The Easiest Way to Get Insurance Clients Without Cold Calling

What we do is we have a turnkey marketing system. Okay? So that marketing system encompasses everything. And when I really say the words turnkey, it's really turnkey, right? So an advisor says, "Okay, I want to market in XYZ city or XYZ territory. Um, what we're going to do is everything soup to nuts for them, right? We're going to find the venues. We're going to book the venues. We're going to do all the marketing behind the scenes. We're going to create the ads. We're going to create the powerpoints. We're going to do newsletters. We're going to do the leave behinds. We're going to do everything. Like literally soup to nuts, right? All the adviser really has to do at that point in time is just say, "Okay, this is what I'm going to do. I'm going to focus. I'm going to learn the presentation." Obviously, hopefully they know a lot about Medicare already because it is a Medicare 101 centered program. >> Um, but then they just got to plug in at that point in time. >> [music] [music] >> What's going on? Welcome back to the CA Power Player podcast. I'm your host, Cody Ass. Man, I got these cats back in town. Everybody said, "Hey, I like what they're doing. Can you go even more in depth in what they're doing?" And we even had people that were like, "Watch the first episode and they're like, "Man, I like what's going on. I've talked to these guys. They're good dudes. They're helping me, right?" Which is cool. Uh, and so I'm excited to welcome back from standing room only. Um, Hyam is not really with us this time, but we have Ali and Thomas. Welcome back. >> What's up, Cody? >> Great to be back. >> Thanks, man. Appreciate you guys being here. It's been really cool. Uh, I was very impressed. It's like, you know, you you know, it's cool when you like sit down with people and you're like, >> you get along >> and there's like easy banter, uh, good vibes, and like, you know, you're talking, we're talking real estate and Airbnbs and planes and >> everything. Yeah. >> Europe and like, you know what I mean? All the all the things. >> It's just easy. It's cool. >> Well, when you get around people that are like focused on the same thing, right? Focused on success, focused on being the best you can be, helping people. >> Yeah. Helping people. I mean, it just kind of radiates, right? I mean, that's we try to surround ourselves with people like that all the time. Like we always want to be around people that are better than us, right? If we can find it. Sometimes we can't find it, right? But if you can, I mean, it's just gonna elevate yourself, elevate your game, too, as well. So, real always. Yeah. Yeah. And we definitely recognize real right here, Cody. You know, you're what you do, man, is phenomenal. Like, you've definitely mastered it >> and uh very jealous, right? We like to be doing that, too, as well, >> dude. I love it. Well, come on and just travel with us all around the country. You know, um I think one of the things I didn't get a chance to do as much of as I would have liked to, and even some of the audience was like, "Hey, bro, why didn't you ask these questions?" um is really more about like the standing room only. So let's give them a high level once again. Maybe they didn't see the first episode and then I want to get even deeper in like how the system works. >> Okay. You want me to start please? >> Yeah. So what we do is we have a turnkey marketing system. Okay. So that marketing system encompasses everything. And when I really say the words turnkey, it's really turnkey, right? So an advisor says, "Okay, I want to market in XYZ city or XYZ territory. Um, what we're going to do is everything soup to nuts for them, right? We're going to find the venues. We're going to book the venues. We're going to do all the marketing behind the scenes. We're going to create the ads. We're going to create the powerpoints. We're going to do newsletters. We're going to do the leave behinds. We're going to do everything. Like literally soup to nuts, right? All the adviser really has to do at that point in time is just say, "Okay, this is what I'm going to do. I'm going to focus. I'm going to learn the presentation. Obviously, hopefully they know a lot about Medicare already because it is a Medicare 101 centered program. >> Um, but then they just got to plug in at that point in time. And so, um, that's the foundation of what we do. Once again, Ollie always gives me a hard time because I always forget. It's a Medicare 101 system. >> Educational workshop. >> Educational workshop done in two different varieties. Either in person in a venue or done online, you know, through a um, you know, a different mechanism. And most advisers these days that truly want to be successful, they're doing both, right? They're doing the hybrid where they're running two or three in persons every month and then one or two virtuals and then we stack campaigns together off that. Um, but then at that point in time, it's their job, right? They own the leads, they're independent agents. They work with us, right? But they're independent agents, they own their own contracts, and you know, we give them best practices, give them a full training coaching program. Once again, on for us, what's most important is not just helping people with Medicare, but taking that Medicare lead and converting that into something else. You know, whether that's life insurance, whether that's annuities, whether that's long-term care, um assets under management for financial advisors, whatever it is, right? Like that's what we specialize in >> because you guys even said that like a really high percentage of what you do, it turn ends up turning into the wealth side. >> Oh, yeah. So, like if you were to take a step back, not just from our own personal companies, but uh like if you can, you know, just go in and look at every single one of the adviserss that partners with us, their their revenue, their P&Ls, right? How does the income that they're bringing in stack up? Across the board, it's going to be 55% on average, 55% more towards wealth, like whether it's annuities, life insurance, long-term care. From a revenue standpoint, Medicare is going to be around 40 45%. In some places, even higher. Like in my personal practice, I'm a 7030, right? And so I'm 30% of my revenue is coming in from Medicare and 70% of it coming in from all the other stuff that we do. But that just comes back to how the process that we have the system, right? Yeah. Like that's what we've really I feel like we've done a good job of is figuring out how to take that average adviser, right? That as we talked about the first time is scared, you know, to have that transition conversation and to give them the confidence, give them the ability, give them the track to run on the support >> where Yeah. a sport where they can then turn that into not only an everyday process but an every appointment process and really change, you know, the whole trajectory of what they do as a business owner. >> It's crazy. I would have never dreamed that that the I mean, but so so really the Medicare is is it's great you're helping people, but it's a generation >> door opener lead gen. >> That's exactly what it is. Yeah. It's a way to get a relationship uh with their a client of yours and they understand that every single year, every October 15th to December 7th, they must review their Medicare, that you're their go-to. And so, great way to bridge the gap to conversations that clients need more than ever. >> I love that. >> One of the most important things about that though is this. So, like when you think about just in the insurance industry in general, right, you got all kinds of different products, different things. Um, but there's two different types of sales, right? There's a transactional sale and then there's an emotional sale. >> People don't have to make emotional decisions. Like with life insurance, you know, people don't have to have life insurance. You're not forced to have it. The government doesn't come out and say, "Hey, if you don't have life insurance, you're going to be penalized. You're going to have X, Y, and Z happen to you. Medicare, you got to have it, right? So, white collar, blue collar, color." Yeah. In the insurance world, there's really only three products, right, that are kind of mandatory. Mhm. >> You got auto insurance, you got homeowners, and you got Medicare. >> No disrespect, but I don't want to do auto insurance, right? I don't want to be in a situation where, you know, I sign somebody up for something, the insurance company then comes in and says, "Hey, we're going to do a 45% rate increase." And people don't even call you back, right? They're just mad at you thinking you had something to do with that, right? Homeowners insurance. I mean, we all know what the price looks like that on that across the board, right? Throughout the country, prices have skyrocketed on homeowners insurance plans. That's a tough business to be in. Medicare, do the prices go up? Yeah, of course they do. But health insurance is I mean it's the most important thing you're going to do when you turn 65 for the rest of your life, right? So, if I had to pick one of those three, right, which one would I want to be in? I definitely want to be in Medicare. It's a mandatory. It's a must for people. They have to do it. >> You mentioned something a second ago u about um fully turnkey. You do it all like you you the newsletters, the booking, everything like which I didn't that's crazy like all these things. >> Um I had a a business coach one time. He's like, "Man, I just want to show up and sing. Like, I I want to be Gar Brook. That's what we are. I just want to show up and talk, you know? I want everything else to be taken care of. >> We'll bring you the nails. You just got to bring the hammer." >> Yeah. >> Exactly. >> In a very non-threatening way. >> Yeah. And there's a lot of companies out there that promise that, let's be realistic about that, right? Um but I, you know, when we say this is what we're going to do, we actually do back it up, right? Because once again, the way that we've got our system structured is we're not winning on the marketing side. We're not making any money off that. We're literally giving everything to you at cost. We're giving you the same exact thing that I'm running in my personal practice, that Ali's running in his, that he is running in his, all our agents across the country are running in theirs, right? We're not trying to, you know, make, you know, bread off that marketing system. We want to give you the best possible chance at being successful because the more the more leads, the more people that attend your workshop, the more opportunity you're going to have to be able to turn those prospects into clients, right? And that's where we would make our money is on that side. So you won't find a lot of other systems out there. I mean, we've searched high and low. >> We have financial skin in the game. >> Yeah, we definitely have financial. >> That's why bringing the right person is so important. >> Yeah. Yeah. That's why we just don't say yes to everybody. >> Yeah. >> Makes sense. What does an agent need to succeed in this? >> Um, for me, the the why is important, more important than the how, >> right? You have to have that fire in your belly. Uh, I always say there's a big difference between pushing a rope and pulling a rope. >> Amen to that. And we're not in the stages of our careers going to allocate time to an individual that we have to wake you up out of bed, go help, you know, build your business and career. For those that are self-motivated, there's those that are coachable because that's key because a lot of folks that come into your your marketing system and they think they know it all. I've been doing Medicare for 20 years. And ultimately they have to be, you know, a uh sense of purpose being able to help people in something that's so vital where 11,000 people a day turn 65 and they all have one thing in common. They have no idea what they're doing with Medicare. And so once again, if you don't have that passion for it, we can help you develop that once we teach you how this the sausage is made. >> Yeah, that's definitely the most important skill set. But I would say secondary and third to that, right, is you got to be a real business owner, right? Like you got to look at this as a real business, right? People don't get into the insurance and financial services world to be an employee. I I mean I didn't I don't think anybody really does, right? So they're getting in it for the entrepreneurial spirit and you know the the values that it provides, the great things that you can do for people, but the great things that it does for you too as well, right? So you've got to have that mindset. You know, that's kind of teachable, but not all the time, you know? I mean, there's there's a limit to how much you can teach. So you've got to have that. And you've also got to understand that in order to be successful in anything in life, you got to invest in yourself. You know, if you're expecting to make, you know, six figures, seven figures, whatever it is, right? Like, and you don't want to spend any money to make that happen. Good luck. Pie in the sky dream right there, man. Yeah. It's it's crazy. So, like that's the thing that we look for, you know, like the entry point, I would say, into our system, right? Like if you're not spending a,000 $2,000 a month currently on whatever you're doing, like that would be like the baseline, right? Uh from a marketing standpoint, we probably don't have any business talking with you, right? Because I mean our cost is super low. Like if you compare like what our system costs versus our competitors, we're definitely going to be on the lower side. But we'll tell you if you're not spending like our bare minimum is like 1,500 bucks, right? And once again, we're not making any money off that that's 100% going to your marketing. But if you're not at least spending that much, what are you doing? Right? Like really what are you doing? >> For sure. >> Being an independent is a very lonely business. It is right. >> And we look at it, we're a purely independent organization. >> Um you're in business for yourself but not by yourself. That's right. >> And so we win when we when you win. >> And how many independent agents have a digital marketing team? How many independent agents have folks that are customizing monthly newsletters to your clients? >> There's organizations, marketing companies that charge for those types of services. And for us, that's a byproduct of making sure that we've ensured your success at the best of our ability. But once again, I'd like to reemphasize to people, >> nothing's easy in this business. If you come out of this >> uh conversation with us thinking it's easy, we lie to you. If it was easy, we'd all be doing it. >> If it was easy, I wouldn't be on the 18th floor of a building. I'd be on the first floor with a drive-thru wearing a headset making close to minimum wage. And so it's not easy, but we have a system and process that's proven >> that we're very passionate about and we love to teach it to the right person. >> And one thing I would say to add to that, Heitham, I felt like Heitham, I know you're not here, my my friend, but I felt like you just tapped me on my shoulder, right? Because you talk about this all the time. >> You know, as I Ali just said, you're not in it by yourself, right? So with a lot of other companies that, you know, have marketing programs or systems and we don't like to call our system a marketing program because we're really not, you know, we're really we're really an agency. who were really a business partner with you. Um, but for all those other companies, like every time you call that company, you're talking to somebody else. They're looking at a CRM, like trying to figure out, okay, from a note standpoint, what did this person do? How much? Yeah. What's going on? Like, we don't we don't operate like that, right? Like, we have a dedicated marketing support rep that's going to be with you from day one to day 720 or however long you're marketing with us, right? that understands you, understands your business, understands also where you live, right? Strengths and weaknesses. Yeah. What's important, what you're good at, what you're not good at, um, and is, you know, literally like an assistant for you without being an assistant on your payroll when it comes to the marketing side. Yeah. Yeah. It's on our payroll, right? So, you know, we um, >> I don't know. It's just it's just it's big for us to make sure that we give you the best chance at succeeding because once again, like we're we're not in the business of wasting time. we just don't want to do it, right? Like if we're going to put our time, effort, and energy into somebody, >> true, >> let's kill it, right? And let's kill it collectively together. So, I would say that's probably our biggest differentiating factor amongst all our competition. And we need anybody that's going to partner with us to be able to see, appre appreciate, but also respect that too as well. >> Yeah, true. How are you how are you uh uh like who who's are you targeting for these? >> I know last time we talked about uh >> T65s. >> No, no, no. He's talking about the advisers. Oh, the advisor. >> Yeah. Like what's the perfect type of adviser? >> Go ahead. >> You want me to start? Yeah. >> So, like I mean we can do a variety of different things, right? Like we've had adviserss from all aspects of life be successful in our program. Yeah. It didn't matter what they were doing, right? >> I would say our sweet spot like if you were to say, "Hey, what are your you like your two best areas that you're really really good at changing people's career is some an agent out there right now that's probably, you know, they're successful. They're legitimately in this business. They're not doing it part-time, right? they don't have another job and this is what they do on the side. Yeah. Um they're waking up every day and they're in the insurance and financial services world and they're making you know somewhere between >> 70 to $90,000 a year in first year commissions. >> That type of an advisor within 12 to 18 months we're going to double their production. Like there's no question about it. So we see that's where we get our biggest bang for our buck, right? Um >> I think Ali's about to say just double >> but I mean I feel like that's a that's a conservative thing. You when I look at as a chief distribution officer, one of the things I look at when I recruit somebody or speak to a candidate, I like the the agents and adviserss who felt pain. >> Yeah, that's true. >> I like the agents and adviserss >> who have been working hard. >> Those people have >> feel they feel like they're repeating the first grade over and over again. Even if they've had a high level success, they know what it is like for someone to not show up to that meeting. They know what it's like to spend money on a seminar or workshop and no one show up, right? Um, you know, as someone who started in the captive world, like a lot of us have, you know, I remember as in the management world, it was about beating up your natural market, you know, project 200s. Uh, who do you know? Yeah. >> You know, do you have a rich uncle who owns a used car lot, >> right? And it's great to be in a position now where it's doesn't matter about who you know, but it's about who you are because that's a big big difference, right? And so when it comes to, you know, I was taught that if you don't ask for referrals, you raise skinny kids in our system. I'm not in a situation where like I have to live off every single referral. You'll give me the referral. >> It's going to happen. >> It's a byproduct, right? So, >> so back to what we're talking about, right? That type of agent, one that's been successful, had the pain, right? Kind of feels like they've hit a lid. Maybe they're working in the captive world, maybe they tried to go out independent, they're buying some leads, it's kind of working, it's not working. They've learned that whatever they buy, even though it was called exclusive, there's three other people that are calling it too as well, right? So, that's a great adviser for us. Once again, they've got to be comfortable spending money, you know, on marketing. >> Um, we're also really good with, you know, adviserss in the financial world, right, that have been spending tons of money on dinner seminar, spending 9, 10, $15,000 a month, right? Um, >> plate lickers. >> Yeah. We can bring that cost substantially down, right? Like we a lot of adviserss that are that work with us that were doing that, you know, they'll spend three to five a month with us, right? And then all of a sudden they're getting the same amount if not more of aum and annuity conversion. Plus now they've got all this Medicare business and they're spend spending half the amount of money on marketing. So we're great with that too as well. But we're also good with career changers too, right? Like >> I wouldn't say teachers Yeah. I wouldn't say like we're searching for them, right? But you know, as Ali said earlier, for the right person, right? a person that's looking to, you know, maybe go in a different direction, but has the why, you know, has the personality, has the work ethic, and is willing to invest in themselves in business, we can be a great partner for them, too, as well. So, we've made it work across the board. Um, but, you know, if you were to pin me down and say, "Hey, Thomas, Ali, Heitham, what's our number our best type of agent to work with?" It's someone who's been in the industry for a couple years. >> They understand the pain, as Ali said. >> Yes. And how do you so so so they're coming on board. You're teach you know the the you're really setting up the system for them. You're filling a room. They're showing up. >> How are you getting how are you filling a room for them? >> What does that look like? >> Depends on the market. Depends on the market. Uh with the ad spend we will figure out what their strengths are, what the market strengths are. Uh some markets uh direct mail still works, believe it or not. >> Makes sense. >> Some markets it's like a typewriter. There's no there's no use for It's like burning money, >> right? >> And so we've learned that the digital space, the social media space as as you've dominated that market, >> it's as people get older, they get more comfortable with technology. So we've spent millions of dollars in meta and so we have a great great presence. A lot of folks watching this video and podcast have seen our ads and so we have a a multitude of of of different uh ways that we get butts in the seats. >> Yeah. Typically we'll do a four-spoke process, right? So, in in some markets just three, but we're going to be doing a direct mail piece. We're going to be doing digital ads. We're going to be doing email blast, sometimes text blast, too, as well. Um, our goal and objective is just to get as many eyes on, you know, whatever event that we've got. And then our what we typically do in that market is we're going to analyze that data over about a 90-day period of time. And then whatever is working the best, that's where we're going to put more dollars towards in the future. >> That's awesome. >> Yeah. But we do that in every marketing. As Ali said, like in some markets, direct mail is still killing it. like we can get a two and a half% response rate which is just crazy, right? >> That is crazy. >> But in other markets, it's like you spend $100 and you get one person to respond, right? >> I wonder why that is. >> I think it's just all on competition. >> They're inundated with mail. >> Yeah. Like in bigger cities like um in Scottsdale, like where where I've got an office at. Um I mean, it's like one of the most competitive places in the country, right? Especially on the financial services side. So, you know, every day, I mean, I'm not in the age demographic, right? But every day when I go to my mailbox and I pull mail out, there's at least two or three advertisements on there for dinner seminars about something. Whether it's wealth management, whether it's social security planning, whether it's health insurance, whether it's buying a time, whatever it is, right? So people are so used to getting all that marketing that they don't even pay attention to it versus like in an area, you know, Yeah. like Springfield, a smaller town, right, where you're not getting marketing on as heavily, like you get good, you're paying attention. Yeah. Yeah. It's going to give you a better better bang. >> We have a strong presence in Missouri. >> Yeah, for sure. Yeah. Yeah. So, I mean, it just all depends on the market that we're in. But our goal and objective is to maximize those dollars, right? Whatever we're whatever is going to give us the best ROI. ROI meaning, and we don't really care about how many people sign up. We're more focused on how many people attend, right? Because you could have I mean, as you probably already know, right? There's a lot of companies out there that say, "Oh, we can get 30 people to sign up for your workshop." But out of those 30 people, how many of them actually attend? Right? That's what we're focused on. CPA, not CPO. >> That's what matters. That's strong. And how how many how many would normally maybe on averageish attend? >> Yeah, it just depends upon the market, right? And also depends upon the ad spend. >> I'll get over >> in in my personal production, I'll get over 3,500 people virtually. I also do inerson workshops. >> That's over the course of a year. >> Over a year. Yeah. Yeah. 3500 people. 3,500 people a year minimum will come to my workshops. So once again, I can market to a whole state. So being from Georgia, one side of the state to the other could be eight hours, seven and a half hours. I'm able to market to them. In the rural towns in southwest Georgia, there's no competition. >> And then once you are able to be a resource for them, guess what happens to your referrals? They skyrocket. >> Yeah. >> Like if the little town of Ludawissi, Georgia, >> if you're turning 65 years old, you know who Ali McDam is. And it's beautiful to be I can point where Ludowissi, Georgia is on a map as a lifelong native Georgia. But once again, our goal is to help as many people as possible. Every market's different. Uh but the end result is having a process month in month out, rinse, wash, repeat. A lot of folks in the Medicare world, they work during the annual enrollment period in mid-occtober to early December. They make 99% of their income that year. And the other eight months, they're either hibernating or pretending to be an insurance agent. We do this month in month out because every single month people in the T65 pipeline are forced into this decision. >> What's my marketing budget need to be? >> Hold on. Let me just let me pop back to that question too as well because I want to give you an average, right? I want to give you something specific. >> So it depends on what type of marketing you're doing, right? Whether you're doing all inerson, whether you're doing virtual or whether you're doing a hybrid, right? Um, and what we've learned, you know, since the pandemic is, and I'm sure you know this already too as well, like for your in-person events versus anything that you do on a webinar, it's two different groups of folks, right? Like the same type of person doesn't attend the same types of events. >> So for the people that go in person, those are typically planners. Those are people that, you know, really have something skin in the game, right? From a client standpoint, they're thinking about this six to eight months in advance, right? That's a perfect client to be able to cross-ell. the people that come to the webinars, they're more procrastinators, right? They're putting that off to the last minute. Lucky lose. Um, you know, like, and so we expect to get a higher number of registrants on the webinar, but a lower show rate versus at the in person when they sign up, if they've taken the time to actually, you know, go to the website, sign up, call us, do all that stuff, there's like a 90% chance they're going to show up, right? So, we actually don't want the in-person workshops to be massive. And I know most of you in the audience probably you're probably thinking, I want to have something where I've got 50 people, hundred people sitting there that I can talk to at the masses and then they just line up and sign up. I can tell you right now, you won't close any of those people, right? You're going to lose them because you can't develop any type of relationship when there's a 100 people in the room, right? So >> true. >> Best case scenario, best practice in those inersons, we want to be somewhere in that 8 to 12 range. If you've got 8 to 12 people sitting in front of you, you can you can look them in the eye. If they got a question, you can answer it. >> That's the first time I've ever heard that. >> It's the best way to do it. You're going to capture more business. What's more important, right? Sitting in front of a lot of people, throwing stuff up against a wall from a volume standpoint and hoping to get, you know, 30 40% of it. Or would you rather be able to sit in a room, look at 8 to 12 people in the eye every time, right? And capture 90% of it. I'd rather capture 90 versus 20% every day of the week. >> In bigger markets, we cap them at 25. >> Yeah. We won't let it get higher than that. >> Yes. Bigger markets, you'll get sometimes 36 registrants. We at that point we have to call the excess of the 11 people and tell them that we don't have enough seats and we want to make sure that they understand that seats are limited. >> Do you tell the 25 that too? They're like, "Hey, we >> Yeah. Well, we you got to understand at our inerson workshops, we're in the same library, the same government center, >> you know, the same where they pay their taxes. They they might be turning 65 eight months from now, six months from now. There's not a high sense of urgency, but guess what? next month they get the same card and they see month in because we market in person uh two months ahead. So they'll get this month's dates but also next month's and they feel like hey there's a little bit of credibility a little bit of they they can't be running scams if they're at the same Gwynette County government center every month and so it gives you a little bit of like um because folks are threatened by are they getting scammed especially the seniors for sure right so it gives them a level of comfort >> the lower numbers too as well once again goes back to our system right like our golden objective as we talked about earlier right the majority of our revenue does not come from Medicare the majority of our revenue venue comes from everything else that we help that client within that household, right? You're not going to be able to do that if you're treating this as a transactional situation. The only way you're going to be able to do that is if you're treating this as a true relationship with a client. >> And the more one-on-one time you can get with them, the more it feels almost kind of boutiqueish to a certain extent. >> Yeah. >> The better result you're going to get in that in the long run. I mean, we've just I've been doing this for a long time, you know? I mean, we're talking 15 plus years I've been doing the same thing. In the beginning, I was probably no different than anybody else, right? I'm like, "Hey, I want to get 50 people. I want to get in the auditorium. I'm so good. I want to be in there preaching to the masses." And we did that. We got it. We spent the money. We made it happen. We had 50, 75, 100 people sitting in this workshop. And I can tell you right now, it was overwhelming, right? Number two, we nowhere near captured as much business. And number three, from a a one-on-one relationship referral standpoint, it didn't even stack up anywhere near what we could get when we had a smaller event. Right? So 25 would be our max, right? Like we would want unless you're like really good. Like if you're like, "Hey, >> you know, I'm the I'm the best thing since sliced bread. I've been doing, you know, events where I've got 50 75 people." All right, we might let you go over 25. But I'm just telling you, you're not going to get the same result. Once again, our goal and objective is to have more than one product in that household. The more boutiquey you have a scenario like that, the better it can be. You don't want to be too small, right? But that 8 to 12, maybe 15 range, like that's a great range to help if they have a team or staff that are also like working with them that are there. >> We have we have one man shows, one woman shows, okay? >> And then we have people who have agencies who have their junior agents, their sub agents, the agents that they have a hard time keeping active, the ones that feel very dependent upon the agency owner. Now, how do I keep this person busy, right? How do I keep them productive? And so we solve that a lot of times by having them. You might be Pat Sjac and she might be Vanna White helping you assist build relationships. >> But once again, that comes back to the smaller smaller numbers, right? So like if I've got 8 to 12 in there as a one person, you know, agent, I can handle that, right? Best practice is to have yourself and somebody else there. That way you can capture everything. Have an admin or have somebody can just help you out, you know, just to, you know, welcome greet people in stuff like that. >> But yeah, we don't want to build it. If you got 25 people every workshop, you can't do it by yourself. It's impossible. I mean, you can, but you're just not going to capture what you need to capture. >> You better have an infrastructure. >> Yeah. As Ali said earlier, like um it's crazy. I mean, it it's it literally is crazy. I don't know if you I'm sure you have this in what you do, right? Um you go up there, you talk, you talk about whatever topic it is, and then literally it ends and then there's people waiting to talk to you and you're exhausted because you just gave everything you had for however amount of time and you're like, "Okay, I need to take a breath." But then these people are just lined up waiting to talk to you. So imagine if you do that and you've got 25 people standing here wanting to talk to you and you're by yourself. Like that's going to be tough, right? So I'd rather have it as a smaller number that way. >> Yeah. >> I can get through it, you know? >> It's just tough. I mean because that's what we try to teach people is give it everything that you've got. Once again, like >> best practices. >> Yeah. Why wouldn't you? You're already there. Like Yeah. Give it everything you got. And people people feel that too as well. like when you're being genuine, when you're being honest, it doesn't matter what topic you're talking about, people will be open to it, right? They can definitely tell when you're lying to as well. So, you know, our goal is to always, you know, whoever we work with to make them, you know, truly be themselves. Don't be a robot. You know, be as personable as you can and be as honest as you can. >> I always teach folks in the system, the first step of any system is memorization. >> Yeah. >> Right. Memorize it. >> Then once you memorize it and have a grasp of it, then you want to go to the next phase, which is uh personalizing it. That's right. Make it sound like you. >> See, if you go from the, you know, the start of the process of learning any system and you jump into the personalization, I call that the bastardization of the process. That's right. Makes sense. So, be coachable. You don't know it [clears throat] all. If you know it all, you wouldn't be >> a man. >> Looking for a system, right? So, >> we we believe that wholeheartedly. >> That's such good advice, man. I see so many agents that are like, "You know what? What would what, Cody? I'll do whatever you say." I'm like, "Okay, do this." They're like, "Ah, I think I should do it this way." And I'm like, "Are [laughter] you freaking kidding me?" Then what are you here for? Why are you asking to me? Invoice me. >> Yeah. >> I had a guy the other day at an event. This is kind of funny. He said, "Uh, I'm looking for the Cody. I'm looking for the golden goose, man." You know, [laughter] I'm like, "Bro, well, keep looking, man." >> He has a magic eightball. He's under a tree soulsearching. >> Yeah. Yeah. Crazy. Um, >> golden goose. >> Yeah. What What's like a from a marketing budget? What, you know, what what what do I need to have to get started or or make this happen? >> Yeah. So, you know, once again, we're not a fly by night system. you know, we're a perpetual system. We actually, if we agree to go, you know, into a partnership with somebody, we make them do a six-month commitment because the way our marketing works, it's just not going to make sense if you don't do six months, right? Like, we're doing it so far in advance. Like, if you're looking for something that's going to give you a gazillion instant sales, we're the wrong program for that. We're building a business. We're not lead genen, right? So, you know, minimum six months we try to do with everybody. And then you can start off I mean we've got agents that are spending10,000 15,000 a month and we've got agents that are spending the bare minimum which is like $16.99 right so 1699 what we've learned through the years is the bare minimum amount of money that you can spend if you're really wanting to get a legitimate result right so that would be like the entry point best practice we would always say somewhere in that $2 to $2500 range um that's going to give you you know a more manageable good flow um where you're going to have a full calendar personally myself you know I can tell you you I've been doing workshops, like I said again, for 15 years. I run two different sets of workshops every month. I'm 100% virtual now. So, I don't do in person. I'm going to try to go back in person, but I set the need, right? Um, so I run, you know, campaigns that are centered around a couple thousand bucks, right? So, even myself, >> I'm not spending a ton of money, you know, I'm spending maybe four grand a month, you know, running them in two different states and it provides as much as humanly possible. Like, if you saw my calendar, you would vomit. like it's crazy >> cuz then they come off of the workshop and they book on your calendar. >> Yeah. They can book directly on Calendarly. Best practice once again, you know, if you're going to treat this like a real business, right, is you'd want to follow up with them, right? I mean, that would probably be a smart idea. True. >> Um, but some people don't think you got to do that. So, we've got it set up where they can automatically book. And then, um, you know, what we try to teach people to as well as being more than just themselves, right? So, our goal with any adviserss that we bring on board is six to eight months from now, we want to have you in a revenue position where you now can go out and add an admin, right, to be able to help that business grow even more. That's always our goal and objective and bring on a sub agent if you want. Or if you want to stay a personal producer forever, you can do that too as well. But I would say once again to answer your question, >> bare minimum 1,600 bucks. Sweet spot 2 to 2500. If you're any business owner and you're not willing to commit to investing in your business or yourself, then this will not be this is a square peg round hole type of opportunity. >> Go back to being an employee. >> Yeah. >> Yeah, >> for sure. Uh venue wise, uh you guys talked about um libraries, >> uh universities. No, we do libraries, government centers, community centers, government, city halls >> through our endorsement with USREA, which is United States Retirement Education Association. They're a 501c3 nonprofit organization that were their number one endorsed Medicare uh education system. So, through the 501c3 nonprofit organization, we're able to get access in venues that are very non-threatening >> and they're hard to get access to. >> Yeah. And they're hard to get access to. And so when when a consumer goes into the courthouse or library, they know they're not going to a time share presentation or a used car lot. They go into what's what they feel is a safe environment >> and so they know what they can expect for the most part. >> We're not doing, you know, restaurants, hotels. We're not doing any of that because I don't think it lends to the credibility of what you're doing. >> Also, no food, no water, no nothing. >> A number two pencil, pen, and a scratch piece of paper because you're here for a purely educational workshop. >> No water. Yeah. [laughter] I mean, unless the building >> you leave full and dehydrated. >> We're not feeding you. Bring your own. >> Yeah. Yeah. Yeah. That's good. And then they know that ahead of time. >> Of course. >> Typically. >> Yeah. Of course. >> Well, I mean, you don't go to the library and expect to be fed, right? You don't go to the library and expect there to be, you know, sodas and water to be educated. But if you go to city hall for that, right? That's a good point. Yeah. If you brought me to a restaurant, I would I would a >> expect it. Yeah. >> I would definitely expect it. >> Once again, that's what really cuts down on our cost on marketing, too, as well as we don't have any of that, you know, extra fluff. Every dollar that every agent spends, it goes 100%. >> Wow. >> To marketing. >> Do you have to pay for the uh access to the venue? >> Some of them. Very rarely. >> Some of them. Yeah. >> But usually >> minor. >> Minor. 50 bucks at best. Yeah. >> Oh wow. >> A lot of times there'll be a uh nonprofit price and a >> Yeah. >> General price. >> There's definitely difference in pricing on those, especially when it comes to like libraries and government centers. Like And it can be dramatic like if you don't have a backing of a 501 like you're talking three to four times the cost. And a lot of times with that nonprofit, there's a zero cost associated. They will >> vast majority of time they pay nothing. >> Yeah. And you get double dipped on advertising too as well, especially if you're doing libraries because we get put on their agendas, on their dockets, on their calendars. So, >> and then social security departments locally will refer you out as an education source. >> It's great. >> Very creative. Uh virtual. >> Yeah. Well, we didn't get a chance to really talk about that much last episode. >> I'm very intrigued by that. How does that work compared to the inperson stuff? I mean, you can assume, but >> that's personal. You know, it's little computer screen. If they like what your content is, they'll watch. If they don't, they'll just push the X and exit, right? And so, it's a beautiful situation to get that different type of consumer >> who doesn't want to battle traffic, who's very busy. And so, when it comes to when they miss your educational workshop, you can send them a copy of the exact same content. They're still turning 65. That's right. >> They had an intention to show up, but for reasons, they couldn't. And then they get your message indirectly, even if they didn't show up. And so when it when it comes to virtual space, >> it been a whole game changer for our organization. >> And then now, you know, I had a health scare uh two years ago. My gallbladder didn't cooperate. >> And so after never having health issues, I had >> always talking about food. You know, right? And so ultimately I had a health scare and I was unable to do a workshop virtually. And then I my staff pre-recorded it. I had a licensed agent answering questions and I learned a couple of weeks later when I returned to work, they had no idea I was missing. >> Wow. >> They had no idea. So last year I saw Oasis at Wembley Stadium. >> I was in Aruba with my family on Eagle Beach and I was doing pre-recorded workshops and think about being able as a business owner, as an agency owner, to be able to be at cool vacations and to have your business moving forward as if you were still working. No. >> And so I would say vast majority of my workshops are live, but it's great to have an opportunity where if I'm willing to invest because of the ROI to continuously do the workshop even though I can save my my beautiful lungs >> and the ROI is super high on the webinars. Super high. >> Yeah. I mean, and it's like it that's the one thing like >> it's a different deal, right? So like in person like we're sitting here, right? >> Yes. >> I'm looking at you, you're looking at me. I can tell if you're following what I'm saying. I can tell if you aren't. Right. I can see your body language. Correct. >> Virtual, you can't do that, right? I mean, I guess we could we could turn their cameras on, but you know, pardon my language, but that would be a show, right? Like, you would not want that. So, you know, when you're when you're giving a virtual presentation, you can't see anybody, right? You see the names, they can ask questions, but it really is all 100% on you, right? And so, um, you've got to really have a good dynamic personality. You got to keep people's attention. True. If you don't, then, as Ali said, they're just going to hit X and bounce out, right? But once again, like it it it opens up a complete different world. And advisors that we talk to all the time that have been doing insurance for a while, they're scared of it. They're like, I don't know. It's like, you know, it's like taboo, right? Going that down that path. I can tell you if you're watching this video right now and you've not started to do anything in that virtual space, whether it's marketing or webinars, you're making a mistake. you're you're not just missing out, you're almost out of business because all the other companies, all the other people, they're years ahead of you, right? And so, you've got to get on the stick for that now. As Ali said earlier, the pandemic, you know, in hindsight, best thing that ever happened to us because we probably wouldn't have gone virtual. If it ain't broke, don't fix it, right? We were killing it just doing in person. So, like, who cares if people are having success virtual, but we were forced to do it. Um, and we had to figure it out very, very quickly. >> Large field force. >> Yeah. Yeah. We had to figure out how to make this happen instantaneously. You know, luckily we, you know, knock on wood, we had success at that. And now looking back, as I said earlier, like I haven't done an in-person workshop literally since March of 2020. It's just been strictly virtual. >> And as Ali said, you can do it anywhere, right? >> Do you start them in person? >> Huh? >> Do you start? >> Most most the time. Most people start. >> It's best practice. Yeah. Unless you've been unless you've been doing workshops for a while, right? Like if you've already been doing dinner seminars or something like that, we got bunch of people that have been doing that. They just go strictly virtual. It's whatever they want to do. >> Some of our top producers do multiple states. >> Yeah. >> So, you could be in >> gives you the ability to do that. >> You can be in, you know, Illinois and Champagne and be able to market to Pennsylvania >> and they have no idea. They they want the information and you're the source of of uh resource for them. >> Unbelievable. >> Wow. So, so good. So creative. I'm I'm I'm loving this. Uh if they want to keep learning more and they're like, "Man, I'm very intrigued." What do they do? Where do they go? >> Yeah. So once again, typically we're going to run a webinar about the system, you know, once a month. Um, all you got to do is go to srarketing.com/webinar. You'll see right there how you can sign up. I think our next one's coming up here in uh in a couple months, couple couple weeks. Yeah. Um, we run them on cycles too as well, right? So like every two, three weeks we're going to run a webinar. Um, we do them live. We don't do them pre-recorded. Once again, like >> we believe in like, you know, take your questions, >> see us, you know, ask us questions. Um, we've done so many of these things. is there's nothing that can take us off the track, right? So, as Ali said earlier, memorization is first, right? We can personalize anything. Like, we're always going to be able to get down that path, but we we want questions, right? Because we think that's the best types of, you know, one-on-one or or virtual transparency. Yeah. Yeah. You can't ask us anything, we're going to answer it. Like, there's nothing that we're going to miss a beat on. So, >> we want to make sure we align the expectations with the reality for both people's involvement. Yeah. And as he said earlier, right, like if this is is if this is something that you're interested in, you know, we'd love to talk to you, right? We'd love to you to hear a little bit more about the details, but we don't want to make it sound like it's simple. It's simple for us. I mean, we've been doing it for 15 years, right? It's it's like waking up and brushing our teeth. But, you know, I don't want to make it sound like that. As you said earlier, it's the golden goose, right? Sure. >> Anything's the golden goose. If you put your, you know, blood, sweat, and tears into it. If you do it consistently day in day out, I don't care what marketing system is, it's going to work, right? Um, but obviously we want to give you a shortcut. You know, we've gone through all the pain points. We've gone through all the trials and tribulations. You're literally walking into a successful program that works today. Why wouldn't you want to do that, right? >> Welloiled machine. >> Yeah. So, just go to our website once again, sromarketing.com/webinar, get signed up, you know, and then uh hear our story and then we'd love to talk to you oneon-one to see if you could be a good fit. >> I love it. Well said, gentlemen. Thank you for being back once again. >> Thanks, Cody. We appreciate it. >> Amazing podcast. Pleasure is ours. >> Thank you. Thank you guys for hanging with us once again. Uh we have Ali and Thomas. Um and they're part of Standing Room Only. You can go check that out. I am very intrigued and my marketing brain just gets going when they start talking about all this stuff. Man, they have perfected this for years. Very impressed and loved hanging out with them these last summer months. Thanks for being on the podcast. We'll see you next time. Goodbye. Hey, I feel