Stop Getting Leads. Start Getting Lead Getters. — Transcript

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1. 0:00Infinite banking,
2. 0:01insurance, you have 29 agents,
3. 0:04and you're
4. 0:05uh needing to decide whether you need to
5. 0:08be the face and get customers to feed
6. 0:10your agents, or you should go all in on
7. 0:14getting more agents and teaching them
8. 0:15how to do lead gen.
9. 0:18>> Yes.
10. 0:19>> Cool.
11. 0:20Um
12. 0:21yeah. So,
13. 0:24do the second one.
14. 0:25>> Do the second one.
15. 0:26>> Yeah.
16. 0:27Yeah, it's it's significantly higher
17. 0:28leverage.
18. 0:29>> Cool.
19. 0:29>> So, basically the So, think about this
20. 0:31is what what problem do you want to
21. 0:32solve? So, either you say I want to
22. 0:34become a
23. 0:36like you want to keep growing your brand
24. 0:38top of funnel so that you just have more
25. 0:39and more people who are interested in
26. 0:40infinite banking, and then you have all
27. 0:42these agents that you pass it off to so
28. 0:44that they can, you know, basically
29. 0:45transact and own the relationship. So,
30. 0:46that's like option one. Um that is, I
31. 0:50would say, the lower risk path cuz
32. 0:51you're already doing that today. And so,
33. 0:53how many how many Is it on Instagram
34. 0:55that you do your stuff, or
35. 0:56>> Yeah, all on Meta and YouTube.
36. 0:57>> Okay.
37. 0:58>> And or getting personal
38. 1:00>> your followership
39. 1:01uh from that.
40. 1:02>> Uh 15,000 subscribers on YouTube and
41. 1:0612,000 followers on Instagram and
42. 1:086,000 on Facebook.
43. 1:10>> Yeah, and what percentage of the leads
44. 1:12come from that stuff versus whatever
45. 1:14you're doing in person?
46. 1:16>> 15% come from online, and
47. 1:19>> Okay, where's the rest come from?
48. 1:21>> The rest of it comes from referrals and
49. 1:22networking and
50. 1:24>> Dude, get agents. Aren't even what we're
51. 1:25talking about. For sure get agents.
52. 1:27>> Go get agents.
53. 1:27>> Yeah, I thought I thought it was like
54. 1:29you were 60 70% of the business was
55. 1:31coming from
56. 1:32from your organic.
57. 1:34>> No, most of it's coming from
58. 1:35>> No, for sure.
59. 1:36>> that. And then the challenge with the
60. 1:37agents that we originally it was all me
61. 1:39teaching people how to do that, how to
62. 1:41go go out there and get business, go
63. 1:43network, go join BNI, Chamber of
64. 1:44Commerce, whatever. That's what works
65. 1:46for me. And then we would get good
66. 1:47people that were like, "Hey, I don't
67. 1:49have any network." So, I said, "All
68. 1:50right." And they they asked where we
69. 1:52leads were, and I said, "All right, so
70. 1:54let me go create leads, and we started
71. 1:57calling business owners cuz that's who I
72. 1:58was selling to. But they were not
73. 2:00showing up, and they weren't really
74. 2:01busy. Whatever we were offering wasn't
75. 2:03whatever. Then I reread 100
76. 2:05million-dollar offers and 100
77. 2:06million-dollar leads, and I looked at
78. 2:08the value equation. I said, "The best
79. 2:09value I can give is to real estate
80. 2:11investors. So, let me go get real estate
81. 2:12investor leads." And then we're calling
82. 2:14them all day long, and the people that
83. 2:17I'm hiring don't know how to communicate
84. 2:18with them properly. So, the only They
85. 2:21end up just setting up appointments, and
86. 2:22then they hand them back off to me.
87. 2:23>> Okay.
88. 2:24>> And they're good, but I think it comes
89. 2:26down to recruiting. People want leads.
90. 2:29The first question is, "Where do you get
91. 2:30your leads?"
92. 2:30>> Yeah.
93. 2:31>> If you say you have to go generate your
94. 2:33leads, they might go look at somewhere
95. 2:34where they give them leads. So, we
96. 2:36started giving people leads. So, we make
97. 2:38an offer to recruits that's good.
98. 2:40>> Uh-huh. Well, I think that one is you
99. 2:43could probably just take the existing
100. 2:44brand that you have and just be more
101. 2:46deliberate about the call to actions
102. 2:47that you make. And basically cuz like if
103. 2:50you talk about high-level insurance
104. 2:51stuff, that's going to attract both
105. 2:53people who want to learn more about
106. 2:54insurance, but many of those people will
107. 2:56be agents.
108. 2:57>> Yes.
109. 2:57>> And so, I think if you basically
110. 2:59alternate the CTAs, you you'll be able
111. 3:02to basically I don't want to say chase
112. 3:03two, but you know, both but in some ways
113. 3:05you kind of can double dip here because
114. 3:06as long as the content strategy
115. 3:08fundamentally doesn't really change,
116. 3:09you're just changing really the call to
117. 3:10action, then you can kind of get a
118. 3:11little bit of the best of both. But I do
119. 3:13think that the big thing that you need
120. 3:15to crack is teaching them to generate
121. 3:17their own own leads. Like that is a 100
122. 3:19like
123. 3:20that's the limiter of your business.
124. 3:21>> Heard.
125. 3:22>> So, you need to bring them on, and you
126. 3:23need to have the training system to get
127. 3:25to reliably get them to self-generate.
128. 3:27Like that's it. Like that's what you
129. 3:28have to do. If you do that,
130. 3:30the sky's the limit.
131. 3:31>> And the 20 people that we have out of 29
132. 3:33that are just simply coming in and cold
133. 3:35calling real estate investors all day
134. 3:37right now that are setting up an insane
135. 3:39amount. I think our offer is not great,
136. 3:41so I'm going to draw on board with that.
137. 3:43But all those people, now I got to go
138. 3:45teach them. I'm just teaching them how
139. 3:46to cold call.
140. 3:48>> Well, they already are cold calling,
141. 3:48right? They already are cold calling.
142. 3:50>> cold calling now. But they're coming in,
143. 3:51I'm teaching them to cold call.
144. 3:53>> Rather than coming in teaching them to
145. 3:54go
146. 3:55shake hands and kiss babies.
147. 3:57>> You want to teach them the highest
148. 3:58efficiency strategy for getting
149. 3:59customers. So, whatever that is. So, you
150. 4:01can It's just like whatever your method
151. 4:02is that you think the highest percentage
152. 4:04people will succeed with, that's what
153. 4:05you teach.
154. 4:06>> Cool.
155. 4:06>> So, whether it's shake hands and kiss
156. 4:07babies or it's cold calling,
157. 4:09whatever.
158. 4:10>> Or a combo of both.
159. 4:11>> Yeah, or a combo of both. Either way is
160. 4:12fine. Um but like fundamentally like
161. 4:14look at the biggest insurance companies
162. 4:16in the entire world,
163. 4:17they are that big for a reason and
164. 4:18almost all of them
165. 4:20they just they they are recruiting
166. 4:22machines.
167. 4:22>> Right.
168. 4:23>> Like that's where the fundamentally it's
169. 4:24like they're not a supply constrained
170. 4:25business. Like you can sell as much as
171. 4:26insurance as you want.
172. 4:27>> Right.
173. 4:27>> Like you're not supply constrained.
174. 4:28>> Yes.
175. 4:29>> Right? Like you're just demand
176. 4:30constrained. And so, you just got to get
177. 4:32guys and then put the system in place so
178. 4:33that they learn how to sell and then
179. 4:35that's the business.
180. 4:36>> Heard.
181. 4:37Heard. Thank you. Appreciate you.
182. 4:39>> Yeah. This is why there's higher
183. 4:41leverage of him getting lead getters
184. 4:43than him getting leads. So, this is the
185. 4:45leads book 175. So, right now he's in
186. 4:48scenario one, which is that he is
187. 4:50getting leads. Right? He's getting
188. 4:51customers and he's sending those leads
189. 4:53to his agents to close. Right? Look at a
190. 4:56much higher leverage move. Let's go to
191. 4:57scenario three, where he spends the same
192. 4:59amount of time advertising, but every
193. 5:02time he's getting lead getters. And so,
194. 5:03every month he's getting more agents
195. 5:05into the business and each of those
196. 5:07agents are now getting money. Now, it's
197. 5:09the same level of effort for him. Look,
198. 5:11his line is still the same. He's still
199. 5:13working the same amount every day, same
200. 5:15amount every day, but here he's got
201. 5:17these new nodes that are generating
202. 5:18business for him. And so, if you add up
203. 5:20all of this, these are all the extra
204. 5:23customers that he's gotten just from
205. 5:25this level of effort. And so, this has
206. 5:27far higher leverage than this does,
207. 5:29which is why I recommended that he start
208. 5:31making CTAs in his content to both
209. 5:33continue to generate cuz I don't want to
210. 5:35kill the business, continue to generate
211. 5:37his normal leads, but also make it clear
212. 5:39for agents if they want to join him and
213. 5:41gain access to some of the leads that he
214. 5:42has. Um that he can come in, he can
215. 5:45train them, and he can show them how to
216. 5:46get the leads on their own, which he can
217. 5:47benefit from.
218. 5:48>> If you're not getting as many leads as
219. 5:49you want and your business is demand
220. 5:51constrained, meaning [music] you could
221. 5:52service more customers than you
222. 5:53currently have, then this is for you.
223. 5:55So, marketing is changing and I think
224. 5:57ACQ tends [music] to be on the bleeding
225. 5:58edge of this stuff. We certainly spend
226. 6:00the money
227. 6:01to do it, but we also build custom
228. 6:02software and we pay amazing vendors and
229. 6:04very expensive people to figure out the
230. 6:06system that we have right now and I want
231. 6:07to share it with you kind of open kimono
232. 6:08style. If you're not getting as many
233. 6:09leads as you want,
234. 6:11boy, do I have the thing for you. Click
235. 6:12below, book call, and uh
236. 6:14hopefully I'll see you in Vegas.