S4E4: Your Money Story Is Driving the Show — with Danielle McKinley

OK, but having said that, I don't just have an agency and then have a coaching program.

I'm thinking way bigger.

So

I zooms way out, which is what all of you should do, because I want what I really want is like a lot of you guys listening right now are on this hamster wheel of where is my next buyer? Where is my next seller? Where Danielle could have gotten her life insurance license and thought the same thing.

Where is the next person that needs life insurance? And she zoomed way out.

And so this is why her business looks different and why yours could, too.

Yeah, so I actually don't run leads in my agency, which is unheard of in the industry.

Everybody buys leads.

Well, remember when you were new and

they're like, what's this chick doing? Yes, they literally were like,

who are you? What's happening? Carriers would be like, where are you buying your leads? Agents would ask me and I'm like, oh, I don't.

It's all 100% referrals because you guys' relationships... are everything, okay? And so when you zoom out, the way that my brain works is I go, how can I add value and show up and serve and make one channel or one stream of income multiple? So for example, with real estate agents, thinking about how to differentiate yourself from the agent across the street.

Mm-hmm.

One way to do that is by talking to your clients about mortgage protection through life insurance.

And you do this when you've closed the deal but you want to stay top of mind and you want to do something different than the holiday gift basket or the client appreciation experience.

You want to show up and provide them value in a way that someone else isn't so they remember you.

And so you follow up with them and you say, hey, like, how's the new house? How are things going? I wanted to share something with you that blew my mind when I learned about it.

But there's actually an opportunity for you to protect the mortgage on your house through a properly structured life insurance policy.

Would you like more information? And when you do that, it's an opportunity to create another revenue stream for you while also doing what's most important, serving your client.

Beyond that, I started going, well crap, I work with a lot of agents and I love Real's model.

And I send people to you that are like, you got to talk to Kristen about real.

And I've done it for

a while now.

She's talking about real broker in case anyone's like, what is she talking about? She's like, what's the real,

real? Yes, real broker.