TRANSCRIPT

 

TRANSCRIPT

Alberto:

Hey, guys. Good morning, Alberto. This is Monday, July 1st, first of the month. Did you meet your goals for last month? If not, time to rewrite them, reset them for the end of the month. July 1st, Monday. Hopefully you’re not like most agents that absolutely hate Mondays.

Today, I am taking a think week. Think week is something that I borrowed from Bill Gates. You probably heard of him, and he used to take a week… Actually, he still takes a week every year to disconnect, and that’s where his best ideas came from. Windows came from that. That’s where he first realized that the internet… He’s like “The internet, I think it’s going to be kind of a big thing,” and he decided to create Internet Explorer, all products that we’ve all probably used, right?

So what I did is I came to this little colonial town called San [Cristobal 00:00:00:48]. You can see the buildings. Pretty cool, huh? Up in the mountains, I’m about 7,200 feet up. Sun’s about to come out, but it’s kind of nice. It’s nice and cloudy. It’s been raining and cold, which is the opposite of what I’m used to living right on the beach. So I’m going share with you ways that… Well, you should take a think week.

Now, if I’m telling that to you and you’re an average agent, you’re probably thinking, “Think week? What are you talking about? You know, I can barely get my stuff done by the end of the day.” Maybe you’re a P&C guy. We talk to P&C guys all the time. We have them all, State Farm, Farmers, a bunch of independents. They say most of their day is service work. Most of my day is service work, I can’t get away from it. Maybe you’re a life insurance guy chasing referrals around, chasing maybe references or circles of influence, trying to get them to actually give you… I hope I won’t get run over here… trying to give you some good leads. Maybe you’re a guy working with an IMO or FMO getting a bunch of those B leads and C leads, and you know what I’m talking about, right? You have to call them hundreds of times. You’re spending hour after hour every day to book an appointment. I’m going to show you how to create time.

Now, in the old days, in the ’90s, people were all about time management, time management. Maybe you’re still doing that. Now, that means you’re about 25 years behind. In the early 2000s… I just finished working out and I’m out of breath. Look at this plaza right here, huh? Look at behind me. Look at this, like 250 years old. Pretty cool stuff. Can you see the mountains in the background? Look at that.

Anyway, in the early 2000s was about prioritizing your schedule. Now we have figured out ways to create time. How do we create time, and one of the ways we do that is by becoming more efficient. Now, there’s a bunch of different ways that I teach my clients how to do that. Look at this, man. But I’m just going to focus on a simple one that you can implement right now, and with it, it’s just becoming more efficient with what you do, compressing time.

I’ll give you an example. The average agent, it takes them an hour to book an appointment on the phone, an hour because he’s chasing people, people that say call me next week, people that don’t answer the phone. Most people are not never going to answer the phone, by the way, followups, only 7% convert, but an hour. Now what if you could set eight appointments in that one hour? So while the average guy’s taking eight hours to set eight appointments, you can do it in one. You just created seven hours.

Now let’s look at bigger picture. The average agent, it takes them two weeks to do eight appointments. Average agent, two weeks to do eight appointments. What if you could become more efficient, do what I used to do? I used to do eight appointments in one day. Eight appointments in one day. Now you just gave yourself 13 extra days of time. You just created 13 extra days. What would you do with those 13 days? I mean, you could take a think week out of that, maybe spend a week with family somewhere. That’s another thing about this great trip, guys, no wife, no three kids, no dog. I love them. That’s why I do what I do. That’s why I wake up in the morning, but it’s just me, just by myself, disconnected, no distractions.

So while most agents spend 80% of their time prospecting, only 20% selling, what if you could flip that around? We have created a process to be able to do just that. What if you could get the smartest, most intelligent machine on the planet working for you? We actually have that happening right now where our agents are able to compress that time, become more efficient with their time, create more time, and we also help them with conversion, even conversion. So if you can get rid of 80% of what you’re doing now, prospecting, service work, and what if you could create time while you convert too? You know, the average agent takes 2.3 appointments to get a sale, 2.3 appointments. You sit down 2.3 times to get a sale. Our guys are doing it in one appointment, so that’s more than doubling time right there. You’re cutting your work time in half. Now you’re doubling time again.

I’m keeping it very, very simple. This is stuff that you can start doing right now, but becoming more efficient and actually having people waiting for your phone call that want to talk to you about the products that you offer. Then you sit with them. They’re expecting you. They show up so you get rid of the no-shows, and in 45 minutes you have a new client, a new sale. Pretty cool, right?

So we put this into a simple step-by-step system and process called Predictable Premium. Over the last three years now, I’m doing a new presentation today, we’ve helped over 800 agents do just that, from P&C guys to the Mass Mutual’s, Northwestern Mutual’s of the world, New York Life guys, they’re all in our program. They’re all getting awesome results. We’re taking just a few more people now as we try out this new version that we are releasing today, releasing it today, July 1st.

So click on the button right now and let’s see if you qualify to work with us. If you do, then we guarantee the results. We don’t guarantee appointments, anybody can do that, or leads, everybody’s got shitty leads. We guarantee more sales. We guarantee it. So we can’t help everybody. We’ve all been in a place where like, “Ooh, that guy’s not going to be in business for a long time,” but if you click on the button now, it will take you to a brief little application. We want to know a little bit more about you. You can book a time with us, with my team, and during there, you’ll have a time, you can ask some questions. Write your questions down and we’ll be happy to give you a little bit more info so you can learn more about us, we can learn more about you, see if we’re a good fit.

Do it right now, guys. We launched today, July 1st, and we’ll see you on the next video. Click on the button right now.

 

 

TRANSCRIPT

Hey guys, Alberto Riehl here. Just getting back from the gym this morning, my little golf cart here. Monster Tires, I love this thing. That’s my car. People always ask, what do I drive? I drive, there’s my, that’s what I drive right there. I’ve been getting asked a lot about a $10,000 physical I just took four days ago. What happened, what did you learn? There is such a thing, it’s called an Executive Physical. Here’s my favorite thing about my house, second favorite thing behind the ocean. It’s called an Executive Physical, and I learned about it through Daymond John. Daymond John is the Shark Tank guy, right? FUBU originator, guy does about 400 million a year.

I learned about it the same way he did. He was told by a buddy. He’s like, “Hey man, you should take this thing. It’s called an Executive Physical. It’s $10,000, it’s not covered by insurance, but you can afford it. You should take it.” He goes, “No man, I’m good. I just got checked out by my General Practitioner.” Remember this, General Practitioner, this is one of the things that I learned. “I just got checked out by my General Practitioner …” I’m going to turn on my steam room here. I have a steam every morning. Oops, there we go. There we go, it’ll be ready here in a few seconds.

Man, let me take off my socks here. He learned about this $10,000 physical. He’s like, “Man, I just got checked out by my General Practitioner. I go to him every single year. He says I’m good, I’m healthy.” But, his buddy’s like, “Dude, you should really check it out.” So he does, and they find this little ball in his neck. The ball ends up being cancerous. This $10,000 physical saved Daymond John’s life. Now he really recommends it, he has it in his book, Rise And Grind. You should get it, great book, great book. One of the things that he talks about there is that the regular physical would have caught it four or five years later. It was cancerous, four or five years later. By then, it would have killed him. It saved his life.

I learned a few things. Number one is that, we have a responsibility. In today’s world we live in an economic planet where we have to do the best we can so we can give the best healthcare, education, everything to our family. Now, I learned a couple things specifically. Now, this is my favorite thing about, ah, the house. One of the things that I learned was about being a specialist. Now, Daymond John was seen by his General Practitioner. He’s the best General Practitioner in New York City, that’s where he’s from. But, he wasn’t able to catch it.

Now, when I went to go get that physical, Sarah got it also as well just a few days ago. I got seen by 13 specialists. 13 specialists in one day. I mean, it started with a Cardiologist, and an internal person, and a Hematologist which is a blood person, and what else? An Orthopedic, and what else? Oncologist is a cancer person. Proctologist, oh I’ll never forget the Proctologist. I wish I could, but anyway. Plumbing is all good, everything is all good. But, 13 specialists one after the other. These guys are the best of the best of the best. It was the Mayo Clinic, by the way.

Mayo Clinic is considered to be one of the best, if not the best hospitals in the world. They don’t have General Practitioners checking you out. A General Practitioner, a very good one, missed Daymond John’s tumor. What does that have to do with insurance? Well, in the last few weeks we’ve had two insurance guys join our group, earning over a million a year. Over a million a year. Guess what they had in common? They were specialists. One guy only works with executives from the top four accounting firms, Deloitte, and Price Water House, and so forth. The other guy, only with real estate developers. That guy by the way, made almost six million dollars last year. Almost six million.

They’re specialists, and they say, “Alberto, it’s a lot easier to be a specialist. I only have to worry about the problems of my developer guys. I know them backwards and forwards, nobody can compete with me. While everybody else is trying to figure out how to help a 24 year old, and how to help a 75 year old, I just focus on this one guy. I’m the very best, it makes my life easier.” And guess what guys? “It’s a lot more enjoyable.”

Now, you’re probably thinking, “Well, I have no idea what I should specialize in, or what my niche should be.” Well, we have a scientific process, been around for over 50 years, used by NASA, that brings out what you’re good at. It brings out what you’re good at, what you should specialize in. Here’s the best part is that, as humans we love what we’re good at, right? We don’t like stuff we’re not good at, but we love what we’re good at. So not only do you work more effectively, you love what you do because you’re good at it, and that’s how you get clients chasing you. These guys are like, “Man, I have too many clients chasing me. I’m known as the guy for the real estate. I’m known as the guy for the accounting firms.” That’s number one that I learned, okay? You gotta be a specialist. They make all the money. The Cardiologists and so forth, they’re making all the money, and so are the insurance guys that specialize.

Number two is, you have to have a system and process in place, all the big companies have this. For this hospital to be able to see us, 13 specialists in one day. Showed up at 7:00 AM, by 3:30 we’re done. 13 specialists. I mean, I don’t know how they did it. Everybody knew our name. “Mr. Riehl, we’re ready for you. Mr. Riehl …” I’d sit down for 30 seconds, “Mr. Riehl, we’re ready for you, next test.” Not only did the clinic have a system and a process where they knew exactly what came next, they didn’t have to make any decisions. It was all pre-decided. The doctors had a process and a system as well, right? The Cardiologist was like, “Okay, I’m going to put these little things on your chest. It’s going to feel kind of cold. Now you’re going to get on this treadmill, and we’re going to look at these graphs here. Then, we’re going to …” I mean, a system. A system. He knew exactly what he had to do, he didn’t have to decide 1,000 times, “What should I do?”

I mean, could you imagine if he would have been like, “Well, what should we do? I think I’m going to listen to your heart for a little bit, and maybe … I don’t know, we’ll just kind of wing it. How about we wing it? Is that good?” I’d be like, “Oh, Whoa, holy shit. I gotta get out of here. No way, man. You’re just going to wing it?” So why are most insurance guys winging their business, right? Every Monday, or every first of the month like, “Okay, I think I’ll do some followups. No, no, no, maybe I’ll call my book, and see if I can cross sale, and maybe then I’ll do … oh yeah, that one market. Maybe I’ll go to that networking event at lunch. Yeah, yeah, maybe I’ll do that.”

Most insurance agents, guys, are winging it. Here’s what we have. We have a system in place designed to help agents increase life insurance sales, period. That’s all I do. That’s my specialty. We have from State Farm guys, and Allstate, and Farmers, and all those guys. They come to us for one reason, I need to get my life insurance sales up. We even have the Northwestern Mutual guys, and the Mass Mutual, and Prudential, and New York Life, and all those guys as well, and all the IMO’s and FMO’s, even the PHP’s, and the WFG’s.

But, they come to us for one reason, “I need my life insurance sales up.” We have a process for that, a system just like these Cardiologists, just like the Mayo Clinic, where we choose a target. What do you want to get to? 50,000 a month consistently? 20,000 a month consistently? We have guys at 100,000 a month consistently. Okay, that’s the target, let’s reverse engineer so everything is pre-decided. There’s no guess work, there’s no decision making, which is very stressful and very tiring. Everything is pre-decided.

We do a couple clicks of the button, and there we go towards our goal. With my help, somebody who has done it before. This is so good, I’m so confident in it that I guarantee the results in writing. I guarantee sales, actual sales. Not leads, I don’t care about leads. We’ve all bought crappy leads, anybody can guarantee you that. Not appointments, even that. Those don’t pay the bills. But, actual life insurance sales funded, I guarantee them. I guarantee them, that’s how good we are.

Now, because I guarantee it in writing, I can’t help everybody. I mean let’s face it, we’ve all been to meetings to where like, “That guys not going to make it in the business very long,” right? I can’t help everybody. But, if you’re one of those that is good at what you do, you just need more qualified people coming to you that actually want what you have, I can probably help you.

Now, there’s a link right there at the bottom, click on it now. I’m going to ask you for just a little bit more information, a little bit more information to know a little bit about you. Then, you’ll be able to get to my calendar, and schedule a call in the next 24 or 48 hours.

Now, what’s great is that we’ll get to know you a little bit better, to make sure that we can guarantee you results. If you’re in, we guarantee your life insurance sales will soar. Now again, we can’t help everybody. Also, write down all your questions. You’ll get a chance on this free, no obligation call to ask us as many questions so you can find out more about our process as well, hopefully we can help you out.

The only thing that I ask, is that at the end when we do help your life insurance business go through the roof, you send me documented results, just like I have over 300 documented results from clients just in the last year, guys. I’d love to show you. Click on the link right now, give us a little bit more information, schedule your call. You’ve got nothing to lose, and we will see you here hopefully in my secret group in the next couple days.

Hey guys.

Hi.

Hi.

All right, I’ll see you guys. So guys, good morning. It’s Alberto Riehl’s Thursday 10:05 am. You know, it’s pretty cool. Today I get to spend more time with my kids in a day than I used to in an entire week. So if you don’t have your life insurance business virtual just yet, it’s something you definitely want to think about for the future.

Today, I want to talk about three common mistakes that I’ve found that most insurance guys make. You know, anybody trying to sell more life insurance, financial advisers, insurance brokers, wealth managers, whatever you want to call yourself. Man, our company today, we’re so blessed that we’re talking to about 40 agents a day. And when I say talking to, we have 40 appointments, 40 scheduled strategy sessions every single day. We had 42 yesterday. That’s over 800 a month. Every single month right now, 800, and it’s going up every single month. One of the best things about this is that we get awesome feedback from agents and brokers that are out in the field. They tell us what they’re running into, what their problems are, and there’s three common things that keep coming up that I thought, “Man, this is costing these guys thousands and thousands of dollars every single month.” So here we go.

So three things. Number one is not knowing your audience. The average insurance guy is contracted with 12 different insurance companies, offers about 50 different products, and guess what? Doesn’t use about 80% of them. So why would you do that? The thing is, they have fear of missing out. You don’t know your audience. Even a very experienced agent … We had somebody yesterday we spoke to with 30 years in the business. Asked, “What’s your ideal client look like?” And they gave us very basic, fundamental demographics. That’s it. We’re talking age, married, makes $250,000 a year, own a home. Guys, that’s not knowing your client. That’s not knowing your client.

There’s something today called psychographics, which we can do online, where we know the behavior, human behavior, what people not only have they done in the past, what are they about to do? When are they ready to buy? That’s something that’s super, super important. So instead of trying to serve everybody from a 22-year-old broke person that wants a little term policy for $12 a month to a 75-year old that maybe needs some final expense, and everything in between. Know your audience. Practice with one specific niche. Become the very best at what you are. It’s one of the things that we teach people. We have a scientific process to bring that out. So that’s number one is audience. Wrong audience.

Number two, wrong words. This is a big one. Every single agent we talk to does this. The latest study shows that people are best persuaded and listen the best at a third-grade level. Third grade. That’s eight years old. That’s one year older than my daughter you just saw, Skylar. Eight year old. So, when you have your presentation when you’re explaining products, would an eight-year-old get it? If you’re using words that to me and I are very simple, because we see them every day, from tax-deferred to even a rider. Ask an eight-year-old, “What’s a rider?” They don’t know what that is. Tax-deferred, zero floor, dividends.

The average person, guys, does not know what a dividend is. And again, the same study, the latest study shows that if your client, or your potential client that will never turn into a client, if there’s a single word, just one word, that they don’t know what it means, they will not make a decision. So if you ever get, “Hey, this sounds great but we need to think about it” that’s not the real objection. The real objection is, “Man, this is way too important. We caught about half of what you told us.” Most financial advisors are very proud to let you know what we know and let’s talk some words and hedging and arbitrage and tax-deferred. You’re losing your clients, guys. You’re losing your clients. You’ve got to speak to them on an eight-year-old level.

And we have a step by step, word for word script that does this. And we do a survey at the end of every presentation. We always ask, “What’s your favorite thing about our insurance product?” The common answer we get all the time is, “It was simple and easy to understand. For the first time in our life, we understand what this insurance means.” Now, understand this, when we deliver it, it’s the same 60-page policy filled with legal jargon that I don’t even understand, but the way we explain it, we explain it like we’re talking to an eight-year-old so people feel good about themselves, they feel smart, they feel confident. They’re explaining it to their wife or husband. And guess what? You have to have a certain level of confidence to make a decision. They make a decision in one appointment. It works like a charm. So that’s number two.

Number three is no marketing system and don’t know your numbers. So they combined it into one. You basically don’t know your numbers, and since you don’t know your numbers, you can’t have a predictable marketing system. Now, simple, fundamental metrics like cost of acquisition, again nobody, we’re talking about 92% of the people we talk to, agents, don’t know their cost of acquisition. They always have a great excuse, “Oh, I’m new in the business. Oh, I’m 30 years old. I don’t track that.” Guys, you have to know your cost of acquisition. I mean, that’s just one example. There’s so many. Most agents are just clueless. If you ever watch Shark Tank, they ask almost every single entrepreneur how much does it cost you to get in a new client? That’s cost of acquisition. And guess what? They all know it. They know it. They have to know it. The very few that don’t know it, oh my goodness, the sharks jump on them and they kill them, and they never invest money.

So why would somebody invest with you if you don’t know something as simple as your cost of acquisition? And guys, you cannot scale and grow your business predictably unless you know these numbers. It’s absolutely impossible. That’s why we talk to agents every single day have been stuck. They call it a plateau. “My business reached a plateau.” That means, “I’ve been stuck for years at the same level.” Year after year after year. Most are going down because the business is changing faster than ever before with technology, and they’re not adapting with it. Most agents are dinosaurs.

Guys, these are the three main things. Number one, wrong audience. You’ve got to know your audience. Number two is using the wrong words. And number three, don’t know your numbers, man. So hopefully, this inspires you to improve a little bit, do a little bit of research, find out some of these very important metrics for your business. So Alberto, for now, we’ll see you. Talk to you on the next video.

Hey guys, good morning. Alberto Riehl here. Just finished my little workout here at our local hotel. Get my breath. So, I want to shoot this video … just finished working out, to talk about something I’ve been getting asked about, about what kind of life insurance should I sell? And it’s funny how things come in bunches, and literally over the last couple of days we’ve had, gosh, probably about 15 agents and advisors asking what life insurance should I sell? Should I be focusing on whole life? Should I focus on universal, IUL? Should I do term? What’s the best? And I think what I’m about to say is, you’ve been in the business for a while, maybe your advisor, a traditional advisor is going to give you a little mini stroke here. Cause you’re going to realize you’ve been doing it wrong for the last 10 or 20 years. Most advisors, most agents have appointments with a bunch of different companies, representing hundreds of products, right?

They have fear of missing out. Anytime, a buddy agent says, “Hey man, you got that new XYZ policy by XYZ insurance company with ABC Living Writer?” And, “Oh no.” You better get it. You’re leaving money on the table. And they get contracted, and never ended up doing anything with it. Right? So you have a bunch of advisors and insurance agents running around with hundreds of products, and at best they are mediocre, at all of them, they’re average, at all of them. And then why is it … so I’m going to get my golf cart here on my way home. Why is it that there’s always the rainmaker guy … try not to hit anything. The rainmaker guy seems like always has the perfect clients, is making 10 times more money than, isn’t as stressed out and do. Right? And that’s the average guy.

So, here’s the product you should focus on. Focus on the product that you believe in. That’s right. In today’s world, you have to be more authentic, more sincere than ever before. [inaudible 00:02:28] There’s so much noise out there. You talk to agents all the time, they say they wanna sell IUL but they have no idea about the benefits of IUL. That’s just what they think a hot thing to sell is. They also think it’s going to sell itself, which it’s not true. Insurance has to be sold, right? So guys, if you believe in whole life, if you’re one of the whole life guys, traditional whole life guys … you traditional, hey, only one with a track history over 100 years, guaranteed paid out dividends, mutual company, so forth. Hey, awesome. Do that. Sell that. Make sure you own that. Make sure you own that for you and your family.

Now, if you’re the type of guy that you’re like, “Oh, IUL is the best. Participate in the market without the downswing and da, da, da.” Okay, great. Do that. Sell that, but again, make sure that’s the one you believe in and make sure that’s the one you have personally bought and spent money on. Maybe you’re a term guy, right? Buy term and invest the difference. Hey, if that’s what you believe in, again, do that. Just make sure that’s what you have for your family because people can sense that when you’re across from them. That’s something that’s very, very important. Now, if you’re an advisor, you’re probably thinking, well, I do a fact finder, my fiduciary duty, da, da, da and it’s all blah, blah, blah, blah. I’m going to find out what’s right for the client based on data, customize a program of … oh, buddy, it’s time to change your tune buddy. 21st century.

I’m going to surprise you right now. I’m going to make your granddaddy insurance advisor roll in his grave. With today’s technology, you can focus on one product. Most people do it backwards. They’re trying to figure out what’s the right fit. They’re selling to an 18-year old college guy and then they’re also selling to a 75-year-old guy that just wants some final expense stuff. So yeah, that’s pretty complicated. You’re thinking about it backwards. What if you could flip it around and if you say … again it doesn’t matter what you believe in, but let’s just go with the whole life guy. You believe that whole life is the best, and you believe that the perfect whole life client is 35 to 55 years old, owns a business that grows two million a year, has five employees, 3.2 kids, a mortgage of half a million dollars, blah, blah, blah, blah, blah. That’s the perfect fit for whole life. Guess what? We can work it backwards. Use Technology to target that guy and only that guy.

So you only work with your perfect market every single day and all you need is one product. Mind-blowing, right? When I sold life insurance, 90% of my business was done with one product. And a lot of people would say, “Well, you’re doing your people a disservice.” No Man, it’s because you have no clue that I sold to the exact same niche, the exact same profile, which was perfect for my one product, and that other 10%, they were still perfect, but we all run into underwriting issues, health declined, stuff like that. So I had to put them somewhere else. So who’s going to win? You have your average guy, being mediocre, at 30 different products with 30 different companies, can’t even learn the software very well. On one company, the application is different, the underwriting is different. Or you have the specialist that knows exactly what your client looks like, your ideal client looks like.

Only targets that client, and is the very best at that product, knows the application backwards and forwards, software. He can run the software with his eyes closed. He knows the underwriting. He has relationships with the underwriting department. It’s like comparing a general practitioner doctor to a cardiologist, right? General Practitioner. Fear of missing out. You’re five years old, you got a sore throat, come on in, we’ll help you out, $150, right? You’re 35 years old, maybe you’re thinking you’re having early menopause, come on in, we’ll help you out, $150. Or that cardiologists that says, “You know what? I’m worth more than that. I’m only gonna work on hearts. That’s it. People that have heart issues. You have a heart issue, come on in, let’s cut you open, $15,000.”

And he’s the very best at what he does. He’s seen as an expert. He’s respected. Whoa, just got home. A little four or five minutes. Nice Ocean today. So guys, think about that. Instead of chasing everybody out there, the 50-year-old, the 18-year-old, the 75-year-old. What if you could flip it around, start with your ideal client. What is your ideal client look like? And then, what’s the product that you believe in that will solve the problem for that ideal client? And then become the very best at that. And that’s it. Then you have an unfair advantage. We’ve done the same thing in our business. We have people approach us all the time. Can you help me sell investments? Can you help me sell real estate? Can you help me get attorneys? Yeah, I could, but I’m not going to. That’s why we’re the best at helping people increase their life insurance. So, hopefully, you guys are having a good day today and we’ll talk to you on the next video.