How ALL Insurance Agents Should Dial Leads
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- on Mar 27, 2022
Those of you that dial in booking appointments um understand there’s a big difference between like dialing all day and taking all day to dial right and most of y’all i love you but you take all day to dial you don’t actually die all day you know and it’s like for me i think if you have your phone right i’m gonna teach you how i do this i did it for myself i do with agents every day in my office we have a two dial days in office every week i get people that come in and they complain that i only book so many appointments and i’m like give me your phone and i scroll down to the bottom like if you have an iPhone and you scroll go to your like call history scroll all the way to the bottom that’s a hundred that stores a hundred okay if you’re in this business trying to sell or build and that’s not like earlier today at the bottom
you ain’t calling enough people does that make sense most people that i do this go look at yours now it’ll say like last Friday you know January 3rd whatever it’s not good whereas on a dial day at any given time the bottom of your list should be no more than two or three hours ago any given time during the day you’re dialing you can also look at your start time right so every day you dial start looking at what time you started i like to start at 7 30 am that was my start time dialing i booked a lot of appointments then um and i challenge people to all the time i feel like that’s early i’m like not like 3 am early 7 30 like you ever been outside at 7 30 the sun’s out cars are driving birds are chirping it ain’t early call people um it’s nuts and then the biggest the biggest got you that you have to look at when you’re dialing again look at your phone if you look at if you look past days it doesn’t show up but if you’re on a current day like if i go to today first call and i’m not dialing leads if nobody’s confused so this example is going to work but it’s not because but today my first call was at 7 30 a.m just a call
it tells you what time your next call was most agents who dial like my next call was 812. that’s pretty standard for an agent diamond right next one was 8 15 then 8 42 then 9 37 it’s like someone stole my phone and dialed today one of the broke agents but like if you look at that because the the the gap what happens is with agents is they say i just dialed for four hours and i booked two appointments but they only made like 32 calls i did it i lived that world and this is the way i judged myself as i started looking at this and i went i should have a call at 7 30 7 31 7 32 7 33
maybe someone picks up and i’m on a call for three minutes 7 36 7 39 it shouldn’t there shouldn’t be 4 5 6 8 10 12 minute gaps between calls you know and if you can learn to condense the time you’ll actually die all day you know and if you go like how long does a doll really take it’s not like a minute on average because it doesn’t take a minute to ring and not pick up and a majority don’t pick up that’s the game but if you go like i get a lot of people tell me they’re willing to do whatever it takes for their family work 8 10 12 14 16 hour days right a lot of y’all probably would say you do that all right if you go i don’t know some we can help do some math if a dial took a minute means you should be able to do 60 of those suckers every hour pretty simple i don’t know 60 times 16. can someone
do that it’s a lot whatever that number is 800 900 i don’t know what it is 960. so if you’re willing to work 16 hours a day and literally work all day you could do 960 so when you come back home and complain to your spouse and go like hello then i only booked four and you made 112. congrats you worked two hours good job you know and for me like in my world i’ve been timed on jobs you know i’ve had to do things pack so many boxes in a truck per hour things like that so this is just how i judged me you do you you know if it makes you feel good to say you dialed
all day when you didn’t i it is what it is you know and i dude i lived that world i did that to myself and it affected my family and when i started taking things seriously and going i stay all work all day but i wasn’t actually working all day i remember looking at leads man and i would like quote them before i called them like i’d look up the pricing like 72 year old 180 000 mortgage whoa what’s that gonna cost and i’d price it out before i doubt them i’m like what am i doing so i had to learn how to like approach this properly um the other thing if you aren’t triple dialing please do it meaning call people back to back to back
so if i call cody and he don’t pick up i call him immediately again he don’t pick up the second time i call him immediately a third time right away why dude most people don’t pick up numbers they don’t know now if someone calls you again what’s the thought process i mean i call cody once he looks at it and goes red button i call him again he’s bound to go like huh i wonder who that is right maybe picks up maybe don’t did i call a third time what’s probably going through your head someone needs you you know what i mean i’m trying to play the psychology of this thing and for me what i like to do i’m i like to dial aggressively most people like when you’re trying to when you’re when you’re dialing leads the goal is what most people say to book appointments i go my goal is to get people to pick up because i can’t book appointments if i don’t get people to pick up so my deal is let me get as many people to pick up as possible and then when they pick up now i can work because until they answer i can’t do anything so i instead of calling if you say have 100
leads most people take all their leads they put them in one stack and they dial through them they call cody first he don’t pick up they may never call him again maybe it’s in a day and a half maybe it’s in eight hours whatever it is whereas i like to take stacks and break them into like 25s stacks of 25 leads at a time and work them so i work a stock of 25 for two or three hours so i’ll take 25 leads dial the first one cody three times assuming he doesn’t pick up down three times flip it over
go to the next lead dial through all 25 my hope is i don’t know five pick up four tell me to pound dirt i book one but that doesn’t take me long with 25. i then immediately flipped that stack of 20 over that didn’t pick up the first time and i triple dial them all again right same thing so now i’ve called cody six times in i don’t know first hour right go through those twenty five pick up four tell me to pound dirt book another one now i got fifteen left i triple diam one more time now i’m back at it 20 30 minutes later this time because there’s only 15 leads so i’d have called cody if he didn’t pick up nine times
in hour and a half two hours that’s my approach that’s the way i like to do it i challenge agents to do it it allows you to get more dolls in per day and again it’s like if i said if vegas were putting odds on it the way i just explained to dial or the way you currently dial which one would have better odds of people picking up so you pick you want to go with the odds or against the odds with your comfort zone you want to do with what works and the the willingness to dial that much typically
means you don’t normally have to because you’ll get a lot of people to pick up but i’m willing to do it um the other thing people think like negative like what if they’re mad what if this what if that and i’m like we tend to put this like what if negative stuff in things and everything we do we go what if and there’s a negative statement after and i’m like what if they answer like what if he says come over and i cover him for like 200 bucks a month tomorrow or what if god forbid something was going
to happen to the client and because i called them so aggressively i was able to go over and sell him life insurance and he got hit by a bus next week but now he’s covered like what if that aggressive dialing saved the family you know what i mean but so many people want to put a negative solely so they don’t have to do the work and it’s an excuse where you like try to validate why you’re not want to put in the extra time and the other thing i like to do is mess with my myself and almost
everybody tells me how to handle this like if you think of the person you love the most in the world right whoever that is i always use maddox he’s tens my youngest my youngest kid and i go if one of the leads had maddox would i be worried about and and and the only way to save maddox someone had them one of the leads had them i had to figure out which one by calling all the leads okay it was the only way to save maddox would i care what time i started calling them could i possibly call
them too early would i give a crap if i called them nine times in a row how about 15 times a row how about 40 if they were mad would you care so you choose to care when it’s not your kid on the line you know what i mean and for me it’s like so we have a control so we can choose whether or not we go like what if they’re mad like you’re choosing to think negatively you’re choosing to put emotion behind it whereas to me i’m just like finding ways to not have emotion tied to it because
i know i’m doing it for the right reasons and the reality is my family was trapped and this business saved them so me to cut down the lines like that allowed me to do a lot of good things for my family in the last 10 years the next thing i’m going to get into is um if you will learn to judge your activity the way you currently judge your results your world will change meaning the lead hung up on me you’re pissed if you would get as mad as you do when a lead hangs up on you is that you don’t start dialing at 7 30
in the morning like if you’re as mad at yourself for not starting early is your hour when someone hangs up on you you’ll be different does that make sense like when uh when a client cancels when they reschedule when the chargeback happens when a roll-up happens all these negative things you get frustrated by imagine if you got frustrated because you only ran 10 appointments this week or because you didn’t buy enough leads or because you didn’t dial all day or
you didn’t recruit enough people or you didn’t you mean all the things we’re supposed to be doing activity wise if y’all would judge how well you do their daily and stop worrying so much about the result you’re so everyone’s so pissed about the result and i’m like but the input sucked of course the result sucked you know and we get so emotionally caught up on the back end like why are we why are you not pissed at yourself for not putting in the work you know and it i’m telling you it will change your world because i had to have that from i was 37 years old and broke as a joke and i’m like dude i’m the only one that’s been here for all 37 of them like it’s got to be me you know and i started holding myself more accountable the other thing i mentioned briefly earlier um i work i started to work like i was being
timed i’ve had two jobs in my career where i was literally timed meaning i worked in a warehouse where i had to pick up so many boxes put them on a pallet load them in a truck if i didn’t put so many boxes on a pallet per hour during the overnight shift i got written up if i got written up enough times i got fired i also worked in a call center briefly unlike a cell phone call center where you call for like help to [ __ ] about your bill and how did i answer the answer the phone for people calling
in to complain and uh if i wasn’t on for eight hour shift if i wasn’t speaking to someone 95 percent of that eight hours i got in trouble i’d be timed so for me in this business i started giving myself credit for every dial was one minute of work every appointment i sat was one hour of work and that’s the way i did my week and i talk about running 30 appointments a week it’s how we run our business and most people think that’s nuts from like if i run if i schedule 30 most people if i say how
many of those will you sit the most common answer is 20. that makes sense one hour each that’s 20 hours and if i book i don’t know three appointments an hour it took me 10 hours to do that so i got 10 hours on top of my 20 i was in the field it’s 30 hours and most of y’all ain’t run 30 appointments so i have a lot of people that are like i ran 12 last week would you sit eight yeah how long is your average appointment an hour you worked eight hours and you’re mad at the result or that you’d worked eight hours you know and it’s like you have to hold yourself accountable and go like if if you’re doing that all good understand this is the best part-time gig on earth
but most agents i’ve talked to thousands and thousands and thousands of agents over the last 10 years and most of them if i give an hour credit per appointment sat in a minute per dial most agents i’ve met work less than the walmart greeter that’s like 84. and it’s like you have to you have to spend your week paying attention to what counts like a lot of people go yeah but i drive all over the place dude i drove all over the place to go to my accounting job and i didn’t get credit for those hours i still had to work 40 when
i got there so you want to give yourself credit for drive time knock yourself out but it don’t count it don’t it’s it’s worthless so for me i had to start holding myself accountable and doing this like i was being timed at all all times and the only time that my timer was going was when the phone was ringing or i was sitting in a kitchen table if you do remote stuff all good if you do something similar adapt it to what you do the concept is there though if you if you’re honest with yourself most people will figure out that they aren’t actually putting in the hours if you go through the week i
think there’s i think there’s 168 hours in a week almost positive right and if you work 40 hours which we just determined most people aren’t right and you sleep eight hours a day which is 56 right and if you’re broke you shouldn’t be you still it’s 96 hours you still have 72 hours left 72 after you work 40 and sleep eight hours a night you have 72 hours left in the week what are you doing with your time where does it go what do you do with it pay attention to your time and be honest with yourself and you’ll go like do you know what you could do with 72 hours after you work full time and sleep eight hours
a night that’s an ass ton of time you can you can do some damage in this world when you realize how much time we all have and the reality is y’all are doing something with it you know so be honest with yourself look at your time judge yourself the right way for the right things and just do more and then with time you’ll get good that will happen too so many people want to get good first and i’m like can you just work more and with time and reps and all that i promise this thing gets easier and you will have your time and you will have more money than you can ever imagine especially if you go help a bunch
of other people and be honest about it and not worry about if you’re hurting feelings and just tell people the truth and you all can go out and kill it and have the biggest year you’ve ever want to have if it works hit me up on social tag me post hope i love hearing the stories if i can help in any other way y’all let me know peace out hey if you enjoyed this i got another one you’re gonna love it’s right there click on it see you in there one of the best things i ever did was i actually sent emails to 10 people who i very much trusted that my dad my grandpa you know you look at things like fellow coworkers previous