Brandon Todd shares his 8 figure secrets
Summary
TLDRThe 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
🎤 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.
💻 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.
🚀 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.
🏆 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.
Mindmap
Keywords
💡Greatness
💡Responsibility
💡Scalability
💡Sales System
💡Lead Source
💡Innovation
💡Vision
💡Adversity
💡Entrepreneurship
💡Mindset
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
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