The JvE Show: Recent Episodes
Justin vom Eigen
Covering everything and anything to do with life insurance agents, prospective clients, and existing clients. Listen in to step up your business game, knowledge on insurance, and overall personal development.
PLEASE LIKE AND SUBSCRIBE IF THIS VIDEO HELPED YOU!! This video will go over how to present a Final Expense Life Insurance Policy to your clients. We covered in a previous video how to Fact Find properly and build the need. Now in this video, we cover how to present the product's features and benefits so that it solves their need. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
PLEASE CLICK LIKE AND SUBSCRIBE IF THIS VIDEO PROVIDED VALUE. This video will cover how to qualify a final expense life insurance prospect on the telephone-based on the client's emotions. Sometimes it is ok to hang up the phone and call the client back another day if they are angry, grouchy, and upset! We only have so much time in the day, so make sure you're spending the time with people who are open to a conversation. This video will cover how to read the client's emotions and apply the data you observe to make the decision on whether or not you continue with a presentation. Remember, you can always try them another time! "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
Please like this video if you found value in it! I cover a few things I like to do to stay positive during the day! "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
If you run a sales team, make sure to hold daily sales training at the same time every morning. Pick a topic, watch a video or discuss it, then train on it! Keep it simple! 0:00 Introduction 0:45 Get Them Ready / Set The Schedule 1:07 Sales Meeting Training Structure 1:36 How To Find A Training Topic 1:55 Split Into Groups 2:09 Client Success Stories 2:36 Remote Training In Zoom 3:08 Keep it Short 3:40 Reference to Related Content (Cardone Sales Meeting) 4:00 Patrick Bet David Related Content (See below) 4:19 Consistency -RELATED CONTENT- đValuetainment (Patrick Bet-David) "How To Build A Great Sales Team" https://www.youtube.com/watch?v=15rggcgdV_I&t=18sđValuetainment (Patrick Bet-David) "7 Mistakes Sales Managers Make" https://www.youtube.com/watch?v=EDhK_tcSvYI&t=258sđGrant Cardone "How To Run A Sales Meeting" https://www.youtube.com/watch?v=xWDc5hIggs8&t=26sđGrant Cardone Daily Sales Meeting https://www.youtube.com/watch?v=UF4vdjsSYwI WATCH MY DOG IN A FUNNY VIDEO đhttps://www.youtube.com/watch?v=sSCz-3aOFao&list=UUSHSXQJZHyqzqfFh1X9VxXezg&index=37 -LINKS- đ° If you want to apply to be a member of my sales team, click this link: http://unbouncepages.com/WORKWITHJVE/ Where to follow Justin vom Eigen (JvE): Facebook: https://www.facebook.com/profile.php?id=100004252875183Instagram: https://www.instagram.com/j_vomeigen/?hl=enApple Podcast: https://podcasts.apple.com/us/podcast/the-jve-show/id1588572789Anchor Podcast: https://anchor.fm/justin-vom-eigen
PLEASE LIKE THIS VIDEO AND SUBSCRIBE IF THIS PROVIDED VALUEThis video is from one of our live training sessions that we hold every morning here at Senior Life Services, and in this training I discuss using tonality to make life insurance sales over the phone. Since you are not face-to-face with the client, body language really doesn't matter. About 10% of what you say are the words you're saying, and the other 90% is the manner in which you say those words. If everyone starts out using the same script and words, but some people excel more than others, the biggest contributing factor I have found is the way in which they say the words. Watch this video to understand how to utilize tonality in your presentation to get what you want. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
Please like and subscribe if this brought value to you* In this video I cover a simple muscle-building diet plan for beginners. Below is a simple template to follow to gain lean muscle mass, assuming you are following a good workout routine. For guys trying to gain muscle, writing a diet plan is simple. This is pretty straightforward unless youâre very overweight. If thatâs the case Iâd exercise and maintain a caloric deficit. But hereâs the basic diet plan if you want to build muscle. 1. Weigh yourself 2. Multiply body weight x (1- Body Fat % as a decimal) to get your Lean Body Mass (LBM). For exam, if you are 200 lbs and 15% body fat, the math goes as follows: LBM = 200 x (1-.15) = 200 x .85 = 170 3. Multiple Lean Body Mass (LBM) x 1.5. Thatâs how many grams protein you should eat per day. ( LBM X 1.5 = G protein per day). With above example: 170 x 1.5 = 255g protein per day 4. Divide G protein per day by 5, if you're eating 5 meals per day. Thatâs how many G protein you need per meal. With above example: 255 / 5 = 51 4. Each meal should contain 51-55g of protein. Find that using the app MyFitnessPal to determine how many grams of protein is in the protein source you're eating. 5. Eat your protein. 6. Eat carbs until youâre full. Healthy carbs like rice, sweet potatoes, potatoes, pasta, etc. 6. Add healthy fats (1 avocado, 2 tbsp olive oil, 2 tbsp almond or peanut butter) to 3 of those meals. Weigh yourself every day. If youâre not gaining weight, add a 40g protein shake and 2 tbsp almond butter or olive oil to 2 meals. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
In this video I go over why the words we use arenât as important as how we say them. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
"Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
"Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
Keep evolving the systems in your sales and business through positive feedback loops. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
What are you being serious about that would be handled better if you werenât âseriousâ? "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
This video will cover why SLS Agents make more money at 50% compensation than traditional IMO agents make at 120% compensation! "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
"Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
"Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
Name one thing today that youâre going to put a lot of effort into. Drop it in the comments. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
This video covers the main reasons I have found life insurance fail during their first year. It's no surprise the life insurance industry is a tough one! Try applying these things to your career to better your chances of success. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
"Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
What questions will you ask your prospects today to help them feel at home? "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
Drop in the comments one excuse that you are using that is not helping your situation "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
"Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
"Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
"Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
"Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
The First Step To Communicating With Clients   Relationship-based selling is more profitable than transactional selling when it comes to insurance sales. Building a relationship with your clients allows for a smoother close, higher customer retention, and an overall more enjoyable process for both you and your client.  It is very easy for a sales person to fall into a habit of skipping over the relationship-building phase of their sales presentation. This usually comes from some failed presentations where a relationship was strong. The salesman says, "Well, I shouldn't have taken so much time to build the relationship, because they weren't going to buy anyway."   Don't be that salesperson.  Relationships are crucial. Relationships run the world. And relationships will determine your success in business.  BUILD THEM "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
HOW TO GUARANTEE EXPANSION IN YOUR INCOME, BUSINESS, AND PERSONAL LIFE The Four Conditions of Exchange 1. Rip Off - You take, and don't give 2. Partial Exchange - You take more than you give, but you give some 3. Fair Exchange- You deliver what is expected and asked, but nothing more. 4. Abundant Exchange - You deliver far more than what is expected based on what you receive. If you apply number one, you will fail quickly and probably end up in jail. If you apply number two, your income will shrink (eventually you will be fired), your relationships will deteriorate, and the company you work for will be harmed. This is where socialism comes from. People want to receive more than they give. It also leads to inflation when there is too much currency for the goods and services available for purchase. Prices go up. If you apply number three, you will get by just fine but know that you will never reach the high levels of prosperity and abundance. You are doing just as your job description outlines, but not much more. You may contribute to your relationship but only as much as the other person is contributing (you only do the dishes if your partner did them the last time around is an example). The fourth level is really where you increase your income, the quality of your relationships, and the quality of your personal life. When you go above and beyond in delivering more than what is asked or expected, you start to expand. It worked for me in all of the jobs I have ever had. In high school I was a dishwasher and quickly surpassed other people there to land a line cook position by outworking others and helping other people do their jobs. I progressed from salesman to finance manager when I sold cars because I went above and beyond my job description and helped people with their jobs, even if I wasn't directly paid for it. Now this isn't to say I expect everyone who works with me to operate at level 4. I expect at least to operate at level 3, and that is totally fine. Just know that if you are OK with level 3, you will never make level 4 money and can't complain about it đ "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
â°Your Biggest Source Of Wasted Timeâ° The biggest source of wasted time in your life or business is when a question or action are not completed fully. â More than 60% of the day-to-day work in the average organization comes from one person not completing their job properly or asking a question with the proper information. This also applies to personal life. Imagine having your spouse say to you, "Can you make chicken tonight?" That is an extremely incomplete question and will result in your spouse having to see exactly what type of chicken you want, how you want it cooked, what you want with it, if they have to go to the grocer or its already at home, etc. A proper way to ask that question without generating more work for the other individual would be something like this: "Honey, I love when you cut chicken breast into strips, marinate it in that teriyaki sauce we have in the fridge, and grill it. Oh, and especially with white rice and the raw baby spinach with my favorite italian dressing. Would that be something easy for you to make tonight or tomorrow?" Although the exact type of chicken was originally known, it wasn't communicated properly and then results in your spouse having to find answers for many unanswered questions. At work, an example could be someone asking you, "Hey I got an email from the Support Team saying there is an issue with a client, can you help me figure it out?" What this does is bypass the person who was assigned to help you, and create more work for your senior. The support team member who contacted you first should be the primary point of contact for help with the client's issue. Then if that person can't help, or additional help is needed, your senior should be contacted. And once all of the proper information is gathered from the support team member, you reach out to your senior with more data so that he/she doesn't have to spend a ton of time digging around and calling the support team themselves. This is such a simple but often overlooked aspect of day-to-day life. In order to help your business and life run smoother, make sure that you get things done properly and completely, and that if you ask a question it contains as much data as possible needed to give a proper answer. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
Watch this video to learn how Joshua Cribb has become such a successful agent here in a short amount of time! "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
The 3 Reasons Why People Buy Life Insurance  1.) IDENTITY- They are remembered as caring, responsible, and loving. They buy it for an IDENTITY that life insurance provides them with.  2.) ACTION- They buy it to be able to provide financial relieve, or so that they can perform an ACTION with it.  3.) EMOTION - They buy it because it gives them peace of mind, and gives them a FEELING TO HAVE.  Those are the three basic reasons people buy life insurance. Yes, they can buy it to cover a funeral or a mortgage or income replacement, but those are the underlying factors of the real WHY behind the BUY. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
I have been to 4 business boot camps so far and I learn something new every time! Â Depending on the point Im at in my life, Certain material may impact me in a different way than it did before. Â Lesson if something provides value: Go to the same event more than once. Read the same book more than once. Do whatever it is more than once. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
If you run a sales team, make sure to hold daily sales trainings at the same time every morning. Pick a topic, watch a video or discuss it, then train on it! Keep it simple! 0:00 Introduction 0:45 Get Them Ready / Set The Schedule 1:07 Sales Meeting Training Structure 1:36 How To Find A Training Topic 1:55 Split Into Groups 2:09 Client Success Stories 2:36 Remote Training In Zoom 3:08 Keep it Short 3:40 Reference to Related Content (Cardone Sales Meeting) 4:00 Patrick Bet David Related Content (See below) 4:19 Consistency -RELATED CONTENT- đValuetainment (Patrick Bet-David) "How To Build A Great Sales Team" https://www.youtube.com/watch?v=15rggcgdV_I&t=18sđValuetainment (Patrick Bet-David) "7 Mistakes Sales Managers Make" https://www.youtube.com/watch?v=EDhK_tcSvYI&t=258sđGrant Cardone "How To Run A Sales Meeting" https://www.youtube.com/watch?v=xWDc5hIggs8&t=26sđGrant Cardone Daily Sales Meeting https://www.youtube.com/watch?v=UF4vdjsSYwI WATCH MY DOG IN A FUNNY VIDEO đhttps://www.youtube.com/watch?v=sSCz-3aOFao&list=UUSHSXQJZHyqzqfFh1X9VxXezg&index=37 -LINKS- đ° If you want to apply to be a member of my sales team, click this link: http://unbouncepages.com/WORKWITHJVE/ Where to follow Justin vom Eigen (JvE): Facebook: https://www.facebook.com/profile.php?id=100004252875183Instagram: https://www.instagram.com/j_vomeigen/?hl=enApple Podcast: https://podcasts.apple.com/us/podcast/the-jve-show/id1588572789Anchor Podcast: https://anchor.fm/justin-vom-eigen
What Determines Your Business's Gross Income As An Insurance Agent? đ€  Assuming your efforts are there, the size of your business's contact list đ will determine the gross income that your business has. This applies to every business.  Look at the largest businesses out there like Apple and Amazon. They promote and market to you every day in every way possible. đ¶ We sell final expense life insurance and have a huge contact list to generate new business from existing clients.  As an insurance agent or business owner, make sure to keep a detailed record of all of your client or potential client's names, addresses, phone numbers, and email addresses.  Use programs like Active Campaign, Clicksend, and more to keep in touch with them via email, text message, and even direct mail. đČ Â If they don't buy from you again, I PROMISE they will run into someone at some point that they will refer to you IF you are at the top of their mind. And the only way to do that is to keep in touch with them.  I would be willing to bet that the largest companies out there have the largest email lists AND marketing budgets even if they don't really need to let you know they're still around, and they acquired all those clients through obsessive promotion. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
In this video I interview Victoria Cianfichi, a new agent with us here at SLS. Â Vicki came to work with us here at SLS after working with an IMO that offers the typical "high commission but you buy your leads" type of system. Â In just a few short weeks, Vicki has become a very successful agent who consistently produces as much as $10,000 A/P, a tremendous amount for any agent, never mind a brand-new one! Â Watch this video to learn what Vicki does on a daily basis to ensure that she has a great week. She shares sales tips, some motivation tips, and some scheduling tips, among other things. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
Thinking đ§ that we know everything about a subject can actually prevent us from growing and learning anything more! One of the biggest barriers đȘ to learning đ is not being open and receptive to acquiring new knowledge. This has been the downfall of business empires for centuries as they do not keep up with the changing times.   On a side note, make sure youâre open and receptive to learning from the right people. Be open to learning from people who have acquired massive amounts of success. There are plenty of people willing to offer advice who have never achieved any great amount of success for themselves yet. Thatâs ok and theyâre well on their way I hope, but I always found it more valuable to listen to people producing massive, mind-blowing results. They have what I want, and the only differences between them and me are the people we know and the data theyâre applying. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
In this video, I cover how to build confidence đ in yourself, and how to get other people to be confident in you. It's actually very simple. Over the course of our lives, we have little failures that accumulateđ. If you grew up in a household where your parents frequently told you that you were doing something wrong â , it's easy to look back and see why you may not have confidence in yourself. If the actions of an individual are consistently condemned as being "wrong" or being "failures", its easy to understand how this results in a general lack of confidence across the board in any new endeavor the individual takes on or pursues. Any action becomes strongly associated with a failure. How do you overcome this? The first step â is recording little wins throughout your day. In fact, this can be presented outwardly as well by pointing out the little wins that other people have! When we start recognizing wins in others, we will be better at recognizing the wins in our own lives. To have wins, you have to be competent at something. Competence is the ability to do something successfully or effectively. If you are having trouble doing something, you simply have to learnđ from people already having success with what you are attempting to do and apply the data to your own life over and over again until you become competent with that action. đȘPractice, practice, practice, and you will gain competence which leads to confidence! To gain confidence from your PEERS you need to display competence and punctuality. Confidence from your peers leads to promotions, raises, and new opportunities presenting themselves. Punctuality is showing up on time consistently. If you are looking to show your worth in an organization, get good at your job and show up on time every day. (Early is on-time haha!) "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com
Everything in the universe is either growing đłor deteriorating đ, there is no constant. That applies to your personal development, sales skills, spirituality, and even relationships./ Â After 5 days off from working out I realized how quickly we can get rusty at things when we aren't consistent with them. Â If you're in insurance sales or another business, I'm sure you can relate to coming back after a longer-than-usual break and feeling a little "out of the game". That is totally natural. Â The same applies to spiritual growth and growth in really any area of your life. Â The best way to avoid that is to do something every single dayđ Â that helps you get better, even on your days off. Watch a sales video, find someone to role play with for 20 minutes, or even practice in the mirror. Â They say practice makes perfection, but once that ideal state is achieved it must be maintained with daily work. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
How DELL Sold Me With A Follow Up Call!! AWESOME Sales Experience  I was SUPER impressed with how Dell was able to close me on a new laptop yesterday!  I was on Dell.com and had added a laptop to my cart. I absolutely love my Dell XPS 13 laptop and wanted to buy an upgraded version of it, since the one I have now is two years old.  Since I already had a Dell credit card, I was unsure of whether or not I would be able to qualify for the 12-month, 0% financing offer they had on the new XPS. So, I started a chat with a representative and when he told me I did qualify, I exited out of the web page leaving an unpurchased computer in my cart.  Within 3 minutes of leaving dell.com I received a phone call from a sales representative from Dell! He closed me on finalizing the deal and I will have my new laptop tomorrow, which I am super excited about.  If this representative did not follow up with me, I would not have purchased that computer yesterday. I am super impressed with their follow-up game and appreciate their persistent effort to acquire me as a repeat customer.   Moral of the story? FOLLOW UP WITH YOUR UNSOLD CLIENTS QUICKLY!! "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
Insurance Agents can Get In Shape Too! (SAMPLE WORKOUT ROUTINE AT THE BOTTOM) If you are an insurance agent trying to get in shape, this is for you!! There are a few basic habits that you want to develop that will allow you to have the body you want, despite your crazy and erratic schedule as an insurance agent. Here are the steps! 1.) Workout early in the morning! It can be hard to muster up the energy to be at the game early on, but I promise this is essential to your fitness level and will actually give you more energy for your sales during the day! I notice a dramatically positive difference in my day if I work out early in the morning. A lot of people take pre-workout drinks before a workout, and taking these at night will lead to restless sleep. There is no arguing that a huge dose of caffeine and stimulants at night will impact your sleep schedule. This step goes hand-in-hand with getting a good amount of sleep because to wake up early and feel rested you will have to go to bed earlier! If you are committed to your fitness, you will make this a priority. 2.) Stay on top of your eating schedule. You don't need to eat 6-8 meals per day like most fitness gurus preach. However, I would make sure to not eat any less than 4 meals per day. If you don't want to spend all Sunday meal-prepping, get a membership to Costco or BJ's and stock up on the pre-made foods they have. It makes my meal prepping WAY easier. Just keep an eye on the sodium level of the food you buy. Make sure to eat plenty of fresh fruits and veggies as well. 3.) Stay hydrated! Drink at LEAST 1 gallon per day. I would recommend drinking 1.5-2 gallons of water per day. The trick to this is drinking 1 liter of water immediately upon waking. It gives you a HUGE energy rush and feels great! You'd be surprised at how much sharper your mind operates when you're fully hydrated. 4.) Stick to a consistent, basic lifting routine and focus on progressing every week. 3-day per week weightlifting routines are great for anyone to make progress on. A sample routine is this: Monday: Incline Dumbbell Press: 3 Sets of 8 reps Barbell Shoulder Press : 3 sets of 10 reps Tricep cable extensions: 2 sets of 20 reps Wednesday: Deadlifts 1 sets of 8 reps Chest Supported Rows 3 sets of 6-8 reps Seated DB Curls 2 sets of 20 reps Ab Machine, 3 sets to failure Friday: Squats 3 sets of 8 reps Romanian Deadlifts 2 sets of 12 reps Calf Raises 2 sets of 15 reps "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
I have trained many new insurance agents in the last few years of my career and have noticed a few basic mistakes that many new agents make after a successful start. 1.) They are no longer sold on themselves, the product, management, or the company. If this sounds like you, make sure to re sell yourself on these things. 2.) Keeping the conversation too transactional and not conversational. Yes, we do want to talk about the product, but clients care more about themselves than your product. I see new agents have great starts and then feel like they are wasting time on a presentation by discussing topics that are separate from the insurance but interesting to the client such as family, friends, hobbies, and work. I promise, this is not wasted time and will help seal the deal and keep a client for life. 3.) Not asking the right questions. This is a HUGE one. The sale is made by the person who gets answers to their questions. Make sure that you remember to always ask the client tough questions on why they need insurance, what it will do for them, what would happen if they didn't have it, etc. If you had a fast start and are finding that your statistic is dropping, check yourself on the above three. If you have call recordings, listen to them to pinpoint areas to improve on. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
RECRUIT IN EXCESS Â Make sure you are recruiting more people than you feel you need for a given position. If you need one person, hire three and focus on the most promising. People who come in talking themselves up often end up being the first ones out the door. And sometimes the quiet ones surprise you with their work ethic, attitude, and ability to apply new information. Â At the end of the day, recruiting is an action that you have to take. Make sure you take the proper steps to ensure a proper recruiting strategy. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
SHOW LESSFirst off, make sure you write down your goal and have a clear mental image of exactly what it is you are trying to accomplish. If you have a certain premium amount you're trying to sell, a certain sales volume, or any measurable statistic for that matter, make sure you WRITE IT DOWN. Â The next step is to map out your days and weeks so that you are taking advantage of the time you have. Eliminate the fluff. You want to be consistently inventorying your time to make sure that you are producing and cleaning up messes at the right time. For example, the middle of the day is not the best time to work out or watch sales training videos. Â Make sure to look at your day as a battle, and the overarching goal as the war you are trying to win. You may not win every battle but as long as you win more than you lose, and you win the right battles, you will win the war. Â Â I recently took a look at my goal for my team and realized that our training curriculum included things that don't directly aim at the goal I am trying to accomplish. I had to restructure the training and clean it up so that every moment of training is used toward helping agents get to producing as fast as possible without a bunch of unnecessary fluff. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
Watch this video on how we handle the "I have to talk to my spouse" objection for our final expense life insurance sales over the phone. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
As an agent, my successful âworkday activities were making as many calls đ as possible, having as many appointments as possible, and learning as much as possible. However, as a team builder, my successful activities consist of helping others learn how to be successful. My primary purpose is to help others. Here are a few of the things I do that I found to help my team grow and develop: 1. Active Participation in group chats encouraging agents, answering questions, and keeping things positive. 2. Quick responses to questions from agents providing answers, directions on how to find the answers, or who to route the question to if I am not the best point of contact. 3. Listening to live calls that agents are making. I have someone log into Zoom with me with their screen and audio shared. I listen to them go through sales presentations and can speak to them without the client hearing me talk. I have a check sheet I wrote up that covers the basic successful elements of our sales process, and if one of them needs work, we train on it. 4. Having agents share success stories in our morning calls. 5. Having a daily morning call. 6. Keeping an eye on the leaderboard to be able to quickly congratulate people when they make a sale. 7. Running training and following a schedule. There are more than that, but I found those to be the most effective in driving morale and development. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
Nail Your Greeting As An Insurance Agent  The first part of the sales process, assuming you have a good ATTITUDE, is the greeting. You need, need, need to nail this to have success in sales. There is no way around this.  Think about this...how do you want your prospects to feel when you call them? Well, for me, I want them to feel comfortable, interested, attentive, and excited to be talking to me. If I establish those elements in my greeting it makes for a super smooth sales process.  Make sure you communicate in a way that produces the result you're looking for.  How do you get good at this? Practice, practice, practice. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
Communication UP = Sales UP Can you buy a product from someone if you don't understand what they are selling? NO!! Finances are so closely correlated with communication, and the degree to which you can communicate will have a dramatic impact on your financial situation. Communication: share or exchange information, news, or ideas. commerce: social intercourse : interchange of ideas, opinions, or sentiments. Exchange or buying and selling of goods and services As you can see by the two definitions, they are very similar! If you are good at communicating ideas and information, you will have the propensity to be good at exchanging goods and services because you will be able to communicate your ideas in a convincing way. The breakdown of how to communicate is this: Cause, Distance, Effect with attention, intention, and understanding. When you communicate with someone you are attempting to be a cause and produce a desired effect in that other person across a distance. Try saying hi to someone without producing an effect in them, its impossible, right? So the next time you are communicating with a client or an audience of potential clients, you must understand the effect that you are trying to cause in them. You have to understand the way you want them to feel and what information you want them to obtain, and deliver. You have to get their attention, make sure that you are intentional about communicating something understandable, and that they have intentions of receiving the communication you are trying to send. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
Training is something that is essential to your growth and development as an insurance agent. It is a great way to make each sale, each appointment, and each minute you're working more valuable. Here are 3 Simple Tips to apply to your day to help you get the most out of training: Â 1.) Split training into small increments. If you're going to train for an hour each day, do it in 20-minute intervals throughout the day. Â 2.) Make sure you take notes on training and review them a little while after your training session, and then once per week recap on all the notes from that week. Â 3.) Find a training buddy. Make sure you two are coordinated in your training programs whether its doing the same video course or reading the same books. This will help you get more out of the training because you will be getting different viewpoints on the same material. "Building a sales team? Reach out for guidance! Email me at justin@justinsuranceco.com to set up a consultation!"
Watch this video to learn how to effectively train your sales team using a gradient scale that doesn't overwhelm them with having to learn EVERYTHING at once!! -RELEATED CONTENT- Recommended Sales Team Videos: đ Patrick Bet-David ( Valuetainment ) "How to Build a Great Sales Team": https://www.youtube.com/watch?v=15rggcgdV_Iđ Grant Cardone "Live Training Session" : https://www.youtube.com/watch?v=UF4vdjsSYwI đ Cody Askins "How To Build A Great Insurance Sales Team" : https://www.youtube.com/watch?v=oGGrlIDj0aođ Cody Askins + Jordan Belfort "Tips For Hiring Insurance Agents" from Jordan Belfort: https://www.youtube.com/watch?v=RUmiPk_DI8Y
5 Traits of a Good Leader
- Communicate
A good leader is able to effectively communicate with his or her team members. This means knowing what to say, when to say it, and when to withhold saying something that may cause someone unnecessary emotional stress. A good leader not only communicates friendly things, but also communicates conflict properly and is able to confront things that are an issue to him/her.
When selecting a leader for your team, a good indicator of someoneâs ability to communicate is how well they are able to speak with the other members of the team, and how well they are able to communicate with their clients. This is very important because a leader must be able to communicate with the members of his group and communicate with different personalities. One person may just need a simple directive and theyâre off to the races, whereas another person may need step by step instruction on how to complete something before being comfortable enough to execute.
A sales person who is able to adapt to different clients under different situations and not lose patience could potentially have the ability to communicate with different members of a sales team if he was to be promoted.
- Make Thoughtful (and tough) Decisions
Being able to make decisions and not get stuck in analysis paralysis is important. You have to be able to think on your feet and understand that youâre not always going to make the right decision. Inability to make a decision is one of the biggest causes for inefficiency. Make a decision quickly and move on.
- Inspire Others (share setbacks, help others dig deeper)
Make sure youâre paying attention to people and in the moment when youâre with them. Donât be on your phone. Listen, and be sincere in offering advice and how you think they can best get through their situation, based on your personal experience.
- Empower Others (Great leaders donât do it all, they teach others how to do more)
As a leader you want to be building other leaders within your organization. This is key to scaling, growth, and building an enterprise. You will have to build others up so that one day they can replace you as a leader, and you can lead leaders.
A hard part about this for many leaders is relinquishing responsibility to others under the anticipation that they wonât do it they want they want it done. And this is probably going to happen beacuse that other person is not you. If they can do 70% of what you would do, that is exceptional!
- Exemplify Accountability
Be accountable to yourself and to others. Call yourself out and encourage others to call you out too. You canât expect people to be accountable to themselves if you are not accountable to yourself.
Large organizations are made up of groups of individuals, small organizations are made up of individuals
If you want to grow a large sales organization, you have to understand and implement that law or else you are doomed to failure. You MUST promote people to management and leadership positions or else the system will fall apart. If there are too many Indians and not enough chiefs, people will feel pressured, overworked, underpaid, and intimidated to approach their Senior with issues.
This is actually exactly why socialism does not work. It removes the groups and creates a ton of individuals who are up against the entire state, which is about 100,000,000 times more powerful than them.
You actually conserve individuality by allowing the formation of small groups. The next question that comes up is, what is the perfect size group?
Well, the perfect sized group is one where the individuals in it have a clear leader that they feel comfortable enough with to be able to approach with issues, conflicts, and concerns. When you have smaller groups of 4-5 people they can form those tight bonds with each other and understand where each other are at on a more intimate level. When you get into larger groups of 10,20, 30+ individuals, it is absolutely impossible for a leader to have an intimate relationship with every single one of his sales reps.
This is a MAJOR mistake I made and if I could go back and change something it would have been the formation of smaller groups early on and give someone a chance at leadership.
You may be asking yourself, what do I look for in someone I want to promote to lead a smaller group within my group? Well, here are a few things to look out for:
- Selflessness. Does this person help others for the sake of helping, without vocalizing or dramatizing an entitlement mindset where he/she feels obligated to remuneration for it?
- Empathy. Does this person care about others feelings and take into consideration how one may receive a communication before sending it?
- Emotional Stability. Does this person show a high level of emotional resilience? A key thing to look for is if they receive bad news and somehow turn it into good news, or decide to shrug it off. If bad news gets someone riled up, they may not be the best leader
- Consistency. Do they show up day in and day out, early and leave after most of the other people leave? To me, talent is not as important in a leadership position as is just showing up, from the standpoint that someone talented whose presence is sporadic is less useful than someone semi-talented who is there all the time.
I hope this helped!
If you have any questions about building a sales team, please reach out to me at justin@justinsuranceco.com ! Thank you!
In this podcast I interview Brian Whiteley on his success over the few years working with me. Brian was one of the first people to work with me, along with my brother. He is an extremely talented agent, a great leader, and a future agency owner!
What to do when sales stats slump:
The natural reflex is to implement a new program. You have a sales rep who has a few solid weeks, and all of a sudden his stats crash down. You want to help the guy, and youâre confused as to why he isnât doing too well. So, naturally, you suggest a course of action he take to improve his statistic and clear up whatever area of his life he is having trouble in.
This is a MISTAKE!! What you should do is look back at the few weeks he was having success, compare them to now, and find out what he left out.
Did he stop exercising at a certain time of the day?
Did he change his lunch time, or did he have any dietary changes?
Has he made any changes to his daily schedule?
Did he stop doing something in his sales presentation that he was doing before?
- This is the most common one I have seen from someone who is level-headed
Does he have something personal going on in his life that is distracting him?
Has he done something unethical against someone else that is causing his statistics to drop due to a trickle-down effect?
Does he no longer feel sold on the product?
Is there some sort of malfunction with the software, programs, or machinery he is using?
Is someone at home telling him he is working too hard and should take it easy?
Is he making excuses and hiding something?
Those are a bunch of questions you have to ask yourself and the agent to isolate what it is that changed. SOMETHING changed. There is no such thing as a bad week, but there is a such thing as a bad performance. If he had several good performances and then a bad one, there is something that changed, and its YOUR job to help him figure out what it is.
THE SOLUTION
- Bypass habits and get down and dirty in work mode. Put in overtime, and focus on the basics that work
- Handle whichever question above indicated a change or an outpoint, and create a solution so that it never happens again. Something was stopped that he was doing before, so you need to rehab the previous action, emotion, or mindset that allowed the sales person to flourish
- The sales person must use personal control to handle the situation and make sure that it never happens again
- Help him reorganize his life so that the situation never arises again
- Create a firm policy to make sure that the bad stuff is removed and the good stuff that worked before is brought back in
I hope this helped!
If you have any questions about building a sales team, please reach out to me at justin@justinsuranceco.com ! Thank you!
As a leader, you want to make sure that everyone on your sales team is on the same page when it comes to money.
In fact, the largest reason for employee disengagement IS financial illiteracy. People have an improper understanding of money, what money is, and how it is used. Most of us come from poor or middle class families that saved and held on to every penny that was made under the idea that money was a hard thing to generate.
There are several things you want to train your team on when it comes to money. Here are some of them:
1.) Money is in abundance. There is no shortage of it, it is not in limited quantities, and you can create as much income for yourself as you want.
2.) Money IS the key to freedom. Increasing the flow of money coming into your bank account leads to the ability to do whatever you want, whenever you want.
3.) Money can't buy happiness, BUT its much easier to be happy when you have money. 90% of all the struggles people have can be aided or solved with money.
4.) Income is the key, not savings. You can't save you way to success, and true freedom comes from having cash flowing in, not having cash just sitting there.
5.) Having a "shortage of money" mindset will inhibit sales people from being able to successfully ask clients for a lot of money. If you think $100/mo is a lot to spend, then your clients will too.
6.) Save money to store it for future investments that help you produce more cash flow. Saving just to save is poor / middle class mindset training that never truly leads to wealth.
7.) Thinking generations ahead. If people are focused on building generational wealth, it leads them to take higher level actions than if they're just thinking about the expensive shots they're going to get at the bar next Friday.
8.) Your network is your net worth! Encourage your sales reps to attend networking events where power players go. It will change their mindset and income.
9.) Money is not rare, efforts are. Encourage your sales team to understand that persistent efforts over long periods of time result in massive income flows. Rarely does it ever happen overnight.
If you are building a sales team or planning on building one, handling people is going to be one of the biggest challenges you've ever faced. You got to where you are because you're good at sales, probably level-headed, and are in control of your environment.
Many of the people you bring on may have the sales part down, but they may not be as level-headed as you and they may not be as good at keeping things that happen at home from impacting their productivity at work.
There are a few ways that you can rehabilitate an agent who is going through some stuff, or even may be on the way out do to emotional or psychological reasons.
1.) Make sure to make direct contact with the individual and not try to sort it out through a text message. I have made this mistake too many times. Texts can be taken the wrong way very easily and its very hard to repair the damage with more words.
2.) Empathize, understand, and be supportive. Understand that someone's big issue may not seem so big to you, but its big to them. They may need help working through their issues, and you better be there to support them and provide an ear they can talk to.
3.) Have them establish a close relationship with someone else in the company that they can go to for help. They may not feel comfortable approaching you with their issues, but may feel more comfortable talking to a coworker.
4.) Monitor statistics and nip the issue in the bud. If a consistent sales rep has a drop in their production statistics, its probably not because they're being lazy. They probably have someone going on in their personal life that you have to figure out through direct contact with that person.
In this podcast I cover the ten main ways you can improve your sleep quality. Sleep is huge for me, and it should be for you as well. Improving sleep quality improves efficiently to allow you to get more done in a shorter amount of time! Investing time into sleep allows you to reap greater rewards during the time you are awake. Listen in to learn!