Brandon Todd shares his 8 figure secrets

Summary

The speaker motivates insurance agents by emphasizing personal growth and responsibility as the key to solving global problems. He advocates for agents to become exceptional individuals by developing perseverance, persuasion skills, and a strong work ethic. By embracing scalable systems and focusing on their unique abilities, agents can dominate their markets and achieve significant success. He also highlights the importance of maintaining a consistent sales approach and surrounding oneself with great people. Ultimately, the message is about taking control of one's life and business to create positive change in the world.

Takeaways

• 💪 Emphasizes personal responsibility: Individuals should take responsibility for their actions and success, as it leads to meaningful change.
• 🚀 Advocates for personal growth: The speaker suggests that achieving greatness involves becoming a better version of oneself and adapting behaviors of successful individuals.
• 🏆 Importance of resilience: Success comes from overcoming adversity, grinding through challenges, and consistently moving forward.
• 🛠️ Value of specialized skills: Independent insurance agents possess unique skills that make them capable of solving problems and creating positive impact.
• 🌍 Changing the world starts with individuals: The speaker believes societal problems can be addressed by individual efforts rather than relying on politicians or organizations.
• 🗺️ Need for clear vision and identity: Knowing your purpose, lead source, and product specialization is crucial for scaling a business successfully.
• 🔄 Consistency is key to scaling: A repeatable, structured process is necessary for achieving consistent results and enabling business growth.
• 📊 Leveraging data and feedback: Having scalable systems allows business owners to measure effectiveness, optimize strategies, and maintain performance.
• 👥 Building effective teams: Moving from a single producer to a larger team requires new skill sets and a clear, scalable approach to management.
• 🤝 Importance of community and networking: Surrounding oneself with like-minded, goal-oriented people is essential for personal and professional development.

Q & A

What is the main message the speaker wants to convey in this presentation?

The speaker emphasizes that the answer to solving problems in the world is through individual human beings becoming great by taking responsibility for their lives, businesses, and communities. They believe that change starts with personal transformation and scaling one’s skills and influence.

Why does the speaker believe that insurance agents have a unique skill set to change the world?

The speaker believes insurance agents are equipped with a unique skill set because they know how to grind, persuade, and face challenges. They chart their own path, build visions, and persevere through adversity.

What is the significance of ‘scaling’ mentioned multiple times in the presentation?

‘Scaling’ refers to the process of growing and expanding a business systematically. The speaker highlights the importance of having scalable systems, processes, and methodologies so that individuals can replicate their success and handle growth effectively, from managing a few agents to leading hundreds.

What is the speaker’s background and experience in the insurance industry?

The speaker is an innovator in the insurance industry, having been the first person to sell Medicare Supplement Insurance online and over the phone in 2006. They also founded a company called Prescription Lifeline, which provided over a billion dollars in prescription medication for those who couldn't afford it.

What is the new company the speaker is launching, and what is its purpose?

The speaker is launching a new company called Insurance Sales, where they intend to share their lifetime of knowledge and tools to scale insurance agencies for free. The company aims to help agents overcome the typical challenges faced in growing an insurance business by providing ready-made software solutions.

Why is it important for insurance agents to focus on a specific product line and lead source?

Focusing on a specific product line and lead source helps agents create a repeatable, consistent experience. This allows them to control their process, improve conversion rates, and scale their business effectively. It also reduces confusion and makes it easier to measure success and refine approaches.

What is the ‘law of the harvest’ mentioned by the speaker?

The ‘law of the harvest’ is a principle stating that you reap what you sow. The speaker uses this analogy to explain that the behaviors and habits you adopt determine your outcomes. If you act like a successful person and adopt their habits, you will eventually achieve similar success.

What does the speaker mean by 'creating a world where you dominate'?

‘Creating a world where you dominate’ means building an environment where your skills, products, and strategies are aligned to give you the best chance of success. It involves narrowing your focus, mastering your approach, and setting yourself up to excel in a niche market.

Why does the speaker emphasize the importance of maintaining consistency in presentations and methodologies?

The speaker believes that maintaining consistency in presentations and methodologies allows for better scalability and predictability in sales. When processes are repeatable and measurable, it becomes easier to train others, tweak methods, and ensure everyone on the team is aligned.

What advice does the speaker give regarding hiring and managing a team?

The speaker advises against managing too many people at once, especially beyond 5-7 agents, as larger groups introduce complexities and chaos. They recommend scaling activities gradually and focusing on building a strong core team with repeatable systems before expanding further.

Outlines

00:00

🎤 Embracing Responsibility and Greatness

The speaker encourages the audience to take personal responsibility and strive for greatness as the solution to many of the world’s problems. Individual efforts, particularly in the insurance industry, can lead to impactful change. The focus is on perseverance, overcoming challenges, and adopting the behaviors of successful people. The idea of 'you get who you are' is emphasized, suggesting that to achieve success, one must embody the traits of those already successful. The speaker also stresses the importance of accepting responsibility for one’s actions and outcomes.

05:01

💻 Introducing Insurance Sales Platform

The speaker introduces a new company, Insurance Sales, and explains its purpose: to provide free tools and resources to insurance agents, especially those looking to scale their businesses. After years of developing technology for the industry, they are now offering solutions for quoting, commission management, licensing, and call center operations. This offering is presented as a way to help insurance agents focus more on selling and connecting with clients, while the speaker offers support in handling the technical challenges of scaling an agency.

10:02

🚀 Scaling and Building a Business

The speaker outlines strategies for scaling an insurance business while minimizing difficulties. They stress the importance of creating a focused and controlled environment to achieve success. The speaker discourages trying to be 'all things to all people' and instead suggests focusing on one lead source and one product line before expanding. They emphasize learning from experience rather than relying on external advice, and advise that agents create a world in which they can dominate by being specific in their approach to leads and sales.

15:03

🏆 Scaling a Sales Team and Reaching New Heights

The speaker explains the process of scaling from a single producer to managing a large sales team or business. They describe the different skill sets needed at various stages—moving from five agents to ten, and eventually to larger teams. The key is building scalable systems and consistency in presentation and processes. By creating a repeatable and teachable methodology, the business can grow while maintaining quality and efficiency. The speaker highlights the importance of focusing on identity, systems, and processes to ensure growth and success.

💡 The Importance of Systems and Structure

The speaker elaborates on the need for scalable systems, structured presentations, and replicable processes in sales to achieve long-term success. They share their experience in developing a 16-page sales script and how consistency in the process allowed their team to succeed. This consistency helps measure effectiveness and implement improvements without losing quality. The speaker advises against constant improvisation and encourages creating a repeatable system that can be scaled with ease while allowing individual salespeople to incorporate their personalities.

📊 Learning, Growth, and Avoiding Distractions

The speaker emphasizes that growth comes from learning from others and constantly surrounding oneself with successful and driven people. They warn against distractions, especially allowing the wrong people into one's business or life, which can hinder progress. The focus should be on aligning with like-minded individuals who are committed to growth and excellence. The speaker concludes by encouraging the audience to keep attending conferences, connecting with other successful professionals, and striving for greatness in both personal and professional aspects.

Keywords

💡Greatness

Greatness, in the context of the video, refers to the personal development and empowerment of individuals to solve larger societal issues. The speaker emphasizes that true change comes from individuals striving to become great, not relying on external forces like politicians or organizations. The speaker ties this idea to the personal responsibility of insurance agents, encouraging them to harness their unique skills and grind toward greatness.

💡Responsibility

Responsibility is a central theme in the speech, where the speaker asserts that success comes from taking full responsibility for all aspects of one's life. He suggests that even when things happen outside one's control, how individuals react is within their responsibility. This concept is tied to the idea of personal accountability in business and life, and how that drives success.

💡Scalability

Scalability is presented as a critical concept in growing a business. The speaker discusses how building systems and processes that can grow and scale without breaking down is crucial to success, especially in the insurance industry. He explains that moving from individual producers to larger teams, and ultimately large organizations, requires scalable systems and activities.

💡Sales System

The sales system refers to the structured approach that insurance agents need to have in place to ensure consistency and success. The speaker explains that having a set, repeatable process allows agents to fine-tune their approach and make necessary adjustments to improve. He ties this to the ability to scale operations, as a consistent system is required to train others and grow a business effectively.

💡Lead Source

Lead source is the origin of potential sales opportunities or clients in the insurance business. The speaker emphasizes the importance of having a reliable and controllable lead source to ensure a steady flow of business. He advises agents to focus on one specific source they can master and control, rather than being scattered across multiple sources, which can lead to inefficiencies.

💡Innovation

Innovation is discussed in relation to the speaker’s experience in creating new methods and businesses within the insurance field. He references his past innovations, such as the first Medicare call center, and emphasizes the importance of continually innovating to stay ahead in the industry. This idea is linked to the challenge of being first to market, which he describes as both rewarding and difficult.

💡Vision

Vision, in this context, is the forward-thinking, big-picture outlook that drives individuals and businesses toward success. The speaker encourages agents to have a clear vision for where they want to go, which helps them push through adversity and build a successful business. He contrasts this with being reactive or unfocused, warning that lack of vision can lead to failure.

💡Adversity

Adversity refers to the challenges and obstacles that individuals face while building their business. The speaker highlights how overcoming adversity is essential to success, particularly for entrepreneurs and insurance agents. He shares that agents have a unique ability to 'grind' through tough times, and that persistence in the face of adversity leads to long-term success.

💡Entrepreneurship

Entrepreneurship is highlighted as the independent and innovative spirit that drives insurance agents and business owners to carve their own path. The speaker describes entrepreneurs as a 'different breed' who chart their own course and face challenges head-on. This concept is linked to the idea of personal responsibility and the relentless drive required to build a successful business.

💡Mindset

Mindset is the psychological and emotional approach one takes toward business and life. The speaker emphasizes that to achieve success, particularly in sales, one needs the mindset of someone who is already successful. He explains that adopting the habits and behaviors of someone who is where you want to be will eventually lead to that same level of success, aligning with the idea of 'you get who you are.'

Highlights

The answer to every one of our world's problems is individual human beings becoming great.

Being great is about changing the paradigm, pushing through adversity, and continuously improving.

Insurance agents have a unique skill set to change the world by grinding, persuading, and making things happen.

You get who you are – if you want to make a million dollars, act like a person who earns that amount.

The law of the harvest – you reap what you sow, and success comes from taking responsibility for every aspect of your life.

It's not going to be a politician or a movement that changes the world – it's individual responsibility and leadership.

I'm building a free platform called Insurance Sales to help insurance agents scale their businesses with already solved technological problems.

Focus on what matters – selling insurance and making meaningful connections rather than getting bogged down by administrative challenges.

To build a successful business, you must dominate in your field, just as athletes dominate their respective sports.

Create a world where you are the expert by focusing on a specific product line and lead source.

Scalable systems are essential – consistency in presentation and approach allows for measuring success and growth.

Once you've developed a replicable system, you can bring on others, train them, and scale your business effectively.

Scaling requires consistent actions and methodologies that can be transferred to others, while still allowing for personalization.

Surround yourself with people who are great and want to be great – don't let negative influences into your life or business.

The natural order of abundance exists, and success comes when you get out of your own way and embrace opportunities.

Transcripts

please welcome to the stage here in

denver

[Applause]

[Applause]

answer

to every one of our world's problems

is an individual human beings becoming

great

[Music]

being great is changing the paradigm

things happen in this world

and people

by nature fall back and i believe

that

individual insurance agents have a

unique skill set to change the world

why

because we

know how to grind

because we know how to persuade because

we can hit the hard challenges and we

can

i mean we can make things happen

now if you've ever built a large

business if you've ever hired employees

if you've ever had led a team and all

that you know that the sales team

and especially independent entrepreneurs

are different breed than most of the

people out there why because we chart

our own path

we chart our own path we build a vision

and we go after it we hit adversity and

we power through we keep going we keep

going we keep going we keep going

and the answer to that is the way we do

it is by becoming someone else

i've always said that you get

who you are

does that make sense to you guys

you get who you are if you want to make

a million dollars a year you need to

find someone who's making a million

dollars a year and act like that person

does

those behaviors they have there's a lag

over time but if you behave in the way

that that million dollar a year person

acts

you will

in time that money will come to you why

because the law of the harvest you

report yourself

you have a thing on your desk says

accept responsibility if you're going to

be successful in this world

it's because you've accepted

responsibility for every aspect of your

life did something happen to you it's

not your fault sometimes

did you react to it in a way

did you let it let you down did it let

you take you off your course

that's your responsibility right

so having a vision and all that can

change the world and we can do that

it's not going to be a politician that's

going to save us it's not going to be a

movement it's not going to be a

non-profit organization those people are

here to use you for the most part

what's going to happen what's going to

change our world is when individual

human beings take responsibility for

themselves the people around them their

businesses their organizations and

everything else and we tune out the

so about

me and i'm not going to talk much about

me you you can go online and you learn

about me i am rebuilding i am building a

social media presence for the first time

i was an innovator years ago i was the

first person to sell medicare supplement

insurance online and over the phone uh

back in 2006 i spent 20 years building

up for 20-something years because i had

another company that ended up giving a

billion dollars in prescriptions for

people who can't afford it now known as

prescription lifeline that i'm not in

but i built the first medicare call

center i was an innovator in that and

being first to market is really cool and

really hard and really bad too

um but i am now launching a new company

called insurance sales

and that is where i am going to give my

life's work to the world

and it's going to be free i'm going to

give it to you all the way for 15 years

i've been building software technology

to scale insurance agents

every challenge you're going to have in

scaling an insurance agency

from quoting to paying commissions to

license management to

call routing and management and phone

systems that everything that you have to

have to have a scalable call center it's

already solved already worked it i'm

gonna give it away for free why

because

y'all don't need this

the one thing i wish i couldn't have

done because i was first in the market

the one thing i wish i never had to do

was all the stuff i had to do to build

my business and build technology and

build all the things to solve all the

problems

what i want to do is what you want to do

if you're an insurance agent i want to

sell insurance

i want to recruit i want to sell that

stuff's fun

let's get together let's make the sale

let's change lives how many of you love

that connection you get when you make

that sale that person who didn't like

you

you get it man that rush that feeling

that bond that you create

that's what it's about

and if i can help the industry become

great by solving the problems that have

already solved for your scalability and

all that i'm going to give that to you

so

that's going to be enough about me

uh go to insurancesales.com sign up get

on the mailing list there'll be

announcements coming up in the coming

weeks about that we've just been two

years in the building and putting

together to let release so

also medicare gurus

follow us on social media we are

building a call center organization free

and online

uh we're building an online call center

and showing you how to do it the right

way honestly and ethically and all that

so you can follow that you'll see daily

content there's a upcoming documentary

coming up so you can see how to build a

business the right scalable way because

we need that because the big is in our

industry and it's causing a lot of

problems i need to say more

all right

how many of you here are individual

producers might show hands

most of you how many of you have an

agency where you come to work with the

agents who are producing every day

you have how many of your fmos imo's

have remote agents and

folks okay all right

so i have about 13 minutes here what i'm

going to do is i'm going to give you as

much value as i can in that 13 minutes

i'm going to title this

how to sell four scale without the hell

can i get on board with that

all right real simple let's talk to the

guys last night there you are

how do i become successful

in this business it's like look you got

to create a world where you dominate if

i went out to play basketball against

michael jordan tomorrow do you think i'd

do any good he's even older than me you

think i'd do any good no because that's

his world that's where he dominates

and if i go out there i can't do it now

you as an insurance agent if you want to

build a business you have to create a

world where you dominate but most people

who start out they have a lot of

problems because they want to go be all

things to all people they want to go out

and say

yeah okay so i got you you're gonna you

got you got a life policy you want a

need for a lifestyle something like that

okay so you gotta okay you gotta have

grandma on medicare okay let me go see

what i can do

and then they take all the calls from

all the recruiters

believe me there's no shortage of people

who want you to get their download no

shortage of that those people are costly

to you if you have a vision and you're

trying to execute just know that you

have to go through and have some of that

time to figure out if you're on the

right path or not but most of these

people have not done it before and the

advice that they give you

will not be coming from experience of

how they've done it what they've done

and all that so they sound professional

they have big

offices and they have uh big logos and

all this other stuff

they are not the expert who's the expert

in what you're doing

you are

you're a hundred percent the expert

you're good so you're going to create a

world that you're the expert that you're

the boss

the more focused you can be the more

specific you can be on product line the

more specific you can be on uh lead

source and flow lead generation

the better you can the world out there

right now saying here's the lead here's

the lead here's the lead and they're

selling all kinds of leads they're all

different things you can get in medicare

265 lists you can get all these

rewatched leads that are going through

the internet that have gotten really

screwed up you can get a direct mail

lead you can get all these things and

most people don't know the difference

especially if they know the difference

they don't know the difference in how to

approach them

right

because if you get a specific lead from

a specific source and where i scaled

really big is when i was

doing search engine marketing

for medigap 360 starting in 2007

doing search engine marketing seo

optimization to where i had people come

through my website

my way i didn't buy it from anything i

couldn't control they came through my

website in a certain way

and uh and we had a certain presentation

it became the same thing over and over

the people that we filtered out of the

world came into the same experience and

they came to us and there was a way that

we could approach them if i had things

coming from different ways when i was

saying something

when i was trying something i couldn't

tell if it's working or not because i'm

dealing with people from a different

situation right

so you need to find a lead source that

is a reliable that you can count on and

control as much as possible and that you

know is the same thing

you need to have specific product lines

that you specialize in and then

secondarily find upsells don't try to

have four different front line products

have a product that you go you're in the

zone you can do that and then on top of

that do the next thing for an upsell

does that make sense

so control what you're doing and this is

the only way you will be able to know

if you're doing well or not the biggest

problem we all have

in a numbers game like this is we don't

know how to check in and see if we're

doing good or not and it takes a lot of

time so if we can compress that

that's better so let me show you is

there a marker here let me

if you're going to build a business how

how many of you want to make a hundred

thousand dollars a year who aren't

how many do you want to make a million

dollars a year who aren't

how many you want to make 100 million

dollars and have a billion dollar net

worth and believe you can

come on

i'm part of the last

uh i want to have a billion dollar

network not there yet

so this is this is the normal road to

scale

so if you're an individual producer you

know you're probably around right here

you know this is where you're making a

living you've joined eight percent now

you're making a living you're at this

conference you're doing well right

at least you're paying your bills which

is the first step and give yourself a

hand if you if you can pay your bills in

the insurance business because that's a

hard thing to do

[Applause]

now the next thing is you're going to

bring an agent on you're going to bring

another agent on normally what happens

is someone will get a buddy of theirs

they'll come in they'll hire someone and

they kind of ride together and they know

all these things

uh and then they'll get up to about four

or five agents we'll call this five

agents

i didn't say i was gonna write well

either

that is horrible

all right you're gonna get about five

agents and you're gonna say oh we're

doing good and every year or two you're

going to start doing really well and

everyone's going to start to click and

gel and then you're going to go okay

let's expand this thing and by time you

try to get up to 10 agents here

something's going to happen and chaos is

going to ensue every single time

why because you have different group

dynamics i'm going to long about small

group dynamics just know that four to

seven is the best teams and five is

perfect

there's a lot of science behind that but

just know that

uh he knows what i'm talking about

uh

don't don't get into a business where

you have 12 people that you have to

manage or let anyone do that that's

torture for people that's wrong so

you're going to have to learn a

different skill set to get from five to

ten

than you had to get from one to five

now you get up to 20

whole different skill set

now you're gonna have to have processes

in place you're gonna have to have

manager you're gonna have structures

you're gonna have to function technology

20 to 100 people

i'm talking about in office in a place

there's a difference in outside brokers

and people under your downline and

things like that you go to 100 whole

different skill set

but what's the secret

if you're sitting here right now you

start you're part of the eight percent

you're making a living here what's the

secret to where you can do this so the

secret is

to

have scalable activities now

to start acting like you're here knowing

what it's going to be like tagged here

and all that and start acting in that

way now so when you hit these points

that break you

when you hit these points that break you

they don't matter anymore because you

have scalable activities like this i'm

going to share a few of those with you

right here first of all have an identity

know who you are you know you have your

lead source you know your product line

it's not my phone

that's swear i turned that on

know your identity know who you are

create a game that lead flow comes in

it's a certain type of lead if i it's a

certain type of way i know my numbers on

that if i'm doing things right or wrong

i can judge it i can i can i can know

what i'm doing

that game comes in they don't have a

chance i always said when when i know a

sales person is doing good when they

look at the lead and they say okay if

this person

uh has a product that i can help them

with

and i'm on the phone with them they

qualify for it it's a done deal

a good salesperson knows that this is a

done deal if they qualify and i can help

them because i'm not going to get away

the second

so the things you can do right now to do

this is have scalable systems that you

can judge and all that so

when you go to get a team

have you done the same thing every time

is your presentation the same every time

if you have a presentation that's the

same every time when a nuance happens in

this presentation you can judge whether

that works if you're going to tweak

something you're going to pick up

something good from all the speakers

here and you want to go add that to your

presentation

you can tweak that in a certain spot in

your presentation and you can tell the

effect of in this and if it when it

works it'll integrate into what you're

always doing and at that point

when you have something that you do

every time you have consistency in what

you do

now you can scale your sales

your sales will not scale if you're

doing something different every time if

you're looking at different ways to do

things all the time and you're reacting

to your customers and whatever is coming

at you instead of controlling it

so

do that now when your buddy comes along

y'all are just hanging out and like i

say this and you say that it's like no

i'm selling 500 policies a year

uh and i was able to produce the first

person ever sold a million dollars

medicare supplement in the year frank

bryant in the year 2011

because i had a system that he trained

in and it was his uh second full year in

the business he sold a million dollars

worth of medicine

um because when he came in i said here's

your 16 page uh sales script

about seven pages of it is mindset and

all that in there but it's a leading

conversation how to open up a

conversation how to build it all and all

that

that was able to and by the way don't

look at the corporate sales scripts or

literally uh we have a policy assistant

that doesn't

result in immediate sell tell them this

get advice from people who've done it

but now you have a

presentation a methodology that you use

you've scaled you

you have to scale you

if you scale you now you can scale to

the next level

now you can teach somebody another

method another way uh the same way that

you're doing it now will it does that

mean that their robots are reading the

script not at all because your

presentation your methodology has to

allow for them to

integrate their own personality and

traits and strengths and weaknesses of

interpersonal contact but there is a

methodology to doing it i learned in

2002 when i went to the big sales

conferences where the one percent of all

agents in the company do and this was

before the internet

i learned that we all got there and we

all had the same presentation

we all had the same presentation we

didn't know each other we didn't have

the internet back then talking about it

but when the people who made it

independently figured out that there was

a truth there was a way to sell a

certain type of product

and if you can codify that and you pull

it together now you have a teachable way

to

replicate yourself with other people and

then those people after they learn

after they imitate what's done

don't innovate before you imitate after

they imitate what's done

and they've mastered it then their own

personality their own thoughts and all

that will innovate

and they'll come up with new things i

just learned a new thing the other day i

was sharing with someone guy comes up

he's cold calling he says i got

everything i need he goes how do you

know

and she's well i don't know how i know

all the years i've been in sales we've

sold 75 000 medicare supplement policies

uh through my call center and i've never

heard that before

right

so people can add

people can add to your system over

overall if they don't break your system

first and come in trying to do

everything they know about it if you

know those things then you can scale a

call center you can go from a sales team

a sales force to uh you can go from a

sales person to a sales team to a sales

force

uh and i call it being a skills person a

skills team and a skills force

because you have to sell for scale does

that make sense to you guys how many you

get some out of that

[Applause]

the other parts you're gonna

you're gonna come with the other parts

that are gonna happen

you're going to hear a lot of secrets

you're going to hear a lot of tricks

you're going to hear a lot of closes and

techniques and all these things

and you're going to integrate some of

them you're going to forget a lot

there's going to be more value given to

you than you can possibly

accept and integrate and take care

but keep coming

keep coming keep surrounding yourself

with good strong people you don't have

to capture anything but what's really

happening right now beyond all the notes

you're taking beyond anything else is

you're in a room

there's an energy

every person here cares about their

business every person here came here

took out their day to come in here work

on their business work on themselves

with the with the

desire to be better and to connect with

other people who want to be better

so go to eight percent in dallas go to

other conferences surround yourself by

people who are great and do not let

anyone who doesn't want to be great in

your life in your organization or in

your business

if there's one thing i've learned

and i

thanks for saying i'd be worth hundreds

of millions of dollars more than i am

had i not let the wrong people in my

life

the opportunity is so abundant

i i see the world as god just rains down

abundance on all the time it's just

always happening but what do we do we

keep getting our way keep walking we

keep putting bad bad things in here to

stop we can get out of the way

and let it happen there's a natural

order of abundance it's a wave that you

can ride in

again my time is up but i thank you for

trying to be great the answer to our

world's problems is an individual

human beings becoming great be great god

bless y'all thank you

[Music]

[Applause]

you