obsession. 7:48 Because as I told you, no customer 7:50 wakes up today. No one, no customer 7:52 woke up today thinking that when the 7:54 customer, you people, calls that 7:55 customer, they're going to tell you 7:57 that they want to think about it. No, 7:59 you create that yourself during the 8:01 process of the call. So we have to 8:03 avoid that. Obsessions are symptoms of 8:06 something that failed. Right questions, 8:10 emotional motive, clear product, 8:12 sufficient trust, real need, 8:13 decision-maker involved, real budget, 8:16 right time. Normally, obsessions come 8:20 up when we fail in one of these things, 8:22 okay? And it all happens during the 8:24 call process. Good discovery eliminates 8:26 resistance. Many people, or perhaps you 8:29 ask them what the most important part 8:31 of the sales process script is, many 8:33 tell you that it is the explanation, 8:37 the closing. No, gentlemen, what you 8:40 are going to be most good at in the 8:41 script, and the most important part of 8:43 the script is discovery, because that 8:45 is where you discover why the client 8:47 requested the information, because 8:48 there is a reason why they requested 8:50 the information, because the client 8:52 requested the information. You must be 8:56 clear that the most important thing in 8:57 a sales process is discovery. Okay? 9:01 Before presenting the product, find out 9:03 why the client wants this product, why 9:05 they want it, okay? Why now? What has 9:08 changed? Who do they want to protect? 9:10 What problems do they want to avoid? 9:12 That is what we have to focus on. The 9:15 real why turns a monthly payment into 9:17 protection, peace of mind, and family 9:19 responsibility. Many people sell the 9:22 product. Usually good salespeople sell 9:26 the solution for that product, the 9:28 client. So, your focus should be on 9:32 selling to the client, okay? That if 9:37 the person has this program, their 9:38 family will be protected, that if they 9:40 have this program, their children won't 9:42 have any problems when they're not 9:43 around. That's what you have to sell to 9:46 the client, not the benefits of the 9:48 product. No, no, no. Sell them what 9:51 they'll have in case something happens 9:53 to them, okay? You have to sell that to 9:57 the client. So, our job in discovery is 10:01 always going to be to discover why the 10:03 client wants this program, why now, why 10:05 not before? All that work comes from 10:09 discovery, from good discovery. And I 10:12 always tell agents, after the 10:14 introduction that you have with the 10:15 script, the next step is discovery, to 10:17 start discovering the client's why, 10:19 okay? And I've noticed that this 10:23 discovery should last at least 10 to 15 10:25 minutes. I had a problem before when I 10:29 was selling that I was almost born 10:31 discovery. I was just asking the client 10:32 , which many do here, what part caught 10:34 their attention and what was it that 10:35 caught their attention the most when 10:37 they requested this information. Oh, 10:39 okay. And you have something like this 10:40 right now and how long have you been 10:42 looking for something like this? That 10:43 was my discovery and that's what many 10:45 of you here right now are. I'll open 10:47 the microphone to anyone right now and 10:49 we'll start doing a role-play and 10:50 that's the discovery that they know how 10:52 to do because they're not well trained 10:53 and they need to train themselves. They 10:55 need to train themselves. A good 10:57 discovery should take you guys between 10:59 10 and 15 minutes. So, what I did to 11:01 improve that part was, I used a 11:03 stopwatch. I had a stopwatch and when I 11:09 got to the discovery part I would set 11:11 the timer and I had to spend between 10 11:13 and 15 minutes discovering the client's 11:15 needs, connecting with the client, 11:16 discovering the need, why now creating 11:18 the urgency, creating the need. If I 11:22 didn't spend 10 or 15 minutes doing 11:24 that, I wouldn't take the next step. 11:27 It's up to me to take the next step in 11:29 my sales process. I had to spend at 11:32 least 15, 10, 15 minutes doing a good 11:34 discovery with the client. When I see a 11:39 call that lasted 20 minutes, 30 minutes 11:41 , I'm most likely going to announce it, 11:43 because it literally takes 10, 15 11:45 minutes just to discover something. 11:47 Okay. A good discovery takes 10, 15 11:50 minutes. I literally take too much time 11:53 to do a good discovery, and the key to 11:55 doing a good discovery, apart from 11:56 knowing the questions you have to ask, 11:58 is listening to the client. When I'm in 12:02 the discovery process, I have a script, 12:04 I have a guide, but what I focus on the 12:06 most is what the client tells me. Every 12:10 time I ask a question, I keep quiet and 12:12 listen to the client and based on what 12:13 they answer, based on what they answer 12:15 me, I ask another question. It's not 12:17 that I follow the other question that's 12:19 in the script. No, no, no. Because if I 12:23 ask the client, okay, and why are you 12:25 looking for life insurance? No, because 12:28 I want to protect my children. And I 12:30 continue with the next question. I 12:33 wasn't listening to the client because 12:35 at that point I asked them, "Okay, how 12:37 many children do you have and how old 12:39 are they? Do they live with you? Do I 12:41 connect with the client?" I always 12:44 delve into each answer that the client 12:46 gives me. I have a list of questions to 12:49 ask, of course, which are super 12:51 important, but I don't move on to the 12:52 second question or the third or the 12:54 next question without first delving 12:56 into the questions that I'm asking. So, 12:58 the key is to listen very well, to be a 13:00 very good listener. Focus on listening 13:03 to the client. The client tells you 13:04 everything, gentlemen. The client 13:07 literally tells you everything you need 13:08 to make the sale. They, as I say, kill 13:12 themselves. They tell you everything. 13:15 There are agents who talk too much, 13:17 they think that talking is selling. 13:18 That's a lie. Talking is asking. The 13:20 person who sells the most is the person 13:22 who asks the most questions, because 13:23 the person who asks the questions has 13:25 control. Okay? Selling is not giving 13:27 information. The information comes from 13:29 the customer asking you the question. 13:31 Focus on asking the customer questions. 13:35 You have to be asking them questions 13:36 all the time to discover their pain, 13:38 their why, why do they want this now? 13:41 Why did they ask for the information? 13:42 The most important part, the part you 13:44 have to get good at is discovery. I 13:46 don't care how good you are at doing, 13:48 knowing the product or illustrating, 13:50 closing, that doesn't matter to me. The 13:53 most important thing is good discovery, 13:55 okay? Because many people spend 30, 40 13:58 minutes on a call and in the end they 14:00 don't close it. And to close a sale 14:04 they have to make seven or eight 14:05 presentations. They have to make seven 14:08 or eight presentations. It's impossible 14:10 to be profitable. It's impossible to be 14:12 good in this business that way, that 14:13 effectively. It's impossible, folks. 14:17 It's impossible. So, to avoid all these 14:19 obsessions, because first I'm talking 14:20 about how to avoid these obsessions, 14:22 you need to make a good discovery. 14:24 That's the key. If you make a good 14:25 discovery, you won't have any 14:27 obsessions. Because if a client tells 14:28 you that they don't have anything, that 14:30 they can afford it, that they need it, 14:31 that they told you that if they don't 14:33 take it, this or that will happen to 14:34 their family, and that they don't want 14:36 to go through that, it doesn't make 14:37 sense for them to tell me that they 14:39 want to think about it. It doesn't make 14:40 sense. It doesn't make sense for them 14:42 to want to talk to their wife or 14:43 husband about it in the end. It doesn't 14:45 make sense, think about it. It doesn't 14:48 make any sense if you make a good 14:50 discovery, tell them all that, because 14:52 then if I have an objection, I'll use 14:53 all that against them. Okay, I 14:55 perfectly understand that you want to 14:57 think about it, but you told me that if 14:58 this were to happen to you, you would 15:00 go through this, this, this. And it's 15:02 very easy to get discouraged when you 15:03 make a good discovery because they have 15:05 that data, they have that information 15:07 that he told you about why he needs 15:08 this program. So, if your mentor 15:13 doesn't have a good discovery right now 15:15 , you have to change the script because 15:17 where you have to focus the most is on 15:19 that client discovery to make that 15:20 client, okay? Dig deep until you find 15:26 the emotional reason, okay? What 15:28 motivated him to seek protection right 15:30 now? If something were to happen to you 15:32 tomorrow, who would be the person most 15:34 affected? Okay? What would you like 15:36 this money to solve? How would you feel 15:38 knowing that your family would be 15:40 protected? These are questions that you 15:41 always ask the client. Okay. Find out 15:45 why now and why not before, okay? How 15:48 long have you been thinking about 15:49 getting protection? What has prevented 15:51 you from taking it before? What made 15:54 you seek information today? If you 15:56 don't have it, if you don't, if you 15:58 don't solve it today, who could prevent 16:00 you later? These are key questions that 16:02 one always asks in the sales process 16:04 that are in the script that everyone 16:05 should have in order to make a good 16:07 discovery. Identify all the decision 16:09 makers. It's something that one also 16:10 does, like, you know, I'm not going to 16:12 waste time with a person knowing that 16:13 they're not the person who's going to 16:15 make the decision. Now, at the point 16:17 that I'm at right now, I don't ask that 16:18 question. Okay. At the point that I'm 16:22 at right now, I don't ask it because I 16:24 know that the person who picks up the 16:25 phone, I'm going to close it and I'm 16:27 going to try to find all the reasons 16:28 why they should buy from me without 16:30 counting on their partner. Okay. Right 16:33 now, I have that ability. I can really 16:36 let the client know, like, look: I'm 16:38 literally at the point that I'm at 16:40 right now, and there are many people 16:41 here who normally don't need to ask 16:43 this question because the client is 16:45 going to see so much benefit from this 16:46 product that they're going to get to 16:48 the point where they're going to think, 16:50 think what my wife thinks: "My wife, 16:51 I'm going to take it anyway." They get 16:54 to that point or it's usually almost 16:56 always an excuse. They tell you that's 17:00 an excuse, that we're going to get to 17:02 that point now, but new agents, average 17:04 agents, I've always recommended this, 17:05 okay? Don't wait until the close to 17:08 find out who's missing. Involve the 17:11 person who's going to make the decision 17:13 on the call, involve them, okay? And if 17:15 I hear a noise from one of the couple 17:16 on the back, I say, "Put the call so 17:18 they can hear me, because I want to 17:20 avoid obsessions." Again, same thing, 17:22 avoid them. Is there anyone else who's 17:24 involved in the financial decisions? 17:25 Your spouse, your wife can come with 17:27 you. If we find something that's right, 17:29 you can decide today. Okay. Is there 17:31 anyone else who's involved in this 17:33 decision? What does your spouse or your 17:35 spouse think about this? I literally 17:36 just kind of bring them into the 17:38 conversation. Okay. Super important. 17:41 The right policy also has to be 17:42 sustainable. Okay. The budget part, sir 17:45 , you can't sell a policy of $ 300 or $ 17:48 400 per month to a client who earns $ 17:50 2,000 and spends $ 15,500. That's not 17:53 it, that's 100%insurance. It's super 17:56 important to know how much the client 17:59 earns and how much they spend so that 18:01 they don't miss out. Many people only 18:03 ask how much they earn. I'm not 18:05 interested in how much they earn. 18:06 Because if the client earns $ 10,000 18:08 and spends $ 9,000, it's the same as 18:10 the client who earns $ 2,000 and spends 18:11 $ 1,000. The difference is still the 18:13 same $ 1,000. The only thing you need 18:17 to know is how much they save each 18:19 month, how much they earn, how much 18:21 they spend, and what's left is what 18:22 they save each month. Because based on 18:26 what they save, they're going to take a 18:28 portion and put it into this program. 18:30 They're not going to cancel their rent 18:32 payment to put it into this program. It 18:33 makes sense. Okay? It's super important 18:36 that in the qualification or discovery 18:38 part, you find out how much the client 18:40 earns and how much they spend. A lot of 18:45 people just ask how much they earn and 18:46 then the client comes with some 18:48 obsession at the end because the client 18:49 can't pay what the people showed them. 18:53 It's impossible, folks, it's impossible 18:55 . Okay. So, it's super important to 18:58 find out how much the client can 19:00 genuinely and truly pay. I even 19:02 emphasize that. Okay. If something were 19:05 to happen to you, you lose your job 19:07 tomorrow, your car breaks down, this 19:10 wouldn't affect you, this monthly 19:12 contribution wouldn't affect you under 19:14 any circumstances. I emphasize that 19:17 because then comes the charge, then 19:18 comes the charba, the client calls you 19:20 and says, "No, I can take it now." Or I 19:22 never told you the phone number because 19:24 they know that the contribution that 19:25 you told them you were going to make, 19:26 they weren't going to take it. Okay. So 19:30 , this is for all clients, you should 19:32 really emphasize that part. Okay. So, 19:34 what amount can you pay without 19:36 affecting your expenses? Whether it's 19:38 100, 150, 200 a week, something really 19:41 comfortable. Okay. I could keep it up 19:44 every month. Ask the clients, don't be 19:46 afraid to ask them. Many, many agents 19:48 are afraid to ask the client these 19:50 questions, and believe me, no, that's 19:52 not right because then Sharpa comes. 19:55 It's better to avoid it. I really 19:57 prefer a client who really tells me the 19:59 truth and doesn't take it than to have 20:01 a client who takes it and then gives me 20:03 a charb. I hate charba, okay? I hate 20:06 charba, I mean, I always do everything 20:08 I can to not have charback, because 20:09 this business doesn't work, it's not 20:11 short-term, it's long-term. The money 20:13 that the company paid you was a loan. 20:15 That money is not yours. That money is 20:17 the company that lent it to you. Okay, 20:20 that money belongs to your business. 20:22 That money is not yours. That's why 20:24 they always say, when you make money, 20:26 reinvest it in the business. The moment 20:30 the salesperson stops selling, he's 20:32 screwed because the chars start falling 20:34 and when he wants to get back in, all 20:35 he has is debt and he leaves the 20:37 business. That's how business works. 20:42 Okay. Confusion leads to objections, 20:46 okay? Don't just ask questions, do you 20:48 understand? I do this a lot when I 20:50 explain the product to you. When I 20:52 explain the product, I have some advice 20:54 for you. I often see people who are too 20:57 technical with the mathematical product 20:59 . That doesn't sell, okay? They 21:02 literally sell the customer everything: 21:04 compound interest, basic interest, 21:06 compound interest, the other thing, the 21:08 bank. They literally go crazy and 21:11 that's why the customer ends up giving 21:12 them too much information. The key here 21:16 is, the simpler the better. Guys, the 21:19 simpler you make things, the better 21:20 it's going to be for you. This is a 21:22 business of simplicity. The simpler, 21:24 the better. So, when I always explain 21:27 the product to the client, how the 21:29 benefits work, how each one works in a 21:31 very simple way, I don't like to ask 21:32 the client if they understand it. I 21:36 always ask them if they can tell me in 21:38 their own words how this program works, 21:40 because that's when I can really tell 21:42 if they understand it. It's like I ask 21:45 the person who tells me how the product 21:47 works, "Okay? How do you understand 21:50 this policy works? Which part do you 21:51 want me to explain again or does it 21:53 meet what you want to protect?" These 21:55 are basic questions that I ask, but the 21:57 one I usually ask the most is when I 21:59 explain it to the client and say, "Okay 22:00 , Mr. client, you told me that you 22:02 understood everything, perfect, blah 22:04 blah blah." You can tell me in your own 22:06 words how this program works so that I 22:07 can really make sure that you 22:08 understand it and that's when I can 22:10 tell if you understand it or they take 22:12 advantage and ask me questions. Because 22:14 when you tell a customer that they 22:16 understand it, they will consequently 22:18 say yes, they do. That's a lie. It's a 22:21 lie. How are you going to realize it by 22:23 making them tell you? Because I want to 22:25 make sure that they understand. Because 22:27 I know that this is basic to selling. A 22:30 confused person who doesn't understand 22:31 your product is not going to buy from 22:33 you. No one is going to put their money 22:35 in a place where they don't know how it 22:36 works. That's basic to selling. No one 22:39 is going to do it. No one. So, they 22:43 have to understand that the customer 22:45 has to be aware that I'm not going to 22:46 take the next step until I make sure 22:48 that the customer really understands 22:50 how the product works, because if they 22:51 don't, they're going to give up on me 22:53 in the end or they're going to give me 22:55 a charb later. Okay, that's how it's 22:58 going to be. So, keep it simple and 22:59 make sure that the customer really 23:01 understands it. How do I make sure that 23:03 the customer understands it? By letting 23:04 the customer know that they can explain 23:05 to me in their own words how this 23:07 product works. And there you'll see 23:08 that they'll tell you, "Ah, ah, ah, yes 23:10 , but how does this work?" And that's 23:12 where the question starts to arise. 23:14 Okay. When we get to the option, 23:19 understand that almost always the first 23:21 version is not the real one, okay? It's 23:24 usually a smokescreen, that's what they 23:26 call it. When they tell you that you 23:28 want to think about it, that's not the 23:29 real version. Do you think the client 23:31 is really going to sit down at a table 23:32 and think about it? That's a lie. 23:35 That's a lie. That they want to talk to 23:37 their wife or husband, gentlemen, that 23:38 client is going to buy from other 23:40 people. That client is going to come 23:42 back to ask for information and is 23:43 going to buy from other people. That's 23:45 literally why there are agents, that's 23:47 why there are people who sell, there 23:49 are clients who sell to them very 23:50 easily because the client was already 23:52 sold, all that was missing was to close 23:54 it because the client came in polite. 23:56 One agent already gave it to them, one 23:57 agent did all the work and the other 23:59 agent came and took it easily, 24:01 literally. That's how the industry 24:02 works. Okay. You usually have to 24:04 understand that the first objection is 24:06 never the real one, it's almost always 24:08 never the real one. It's usually a 24:09 smokescreen. Okay. Now, six steps to 24:13 find the real objection. Okay. And then 24:16 we're going to go objection by 24:17 objection. Again, the same thing, 24:19 listening. This is basic in obsessions. 24:22 You have to validate it, clarify, 24:24 isolate, resolve and close again. 24:27 Normally when an agent gives you an 24:28 objection or a client gives an 24:29 objection to an agent, it's not that 24:31 they want to think about it. People's 24:33 automatic reaction is that they want to 24:35 think about it. That puts pressure on 24:37 the sale. It automatically puts 24:40 pressure on the client. That's not the 24:42 goal. First of all, you have to, like, 24:44 I understand it perfectly. I would 24:46 think about it too. In the end, it's 24:47 important to lower your guard because 24:49 if you automatically respond, "What do 24:51 you want to think about?" you put 24:52 pressure on them and they're not going 24:53 to tell you the real reason. It's 24:55 normal. We're all buyers. You've bought 24:58 something and you've told a salesperson 24:59 that you want to think about it too. 25:01 And you've really thought about it. Lie 25:03 . 25:04 Lie. If I don't close it there, I'll 25:07 never close it. I don't believe in that 25:09 . If I don't close the client on a call 25:12 , I don't want to risk the odds either. 25:15 I don't believe in that. I either close 25:17 it or he hangs up on me. One of the two 25:19 . That's always been my mindset. Okay. 25:24 Either I close it or he literally hangs 25:26 up on me. I've had clients who've had 25:28 to hang up on me because I really don't 25:29 believe in that idea that he wants to 25:30 think about it, that he wants to do it 25:32 with his wife. I don't believe in that. 25:33 It's a mindset that you have to have 25:35 too, okay? Because this mindset is 25:37 what's going to give you much better 25:39 results than thinking normally, right? 25:40 I do believe that clients have to think 25:42 what their wife wants. That's wrong. 25:44 Let's look at your result and let's see 25:45 if what you're thinking is correct. 25:48 Let's look at your result. If you 25:49 really want that to be the right thing, 25:51 let's look at the results. Look at my 25:53 result. So, in the end, this is a 25:55 results-oriented business. Here, the 25:57 person who is in charge or who gives me 25:59 advice, the person who has results, 26:00 works like this and it should always be 26:02 like this. In my agency, I said last 26:04 time, only people who have results are 26:06 given training, because I'm not going 26:08 to give someone training on how to be a 26:10 top producer if they've never sold even 26:12 $ 10,000 in a month. That doesn't make 26:16 sense because they're not leading by 26:18 example, they're not doing things like 26:19 where are your results, so you can show 26:21 me your results, how to get results, 26:23 okay? And that happens a lot in the 26:26 industry. There's the guy with the 26:27 collar who talks to you very nicely, 26:29 but where are your results? Okay. So, 26:32 gentlemen, you have to understand how 26:35 obsession works, why it comes up, okay? 26:37 To find the real objection. So, these 26:39 are steps that I can help you with. And 26:40 now we're going to go through them one 26:42 by one. Now, the most common obsessions 26:44 that I find in the industry. I don't 26:47 have time right now at the beginning of 26:49 the call. That's 109, you get. I don't 26:53 have time right now, literally. Okay, 26:54 another one of your objections, at the 26:56 end of the call, I want to think about 26:58 it, I want to talk about it with my 26:59 wife, and when you're doing the process 27:01 of the call, many people say, "Wow, 27:02 they didn't give me any obsessions." 27:04 Start with all the information, boom, 27:06 share the bank account. So, today I'm 27:09 going to be in charge of giving an 27:11 answer, a solution to each of these 27:13 obsessions, but again, the same thing, 27:15 gentlemen. Understand that there is no 27:17 one because many people think that 27:19 there is a magic phrase that when you 27:20 say that phrase, you're going to solve 27:22 the obsession. Sir, that doesn't work 27:24 that way. Okay. What does work is to 27:27 have a good sales process that depends 27:29 on you, a good discovery, which is what 27:31 I was telling you, so that when that 27:33 obsession arises, it's very easy for 27:35 you to overcome it. But today I'm going 27:37 to give you some keys, even some tips, 27:39 answers that can help you, but these 27:41 answers are not going to help you if 27:42 you didn't make a good discovery. If 27:44 you, look, you can learn the best 27:46 answer in the world to beat an 27:47 obsession like this, but if you didn't 27:49 make a good discovery, you're going to 27:51 say, "No, but that answer doesn't work. 27:53 " No, the ones who don't work are the 27:55 people who didn't make a good discovery 27:57 , okay? A good sales process, they 27:58 didn't make things clear. There's 28:01 always a problem in the presentation, 28:03 in the discovery, in the sales process, 28:05 that people skipped or didn't do well. 28:07 That's why you got all the versions. 28:10 And gentlemen, also understand that 28:11 there are going to be people who will 28:13 never buy from you. There is a 28:16 percentage, I always talk about 28:17 percentages. There is a percentage of 28:19 people who will never, look, buy from 28:21 the sidebars and it's good for you to 28:22 always know this so that you don't get 28:24 frustrated, because this happens a lot 28:26 in the industry. From the sidebars you 28:28 buy, there will be a percentage of 28:29 people who will never answer you. 28:31 You're never going to talk to those 28:32 people, you're never going to listen to 28:34 them. There will be another percentage 28:37 of people that you will answer and will 28:38 never buy from you, even if you are the 28:40 best salesperson in the world, you will 28:42 never buy. There are people who don't 28:44 buy from me. There are people who hang 28:46 up on me. That's normal. Okay. What 28:49 will make a difference is that there 28:50 will be a percentage, they have to 28:52 understand that there will be a 28:53 percentage of people 28:56 that under my strategy, my techniques, 28:58 my sales skills, I will be able to sell 29:00 to them and that percentage is very 29:02 large. So, guess what a good elite 29:05 salesperson does who knows and 29:07 understands these percentages. I focus 29:09 on that percentage. Okay. Now, it's not 29:12 like when you have a client and tell 29:13 them, "No, an objection at the 29:15 beginning, at the end of the call they 29:16 will charge you because they think that 29:18 percentage of people will never buy." 29:19 No, not like that. No, no, no, no. 29:22 Remember, during the process of the 29:24 call they will raise objections and you 29:26 have to become good at it because 29:27 that's why I'm giving this training. 29:29 Okay. That's super important for you to 29:31 know. If I take the microphone away 29:33 from you now and tell you that you want 29:34 to think about it and you don't know 29:35 how to answer, we're off to a bad start 29:37 . You shouldn't be calling. Okay. If I 29:40 give you an obsession at the beginning 29:42 or end of the call with the bank 29:43 account partner and you don't know how 29:44 to answer, you shouldn't be calling. 29:46 That's what I'm telling you. Because 29:48 what's going to happen? You're going to 29:49 burn your leads and you're going to say 29:51 that the lads are useless and you're 29:52 going to say that the offline ones, the 29:54 industry, the company are useless. 29:55 That's a lie. Because there are people 29:58 who can sell with the same system that 29:59 you have. Because there are people who 30:01 can sell with the same system that you 30:03 have. Okay. It's super important for 30:06 you to understand that the problem is 30:08 with you, gentlemen. Assume the 30:09 consequences, be responsible, because 30:11 the moment you're responsible, you have 30:13 control and you can improve. I've never 30:17 blamed the system, the president. I 30:19 don't care who's going to be president, 30:21 I'm going to get rich anyway. That has 30:23 nothing to do with one another. Okay, 30:27 because it's a mindset problem. Okay, 30:30 it's a mindset problem. So, the most 30:32 common obsessions that always affect me 30:34 or affect all agents, of course, there 30:36 are other obsessions, but they are 30:38 usually excuses or perhaps they can be 30:40 concerns, such as the partner in the 30:42 bank account, but we have to avoid that 30:44 . Okay? So, before I give you the 30:47 answer to the obsessions, the most 30:48 important thing is that you understand 30:50 that the best thing to do is to avoid 30:52 them, okay? to avoid them, to not have 30:55 any objections and if I do, it will be 30:56 very simple to overcome them. Now the 30:58 most common ones, I don't have time 31:00 right now, I want to think about it, 31:02 talk to my wife, my wife or partner in 31:03 the bank account. Literally if you 31:06 improve on these objections, literally 31:08 your production will increase by 70 or 31:10 80%. Just like that, it will literally 31:14 increase automatically. Okay. Now, for 31:19 the first step, I don't have time right 31:21 now. Okay, this is an objection that is 31:24 not really an objection, it's an excuse 31:26 . Because think about it this way, do 31:29 you think that if the person didn't 31:31 have time they would have actually 31:32 picked up the phone? Of course not. A 31:38 really busy person doesn't pick up the 31:40 phone, they don't pick up the phone. 31:44 Okay. Now, the reason why the person 31:46 tells you they don't have time right 31:48 now is because what you're going to 31:49 sell them or what you're going to offer 31:51 them isn't important enough for them to 31:52 stop doing what they're doing to give 31:54 you their attention. It's that simple. 31:57 The reason why the customer tells you, 31:59 "I don't have time right now." Is 32:00 because what you're going to give them, 32:02 they're not going to stop doing what 32:03 they're doing to give you their 32:04 attention. That's what comes to mind. 32:07 So, there's a strategy to avoid that, 32:09 to get out of that, to bypass that. 32:11 Because think about it this way too. Do 32:13 you think that if I go to the client 32:15 and tell him that I just kidnapped his 32:16 children, he's not going to take the 32:18 call? Or that I have a million dollars 32:20 to give him? He's not going to take the 32:22 call? Of course he will, because he 32:23 sees much more value in my call than in 32:25 what he's doing. Okay. Now, it's 32:28 impossible to give a client value in 32:30 less than 5 seconds about life 32:31 insurance. That's impossible. But 32:34 there's a strategy, okay? Here's the 32:36 strategy. I always handle it this way. 32:39 I don't have time. Now I understand 32:41 perfectly. I don't have much time 32:43 either. Let me confirm that your email 32:45 is such. Is that correct? Yes, that's 32:48 correct. And I continue with the call 32:50 as if I hadn't heard anything. It's 32:53 like a smokescreen. It's like a wall 32:57 that I have to literally break down 32:58 this way. No, I don't have time. Now I 33:01 understand perfectly, that's even the 33:03 reason why I'm calling you. I love 33:05 talking to busy people like you. Winged 33:07 and all. Now, let me confirm. You had 33:11 stated here that your interest was in 33:13 life insurance. That's correct. And I 33:15 use that tone as if I were curious. Yes 33:18 , that's correct. Perfect. And tell me, 33:21 do you have any insurance virtually? No 33:23 , I don't. Oh, I mean, I imagine that 33:25 was the reason why you requested the 33:26 information. Okay, perfect. And I'll 33:28 get on the call and get back to the 33:30 script. The trick is, the strategy is. 33:32 How quickly do I get back to the script 33:34 once I answer the question? Do I 33:37 understand it? That's the first step of 33:39 all the questions, understanding it. 33:41 Okay. And then I'm going to confirm 33:43 some information, a piece of 33:44 information from him so that I can 33:46 continue the conversation. Literally, 33:47 sir, you just do that in the version, I 33:49 don't have time now and you're going to 33:51 arrive in 40 minutes, you're going to 33:52 sell to the client and you're going to 33:54 say, "But wait, you didn't have time 33:55 right now. They tell you they're 33:57 driving and then you hear a dog barking 33:59 behind you." Lie, he wasn't, he's not 34:01 driving. It's a lie, gentlemen. All 34:04 buyers are liars. That's all a lie. My 34:09 mentality, what is it? This is my 34:11 mentality. Okay, I'd rather have him 34:14 hang up on me than schedule an 34:16 appointment. Okay, I'd rather have the 34:21 client hang up on me than schedule an 34:22 appointment. And now you'll say, "But 34:24 how? How is that so, Javier? Let's give 34:27 you the results. How many appointments 34:29 do you not schedule and none of them 34:31 turn up? One in a million. So why keep 34:36 doing something that isn't working? I 34:38 prefer to be the people who push, who 34:39 at first pressure, who try to get 34:41 involved in the conversation and who 34:43 hang up on me, to be the people who 34:44 schedule that appointment, because in 34:46 the end, gentlemen, we don't get paid 34:47 per appointment; in fact, that's not an 34:50 appointment, that's not an appointment. 34:52 A good appointment that's made can also 34:53 be learned, but also in the case, or 34:55 worse, in the case that the client is 34:57 really busy, then a good appointment 34:58 can be made; but I really commit to the 35:00 client showing up for the appointment 35:02 and I provide value so that they know 35:03 that it's a valuable appointment. But 35:05 that thing about" no, I don't have time 35:07 now ", okay, don't worry. What time can 35:08 I call you? At 5. At 5, okay, perfect. 35:10 I'll call you. 5 I'm going to call him. 35:12 Click. That's not an appointment. 35:13 That's not an appointment. Okay. That, 35:16 that's a fake appointment. That, that's 35:18 a lie. That's not an appointment. An 35:20 appointment is what people have when 35:21 they go to the doctor, when they go to 35:23 the doctor. That's an appointment that 35:24 sometimes they don't even show up or go 35:26 to most of the time. He's going to go 35:27 to his life insurance appointment. Lie, 35:29 folks. So, how many times have you not 35:31 scheduled an appointment yesterday, 35:33 today, the day before yesterday, the 35:35 day before yesterday and they never 35:36 showed up? I'm sure that this week the 35:38 appointment that you scheduled didn't 35:40 show up. They didn't show up. They 35:43 didn't show up. So why keep doing 35:45 something that's not working for you? 35:46 You're losing thousands of dollars from 35:48 people who were lying to you when they 35:50 told you that. I don't have time. It's 35:51 a lie. I understand perfectly. I'm busy 35:55 too. Let me confirm that your email was 35:56 such. Is that correct? Yes, that's 35:58 correct. Perfect. And I'll join the 36:00 conversation and move on. I always do 36:02 that up to three times. It's not that 36:03 Look, I don't have time right now, 36:05 don't worry. I don't have much time 36:06 either. It only takes me 5 minutes. Uh, 36:08 your date of birth, right? Yes. And I 36:11 jump in, I try to hit your button, get 36:13 some information, get on the call and 36:15 connect with the client. Okay. So, 36:19 that's the way I do it, guys, agreement 36:21 , easy question and I go back 36:23 immediately to discovery, automatic 36:25 return. Okay. A simple question opens 36:28 the conversation, okay? When the 36:30 information comes up, what was it that 36:32 caught your attention the most? Another 36:33 question that I quickly ask the client. 36:36 Okay. The key is to get back on script 36:38 as quickly as possible. Don't get stuck 36:40 there, get back on script with the same 36:42 obsessions. I want to think about it, I 36:43 don't have time now. Okay. Don't argue, 36:46 don't schedule an appointment right 36:47 away, get into the conversation. That's 36:50 the key. Okay. First objection solved. 36:54 If you apply that today, you'll see 36:55 what you're going to present to that 36:57 client who told you," I don't have time 36:58 . Now you're going to finish presenting 37:01 the product 100%. You just apply that. 37:05 Starting out, of course, you can 37:06 improve that part a lot more. But this 37:09 is just for learning today, to apply it 37:11 right now. This is for applying today 37:13 with the client who tells you, "I don't 37:15 have time right now," okay? Your 37:17 results are going to change 37:18 automatically. People who present five 37:20 times a day are not the same as people 37:21 who present once a day. Who has more 37:23 possibilities? It's the people who 37:25 present five times a day. This is a 37:26 business of probabilities. The people 37:29 who answer you the most are the people 37:31 who are most likely to present, and the 37:32 one who presents the most is the person 37:34 who is most likely to close. You can be 37:36 the best salesperson, the best 37:37 salesperson in the world, if you don't 37:39 have leads, if you don't answer leads, 37:41 if you don't make presentations, if you 37:42 don't give leads, you won't close 37:43 anything. You can be an average 37:47 salesperson, but if you get leads, you 37:49 present, and you're going to close more 37:50 . There are agents who sell more and 37:54 are worse salespeople than good 37:56 salespeople and close fewer deals. I 37:59 literally experience this every day. 38:01 There are people who are worse at 38:03 speaking, they talk too fast, you can't 38:05 understand them. Here I am speaking in 38:06 front of you. Okay. I'm Cuban, I have 38:10 an accent, I speak too fast, but that 38:12 doesn't matter. I used to think that 38:15 sales were about the people who speak 38:17 nicely and professionally. That's a lie 38:20 . That's a lie. This business doesn't 38:23 work like that. Okay. No, it doesn't 38:26 work like that. So, first questions 38:29 solved. Easy. These come up right now. 38:32 You call right now and the answer 38:33 you're going to get is going to be: I 38:35 don't have time. Now you know how to 38:36 solve it. Simple. Okay. Second 38:39 obsession. I want to think about it. I 38:42 want to think about it. The client says 38:43 in the end that he wants to think about 38:45 it. Okay. Now, there are many ways to 38:48 solve it, too many. This obsession is 38:52 not the real one, folks. Behind this 38:54 obsession is the smoke screen. There is 38:55 something that prevents you from making 38:57 a decision. There is something that is 38:59 preventing you, whether it is a price 39:01 issue, whether they did not understand 39:03 something, whether they do not feel 39:04 confident, there is something that the 39:06 client has not told you. Do you know 39:09 what the only objection is that not 39:11 even the best salesperson in the world 39:12 can overcome? Does anyone know what the 39:15 objection is that even if you are the 39:16 best salesperson in the world, you will 39:18 never overcome? People will say the 39:21 price, the cost. The only obsession 39:24 that no one, not even the best 39:25 salesperson in the world, will overcome 39:27 is the obsession that they do not know. 39:31 It is the obsession that they do not 39:33 know. If you do not know the real 39:34 objection, you will not overcome it 39:36 because you do not know what the real 39:38 concern of the client is and the "I 39:39 want to think about it" is not it. You 39:43 have to discover the real objection 39:45 behind the "I want to think about it". 39:46 There is something else. There is 39:49 something else that you do not know, 39:51 which is what prevents the client from 39:52 making the decision. Okay? So, there 39:54 are different ways to do it. There are 39:56 many ways, there are too many ways to 39:58 discover that obsession, but the best 40:00 is to avoid it. Okay? When a customer 40:03 tells me they want to think about it, 40:04 the first thing they're always going to 40:06 do is, you know, I would think about it 40:08 too. Okay? We all have to think things 40:10 through because we want to make a good 40:11 decision, blah, blah, blah. We're 40:13 always going to do that. First, the 40:14 first step, guys, and this is going to 40:15 change the way you deal with objections 40:17 , is to agree with the customer; 40:18 because if you go straight to the 40:19 customer's chest and tell them what 40:21 they want to think about, you're 40:22 literally going to put pressure on the 40:24 customer and they're either going to 40:25 hang up or they're going to say, "No, 40:26 no, no, no, no, I want to think about 40:28 it, I want to think about it," and 40:29 you've lost the sale. I understand you 40:31 perfectly, Mr. customer, and I think 40:32 it's very smart of you to want to think 40:34 about it. I would do the same thing too 40:36 because in the end we want to make good 40:37 decisions. Then ask the customer a 40:40 question directly. What part 40:42 specifically would you like to think 40:43 about? The coverage, the monthly 40:45 payment, or how exactly does the 40:46 product work? And the customer says, " 40:48 One of these three things or tell you 40:50 the real objection." No, what happens 40:51 is that I want to talk to my wife about 40:53 it to see if this is something that 40:54 really works for both of us. Oh, okay. 40:56 So, we go from I want to think about it 40:57 to I want to see it with the wife. Now 40:59 we're going to resolve the wife's 41:00 vision. See? So, one question can 41:03 completely change the pace of the 41:05 relationship. In addition to that 41:08 concern, is there anything, any other 41:09 reason why you wouldn't want to start 41:11 today? Okay. If we find a comfortable 41:14 amount, it would feel better to move 41:16 forward today. It's like discovering 41:18 the real objection. I always tell the 41:21 client, I want to think about it, I 41:23 understand that perfectly. Now, 41:25 removing the I want to think about it, 41:26 what do you want to think about? Do you 41:29 feel that this program meets your goals 41:30 and your needs that you are looking for 41:32 to protect your children, to have 41:33 something for your retirement? Yes. Why 41:37 yes? And he's going to tell you all the 41:39 reasons why he's going to buy your 41:41 product. That's a very simple way that 41:43 I always use. I say, I'll clear up the 41:46 objection. This is the same thing that 41:48 will work with “I want to think about 41:49 it” as with “I want to talk to my 41:51 wife.” Apart from taking away the 41:52 fact that you want to talk to your wife 41:54 on the side, that you want to talk to 41:56 your wife, your wife, or the dog with 41:57 the pillow. You feel that this program 42:01 meets your objectives, your needs 42:02 because it is impossible to sell 42:04 someone a product that they don’t 42:05 need, don’t want, or don’t like. So 42:10 , what am I going to be fighting with a 42:11 client over an objection that really 42:13 isn’t the real one? So, I put the 42:15 objection aside and ask them directly, 42:17 do you think this program meets your 42:19 objectives and your needs to protect 42:21 your children, to have something for 42:22 your retirement, as you told me? Yes. 42:25 Perfect. And why not? And they will say 42:28 all the reasons why they are going to 42:29 buy it and there I close the call, 42:32 there I close the client. So what I do 42:35 there is I make a recommendation, I say 42:37 , "Can I share with you what most of my 42:39 clients do in their situation? Do they 42:42 want to think about it or do they want 42:43 to talk about it with their spouse?" 42:45 Look, what clients usually do is 42:47 instead of starting with $ 300 a month 42:50 or $ 200 a month, they start with 42:52 something lower, with $ 100 or $ 200. 42:55 Because with this program, first, you 42:57 have to qualify and, second, you have 42:59 the flexibility that if you want to 43:01 increase it later, we can do it. But 43:03 the goal is for you to start now, 43:04 because now that you are in good health 43:06 , now is when you can pay for it and it 43:08 is better to have something than to 43:09 have nothing, like you are currently in 43:11 . Because, as you told me, if something 43:13 happens to you tomorrow, your children 43:15 would have to return to their country; 43:17 you would be in a position that you 43:19 would not like. Do you think it would 43:22 help you to start with something nicer 43:23 to make sure that you have something? 43:26 You do that, gentlemen, and 90%of you 43:28 will say, "That sounds better to me and 43:30 thank you for advising me on that." 43:32 They will even thank you, gentlemen. 43:34 That never fails. I want to think about 43:36 it, I want to talk to my wife, it's 43:38 easy. Game over. It's over. Very easy. 43:41 Don't overcomplicate things. Not that I 43:43 want to talk to my wife, I want to, 43:44 gentlemen, that's for rookies. That's 43:46 for an agent who's just starting out. I 43:48 perfectly understand that you want to 43:49 think about it. Most people do that. I 43:51 perfectly understand that you want to 43:52 talk to your wife. I also like to talk 43:54 about things with my wife because they 43:55 are important decisions. Now I want to 43:57 think about it, let's put that aside. I 43:59 want to talk to my wife, we would put 44:01 that aside. Do you think this program 44:02 meets all of your needs? Because at 44:04 this point I want to make sure that the 44:05 client really wants it, it's something 44:07 they need. I'm going to share the 44:09 script's response on the screen so you 44:11 can see it. Let me, this is the script. 44:15 If we go down here, there's the 44:16 obsession. I want to think about it, 44:18 which is the same as what I talked 44:20 about with the wife, blah, blah, blah, 44:21 and go through it step by step as the 44:23 first step, agreeing with the client 44:25 and reaching an agreement to lower 44:26 their guard so they don't feel 44:28 pressured. The first step, you can't 44:30 skip that. If you skip this step, 44:32 you've lost. Always reach an agreement. 44:34 I understand that you want to think 44:35 about it, that you want to do it with 44:36 your wife, most of my clients do the 44:38 same, okay? And I would do it too, okay 44:40 ? The same because I want to make a 44:42 decision, since it's an important 44:43 decision. Now, something I also asked 44:46 you about, how long would you like to 44:47 think about it? This will lower your 44:49 guard even more. All this is to lower 44:51 your guard because when I tell the 44:52 client, how long would you like to 44:54 think about it? He'll tell me, "No, 44:55 look, give me two or three days." And I 44:58 tell him, "It would be fine if I gave 45:00 you a week." and in his mind he's going 45:01 to say, "Praise him, this guy doesn't 45:03 want to sell to me. This guy is not 45:04 like the other people who want to 45:06 pressure me, he's even giving me more 45:08 time." And guess what I let my guard 45:09 down, I automatically lowered the 45:11 pressure of the sale and the client 45:12 says, "Oh, no, this guy doesn't want to 45:14 sell to me, he's going to hang up on me 45:16 ." Lie, I'll be right back. Okay, I'm 45:18 not going to hang up on him. Now I tell 45:20 him, "It would be fine if I gave him 45:22 two weeks, one week, whatever. Whatever 45:24 time he tells me, I'll always double it 45:26 ." Okay. Now, later he discovers the 45:28 real obsession. Before ending the call 45:30 I ask him: leaving out the "I want to 45:32 think about it", the "I talked to my 45:33 wife", do you think this program meets 45:35 your goals and your needs to have 45:36 something for...and? I tell him the 45:38 reason why you want this program: your 45:40 retirement or to protect your two 45:41 children, as you told me. Yes, I think 45:43 so. Okay. And he liked all the benefits 45:46 that this program offers him. Yes, of 45:48 course. How does he feel that way? Or 45:50 why? I ask him, why? I want him to give 45:53 me the reasons why yes and he's going 45:54 to tell you all the reasons why he's 45:56 going to buy it and he sees that this 45:58 program really needs it. And there he 46:00 just buys it himself. And then I give 46:02 him the recommendation. Here's the 46:03 closing. I can share with you what most 46:05 of my clients do in your situation who 46:07 want to think about it or want to talk 46:08 to their husband about it with their 46:10 husband. Yes. What most of my clients 46:13 do is instead of starting with $ 200, $ 46:15 300, whatever the amount that you 46:17 mentioned monthly, they start with 46:19 something lower, $ 150 or $ 100, even $ 46:21 100 a month, because it's better to 46:23 have something, as you told me, than to 46:25 have nothing. And if later on, Mr. 46:27 client, you want to increase it, we can 46:29 do it, because this program gives you 46:31 the flexibility, the flexibility to be 46:33 able to do it. The goal is to start now 46:35 , because you're in better health, 46:37 you're young, okay? And it's going to 46:39 be better for you to start. Do you 46:41 think that would help you? And I'll end 46:43 it like this. Oh, yes, that would help 46:45 me, that's better for me. Perfect. And 46:48 that's where I'll close. Okay. Now, if 46:51 the client still tells you that they 46:52 want to think about it, they still tell 46:54 you that they want to think about it, 46:56 that they want a wife, I'll go straight 46:57 to the point. I already know that 46:59 because it's a client who tells me that 47:01 they want to pay for it, that they can 47:02 pay for it, that they need it, they 47:04 know that they need it, they want it 47:06 now. They don't have anything, 47:08 gentlemen. There's no reason why they 47:11 wouldn't want to take it. Normally, 47:12 it's almost always fear. People are 47:14 afraid of change, of making a change. 47:16 They're afraid of going from not having 47:18 life insurance to having it. They're 47:20 afraid of having life insurance to 47:21 having a better one. There's always a 47:23 fear, which is change. Okay, perfect. 47:25 No problem. Tell me, what do you need 47:29 today to take this program and protect 47:31 your family, as you told me, and start 47:33 saving for your retirement? No, I need 47:38 more information about the company you 47:40 work for. Oh. Hey. So, it wasn't that I 47:44 wanted to think about it, it's that I 47:45 needed more information and that's 47:47 where I discovered the real objection. 47:49 So, if you notice, the goal is always 47:51 to discover the real objection and the 47:53 only way you're going to do it is by 47:55 asking. There comes a point where I go 47:58 straight to the client's chest, 47:59 directly, with a direct question. What 48:03 do you need today to take this program? 48:05 Because you told me that you can afford 48:07 it, that you need it, that you 48:08 understand it. Okay. That if something 48:12 were to happen in your family, you'd be 48:13 left with this: what do you need today 48:15 to start with this program and that's 48:17 where you discover the truth. Okay. And 48:20 that's where we move on to closing. 48:22 Well, closing is starting to fill out 48:24 the application and closing the client. 48:27 Gentlemen, if you learn the best way to 48:31 get a move on, I want to think about it 48:33 , I want to talk to my wife, and at 48:35 first I don't have time right now, and 48:37 right now you are way above most agents 48:41 . Okay. These two, these three ways 48:46 with these three obsessions that I just 48:48 mentioned, you can literally put them 48:50 into practice right now on the next 48:51 call. Read the bullets several times 48:55 and you will literally change your 48:57 sales process because in the position 48:59 you are currently in, you were not 49:00 closing or perhaps you are not getting 49:02 the results you want, okay? And if you 49:06 were getting results, why aren't you 49:08 getting better results, more profit? 49:10 Okay, more results. So, I want to think 49:14 about it, I want to talk to my wife, 49:15 and I don't have time right now. Let's 49:19 go now to the social of the bank 49:20 account. Okay. Social and bank account. 49:25 Understand first that the social of the 49:27 bank account is not an obsession, it is 49:29 a concern. She is afraid, it is normal. 49:33 So, I have to remove that fear. And how 49:35 do you overcome that fear? Same thing 49:36 again during the sales process. Do you 49:38 think that a client who really trusted 49:40 you, who connected with you, is not 49:41 going to give you the social bank 49:43 account? Of course they will. The only 49:47 reason they back out of that part of 49:49 the social bank account is because they 49:50 don't trust you enough, they don't 49:52 believe in you enough to give you that 49:53 information. Now, for this part, I'm 49:56 going to have to apologize to everyone 49:57 who's not on my team. I don't think 49:59 there's anyone here from my team 50:00 because we use a strategy that only 50:02 works for us, from our team because of 50:04 the platform we have, the system we 50:05 have, but you're still going to give 50:07 them an answer that's going to work for 50:08 them, okay? And I'm going to show you 50:10 the platform too. Now, the client tells 50:12 me in the end no and because you want 50:14 my social, it's very simple and I'm 50:15 going to tell you the key. You're 50:17 always going to do what you were doing, 50:19 most likely, which was to respond to 50:20 them. The reason the company needs your 50:22 social security number is because 50:23 they're going to verify your medical 50:24 record with them. How many people are 50:26 named Maria like you? I mean, when you 50:29 die, how is the company going to give 50:31 Maria the benefit with your social 50:33 security number? They know that Maria 50:34 has to give you the benefit so that 50:36 your two children can receive that 50:37 benefit. Because, what's the point of 50:39 you paying for 20 years and then not 50:41 giving you the benefit, right? Okay. So 50:45 , what's your social security number? 50:47 The key here is, it's not the answer 50:49 that the answer may work for you, but 50:50 how quickly do I get back to the 50:52 question, what's your social security 50:54 number? The trick is, how quickly do I 50:58 get back to the question? Because there 51:00 are many agents who answer this same 51:01 question that I just mentioned, but 51:03 they just wait there waiting for the 51:04 client to say, "Oh, okay, okay, so my 51:05 partner is so-and-so." No, I'm kidding, 51:07 I'm not going to do that. Same with the 51:09 account, you have to ask the client 51:11 again. So, tell me what your social 51:13 security number is and I'll get back to 51:14 the question as if I hadn't heard 51:16 anything. Sir, you're going to be given 51:17 all the social security numbers, the 51:19 bank account. I had a client who once 51:21 told me, he was giving me the social 51:22 security number, the first three 51:24 numbers, you know, the social security 51:25 number is three numbers, two numbers, 51:27 four numbers, three, two, cu. He gave 51:29 me the first three numbers and he stood 51:30 up and said, "Oh, but I'm giving you my 51:32 social security number." No, no, no. I 51:34 don't give that. I don't give you that 51:36 information. I'm only going to give you 51:37 the last four. I already had three, I 51:39 was missing the middle two and the last 51:41 four. If he gave me the last four, I 51:42 would have the last two in the middle. 51:44 Look at this. I mean, but I have 51:46 practice. I'm very smart on the phone. 51:48 Okay, perfect. I went along with it, he 51:50 gave me the last four social security 51:52 numbers and when he gave them to me, I 51:53 said, "What about the last two?" and he 51:57 literally gave it to me, literally, it 51:59 was like I took it, I followed his lead 52:01 , but I followed quickly because people 52:03 really, the key is how quickly I get 52:04 back to it again. I kind of followed 52:09 the flow and went back to the beginning 52:10 . Okay. Now, social, same as the bank 52:16 account. Okay, I understand it 52:19 perfectly. I always agree. The reason 52:21 why the company asks the partner for 52:23 the bank account is for this, for this 52:24 and for this. And then I go back to the 52:26 question again. The key is, gentlemen, 52:27 to go back to the question. The answer 52:29 doesn't matter so much, it's how 52:30 quickly you go back to the question. 52:32 Tell them the reason why the company 52:33 needs the partner for the bank account 52:35 and go back to the question again. Okay 52:37 . And to close, we have a platform, 52:41 okay? I'm even going to open it to see 52:43 if there was the same space as last 52:45 time. I want to show you why, during 52:47 the sales process, what we do is when 52:49 the client (I can't show it to you 52:51 because I have to fill out a mandatory 52:53 application), when the client doesn't 52:54 want to see me on social media, even if 52:56 I use that strategy that I just 52:58 mentioned, what we do is send the 52:59 client a link and the client manually 53:01 enters their bank account and we tell 53:03 them that it goes directly to the 53:05 company, that it doesn't go through my 53:06 hands and they automatically send it to 53:08 them. It's a very professional link 53:11 that is sent to them with a platform 53:13 that we use and the clients literally, 53:14 if they didn't give it to you, as I 53:16 told you before, they give it to us 53:18 this way, okay? And also the platform 53:20 automatically, we don't ask for the 53:22 routing number like, what's your 53:23 routing number? We tell the client to 53:26 confirm the routing number. Normally, 53:29 what many people do is ask the client 53:31 for the routing number. Many people 53:34 respond, telling them to confirm their 53:36 routing number, but the way they do it 53:38 is that they have to search in chatt 53:40 for the bank account of such and such 53:41 state, uh, blah blah, and it takes a 53:43 long time and sometimes they don't have 53:45 time. Our system, when you 53:46 automatically enter the number, the 53:48 bank and the state where it is, it 53:49 automatically gives you the routing 53:51 number. You just have to confirm it. 53:52 The system automatically gives you all 53:54 the routing numbers. You confirm it, 53:57 the customer enters the bank account, 53:58 confirms it and automatically, as you 54:00 know it's already confirmed, it's 54:02 already in the bank account on the 54:03 check, you just have to tell them to 54:05 confirm and their account number, what 54:07 is it? It gives it to you and that's it 54:09 . Simple, I don't have time, I want to 54:11 think about it, I want to talk to my 54:12 wife, okay? And the bank account and 54:14 the social security number are a 54:15 concern, guys. You really apply this, 54:17 you learn the answer to each of these 54:19 objections, you understand the reason 54:20 why you get objections in the first 54:22 place, because that's the first thing I 54:23 want you to understand, why do I get 54:25 objections? Focus on improving your 54:27 sales process, focus on making a better 54:28 sales process and that will prevent 54:30 objections from happening. So, man, I 54:32 don't know if Alan wants to say 54:34 anything else. Well, the first thing 54:36 you said was spectacular. I held back 54:40 so as not to interrupt you because, in 54:42 the end, it's a topic that excites me a 54:44 lot when we talk about sales and 54:45 everything you were saying is literally 54:47 what it is. I mean, in the end, the 54:52 most important part of a sales call is 54:54 discovery. And the more complex you 54:57 make all the information about the 54:59 iWall, which is already complex and 55:00 people have a hard time understanding 55:02 it, the less you sell, okay? And 55:06 literally those steps that Javier took 55:08 to destroy any objection if one arises, 55:10 those are the steps. Okay? Uh, I don't 55:14 know if you agree with me on this, Javi 55:16 , but for me, sales are 1 + 1 equals 2, 55:18 okay? I mean, if you follow a linear 55:21 process, you're going to convert to a 55:23 percentage and always, I mean, all 55:24 sales are more or less the same, okay? 55:27 And that's why following a script is so 55:29 powerful. The idea at the end is simply 55:33 to be able to achieve, or at least it's 55:35 my goal, to be able to get more than 55:37 100 insurance agents within this 55:38 community to make more than 20,000 a 55:40 month. And one way to do that is by 55:46 connecting them with or routing them to 55:47 the right people that I know can get 55:49 them there. And one of those people is 55:53 Javier. Okay, check something out, 55:55 guys. Look, this is the platform that I 55:57 have in my agency. This is one of the 55:59 parts, for example, when the client 56:01 fills out the application with the 56:02 client, we fill it out on a platform 56:03 that we have where at the end when they 56:05 enter the bank, for example, I was 56:06 telling you to dress up the obsession, 56:08 which bank do you work with? Banco de 56:10 América. And in which state did you 56:11 get it, Florida? It automatically gave 56:13 me a routing. What I tell it is, 56:15 confirm if this routing number that the 56:17 platform just gave me is correct. The 56:19 client enters, confirms it and there I 56:20 enter the account, I ask for the 56:22 account. In case they don't want to 56:24 give it to me, I enter the link, I copy 56:26 the link here and send it to them and 56:28 the client enters it manually and it 56:29 automatically comes to me on the 56:31 platform. This literally broke my 56:34 agency when it came to asking for 56:36 social and bank accounts. It's a link. 56:40 The client enters the link, it only 56:41 allows them to enter their bank account 56:43 , they enter it manually, they click 56:44 send, super professional with our 56:46 business card and everything, and the 56:48 client enters it, submits it, and the 56:49 client thinks it didn't reach you. 56:51 That's a lie, of course it did, but 56:53 that way I can take away their bank 56:54 account. Okay. And I go to social, the 56:56 same on social, when they don't want to 56:58 give me the social, apart from reducing 57:00 obsession, I click on the link. I copy 57:02 it, paste it, send it to them and the 57:04 same thing, and they give me the link. 57:07 This platform has it all, all in one. 57:10 Free CM, free platform. This doesn't 57:12 cost anything for my agency. And of 57:14 course we have a sales ranking. Today 57:16 alone, so far today, at 4 in the 57:18 afternoon, my agency has sold $ 84,000. 57:22 First place has sold eight policies, 57:24 today 147,000. Second place, three 57:30 policies, 7,400. Second place, third 57:33 place, 4,800, two policies. And so on. 57:36 So far today, 26 people have sold $ 57:39 4,000 before 4 p.m. Okay. So far this 57:44 month, we've sold almost $ 2,000. This 57:48 month, we're going to make 3,000 in 57:50 sales. 753 policies. The first people 57:54 have sold 61,000, 59,000, 57,000, 16 57:56 policies, 21, 23 policies. What we're 58:00 doing, folks, is literally next level, 58:02 you know? This is next level, and the 58:05 best part is that we have it all in one 58:06 . We have an academy where there are 58:08 videos on everything, sales, how to 58:10 fill out an application, how to submit 58:12 it. We have a CRM, we have control so 58:14 that you can manage your business, your 58:16 costs. We have a portal where you can 58:19 directly access the phone number of 58:20 each company. I want to submit through 58:23 Américo, you're going to click where 58:25 it says Américo and you'll go directly 58:27 to an application with the client on a 58:28 platform that's completely free. You 58:30 don't have to pay anything. Okay. I 58:32 didn't go directly to ENAna. This is 58:34 the ENA in Américo. I'm going directly 58:35 to Américo, I'm going to the Américo 58:37 portal, directly from the platform. 58:39 Everything is on the platform. You can 58:41 put all your licenses on the platform. 58:43 The platform will notify you when 58:44 they're going to expire, when they're 58:46 not. It's all in one, literally. And 58:48 the best part is that it's completely 58:50 free. 58:50 One little thing. Look, I'm going to 58:53 take a Georgina away, are you here with 58:55 us? Okay. Georgina, uh, just so you 58:58 know, joined Javi's agency this week, 59:01 if I'm not mistaken. Hey, Georginia, 59:05 tell us how things have been for you at 59:07 Javier's agency. 59:08 Hello, Alan, how are you? Uh, the first 59:11 day was yesterday. Uh, I haven't called 59:14 yet, but I do have to thank Angel, 59:19 Leonardo, Samuel, you know? Your team 59:24 too, and yes, uh, great because I don't 59:26 feel alone, you know? I know I can do 59:30 it and having the support is wonderful, 59:32 really. Thank you. Let's 59:33 go. 59:35 Spectacular. So, tell me, are you going 59:37 to say anything else? No, I really 59:40 appreciate this class. This is the 59:42 first time I've met Javier and, uh, 59:44 really, uh. Thank you. 59:45 Very good, very good. Thank you. S. 59:49 Let's open the Q&A session now so we 59:51 can start answering. I'll 59:53 pass it on to Paula, who I see here 59:55 with her hand raised. Uh, for the 59:58 others who want to ask Javier a 1:00:00 question, okay, raise your hand and 1:00:01 I'll go through them in order, okay? 1:00:05 Don't ask. Andrés, for example, I know 1:00:07 you're asking in the chat; don't ask 1:00:08 through the chat. Raise your hand on 1:00:10 Zoom and, if you don't know how to do 1:00:12 it, click where it says "React"; there 1:00:14 it says "Raise hand" and I'll go 1:00:15 through them in order so that you can 1:00:17 ask the question correctly. Okay, let's 1:00:20 go to Paula. Well, hello Javi, you 1:00:26 already know me because I'm going to be 1:00:28 your agent last week. Javi, a question. 1:00:33 On that platform, let's say, when you, 1:00:35 I mean, I was used to, let's say, doing 1:00:37 the online application on National, but 1:00:39 since you show the client that on the 1:00:41 screen, that application of yours, that 1:00:44 platform where you fill in the data, 1:00:46 etc., ah, when you send that 1:00:47 information, is it linked to the 1:00:49 company's platform or do you transfer 1:00:51 it? No, you transfer it, you just copy 1:00:56 and paste 1:00:57 the company, but all the information 1:00:59 stays with you. Even the companies 1:01:01 always require that you enter a primary 1:01:02 care physician as the client in the 1:01:04 system platform itself, it 1:01:05 automatically gives you a primary care 1:01:06 physician based on the postal code if 1:01:08 the client doesn't have one. 1:01:09 It makes your work too simple, too easy 1:01:12 . 1:01:12 Yes. 1:01:13 And right there on the platform you can 1:01:15 illustrate and you can remove all the 1:01:16 information from the client. 1:01:18 Oh, wow. Okay. And the other question 1:01:21 is, regarding objections, let's say 1:01:23 clients come in like, no, I want a 1:01:25 minimum, etc. And well, yes, the 1:01:27 minimum for your age. For example, I 1:01:32 just had a 54-year-old gentleman who 1:01:34 was being designed in America, uh, with 1:01:37 a max cash value and the minimum was 1:01:39 157 and he wanted to give 100. So I 1:01:41 told him, "Well, 157 would be fine for 1:01:44 you, etc." But if he gets an objection, 1:01:47 let's say, one of those, like you say, 1:01:49 "Well, if the problem is the 1:01:51 contribution, uh, I can't go any lower. 1:01:53 " Then you handle it. 1:01:57 Of course, because in the end, the 1:01:58 first reason, you really have to, again 1:02:00 the same thing, know how much he earns 1:02:01 and how much he spends to see if he can 1:02:03 really put that in. Because maybe he 1:02:04 tells you: "No, I can only put 100 on 1:02:06 it", well maybe he doesn't see enough 1:02:07 value in what you're showing him to pay 1:02:09 150. But in order to do that, you need 1:02:11 to provide him with a lot of value 1:02:12 first so that he sees that those $ 50 1:02:14 are nothing compared to the benefits 1:02:15 he's going to have. And second, you 1:02:17 have to find out if he can really pay 1:02:19 150 because in this business it's the 1:02:21 same again. It's no use pressuring a 1:02:23 client to put 150 knowing that he can't 1:02:26 because he earns 2000 and spends 18. He 1:02:29 can't put 150. Sometimes it's even 1:02:32 better that he doesn't take anything 1:02:34 because you don't pay a penny. 1:02:35 Okay, so give him value so that he sees 1:02:37 a lot of value, that those $ 150 are 1:02:39 really going to have much more benefit 1:02:42 than 100. And second, of course, also 1:02:44 make sure that it's something he can 1:02:46 really afford: how much he earns and 1:02:48 how much he spends, because if not, 1:02:50 it's not in our interest to have a 1:02:51 client who can't afford it or who can 1:02:52 only pay for it for a month. And the 1:02:54 second Charlot meme. That's work, you 1:02:56 know? Uh, in hand. Okay. Okay. 1:02:59 Go ahead, let's 1:03:00 go. Uh, Yasmín, 1:03:05 hello, how are you? Uh, my question 1:03:07 that I'm going to ask you, uh, 1:03:09 precisely 1:03:13 the WhatsApp issue, which was what you, 1:03:15 I mean, I have a client who, well, I 1:03:18 gave her the whole explanation; uh, not 1:03:20 by, this wasn't by phone call, this was 1:03:22 in person, and I'm following up with 1:03:25 her on WhatsApp, asking her what she 1:03:27 thought when we had her, etc. So, well, 1:03:29 the objection was that she consulted 1:03:32 her husband and they didn't like it. 1:03:37 So I said, "Well, but what do you think 1:03:39 ? But that's all on WhatsApp. That was 1:03:41 my mistake. I don't know what you think 1:03:43 , uh, how can I get that client back or 1:03:45 if it's worth getting him back. Uh, he 1:03:48 blocked me. He blocked me. I mean, I 1:03:51 don't know, I don't know if I should do 1:03:53 it 1:03:54 in person again. What do I do? Uh, what 1:03:56 would be your or or next? Yes, of 1:03:58 course, of course. No, yes. Right now, 1:04:01 either you go again or next. Right now, 1:04:03 what you have left is that, either you 1:04:05 go again in person or next. Okay. 1:04:08 That's what you can do. Now what you 1:04:09 have to do is, like, what do I learn 1:04:11 from this? What did I learn from this 1:04:12 so that it doesn't happen to me again? 1:04:14 First, you really have to see why you 1:04:16 got that objection. Again, the same 1:04:18 thing in person and more in person. 1:04:20 Okay. And more in person. Why couldn't 1:04:22 you close it in person? What, what's 1:04:23 really stopping me from taking the 1:04:25 program? Apart from the fact that I 1:04:27 want to talk to the wife, make sure she 1:04:28 understood, which is something he can 1:04:30 pay for, because in the end it's the 1:04:31 same. If you, if I give you now, every 1:04:33 time you buy a bouquet of flowers, a 1:04:35 pink bouquet, whatever, you tell your 1:04:37 wife, you ask her permission to do it. 1:04:39 So, this is the same. This is a gift 1:04:41 that you are going to give to your 1:04:42 family for when you are gone, mainly to 1:04:44 your wife. Do you think he is going to 1:04:46 tell you that not knowing that when you 1:04:47 die you will not be here he is going to 1:04:49 receive $ 150,000? Well, that doesn't 1:04:51 make sense, that the opinion of your 1:04:52 wife or your spouse, literally. And in 1:04:54 person, much easier. Okay. So, Yasmín, 1:04:58 I 1:04:59 mean, that happened today, Friday. I 1:05:01 was going to go in person on Monday. 1:05:03 She is a coordinator, imagine, of a 1:05:06 very well-known hospital, a very 1:05:07 well-known clinic and well, I wanted to 1:05:10 be the one who could give me a little 1:05:12 insight into the situation there, with 1:05:14 her coworkers. The thing is I don't 1:05:16 know if they earn very well, You see? 1:05:18 That's what's wrong. You don't 1:05:19 know if you earn very well. 1:05:21 Exactly. 1:05:22 Exactly. And why didn't you find out 1:05:23 how much you earn and how much you 1:05:25 spend? No, I didn't. That was my 1:05:27 mistake. You 1:05:28 see? So, it's usually never the 1:05:29 client's fault, it's the fault of 1:05:31 someone who didn't do the good work, 1:05:33 the good discovery so that when it 1:05:34 comes to the price part, which is 1:05:36 almost always the problem, you can 1:05:37 avoid it, you see? So, again, the same 1:05:40 thing. If, as you saw today, today's 1:05:42 training was mainly focused on how to 1:05:43 avoid objections and what is the most 1:05:45 important thing, what you have to focus 1:05:47 on the most, which is the presentation, 1:05:49 okay? So that those types of objections 1:05:51 don't come up and if they do, it's very 1:05:53 easy to overcome them, okay? Javi, 1:05:56 something extra, 1:05:58 something extra there that I think can 1:06:00 help you all. I mean, Javier talked to 1:06:03 them about the technical side of 1:06:05 selling, in other words, how important 1:06:07 discovery is, how important it is that 1:06:09 the different phases of selling. One of 1:06:15 the things that at least What has 1:06:17 helped me the most in understanding 1:06:19 sales is who the best salespeople in 1:06:20 the world are. Javi, who are the best 1:06:23 salespeople in the world? Let's see if 1:06:25 you know. 1:06:26 Who are the best salespeople in the 1:06:27 world, 1:06:28 right? Who has a 100%conversion rate? 1:06:31 Oh, those who ask me the best questions 1:06:34 . 1:06:34 Yeah. But what profession is that? Who 1:06:37 are they? What do you mean, 1:06:39 what profession is that? I mean, 1:06:42 lawyers, 1:06:46 presidents. 1:06:47 Okay. Presidents. Okay. Look, those who 1:06:50 have the best conversion rate of all 1:06:51 are doctors. Okay. What percentage of 1:06:58 you go to a doctor's office? The doctor 1:07:00 gives you a prescription so you can go 1:07:02 and get something, and you don't go to 1:07:04 the pharmacy and buy it and take it. 1:07:06 Oh, tough, tough. 1:07:07 The conversion rate is 100%for doctors. 1:07:10 Okay. Unless the doctor is really bad. 1:07:12 Now, 1:07:13 wow. 1:07:13 When you go to the sales process, you 1:07:15 want to think of it like a doctor's 1:07:17 office. If you You go to a doctor's 1:07:20 office and the doctor, right away, as 1:07:21 soon as you sit down to talk, as soon 1:07:23 as you sit down in the consultation 1:07:25 with him, he goes and explains to you 1:07:27 in a flash the treatment that you have 1:07:29 to take and he doesn't evaluate you, he 1:07:31 doesn't do a check-up, he doesn't take 1:07:32 your vital signs, he doesn't ask you 1:07:34 how you feel, he doesn't ask you about 1:07:36 your symptoms, he doesn't ask you 1:07:38 absolutely anything. You're going to 1:07:40 automatically think that this is a 1:07:42 person who is pushing a product on you, 1:07:44 who simply wants to get you into it 1:07:45 because he gets a commission or he 1:07:47 doesn't know what he's doing. It's the 1:07:49 same here. Your first 20, 30 minutes of 1:07:53 the conversation are simply making 1:07:55 discoveries, trying to understand 1:07:57 what's going on in the client's head. 1:08:00 Okay? Then, notice that the doctor 1:08:04 explains in 10 minutes what you have, 1:08:06 that is, what the disease is. And he 1:08:09 explains it to you in a very simple way 1:08:10 so that you can understand it, he 1:08:12 doesn't explain it to you on a medical 1:08:13 level. And then when he gives you the 1:08:17 prescription for what you have to take, 1:08:19 he simply gives you the instructions, 1:08:20 he doesn't explain how the pill is 1:08:22 going to work on your your body and all 1:08:24 that, and this is the equivalent of not 1:08:25 explaining the product too much, 1:08:29 okay? and that it is indexed and that 1:08:32 it is indexed and that it is not an 1:08:34 investment and that the floor, that the 1:08:36 ceiling, and all that, but being very 1:08:37 concise so that the person can make a 1:08:39 decision already advanced. Okay. So, 1:08:43 well, I think that contributes to what 1:08:45 you were saying. Awesome. 1:08:48 Let's move on to Andrés. Javier, 1:08:55 yes, Andrés, can you 1:08:57 hear me? Yes, I can hear you well, 1:08:59 well, well. Uh, he asks you a question, 1:09:02 for example, for clients who like you 1:09:04 to come in person or go to the office 1:09:06 or who, I don't know, have been scammed 1:09:08 , have been frauded and are super 1:09:13 skeptical there, how do you deal with 1:09:15 that objection? That's a 1:09:16 lie. If they really liked asking to go 1:09:18 in person, they wouldn't have requested 1:09:19 the information online. So, what I do 1:09:22 there is, like the same thing again, I 1:09:23 act like the one who doesn't hear that 1:09:25 and tells me," Oh, I understand 1:09:27 perfectly. Uh, my office is here in 1:09:29 Florida. Now, tell me, when you 1:09:30 requested information, information to 1:09:32 be prepared when you come to the office 1:09:33 , are you more focused on what is in 1:09:35 accumulation or on protecting your 1:09:36 family. No, protecting my family. Ah, 1:09:38 okay, perfect. And I join the 1:09:40 conversation as if I hadn't heard 1:09:42 anything. 1:09:42 At what point do you send your license? 1:09:44 At the beginning, the call is the best 1:09:46 thing there is. Okay. 1:09:47 At the beginning, the call. Okay. So, 1:09:50 that's really a lie, Andrés. And 1:09:55 that's how it's handled. Uh, I 1:09:57 understand. I move forward and during 1:10:00 the sales process, I create a great 1:10:01 connection with the client. I take 1:10:03 advantage and create a connection so 1:10:05 that when I get to the point of giving 1:10:06 you all the information about Banco 1:10:08 Social, you don't have any problems. 1:10:09 Okay. Okay. 1:10:10 Okay, thanks to everyone. Guys, 1:10:17 what other questions do we have here? 1:10:20 What obsession have you been told 1:10:22 recently that Javier can answer and 1:10:24 tell you how to handle? 1:10:25 Now, yes. Have a 1:10:26 nice afternoon, Alan. Barbara over here 1:10:29 . I'm part of Fernando Calles 'team. 1:10:31 Javier, this is the second training 1:10:33 session I've heard from you. It's great 1:10:36 . More than any objection that I've 1:10:38 heard, because I think I've heard them 1:10:40 all, I would tell you, or my question 1:10:42 would be more like, what are the seven 1:10:43 most common ones? You know how they 1:10:47 always say that there are seven 1:10:48 objections that we're always going to 1:10:49 hear in routing? What are those seven 1:10:52 for you? 1:10:52 Well, the ones I mentioned there. I 1:10:54 don't have time now. I don't remember. 1:10:56 It happens too. I don't remember. I 1:10:59 remember that one. I don't remember, 1:11:01 but it's handled the same way. I don't 1:11:02 have time now. Okay, I don't remember. 1:11:06 I don't have time. I don't remember now 1:11:08 . I want to think about it. I've spoken 1:11:10 to my wife, social account number six, 1:11:12 and I would tell you another one. I 1:11:15 don't know. Those are also concerns. I 1:11:18 don't know if I should call them 1:11:19 objections. They're like concerns. For 1:11:21 example, the partner, the bank account, 1:11:23 doing it in person, you know? These are 1:11:26 things that aren't real and they are 1:11:28 concerns, objections. What I call an 1:11:30 objection is when they tell you 1:11:31 something that isn't real, like they 1:11:33 want to think about it, talk to their 1:11:34 wife. I mean, those are objections. The 1:11:36 other thing is perhaps concerns because 1:11:38 a client who wants to give you, doesn't 1:11:39 want to give you the social, that's not 1:11:41 an objection, that's a concern that the 1:11:42 client has, you see? In giving it to 1:11:44 you. But those are really the ones that 1:11:46 come up the most. Maybe there's a 1:11:47 client who sometimes tells you, "No, 1:11:49 it's a scam." I don't know, you could 1:11:51 say it's a scam, but imagine, they're 1:11:53 clients that that 1:11:55 happened to me and I didn't know how to 1:11:56 do it. A client did tell me a few days 1:11:58 ago that they had already done a scan 1:12:00 and such and I was like, well, look, 1:12:02 what I can offer you is to review what 1:12:03 you have and see what we can do. 1:12:05 Okay. Same thing again. We got to the 1:12:07 point where he says he wants to open it 1:12:09 in person. If you really believe this 1:12:10 is a scam or you're really one of those 1:12:12 people who are afraid of getting 1:12:14 scammed, then why ask for the 1:12:15 information? First, I want you to 1:12:19 understand that because do you really 1:12:21 think that someone who was recently 1:12:22 scammed is going to keep snooping on 1:12:24 Instagram on social media? Impossible. 1:12:28 That doesn't make sense. That's a lie. 1:12:31 Most of the time it's a lie. Guys, I 1:12:33 see so many people on their phones all 1:12:34 the time, but I've been scammed and 1:12:36 sometimes I say, "." So, it seems 1:12:38 like I'm the only one who hasn't been 1:12:40 scammed. Because I haven't been scammed 1:12:41 . Everyone gets scammed. So, what did I 1:12:43 say? No, it's not like it's a lie. 1:12:45 Everyone gets scammed, except me, 1:12:47 because I've never been scammed, right? 1:12:49 Because it's a lie. It's a lie. Okay. 1:12:51 So, there are clients who tell me, "No, 1:12:54 it's just a scam. It's not that I 1:12:55 scammed them, it's that the products 1:12:57 tell me that they're a scam." I always 1:12:59 tell them, "Hey client, I love talking 1:13:01 to people like you. Even the people who 1:13:03 don't like to talk are people like you 1:13:05 who think this is a scam." Because I've 1:13:07 realized that if they continue, I end 1:13:09 the call and become best friends with 1:13:11 those people. Don't worry about that, I 1:13:13 love talking to people like you. Now, 1:13:15 tell me, you've been looking for life 1:13:16 insurance for how long and I join the 1:13:18 conversation. It's like the same thing 1:13:20 again, I join the conversation and 1:13:22 create the connection during the call, 1:13:28 because I don't have time to connect 1:13:30 with the client in a minute, it's 1:13:31 during the call. Okay, that's it. 1:13:34 Thanks, Javi. 1:13:36 Of course. And there's Armando. Armando 1:13:39 , and we'll wrap up because I do have 1:13:41 an important appointment, guys. 1:13:46 Okay, I wanted to know if the 1:13:47 information they put there for the 1:13:49 social thing, uh, is only for FF people 1:13:51 or if it can be with any car, with any 1:13:53 company. Oh, okay. That platform says 1:13:58 FFO, but that's not from FFO, that's 1:14:01 mine. But I put the FFO logo from 1:14:02 Family F Life on it, but I created that 1:14:04 one, because there are people here who 1:14:06 are on FFO that I'm seeing, but they 1:14:07 don't have it. That's because I created 1:14:09 it. I put the FFO logo, but that 1:14:11 platform, 1:14:12 how much does it cost? 1:14:13 No, that's free, it's free for agents. 1:14:17 Okay, thank you. 1:14:18 Okay, of course. Well, guys, uh, I 1:14:20 don't know if there's anything else you 1:14:22 want to add. I hope you've learned a 1:14:24 lot in this training, but hey, in the 1:14:25 end the goal is to provide value. I 1:14:27 hope this has helped you. Put it into 1:14:29 practice, don't just keep the 1:14:30 information, but put it into practice, 1:14:32 okay? It's no use for them to have it 1:14:33 in their heads and not put it into 1:14:34 practice, because if not, it's useless. 1:14:36 Okay, Alan 1:14:37 S. No, no, I'll stay here with everyone 1:14:39 answering some questions if they 1:14:41 continue to arise. Delighted to have 1:14:43 you here, you're a phenomenon. 1:14:45 Thank you, Alan. Thank you, my brother. 1:14:47 Bye, bye. 1:14:49 Come on, S. Tell me, let's see, Javi 1:14:51 had to leave us, but I think I can also 1:14:53 answer questions about options and 1:14:55 sales. So, does anyone here have other 1:15:01 questions about do I have to talk to my 1:15:03 wife? Do I have a bank account, a 1:15:06 social account? How to generate leads? 1:15:10 How to increase your production? We can 1:15:15 answer any of these questions right now 1:15:16 . On the other hand, okay, I have Cesar 1:15:20 , I have Armando. Armando, I'll pass 1:15:23 you on first. Yes, Armando. Okay, you 1:15:36 lowered your hand. S, Cesar. Tell me. 1:15:42 Yes. Oh, just ask, these trainings are 1:15:47 every Friday or maybe every once in a 1:15:49 while. Honestly, I got a lot of 1:15:53 information. I'm from FFL but I don't 1:15:56 have this training. I'm in an English 1:15:59 group because supposedly my Spanish 1:16:01 isn't very good. They say that I speak 1:16:05 it with an English accent. I'm like, 1:16:10 okay, fine, no problem, but this is 1:16:13 fine. I'll ask more about that. 1:16:19 Yes, look, I really do make every 1:16:21 effort, I mean, I just sent you a 1:16:23 school in the Zoom chat, okay?,which is 1:16:25 our Reds school as such. There you will 1:16:29 get all the training for free. That's 1:16:32 the free academy that we are setting up 1:16:33 for all Hispanic agents. By entering 1:16:38 there, you will be able to have a lot 1:16:39 of things, the scripts, the recorded 1:16:41 trainings and you will also always have 1:16:43 Javi. I will try to connect him here 1:16:48 with us as much as I can, but remember 1:16:50 that in the end he is a person who has 1:16:52 an agency, I mean, he is not always 1:16:54 available. So, here on the calendar you 1:16:58 will have the trainings that we are 1:17:00 planning. For example, here I have 1:17:03 Javier's for today, for next week. If 1:17:06 we bring another guest or Javier or 1:17:08 Santiago who was with us recently, they 1:17:10 will see it on this platform. Okay. So 1:17:14 there they can enter that community. Is 1:17:17 the question clear, Cesar? 1:17:20 Perfect. Very clear. Thank you very 1:17:23 much. 1:17:23 Go ahead. S. Very good. Kira, tell me, 1:17:28 tell me. 1:17:29 Regarding the companies. The companies 1:17:31 have different types of commissions or 1:17:37 is it a flat commission, like for 1:17:39 example Miquira: you are going to earn 1:17:41 hypothetically, they are going to give 1:17:43 you 70, 80, and that is what the ILS 1:17:45 are going to pay. Or what are the 1:17:48 possibilities? Who do you talk to about 1:17:51 the commissions, the experience that 1:17:53 you bring and what you can do? 1:17:56 Look, you have a team alone, I mean, 1:17:58 you have a team or or or I would come 1:18:01 alone. I 1:18:01 am alone. I am alone, but with what I 1:18:04 am seeing here I would love to form a 1:18:06 team. 1:18:08 S. Look, basically when you enter the 1:18:10 chat, Angel will contact you. Angel is 1:18:13 from Javier's team, 1:18:15 okay? 1:18:17 And Angel will give you everything 1:18:19 related to commission percentages. I 1:18:24 mean, I'm not really from Javier's 1:18:25 company, we're just allies and he's the 1:18:27 one who's going to give you all the 1:18:29 information about commissions, which 1:18:30 companies you can open, and all that 1:18:32 kind of stuff. This question isn't so 1:18:38 directly related to today's training, 1:18:40 but I do have it. Hey, when you're 1:18:45 trying to re-engage and recover those 1:18:49 who get lost, right? With the process 1:18:52 of collecting elites, how do you 1:18:53 re-engage them? I just remembered that 1:18:56 question. 1:18:57 Give me a specific example, I mean, 1:18:59 what happened to you? I don't 1:19:02 know, the typical guy never showed up 1:19:04 for the appointment. He disappeared and 1:19:06 weeks later, a month later he 1:19:08 reappeared and I'm interested, I'm not 1:19:10 interested, hey, what interests you? 1:19:14 Okay, first of all, if you haven't made 1:19:20 the introduction to the person, okay? 1:19:25 and they simply scheduled a call for 1:19:27 you to contact them and they don't 1:19:29 connect at the time of the call. What 1:19:34 you have to do is simply keep blasting 1:19:36 their phone, okay? And if they don't 1:19:39 answer one line, do it on another, and 1:19:41 another, and another, and another until 1:19:43 they explicitly tell you they don't 1:19:45 want to hear from you again, or at 1:19:47 least that's what I would do, or they 1:19:49 connect to the meeting. And you should 1:19:53 make at least 24 or 30 attempts on each 1:19:56 side, okay? to continue contacting them 1:19:59 . Now, if it's a person you've already 1:20:03 spoken to, and yes, in sales, most 1:20:05 things are resolved with volume, okay? 1:20:09 In other words, simply by contacting a 1:20:11 lot and being very annoying and 1:20:13 insistent with the client. Now, uh, in 1:20:17 case you did have the presentation and 1:20:19 the client told you something like, I 1:20:21 don't know, I have to talk to my wife 1:20:23 about it and you scheduled a second 1:20:25 presentation and then the client didn't 1:20:27 connect to the second presentation, 1:20:29 then the mistake was probably yours. 1:20:34 Okay. Mind you, it's not that it can't 1:20:36 be fixed, but the mistake was probably 1:20:38 yours. What most people do is schedule 1:20:41 this second presentation; let's say 1:20:43 today is Friday, I schedule it for 1:20:45 Monday, uh, to talk about how the 1:20:47 conversation with his husband went and 1:20:49 I don't write to him today, tomorrow, 1:20:51 Sunday, or Monday, but I write to him 1:20:53 on Monday just an hour before to 1:20:55 confirm the meeting that we had 1:20:57 scheduled. If you do that, the person 1:21:01 won't connect to the second meeting. 1:21:03 Okay? Because that's too many days of 1:21:06 waiting without hearing absolutely 1:21:08 anything from you. What I recommend in 1:21:11 these types of cases is that you hang 1:21:13 up the call and even if you have 1:21:14 arranged to meet again, I will call you 1:21:16 in 5 minutes or I will text you in 5 1:21:18 minutes. The next day I will call you 1:21:21 and I will try to move that meeting 1:21:23 forward as much as possible and 1:21:25 continue to provide you with value and 1:21:27 information during that period of time, 1:21:29 before the meeting to make sure that 1:21:31 you connect, okay? And that when you 1:21:34 connect, you connect much more 1:21:35 enthusiastically. Now, assuming that 1:21:38 you do that and they don't answer you 1:21:40 either, take note of something: there 1:21:42 is a very important metric. While we 1:21:47 are here, I am going to share this with 1:21:49 you for a second and I apologize for 1:21:51 removing the link, the, what is it 1:21:53 called? The QR code, but there is a 1:21:57 metric that is very important to know, 1:21:59 okay? It is this one here, which is 1:22:01 post-call follow-up. Almost nobody does 1:22:04 post-call follow-up, which is that 1:22:06 people do not connect to that second 1:22:08 meeting, okay? And no, if they don't 1:22:14 connect with you, most of the time 1:22:16 people just say, "Oh no, this person is 1:22:18 no longer interested." And they don't 1:22:21 follow up. That's a lie. Okay? Just 1:22:25 because a second meeting fails doesn't 1:22:26 mean the person isn't interested. I 1:22:28 mean, they already had a 45-minute or 1:22:30 hour-long conversation with you. If 1:22:32 they had, they would have never made 1:22:34 the introduction, they would have never 1:22:36 left their details, they would have 1:22:37 never done any of that. So, here's a 1:22:41 playbook that's in the School Academy, 1:22:44 which is all the follow-ups that I 1:22:45 recommend doing after the call, okay? 1:22:50 And the right way to do it, you have to 1:22:54 do a lot first, I mean, most of the 1:22:56 high tickets. I mean, when you sell 1:22:59 products for $ 1,000, $ 2,000, $ 3,000, 1:23:02 $ 4,000, $ 5,000, $ 10,000, the sales 1:23:05 cycle is about a week, two weeks, okay? 1:23:08 If you do a minimum of two, maximum, 1:23:10 minimum of two weeks of follow-up, 1:23:12 you're going to convert a lot more, 1:23:14 okay? 1:23:16 After the appointment. Now, there are 1:23:18 two of these follow-ups, well, until 1:23:20 someone else raises their hand, I'm 1:23:22 going to keep giving you, I'm going to 1:23:24 keep going deeper. 1:23:26 Okay, go 1:23:28 ahead because I'm right now, I mean, 1:23:30 I'm in the middle of closing the call, 1:23:32 which is something that 1:23:36 many thanks to you and the webinars 1:23:37 that we've seen, 1:23:39 and I'm also working on that, I mean, 1:23:41 I'm getting back those people that I 1:23:42 lost at some point. Yes, look, and it's 1:23:51 important for you to know that the s, I 1:23:53 mean, if most people when it's this 1:23:55 type of high-ticket purchase, there's 1:23:57 going to be a very high percentage that 1:23:59 won't close the same call, okay? and 1:24:05 that they'll hang up on you. For 1:24:07 example, as Javier said, if I go all 1:24:08 the way to the end and they hang up on 1:24:10 me, that doesn't mean that I'm not 1:24:12 going to follow up. Okay, that's the 1:24:17 first thing. Now, these types of 1:24:20 products, so that you have an idea, 1:24:22 here I have the specific data, I want 1:24:24 to share it with you so that you can 1:24:25 see the graph as such. Uh, let me look 1:24:30 for it. Uh, follow. Okay. This is what 1:24:36 I wanted to share with you. I thought I 1:24:38 had it published, but no. It's actually 1:24:41 from him, okay? He's the person I've 1:24:43 learned the most from in sales. What's 1:24:45 this? I think you can see the graph 1:24:48 there. This is from the National Sales 1:24:51 Association of the United States. Okay. 1:24:56 Only 2%of sales happen on the first 1:24:58 contact, that is, on the first call you 1:25:00 make to the side, okay? 3%on the second 1:25:06 contact, 5%on the third contact, 10%on 1:25:08 the fourth contact, and 80%of 1:25:10 high-ticket sales happen between the 1:25:12 fifth and twelfth contact with the LED. 1:25:17 Okay. But when we get to the work that 1:25:26 salespeople do, this is that 48%of 1:25:28 salespeople never follow up with their 1:25:30 leads. 25%do an initial follow-up and, 1:25:36 for example, to schedule a second 1:25:38 meeting, the person doesn't connect 1:25:40 with me and since they didn't connect 1:25:42 with me, I don't follow up with them 1:25:44 anymore. Only 12%make three contacts 1:25:49 and only 10%make more than three 1:25:51 contacts. Okay? And that's precisely 1:25:57 why I think there's such a high 1:25:58 correlation between the volume of calls 1:26:04 or the volume of follow-up that you do 1:26:06 with your leads versus the number of 1:26:07 closures that you make. Okay. And since 1:26:13 almost no one does it, there are so 1:26:15 many agents who start in this industry 1:26:16 and are not successful regardless of 1:26:18 the source of leads. Okay? I mean, 1:26:23 that's the reality. And when you go to 1:26:26 the follow-up, if you have any other 1:26:28 questions that you want me to answer, 1:26:30 you can raise your hand. When you go to 1:26:35 the follow-up, I see that there are two 1:26:36 types of follow-up. A transactional 1:26:41 follow-up is when you send a task or 1:26:43 ask the prospect to do something, like, 1:26:45 “You’ve already talked to your wife 1:26:46 , you’ve reviewed the illustration, 1:26:48 you’ve reviewed the numbers, you’ve 1:26:50 thought about it,” or when you ask 1:26:51 him if he’s done something. Okay. 1:26:59 Then there’s another type of 1:27:01 follow-up, which is value-added 1:27:02 follow-ups, which are the ones that 1:27:04 have really worked for me, which is 1:27:05 simply treating the prospect as if 1:27:07 they’ve already bought from me. Okay? 1:27:17 What I mean by that is: don’t tell 1:27:18 them if you talked to your husband, but 1:27:20 show them how you’re going to 1:27:21 maximize their IAOL and send them a 1:27:23 video of you explaining the features of 1:27:25 it, specifically how you’re going to 1:27:27 maximize your IO or how you’re going 1:27:28 to cut certain expenses that are 1:27:30 unnecessary and, by including them in 1:27:32 an IO, you’re going to make a lot 1:27:33 more money from it. Okay. That type of 1:27:41 follow-up, which is a follow-up that 1:27:43 provides value, that solves problems 1:27:44 for free in advance, is what makes the 1:27:46 person feel like, look, you're here 1:27:52 listening to me, right? Or am I talking 1:27:55 to myself? 1:27:56 No, I'm listening to you. Are you 1:27:58 listening to me? S. So, look, if today 1:28:00 is Christmas, okay? And I give you a 1:28:04 gift and you didn't buy me a gift, how 1:28:06 do you feel? Yes, 1:28:11 you feel bad, right? Okay. That feeling 1:28:15 , that feeling is something that 1:28:17 everyone has, okay? Unless you're a 1:28:22 crazy psychopath and don't have those 1:28:24 emotions, but that feeling is something 1:28:26 that everyone has, which is a need to 1:28:31 reciprocate the value that someone is 1:28:33 giving us. If you give value to the 1:28:37 lead, you solve problems for them in 1:28:38 advance. For example, one that I love 1:28:42 is, hey, you told me that you're in 1:28:43 Tobile. If you switch to Mind Mobile, 1:28:47 you're going to save $ 5 on your phone 1:28:49 rental. Just so you know, with that $ 5 1:28:54 , if we put it in an i, you're going to 1:28:56 accumulate so much for your extra 1:28:57 retirement. So that type of follow-up, 1:29:01 which is something no salesperson does, 1:29:03 because it obviously requires much more 1:29:05 effort, is what really makes sales 1:29:06 close in the follow-up. Is the concept 1:29:10 clear? I mean, it's a matter of volume 1:29:12 and a lot of quality. It's a 1:29:14 matter of a lot of volume of follow-up 1:29:16 and a lot of quality of what you're 1:29:18 informing the prospect. I mean, you 1:29:20 can't just send them a little message 1:29:22 on WhatsApp saying, "Hello, could you 1:29:24 think about it? Hello, I'm trying to 1:29:26 reach you, but you're not answering." 1:29:28 Hello. I mean, that doesn't work. 1:29:30 Simply giving them a lot of value until 1:29:32 they buy from you. Okay, 1:29:36 thank you. 1:29:37 Okay, okay, okay. Claudio Montilla. Yes 1:29:40 , Claudio, tell me. 1:29:42 Good morning, brother. Thanks for the 1:29:44 class. You really bring a lot of value 1:29:45 to the community and I really 1:29:47 appreciate it. I wanted to ask a 1:29:49 question. 1:29:51 Which dialer are you guys using to have 1:29:53 better answerability? Which dialer? 1:29:58 Tell me how you're calling 1:29:59 on W. 1:30:03 Uh, but you're calling from their 1:30:04 multidialer. 1:30:05 Yes, that's right. 1:30:07 Okay. To translate into Spanish what 1:30:09 you're saying for everyone else. Okay. 1:30:11 Okay. 1:30:13 Uh, Wave or WAF, whatever you want to 1:30:16 call it, is a platform that integrates 1:30:18 directly with Go High Level and serves 1:30:20 as an allower, but it's inside Go High 1:30:22 Level. And it also helps you clean up 1:30:26 the reputation of your lines. When you 1:30:31 work with them, you can either clean up 1:30:33 the reputation of your lines and call 1:30:34 from the normal CRM without using their 1:30:36 multidialer or use their multidialer 1:30:38 user that allows you to call all the 1:30:40 leads in a row or three leads at the 1:30:41 same time, they have several versions. 1:30:47 So, basically Claudio's question to me 1:30:49 is, how do I maximize the answerability 1:30:51 of the leads with this multidialer? 1:30:54 Look, honestly, for me, in my 1:30:57 experience, multi-calling doesn't work 1:31:02 very well. Okay. Okay. It's 1:31:04 not that it doesn't work very well, 1:31:06 sorry, that's not the answer. The 1:31:08 answer is that the answerability is 1:31:10 lower than calling one-on-one. Okay. 1:31:13 Okay. That's 1:31:15 my experience with that and what's 1:31:16 happened to us with the setter team. 1:31:18 Now, how do we maximize answerability? 1:31:21 We started doing something new that I 1:31:23 did. Well, here's John Iris with us, 1:31:26 who's the manager of my setters. I'm 1:31:29 going to show you what we do internally 1:31:31 because we have like 130 phone lines 1:31:33 and we have to be monitoring all the 1:31:35 time which lines are spam, which lines 1:31:37 are burned, which lines have a good 1:31:38 reputation, which lines should be used 1:31:40 today. Look, first you have to have an 1:31:45 inventory of all your lines. I don't 1:31:47 know how many lines you have, 1:31:49 but here I have 1:31:51 S. You have to have an inventory of all 1:31:53 your lines, know what status each one 1:31:55 is in, okay? Where do you have it? Okay 1:31:58 , in your case, you're going to have it 1:32:00 in a single client, and on the other 1:32:02 hand, what we do, oh, I'll click on 1:32:03 something else here. Okay, what we do 1:32:07 is that each set registers calls, 1:32:09 blocks, calls by lines, by hours, okay? 1:32:13 Daily, and it registers the number of 1:32:15 dialings, pickups, bookings. So, look, 1:32:21 if I go here to the lines section, I 1:32:23 can see that this line appears very 1:32:25 healthy, okay? And it's the line that I 1:32:31 know, or if I'm the setter, that I have 1:32:32 to start using. On the other hand, this 1:32:35 one over here, that I don't want to use 1:32:37 , for example, let's look for an 1:32:39 example here. Let's see, let's see. 1:32:44 Okay. For example, here I have lines 1:32:47 that tell me that they made 23, 26 1:32:51 dialings to three elites, and no one 1:32:54 answered. It's a line that I'm going to 1:32:58 send to be cleaned. Okay. So, basically 1:33:02 , Waví will help you clean the lines, 1:33:04 but you have to keep an internal record 1:33:06 of how each line is doing every day, 1:33:08 okay? I don't know if that answers your 1:33:12 question. 1:33:13 Yes, well, I understand now. I mean, 1:33:15 basically having control and knowing 1:33:17 which line we are talking to, well, 1:33:19 it's manual work, it's not automatic. 1:33:22 I do it manually because I've seen that 1:33:24 the automatic one fails a lot, I mean, 1:33:26 I haven't found a platform, you know 1:33:28 that Waví gives you something called 1:33:30 the numbers, 1:33:32 okay? Which is like a life bar that the 1:33:35 line has. 1:33:37 The problem with that is that they 1:33:38 measure the connection rate there, okay 1:33:40 ? And the connection rate is not the 1:33:43 number of people who answer you, but 1:33:45 rather the number of times the phone 1:33:47 starts ringing, 1:33:49 okay? And the phone may ring, but the 1:33:53 line is marked as spam and if it is 1:33:54 marked as spam, they don't answer you. 1:33:59 That's right. 1:34:00 So, that's why I don't rely on the 1:34:02 number that Wav gives me, but instead I 1:34:04 call it manual. Okay. Tell me, is 1:34:10 there another platform or something 1:34:12 that can make this job easier than 1:34:13 checking the numbers? 1:34:19 I, Alan, haven't found one. Okay. And 1:34:25 if there are ways to be 100%certain, a 1:34:28 little more certain than operating 1:34:30 blindly, but I haven't found a more 1:34:32 exact way than doing it manually yet. 1:34:36 Okay. Okay. 1:34:40 On the other hand, it's a little extra 1:34:42 work, but it's much more expensive to 1:34:48 make a block of calls, spend 3 hours, 4 1:34:50 hours, 5 hours calling and realize in 1:34:52 the end that you called a line that 1:34:54 wasn't right that day. In other words, 1:35:00 it's better to do a little more work, 1:35:01 which will cost you half an hour more 1:35:03 work, but it will make your block calls 1:35:05 much more effective. Okay? This can 1:35:08 double your answerability if you call 1:35:10 from the correct line every day. Okay. 1:35:14 Yes, it's basically quickly discarding 1:35:16 lines that aren't working. 1:35:21 Yes, I wouldn't say discarding, but 1:35:23 there's something that you have to send 1:35:25 to, I mean, what we do is, for example, 1:35:27 I'll go back to this quickly because I 1:35:29 know many of you make calls and all 1:35:31 that. What we do is, for example, this 1:35:37 line that X appeared to us in spam 1:35:44 these days. Okay. Oh, well, look, they 1:35:49 made eight calls, no one answered and 1:35:51 surely before this it was already 1:35:53 coming in bad. It's a line that we take 1:35:58 , we send it to another subaccount so 1:36:00 that the setters don't use it and we 1:36:02 leave it there resting for 7 days until 1:36:03 it shows us that in 7 days that line 1:36:05 has had no activity. Okay? After 7 days 1:36:12 , if you're protecting them with WA, uh 1:36:14 , the line is cleaned again and has 1:36:16 answerability again. I mean, it's like 1:36:19 you have to send it to the bank like a 1:36:21 soccer player. Okay? That is, you have 1:36:24 to have some lines in the bank, play 1:36:26 with some headlines that day and then 1:36:28 if you get tired of those headlines you 1:36:29 make the change. Okay, 1:36:31 I understand. And how do I know if it's 1:36:34 in spam or not to do it quickly? You'll 1:36:36 know by the call volume if you start 1:36:38 recording them. In fact, you're not 1:36:41 even interested in knowing if it's in 1:36:42 spam or not, but rather what the 1:36:44 answerability percentage of the line is 1:36:46 . Okay. There are many times when the 1:36:49 line doesn't show up, as remember that 1:36:51 there are three major phone companies 1:36:53 in the United States. Okay. 1:36:56 Look, I'm going to continue to go into 1:36:58 more depth with you until someone else 1:36:59 raises their hand, because this topic 1:37:01 isn't talked about much, but it's 1:37:03 extremely important, which is 1:37:04 answerability. There are three major 1:37:07 phone companies in the United States. 1:37:09 One is Verizon, AT&T and T-Mobile. All 1:37:14 the other small ones are affiliated 1:37:16 with these three big ones in some way 1:37:18 and work with the, I mean, with the 1:37:19 internal operational part of these big 1:37:21 ones. So, if you have, I don't know, 1:37:27 what kind of personal phone do you have 1:37:28 , 1:37:30 I have AT&T. 1:37:31 AT&T. If you grab your CRM and call 1:37:36 your personal phone, you'll notice if, 1:37:38 I mean, what happens if you notice if 1:37:40 your voicemail is redirected, if it 1:37:41 says scam likely, if something like 1:37:43 that appears or if the call comes 1:37:45 through normally? The problem is that 1:37:49 when you check it with your personal 1:37:51 phone, you're only going to check a 1:37:56 third of the numbers you're going to 1:37:57 call; in other words, you're missing 1:37:59 ATNT or Tobile. Okay. So, maybe one way 1:38:07 to do it thinking about it here, if you 1:38:10 want to make it easier, which could 1:38:12 work, although I don't know if...I'm 1:38:14 not 100%sure if it works, is to open a 1:38:16 line with each of the phone companies; 1:38:18 in other words, turn off a T-Mobile 1:38:20 line, a Verizon line, and an ATNT line. 1:38:26 And every day, every day, you call all 1:38:28 the numbers on those three lines. 1:38:33 Before you start calling, and you 1:38:35 realize which phone company, uh, if any 1:38:37 of the lines are blocked, that could be 1:38:39 another interesting way to do it. 1:38:43 Okay, but in principle, Wave is a good 1:38:46 platform. I was thinking, I was looking 1:38:48 at other options, Alower and other 1:38:49 things, but I find it uncomfortable to 1:38:51 call from other CRMs, I mean, to call 1:38:52 from another system. 1:38:54 Honestly, Wave is so good. Okay. Uh, 1:38:59 our experience with Wave is that Wif is 1:39:01 as good a product as their, uh, or the 1:39:03 experience we have as an agency, is 1:39:05 that their customer service is crap, 1:39:07 it's a disaster. And it's such a good 1:39:13 product that we didn't cancel it even 1:39:15 though they didn't respond to us, even 1:39:16 though they told us they were going to 1:39:18 fix something and they didn't; I mean, 1:39:20 despite all that, we still didn't 1:39:22 cancel it because of how good a product 1:39:23 it is. Okay. Uh, I personally prefer it 1:39:32 much more than Alowe, Kiti, or Zoom's 1:39:34 phones. I mean, I've tried absolutely 1:39:40 everything and I don't like anything as 1:39:42 much as Waf. Okay. 1:39:44 Just one by one, not three at a time. 1:39:51 I prefer one-on-one, but that's because 1:39:53 I, Alan, don't make the calls these 1:39:55 days. 1:39:58 My team of setters do. And so that my 1:40:02 setters have more response times, 1:40:04 one-on-one works better for them. If 1:40:09 it's just you and you have a lot of 1:40:11 leads, you probably want to use 1:40:12 multidialer or something like that. 1:40:16 Yeah, no, what I do is I have a lot of 1:40:18 old leads that I sometimes retrieve 1:40:20 from, say, January, February, or 1:40:22 whatever. I call them back and they 1:40:24 answer, and sometimes I close them 1:40:26 after a few months of them never 1:40:28 answering. No, we do that daily. I mean 1:40:33 , there's an established process for 1:40:35 doing that daily, which is database 1:40:37 reactivation and we call them one by 1:40:39 one. But I'll repeat, it's because it's 1:40:43 a team of setters that only does that. 1:40:46 I mean, if you have to make sales calls 1:40:48 , yeah. Exactly, that's their job. Uh, 1:40:53 in your case it might be more 1:40:55 convenient for you to use more massive 1:40:57 tools like this, the multidialer. 1:41:01 Another good thing is SMS, what's it 1:41:06 called? I forgot the name. Uh, SMS 1:41:09 chains. That has a name. Well, X SMS 1:41:14 chains that send a lot of messages. 1:41:17 Automated messages, 1:41:19 right? Or uh, WhatsApp. WhatsApp's 1:41:22 response rate is huge. Email, although 1:41:26 many don't believe it, is one of my 1:41:28 favorite channels, okay? It's one of 1:41:32 the channels that generates the most 1:41:34 money for me, the newsletter for old 1:41:36 leads who have been around for a long 1:41:38 time. Uh, but yeah, basically that, I 1:41:43 mean, it's 1:41:44 great. Thank you very much, guys, you 1:41:46 don't know all the information you just 1:41:49 gave me because I've been giving you 1:41:50 these RMs and calling and everything 1:41:52 for a long time and that's gold what 1:41:54 you just said, I mean, after trying 1:41:56 many tools, that's gold what Alan is 1:41:58 saying 1:41:59 and money is a lot of money saved. 1:42:03 Yeah, no, I don't know if it's the best 1:42:05 , but it's what I do and it's what 1:42:06 works for me and it's what I recommend 1:42:08 after having lost a lot of money trying 1:42:10 a bunch of things. I mean, nothing 1:42:14 works as well for me as the process 1:42:15 we're doing right now. Yasmín, tell me 1:42:18 . 1:42:19 Thank you very much for your kind 1:42:21 explanation, it's really super useful. 1:42:23 Look, I asked you a question here. Does 1:42:26 a newsletter generate a lot of money 1:42:28 for you? I mean, it's the coolest thing 1:42:31 for those old contacts. You do it with 1:42:35 CRMX, but how do you schedule them 1:42:37 there? Do you send them a message? How 1:42:41 do that contact buy from you? 1:42:44 Okay, you send them a newsletter, you 1:42:46 send them something, but...Yeah. How do 1:42:50 you convert there? 1:42:53 Look, it all depends a lot on the first 1:42:57 question I'm going to ask you. It's a 1:43:00 bit uncomfortable, but it's going to 1:43:01 help me give you the best guidance. How 1:43:04 much production are you doing right now 1:43:05 per month? 1:43:08 None. 1:43:09 Okay, then forget about the newsletter. 1:43:12 Okay. Newsletter and channels to 1:43:15 reactivate old databases. Well, I do it 1:43:19 because we have, I mean, in my agency I 1:43:21 have 20,000 leads, okay? And it's 1:43:25 impossible to contact them all by phone 1:43:26 calls. So, the newsletter is a channel 1:43:30 that works really well for me to 1:43:31 convert massively. The way I use it is 1:43:35 by providing a lot of value in the 1:43:36 newsletter. For example, I'll send you 1:43:41 a newsletter with the five steps to 1:43:42 eliminate the social security number 1:43:44 option and at the end I'll leave you a 1:43:46 link so that if you want to schedule a 1:43:47 meeting with my team and see how we 1:43:49 work on schedules. But you do that when 1:43:55 you already have a very high volume of 1:43:56 people. Okay. I mean, my recommendation 1:44:01 at the beginning, if you're a team of 1:44:03 just you, it wouldn't be, I mean, if I 1:44:08 put myself in a position where I go 1:44:10 back to being, which was how we started 1:44:12 growing, nothing beats picking up the 1:44:17 phone and calling. Okay. When the old 1:44:20 guy answers you, you say, "Hey, I know 1:44:22 you said no last time, I just wanted to 1:44:24 confirm that you're still looking for 1:44:26 ways to accumulate more money for 1:44:28 retirement, to put your money to work. 1:44:30 I wanted to confirm that your decision 1:44:32 is still the same." And a lot of people 1:44:34 are going to tell you that yes, it's 1:44:35 the same decision, but there's going to 1:44:37 be someone who's going to tell you that 1:44:39 they changed their mind. Okay, that's 1:44:41 what I would do with old leads. I don't 1:44:44 know if I'm answering your question, 1:44:50 okay? Okay, if I do answer it, because 1:44:52 of course, the point is, the point is 1:44:57 to hear the voice, for example, someone 1:45:01 speaking to you from the other line and 1:45:05 you have that format that you showed us 1:45:07 just now, it would be great to 1:45:09 counteract the obsessions that you have 1:45:13 and close it. But that's the point. You 1:45:19 have to make multiple contacts because 1:45:21 conversion doesn't happen at the 1:45:23 beginning, it happens like...Well, it 1:45:24 depends on the trust you have with the 1:45:26 contact and it depends on their 1:45:28 economic capacity or their culture, and 1:45:30 infinity and infinity. And I'm going to 1:45:34 give you a clear example, clear, clear, 1:45:37 clear. I mean, it doesn't get any 1:45:38 clearer than this. Okay. Let's see 1:45:42 something here for everyone and with 1:45:44 this we'll close. Look, we have a lead 1:45:47 here. Today he's our second largest 1:45:51 client at Reds. Okay. His name is 1:46:02 Andrés Acaio. Okay. Okay. Look, I want 1:46:10 you to see the date Andrés entered his 1:46:12 information with us for the first time. 1:46:17 January 4th. Okay. Andrés started 1:46:21 working with us about three weeks ago. 1:46:26 In other words, all this time Andrés 1:46:28 has been receiving free training, he's 1:46:30 been receiving calls, he's been 1:46:32 receiving follow-up from the 1:46:33 salesperson, he's been receiving 1:46:35 follow-up from me via newsletter. I 1:46:39 mean, it took us 7 months, I think so, 1:46:42 January, 7, 8 months to convert one of 1:46:44 the biggest clients we have right now 1:46:46 at the agency, okay? Simply because of 1:46:51 the volume of follow-up. I mean, I 1:46:54 think that's what it takes, and the 1:46:55 bigger the deal, okay? The bigger the 1:46:59 policy, the more money the person 1:47:00 you're talking to has, the longer the 1:47:02 sales process takes and the more 1:47:04 follow-up you have to do. Okay? And 1:47:09 look, at first, I don't think we closed 1:47:11 Andrés because he didn't meet our 1:47:13 qualification parameters, and it turns 1:47:15 out that Andrés now has an agency that 1:47:18 makes $ 00,000 a month. That's what 1:47:22 happened in 8 months. Okay. Because of 1:47:25 receiving all that content, all this 1:47:27 follow-up during all this time, he came 1:47:29 back and said, "Okay, now I'm ready to 1:47:31 work with you." Yes, that's clear, 1:47:34 Yasmín. I mean, the follow-up is 1:47:36 endless. 1:47:37 Yes, yes, the follow-up is endless. 1:47:40 Exactly. And that's how you manage it. 1:47:42 Sure, Andrés, Andrés is working with 1:47:45 an agency. The issue, the cultural 1:47:47 issue of, well, this is insurance, life 1:47:49 insurance. How do you handle it? Well, 1:47:51 I don't know if I had been called, I 1:47:53 disappeared a little bit from the call, 1:47:55 but, uh, the issue of follow-up is 1:47:57 always going to be key, right? Uh, on 1:48:00 the phone. Uh, you handle it as capital 1:48:03 , capital to achieve, income to achieve 1:48:06 , uh, changing the discourse a little 1:48:08 bit, for sure. I don't know, I don't 1:48:11 know if this is already 1:48:12 noticeable, right? Because, uh, first 1:48:14 of all, it's illegal, I mean, if they 1:48:16 ask you if it's life insurance, you 1:48:18 have to say yes it is. Okay, okay, okay 1:48:21 . 1:48:22 Now, the fact that it's life insurance 1:48:25 is bad, I ask you. 1:48:27 No, it's very valuable. 1:48:29 Okay. Why is it very valuable? Well, 1:48:32 and it allows you to have availability 1:48:34 if you live a long time and 1:48:36 availability if you live a short time 1:48:38 for your family, right? 1:48:40 Yeah, but most people who buy an IWall 1:48:43 don't buy it for the protection, they 1:48:46 buy it for the accumulation of money. 1:48:48 So 1:48:49 exactly 1:48:50 how does the fact that it's life 1:48:52 insurance, and it's not a fork or 1:48:54 investing in the stock market or 1:48:55 whatever, make it valuable or different 1:49:01 from all the others and how does it 1:49:03 make it better relative to all the 1:49:04 others? Why is it good that it's life 1:49:09 insurance for accumulating money? Who 1:49:13 knows the answer? You know when they 1:49:16 ask you, "Yeah, but this is life 1:49:17 insurance." Because at some point you 1:49:20 ask if it's insurance, I mean, you say 1:49:22 it's life insurance because you're 1:49:23 going to say that it has the coverage, 1:49:25 that it has the living benefits, I mean 1:49:27 , the person is going to know that it's 1:49:29 life insurance. When the person says to 1:49:32 you, "Yeah, but this is life insurance. 1:49:34 " First of all, the fact that you're 1:49:36 asking this, when agents are asked this 1:49:38 , they feel like they're doing 1:49:40 something wrong, I mean, they feel like 1:49:42 , I don't know if you've been asked 1:49:43 this before, but most people feel like, 1:49:45 oh, I got caught. 1:49:47 Yeah, 1:49:47 like, oh, no, okay, you don't want that 1:49:50 feeling. Instead, the fact that it's 1:49:52 life insurance is a good thing, and 1:49:54 you're going to explain why. You're 1:49:58 going to say, "Yes, it is indeed life 1:50:00 insurance, and that's the best part, 1:50:02 because the fact that it's life 1:50:04 insurance means, unlike any other 1:50:05 capital growth instrument, that you're 1:50:07 not going to have to pay taxes, and 1:50:09 that's why you want to grow your money 1:50:11 in life insurance." Okay, perfect. 1:50:18 If you see how I transform the negative 1:50:20 into something super positive, I mean, 1:50:22 the fact that it's life insurance at 1:50:24 the end of the day is really a good 1:50:25 thing. 1:50:27 Well, in fact, I was telling you that I 1:50:29 haven't closed in the last month 1:50:30 because I'm waiting for a client who's 1:50:32 been a storm. Okay, Oscar must be on 1:50:36 the call, among all these people, 1:50:38 because one of the objections was that 1:50:40 he shouldn't fill out the W8 because 1:50:42 he's outside the United States, because 1:50:44 he has a company in the United States 1:50:46 and he wants to pay taxes. And that was 1:50:51 precisely one of the objections from 1:50:54 this group that I mentioned, from the 1:50:56 coordinator who blocked me, etc. And 1:50:58 well, that's the magic of this, that 1:51:00 you don't pay taxes. Because it's a 1:51:06 fundamental requirement to be hired, to 1:51:08 fill out the tax forms, for tax free. 1:51:14 Yes, I mean, there are going to be 1:51:16 people who don't buy too. Okay, that's 1:51:18 part of the job. What's the most 1:51:20 important recommendation of all? Look, 1:51:26 if you're not selling or if you didn't 1:51:28 sell last month, it's a result of not 1:51:30 building a pipeline consistently, okay? 1:51:36 You never want your month or your sales 1:51:38 to depend on one or two closings. You 1:51:44 want to be creating opportunities and 1:51:46 calling like crazy every day to create 1:51:48 opportunities in your pipeline, which 1:51:50 is the CRM, because this way, uh, this 1:51:52 type of thing, I mean, if you lose a 1:51:54 sale, you won't care as much because 1:51:56 you have 20 more and it will allow you 1:51:58 to operate with more peace of mind. On 1:52:04 the other hand, when you only depend on 1:52:06 one client, on two clients, my 1:52:07 experience is that for some reason the 1:52:09 energies and the universe align so that 1:52:11 you lose that. On the other hand, when 1:52:17 you have a lot of people who are 1:52:18 interested and who are in the buying 1:52:20 process, many say yes, also because 1:52:22 your attitude is much more relaxed, you 1:52:24 are better, you care less about, uh, 1:52:26 messing up, you do things better, okay? 1:52:33 The activity is, I mean, sales are 1:52:35 ultimately a consequence of calling 100 1:52:38 , 200 people every day, okay? I mean, 1:52:44 if you're not doing that, you're always 1:52:46 going to be dependent on one or two 1:52:47 closures, and that's not the life you 1:52:49 want to have because it's going to be 1:52:51 very frustrating. Okay. 1:52:56 Okay. 1:52:59 S, uh. I'll go with the last one, which 1:53:05 was the one Manuel answered me, the one 1:53:06 I was asked by, if there's something 1:53:08 when you call right now that people 1:53:10 tell you, I mean, that they answer you 1:53:12 like a virtual assistant of the person, 1:53:14 usually Google, okay? And when that 1:53:21 happens to you and you ask yourself, " 1:53:23 Aha, tell me who you're calling from." 1:53:25 I don't know if that's happened to you. 1:53:28 There you simply say Alan from RS and 1:53:30 that's it. And the person transfers you 1:53:33 and the agent transfers you to the call 1:53:35 with the person. Okay? I mean, it's 1:53:40 simple and that's the only thing that's 1:53:42 done and it doesn't have much impact 1:53:43 either. Look, Ángel from Javier's team 1:53:50 is telling me, excuse me, if you're in 1:53:52 the group, please answer him, that 1:53:54 there are already several people who 1:53:56 have joined the team and that he's not 1:53:58 going to do it until tonight. Okay, 1:54:04 great. So, I don't know if anyone has 1:54:07 any other questions, but it's almost 1:54:08 time for me to answer them. I'm going 1:54:14 to do the same as in the last Zoom, I'm 1:54:16 going to count to 10. If there are no 1:54:18 questions in 10 seconds, that means 1:54:19 we're done. 10, 9, 8, 7, 6, 5, 4, 3, 1:54:29 two. Last question. What motivates you? 1:54:37 How does it move me? Emanuel, I'm 1:54:40 curious. I'm going to take the 1:54:41 microphone from you. Tell me. Yeah. 1:54:48 Take the microphone off. Put the 1:54:49 microphone on. Ask me the question. I 1:54:53 was just asking you what motivates you 1:54:55 day to day, what do you love about this 1:54:57 industry? 1:55:00 Well, I think it's the same as everyone 1:55:02 else, money, right? And what money can 1:55:06 buy, because at the end of the day, I 1:55:08 mean, being 100%honest with myself, who 1:55:10 here wanted to be an insurance agent 1:55:12 when you were a kid? No, no, no. Did 1:55:18 you want to be an insurance agent when 1:55:20 you were a kid? 1:55:21 No, 1:55:22 no. Okay. And if there's a kid who 1:55:24 wants to be an insurance agent when 1:55:25 they grow up, it's weird. Okay. They're 1:55:28 a really weird kid. Everyone gets into 1:55:31 this industry simply for the money, and 1:55:33 most people here are Latino. And the 1:55:38 thing is, it sounds harsh when I say it 1:55:40 this way, but most people here are 1:55:42 Latino, and in Latino countries, life 1:55:44 insurance isn't, they don't have much, 1:55:46 I mean, no, culturally you don't see it 1:55:48 as much as in the United States. And we 1:55:54 simply got into this industry because 1:55:56 it's a spectacular industry that pays a 1:55:58 lot, with a lot, I mean, in relation to 1:56:00 the investment that's made, and it 1:56:02 allows you to grow extremely quickly. 1:56:05 Okay. Then if you want to put something 1:56:08 secondary, something that motivates me 1:56:10 is doing dynamics like this. For 1:56:13 example, in this dynamic today, a lot 1:56:15 of people connected who aren't my 1:56:16 clients, they have nothing to do with 1:56:18 me, and they're in my academy and they 1:56:20 don't pay me absolutely anything. What 1:56:24 motivates me is when I receive 1:56:25 testimonies from people I don't know 1:56:27 and I've never spoken to and they tell 1:56:29 me, "Wow, thanks to the video I watched 1:56:31 about options, I was able to close a 1:56:33 client who got a $ 6,000 policy." I 1:56:37 mean, that kind of thing motivates me, 1:56:39 I mean, feeling that what I'm doing is 1:56:41 useful to someone. Okay. So, basically, 1:56:46 those are the two things, money and 1:56:48 helping others, which at the end of the 1:56:50 day are the same thing. I mean, you 1:56:52 can't make money unless you steal it. 1:56:55 Uh, not you, I'll give you your angel 1:57:01 number, Marilia. Uh, you can't make 1:57:05 money unless you steal it, if you're 1:57:07 not adding value to the market. Okay? 1:57:10 So, basically, the amount of money that 1:57:12 you have or that you earn is basically 1:57:20 the reciprocity of the market for the 1:57:22 value that you gave them. I don't know 1:57:24 if I explain myself with that. So, in 1:57:26 the end, it is money, but you get it by 1:57:28 giving value. Okay. 1:57:31 Thank you. Marilia, I gave your number 1:57:34 to Angel, I already sent it to him. He 1:57:36 should be contacting you soon then. 1:57:37 Okay, that's it. I don't know if there 1:57:39 are any other questions. I think we're 1:57:42 done for today. Hey, those who joined 1:57:46 Javier's group, remember to reply to 1:57:48 Angel so he can give you complete 1:57:50 advice and that's it. I hope you've 1:57:54 gotten a lot of value from this 1:57:56 training, as always. I hope to have 1:57:59 Javier back here with us soon to give 1:58:00 another class. Well, guys, bye.