She Turned ONE Lead Into An $8.5M Annuity Sale (FULL WEBINAR)

What is going on you guys? I'm Cody Askins. I am the pleasure today of hosting a webinar on from a lead to annuity sale what top advisors are doing differently. We're going to see us start to bring annuity advisors in to a webinar format and we're going to be really analyzing what are they doing that is working, where are they getting their leads, what's causing to be successful, how are they being successful as annuity advisor. So I'm so excited for doing that. We're going to continue to do this literally every single month. I'm about to bring in our first guest in just a minute. But before I do, I would love for you guys to jump in chat and let me know where you are watching from. I am normally in Springfield, Missouri. Our special guest is up from the Bay Area in California. I am actually in Las Vegas, Nevada this week on a family vacation. Was playing golf yesterday, doing a webinar today, have a conference to go to later this week. But what's up Leslie Lewis from Stillwater, Oklahoma. We've got Manny in Georgia. We have Michael in OKC. What's up Lowell in Nevada as well right now. California, California, Dallas, Pennsylvania, Canada. Oh Canada. Texas, Arizona. Also the Bay Area with Isaac. What's up buddy? New York City, Maine, Tampa, Orlando, Utah, Texas. I love it. Good to see you guys man. Appreciate you being here. Should be a good should be a very informative educational [snorts] webinar again. We have we have really one of the biggest reasons we're doing this is our we're having a ton of wins and successes around our annuity leads. And so I'm going to be um pasting a link to learn more about our annuity leads. And if you would like to raise your hand or book a call and talk to our team at any point about anything you're hearing, the link is in the chat below. That's kaboomadvisors.com. I am excited to bring in someone who is crushing it with our annuity leads. She found and helped a client with 8.5 million dollars. And so I want to learn her process and what she does and everything that's happening with that. She's with GFI. She's really newer to leads, but crushed it on her first batch of our leads and had a very rare occurrence of of how well they went. And so please welcome to the webinar Charlotte Enriquez. How are you? >> Hey Cody. Thank you for having me here. So it's a pleasure to be here. Yes. >> Thank you. I appreciate you being here as well. You Yeah, I think you you may know Isaac. I don't know. He's jumping in chat. He's with GFI as well, which is really cool. I don't know also Faith. I don't know we'll be sending out a recording. Also if you guys have questions, feel free to throw them in here. We may be putting I'm not We normally put our recordings on CA Studios. But we'll see. I'm not sure on this recording specifically. But what I do know is Charlotte, you were new to leads. You'd never I don't think you'd ever worked leads specifically more warm market and referrals and that kind of thing. >> Yeah. >> How did you find Kaboom? >> Yeah, so let me let me start by telling you why this topic is so important to me. I've been in the financial services industry for more than 10 years and like many of you I tried different different ways to find people who actually need what we do. And obviously I did my research. I start interviewing other companies, but that's when I start working with Annuity Leads from Kaboom. Um And And and and to go into the into the topic right away, I can tell you that more the top the top advisors are closing more leads because of the three things. Or you need three things. One is a good source of leads like Kaboom. You need to have a good system that includes phone calls, emails, and texts. And if you have some automations, and three and third, you need a good tool that will help you show and a strategy to your client to help with whatever problem. So, um I remember trying because to be honest with you, in the past, I have tried a company that run with my money. So, I wasn't I wasn't sure of what to expect with leads. That's why I have no faith, but I uh something about um Manik, the representative, um it kind of made me trust. And I say, "Why not? Let's Let's give it a try." And and I remember getting my first batch of leads. When The problem was not getting the lead. It's how to follow up with the leads. >> Yeah, I I I I agree, too. Um yeah, and and NBM, uh my niche has been with us for about a I think I think around a year now. He's a really good guy. I love him. He's on our um in inside sales team and helps advisors with this kind of thing. Um >> [snorts] >> how how were how did you How did you first Did you do your own research? Were you referred? Did you find us online? Like, how did you find Kaboom? >> Yeah, actually, you guys are everywhere right now. Um you have a very good marketing system, and then um I started looking at you more and more and more and everywhere, social and and and different channels. And I think that presence kind of like give you an ease of uh you can start seeing the trust. I mean, you start feeling that you can trust. You know what I mean? >> Yeah, that makes sense. That's what's cool That's what's um I call that uh kind of like part of like a visibility ladder, right? Where someone's like fully unknown to being fully trusted. Um so, okay. So, so you you you had seen some good reviews and and the good news is yes, we've had a lot of wins. Now, for those that are new to Kaboom and also it's Kaboom with a C, my initials Cody Askins Boom, we just put it together and created a brand called Kaboom. And I've been in the industry helping market doing marketing and events helping advisors for since 2015. I guess I started selling insurance when I was well 19 as an intern and 20 as a full-time agent. But when when we first started with >> [snorts] >> really focusing on our new leads we would have advisors like Charlotte who were like hey I'm I've put money somewhere else and it didn't go well and so I wasn't sure that I wanted to make the investment. Like you said you said you you had one company that you had given them your money and it just vanished unfortunately. How much money did you lose doing that? >> Well, I I remember very clearly it was probably like about $5,000 during the pandemic when you see a lot of people winning and it's like you're losing agents and clients and people are afraid during that time. So we were trying different different companies in my team and yeah, unfortunately. But there is always a a silver lining, right? That's the reason why I did more more research. I did more interviews with people about what they can offer. Yeah. >> It's good. Cool. Okay, so so you found Kaboom. You had a conversation with Manisha on our team >> [snorts] >> and then you I think you your first batch was 20 leads, is that right? >> That's out of the 20 leads, yes. >> Yep. Yep. Okay, so you had you got 20 leads. Okay, when when you first purchased 20 leads like what happened? What when did the leads start coming in? Kind of talk us through those the next hours and days when you first placed your order. >> Yeah, so right away I started getting my my first leads and I remember the first one that enter into my uh a spreadsheet and I was like, "Oh my god. Oh my god. Oh my god." I was like, "I don't know what to do, right?" And uh but I am a business woman and I know for for for a fact I I I follow these these rules in uh based on my experience from other businesses. If you don't contact the client right away, they're going to go and find something else. >> True. >> If it's a restaurant and uh let's say they want to place a catering order, if you don't contact them, they say, "Oh, I'm planning for a for a for for an event at the end of the month." And you're like, "Oh, I have time to call them." It's super early. If you don't If you they don't get an answer right away, they're going to go and find another company. So, based on those principles, I call them right away. Contact the client right away. Um I didn't know what to expect to be honest with you. As I as as I mentioned before, I was just trying. I was just trying and I invest just enough not to lose a lot of money. But I was actually was like, "If I can close something out of this, I'll be okay. Maybe two two deals, I'll be fine." And um and right away, yeah, we called the client. I I did one thing. I I read all the materials that you sent. Um as the 10 Commandments. I was like uh I I look at you once in one video and you were talking about the 10 Commandments of like following up and I was like, "Okay." Reading word by word and and that's what I actually um it's not that I I'm new into that, but I also adopted that a strategy. >> Yeah, and also it's cool too um to know that you've been doing this for more than 10 years, you know? So, as far as like when you get out the client, like you know what to do, right? So, um you got on and and and talk to some of these leads. Um, talk us through like what was your experience? What did you find? Did you get any appointments? Like, what what happened next? >> Yeah, no. I mean, um, obviously people is like is another person. It's another human, right? And they also, like the same way I felt about like, I don't know if I can trust this company, they're probably going to have the same thing in their mind. So, um, one thing I I find out right away because you even if you're if you don't have an experience, I did close once in a while during those 10 years, one and here annuities here and there, but that was not my niche until just recently. >> [cough] >> And then, um, one thing I can tell you is that the three things that top advisors do is they uncover the reason why what is their concern, right? What is the biggest concern? Why why why they're looking for more uh, information or people people are not going to buy an annuity just because uh, they understand the product. Most people they want to We as an advisors we we we believe that you need to know all about the product, but that's that's not the reason why the client will buy an annuity. >> Yeah. >> If they if what you're offering will solve their problem is how they move forward. And I find out really quickly that top advisors they do three things. One is uncover why they asking for help. >> Mhm. >> That's the first thing. And the solve, which is you don't sell the annuities, sell the strategy. >> That's right. >> And thirdly, ask for the following steps. >> Mhm. >> Which is the close, right? Um So, the the And a simple And a simple way to put it, only three things you need. Ask why before the what. Sell the strategy, not the annuity. And then follow up with what's next. >> It's good. Yeah. It's simple, but but but but successful, right? I mean, so in your case, you you talked to um you talked to several of the leads. Um you um Did you have trouble getting I mean, talk talk like did you have trouble getting a hold of leads? Were you able to get a hold of quite a few of them? Like, what did that look like? >> Yeah, absolutely. Most people are not going to remember that they put a request for information. >> Mhm. >> So, um you have to call them. You have to be um courteous. It's like, I'm I'm returning your call based on your request. Some of them are going to reject your call. Some of them are going to uh not answer, or they're not interested anymore, or they forget that uh they actually requested the information. But that's not a reason to to quit and and keep trying. You have to uh continuously be persistent following up. That's why I say like the three things that you need is >> is >> a good source of leads like Kaboom, a good following system that allows you to do email, text, and phone calls, and also a good tool like one that I researched is called the Blueprint Wealth AI, where uh you can actually do uh strategies like Roth conversion strategies. Yeah. >> Yeah. W- W- When you're um this is a as an example, like what what we do on the front end for those who you that are maybe new to Kaboom and then I want you to talk about like okay, you found a specific client and then walk us through what you did next. Um what what we do on the front end before we even send a lead to an to an advisor is really we we focus on three different things, right? And I'm actually going to share my screen even show this. Um this is a part of that link that I was sharing at kaboomadvisors.com. Um our all of our leads are asset qualified. So we have an initial question on our on our survey funnel that says hey do do you have at least $100,000 or more in investable assets excluding your home? If they say no, we kick them out of the funnel. If they say yes, they're allowed to continue, right? So we've qualified the assets. Um we also verify their phone number. So we text the prospect a six-digit verification code. They have to receive that verification code in their text and they have to go back into the funnel and and put that in to verify it's a real cell phone number. So phone verified. And then third is advisor advisor introduced. So not only do we build a um confirmation landing page with Charlotte's information on it. So Charlotte Enriquez, here's here's her picture, here's her national producer number, here's her calendar booking link, right? We also text and email that information to the prospect so they um they don't always all remember, right? But that we want to introduce here's the advisor, you should only speak to Charlotte. She's the only one that is here to help you, right? Um and I'll come back to some of this in a little bit. But when those things happened and then you received the leads, um you were able to book um she talk talk me through the the the the larger um client that you found. Um talk me through that. >> Yeah. So um we made the contact. It was a phone call. Uh obviously sometimes like it they're not ready to actually have a conversation, but the idea is like I'm I'm calling you back uh because you have some concerns about retirement and pretty much you have to learn to listen. To listen to what they're talking about, to requesting. And most of these leads is not the first time they request information. They probably talked already about maybe four or five different uh agents before they did talk to you. >> Right. >> But once again it's not about the product that you're trying to sell. It's about listening what they want. And if you can offer a solution for the problem. >> True. >> So, it it took about I would say I will not tell you that um it took about four or five different meetings before we can probably close. >> So so continual meetings and then I think you said when you first um had a meeting he mentioned he had like a million dollars in retirement or something like that. Um >> Yes, it started it started with a million dollars and then um as we were having the conversation because the first conversation with them is just to gather information. It's not to present, it's just to gather the information. And whether or not we're a good fit for each other. Remember, we're not there to just grab money >> Mhm. >> just because you are an advisor. But actually if you can actually s- offer a solution for that client. So, and this is what um it changed my mind about these leads coming in. Um instead of me thinking about like uh this is another number, another name in my spreadsheet I start thinking about the real problems that they have. And that was that with that mindset I start approaching these clients differently. And then just to um give you an idea, it was not the first and the only one appointment I did. I did other the as well. >> Mhm, nice. I love that. >> It's just this case it requires more advanced planning. So, I have to work it out with my business partner. Yeah. >> Okay, so so then you had several meetings. You actually but along the way you went from hey a million dollars to him and you found out he had seven. Did you actually end up helping him with a total of how much? >> 8.5 million. >> 8.5 million dollars. >> Yes. >> Which is incredible by the way. >> Yes. >> Congratulations. >> Yeah, it is this actually it going to be a half a million dollars. >> Wow. >> Yeah. >> Wow, over half a million dollars in commissions to help a prospective client with their retirement. What was his What was his concern more? Was his concern more growing that with interest? Was it a Was it a Was it a protecting it? Was it a income stream through retirement? Like what were more of his concerns? What did you find? >> Well, I'm going to tell you there are different type of clients in retirement. Okay? So, you're going to find clients that unfortunately which is and a statistic, right? 67 of baby boomers are not in pace of retiring. They have never sit down with a financial advisors and the average amount that they have in their retirement account is 182,000 in their bank account to retire. So, you're going to find people that they want to make sure that this money last. >> That's right. >> But I something across the board I find out through all of these appointments is that people with higher identity they have one problem. And it's not a money problem, it's a tax problem. >> Mhm. >> And everybody has the same problem. How I They're on the They're on the trap of the tax They call it the the the bomb tax trap. Either they they they make a lot of money and they have they're forced to to start taking out the RMDs out of their portfolio or retirement accounts. And they don't know how to keep up with this with these RMDs and taxes that they have. So, they're they actually in the tax bomb trap. It's kind of like a drug race, but in a different age. >> Mhm. >> And with most of ident- the high identity high income, that's the problem. That's why I did my research and I find this uh app. It's called the Blueprint Wealth AI for advisor plan platform where actually can show you how to do an strategy like a rollover where you can leverage other people's money and that help you pay the taxes. >> Yeah, so so you're trying to um obviously, you know, fact-find and discover what's available. So, so you helped this gentleman with um $8.5 million worth of retirement money. Um obviously, it's going to pay you over half a million dollars in um commissions. Um what would you what would you say you've enjoyed um most about your experience with Kaboom's annuity leads? What would you say you've enjoyed the most about your experience? >> What I enjoy the most is that they deliver on the on the leads that they that they advertise. As I mentioned before, I'm in in you were not the only company that I have interview. Some people they just want to really Starting in this business, you need to have a budget. And a brand new agent is probably going to be not having that budget. Right? And and then some people they they want to like one size shoe fits all. You should spend this much more in in setting up a funnel that you know it's going to drain your bank account and your credit card because you have that funnel. Um I have a I have a funnel by the way. And um but not in annuities. But um it's going to drain your credit card and your bank account because the the the lead acquisition is going to be a higher, more pricier. It's cheaper just to find somebody that you just pay they they they go through all the processing and they send you the the leads. >> Amen. Yeah. Yeah, cuz otherwise you get into management fees and ad budgets and all this other stuff. And it's like in charging for tools. And then you before you know it there's like you're like, "What am I paying per lead?" Right? And so and there's a lot of people in in the in in the industry that they they they say they can help advisors and they'll say, "Hey, give me 15, 20, 25 grand and I'll build this and I'll make it work and I promise." And you know what I mean? But heck, they might be well, I'm I'm in a condo in Vegas on family vacation. We have an office with 6,500 square foot office in Missouri with um 30 staff. And right? We have an eight-figure company that this is what we do. We help people we help advisors um with getting in front of clients. That's one of the portions of what we do. Um but you're right. There's a lot of a lot of you know, they're 23 years old. They got a laptop. They live in their mom's basement. And and they're like amazing at marketing and they promise you the world. But you never know that you know, uh what's actually going to happen. So I agree. When you can find someone who is actually That's why we That's why we put out so many wins, right? Like I think that's a I think that's a that kind of a little bit of a tip for a lot of agencies and advisors is help people. Share that you're helping people. And then more people will want you to help them. >> Yeah. >> For sure. >> The wins piece is big. Um Charlotte, I love that. I am so grateful. It it it if someone was asking you like, "Hey, um would you recommend Kaboom?" What would you say? >> Absolutely, 100%. That's why I started my conversation where you need three things. A good source of leads, like Kaboom. >> Yes. >> A good system to follow up. And so a tool that is not going to drain your bank account, maybe a one-time like blueprint wealth AI. It's a one-time payment. You have unlimited access, and you don't have to pay a 5,000, 10,000 dollars just to have access to that calculator. But it's a lot more cheaper, >> [laughter] >> and and really make money for yourself and your family, because this is the reason why we're here. We want the financial freedom. We want to help our families, and we we want to The commissions is just a product. It's a byproduct of helping people with their problems. >> True. Amen. 100%. Well, Charlotte, thank you so much for being a part of this today. Thank you so much for sharing and opening up about your experience. Let's see if we have any questions really quick. Also, I'm going to share my screen and talk through a few things and share. And then if you guys have questions, throw them in chat right now, and Charlotte or I can answer those. If you have if you'd like to raise your hand, I'm going to show you two things really quick. If you'd like to raise your hand or get more information about Kaboom, you can go to kaboomadvisors.com. Um this is where we're literally helping advisors with exclusive annuity leads we're delivering to them every single month, right? That are asset qualified, which we've been over, phone verified, and advisor introduced. We give you a lot of information, whether it's retirement timeline, current plans, retirement savings, greatest concern, etc. As well as weeding out whether they actually have over 100,000 dollars in investable assets or not. Tons of other Here's another another individual Cassie who is uh an annuity advisor who's working with us. She started her week with a $200,000 rollover in in her first few leads. So, tons of annuity and then also some videos along the way you can check out. As you can learn more there at commont advisors.com. Also, or if you're like, "Hey, I just want to read more about your annuity leads." You [snorts] can go to kaboom leads again with a C c a boom leads.com. You can go to leads. You can go to annuity or you can go under advisors and click on annuity either way. And then you can learn more about our annuity leads. Whether you want to buy, you know, a one-time order, whether you want to get on a monthly subscription. These are becoming very very popular and very common. And then you can learn more about, hey, what what do you guys say? What do you look for? Who do you advertise to? What's this 14-field survey look like, right? And all the specifics there. And you can check that out at kaboomleads.com. I think we have a couple of questions. How do you introduce yourself when you contact the leads? >> I would say >> Yeah. Yeah. So, so what what what's the first thing you say when you're calling a lead? >> Yeah. Yeah, I would say like, "Cody, this is Charlotte. How you doing today? I'm I'm returning your call because you requested some more information. I noticed right here that you have some concern about market exposure or I I noticed that you said that you're afraid of running out of money or um I noticed here that you have you want to protect some assets and leave some legacy for your family. How how is that I can help you?" A very simple conversation. Remember, we are humans. >> Yes. Yes. >> And a simple things. I know I I know it's it's it's hard. I remember my first phone call and sometimes if picking up the phone can feel very very heavy. But I would say role-play. Role-play with with people. Role play with your team. >> Mhm. >> Uh don't be afraid. It's just another person in the other side uh looking to solve a problem. And maybe you'll be at the solution. Yesterday I hear another statistics that baby boomers baby boomers outnumber the newborns in United States. Now, there is more baby boomers and then we have very little financial advisors and financial professionals helping these baby boomers. So, it's the biggest opportunity that is right now. >> Amen. >> So, if you're not into helping, you know, like um they roughly baby boomers roughly accumulated $68 trillion in wealth. All you need to do is just to claim your fair share. >> That's right. Just a small piece, right? Just a small piece. Um Also, Isaac, let's go. He said, "I just closed a $500,000 rollover this past Saturday. I got the lead from Kaboom annuity leads. They're fantastic leads. Thank you, Isaac. You're awesome, brother." Also, Isaac, reach out to our team, man. I would love to get in touch with you, hear more about your experience. I would even love if you could, you know, potentially even share a video with our team about what's happening. Um but dude, that's amazing. Phenomenal. I'm even going to send a screenshot of that to our team. Uh because one of the things we do, I think this is a really cool tip, is we have a channel in our company called Win Inc. where we literally share Most people don't know this. Where we literally share share wins from advisors um and how well they're doing all day, every single day, right? Um Nigel said, "Can you please tell us three questions you ask in Spanish or English to get them on the call?" Um I mean, it sounds like you're you're calling them and then you're using the exact script that you just shared. Um Uh >> Yeah. The the simple uh script that you have is is going to be the better. >> Yeah. True. Is there Is there Is there a certain um question you're asking to like book a next meeting? To like book like a And are you getting them on Zoom or you doing it all over the phone? Like what does that look like? >> No, I mean on the phone is just to to gather some information, maybe a a little mini discovery questions to to understand more about what is that they're looking for. Um >> [clears throat] >> For example, um if they said like oh um um my concern is about market exposure. What what exactly? What exactly is that you're looking for? Oh or if they say taxes. Um I guess the quality of the questions is going to be based on when you receive the lead and then you're going to have the concern because they actually remember they they fill up this this survey so they will tell you what is that they're looking for, right? >> That's right. >> What you do in the call is just basically asking them the question maybe a different way. And um And um yeah, so what exactly? For example, if they say I I just talked to somebody that says um What what is your concern? He's 75 and still working. >> Mhm. >> And his concern and and and and and the more you talk to these leads, the more you talk to clients, you are actually they becoming more predictable because if he's telling me, okay, so my concern is about the RMDs. He's still working so he's still have a high net He's probably a high net worth. He's on the RMD trap, the tax bomb trap. >> Mhm. >> And it's like what exactly? What exactly are you are you concerned with taxes? >> It's good. >> Yeah. >> Good. >> So I guess I mean if you want to I can put a I I can put a webinar in how to close more more more of these leads but and that's actually that what I'm going to be doing next cuz I am training my team in how to close um more leads because I I want my team to win. I want I am I'm looking for 100 people to become top advisors on the more advanced planning. And um so if you guys want to be a part of my team, you guys are welcome. So um I'm giving all my secrets and and the top three things that I just mentioned to you. Yeah? >> Right. Yeah, yeah, yeah. Um and you know what's you know what's cool about like Dennis just asked like hey, what's the average case size? I would say um we here now $8.5 million is not the average case size. It's normally about three, four, $500,000 is more average. Now in Charlotte's case it's going to blow the average out of the water, right? Um however, uh yeah, we've got a bunch of advisors who are using us consistently every month. We're thankful for that. And we just keep trying to perfect just like Charlotte and you guys are constantly trying to perfect your craft of like hey, what do I do? How do I do it? We're doing the exact same thing. We're constantly looking okay, how do we improve it? How do we do it better? Um how do we incorporate AI with our phone verification and other things that we're doing? Um but Charlotte, congratulations on your success. Thank you so much for being on >> And more and more and more is coming. I haven't mentioned couple things that are on the pipeline right now, so >> Ah, let's go. I love it. So you're working on a couple other deals like >> Yes. >> Let's go. Yes. Any final thoughts any hints of what you're working on and sharing in that respect? >> Well, there's somebody in my team probably around the same the same amount. >> Wow. >> And another big a big case that I will share as soon as it closes. But I can tell you one thing, if you don't you need to work on yourself. >> That's right. >> You need to work on yourself. Personal development is a real thing. And sometimes what it makes heavy the phone to pick up the phone heavy is that what you are putting the the the limitations that you're putting on yourself. So, you need to get yourself out of the way and think that you are just an instrument to help with the knowledge that you have. And that's all I have to tell you, so. >> Amen. Let's go. I love it. Charlotte, are there are there any better annuity leads in the world than Kaboom Annuity Leads? >> Well, let me tell you, I love Kaboom Leads. And it was a personal discovery. It was not because somebody recommended it, because I asked all the personal top advisors, "Hey, give me your souls. What are you doing?" They never tell you their secrets. But, I'm going to give you the secret right now. The secret is Kaboom Leads Annuity Leads. >> Thank you. You're awesome, Charlotte. I appreciate you. Guys, thank you for joining today's webinar. Have an amazing rest of your day, and we'll see you next time. And hopefully, we can see you at kaboomannuityleads.com or kaboomadvisors.com. Charlotte, you're awesome. Thank you so much for joining today. Appreciate you. >> Thank you. Nice to meet you. Bye-bye. >> Cheers. See you all. Have an awesome day. >> [music]