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I think one of the cool pieces is um everybody's always asking me about tech everybody's always asking about um leads and everybody's always asking about like dialing and scripts and stuff which of those would you like to dive a little more into because I noticed the compliance scripting with a proven track record to make sure you produce like having scripts inside of a marketing platform is you know Tech platform it's super unique when our team built our platform you know we wanted to make it so user friendly that you know there was there was no guesswork with it right so you know you know this and I you know from having been this in this business for a long time that usually the level of discomfort that most agents get when they're looking at writing a new product line or a new new carrier or whatever the case may be is what do I do if somebody says yes um right like how do I write the application right we wanted to alleviate all of that right so from start to finish from when the interested Prospect you know gets in your queue and and hits your you know hits your headset or hits your you know whatever however you have it set up and you're starting to speak to that individual you have everything you need in front of you so again we have a pre-populated script so you can you know again just follow along do your fact finder plain comparison and then move into the enrollment [Music] [Music] hey welcome back to the ca Power Players podcast I've got a special one today with my good buddy Mr Tim nardoni jumping on the channel on the podcast what's up Tim Cody how are you sir I am great man so you are coming to us today uh you have you've been in the industry for five years you're working with premium Choice as the CEO which really is a technology and marketing to help external Partners I kind of want to dive into that world today right it's the virtual sales model and the world um what's been the like because premium choice is technically a consumer brand that's also helping agents now um walk through that like evolution of things because it's been a crazy ramp up you guys have grown really quick like those that are watching I can promise you like you're going to get some major bombs today they've skilled a company in the most ridiculous I've ever heard but I'd love to hear it from your mouth to the audience's ears yeah thanks for having me man appreciate the intro duction the team this last year but our Founders started the company a little over two years ago right in the beginning of the pandemic and just like a lot of us saw an opportunity to to find a new way you know to do things or to or some people were looking for how do I keep things going right this was you know it was a very interesting time for a lot of businesses a lot of organizations and premium choice founded by Eugene OR Eugene our founder um insurance agent by trade and the rest of his family has a technology and marketing background so they really leverage each other's capabilities to build premium choice and build their virtual sales team saw an opportunity to sell insurance over the phone by way of you know email signature Tech signature all the resources that we have access to now really that got accelerated since covet um but saw an opportunity to to really grow that side of the business and you know a lot of folks it was it was because they had to you know they were a need to right not necessarily because they wanted to whereas premium Choice kind of embraced that that model and has kind of just ran with it and a lot of people have adapted to it we're not the only you know person or only shop in town that's that has a virtual sales team um but to your point you know it's it's been amazing the growth that we've seen you know starting from you know zero eight and still a little over a hundred full-time W-2 licensed agents that are selling for us all over the country um you know thousands of enrollments every month you know primarily Medicare focused crazy um it's uh it's it's amazing so you know again I'm honored to be on the team and honor to be a part of it that's really quick too if you think about the timeline like a lot of people get the insurance industry like man you know what I want to make you know just 100 Grand would be nice you know and then you guys are making like you know you know freaking hundred grand a week at least um when you look at like the evolution and how much this has grown and exploded and you know zero to 100 full-time agents in in over just over a couple years what has been special and unique about y'all that other agents can learn from or like what stood out like how loud how well what allowed you to do that so quickly and why do agents also care which we're going to get to at some point later yeah yeah good question and and I guess this is applicable to really anybody's business and where they're at is you know how can I grow how can I scale you know maybe I'm just getting started want to learn you know how do I go from zero to six figures you know what's the path and I would say you know the sizzle behind the stake is is the marketing you know being able to get in front of people at an efficient rate finding those interested prospects that want to talk to you want to hear about what you're offering um I always tell folks you know really to Be an Effective agent it's almost more important to be a better marketer than it is a salesperson you know most people that get into this business have some level of sales experience whether it's you know cell phones cars you know whatever it is but are looking for you know more they're looking for residual income they're looking for all the great things that the insurance industry offers you know but you have to be able to get in front of prospects right so you know when I'm talking to folks about their marketing strategy or how they plan to go from zero to ten thousand enrollments or you know to a hundred thousand enrollments right I mean the sky's the limit I mean we've seen organizations in the last five years you know just absolutely explode um and it's because there's more there's more beneficiaries than there is Agents right so the market is huge um you know but it's it's having that strategy to be able to get in front of folks and I would ask people all the time you know what is your strategy are you gonna buy Direct Mail leads are you going to do seminars are you going to do lunch and learns you know what is what is your strategy and then also how much do you value your time right if it if you're someone who you know hey I don't like to buy leads I don't like to do this I like to do just Grassroots marketing that's awesome you know I as I would challenge you to ask you the question is you know how much do you value your time how much if you were you know going to put a billable hour on your time how much how much would you value that and let's just say there's about 50 bucks an hour because I want to make 100 000 a year fantastic great number so if it takes you 20 hours to acquire your customer and yes you didn't buy her lead yes you didn't go out and do a seminar and didn't pay for a lunch or anything like that how much does that cost you it cost you a thousand dollars to acquire that customer right so you can you can do that and that's fantastic you know plenty of people have built the large books of Business Without ever buying a single lead which is amazing I've hats off to all those folks that have done it but there's tools and resources out there that can accelerate you know your your path to whatever your goal is right whether it's a technology platform like ours that offers a guaranteed live transfer amount per per per agent per month right a commitment of 200 to 250 uh transfers a tech platform that can you know track your business you know manage all the operations analytics of your business and all the things that you know we know you need to do yes you know to grow a book of business to grow a practice to grow an agency you know whatever that looks like whether it's one one person 20 people 100 people or a thousand people you know you have to have some sort of system in place to to manage those expectations and to to track your results yeah uh you bring up a good point too because you talked about technology and marketing to for external Partners um because you have the you have the agent model right over 100 full-time WT agents that are selling across the country you know online um but then you also have the external model so you don't someone doesn't have to have contracts with you they don't have to join your company they don't have to you know um become a w2h1 salary right like they can just literally plug in and get access to your technology how does that piece work for someone that's like man I like where I'm at but man I would love to sell more insurance and talk to more people and and that's the side of our business that's really gotten a lot of traction in the last you know five or six months with really no you know marketing it's all just been my word of mouth but that's growing our external partner platform uh where we're offering our technology we're offering all the marketing services that every single one of our internal W-2 agents use to help them write you know somewhere in the range of 20 to 30 even 40 enrollments per week depending on you know just how much volume that they're taking on and so how that how that works is folks are you know it's really just been by Word of Mouth you know they schedule time to to meet with our sales team maybe meet with myself you know we take them through a demo of the platform so they can see exactly you know what they're going to view whenever they log in um manages everything from their dialer their telephonic capabilities their CRM to track their business uh the enrollment platform and then the fourth piece of it which is you know the one that we're most excited about is the marketing right we've we've been able to do it all from one system so you don't have to you know necessarily look for a lead partner or another somebody to help you with marketing you know we really kind of embodied it all into one platform and we're offering it to external Partners whether you're aligned with us or not you know it's all good you know we get it you know you maybe have relationships with you know your existing fmo and that's totally fine if you'd like to partner with us we'd be happy to talk to you about that as well but yeah we've offered its Partners whether they're they're aligned with us or not so yeah which is cool because most they have like this Secret Sauce you know like like The Wizard of Oz with the behind the curtain and and but but you have to like you got to give me your contracts to see what this looks like man right like for us to you know for me to show you the recipe like you know I gotta get a piece you know and I get it I get it right I mean for for some organizations like that it it has to be that way for it to make their Economics work and that's totally fine right the biggest difference between us and the other folks is we own all the marketing side of it you know all of our marketers our employees of Premium choice um you know so we've we've been able to do it at a really low cost on some of the competitors out there so you know when it comes to everything that we look at when it looks to building a business and scaling a business right here your cost per acquisition and lifetime value of that customer right so we've been able to really nail it down to a science on how many transfers it takes per day you know per week per month in order for somebody to be profitable very quickly um so it's it's pretty cool and so you're it's funny you mentioned the Wizard of Oz the secret sauce behind the curtain it is all the behind the scenes things to make it happen that makes it a really effective platform we have our sales team and an operations team are amazing um the trainers that that support all the agents whether you're again whether you're internal or external all the scripting and training and coaching it's it's all it's all embodied in one full enterprise system you know so you don't have to go out and search for you know one piece that you're maybe missing from somewhere else yeah because I think the industry is kind of fragmented in a lot of ways you know like um and and what you're talking about is a technology platform that really has everything you could ever need you know whether it's lead CRM scripting dialer sales coaching you know I mean you sent me your one pager and I'm like wow uh I think the only thing missing is like food and housing you know yeah yeah and you know we'll talk about that that's you know as the next step like you know but it's Cody's house not mine yeah yeah yeah exactly so you had we work we work and then we live like you know you guys haven't made it to the we live yet you know yeah exactly um I love it man well if you think through also you and what has brought you to today I would love for you you know you've worked with some heavy hitting companies in the space you moved your way up the ladder so to speak really quick you have crazy connections you are known or know pretty much everyone um which is pretty impressive by the way that you've built that and that's happened how did that happen is it you know you're just like the coolest cutest dude in the world everybody's just attracted to you or like you know right you had to that's it okay I would say it's reason number one second is luck for sure um no but in all seriousness if you know if anyone asks me you know about my journey it's because I've had an unbelievable mentorship uh throughout my career from when I first got licensed yeah um you know I started as a as an Loa agent which I know can be a cuss word you know for some people but you know I have a great opportunity um started selling Medicare and final expense in my first year in the business I made a really nice income um that next year I started to build a team that agency grew about 5x in 18 months that got the attention of some of the folks yeah how so so 5x in 18 months how yeah so it's funny so we were we were part of a system that had a great lead platform and marketing system that was available to to to us and our agency and our agents um so we were constantly in front of people right we were you know getting somewhere in the range of 30 to 40 Direct Mail leads per agent we had appointments that are setting our appointments for us you know so we were in front of five six people a day four days a week right so we were seeing 20 25 people a week uh presenting and selling final expense and you know me not not really knowing you know how to how to scale it through you know different kinds of efforts a lot of folks are doing it now it's by way of digital and other platforms ours was just good old-fashioned Grassroots marketing you know Finding and connecting with people that were looking for a change they would come in they would usually Shadow me for a week they'd ride around with me to final expense appointments they'd watch me don't say a word the next week I'm going to watch you I'll jump in and save you from drowning and then after that they were on their own and that was our system to where we grew from you know we were doing about 20 000 a weekend live premium and we ended up you know averaging about a hundred thousand a week in my premium that was only with like 25 agents so our average agent was riding between four and five thousand a week of life insurance premium which is amazing um and it was only with like 20 or 25 people so we had a really tight-knit group we had a system we did not deviate I think one time we actually did bring in you know a few more people than we probably should have and we just kind of deviated from the system and it just didn't quite work so well but um that was just you know before we had a lot of the resources that we have now this that was you know prior to covid so it was you know more of the you know traditional you know hey you're gonna jump in the car with me we're gonna run around see some appointment socks and doors and we're gonna sell some insurance um and yeah so that was I mean that was where I got my scars bruises and and all my Awards too right my first year in the business I was agent of the year um was one of the largest insurance companies in the world so you know that platform gave me that gave me the the diving board right to just jump in and make a splash in the industry and and to your point got connected with some incredible people on the executive team at that organization brought me along into another company um as the Executive Vice President of Sales we had a great experience there um we were able to get that company to an acquisition which was amazing I was able to participate in that which was really cool that's awesome um and then earlier this year I got connected with the folks at premium choice that said we're looking to we're looking to bring on a new CEO and I kind of kind of couldn't believe it I'm like this is this is amazing right you know I heard something the other day that you know the decisions you make today are going to impact you five years from now and I'm thinking holy cow right like that's my decision to get in the insurance business five years ago has led me to this I can't even imagine what the next five years are going to look like totally so you know anyways um I love that it's been an amazing journey it's powerful also you are working with the final expense and Medicare um whether it be internal or external you know I mean you've pretty much you pretty much have a platform that does a lot accomplishes a lot someone can plug a headset in and make sales but you've also made it open source so to speak can we talk about like Tech and coding right like you've got it's closed Source but it's also open source you know like it's for people that want to work with you on from a salary standpoint but it's also people that you know don't want to and they want to right continue to do what they do talk about this I think one of the cool pieces is um everybody's always asking about tech everybody's always asking about um leads and everybody's always asking about like dialing and scripts and stuff you know um which of those would you like to dive a little more into because I noticed the compliance scripting with a proven track record to make sure you produce that's a like having scripts inside of a marketing platform is you know Tech platform it's super unique yeah and I'll probably kind of cover a little bit of all of it um in this next couple of statements but you know when our team built our platform you know we wanted to make it so user friendly that you know there was there was no guesswork with it right so you know you know this and I you know from having been this in this business for a long time that usually the the level of discomfort that most agents get when they're looking at writing a new product line or a new new carrier or whatever the case may be is what do I do if somebody says yes um right like how do I write the application right we want to alleviate all of that right so from start to finish from when the interested Prospect you know gets in your queue and and hits your you know hits your headset or hits your you know whatever however you have it set up and you're starting to speak to that individual you have everything you need in front of you so again we have a pre-populated script so you can you know again just follow along do your fact finder plain comparison and then move into the enrollment so you know doing that we've we just we've got so much time and and swings at the plate that we've been able to to translate that for external Partners right because you know a lot of the folks that I talk to like hey can I use my scripts I'm like I don't you know I don't care that's completely up to you but I would strongly encourage you to look at the one that has allowed us to write tens of thousands of enrollments in just two years but you know if there's something that you like to say that's a little bit different than I do you know that's okay you know but that's why our team that's why we have our team leads and our sales coaches too right so if you know if we have a partner that gets on the platform and we follow up with them maybe a couple weeks after five days ten days in and they're not quite getting the conversions you know we can we can go through and look at what's going on well it's like let's look at your metrics how long are you on the phone with the prospects are you are you sticking to the script or maybe something with your script doesn't quite work as well with this platform right because you know it was a different way that the client got engaged with you right maybe the first conversation you know the old way was it was a referral that's going to be a little bit different than someone that goes online and fills out a request for information on one of our websites yeah and that you know wants to talk to you right so it's just navigating that environment and it can it can be a little particular but you know as as we always say words matter right so the words and the script are there for a reason and we just have you know the data to back it up on on how to get there so no doubt dialer CRM um you know marketing it's kind of it's all one piece yes and someone just being coachable and saying you know what dude I just wanna I just want to make I mean at the end of the day people should just want to wake up talk to people and make money now rest of it's just you know kind of convoluted and complicated and and can really get in the way it you know what I mean of the real goal yeah make talk to people make money and we've seen a lot of our you know external partners that have that have that have joined us and on our platform that they have your typical field-based model where they have external Brokers that are out you know buying leads doing seminars doing lunch and learns getting getting clients and then maybe this is a five or ten seat Loa team right that they have you know they're diversifying their lines you know of distribution right so it's not just one way to get it done and we've been able to find you know a way that if somebody does have that that appetite or the interest to start to build that side of their business they want to you know build a build a block of business that the agency owns you know 100 of the business so they get the agent comp they get the overrides they get the marketing dollars all that stuff yep um you know but you have to have the platform of the strategy to execute right true so you know we we've seen a lot of success with that in regards to external Partners like hey you know I got my you know my son's a great agent and his his friend's a great agent we're gonna bring him in the office full time and we're gonna have him hit the dialer and see how they do and and it's been it's been amazing it's awesome give some feedback some stats some testimonials some case studies on what you know from those that have worked we're working at you know externally they're just plugging in jumping on paying a seat fee and taking calls yep and they're keeping their contracts they own the client like it's you know they're independent they do their thing but they're using you as a tech marketing play yeah funny thing is we did a survey with some of our external partners and just on the CRM piece you know how important that is to them running their business and 80 of the people said that they couldn't they couldn't live anymore without our CRM which is pretty cool I'm like and the funny thing is like I really don't even talk about that that much right because when people ask me you know about our platform they hear about our marketing capabilities and they're like yeah I just you know that's really what they value and that side of it but 80 of the people that we surveyed were like yeah the CRM is crucial for us that's cool right because that's just another value add to you know to make that a more you know valuable piece of the partnership um you know but what we've seen is just we've we've we've seen folks that have just been able to get plugged in you know utilizing our sales team utilizing our um our trainers and our team leads to help manage their their sales team really right because with each yeah with every I believe it's every 10 agents that we have on the platform we have an assigned team lead oh so that person is responsible for managing you know all of Cody's agents talk time you know what their conversion rates all that so it's it's a way to to start to manage your business from a from a from a higher degree level so you can focus on growth and scaling and all that stuff let us kind of do the the dirty work for you we'll roll our sleeves up and go to work for you so you know we get a lot of good feedback from that and then just the overall conversions everybody wants sales right so if I'm on our platform you're generally getting between 200 to 250 transfers per month you know we're seeing folks convert as you know as high as 20 to 25 right so you're talking 40 to 50 enrollments per month and you know we all know what our comp levels are out there we all know what our overrides are you can you can do the math on that on what kind of Revenue and LTV each one of those customers brings for you right so you know I'll let you kind of get your process out and start to put some math together um but even if you were converting at a low percent 10 to 15 based upon what the costs are it's still a very profitable uh Venture right so but we obviously want to get everybody to that you know kind of the magic number is 40 apps a month that's where we really want to get people per per agent per month that's the that's where it really gets exciting for our partners they're like holy cow this is this is the real deal I don't know why we didn't do this a long time ago yeah it gets good yeah it gets real good then um well premium choice is a I mean from a website standpoint it's consumer facing um but they can obviously always connect with you on LinkedIn at Tim nardoni that's Tim and then NRA d-o-n-i they can also email you Timothy at premiumchoice.com um what else would you like to leave them with as you kind of close out and give them any direction on speaking to you or anything else no would love to schedule some time with anybody that wants to just get a quick demo of our platform we can show you what it looks like when you log in you know one of our one of our sales someone on our sales team can take you through that and give you a full view of what that looks like you know I would encourage you to as we're winding down in this busy selling season you know to look at how you what you accomplish this year and what your goals are for next year and if you're looking for something that's going to really accelerate your sales and get you to a a very effective run rate you know give us a shout connect with me on LinkedIn or shoot me an email I love it Tim thank you for sharing the new virtual cells technology not really new but maybe new to them technology platform that you're rocking man Tim awesome job on the podcast interview and thank you for being on I appreciate it Cody well thank you brother okay thank you guys for listening to the ca Power Players podcast so my buddy Tim nardony from premium Choice reach out to him get a demo hang out with him you can email him again Timothy at premiumchoice.com see you on the next one hey if you enjoyed this I got another one you're gonna love it it's right there click on it hey I'm back with another interview man special guest today a tech wizard today okay my buddy Mr Corey Bell from lead to client CRM what's up Corey how you doing Cody doing fantastic yeah man I'm doing awesome brother appreciate you asking um so I would love for them because you've got