System Onboarding Week 1-2-3 by Matthew Welsh ***TOP SECRET

Added: 2026-05-28

[00:00:00]backing off no slack whatsoever fight the standard is the standard we don't lower it we compete we fight we scrap we live to fight another day we don't retreat against nobody that ain't Talent that's Essence that's core that's who I am as a person that's how I get down that's how I'm coming that's what that is and every time you get ready to stop every time you get ready to quit that's you as a man but when you press forward in the midst of the opposition in the midst of the adversity you're building a mentality that's going to sustain you 20 30 40 50 years from now because you want some different kind of results in your life you've got to be willing to be unreasonable if you want unreasonable results in your life you've got to be willing to be unreasonable part of being unreasonable you don't judge according to appearances part of being unreasonable you can see it because you believe it that's part of being unreasonable part of being unreasonable you must have the faith to call forth those things that be not as though they were that's part of being unreasonable and so I started going to work earlier I started being the last one to leave there I started working harder than anybody else the other guys could not why would you work so hard Les I said I'm not working for them I've been cheating myself and my family wherever you are whatever you're doing do it with everything that you have develop the habit of giving more than what you're paid for develop the habit of setting standards that others will be measured by someone said do not go where the path may lead but go where there's no path and leave a trail this is my time I've waited long enough I'm taking my moment don't matter how it works no regrets no matter how hard it gets I'm going for greatness time I've waited long enough I'm taking my moment don't matter how it works no regrets no matter how [Music] hard everybody doing good afternoon I'm excited to be with you guys today you guys excited for today we get to dive into the system today anybody excited to dive into the system I hope so I hope so and obviously I see a couple of faces that I recognized that were on yesterday yesterday we did this exact same call um and there was over 700 of us on yesterday and and one of the reasons that we wanted to do the same call back to back um was a just to give people the opportunity to hear it twice right just to give people the opportunity to hear twice get a little bit more familiar um but then also B um obviously we knew that there was going to be people that weren't able to be on yesterday and so we got today we got a combination of a few people that might have been on yesterday and then a whole bunch of people that have not not seen the system in any way shape or form and uh we are going to be going over everything with you today and we are excited about that um so some of you guys been asking just regarding the presentations um all emds have access to the presentations via their my GFI connect portal so on all on the emd's my GFI connect portal they have the ability to download the presentations uh we actually updated them this morning so for some reason you downloaded them yesterday um there was improvements and upgrades that were made to them as of this morning so I would encourage you to get a new copy of it um which is pretty exciting and then regarding the field training presentation the field pre uh field training presentation will be released to everyone tomorrow in the exact same way it'll be on the website where you can just click it download download it bada bing bada bow it's there for you right um and that's pretty exciting as well so with that being said we're gonna dive in you guys good with that good good perfect perfect perfect so couple things that I just want to mention before we actually dive into the system uh today and before we actually start breaking everything down um you know obviously there's certain pre-f framing that I would say just regarding the system right just regarding the system obviously we've all heard the the the you know analogy that you know system stands for save yourself time energy and money and obviously that that's true right that's exactly what it does when you have processes in place when you have procedures in place and you have systems in place what it does is it removes thinking it removes thinking and and when creating this system as all of us came together and created the system that we have in front of you that was the end goal can we remove thinking in order to accelerate performance um because a lot of times when you're sitting around having to think what do I do next what do I do next or what does the next step look like all of a sudden right you you you slow down you have to stop you have to think you have to think things through and that slows down an agent's ability to move quickly and so one of the things that we wanted to do is we wanted to remove that thinking pattern so that way people can say all right what's the that boom right in front of me on to the next one on to the next one on to the next one so everything is with the intention to remove thinking so that way it's just you follow one step you follow the next step you follow the next step you follow the next step and boom you get to the outcome in which you are are Desiring right um another thing that I want to mention just regarding the the system that we have in place is that you don't run a business you run a system and the system runs your business you don't run a business you run a system and the system runs your business and so I'm going to be going over the system with you today but it's so important that we're all on the same page and the reason is is that's how you scale quickly that's how you scale quickly you know if all of a sudden Terry um let's say Terry's being field trained by Brett and and then also she's being trained by Charlene and let's say she does one appointment with Brett does another appointment with Charlene and now all of a sudden Charlene has one system and then Brett has another now all of a sudden Terry's sitting around like which one do I learn which one's right which one's wrong which one's better which one's more efficient and and then all of a sudden it slows down uh Terry's ability to learn because she's trying to figure out which system and or which procedure to follow because she doesn't know which path to follow so the more we are on the same page the more we are all running the exact same system flow the faster we will move as a company hence why I'm going over this with everyone here today does that sound good thumbs up on that excellent another thing that I'd mention just regarding the system just pre- framing before I go into everything is that this has a track record right this has a track record um pre-co um and and when I go over the system I I want to be very clear with you I I'm not the one that created every ounce of this um this was a team effort of of a lot of great leaders within our organization and then also a lot of great leaders within the company um with GFI that all contributed to perfecting each and every single piece and each and every single component uh to making it the best most streamlined simple system in the entire industry and that was that was our intention right um but it does have a track record what I'm gonna go over with you today is not some brand new something we're testing out we're trying out um before covid I had pre previously built an agency of 119 licenses covid hit and that licensed agency Grew From over a 100 licens about 119 to over 2,000 licenses in the last three and a half years so how many of us would like to be in a position where you can take your business and 20x it would that be pretty powerful where we were able to do that over a three and a half year period with the system that I'm about to go over with you today obviously in doing so so because production follows licenses what that also did is it helped us go from about $300,000 a year in income to a $2 million plus passive income on an annual basis so once again I tell you this not from a boastful perspective I tell you this just because I want you to have confidence in the fact that this is tested this is proven this works we're not trying this out this isn't we're not operating in theory here we're operating in fact the goal of the system should be to produce more volume which then goes into the system which then produces more volume which then goes into the system which then produces more volume which then goes into the system which then produces more volume which then goes into the system we all on the same page there right so our system is designed to generate more volume why is that important because getting wide is working hard but driving a business deep is working smart getting wide is working hard but getting deep is working smart if you were constantly having to work hard and find new people on a daily basis because you were going out there and hitting the pavement trying to find new business partners that's a problem that's a problem you should be able to take the system that I give you today add three Direct business partners and by the end of the month be at 25 plus recruits in your business no problem at all let me say it again you had three directs this month if you run the system properly and you operate with high morals and values just a good person right because people got to trust you right no matter how perfect the system is if you're not operating with high values and or in a trustworthy man ER obviously there's only so much success that you could possibly have right um but you should be able to add three Direct business partners one of them quit and still go on to do 25 plus recruits in your business minimum running the system that I'm about to go over with you guys today as well okay um last thing that I would mention just regarding that is that the system is designed to spin the plates for you so that way you don't have to think about spinning the plates let me say it again the system is designed to spin the placeat for you so that way you don't have to spend time energy money thinking about spinning the plates how many of us have been in a position where it's like all right I got to tap reof oh shoot I got to get them license oh I got to do this and and then I got to field train and then I got to do this and I haven't got a list and I gotta and you're just trying to spin all these plates what if all you had to do is just focus on running the system and the system spend uh spins I'm not sure what the right terminology on that is but spins all the plates for you so that way you don't have to think about constantly running back and forth trying to make sure that your your plates aren't falling would that be a good idea well guess what that's exactly how we have this built in once again and then you know lastly of the lastly because I've said lastly three times um lastly of the lastly we want to help you increase the size of your licensed and trained Field Force I want you to write this down the person with the largest licensed and trained Field Force wins write that down sorry I'm turning off my heater it was colder in San Diego and now I'm all warm okay um the person with the largest licensed and trained Field Force wins how how many of us want to get to a point where we have an indexing business and an indexing cash flow anybody want that where your cash flow just continues to go up and never goes down anyone want to be in that situation that position well guess what how do you do that the way you do that is through running a system because once again the system runs the business but also how you do that is having a system that mass produces licenses because the person with the most licenses wins and so I want you to write this down I need to add as many LIC agents to my agency as humanly possible I need to add as many licensed agents to my agency as humanly possible and let me explain why let me break it down mathematically for you does that sound good so let's just say the average licensed agent does 20,000 points a year let's just say that's the average okay that means that for every one licensed agent you add your business increases its annual expect Revenue by 20,000 so you had one licensed agent you can expect an increase of $20,000 in Revenue to your business this year if you had two licensed agents you can expect an increase of $440,000 in Revenue this year if you add four licensed agents you can expect $80,000 increase in Revenue this year see where I'm going with this okay let's say we do five licensed agents five licensed agents times 20,000 points on average excuse me that means every single month you were adding an expected addition uh in sorry you expecting an additional $100,000 in Revenue over the next 12 months so if you're just averaging five new licenses to your agency every single month then by default what the ratios say is that by the time 12 months is up you should be running a $1.2 million a year business you should be doing about 1.2 million points a year pretty powerful right absolutely so someone asked Matt how did you guys go from 300K to over $2 million in income in a matter of three years and the reason is is because we were indexing our licensing we were paying attention to that we got to a point where we're doing a 120 licenses a month well 120 licenses a month times 20,000 is 2.4 million so that means that every single month we were increasing our expected annual revenue by 2.4 million and let's just say there was a a 20% average override spread that means that I can expect an additional $480,000 added to my income over the next 12 months but I'm adding that on a monthly basis so after 12 months is up I can expect an additional almost $6 million a year in income okay and I know I'm throwing a lot of numbers at you but I just want to shift your thinking a little bit okay if you want more fruit you have to focus on the what the root if you want more fruit you got to focus on the root you know a lot of times people want the fruit which is the Financial Freedom the financial Independence but they focus on the wrong things they focus on finding clients and there's nothing wrong with finding clients but what I always wanted is I wanted to build a business that brought me clients so that way I didn't have to find them make sense so the the way that the system is designed the system is designed to find agents and agents bring clients the system is designed to find agents and agents bring clients so that way you don't have to be in this constant hunt to always try to find more and more and more clients how many of you guys want to have just a whole bunch of clients that are coming to you every single month versus you having to go to them every single month well fantastic that's what we are going to be covering today and lastly of the lastly of the lastly before I dive in okay I'm going to use a baking analogy some of you guys heard me use this analogy yesterday and if you know me in any way shape or form you know the only thing that I know how to cook is scrambled eggs and I don't even know if you can call that cooking and I can do it in under two minutes you can put it on a timer and they are fluffy I'll tell you that but that's all I got but I'm going to use a baking analogy with you guys today because I want I want this to make sense when it comes to the system okay what happens if I was baking a cake okay so I'm baking a cake and what if I said you know what I'm gonna add the eggs but I'm gonna wait to add the eggs until after we pull the cake out the oven because that's when I like to add the eggs so now all of a sudden cake comes out of the oven you start cracking eggs on it you bring it out to your guests and you say you guys want some cake aren't they gonna look at you a little bit funky and say no we don't we don't want that cake it's not going to taste the same it's not going to taste the same what if you said you know what I'm going to make this cake but I don't like flour so I'm just going to completely leave flour out of the mix no flour at all is it going to produce the same outcome probably not and so if you are picking and choosing what you want to put into the recipe you are now affecting the outcome of what the system is designed to do so if you say hey I'm gonna add the eggs I'm just gonna add the eggs in week three versus week two of the system now all of a sudden you are affecting the output if all of a sudden you are picking and choosing when you are inserting certain parts of the system then once again the output is not going to be the same and so every part of the system is designed is designed to go and happen exactly where it's designed or where it is at and so it's just so important that we are not moving things around and saying I'm going to do this that or the third I'm going to do this or this or that or that or this I'm going to avoid this I like like this but I don't like this everything is there for a reason everything is there for a reason and so if I can challenge you and I can encourage you it would be to dial this system into the te and then run it don't change what's working exactly and by the way the track record is not just myself we've had so many different people that have run that system and boom everything blew up for them and we're excited to have that happen for each and every single one of you guys as well does that sound good good good good on that excellent so let's Dive In I recruit you today so all of a sudden I sit down with rockel I recruit rockel today she fills out the I boom so rockel fills out the I within 24 hours there are two things that need to happen within 24 hours of filling out the I the independent contractor agreement there are two things that need to happen number one we need to complete week one onboarding which I'm going to go over here with you in just a second we need to complete week one onboarding number two we need to have them in pre-licensing with a test date schedule not just in pre-licensing you never ever never ever look to your neighbor say never ever you never ever want allow want to allow somebody to start their pre-licensing without getting a test date because if they decide that they're going to Cod take the test when they are ready well then guess what they're never going to take it or it's going to be a very very very long time what we want to do is we want to put a deadline on everything does that sound good we want to put a deadline on everything so I fill out the I within 24 hours week one onboarding needs to happen and we need to get them into their pre-licensing courses and have a test date scheduled one thing that I've always done in our Bay shop and all of the great EMD leaders in our organizations in their Bay shop we have what we call a licensing coordinator where their only job is is to get people licensed so if you were an EMD or even an MD I would highly encourage that you get some sort of Licensing coordinator that can get people licensed for you okay so that way you can focus on building they can focus on helping people get licens for you here's the deal is it their job to get people licensed for you no their job is just to help with the setup and the paperwork it's your job as the leader to motivate and encourage everyone through licensing it's your job as the leader am I a leader I just got licensed today you're a leader if you have someone on your team you're the leader they came into business because of you so you have to be that leader you got to motivate them through licensing sound good on that good good excellent excellent excellent excellent so now that you know that within 24 hours into licensing test date scheduled and then also into onboarding one thing that we always tell people is we tell people to take their tests and lessons than seven days take a sick day study all day long and then go pass it right um I tell people straight up Hey listen you know if you run our go through our system properly you shouldn't have to worry about taking a sick day because you take one 24-hour day off you go pass your exam and then if you run our system within 60 to 90 days it'll be full-time so you won't never have to ask another person for permission to have a day of your life back right I said so just take a quick 24 hour take a day off work in take a sick day study all day long Go pass it and let's get you licensed quickly okay because once again licensing is the name of the game I want you to write this down I need to get to a 100 licensed agents as fast as I possibly can Matt I only have three right now I need to get to a 100 licensed agents as fast as I possibly can you might think that's difficult based off an old system that you've run with this system this should not be a problem for you whatsoever it's just a matter of intentionally running it because the system produces more volume volume goes into the system so this system produces more volume and volume goes into the system awesome I'm glad we're on the same page some of you guys like he's very very repetitive I will keep repeating myself over and over and over because I want to make sure things get driven home it's very important okay excellent so let me pull up some slides for you so what what I first want to do is I want to go over the outline of the system okay I want to go over the outline so as you can see here we have the building phases and then we have the new era system phases okay the building phases is the phases of building right phase one is recruiting volume that is the process of finding prospects and or getting top 100 lists of prospects and helping them go from a potential business partner to a business partner which means they've become a train they filled out an IA they are now working on our platform the new era system is designed to help people go from traine to trainer to go from dependent to independent and then phase three is leadership development and that's the process of helping people go from a trainer who's independent to a leader and an EMD someone who can run their own business their own their own show and do everything on their own so once again we broke down the building phases into three different phases phase one is the process of helping people go from a prospect somebody who might be interested in the business to a trainee meaning they partner with us and they become an agent then after they become a trainee we need to help them go from trainee to Independent a traine to trainer so that way they're able to meet with clients all on their own they're able to distribute product they're able to go help families all on their own they no longer need you from that sense and then helping you go from trainer to EMD which means that you are fully competent to be able to run your own business your own show to the point that you no longer need me okay if I'm going to promote you to EMD it's because you no longer need me anymore I'm promoting you to never have to need me again or else why am I promoting you I want you thinking with that mentality okay am I saying I'm not there for people absolutely not but if I'm promoting you into that leadership role I'm promoting you into that leadership role so you never have to need me again that's the whole point of you opening up your own business kind of like a franchise your own company is because you know what you're doing you are fully competent see where I'm going with that okay okay very very important so now let's break down the new era system phases okay which is phase two of the building phases we have phase one which is the first month in business and that's where we help you go through your client experience where we can help you become a client if suitable that's where you get fully licensed which means your cash flow ready and we start working towards your promotion so that way you can get your associate and or senior associate promotion and get a pay raise so that's month one month two is phase two so in phase two we're going to help you get field trained that's where you become a net license because through field training you should become a net license oops sorry guys um and then that's also when you should earn your promotion you should earn your promotion we run 3360 for your associate promotion 3 360 three directs three families helped within your first 60 days we build you an agency in your first 30 days because you're typically not licensed and we help families in your second 30 days because now you are licensed and we're field training you and we don't do any field training until someone is licensed because we want them to get paid on all the families that we help okay so in phase two that's where you become a field trainer or sorry that's where you get field trained you become a net license you earn your promotion phase three is month three and that where you become a certified field trainer which means you become independent you can start meeting with clients all on your own you can start training agents all on your own you can start doing things in an independent manner phase four is months four through six phase four and you'll see the months breakdown here in just a second is months four through six and that's where we help you become a marketing director and your earn your $50,000 watch and then phase five is you become a ring earner and executive marketing director and that's months 7 through 12 somewhere in that time period you should minimum cross six figures and minimum earn your EMD promotion okay so now let's break it down even more so what does phase one look like okay so we just talked about it going back here boom so phase one was client experience fully licensed start working towards your promotion well what we did is we created a four-week onboarding process that helps those things happen so we have week one one week two week three week four okay can people go through this faster if they are in a state that permits absolutely do we encourage people to go faster absolutely do we want to blow people out if they can't absolutely not and we'll talk about that here in just a second so what does week one look like week one only requires five hours of your time that's it week two only requires four hours of your time week three only requires four hours of your time and week four only requires four hours of your time and that's it pretty powerful very simple very easy that's all we need we don't need 20 hours a week or 30 hours a week all we need is four to five hours every single week and we can get you fully onboarded and we can get you off to a fast start here with the company okay so what does week one look like in week one we're going to complete week one onboarding week one onboarding is about an hour to hour and a half presentation which I will show you here in just a second in that week one onboarding we're going to go over our Crusade how big of a difference that we make in fam's lives we're going to go over our five Flagship products and the goal of week one is to go through our products and get families so excited get the agents so excited that they get to the end and they say Brenda this is incredible is there any way you can help me so some some of you ask well Matt how do I spin the plate of internal consumption just go over our products in such a powerful way that they want to become a client how many of you don't want to how many of you want to get out of the business of trying to convince somebody convincing an agent to become a client how about you just go over things in a manner where the agent wants to become a client and now you no longer have to convince them to become a client wouldn't that be powerful well guess what that's the goal of week one onboarding when you're going over the week one onboarding you're not telling you're not going over it for them you're going over it as if hey this is what we do for families which means you can sell it big you can bring passion you can bring the Crusade you can go all in with it you can be fired up and excited and by the time you finish the week one on boarding about an hour and a half presentation they're going to look at you and they're going to go oh my gosh Trey can you help me with this and then guess what we will set up their personal financial review and their client experience okay pretty powerful also in week one we need to schedule the test date we need to SCH the test date complete client experience as well we just talked about that that's the point of the week one onboarding is get them fired up to become a client without directly trying to make them a client and then attend fast start school with your camera on why is fast startart school important fast start school is an alleyoop for week two onboarding let me say it again fast start school is the alyo for week two onboarding fast start school sets you up to have a laydown of a week two onboarding okay because in fast start school what do we go over we go over why we build a business we go over why we build an agency we go over our Crusade we go over our system we go over becoming a client we go over all those things and it makes the agent it makes the agent want to build an agency want to build a business and then it reaffirms what you're going to go over in week two because in week two what the presentation is is it's why we build a business we go over why we build an agency with them we set up recruiting interviews with the top three oops how did I do that we set up recruiting interviews with the top three potential business partners we put together a business partner marketing plan which is a list of a 100 to 300 potential business partners some of you guys like what 100 to 300 business partners I can only get four right now we will go over that you will not have a problem does that sound good we are going to help you get to a point where you can collect an average of 100 names and numbers for potential business partners like Clockwork anyone want to know how to do that fantastic the system is designed for that so we're going to help you put together a business partner marketing plan in week two you pass your life license and under seven to you know seven to 14 days you do your fingerprinting and you apply for your state license okay one thing that's very important to know about the week two onboarding is we require week two onboarding to be done by a marketing director and above we require week two onboarding to be done by a marketing director and above and you might be thinking thinking Matt why is that because the marketing directors and above have a track record of success they do I'm not saying that if you're an associate you don't but marketing directors and above typically have a track record of success they've experienced the results at a higher level so when communicating why we build an agency why building a business they are typically better than the brand new certified field trainer Andor a certified field trainer that is yet to become a marketing director just yet they're better at communicating it and so we require marketing directors and above to do the week two onboarding why is this such a powerful thing because if I'm a marketing director and I have H A CFT in my downline that's taking someone through the system and they set up the week two on boarding I'm GNA go over why we build an agency and I'm GNA help that new agent generate a top 100 to 300 potential business partner list that now the certified field trainer can take over and start growing their agency and growing their business as a marketing director I'm fired up because I have a downline agent that just got a top 100 to 300 list which means our recruiting is going to go crazy over the next seven days so I do not mind as a marketing director and or as an executive marketing director helping our people generate these top 100 to 300 lists because all it does is lead to more recruiting volume which then goes into the system which then produces more recruiting volume which then goes into the system which then produces more recruiting volume which then goes into the system are we all on the same page here pretty repetitive there awesome awesome awesome so week two on boarding we have an MD and above go over that because they typically have an easier time Gathering top 100 to 300 list typically if somebody's only getting top 10 to 15 list they haven't quite figured out how to explain the business properly just yet and or they're not running this system right and or they're not running the system so this will help a ton then we have week three onboarding week three onboarding we go over the client process we give them a little bit more clarity on what it looks like from the the submission of a policy to actually getting paid on it we go over compensation at a little bit deeper of a level and the reason this is so important is because when do we typically see the most fallof from Agents okay number one after they on board with us like they literally get recruited you see sign in dies okay we shouldn't have that because when people look up Global Financial impact it looks great so that's good um the second place that people typically fall off is is after or in their first week because we overwhelm them in their very first week well guess what our system overcomes that and then the last place that people typically fall off is between passing their license and getting appointed anybody ever experienced that like people will have they'll they'll pass their license and there's this window between passing their license and getting appointed where people fall off hence why we created a week three onboarding which is only about a 30 minute appointment where we meet with them and we get them re excited about the business re excited about compensation re excited about their promotion and it re-engages them and reignites them to continue building their business which helps a ton with with retention and then we go to week four sorry actually let's go back to week three complete all remaining licensing requirements and then Shadow any appointments you can some of you guys might be thinking well Matt if we haven't started field training appointments just yet what appointments are these what what appointment is this trainee shadowing they're shadowing their agents going through the system okay so all of a sudden I recruit Martha Martha gets to week three onboarding and because she now has people coming into her agency I'm gonna have Martha shadowing those onboarding presentations I'm gonna have her shadowing those recruiting interviews well why is that a Martha is learning so now she's learning the words of the business so that's helping her B I'm building a better relationship with Martha which is good from a leadership perspective but C it also makes it easier to help the trainee execute because now all of a sudden I look at Germaine Germaine is meeting with me because of his relationship with Martha so if all of a sudden Martha says yeah I just did this last week my man it was great and J's like okay cool there's a higher trust factor which makes it easier for me to help Germaine get through the system see see that excellent excellent excellent and then that leads me to week four in week four that's when we profile a top 25 field training list we profile a top 25 field training list we are going to roleplay the scripts to set up a field training appointments we're going to role play so now it's me and Germaine right we're going to role playay role play role playay we're going to go over the script the ethor script then we're going to roleplay common objections does my spouse need to be there do I need to buy anything are they going to try to sell me anything what's going to be on the appointment is this one of those things so not only am I going to role play with Germaine the scripts but I'm also going to get them Bulletproof on the objections and I want you to write this down we do not practice until we get it right we practice until we cannot get it wrong so I want to get Germaine Bulletproof on these scripts and then right then and there me and Germaine are going to set up 10 training appointments right then and there me and Germaine are going to set up 10 training appointments right then and there because why would I get Germaine all confident only to allow him to walk away and potentially not set any appointments at all so right then and there me and Jermaine are going to call 10 no matter what we are not getting off that appointment until Germaine sets three field training appointments I need him to see the ball go in the back of the net three times I need to him to see the ball go through the hoop three times because there's a different level of confidence that someone has when they've gotten the result all on their own when it comes to being able to set up their own appointments in the future so me and Germaine are not getting off a call until he sees the ball going in the back of the net three times and he gets three appointments on the calendar make sense after that I'm going to give him 24 hours to book the remaining appointments in 24 hours I will follow up with Germaine if for some reason Germaine has not made any progress I will rebook the week four orientation and we will do it all over again if Germaine has made progress said hey I'm not quite at the 10 but now I'm at six okay he's making progress I'm GNA give you another 24 hours to get 10 on the calendar does that sound good he goes awesome okay so we got that doubted in we got that locked in perfect okay now in week four since we set up all these field training appointments that leads us to phase two and what happens in field phase two you complete your 10 qualified field training appointments you earn your associate and or senior associate promotion you become a net license after you complete your 10 training appointments you will then enter phase three where our goal is to get you signed off as a certified field trainer and master the top five products that we have on our Shelf okay another thing that we did in our business that worked tremendously and I recommend this to all emds and um yeah just to all emds is we hired someone on where their only job is to get people signed off to become a certified field trainer so the moment somebody completes 10 training appointments they insert into a group called CFT in progress and we have a coordinator where their only job is to help these people go from independent sorry dependent to Independent when it comes to all the presentations and how everything works that's it that's that's their only job okay um if you were not in a position where you could afford that just yet that's okay okay by the way that's not a full salary job that's just you know um side pay right um let's say you're not in a position where your business could afford that just yet that's okay one of the things that you could also do is maybe get three to four cfts where every one picks a day Monday you go Tuesday you go Wednesday you go and you spend two hours role playing with people and you you take turns making sure that you roleplay with people getting them dowed in on all the words all the scripts to becoming a certified field trainer does that make sense excellent so then from there they become a CFT they Master top five products now they just have one Focus how fast can you get to marketing director how fast can you earn your $50,000 watch then you knock that out then it's very simple how fast can you cross six figures how fast can you become an EMD that's really it okay so let's go back okay so we have phase one phase one is broken down into four weeks phase one is broken down into four weeks after those four weeks are up at alopops phasee two phase two Aly oops phase three phase three Aly oops phase four phase four alopops phase five everybody looks your neighbor say that's so simple that's so simple well I agree with you that is is so simpo all right perfect now that we got that down now what I want to do is I want to actually go over these presentations with you sound good excellent so let me pull that up now that you got the outline in your mind perfect so and what I'm gonna do is I'm not gonna actually share it I'm going to just click Slide by slide if that's okay just that way you know I can click on the needed slides okay so this is week one onboarding so I recruited Jose yesterday he's meeting with me today because within 24 hours Jose needs to have two things done is week one onboarding and he needs to be into pre-licensing courses and have a test date so once again I recruit Jose and within 24 hours his week one onboarding needs to be completed and we need to have a test date okay we need to have a test date preferably within a week okay excellent excellent excellent so the first thing that we are going to do is we're going to go over the amount of time how many of us have lost someone because they felt overwhelmed the very first week because it was like drinking out of a fire hose when it comes to information right we're going to do 87 field training appointments and 14 presentations and all these meetings and all this and and then all of a sudden you have somebody that's super overwhelmed and they're like I can't do this right like I have a I have a full-time job I got three little kids at home I can't throw on another 20 30 hours onto my weekly schedule so we gauge them at the very beginning I say hey Shanda just quick question you know as somebody partners with us we have two different types of agents and just so you know both agents will go on to become successful obviously one will will go on to become successful a little bit quicker because the more you put in the more you get out but both agents will go on to become successful what I want to know is how much availability do you have because I don't want to overwhelm you with all these meetings if you were not in a position where you can do it just yet and and I understand and I respect that but are you the person that wants to run and Sprint and go really fast because you have availability because if you are that would put you in the Agent B category and we would need about eight and a half hours this first week let's say you need to go a little bit slower all we need is five hours from you this first week so for you what do you think that you are you have the ability to do at this EX moment and she's going to give me you know A or B A or B okay some of you guys might be wondering well Matt what's the difference between a and b the only difference between agent a and Agent B is Agent B will do their week two on boarding in their very first week that's it we just move up the timeline that's the only difference okay the only difference between agent a and Agent B is Agent B will do their week two onboarding in the very first week okay but let's say they say hey I can only be agent a hey no big deal right that's not a problem at all by the way let's say we start you off at as agent a and naen you we're one week in and all of a sudden you have some availability in your schedule let me know let me know right we have people in our business that can Sprint we have people that jog we have people that walk we have people that crawl and for us all of those are okay we just want to know how to work with you because everyone's in a different situation so if all of a sudden you can Sprint this week let me know if all of a sudden you call me next week and you need to walk let me know if all of a sudden you want to pick up a jog in the week after that let me know just communicate with me because the more aware I am of your schedule and what you have the capacity of doing that week the easier it's going to be for me to work with you and train you does that make sense okay excellent so I'm gauging them to figure out if are we going to Sprint with this person versus walk with this person this is very important we can't treat every person like a sprinter just because we want to Sprint as the trainer and that's one of the biggest mistakes that I see people Mak in the system is they they they give these people 15 hours 20 hours with the work to do their very first week and they're like I'm a mom I I got kids I got a full-time job I got a husband I got this there's all this and now you're adding another 10 to 15 hours so we got to calm it down a little bit I know we want to run I know we want to Sprint but we got to have a level of patience and by doing this what's going to happen is you're going to see an increase in retention because that's what it's all about I want you to write this down 100% of Agents should get licensed 100% of the time it might take one agent three months it might take one agent one week but 100% of Agents should get licensed 100% of the time and it's your ability to gauge what speed they can run at and or walk at and or crawl at that will determine whether or not that they are able to stay in business here's what I don't want you to to do do I just want you to be passive and allow them allow the the tail to wag the dog no we don't want to be passive and we don't want to allow the tail to wag the dog as a leader it is your job to influence them to try to move faster it is your job to try to help them become better but we don't want to overwhelm them to a point where we are trying to pull too much out of them and we lose them good on that excellent then what we want to do is we want to give them an idea of what to expect because once again most people when they hear part-time what do they think 20 30 hours a week so if most people think part-time 20 30 hours a week what I want to do is I want to give them an idea of what to expect okay it's going to be about five day and a half hours your very first week depending on if you can Sprint or walk it's going to be about four hours your second week and you pass your license four hours your third week four hours your your fourth week they go okay wow you'll actually see them like get calm at that point you'll you'll see a level of calmness come over them because like oh my gosh I thought I was going to be doing 15 hours a day or whatever it is and uh that's just not the case okay then I go over with them what to expect in our system so I say Hey listen you're going to go through five phases in our new era system and basically what that's going to look like is month one we're going to go through a client experience with you because we want to give you the ability if that's something that you and your family want to do um we want to make sure that you get set up financially and we will offer that 100% complimentary it's not a requirement but we want at least give you that ability uh second thing is we want to help you start your promotion process is there any part of you that would not want to get a pay rise now okay so we want to help that happen and then last but not least we want to get you license because Greta it doesn't matter how much we love you doesn't matter how much we care about you we legally can't pay you without that license so we want to make sure that we get you that license quickly does that sound good excellent in phase two this is your second month with us this is where we're going to really start to train you so Kelly I know over the next month you're going to probably have this question pop up in your mind which is when am I going to learn all the products when am I going to learn all this when am I going to learn all that and I understand that but Kelly we want to make sure that you get paid on everything that you do so we're not going to actually have you start shadowing us as we sit down with clients until you're licensed because we want to make sure that as we do all these appointments you earn income so if the very first month it seems a little bit slower when it comes to your development and knowledge of products and and how different companies work just realize that that's normal that's okay we're waiting for you to get that license and then we're going to teach you all that does that sound good they go okay excellent so you're just once again pre-framed that's also when we're going to get you a promotion we're also going to help you become a net licens in your third month if not sooner we're going to help you become independent we're going to help you get get to a point where um where James you're independent and you can start doing things all on your own then after that we want to help you become a junior broker and a what we call a watch earner on our platform and then from there we want to move you into a leadership role where you're running your own business your own company on the platform does that sound good excellent so these are the progressions that you're going to go through over the next you know one to 12 months with us and our goal is to help you get into a leadership role if that's something that you want to do sound good excellent so now let's actually Dive In so what we're going to do is we're going to create a problem here's the problem here's the problem then what we want to do is we want to become the solution so at this point we're going to go over our client services these are the 10 things that we're able to do for clients obviously there's more things that we have on our Shelf but these are the 10 main things that agents and families are typically looking for fantastic so after I go over these 10 things what I want to do is I don't want to spend time going over all 10 with you with you today Ronald what I want to do is I want to break down the five Flagship products does that s good because obviously we do all 10 of these but what I want to go over is the five main things that we do for our families for the clients we sit down with sound good excellent so from there we're going to talk about fixed index annuities first and we're going to go over what a rollover is Right grip then we're going to put a grip on someone's retirement guarantees High rates of return index growth pension like income potential bonuses boom we want to put a grip on their retirement give a little bit of credibility with one of our carriers Athen who will be here on February 14th 15th then we go into product number two we're not going into a deep dive on everything our goal is to once again peque their interest and get them excited about what they're going to be able to do for people they love and care about but also what we're going to be able to do for them so then we go into um product number two final expense final expense is very simple very easy just a one pager I think final expense needs a lot more than that just gives them an idea boom then what we're going to do is we're going to dive into term life insurance with living benefits and we're going to go over what term life insurance is and living benefits and the difference between regular term and term with living benefits then we're going to dive into I and family Banks and we're going to go over why it's so powerful I'm going to scroll down here just because it comes all the way out to this boom right then we go over infinite banking then we go over the three and solution of an i and then we show them a quick illustration we show them a $500 a month illustration with nlg and we show them a $2,500 a month illustration with nlg pretty powerful then we go over infinite Banking and what that looks like and what they can do with that cash value then we dive into a million-dollar baby what I the reason we have the term lb go before the IL is so that way you could say hey the living benefits that we justed talked about are also built in to this ilul and million dooll baby policy which is pretty powerful then we go over college fund Million Dollar Baby Million Dollar Baby get them excited about it oh my gosh every parent is gonna be like wow right um and or a grandparent and or anyone with nieces and nephews are going to be excited about that then we get to the seven-day standard this where I want to dial back in your attention so now we get to the 7-Day standard look at the 7-Day standard as a checklist look at the 7-Day standard as a checklist for the very first week so I meet with Felipe Felipe congratulations we're completing your week one onboarding right now boom congrats on that proud of you okay the second thing that we need to do is we need to sign up for your pre-licensing courses and schedule your life exam well Felipe I know you're meeting with the licensing coordinator today at 4 pm Pacific Standard time so we got that on the calendar boom or Felipe I know that we did that earlier this morning and you got that on the calendar boom checklist that needs to be done today no matter what locked and loaded three complete personal financial review so once again after I just went through all the different products all like what we do for families and do you know what they're saying wow this is incredible I want this this is amazing can you do something for me I'm say Hey listen Calvin one of the things that we like to do is give every single one of our agents a client likee experience because can we both agree that you would feel a lot more confident sitting down with families knowing that you went through the process yourself absolutely so are you required to become a client absolutely not but we've actually never sat down with somebody that we weren't able to put in a better situation so if there's something that we could possibly do to help you we would love to have that opportunity if not no big deal at least you'll get an idea of what it is that our clients go through so Calin what would be the best time to meet with you and your significant other to go over all of uh to basically do a full personal financial review for you and your family what would be the best time for you and your you and your spouse and then boom we're going to set it up within 24 to 48 hours as its own private uh appointment for a pfr for a client experience does that make sense okay so we're not making them a client this very first day we are just going over our products and services we're getting them excited okay then last but not least is fast start school we need them to attend fast start school this Saturday because fast start school is an alleyoop it's an alleyoop for the week two onboarding so it's very important that we get them to that then from there we roleplay with them common questions because all of a sudden Mo'Nique partners with our firm people find out okay they're gonna ask question they're gonna ask Monique a question what is the name of the company what do you guys do and if Mo'Nique is like I can't tell you isn't that a little weird I know we always talk about the scenario of disaster but I think that creates skepticism more than anything okay so what we like to do is we want to role play with them the answer okay Monique if somebody says what is the name of the company our firm is Global Financial impact we work with 25 plus multi-billion dollar financial institutions and we do business not only here in the United States but we're also in 21 countries pretty powerful fantastic what do you guys do we do pretty much anything revolved around money management but specialize mostly in wealth accumulation and helping F helping people increase their net worth does that make sense they go oh absolutely and if they have any more questions scenario of design but you at least got to be able to answer those two and dial those two in and if they have any more questions scenario of disaster their response I'm not licensed just yet I don't know what I am allowed or not allowed to say without being licensed without a license so is it okay if I get back to you with that hey I'm not licensed just yet I don't know what I am allowed to say without without that license so is it okay if I answer that question later on down the road I just don't want to say something correctly you know not having a license just yet they go oh no that makes sense right so scenario of disaster then we give them some homework break down their expenses well why is that important because we're going to set up a pfr personal financial review right uh client experience so break down all your finances for the client experience read the first three chapters of money wealth life insurance which most people have it on PDF so you just send it to them watch an IL video there's a bunch of great ilul videos on YouTube that are 5 to 10 minutes long I'll just find your absolute favorite and send it to them and then complete top 25 dreams worksheet what I like to do is I like to give them a worksheet where they fill out their top 25 dreams I want to get them dreaming I want them thinking about what their life is going to look like and I want that to be their homework so they go home with their spouse and they start putting down all their dreams all their goals make sense on that thumbs up excellent and then last thing that I go over with them is I say Hey listen you know obviously before we meet back up with you and your spouse what we want to do is we want to prepare a financial plan for you so if there was maybe two to four different things that you that stand out the most to you that you would like to have us go over with you out of these 10 areas which two to four would you say matters the most to you and your family and then I basically just go over five magic questions I gather their financial data and I and then I meet back up with them to do their pfr and then last thing never leave an appointment without an appointment schedule week two onboarding write that down never leave an appointment without an appointment schedule week two on on boarding okay so going back to the 7day standard you use this as a checklist complete week one onboarding we're doing that right now sign up for pre-licensing is scheduling your test date you already did that or it's scheduled for this afternoon because we booked that in the recruiting interview complete personal financial review because you're fired up because we just went over all of our products in our Crusade and then last but not least you attend fast start school that Ali upsu for the week two onboarding thumbs up on that awesome so so now let me go to week two onboarding boom so week two onboarding once again needs to be done by a marketing director and above at least it's preferred if you are an EMD that's at your discretion obviously but preferably an MD and above if you want to see a massive spike in your recruiting numbers okay a massive it really does make that big of a deal I promise you that okay and by the way if you're an EMD and you're not doing over 25 recruits a month I would do every one of them that would be my recommendation if you're an EMD and you're not doing a minimum of 25 recruits a month I would do every single week two onboarding okay because week two onboarding can even be done in groups of two or three I wouldn't do more than that but week two onboarding can be even done in groups of two or three once again I just wouldn't do more than that okay so obviously an MD is coming in or an EMD this could potentially be the first time that the MD ever met them and so it's important to figure out a motivating factor are they looking for more time more fulfillment or more money why' they partner with us now you find out fantastic then what we're going to do with them is we're going to go over two ratios with them and we say hey Rena there is two ratios that we track religiously that that are extremely important to our firm the first one being the licensing ratio because for us it is our ambition to make sure that 100% of licenses get of Agents get licensed 100% of the time and so we are going to be tracking you going all the way through the system no matter what all the way through your process so if you need any help let us know because we're going to be tracking you going all the way through the process the second ratio that we pay attention to is your net licensing ratio and that is the process of you earning your very first thousand so not only are we going to track you getting licensed we're going to trct you starting your training so that way we can make sure that you earn income here on the platform because that is important to us the real goal of this slide is to just let the trainee know that we're watching them that is that is honestly the the main goal of this slide is to let Cheryl know that we watching you we are paying attention to you so don't slack off on your licensing don't slack off on getting trained that is that is the goal of it is just to let them know that we are watching them okay then from there we're going to go over the cash flow quadrant here's the deal slide four five and six if they went to fast start school these three slides do not need to be done okay the only reason these are in here is if for some reason is if for some reason the agent got started with us and for some reason couldn't make our our fast start school okay so for some reason they couldn't make the fast startart school well then uh then we go over these three slides since we're going over it in fast start school you don't need to rinse and repeat yourself right but we have them in here just in case because it goes over why you build a business we go over the difference of the franchise model we go over why it's important to you know build a team when it comes to running a business because you can't run your own business by yourself right you need people to help you and that's kind of the goal there then we're going to go over compensation compensation we're going to go over getting promoted once again these are marketing directors and above go over the promotion and then we go over the associate promotion specifically and say Hey listen one of the things that we want to do Michael is we want to help you earn a 15% pay increase here with our platform we want to help you earn more income are you are you opposed to that Michael is there anything that say you know what I want to get paid less for doing the same amount of work is there any part of you that wants that well good I'm so glad that we're on the same page so Michael one of the things that we want to do is we want to help you earn your promotion well how do you do that uh it's what we call 3360 three directs three families helped within your first 60 days well what is a direct a direct is somebody that you personally refer over to our firm that qualifies to work with us so let's say you have a best friend or a cousin or an uncle that you think could be an incredible fit with our firm you refer them over to us they qualify to work on our platform they then become a direct business part of yours so three directs So within your first 30 days we're going to focus on adding those three business partners to your agency in your second 30 days once you are licensed we're going to start focusing on helping the families because we want you to get paid on everything that you do so the reason we're not going to help families until your second 30 days is because we want you to get paid on everything does that sound good by the way they feel really good with you at that point because it doesn't seem like you're trying to take money out of their pocket okay so they're typically very excited about that okay well that's excellent but let's go back to the three Direct business partners what I'm gonna do on this page is I'm gonna get them super excited about it okay now they're super excited I said Hey listen Trey I want to be very upfront with you I know it says 3360 but one of the things that I am the absolute best at is getting someone trained licensed and promoted quickly so I know we have 60 days but if you follow my lead there's no reason why we cannot get you promoted within your first 30 to 40 days and if you trust in me and we work together we can get that done so Trey one of the things that I am best at is getting people licensed trained and promoted very quickly and so if you trust in me there's no reason why we can't go get this promotion done in the next 30 to 40 days where we don't have to wait a full 60 days are you on board on that and Tre is going to go absolutely Trey are you committed to getting that done and he goes absolutely so we're going to get it done the next 30 days today's the 2th so 30 days out let's just call it February 25th for Simplicity I'm putting it in my calendar because you're committed to that right you're committed to that okay I just wanted to make sure so on February 25th Trey earns associate promotion boom I just put it in my calendar awesome Trey we got that done so quick question Trey are you the type of person that says you're going to do something doesn't or are you a person of Integrity who always follows through on their word hey Trey are you the type of person that says you're going to do something and doesn't or are you a person of Integrity who always follows through on their word follows through on their word perfect so with that being said then what I want to do is I want to help you start working towards adding those three business partners so Trey I have a question for you who are three people that you feel can be incredible addition here with our firm right here with three people maybe they're hardworking maybe they're ambitious maybe they're they're motivated maybe they want to help people maybe they want to earn more income who are three people that you feel could be a good fit with our firm and Trey goes my best friend Nick I say fantastic Nick I'm not asking for a phone number at this point I'm just asking his name Nick and then what are three good qualities about Nick oh Nick's hardworking he's an amazing dad and family man okay and he's extremely he's extremely loyal I go perfect so Trey the reason I asked for those qualities about Nick is because when I reach out to Nick I'm GNA tell him that you said they he's an incredibly hard worker an incredible dad and family man and extremely loyal and when I call him and tell him that you said those good things about him do you think that he's gonna like you less or do you think he's gonna like you more afterwards he's going to like you more so what I want to go over with you is the best case scenario and I want to go over the worst case scenario best case scenario I call Nick Nick's been praying for an opportunity he partners with our firm he goes on to become this huge success story helps millions of people makes millions and millions of dollars a year and because you referred him over to our firm you also make millions of dollars a year in an override so that's best case scenario worst case scenario I call Nick he's got a lot going on but he likes you more because you said all these great things about him it's a win-win situation can we both agree right so that's what's going to happen so once again best case scenario I call Nick he's been praying for an opportunity like this he partners with our firm goes on to help millions of people makes millions of dollars and because you referred him over you also make millions of dollars worst case scenario because I called him and said those great things about you said that you said those great things about him he'll like you more win-win situation pretty powerful right excellent so who would be the second person Jessica perfect we got Nick and Jessica what are three qualities about Jessica got it next person Armando perfect what are three good qualities I'm G get all these qualities I go perfect okay so what are what would you say they're phone numbers are just so I can write them down and then I'm gonna gather their phone numbers excellent so the next thing that I want to do Trey and this is at the trainer's discretion okay um we have two different ways some people like the group text message some people like the referral I like the referral text I would rather the training just send them a referral text hey I partnered with the firm be on the lookout for a call from Matt Some people prefer the group text message if that's the case run with the group text message both of them work it just comes down to the individual and that's okay at the end of the day I just want to let you know what it really comes down to is not not the text message um group text message and it's not the referral message what it really comes down to is The credibility of the trainee if the trainee is credible they both work doesn't matter which direction you go okay so I just want to be clear with that they both work it just comes down to the credibility of the training so let's say it's a referral text awesome so what I want you to do Sarah is I want you to send all three of these people a referral text right now and let them know that your trainer Trey because I'm the MD I'm not calling these people for you that your trainer Trey is going to be reaching out to them and setting up an is going to be reaching out to them Revol regarding the business whatever the message says right Boom Sarah sends out those referral texts Trey then as I'm finishing the appointment calls those people and tries to book recruiting interviews right then and there so we can get Sarah results pretty powerful excellent then what I'm going to do is I'm going to role play with Sarah the common questions and answers what is the name of the company once again what are the positions is it hourly or is it salary and I'm going to roleplay this with them because I want to make sure that all of a sudden if if Rowena sends out a referral message and they ask these questions that now Rowena knows how to answer someone say hey screenshot this have this on your thing so if they call you whatever it is you can literally just read it and you'll be good she goes excellent perfect the next thing that I want to do is Amir I want to help you create what we call a business partner marketing plan a business partner marketing plan and so this is what I want you to do right now okay what I want you to do is I want you to scroll down I want you to open your phone and I want you to scroll down to the bottom of your contacts you do that so open your phone scroll down to the bottom of your contacts just curious Amir how many contacts do you have in your phone 479 perfect so here's the deal Amir typically when I go over this with somebody they want to put all 479 of those people on a list and I want to be I want to be blunt with you Amir we don't have the bandwidth to be able to handle that much volume coming in in the next week we just can't 479 people are you kidding me we don't have the bandwidth to do that so this is what I need you to do I can't have you put more than 300 names I know you're G to want to normally everybody does everybody we sit down with always wants to put more than 300 but I can't have you put more than 300 but worst case scenario we got to have at least a 100 you have 47 we got to have at least 100 names on the list okay and let me explain why it's so important to get to 100 because we have some called ratios with our firm where every hundred names you put on a list is equivalent to about $20,000 of income that will go into your pocket so all of a sudden you create a 100 list 30% of those people will set an appointment we do those 30 appointments 50% of those appointments on average will become a client that's 15 clients our average household saves $500 a month into our products so that's a total of 7500 in premium because you're a trainee and you're not doing the work just yet somebody's doing the work for you we're going to split you 50 50 on it which means that your split is going to pay you about $20,250 so that means that for every hundred names you put down you'll make about 20,000 plus dollars so knowing this would you rather have a 100 names or 300 names they go obviously 300 well here's the deal I know you want to put more than that but we can't do more than 300 sound good reverse psychology awesome perfect now that now as a marketing director I'm GNA say Hey listen Trey this is what I want you to do I want you to put on some music ask the ask the trainee what their favorite music is I want you to put on some music and I want you guys to literally do the memory jogger and I want you to create a top 100 to 300 potential business partner list right now what we like to use a Google Drive we have a Google Drive and that's how we like to do they share a Google Drive and they put in all the all the names into a Google Drive just so that way it's easy to share back and forth I can look at it they can look at it the whole nine yards so I'm going to send them a Google drive and I'm going to sit here and I'm going to as the trainer I'm going to literally fill out a top 100 to 300 list with them then after then after we get that list I'm gonna have them put a star next to every single person that they've talked to in the last three months I'm gonna have them put a star next to every single person they talked to in the last three months well why is that those people that they've talked to in the last three months I'm going to just call with the three good quality script right then and there and say Hey listen send them the referral text today because I'm calling them later on this afternoon I'm calling them later on this afternoon everyone else on that list since you haven't talked to them I just want you to catch up with them but then after you catch up with them within a week I want you sending out that referral text again okay and I'm gonna call every person on that list can I tell you where most people drop the ball they only call each person once they only call each person once let me tell you my philosophy when making phone calls let's say I got a list this morning I'm gonna call them all this morning and I'm gonna leave them a voicemail hey Cheryl how's it going my name is Matthew Wells your great friend Jose referred you over to our firm and spoke the world of you do me a favor and give me a call back whenever you get this it's important no company no this no that no positions no none of that hey Nick how's it going this is Matthew wellsh your good friend Trey referred you over to our firm and spoke the world to of you do me a favor and give me a call back whenever you get this is important boom okay I'm gonna leave them a voicemail I'm gonna give them all day to get back to me if they don't get back to me by tonight I'm recalling everyone on that list that didn't pick up the phone I'm not going to leave a voicemail again because I don't leave two voicemails in one day but I will call you twice in one day so let's say that's Monday called you in the morning voicemail call you in the evening no voicemail you still haven't gotten back to me I'm going to give you all day Tuesday to get back to me if you don't get back to me Tuesday I'm rinsing and repeating the process on Wednesday rinsing and repeating that process on Wednesday I'm gonna call him in the morning leave a voicemail call him again in the evening boom I'm gonna give them all Thursday to get back to me they don't get back to me by Friday on Friday group text messages are going out between every person that didn't pick up or get back to me leave no stone left unturned what most people do is they call someone once oh they didn't get back to me are you kidding you got a 100 potential business partners there why would you let that go to waste people say wow how is the hierarchy at almost a thousand recruits this month that's why we keep calling we keep calling we keep calling we keep calling okay and we are going to light up the schedule with recruiting interviews and our invites to the company overview boom now we get to the end what should be your focus licens and appointed start working towards your associat or senior associate promotion we're doing that right now with the business partners attend all trainings never leave an appointment without an appointment so seven days out we're going to book week three onboarding okay week three onboarding is only 30 minutes super sweet super short once again the goal of week three onboarding is to bridge the gap is to bridge the gap between them passing their license and being appointed so we're about to talk about compensation before you ever talk about compensation it's important that you talk about something that's Crusade oriented okay then we're going to go over six different ways we get paid we're going to go over personal compensation on insurance business we're going to go over if you do $100 a month as associate you make 540 you do 400 a month as an associate you make 2160 you do $800 a month in Target Premium as an associate you make 4320 right and you're just going to show them what they earn they're getting excited about getting that license again they're getting fired up about getting that license again then we go over the client process first appointment second appointment submit client application 8020 chance of a medical exam okay the reason we we show 8020 is just because there are companies out there that do require medical exams right I know we use a lot of instant approvals but that's just on here underwriting process client approval client funds get drafted client signs for acceptance commissions pay out process complete the approval time for a client can vary depending on the company it may be as quick as 10 minutes or it could take an average of a couple of days boom then what we do is we go over rollover compensation we go over rollover compensation just like we did the insurance we go over the rollover process then we give them homework add three business partners for your associate promotion if you haven't done it already finish all your licensing requirements if you haven't already attend all trainings book week four onboarding very simple it's just getting them re- excited about finishing their license re excited about adding their business partner ERS re exciting about going through the system now we get to week four okay and week four what we're going to do is we're going to profile a top 25 field training list so in week two we profile a top 100 to 300 potential business partner lists potential agents in week four This Is Where We Gather the top 25 field training list then after that we're going to go over what to avoid avoid telling people they would benefit avoid telling people they need this avoid telling people they can make a lot of money avoid trying to convince people of the bells and whistles of the firm some of you guys were like well Matt they do need this they will benefit they can make a lot of money there are so many benefits I get that but when you lead with these things it makes people skeptical when you lead with these things and makes people think you guys all good can you hear me just want to confirm perfect so after we go over things to avoid we're going to go over ethor and we're going to roleplay this script I'm going to say here with Savannah and we're going to rooll play this back and forth you go I go you go I go you go I go you go I go then we're going to rooll play the common objections right does my spouse need to be there in order for me to get full credit both of you would be required to be there do I need to buy anything no it's just for my training gain support is this an MLM no we're Financial brokerage and regulated just like a bank right what will I be doing my trainer just going to share with you what I'll be doing so I can learn and also so I can gain support boom and we're going to roll play these two slides back and forth boom boom boom boom boom boom and this is my goal I want to get Jose so good that he could be driving in his minivan kids screaming in the background on Bluetooth and be able to set appointments if I don't have him that confident and that competent he's not ready I will I will roleplay with Jose for an hour if I need to but I'm gonna get this man more confident than you can possibly imagine because I want him bulletproof I want him bulletproof why do I want them bulletproof because right now we're going to set up 10 training appointments so of these 25 we need to get 10 training appointments on the calendar within the next 10 days so Jose which one is like the first one that you know without a doubt would help you with anything who's who's number one okay perfect let's call them first let's get a couple of laydowns let's get a couple of lay downs he's like right now right now we didn't just get warmed up for you to cool off we're calling him right now let's call him boom and I'm gonna have Jose call no matter what we need to book three I need Jose to see the ball go in the back of the net three times I need Jose to see the ball go through the hoop three times because if he sees it goes in he'll have confidence if he gets a result on his own he'll have confidence okay now all of a sudden Jose gets a couple of results perfect Jose I know we only set three today but we need to have 10 completed within the next 10 days so I'm going to give you to the end of tomorrow to book the remaining seven I'm going to give you to the end of tomorrow to book the remaining seven okay do I have your commitment on that oh absolutely Jose are you the type of person that says they're going to do something and doesn't or are you a person of Integrity who always follows through on their word person of Integrity fantastic so I'm gonna call you tomorrow night and all 10 of these are gonna be done for sure for sure see all right I'm calling you tomorrow night so I'm gonna put in my calendar I'm gonna call Jose I'm G say Jose my man let me ask you a question where are we at with those training appointments he said Matt I'm not quite at the 10 just yet but I did book another three okay excellent so here's the deal you're making progress I'm proud of you for that we're at six now on the calendar can we get all the remaining four on the calendar by the end of tomorrow perfect if I reach out to Jose and there is no traction no improvement we are rebooking week four orientation and we are doing it again because we need to get all 10 training appointments done within 10 days of attaining a license we need to get all 10 training appointments done within 10 days of getting a license do not let people walk away without having everything you need on the board because someone will tell you I'm the most confident person in the world Kan I can set these up all on my own I want to do it all on my own I get that I respect that but we're doing it right now I get that I respect that but we're doing it right now and we're going to book them book them Dan we're going to book them we're going to get them all on the calendar okay and that leads us to phase two what happens in phase two we complete all 10 training appointments we earn your promotion you become a net license see how week one week two week three week four set you up for phase two phase one sets up phase two phase two sets up phase three phase three sets up phase four phase four sets up phase five very simple very easy make sense excellent so then let me pull up the outline one more time okay so once again we have the new error system phases phase one it's client experience fully licensed start working towards your promotion week one week two week three and week four helps phase one happen it is the subsystem to phase one make sense so week one onboarding week two onboarding week three onboarding and week four onboarding is the subsystem to phase one phase one sets you up for phase two phase two sets you up for phase three and then phase four and then phase five Jose uh yeah I just had a question um I noticed these slides are not on the um on the website for us like with the PDFs and stuff like that uh are number one are we going to get access to this and then when do we go over this with them yeah this booklet is just for training purposes um but we are having this booklet made and produced so that way everyone can have it so it's actually a book a booklet yeah um and so we're having it produced and sent out you can have it but this is just for training purposes yep absolutely yeah and by the way do you know what's really cool ethos is building this into our platform so I'm going to be able to look at the business and I'm gonna be able to go into Justin's my GFI connect and this will actually be built in and integrated into the platform so you're going to be able to track your agents going through this system ow yep so this whole booklet one of the reasons we didn't release the booklet is because it's going to be integrated into the system where you can track people going through the system on this which is one of the reasons why but we will also give this make this available uh once again if you're an EMD the recruiting interview is on the website and all week one week two week three and week four is on the website if you are not an EMD you can get access to these presentations from your EMD we just wanted to give all emds the ability to release these presentations to the right agents so that way not everyone just can have access to everything if they're not a trainer yet or whatever it might be right so that is the system that is the system so easy a caveman can do it so easy a caveman can do it right uh like I said the goal was to remove thinking it's very simple week one week two week three week four is phase one phase one sets up phase two phase two sets up phase three phase three sets up phase four phase four sets up phase five very simple very easy remove thinking very simple very easy removes thinking and remember some of you guys might be wondering well I like to make people a client first and then recruit them there's nothing wrong with that there is nothing wrong with that but this is my thought process if every agent becomes a client but not every client becomes an agent wouldn't it make sense to lead with agency building right if every agent becomes a client but not every client becomes an agent wouldn't it make make sense to lead with agency building what's the end goal to have a large a very very large licensed and trained Field Force so that system is designed to help you scale a large licensed and train Field Force that is the goal of the system that's what it's built for is to help you scale the system produces more volume volume goes into the system the system produces more volume volume goes into the system are you going to be able to just have this completely mastered as of tomorrow no but what I will tell tell you is that it actually is very simple it's actually very simple right so what we're going to do is every couple of weeks we're going to be doing this same training so that way we can get everyone dialed in on it um so that way everybody can be learning the system everybody can get trained up on it the whole nine yards okay H get the most amount of liced Agents the fastest yeah you want to get as many licensed agents as you possibly can because by default on average they'll do about 20,000 points every single year right so we need to be thinking a million licensed agents if as a company we're GNA be at a million licensed agents by 2030 I hope you're thinking I'm gonna have 10,000 of those or I'm gonna have 50,000 of those or I'm gonna have half of those I'm gonna have 500,000 licenses hopefully you are thinking that way hopefully you are thinking that way because that's exactly what it is that we're going to do and the system is an alignment with making that happen once again this system is not in theory this has been tested this has been proven this is what I have ran for for a very very long time and I promise you that it works am I smart enough to come up with all these great ideas on my own absolutely not this was a a collection of all of our leadership team inputting different ideas different strategies seeing what works seeing what didn't work and we came to the system and it is nearly bulletproof it is nearly bulletproof and um and I'm excited for it I'm excited for it I'm excited for you to have access to it so hey I love you all let's go add a whole bunch of agents to our agency what I would do what I would do if I were you because all of you on right now are probably licensed I would recreate a top list go recreate a top 100 list because I'm sure there's a whole bunch of people in your phone there's a whole bunch of people that you were scared to talk to there are a whole bunch of people that you were probably embarrassed to talk to at one point so go recreate a top 100 list and let's go recruit a whole bunch of people and plug them into that system and watch your business start to grow watch your business start to scale and watch your business take off so hey I love you all God bless let's make it an incredible incredible day I will see you all on General training tonight night we have the one and only Marcel masas going over how he added 50 plus nlg policies in the last week and a half and then we also get to hear from dwan Coffield as well and tonight's going to be a really really good night so let's pack the house and let's get everyone on sound good good good good awesome awesome awesome I'll talk to you guys later see you [Music] tonight stand up on my shoulders tell me what you see I am the giant will