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we are live six figure medicare agent my name's glenn shelton i'm here with the man the myth the legend christian brindle for this is this is taco tuesday part three part three i think is this the third one well the first i don't know if the i don't know if you count the first one since you remember the first the first one was like yeah you were i don't know what was going on with your internet connection over there i take full responsibility for the first taco tuesday disaster but i will still count that as a taco tuesday okay then it is part three so part three taco tuesday you guys today i'm gonna just jump right into my tacos today because i'm really excited i've been doing taco bell were my last two two sessions here today i have the rolled taco this is from taco time this is just a bean rolled taco but i'm telling you guys this is the best i want you to just hear the crunch because i was okay microphone here just ready get ready you got it salsa salsa but you gotta wait for it there we go there we go i think we're done i think that was it and to the end of stream that's it you guys we'll see you on the next one we'll see you next time next uh taco tuesday so so i i basically um you know went very lazy with my taco tuesday selection and i did the basic del taco taco but this one has um tomatoes on it so we took it up a notch we're playing dangerously they charge you like an extra 20 cents penny of tomatoes for 20 cents hashtag margins how to make money i was tough that's that's some great margin so i was telling you before we came on i was so slammed today i was so busy i did not have time to run and get the tacos so i sent my assistant out to get the tacos so i had really no say in what the taco selection would look like i hope you bought your assistant tacos i hope i'd buy i bought her tacos before but not this time she didn't ask i would whatever if i were her i would have just like ran your card for top i would have been like i'm getting 20 dollars of tacos just for myself just ran it you roll up through the drive-thru and you're like how many tacos do you think you have in house right now they're like i don't know maybe 100 i'll take them all i said i pulled up to the drive through and i was like i'd like a dozen and she's like did you say 12 like i was like just give me a dozen i'm like come on and don't don't shake me either it's tuesday i don't know why everyone's not here buying tacos but it's not just about tacos today you guys we're also here to discuss all things insurance related specifically medicare or senior insurance as i also like to call it christian philistine what's the latest what's the latest right now it's july 2020 yeezy's running for for president we're probably going to get an album dropped in november so i think it's ap is going to be it'll be distracting for one that's the first thing that comes to my mind like because because like if it happens and there's a kanye west presidential debate i mean i don't care how many appointments i have how many whatever i have to do i'm watching that debate i have to watch that debate there's no way kanye's going to be that this is a total tangent but i don't think that i don't think i don't even know if there will be debates this year like if i just were to follow if i had to guess on the trend of 2020 since everything's like cancelled i'm assuming the debates are cancelled there's gonna be like just vote they're like we're not doing anything else no more campaigning no more debates just vote this year you guys so what they could do to really mix it up is they could do a presidential zoom debate where no one can hear each other and they're all talking over each other so like you have biden here you have d uh dt here and then kanye down here and he's just looking up at both of them and yelling at him and what if what if it was a i would watch that i saw someone post there it may have been actually on your post when you posted about it someone said i'm fine with this i'm fine with kanye running as long as the debate is a rap battle i was like yes yes i need a presidential rap battle too um to tie this back to insurance though one thing that i will tell you guys that i am slightly concerned about with the presidential election this year and this is from you know historical i we were we were operational at lead heroes in 2016. we started in 2015 so we were already full steam in 2016. and i will say that it's it's it's going to be a hurdle that you're going to have to overcome between people being distracted marketing this is what's really going to suck in my opinion again coming from the marketing side of the business there's you know millions of dollars that's going to get dumped in not only that but in classic uh government form tcpa compliance uh political anything political is a total loophole so the do not call list none of that applies to anything political so that you know they can just start blasting phones they can do voicemail drops robo calls they can do whatever they want as long as it's political facing for the election so you know again for someone who owns a call center and it's going to apply really i think to all of us though because most of us are going to be on the phones for this aap um you know it's just going to be an extra hurdle so you're probably going to have a slightly lower contact rate maybe a significant if you're in a if you're you know trying to sell in a battleground state good luck you know if if they're dumping millions in in advertising into a state you're trying to sell in so you know i'm not trying to predict the future here but if i had to give some advice i would say if you're if you normally sell in a battleground state maybe look at states outside of that to sell in for aap i think i think that's a great point um i think another thing that i said i put out a video last week about you know how to get you know basically prepared for aep right now and one thing i said in there that i kind of got a lot of hate for you know i got a lot of for it and i don't quite understand why people push back on me so heavily against this but like i basically said if if i was if it was me you know and i am an agent so i'm just telling people what i'm doing i'm not one i have no interest this upcoming aep in events of any kind you know putting money down for venues making preparations scheduling events with cms or the carriers or anything like that i just don't have any interest in it this upcoming aep because it's a crap shoot like what do we know we have no idea what's going to happen you know like how do we know we're not going to get have another quarantine come down the line how do we know we're not going to be in a situation where we can't have more than five people in a room together or something like that i mean i just think it's a really bad idea and waste of time and money and energy and everything above yeah we talked about some insurance conferences i don't think i need to name exactly which ones we're talking about but i was surprised to see it was being marketed as much as it was um going into everything that's going on um and i personally i think um you know i've seen some agents talk about seminars right just like you were talking about right there i mean it kind of blows my mind i'm like why why would you be investing or thinking about ramping up something like even if it's even if it doesn't happen but just the likelihood right just the possibility that you could plan the most important time of the year as a medicare agent right i mean if a lot of medicare agents some of them literally don't work except aep so you've got like the one time that you're gonna make money you're about to make a year's worth of money in eight weeks you know your entire annual commission here and you're you're gonna bet on something face-to-face i think that that would be mine mind-boggling to me i mean again i'm not saying like you can't do it i'm not saying like don't necessarily try it but at least have like a diversified plan or a backup plan you know for selling over the phone or doing something remotely i wouldn't bet on selling face-to-face that's my opinion now don't know me and in terms of the rebecca davis just entered the chat she might um roast you in the comment section um rebecca again calm down taco just go get a taco it's time and then we'll we'll talk about some more oh did we lose we'll calmly talk this out we'll come and get to a solution here um so i think with the conferences that's kind of interesting is like i mean if if if if it was me if i put myself in their shoes and i was running a conference i mean they probably invested a good chunk of change in like the venues and the hotels and everything like that and i'm sure it's probably a situation where they can't get their money back or they can get a very small percentage of their money back if they just full-on cancel so from from the people that are like oh running all these events perspective i get it i get why they're trying to hang on you know because it's either that or they just lost all the money they invested in the event you know um i i get it you know um but it's a tough situation you know like i'm gonna try to i was not gonna go to eight percent yeah i i heard i got flip flop i got bullied by well i get i got bullied by group members um who both run other groups who come in here to harass me on my group you know and um but i ended up changing my mind and um so i'm gonna try to go we're gonna try to go and kind of see how it goes but um i mean i i would not be surprised if we run into more lockdown when this when eight percent happens you know in in september i mean i'm hoping that's not the case got my fingers crossed i really was looking forward to going but it just seems like fall and you know that time of the year i mean it's probably more likely to get worse not better i don't know that's just my thought yeah no i mean i i totally agree and the thing is like i feel like when i take a negative point of view like you know i'm not trying to be um i'm not trying to be negative i'm not trying to be discouraging but at the same time like i'm a realist like i really like i'm trying to be as realistic as possible and like i mean guys i missed the move like i was thinking about the movies the other day like i i love the movies like i used to take my wife to the movies like i would say man i used to like sneak off to the movies by myself like have you ever done like a midday like a solo just like mid-day movie like oh oh my gosh that's the best yeah and you know i haven't i i don't what was that i don't know what the last movie was i saw him it's been months so like i would love i'm like the first one that's ready to try to get back to normal to try to get back to like going places but i just think the reality is based on the situation is it's going to take some time it's going to take probably a lot more time and i feel like there was this this thought this like collective idea at the beginning of this where a lot of people thought this was going to be like a quick thing like two and part of it was the lockdowns right two weeks four weeks six weeks eight weeks but yeah unfortunately the reality is it's probably gonna be over a year until there's any type of normalcy and who knows maybe it's even longer i don't know so you know plan your business i saw a post today in medicare gurus and it was a gal who said hey i'm trying to get things going i normally sell medicare face-to-face i'm looking for ideas on what to do and i didn't comment but if i were to comment on that post it was gonna be like sell over the phone there you go like here's a radical idea like pick up the phone do what you normally do but do it on the phone it's wild you know it's it's that easy wild it's wild you know i don't know oh man i mean i think i think um i think a very very interesting thing that's going on right now is how many agents are waiting until like september to start planning their marketing for aep that's nuts like that's wild you want to talk about something wild like so we just dropped a very large amount of co-op with our fmo for our agents and we're getting the orders in this month basically for some direct mail campaigns um we have to because if if we wait till next month you know we're going to be in a situation where the zip codes are taken or the areas are taken or they're used up or anything like that i mean i think it's a you need to be planning out and kind of figuring out what your game plan is right now in my opinion that's great advice that really is great and and and you got to have a plan a b c just in case you know like something does change dramatically with the lockdown i mean there's so many agents that i talk to they're like well i'm not even gonna think about aep right now and i'm like why not you know like i don't i don't understand that i'm like why not oh my gosh you know and the the thing is like if you're listening to this and you just heard what christian said you might be thinking oh uh because of 2020's chaos people are waiting till the last segment but that's the reality is that agents tend to do that in general i'm thinking back to 20 last year's aap you know it was about you know october 2019 we took on like a month for our call center it was like a month's worth of orders within like two or three days right before aap so again oh man his story yeah just historically like i feel like agents scramble to the last set like i don't i don't know if it's just procrastination in general or or what it is but i wouldn't be surprised to see the same exact thing happen this year where it's like you know the week before aep all of a sudden everyone's trying to buy leads at once and yeah dude get it set up now get ready yeah prepare for whatever you're doing you know get your a hip done get your crm ready you know pick out your c if you don't have a crm get one you have some really basic things like you know fit figure out what carriers you know get license in a couple extra states possibly if you're selling over the phone you know i mean there's there's a lot of really basic things that could take time that you don't want to wait till the last second uh props to i'll give a joanna shout out i feel like she's been really pushing a hip i don't know i think i've seen a lot of people if i'm being honest uh pushing the a-hip early this year so i think that's awesome you know don't wait there's there's no reason to wait you're you don't know what else could come up down the road get ready now and and just cruise later you know get and you're significantly more likely to be successful if you plan now for aap versus waiting until that week before you know yeah for sure like i don't i mean you've worked with a ton of agents glenn like you've seen a lot of agents you've worked with a lot of really really productive agents and i can honestly say and i'm one and i'm wondering if you if you if you feel this way too i've never seen an agent that's just a a superstar or a killer that has the the the tendency or the habit to postpone things like that they are so they exist but they're they're very rare birds right and usually they burn out pretty fast yeah they burn out um because again you're doing a lot more work in a short amount of time to try to compete with with others essentially right there's a gentleman down in florida which there's a billion agents down in florida but this guy in particular i mean he was absolutely an animal on the phone he sounded like a radio dj like he had the voice he had the contracts you know he's been doing it for a really long time super disorganized though didn't have a crm you know type of agent that was buying leads at the last second and you know his his success like he was he he's he pulled it off like he's one of the few out there that pulled it off and i remember thinking at the time like this isn't really a traditional successful agent he managed to make it work i wouldn't recommend this you know you're you're so much better off being organized i feel like i talk about this every time i do anything so i feel like i'm really beating a dead horse here like i had at least one conversation today with an agency in illinois and same exact topic where i'm like get a rm get organized you know just just track your leads if you don't know what's going on with your marketing you're not going to be successful you know oh i lost money well how much money did you lose what was your your cost per acquisition how many clients did you close how many do you need to follow up with there's a lot of like really basic things that you can do as an agent and it's going to set you up for success even if you're not great at it even if you're new even if you're not christian brindle and you're a superstar agent stud you know you you can still you can compete with christian you guys i promise you you don't have to shave your head you don't know what to do it's really not that hard it's you know what i have going in my favor is all the agents are getting licensed in california and florida and they're just staying out of my prime state and i prefer it that way just leave me alone you know um you probably do have a nice air i mean there's i don't i don't feel like there's a ton i mean on our on my side of the business like when i'm seeing orders come through it's rare that people request to target utah i will definitely say that and and like one one thing that's i mean i know we talked about this on taco tuesday number two but in in utah particularly for like social media ads and i think a lot of ads in general the poll is not easy you know salt lake city is not a great marketing target for some reason whatever it might be you know um and i could wonder about this for days on why that is but in some aspects in some situations it kind of helps us a little bit because there's not as much competition um and a lot of people do come here to retire you know in in maybe not as many as like a florida or something like that but you know i mean i think people would rather retire in utah than indiana you know or something like that i would i i would rather i wouldn't want to be yeah i wouldn't want to be hanging out with all those corn fields you know you don't want to you don't want to retire on a farm christian come on oh it's as wonderful as that sounds with that the smell and everything i'm not i'm not a farm kind of person you know like i'm just not not into it i don't know what it is i just i'm not i'm a city boy you are you're a city slicker huh i'm a city slicker even though i don't even know i live in a and not much of a city what do you what do you think is what do you think's the sleeper for this aap what do you think is like the the hidden gem here coming up that a lot of agents aren't thinking about or aren't seeing you know maybe it's a software or a carrier or you know what what do you think it is i think there are two things um i believe that okay so this is going to sound a little hypocritical of me for some things i've said in the past um this is this is being recorded you know that right we can revisit it yeah this never goes away this is forever on the internet i think as we move into the 2020 year i think more agents are starting to you take use of sunfire and connection and i know everybody beats this to death um and we actually are in the process of just you know getting on with sunflower and i've i've kind of been critic not critical of those things but i've been in a situation where i'm just like i could care less about those things because we've had our contracts spread across with different fmos and um and i have you know there's an announcement coming in a couple of weeks about that that i will not spoil today on taco tuesday but um it's going to be is it the next taco tuesday well will that get announced on the next okay stay tuned tuesday at four o'clock yeah yeah specific standard we will be ready we'll be ready um but but anyway like it's gonna be more of a player i think this year for us in terms of our agents you know like i don't even know if i'll use it that much like i feel like the system i have down with doing what i do works well for me you know and i don't really feel like i need to tinker with it too much but i'll try it out you know and i'll use it we've tried demos and things like that with those programs over the years and i've never been that enthralled with them really but i think that's one thing i think another thing that's going to be interesting to kind of see how it plays out is this ongoing battle on the insulin prices i don't know if you've been um following that at all but like there was the bill passed to basically put the cap right on it's like a hundred dollars some prices a month i think it was like thirty dollars yeah thirty dollars thirty dollars and um at least that's what i remember reading i couldn't what was it a hundred dollars a month for a 30-day supply was that it yeah i think yeah i don't know now i'm not sure now you got me now you got me well i i literally read a news article today that was talking about this this wasn't even a senior this was someone who was a type one diabetic who um essentially couldn't afford insulin you know his insulin cost they cite in the article it was like over a thousand dollars a month and with everything going on this year lost his income couldn't afford his insulin and he ended up passing away it's like this is a real issue this is a this is a huge issue i think um rebecca davis said in the comments rebecca davis has been um attacking us in the comments a little bit um she called us the king i don't know if she called you your karen or mia karen but she called someone a karen and um and um but she said 35 dollars i i think it was like for medicare beneficiaries specifically i think medicare beneficiaries the bill was passed that medicare part d drug plans can't charge more than 35 copays for a 30 day supply which i'm interested to see how that's going to work with the coverage gap you know like i don't know what that's going to look like you know like is it going to be a situation where in the coverage gap they're bound to that specific cost and it can't be percentages anymore like what's that's going to look like you know will they raise deductibles up i mean there's a lot of factors that we don't know about and um i i think it's going to make a bigger change than people people might be thinking i'm i'm telling rebecca thank you right now thank you for keeping us honest free tacos for you free tacos free tacos with every lead heroes leader yeah now they can't i'm still waiting for that one to bite me glenn i placed a thousand dollars how many tacos do i get for a thousand dollars in leaves a taco per dollar i'm talking per dollar um one thing i always get so to go back to my question to you i had a thought so about like what's what's one thing that i think is going to be crazy to see play out this this 2020 with ap or 20 ap 2021 is the fact that people can now sell medicare advantage from home you know previously this was really locked down like selling telesales of medicare advantage it had to be in a call center environment it was very regulated by cms and now you know as of this year it's like the floodgates are open and i'm curious to see how it goes i'm curious to see if this is something that they're going to pull back once there is some type of you know slow down with the virus i i kind of feel like this is going to be the new normal with with medicare i don't i don't foresee them getting rid of unless it goes like horribly wrong i don't see why cms would be like oh you have to be in a call center to sell medicare advantage so i think that's a potentially a really good thing for most medicare agents right yeah i i definitely think so i mean i think any anytime you can sell something over the phone it's better like um so i i'm i've made i've been i haven't been shy over the years that i'm not a huge life insurance producer um but you know sometimes i'll trip into one um so last year i remember specifically i was trying to write a plan right final expense plan with foresters and i think we had just picked up the the contract last year or something like that and i was you know getting ready to do the electronic app and everything like this and the guy was like six hours away from me like he was not anywhere close and then it just didn't give me the option and so i remember i remember i call up foresters you know like if there was a medicare thing i would just know off the top of my head i can do this i can do that but like since it's final expense i didn't know so i call up foresters and they're like yeah you can only sell that product face to face and i'm like are you guys like in the stone ages you know i'm like are you kidding me right now like i remember just being so you know irritated about that and um i ended up i ended up selling another carrier that i could do an electronic application for but like now if i'm if i remember correctly foresters has changed that to now you can do it electronically i mean i think just carriers are forced kind of in a way to make exceptions because if they don't you're not going to get any policies that is a positive change you know our industry is so slow to adapt to technology i mean what name another industry that still talks about fax machines never forget so again i'm almost a decade into the industry like i first started selling insurance like almost 10 years ago and i remember then i was baffled by the fact that fax machines were still like like americo i remember with americo i could upload direct like it was like a big deal i was like i can upload this app directly to americo i don't even have to fax it this is awesome and you know other other carriers like they only did facts i'm just like this is the craziest thing yeah yeah you know it's like 2010 at the time 2011 and that we're faxing applications so yeah i think that is a positive change i think the more um who else was it i just saw an update i think it was from liberty bankers liberty bankers life insurance they are doing an application that it's being updated i don't even think it's out yet i think it's coming out um shout out to jeff root jeff root shared it in his facebook group and that's where i saw this um but yeah they're coming out with a voice signature application where you don't need an email which if you're selling final expense you're dealing with seniors in the senior market i can tell you firsthand because we talk to seniors every single day i mean we do tens of thousands of phone calls from our call center every single day and there's a large portion of them that do not want an email and they do not want to get on a computer you know obviously there's some that are are you know more technology savvy who are happy to to you know do business on the computer or over email but i will definitely i can tell you with knowledge firsthand that there is a large portion of seniors who still do not want to do business that way who would much rather just have a phone call with a voice signature so yeah i would say i'm seeing the same thing on my end there is positive change from the carriers being able to do business remotely hey maybe by the end of the pandemic pandemic i don't know what the pandemic if i can talk pandamic i was doing canadian voices earlier i guess i'm a hillbilly at her nailing it and nailing it at the end of pandemically uh but you know maybe by the end of this we'll be able to actually uh you know no matter what carrier you have in your pocket maybe you'll be able to do remote sales really easy so hey that you know there's a positive change right yeah yeah for sure like um and and you know you're so right about some seniors not wanting to you know do do the whole email thing like i there was a appointment i was doing i think it was literally yesterday if i remember i think it's yesterday and i was doing an appointment with a new agent of ours and i was basically you know doing the appointment with her and kind of having her watch me you know kind of observe kind of how i would do it well you know this lady you know i asked her mike you have you have an email address i'm like why i'm like i think it'd be easier for me to present this plan information to you if we can screen share that way you can kind of see what i'm i'm seeing i think it would help out a little bit usually nine times out of ten that's no big deal if they have email they're like oh yeah yeah that sounds like a great idea um this lady was adamant she's like she's like i'm not gonna let you take over my computer and i'm like and i'm like i'm like i'm like ma'am even if i knew i'm like i'm like first of all i don't even know how to do that i'm like you're talking to literally a caveman in terms of technology and computers and she just would not budge and i was trying to explain it i'm like no no no i'm like it gives you access to see my computer screen i can't see yours and she's like she's like that's what they say and then there's three grand missing from my bank account i'm like oh like has this happened before i'm like that's awesome if if if it did happen before i i feel terrible about that and i and i and i'm sorry for her but like yeah it was it was tough it was tough because we're trying to explain something to her she was not getting it you know what i mean um i've always kind of questioned the agents who are like i do all screen shares i'm like really i'm like every presentation you do is a screen share i'm like what are you hitting like 66 year olds who like are like what t65 i'm like because you know anyone who's over 75 out in the sticks um probably doesn't want to do a screen share that's been that's been my experience but hey you know to each their own i what i find is if they have email and a working computer that's usually not a big deal but usually i think the ones that aren't comfortable doing screen share one of those things is missing they're either missing the email or the computer or the internet connection or something like they just they're just not they don't use it on a regular basis and it's usually about that 75 to 85 year old that's just like they just wrap their heads around it so it makes things a little more tricky but yeah i don't believe that either there's no i mean there's no way you know yep or they've been hacked by russia too many times they've had too many too many russian hacks on their computer they're they're just done with it i have no idea what rebecca davis is talking about i mean in in the comment section i think she needs to talk about some myspace advertising for my running myspace ads is she calling me karen i'm rebecca i need to know right now is a christian the karen or am i the karen and personally i i think being bald translates to male care which technically isn't male karen chad i thought that i thought that was the 20 20 slang i don't know me i'm not a dad anymore yeah i thought chad was like bringing the version of karen texting oh jerry jerry just commented yeah there we go that's it jerry thank you i had forgotten about that one yeah that could be big um again when we're talking about like seniors with technology i think text is probably one of the easiest barriers to cross right i think most seniors are texting yeah i computers i think so like um i think that like what would when i'll i'll i'll train our agents that like when you get a lead i think you need to be making anywhere between five to ten contacts in the first couple of days and what we've found is you know what we have the automated workflow setup message i i find that usually i have a better chance of them responding to the text messages in the email probably a pretty significant higher amount actually yeah i mean as long as you have permission to contact absolutely i would send them a text message you know i think existing clients to um you know existing clients if you're following up um i think it's i think that's a big deal uh and there's a lot of automation software out there too built-in crms i think that's that's probably gonna be the next big thing a lot of people are already doing that um there's there's so many different platforms one one that isn't specifically for medicare per se but better agency i don't know if you've heard of them they're yeah they're geared a little more towards pnc but that's kind of their whole platform is their crm that's kind of built around these automations with text messages um but i'm assu ing so like uh sun fire and what's the other platform that you were talking about um the other one is connection now i'm i was looking over here because the two guys that run better agency there's there's nick ayers who you talked to yeah and then and then the other guy i think i thought preston helped run that too there's like four of them now i don't know yeah yeah i actually went to high school with will shaw and really yeah well he was so it was he had like a company before it was called like capsule 5 uh and they were they they basically built like automations on infusionsoft so um there was a company before they took infusionsoft and then i mean infusionsoft sucks i've never really used it that much but from what i've seen it's not great there's kind of too many moving parts so they basically said screw it we're scrapping this and then they built software from scratch and from what i've seen it looks awesome my only disappointment or critique is that it's really built for pnc agents and like for medicare or life agents or final expense agents i think there would be a lot more customizations that's that's what that's what nick and i talked about anyways last time i talked to him but what uh what other um but the reason i bring that up though the reason i bring that up is because i read preston's book last year um and i'm trying to find it over on my bookshelf there i'm trying to what's his book it's really really good like i recommend it i just i'm trying to find it first i don't know what i did with it i have way too many books like that it's cute that you pretend that you read books i think that's adorable hey i mean those who can't um do pretend is that what they say i was elected i was elected to lead yeah yes yes i was elected to lead not to read anyway i can't i can't find it i know it's over there somewhere but it's a really really good book i think it's like i i can't remember the name of it i'll post it in the comment section we're done here but jerry says preston and billy i guess are they i don't know the better agency i've never heard of billy i think there's four people involved but uh what's another isn't there another platform that that's like really big on automation like with techs or [Music] i thought there was at least one more maybe now i mean medicare center does medicare center do it i'm i'm i don't know that i'm not sure i don't know that's something that's coming up for sure though i just again i just with text messages i just be careful that's that's my uh my two cents when it comes to marketing for text messages i had a friend in the real estate space who was doing a lot of text messages um and they got in trouble so be careful make sure you make sure you have permission before sending out too many texts yeah for sure for sure so i so i have a question for for mr glenn shelton um let me see if i can get him what's your question okay so here's my question um let me see if i can get him yeah let me get him on the line for you sir is that what you do during the day like when someone calls you like you're like let me see if he's available you're like glenn phone hello thank you for calling lead heroes this is glenn's assistant are you looking to buy leads [Laughter] okay so what areas do you think because for someone that markets all over the country what markets do you feel are the best for people to target during ap that's a good question we talked about this a little bit previously uh i know i know we talked about a lot about the worst markets the worst markets right and so there is there's good there's always good places in in bad places it's very technical i know um if you could and we have a map on leadheroes.com if you go to our order page and you go at the top of our order page is the order form and then there's the samples of our leads and then underneath the samples of our leads we have a heat map of medicare advantage penetration and it's per county for the entire us and in this map the reason i bring this up is it's very similar to the population density if you were to take a population density map of the u.s and you were to overlay it with the medicare advantage again we all know medicare advantage it's all network based so they typically more people are on medicare advantage in big cities it's just kind of the natural tendency right so if if i were to pick a county or a state to spend marketing dollars in if it was me and i were and i was gonna go drop five or ten grand for ap and i'm trying to make that dollar go as far as possible right because the cost of a thousand mailers or cost of you know if you're hiring a telemarketer whatever it is you're doing for marketing you know facebook ads if you're spending your own dollars from that your dollar will go further in the least densely populated areas so you know there's if you look at it almost every state has good parts and bad parts some states are pretty bad florida new york new jersey california so some states are pretty bad because they're densely populated there's other states where it's not very densely populated it's great iowa kansas oklahoma um wyoming utah everybody selling utah take christian's clients hurry rebecca davis is in the comments saying utah's my favorite i'm like oh i'm about to throw you out of this rebecca go back to your facebook group please leave us alone don't talk about utah when you when you go back stop calling us karen's karen it's chad's it's chad rebecca we're chad's okay we're cool yeah chad is chad chad is the cool guy on the playground utah is great though like except for salt like salt lake is not great but outside of salt lake and oregon which is very close to me portland's terrible but outside of portland eastern oregon is fantastic southern oregon's great washington again seattle area sucks but eastern washington is awesome so you know if you're paying a fixed cost per lead then it doesn't really matter as much but if you're dropping per thousand or you have a telemarketer or you're spending you know you have your own facebook ads you're running and you're geo targeting certain areas then you want to look at the density the population density of that area now with many you know in in with medicare supplements definitely the more rural the better with medicare advantage when aep kicks up you can spend money on these more densely populated areas but again you're competing with more people most of the marketing dollars is going towards these more densely populated areas that's why the response is higher when you target the less densely populated areas because less people are targeting these areas most people are sloppy with their marketing dollars most people are just slapping money at it oh you know hurry hit just pick in states and they're just throwing money at these states so that's exactly what i would do if i were spending money on aep or even tomorrow on marketing i'm looking at pop population density either per county or statewide and i'm targeting the areas that are less densely populated because they are going to have a higher response rate there it is that's i mean it makes perfect sense and that's been that's been my experience too anytime we've ran any kind of advertising it's been you know when we've targeted big areas like this like we've tried to a couple years ago i tried to do some about last year actually the last time we did it we tried to run some facebook advertising in florida and boy did that not go well um and it was just one of those things you know it's one of those things um i'm so distracted by the club rebecca we're just teasing you yeah i think i think she thinks we're genuinely upset no of course not of course not i think rebecca might have to come on our next taco tuesday oh i might we i think that needs to happen yeah i think we're gonna have a special guest rebecca and i had did a video about three four weeks ago and it was awesome and she was awesome she was the medicare wonder woman i will say uh i do see rebecca your grassroots marketing tips which i think is awesome because usually it's like free stuff you can do to try to generate business and i think that's something that almost everybody doesn't pay attention to so shout out to you rebecca medicare medicare bill right medicare bill join the group medicare value rebecca pay me for that sponsorship that advertisement later go ahead just write the check yeah yeah just just um checks in the mail or maybe she pays for tacos next tuesday we'll bring her on she buys those tacos so so if she places the tacos in the mail today they might get here in time for the next frozen you get the tacos you freeze the tacos then you ship the frozen tacos i think the rule is no matter how moldy they are when we open them up we still have to eat them moldy well we're coming up on the hour mark so i don't i don't want to keep you mr brindle too long or any of our our awesome guests that are watching our audience that's watching what are your final thoughts here on on taco tuesday part three any anything you'd like to share anything exciting you have coming up i know you you hinted at some sort of big fmo possibly software so i i here you don't want to just try i'll give you permission if you want to say it right now i can't i can't say it right now i'll tell you i'll tell you i'll tell you once we stop live did you bought by integrity marketing too did integrity marketing by your agency holy crap actually as hilarious as it is it it does involve integrity marking oh so but but can't say any more than that um i would say in terms of i think any of you any any of your new agents out there that are just getting into the business um don't wait to do your a-hip get on it right now start studying right now pay your money to get into it right now don't wait till september you know um i would just you know and we'll find out if you can if if you can be an agent or not you know if you can get through the ahab because like there i would say if i send out 10 contracts to 10 new agents i think probably six of them won't even fill it out you know um and so just take the time get through the a-hip don't wait don't put it off and if you have already gotten through your certifications and your a-hip don't wait till aep to start selling you need you should be selling right now formulate them aep strategy but sell right now sell 265 people go after the dual market make sure that you're making some sales do some get with glenn and do some medicare supplement changeovers um i just you know i i think there's too many people out there that take the approach that i'm gonna start in aep and i wouldn't recommend that personally this is a year-round selling business if you let it be i think that's great advice and i do think that's something that most agents you know it's it's similar to when you're dealing with a senior right when you're dealing with a senior and you're trying to explain to them open enrollment and they think that they can't do anything unless it's open enrollment well yeah some people right there are certain situations where they can only change during open enrollment but there's also a ton of other stuff you can be doing year round and that was kind of like a myth that i felt like in that was alive in the end i'm sure it's probably still alive today but specifically when i came into the industry that was definitely a thing where people were like oh wow i can't sell medicare until october it's like no you know med subs like you just said i mean medcep's year round t-65s year-round dual eligible for the m a market low income that's year-round um birthday rule in a you know oregon california five-star plans if there's one in your market there's there's states that are guaranteed issue year round period you know washington i think maine's another one i mean so yeah there's i think i like i like the kind of the theme i think of this taco tuesday is be prepared right be prepared for now be prepared for 2020 to throw who knows how many more curveballs i mean kanye's kanye's going to be president i wonder how much funding he's going to put into medicare yeah in 2021 2021 medicare is going to just explode once kanye takes over so if he when he campaigns i think everyone should wear those like you know those glasses that he used to wear with like the yeah the filters the slides yeah i would i would wear those although you can't really see them i love it well any final thoughts from you glenn no i think i think that's i like like i said i like the be prepared thing i think um i think what happened in march i don't think anyone could have really been prepared for what's when this whole thing started you know with coronavirus with the lockdown um but there's really no excuse by the end of this year right i mean after everything we've seen after you know oh it's getting better oh it's coming back you know oh lockdowns like i don't i mean i'm sure there's still more that could come that will surprise me i'm sure there will be more surprises but at this point be prepared to sell over the phone be prepared to sell remotely be prepared for seniors to not want to see you face to face whether that you know even if things are better we talked about this i think on one of our taco tuesdays as well even if things get better guys the stigma around everything that's already happened is probably not going to go away so so be prepared be prepared to sell remotely be prepared get your a hip be prepared get a crm set up just be ready that's it i agree i love it i i i love it well guys thank you thank you for spending some time with us and um if you like these taco tuesdays and you want to see more of them let us know um i mean may maybe at some point this will turn into a weekly thing we'll see um i'm down i'm down for i think we need a weekly we need a weekly show i agree i agreed i think we should do it i think we should make it happen subscribe hit the subscribe button oh wait we're not drop a like hit subscribe hit the bell you want the notification as soon as this thing goes live oh that's hilarious but yeah seriously drop a comment you guys tell us what you think we want to do more of these if you guys are are into them if you want some you want to talk about a certain topic we're we're more than open to it so let us know until next time until next tuesday