How to Turn a Struggling Agent Into a Closer Without Micromanaging Them

You know, I would I would correct you on that, Adam, because what I found is that there is a lot of people that have like a step by step guide from their upline.

But what they're finding with that agent that isn't meeting their expectation is the step by step that that worked for them is no longer working for the team that they're looking to build.

And so, you know, you and I can talk about different ways to train a team member and talk about it, but there's things that are going to be brand new to the agency owner listening to this podcast because they haven't been taught to do it that way.

Yeah, sure.

I mean, and I was starting to say, like...

You know, I was always in the B2B to see thing, right? So I was in the employee benefit space my entire life, other than when I first started out and I did individual investment and I was like banging phones in the nineties.

And I think it's a, it's a new era, right? Like, like how are we using outbound outreach? How do you deal with all of the limitations? Like where I can't call people that aren't on the do not call list and.

Like there's there's a lot of challenges that and I think each person knows their own Aspect of the business.

I think the biggest challenge that I always had was not getting the yes It was getting a yes that actually was quality, right? Like people would just say yes to get me out of their office But really it was like how do I get to the top of the funnel and have a meaningful? conversation that solves for the biggest problems that somebody has I see a lot of salespeople like just dump and all of the information they have.

Like I used to call it the vomitorium.

They would learn all this information and training and they would just barf all over your, all over their prospect.

And like, if you had liquid courage, like I used to use the example of like, you know, and then you were like in your twenties and you were at a bar and you were trying to meet someone of the opposite sex and, and you went up to them.

And if you, if you'd had so much liquid courage, you vomited all over them.

Like, what do you think the chances of getting a number are?

It's like

zero, right? Like maybe to clean their clothes.

But, and so the way to get people to engage and to get them to like you is to ask questions, right? I mean, basic foundational fundamental is like, what's your biggest challenge? What are you trying to solve? And like, let them tell you what it is.

I like that.

I like that.

I follow a very similar pattern.

I love to sell by questioning.

I just tell have them say this is what's going on and then turn it around.