[0:01] Hey, everybody. Yep, so we just started. Let's see. I've got a welcome slide. Let me pop it up. Slide show. All right, let me know when everybody can see my screen. And if you can hear me well, my microphone has been really giving me a fit lately. Good, sounds good. All right, Tommy can hear me. Hey, Tommy, we've got Sherry here. We've got a new addition to the team. We'd all like to welcome Bethany. Hey, Donald, thanks for joining us today. Connie, hi. Jean, Joseph, I wonder if Josh is here. We're gonna talk about Josh today. Kiddith, Mark and Patty, hey. Paulino and Phyllis and Reggie and Samir, okay. We're filling up the house. Hey, Wendy and Steve. Give everybody a chance to log in, log on, and catch up.

🎉 Team Success Stories & Big Wins

[1:01] We've got some fun stuff to talk about today. I'm gonna brag about Sherry, and then Sherry's going to show you some awesome stuff she's done. I'm going to brag about some agents with some new associations that we're working with. So lots of good news to share today. As always, we'd love to have you participate in the Q&A chat. Anything we talk about that you want us to dive deeper into, if you have questions, if you need help with something, please, please, please pop it into the questions. Your questions make the training better for everybody. It tells us what we need to focus on for you, and lots of times your questions open up eyes to folks who haven't even thought of certain things. And it's really just a great place for us to all come together and share our knowledge and our thoughts.

[1:54] All right. Without further ado, I think we've got everybody settled in. We're going to jump in. Today is February 26th. Happy Thursday, almost Friday. So what we're going to celebrate today. So we've got some really big wins today and we're gonna talk about it. Like I said, I'm gonna do a lot of bragging and then Sherry has some really cool stuff to show you. Our team's success stories. I was blown away. We've seen, I think, more activity in the past 10 days with like real boots on the ground success than we've seen in any time span condensed like that so far. It's incredible. And then we've got our big announcement.

[2:29] Mark says, I'm finally getting started on this. Can you send me a link to add a field agent? Mark, yes, so that's inside the members area. You have to sign up to become a referral agent. I believe it's module two. I know it's called the plethora of ways to earn or something close to that, but it's in the course. So there's a training on what you earn when you refer somebody, how to sign up, how to get your link and how to share it with them. So if you can't find it in the member's area, I can go over it with you, just send me a ticket. But yeah, the training's there.

[3:06] All right, so our team's success stories. Mark was just asking about recruiting. Yes, ma'am? Are you showing anything? I'm seeing. Yeah, so celebrating our big wins. I don't see it. Do y'all see it and I don't see it? All I see is the organizers. Oh, there you go. I picked the wrong screen. Sorry, everybody has emails now. So what we're celebrating today — Vanessa's technical challenges, that's what we're celebrating today, always fun.

📌 Referral Agents & Field Agent Recruiting

[3:40] Thank you. So Mark was talking about how he wants to set up a referral agent. He wants to recruit a referral agent. So to do that, once you sign up, you are able to refer fellow agents just like yourself, and you can earn a commission off of what they recruit. But another way for you to earn is by bringing in associations, right? So those are the two core ways to earn besides just direct sales. So we had a platinum agent that sponsored a field agent who was not a part of Ryan's community. We didn't recruit them to be an agent — a platinum agent recruited a lovely gentleman named Josh. He saw a spark in Josh and boy was he right. He brought Josh on and Josh came in as a field agent and hit the ground running. I'm not even sure how long he's been in the program, but I promise you it hasn't been very long. He and I have exchanged some support tickets, but he's been a quiet force and he met with Tommy and Tim over the past five, ten days. He already has an association ready to sign on without really that much intervention from Illusional — they're ready to sign a contract today. So huge, huge applause for Dash who came in like a dark horse and just had a mega, mega win. So it just shows that it doesn't take tons of experience. It doesn't take — you don't have to have been in this business for 15 years. You don't have to have all these relationships. If you understand the process and you understand the product and you can share the value, these associations who get it, they get it. And the association is eager, clamoring to get to work.

📌 Association Wins — Randy & Upcoming Onboarding Meeting

[5:30] Another team success story is a shout out to Randy. Randy, I'm going to make sure I get your name right — I think I called you Roland last time, Ronald, because I was thinking of Donald. Randy has brought us, I think, the most — he and Donald are in the running for the most associations submitted, I believe — but we have a huge association that we've been working with, ready on. They executed their agent agreement last week and we've been scheduling the onboarding call, we've been setting up their marketing materials, their house account. They're setting it up so they can enroll their individuals through their association links, etc., etc., etc. We've been working on the back end and, very exciting, we are meeting with all of the head honchos of that association — myself, Sherry, Tommy, Tim, Randy, and the association — are all meeting tomorrow to fine tune. I will be producing marketing materials they need. We're going to come up with a plan for them to endorse. We're going to talk about onboarding their early adopters. We were going to call it ambassadors, right, Tommy, but what's the new name? We're still working on that. Okay. I like the ambassador name, Tim's still kind of kicking some stuff around out there, but we'll get it confirmed.

📌 Early Adopters / Ambassadors Program Explained

[6:49] Yeah, and what we're talking about there is we kind of covered it last week that the key, you know, spark that we want to see with associations is for them to pick 5, 10, 15 of their core leadership to enroll in the program, be their own first customers. The same way we encourage you to be your own first — yes, absolutely buy through your own link — the association can enroll through their own link and they will earn commissions on their own there. There's their members. They're promoting memberships to themselves. So yes, they absolutely will earn a commission — nudge nudge — you will earn a commission when the association early adopters enroll themselves. But what this also does is establish the authority, the trust, the endorsement when these 10, 15 early adopters/ambassadors go out into the association and say you should do this. They're saying it from a place of experience. You should do this because I did this. I know the value. I am experienced with it. And the more they understand about the product, the better they are to share the opportunity and provide a little assistance if people get stuck with signing up.

[8:00] Now, that leads me into my most exciting announcement. While Sherry and I designed the entire onboarding process from inception, and we thought it was very intuitive — I come up from a place of operations, Sherry comes from a place of onboarding and the functionality of insurance companies, etc. — so we're very familiar with the concept of I have an account, now I need to enroll my employees or my team members. We did find that some businesses were struggling with that, and some agents themselves — y'all have joined and there was some confusion about how to add my account, where to sync, etc., etc. So while we thought it was fantastic, we heard you, we heard the customer and we said, I bet we can do better. So Sherry went to work and basically revamped the entire thing. So now, you've heard the term, explain it to me like I'm five — now a five-year-old could jump in and be onboarded so simply and take really fast action to take advantage of their having this product, because what we want is for them to see it and get their hands dirty and their fingers in it, because if they love it they're gonna stay and they're gonna love it if they can see it. So at this time I'm gonna turn over the presentation time to Sherry so she can show you all the amazing work she's done improving that process.

[9:23] Sherry, are you with us?

[9:24] Sherry: I am here.

[9:28] Vanessa: Fantastic. Let me grab some questions that I've just seen pop up while I was doing your intro. How, where do those early adopters sign up in the association? Kenneth, fantastic question. I want them to use the same link they will share with their members, right? Just like how you get an agent referral link, an association gets an agent referral link. They are agents who are referring. So the same way they will share that link with their members to sell the product, those early adopters use the same link. And yes, that does earn the association and you the standard normal commission. They are members just like anybody else off the street.

[10:07] Sherry: All right, okay. I'm gonna make you real quick on that message — that's okay. So just kinda, I wanna read, kinda make sure we all understand what the early adopters are and how that works. So in every association, you have board members, you have people that are very involved in the associations. You also have members that don't do very much with or for the association. So we don't represent the association, so to speak. What we have to do is, how do we get that transfer of trust, right? So when Dem and I were doing — I've said this before, you guys probably — when we were doing ERC, we did really well because we had a transfer of trust. We talked to the people that we knew. We didn't just do mass emails. Our closer — we had much fewer deals that we had submitted but our closing ratio was like 97 percent because of the fact that we had that transfer of trust from me, Tim, to whoever we were dealing with. Inside that association, if I'm a member of the association and I'm very active, that means I want to help the association. That person is going to be your biggest fan when they find the product and say, hey, I need you to get 10 of these folks to go and sign up. I need you to help 10 other businesses to help the association. And if you just ask early adopters, do they have incentives — the incentive is they're an active person inside the association and it builds. They know that the association gets $3 per, right? So they're going to want to help drive membership, driving revenue, and help the association to grow. That's why you want those folks — you know, some of this not involved in associations, it's not going to be what we would want to recruit as an early adopter. We want somebody that's going to be excited in the association that works with and helps the association, but they will go out and use their transfer of trust for our benefit. Hopefully that clears that up a little bit. We want, of course, all the early adopters to sign up and have the product themselves. We're going to push hard for them to have the product and care within the benefits of the product so that when they go and talk to their 10 businesses that we're going to ask — that's kinda how that program is supposed to work. Any questions, just let me know, guys.

[12:37] I love it, Tommy. Yeah, that helped make a lot of sense for me totally, and everybody looks like they get it. Thank you. All right, real quick, Reggie had a question — do they get incentives from us. No, the whole incentive for them is to help the association. That's why we want the people that are very, very involved, but it clears that up.

🖥️ Revamped Business Owner Onboarding Process — Live Demo

[12:54] All right. Okay, Sherry, if you're ready, I'm gonna make you a presenter, and this is gonna let you choose which screen. Let me know if you have any trouble.

[13:03] Sherry: Okay. I just don't know which screen. So we got monitor three. Oh, that one. Okay. Let me know when you can see my screen. You should see the Illusional landing page.

[13:24] I see it, Sherry.

[13:25] Sherry: Awesome. Okay. Thank you. Okay, let's go ahead and get started. So as Vanessa provided, you know, the intro to what we're really doing this morning — navigating — we found that navigating through the employee dashboard was a challenge for our business owners as well as our agents. And we found that for business owners and agents, where's my product? I bought something. What is it? Where is it? Because the employee dashboard and the process showed up first. And that was confusing to our business owners and our agents. So what we decided to do was change the flow. Just like when someone purchases online, they want to see their receipt that they purchased it. And then they want to see the product right away. Now the challenge with business owners, right? Even though they'll get the product and they will purchase it and they'll get a receipt, they still are responsible to let us know which employees they want to provide the HealthSense product with. So the employee dashboard — we couldn't get rid of it, we just changed the flow of it — and in addition provided a job aid for that business owner to be able to easily walk through those steps. So I just wanted to provide that little commentary and now I'll jump in and show you what the new process looks like.

[14:50] Okay, so you see here, this is our landing page and always remember this is a stage — it's not going in production — and we'll go ahead and pretend that I'm a business owner. And I don't know why I always do this one but I do. Okay, remember this is fake information. Not really Jerry Seinfeld. Okay, so now I've added my contact information and I'm gonna get started. So this part has not changed, right? This part has not changed. I'm just going to add information. I'm gonna get my fake test account number for ACH. Make sure there's no spaces. And for those that don't know, ACH is banking, checking. We also have the credit card option. Okay, so now that's completed. And now after I hit confirm, remember we always agree to terms and conditions, reminding the business owner that they're gonna pay the $79.90 per month for the two memberships they're purchasing.

[16:40] You'll notice this screen is new. It's saying, setting up your account, redirecting you to complete your onboarding. Please do not close this window. And now they go directly to Business Sense as the business owner. So we're going to sign up as the business owner, and this is what Business Sense asks everyone to do right away. We're just going to do a fake password. They always ask for your password first to create it, and then once you create it, Business Sense always asks for your two security questions. So I'm just picking stuff here to get past this screen and now the business owner has the product, which is great. But remember, the business owner still has to set up the employees. And you'll notice that the business owner did receive the emails — they first get a transaction receipt, proving that they purchased it, and now they're onboarding email. And this is what's changed in our onboarding email. It says thank you for choosing Illusional Benefits. You've taken a powerful step towards securing your business and your employees and your family's future. Enrollment confirmation. There are just a few more steps. Log into the Illusional site and enroll your employees for their benefits. It's simple. Just enter their names and emails. We'll do the rest. Now see here, it shows here's a link to show you how. When the business owner selects that link — I'm on stage so I can't do it here — but they're gonna see this. And it is a simple job aid, telling them how to access their dashboard. It says you will see that you're the first business product — I'm gonna show you the Business Sense — you're the first person in the dashboard, how to enroll their employees, how to complete the enrollment, and what the employee is going to get. So we're going to walk through that. But I wanted to share with you — now we have like a wizard, a Word document that says, here's how you navigate the employee dashboard. Okay. And then the rest of the email says, confirm you've activated your Business Sense account. That's just a reminder that you should have gone through this process because it launched immediately as you bought the product. And then it says politely start using your benefits and here's some information and download your app. Okay. So what we're going to do now is we are gonna go and show you what the business owner needs to do after they have completed their Business Sense account and share with us how to enroll their employees.

[19:40] So this will take you to the normal location we're all used to seeing, right? And I'm just gonna copy the temporary password and the email that I used as pretending to be a business owner. And now I'll log into my employee dashboard. And there we are. And you'll notice that, as it did before, the business owners will always default as one with the Business Sense product, but you'll also see that the business owner is already enrolled, because that was part of the process change we made. Now, the business owner has to add their employee. So they're not enrolled yet, but it's this simple. Much more streamlined.

[20:38] Sherry, you did a great job here.

[20:41] Sherry: Thank you, the team did too. It was really a design change effort. And hit save. And so they just do that, right? Add their employees to the number of memberships they purchased. And remember, if they don't add the employees, they're still paying for the membership, right? But this key point — they should always add all the employees based on the number of memberships they've purchased. The only thing we have left to do is to enroll the employee because the information hasn't been sent to the vendor yet, so they don't have access. So the next step is sync enrollment. Once you sync, you cannot make changes to your employee's information. Please ensure all details are correct. Now that button, that action sends the information over to our vendor. And now the steps are done. Once the vendor — after that step — this is what the employee will get. And that's simple. Any questions?

📌 Managing Employee Memberships — Adding, Removing & Billing

[22:20] Are business owners able to add and remove employees easily?

[22:26] Sherry: Oh, that's a great question. Let's do it while we have you, right? So, under the management membership link, let's just say that Jerry says, I'm going to hire a new employee, and I'm going to keep John for now, and I'm going to hire an extra employee. I have to add a member. It's like adding a license, adding a membership. And then you'll notice that it jumps to three. All they have to do is now enroll that person. And this is just fake. It doesn't go anywhere, the emails that I enter. And I actually created a job aid for this, too, but I haven't shared it yet. So that's how you can add a member. Oh, we have to sync the enrollment, right? So then it's just synced, sent over. Now let's say Jerry says John's not meeting performance, so we're going to get rid of him. All we have to do is set it as inactive, which just takes a second. This step always has to happen before you can remove a membership. So now you see that John Jones is no longer enrolled and he is inactive and that information was sent to our vendor to cancel his HealthSense account. But let's say you know you're not going to replace John. So you don't need to pay for three memberships. In order to do that you can remove, select that membership, number one, and remove it, and now he's back down — Jerry's back down to two memberships. Keynote: always have to inactivate a membership, an employee, before you can remove a membership, right? So as long as they're active, you can't remove it, but once they're inactive, you can remove it.

[24:44] Great question, Mark. Everybody, if all of your purchased memberships are assigned to active employees, it will not allow you to stop paying for any of them. If you want to stop paying for any of them, you simply have to choose who is inactive and then you're able to remove and stop paying for the license. If you make them inactive and don't change what you're paying for, that allows you to add new activities and one inactive. Does all of this — it makes sense to us, but me and Sherry live in this world every day. If you guys aren't familiar with this, it's a real big help to us if you tell us where things get confusing.

[25:29] Okay, Mark says it's easy. I trust Mark, because he's agreeing with me. But yeah, right here, right now, this is where you can really help us if you see something that is a friction point that you, as someone who doesn't live and breathe in this environment 27 hours a day like we do — your feedback helps make us better.

[25:57] Do the directions spell that out for the client? Understand myself completely.

[26:07] Sherry: I think so, but that's what I'm asking you. Which part, Guy? Which part are you talking about? The first onboarding? Because this is the onboarding dashboard. I have that job aid done, I just haven't shared it with anyone yet. So Vanessa, let's take a look and then I guess you can like to post it.

[26:31] Vanessa: Yes, absolutely. And my plan is to, as Sherry is producing the job aids and we're sharing it, we'll share it with you so that you can help your customers, but also we'll have links inside the dashboard. We try to make it intuitive, right? So if I'm looking at an employee and I know I fired him, I know from my experience with software in general, click the three little dots, right? And then I see that there's an inactive option. I set myself as active — okay, I know I wanna do that. Manage memberships — I know from just being on the internet that that's where I'm gonna go to add and remove. Now, if I try to remove and everyone is active, I get a notice that I cannot remove the membership because they're not inactive, which prompts me to go back. So we've tried to make the experience directing people the right way to go. But yes, we are adding the systemized job aid instructions that we'll go over under the quick links, right? And it'll probably just be titled, how do I remove a membership? How do I make a customer inactive? It'll just have a little answer right there. How does that feel, Guy? Does that feel like it makes sense to your average internet user? Okay. He says it sounds good. Okay. Thanks. Reggie says a lot cleaner.

[27:53] Thanks, Sherry. Is there a specific timeline for business owners to cancel an employee before being billed? So you're saying if they — okay, so if they cancel any time in their 30-day period, their next bill changes, right? So if they paid today for two memberships, and then they add one tomorrow, then on their next recurring monthly bill, they're going to pay for three. If they're paying for five and they remove one tomorrow, on their next billing date, they're going to pay for four. Right? So anytime during their month — we don't prorate, we don't charge them seven dollars instead of forty-nine dollars — it's just all or nothing the day they get billed, whatever their current number of memberships is. Does that answer your question, Reggie? Perfect. Yeah, we try to keep it as simple as possible. We're not trying to nickel or dime our customers. Yes, if they add somebody after they've paid for two and now they've got three for a month, that's fine. The next time they pay, they'll pay for three. Because again, if they fire somebody the next day that they've already paid for three, they have paid for three for the month. So our philosophy is it's all going to even out. We'll treat our customers fairly, and we're going to count on them to not game the system to try to get free health kits for their employees.

📌 Agent Dashboard — Referral Links & Monitoring Customers

[29:23] Should the agent copy the new member's email for those times when they say they never got the email? Patty, no, because we're directing the customers to come to us for support. Most agents — I love that you want to be involved — most agents don't want that level of involvement. What I would recommend to you is you are able to monitor your referrals and you can see if they've bought but they're not synced. You can see that on your agent dashboard. If you see something — you know, they've bought but they are not fully onboard or they're not fully synced — you can reach out to your customer, right? But we are not bombarding the agents with error messages like that or the welcome emails. But do you see how it is pending and completed? You have access to know if your customers have completed their onboarding. And if you want to reach out to us and say, you know, my customer didn't finish, please help them.

[30:10] I mentioned Bethany. Hello, Bethany. Bethany is going to be helping us with your leads, helping convert them into deals. And also when we have these pending situations where someone bought yesterday or two or three days ago, she'll be reaching out and helping folks make sure that they are capitalizing on their purchase, helping facilitate that full onboarding process. We are in the process — we actually just spent a wonderful hour with her this morning showing her exactly how to do all of those things so that we are standing at the ready to help your customers have a fantastic experience with Sherry's improvements on the interface. Thank you again to Bethany's smiling face, helping them through if they find any friction. We really feel like the user experience from top to bottom, head to toe is gonna be just stellar.

[31:24] Yeah, and I'll just add one thing from Patty's question. So Patty, this is what your dashboard looks like, right? It looks just like this. You see how this says lead and then one and then zero, right? This could also be dealt one and zero. If the number here does not match the number of membership spots, there is an employee that is not synced. Just FYI. Does that make sense? Yeah, I mean, let us know if you need help learning how to read your dashboard. Right up top, we've got the referral link. Oh, Sherry, if you click it, I want to show everybody. People have asked me this. When you click it, it says copied. You don't have to highlight, right click. I've had folks say, I clicked on my link and it doesn't go anywhere. Well, that's because we wanted to make it easy. We made the functionality be a click, copied it to your clipboard so that you could paste that for other folks — we didn't — so no, it doesn't open the page, but it doesn't mean it's broken. It was just, I was trying to give you a little shortcut, but some folks have told me that it's a little confusing. So that is your referral link that you can share with folks. And yes, you can definitely mask that, put it on a pretty link or a redirect link from your domain or a page on your domain — the tracking will still work. So you don't have to use that link raw, so to speak — you can make it pretty. I know a lot of folks have done that. Are there any questions about your agent dashboard? We've got the expert here with us. Now's the time. Sherry can tell us everything about your registered email. This is your agent email — what you see in the top in the header. I will revisit this because there has been some confusion. Your agent email is for your agent account. We encourage you to be your own first customer. The only sticky point that has caused confusion is you cannot use your agent email to be a customer. So you have to use a different email address to be your own first customer, and then you need to keep your login straight. Remember, when you log in, your email that's associated with your agent account, when you log in, it's going to take you to your agent dashboard. But if you're a customer, excuse me, your customer email address when you log in is going to route you to your Business Sense customer account dashboard. So when you become your own first customer, do be sure to keep those two emails straight. We can help you, but I will say 90% of the questions and conversations we have with agents who are enrolling are when I log in. I don't see my dashboard to sign up for Business Sense because they're in their agent account or vice versa. I'm trying to see if I've referred any deals, but all I see is enrolling my employees. Okay, well, they're in their customer account. So we walk through, usually you know, do a Zoom or screen share and nine times out of ten, ninety-nine out of a hundred, it's oh, well that's your customer dashboard — like let's look at your agent account. So that will keep you from feeling that frustration if you keep those straight. And yeah, and the referral link right there — yes, correct — that is where if you're gonna be your own first customer, use your own link. So you click it, it copies, paste it into a new browser and complete your purchase. You earn the commission, you'll get paid on the next commission cycle which is coming up at the end of the month. And use a different email. Okay. Any other questions? Sherry, do you see anything that I've missed?

[35:18] Okay, so these changes are still in development, right? Or do you — oh, oh, thank you, Ken. Um, no, it's in production now. It's been in production since yesterday morning — early yesterday morning.

[35:34] We're alive, baby! Sorry, I forgot to say that. Yeah, we like to, when we have big announcements, we like to have already tested it and rolled it out so that y'all don't have to wait for it. Sometimes, sometimes we get a little tripped up. We're still working on the individual aspect that we did — I'll say we announced it slightly prematurely. We thought we had it nailed down, but we're still working on that. But honestly, with this Business Sense development, it really cures — I mean, the thing that we loved about the individual so much was that it was so easy. So we were inspired by the process that was developed for the individual and Sherry implemented it for our businesses in just such a stellar way.

[36:18] Sherry: Thank you, exactly. That individual really helped us manage some gaps and navigating issues. That was a really good benchmark for us. Figuring it out that we didn't have to make it so complicated like that. There was a better way.

🌿 Closing Remarks & Welcome to Bethany

[36:37] All right. I mean, I don't see any other questions coming in. I want to thank Sherry and Tommy and welcome Bethany again. She's going to be such a — I'm so excited that she's here on the team. We share a love of plants, yeah, pictures and pictures that we promised each other propagations. Bethany, my collection has matured since we last spoke. I got myself that elbow. We're so excited. We're speaking seriously over here, I feel like. Everybody's like, what? I'm up to 87. Oh, I didn't hear you. Sorry. I'm up to 87. Oh, my good grief. I'm scared to count. I will tell you this, and everyone will get a kick out of this, so it's not just for Bethany. My husband, he's in construction. He has a construction company. He made one of his electricians come into my house and evaluate the electricity load in my office space because of the number of plant lights — he was concerned I was going to burn down their house, and he only permitted me to continue with my grow room after I got a sign-off of a safety inspection from the electrician. Let's clarify, the grow room is plants. It's plants. It's all legal stuff. It's completely legal. Yeah, I don't even propagate the stuff that is not allowed to be propagated, which I think is crazy. But yeah, so I'm really excited to get to spend more time with Bethany. Thank you. We're very glad you're here.

[38:19] Sherry: Me too. Excited to be here.

[38:23] Vanessa: All right. So, all right. I'll give everybody their time back. We'll have another call next Thursday. If you have any technical questions, please reach out. Get support.biz. We're standing by. Go forth. Share the opportunity with the associations. Be your own first customer. Did I miss anything, Tommy or Sherry?

[38:42] I don't think so. We had one question. Reggie was asking about a Hispanic website. How would we address that? Well, we were going to get Ryan's help with that, so we need to find a quality Hispanic translator service to help us with the words, but it is definitely on our to-do list. We'll put that on the to-do list, Reggie, and we'll try to get that worked out. Great idea. Awesome, awesome. I think we covered everything. All right. Thank you so much, everybody. We will talk to you soon. See you in the Facebook group. Have a great day.