Agent Sold $54,000 Ap In 21 Days (Shares His Sale Secrets)

0:00 We're just going to get we're going to get really tactical. Um, as you just mentioned, you did $54,000 of premium in 21 working days. um really just want to really just understand your sales process, what you do, how you, you know, go through your sales process, objections that you handle, and and most importantly, just want to learn, man, what has um what has been the number one thing that you've continued to focus on every single day to make sure that you can build a I guess a a duplicatable system to sell over 50,000 of premium in just 21 days. What is the one thing that you think is so important for for agents? I think it's time efficiency if I could sum it up in in one phrase. Really what that means is knowing that you have a battery, a >> energy battery if you will, when you're

0:46 going into the day in each and every day throughout the week and just knowing that when you're on these calls, you're trying to get the most out of it in, you know, really the least amount of time as possible. That way, you're able to protect your own time. you know, you're really spending most time on the ones that are really going to give you those sales that you're looking for in the end. And then also having the discernment to, you know, maybe find your way out of certain conversations that you you can tell earlier on that it may not be advantageous for you to stay on, >> right? How do you So, you're basically saying you filter out people that like definitely aren't going to buy or people that like are interested and that potentially are going to buy. How do you know? Like what are signals that you can pick up like through your emotional intelligence that you think because a lot of agents don't understand this, but what are what are things that you look for like red flags like this person

1:31 ain't going to do it? Like I'm going to waste my time. I'm not going to say waste your time cuz you want to help them, but what are some signals that you look out for that help you protect your time? >> Sure. I'd say when you're trying to dig into really the core details of what they're looking to solve and if they're really not giving you anything else, I would say they need to at least put in maybe not so much the same amount of energy as you are putting into the call, but there needs to be some level of reciprocation there, but if you're really not getting any, I mean, the likelihood of them wanting to actually, you know, do anything to solve their issues that they said they have or they may not even say they have, um, it's not likely in that What what are some things that they would say that you would hear your prospect say like, "Man, they're not going to do it." Like, can you give me an example of like what you listen

2:16 for? >> Oh, I don't know. Um I don't know. I'm just looking around. Of course, that's a an initial objection, but if they just continue to say that throughout the call, regardless of how much I try to dive into them and try to bring out that pain in the conversation and in the discovery, if they're not progressing in their desire to solve a problem, I would say that's a good indicator that, you know, they're they're not really looking to solve the problem that they said they had. And what what what question in your script is that so important that's like a must-have that you can't miss that would help you illustrate that they have that problem or not? Like what's that one question that you really look for and how they answer? >> Well, of course, in the the part of our script where, you know, we're killing

3:02 zombies, but if they're still to the level where it's like, you know, when you ask them, you know, is there any reason why we wouldn't want to be able to to take care of this finally here for you? I mean, after all these things that you told me, >> and if they're still at the same level that they were at before, >> you know, in the beginning of the call, then I'm more likely than not to be like, "Okay, well, do we actually want to solve this problem here or is this something that we're just kind of wasting a little bit time on the phone for? Maybe you just want to talk to somebody." >> So, they're filtering and they be like, "I don't know. I'm just shopping around." It just depends on everything. Like, those people are the >> or the ones that aren't opening up. Absolutely. when it comes to um like when it comes to your process um out of all the people that you've sold like what percentage do you think give you an objection at the close like you did 50

3:48 plus thousand would you say 50% you had to overcome objections 30% what percentage would you would you narrow that down to >> out of the ones I've closed I'd probably say it was around maybe 30 it was less than half for sure maybe 30 25 maybe a fourth of them and it's a varying degree of what type of objections they were of course whether it was like a very serious one or it was maybe just a a general little bit of concern. U but yeah, I'd probably say about maybe a fourth maybe 30%. Cool. 30. So out of the 30% I mean that that could you know indicate you know 15 or $20,000 of premium that could have been lost if you didn't know to handle them. What objection do you think is the most common that insurance agents get that you know probably coming that you've been able to master? >> It's definitely the spousal objection.

4:35 Um there actually I would say it's two. It's the spousal objection or the I don't have money to pay for it right now which are very easy to navigate I think especially the second one. >> Uh but I guess amongst the two the harder one would be of course a spouse objection. It's just making sure that they have the control and putting that in their mind that they are going to be the ones that are going to ultimately make the decision here. but also uh you know just being able to present it in a way where it it is allowing them to have that second opinion there that they're looking to have while also getting what you need done for them. >> Absolutely. Let's break that down tactically because a lot of people struggle with that. I I'm actually interested first in no money to pay for it today. Like where is that process? So I know you typically ask like you know what date do you want to start this up?

5:21 They give an objection. How do you where do you typically get that objection? like what would the scenario be? >> Yeah. Well, I mean I like it when they actually say it earlier in the call. Sometimes they'll just interject and just be like, >> well, I will let you know like I'm on a fixed income even before we even get to that portion of the script, but they they may often bring that up earlier on. And if you're able to put that in their head, you know, oh, with that reassurance, oh, you know, that's totally fine. Like, we typically do work with people who are in this exact same predicament as you. So, I mean, don't worry about that. I mean, we'll definitely be able to just get you taken care of here today, but as far as like, you know, handling that payment today, that's not something you'll have to worry about. But the I'd say the sooner the better if they do bring it up, which sometimes they do, it is more advantageous because you can continue to just uh tap into that the whole entire

6:08 call and just say, "Oh, yep, that's not a problem. That's not a problem." And by the time you get to the close, it's like they already know that and they're ready to go. >> I was just going to ask that. Do you feel like because we don't have that in our script, do you think it'd be helpful to add that into the script? Like, and you know, Isaiah, we work with people on fixed incomes. Just want to let you know if we did find you something, you don't have to pay frankly, would that be helpful for you? Do you think that would help lower someone's guard? >> I think it would be helpful if you knew already. I wouldn't maybe put that in right off the bat because that kind of kills your chances off to >> get an immediate start, which some of them may be able to do, even if >> maybe there's some hesitation and they're like, "Okay, you know what? Let's just do it." But if you're I think if we're going on the front foot there and just saying and kind of basically giving them an out to not start this

6:54 policy immediately, it may be kind of uh disadvantageous, you know, ultimately to try to get those >> closer starts. Yeah. >> Yeah. Absolutely. And then for the spouse objection, how do you handle that? Just break that down because I think a lot of people can learn from this. It's let's say I'm like, you know, Isaiah, everything sounds great, man, but I need to speak to my wife. Like what what's just your simple process of how you how you would handle that? What does that sound like? >> Yeah. Like, sure, Peter. I mean, I totally agree. I think that's a great idea that you're bringing your wife into this. And of course, I mean, I' I'd want to go over that with my wife as well in that case. But let's do this here for you. This is kind of what we typically do in this case, Mr. Peter. You know, I just want to go ahead and just make sure this uh coverage is available here for you in this case. So, what I'm going to do is let's just say we'll start you off on this starter option for that 10,000

7:40 here. I'll take care of your eligibility here with Real Neighbors. And with that, of course, we'll go ahead and we'll just push out. You told me that you do get your payments on the 15th of the month. We do have about >> six days here before that comes around. That will give you plenty of time to go ahead and speak with your wife before this policy actually started, but we will go ahead and just take care of this 10,000. They'll give you what you need and then if you ever wanted to bump that up later down the road, you have plenty of time to do so. Sound fair? Kind of something like that. >> Love that. Yeah. So, it's you're solving their objection and you're also like helping them understand how it's going to still kind of go their way. >> And then you're you're not really leading with like, oh, we have to even see if we get you approved. And if they say like, what do they say like no to that? What do you think? What would you do then? Like, ah, yeah, that sounds great, but I still need to speak to my spouse. Do you just kind of like set the

8:25 appointment or do you kind of keep pushing through? >> I'll probably loop another time. U go a different direction in that way. you know, just say like, okay, what's what's kind of the main concern thing that you think is you're unsure of here that you want to really make sure that is is clear with both you and your husband. And then maybe that's when we can circle back to, well, you told me that having something's better than nothing. You told me that, you know, at this point, at least having the burl taken care of is is the number one thing. So, this one option here for well, that will actually do it for you. So, why don't we just go ahead and start with that and then we can go ahead and and add on later down the road to get that bonus coverage, if you will, later down the road after you speak with your husband if that's something you wanted to do. >> And then you ask with this I love that. So, you're just looping again. So, you'll typically loop two, three times to push through it. Now, when it comes

9:12 to your process like how how is your framework just like simply you start the intro, you do the medical, but like you typically are like I think you talk about efficiency being one of the most impactful variables. What's your time frame for each part? So, I know a lot of new agents struggle with like wasting too much time. >> Talk me through how much time it's you take in each section. So, if you could just help illustrate what that looks like. >> Well, I I have a bigger further bird's eye picture to it in general. I mean, I don't know exactly how long for each part, per se, but >> generally I try to get either into the application or get a no fully by either 15 to 20 minutes. That's kind of my goal. >> 15 to 20 minutes. Okay, >> 15 to 20 minutes is when I want to be through with the presentation. We're going to be either going into the

9:57 present or the uh application at that time >> or we're going to be just getting a no like maybe setting out appointment or just letting them go around that time. So medical I mean obviously you can't do a whole lot if they're just a slow individual and you know they're reading off their prescriptions or whatever but you know typically around like maybe five minutes be done with that. >> Moving into discovery >> and then typically that's where you spend most time. The five to seven minutes left there's 12. What what what about people? So you say five 15 to 20 minutes, but what about people who say like, "Well, Isaiah, like what about rapport? What are your thoughts on rapport building?" >> Well, I think it it really depends on your sales style as well. And we have to be realistic with the fact that not every agent is the exact same to their approach, with their tonality, with just the way that they function on the phone.

10:44 And I think one of the benefits of my process is just being self-aware that I'm not the most empathetic person to begin with. Like I I don't have a naturally super uh deep dive emotional tone or anything like that. So a lot of times I think it does depend on the person. You know, there's some individuals where you have to spend a little bit more time on that, but there's a lot of times as long as you're actually solving and you're getting the answers that you need as far as what the problem is, what would happen if you don't solve it, and then of course how we can solve it ultimately that you got everything you need there for you. And then you can take on more of a professional tone as as far as you know your approach for that as instead of something that's maybe like more of a a nurturing tone which you know I guess in

11:29 that point again it goes back to how your selling style is in that case. >> That's that's so important because I think a lot of people say like I got to get them to like me because if they like me that they're going to buy from me. Like let to be honest is there are people that by the end of the call they don't really know much about you and you're not sure if they like you and they buy from you. >> Yeah. I mean, I I I don't think it's about being liked. I mean, sure, that that may be present in certain calls here and there what you're >> maybe she pulls up a little side comment, then you dive into that or something like that. That happens. >> But ultimately, I think the biggest underlying factor, like the common denominator, it's just the fact that they trust you and it it sounds like you know exactly what you're doing and you're a professional and you know exactly what to do in order to solve their problem. And as long as that's the case, I found that that's kind of the

12:16 common denominator there in most my sales is if they trust you. >> Okay, this is something I want to break down. When someone's cuz I have a few things that come to mind, I can't forget this. This is good. When you say, "I need someone to get to trust you." Like, how do you break that down a level where an agent could understand? Cuz a lot of people say like, you know, you got to get them to trust you. But what does that what do you think that means? And what does that look like? >> It's confidence. >> Competence. Okay. So, what does that mean? Break that down. the fluidity in your process, making sure that there's no large gaps when you know you're pulling up your quote here when they're when you're into the medical. If you're jumping the gun a little bit like, "Oh, you're taking >> this or that." I'm taking something for acid reflux. If you're like, "Oh, aresol, pentopresol," like right off the bat and you're helping them out find that, they're like, "Oh, oh, you know,

13:01 okay, great." >> And then, you know, little things like that. But it's not just that. It culminates with all the other things as well. getting ahead on everything, having that energy like this is what we're doing as opposed to oh okay gotcha and maybe we can do this here to to solve this problem more along the lines okay this is your problem this is how I can help you this is going to be the best decision and it's it's in that tonality as well just saying no this absolutely here I'm a professional >> and I'm giving you this option here with like the utmost conviction in my voice >> and when you are doing that throughout the whole entire call you're 15 20 minutes into a call and you've been like that the whole entire time you're like, "Okay, this person knows exactly what they're doing. Like, I'm not going to find anybody else that's, you know, of this level of competence in their in their professionalism, I guess you'll say."

13:47 >> Absolutely, man. I think that's the thing is like you're so sharp. It's the transitions are quick, your competence, and you you lead with different words. Like, here's what we're going to do. You like almost just lead them to the water, and it's like that's that's the plan. When it comes to your strengths, I think one thing that I wrote down is you do well with like men that are direct and straight shooters. Do you take a different approach with men who are like very logical, get down to business versus like Miss Betty or you have the same same approach when it comes to selling individuals like that? >> Oh, of course not. You you got to have a different approach for the two of them. Uh 100%. I think it would be foolish to to take the same approach to the two. Uh because of course certain pain points need to be hit depending on who you're talking to. So like I will change my voice completely. This is how I talk

14:32 normally, but like >> Yeah. Oh my gosh, like I can't believe that happened to you. I'm so sorry. Like I sound like a different person altogether. And I think that's important. I I like to to say it's kind of like putting on camouflage or being like a chameleon. >> You kind of got to alter it a little bit there. And that's with any sort of sales situation. You got to be able to read the room. But yeah, 100%. I think you need to take a different approach and that comes with time of being able to perfect both of those, you know, types of approaches. >> Yeah. Yes. You have to adapt to your to your environment. I love that. Camila, when it comes to Is there anything that you did like cuz you have you've been in insurance for a few years now. Is there anything that you used to do that you like look back and you're like, man, I would I would never never ever do that again in your sales process.

15:21 >> H I can't I can't pick one in particular. I I would I wouldn't say I I have anything off the top of my mind. Um >> Okay. >> Give me an example of something maybe. Maybe. >> Yeah. Like for example, dude, when I got trained, like my for first 14 14 days how to make a sale, I looked back at my script in the medical section, they made me ask for someone's social security number like when I first got started and I was like, >> how did I how do I do that? I also thought like that you have to be like like really personable and likable. So I would spend like 45 minutes >> like on calls with people and at the end I'd give them the quote and I'm like they like me so much and they would just literally click on me. M >> so or maybe you can even tell us like what what have you learned about the final expense clients that like like what do you think people need to understand about who you're selling when

16:06 it comes to final expense like you I mean you present you speak to them all day six days a week like >> what is like the most important thing that you must know about the people that you're selling to >> well the ultimate thing is I mean yes it's a personal interaction as well but I mean this is transactional like this there is a a need here that needs to be solved solved >> and you're just giving them the options. And I think ultimately you got to remind yourself that that that's what you're here to do. >> And so sometimes that means you just got to take the reigns and just give them exactly what they need and kind of cut out the fluff a little bit. >> I mean, I would agree. I mean, in some cases when I was selling not only just life insurance, uh, life insurance, but other insurance products as a whole, I maybe take a little bit too too much time to um, try to build that report when it really wasn't necessary. as long

16:52 as again they they see you as the professional that can solve the problem, that's all you need to do. And I I think that is >> one of the pieces in the process there that I've kind of honed in a little bit that again allows me to protect my energy and my time and ultimately, you know, be more efficient on the phones when you're on the phone. >> Yeah. Like yesterday, you got 10 presentations, which is insane. Like that's two days of work for most people that you got in one day. So it's like you're just getting more opportunities and more swings uh to to hit home runs. If you were to if someone was like a new agent and like, "Man, Isaiah, I watched your video and they're like, "Man, I'm stuck at like two to three policies per week and you didn't have full context of their calls." What would you think, like what is like one thing that you think like someone could improve on to make them a little bit better? >> Well, if they're only getting two or

17:39 three, you said contacts a day. >> Uh, two or three sales a week. >> A week. Okay. Well, it it depends. I mean, you got to look at the logistics there. Maybe if it's something where you're not getting many presentations out altogether, I mean, it's probably it's something with your intro. >> But if you're getting their presentations and you're not closing them, I mean, you're probably there's a likelihood you may be spending too much time on a on this type of calls where I mean, there's maybe not that that likelihood of it becoming a close. And I think that's something you got to spot earlier on, you know, if the writings are on the wall there that this is something I really need to dive into or maybe something that I need to contract a little bit. And >> yeah, >> you know, >> no, I think it's important. I think I learned that you don't do you quote do you quote everyone? Like for example, if

18:25 if the guy's like, "Just give me the damn quote. Come on, man. I need the quote." How do you handle those people? What do you do? >> Yeah. Well, it depends. I mean, sometimes there there are people that are just like kind of rude in that respect, and I'll just sometimes I'll let them go if they're just continually doing that cuz like it's not my worth my time. Like, look, I'm trying to be helpful to you >> and you're not if you're not going to reciprocate at least a basic level of that like respect or just that care in this call, then I'll be like, "Okay, thank you for your time. I don't think I can help you out." I mean, sometimes that does that is the case. You got to do that. Uh, and I think some people are scared to do that sometimes because I think we're so trained to just keep objecting uh objection handling and and continually doing that. But there are some cases where very clearly they're they're really not here to really solve the problem. They just want to see figures and then they're going to hang up on you. It's likely. But >> when it Uh-huh.

19:11 >> Yeah. When it comes to like leads, how how important do you think that is to I mean leads are important, right? You got to have leads. But >> if I mean to sell 54,000 I mean for now with your skill set of sales if like do you feel like leads the quality of lead is as important because you have the skill. So, what would you value more? Having a 10 out of 10 skill set or having a 10 out of 10 lead with no skill set? What do you think is important? Well, >> you got to have the skill set for sure. I mean, even earlier on when I was, you know, just a new agent in in case I was able to pull some pretty good numbers just because the process was there. The skill set was there and you can't replace that. I mean, you can have the best leads in the world, but if you don't have the right process, you can still flub it up and end up not selling them. So I would say more important is

19:56 that process you know being able to read and react to the type of client that you are speaking with I think ultimately is the biggest thing. But of course yeah it's huge that this the leads are great and it's fantastic and they continue to come in and I think it's more fine-tuned and you know after what we're actually looking for here is what it's targeting. So a bit of both I'd say but >> yeah. Yeah. What um is there a difference when you feel like selling someone simplified? Like how do you how do you pitch like a graded policy or guaranteed issue policy? Because a lot of people struggle with that because they don't think it's a lot of value. But what's your approach to doing that? Well, you know, it's really making sure not to set the expectation earlier on the call that they're going to be getting a day one coverage because I

20:44 think that can be really hurtful to your process >> if you dive in immediately on the call cuz a lot of times, yeah, we're going to try to get you like the day one coverage and you say way too early before even getting the full picture of the medical. >> And I think that's really where you have to be careful there where >> with how you work it. But it's really just presenting that value there to me. It's like, look, putting it real in full in in full perspective there for them where it's like, look, every single other carrier here is going to be either denying you or putting you in a two-year weight where they're not really going to pay basically anything out except the money you put into it. >> But this one here, and it's really just how about you frame it, like this one here, like this is awesome. This is the one that can actually get you that coverage if even, god forbid, something were to happen to you in the first two years. And if you if you uh present it

21:29 like that and that I mean it truly is the best option for them. I mean again it looks like a million bucks as opposed to just you know a graded policy in that place. So it's it's how you present it. Again it's um it's marketing really is what it is. >> Yeah. Can you make something that's you know turn nothing into something. How do you pitch your numbers? Cuz your average premium was great. I think it was in 1100,200 probably above. What what are some pitch things that you do when you present your numbers to ultimately sell higher premiums because >> higher premiums you make more money and you get better policies for your client. What uh what are some things that you focus on? >> Well, I think number one is just don't be afraid to pitch higher from the get-go. I mean, we we train in the framework that we want to start around

22:15 65, but the reality is, especially with a lot of these people who have never looked into life insurance before and they're really just for the first time looking to it, they don't have any expectations for what this may or may not cost. A lot of these times they're like they're they're just kind of, you know, on a boat when we're the wind that takes them to where, you know, they need to be. They don't have any direction as as far as like what's normal, what's not, right? So, you know, sometimes it's pitching an $89 starter option or a $90 starter option or something like that. That way when you know you're you're you're showing them the second or third option that's like 200 bucks, like the $90 looks great. >> And so to them, like it's just that framework there. It's I mean, obviously, if they told you, I'm I'm on $700 a month, then you're not going to pitch something that high in the beginning.

23:00 >> But if they're kind of open-ended and something like that, like why why not? I will I have been making the concerted effort to put it in their head like look we do have more options here even more than the ones that I'm presenting here to you. So don't don't get too scared if these are a little bit higher. We can always go up and down. And when you present that framework to them before you go into the options if you do pitch a little bit higher than what they're comfortable with that's fine. I mean they will not just immediately hang up on you or something like that if you framed it like that and then they'll you'll be able to downell. So I I just say, you know, if you don't buy a ticket, you won't win the lottery. >> Yeah. >> In that regard. So you might as well just do it. >> Are you also Yeah. Absolutely. Yeah. So have that confidence and that boldness to just shoot when when you are listen when you do pitch like you know that

23:46 that the the 20,000 is going to be $120 per month. Do you pause a second and like listen for the response before you go up or do you disregard what they say? You know, I honestly I just drive through it like, >> okay, >> a lot of the time. Well, not a lot of times. It depends on the person that I'm talking to. If it's one of those really active people that are really just going back and forth with you in the conversation, then yeah, maybe I may listen to it. But a lot of times it's just like boom, boom, boom. I'll put out the options there for us. This is what you expect here. Let's let's see what works. And and that's really what I go for there. >> And then you go, so you just go, okay, this is going to be $63 a month. Okay. And the next option is this. That's going to be And you don't really have any gaps. It's just kind of pretty fluid. >> It's pretty fluid. Yeah. And then of course it's I make an emphasis like,

24:32 okay, this one is customtailored to do this here for you. But this one will be a little bit better if you wanted to really take care of this. And it's just more of that. That way it's just like, oh wow. Okay. I'm not that way. It's kind of shifting the focus purely on just the price and you're again you're adding more value into what these options present there for them. >> Good. So you're before you giving the price, you're explaining how it's going to solve their problem that you >> like and what and what in particular you're going to be getting with each individual option. Like this one really leaves some money behind if you're if you're really looking to leave that extra little bit of money behind to your grandkids as well. I know you told me that's something you wanted to do. That's what this going to do. And then price. So that way it's like that's not the biggest thing that they're looking at there. I mean, yes, it is a component of course, but it's not the only thing. And again, they're they're looking alongside that of at the value as as

25:19 opposed to just the price alone. So, >> right. So, you're not highlighting the price or highlighting what the value is. That's awesome. Last thing that I have for you is what is like one word, >> one word that describes what it takes to win in like final expense or life insurance? Like, what's one word you think that comes to mind? >> It's perseverance for sure. I mean, you're going to have weeks that are just really down for you and that's normal. You could be the best salesman out there and you can just have a bum week. It happens. But ultimately, it's just having the mind to be like having that short-term memory when it comes to selling and just being, hey, you know, it's fine. It happened. Maybe I had a bad day or a bad week, whatever. And then you just get into the next one and uh have, >> you know, that energy to to get to where you want to be. >> And and that's ultimately it.

26:05 >> How do you try to like reset after harder weeks? Like what are things that you like to do? Yeah. Well, for me it's just the balance of everything. It's it's you can't just like solve it with one thing like over the weekend or something like that. I think it's it's all mingled in the biggest thing. Like got to have that balance outside of work. Like I go to the gym, I go to church, I spend time with my wife, all that. That's all important because >> if you're bogged down and everything else, then you're not going to be able to fix yourself at work. It's it's not going to happen. And I had moments of time earlier on with the company where I wasn't cross-checking everything else that I had going on outside of work and it was just peeling or was just seeping into my work as well. It was not not looking great. >> But yeah, it's just it. Yeah. >> Yeah. It's hard. It's hard to speak uh to our clients a lot and like they they

26:52 have a lot of issues and you know bringing that it's it's it's a huge mental mental battle. Um yeah. Well, I appreciate this. Is there anything else that you'd share with, you know, anybody that's struggling or anything that anybody that needs help? Anything that you would uh advise them to do? >> You just got to keep with the process. And I just say find the fine-tuned pieces that I think works best for the way that you are on on the phone because ultimately I think the biggest thing is just again that self-awareness and seeing okay I I'm really good at this naturally or I maybe struggle with this and I think I can use that to my advantage. I think we have the framework of the the script of course which is great. Never deviate from the core of that but I think there's bits and pieces that you can fine-tune and really just take advantage

27:39 of to better suit your style and your process and then longterm that would just make for a more enjoyable time selling and again your energy level is not going to deplete in a way to where you can't perform at the high level that you want to. So that's >> absolutely basically >> max efficiency. And something came to my mind is like a lot of people like try to become life insurance a what are like three character traits you think someone would have to have to be able to do this because I don't think everyone is cut out to do this. So like three things >> like if your friend was to come with you like he was like hey man I want to do life insurance. What are three things that you would look for in him to help understand if he'd be successful or not? >> Well number one it's just got to be motivation. You got to have a drive to actually succeed.

28:25 >> It's not a job where it's like a 9 to-5 where you can just clock in, clock out, and whatever. I mean, you can, but you're not really going to get anywhere if you have that approach. So, number one is you got to have that motivation or that drive. >> Two is you got to have that that stomach to persevere, of course, like I just said. Um because if you're going to have a week or maybe two weeks that's you know just kind of lackluster which it happens to the best of us and you just stay in that rut and that plateau then you're not going to make it as well. And I guess three is coachability. For sure is coachability. >> And uh I mean there are plenty of things even as as good as you may be on on the on the calls or whatever you need to be able to take uh constructive criticism if there's certain pieces that are not working for you and and just being able

29:10 to take that with grace as well. Just being coachable. >> Love that. Being uh being able to, you know, adapt and change based off your process. Well, um I say I appreciate you. Appreciate you being here. I'm going to