[0:02] Thank you for joining us on this Thursday.

[0:03] I'm glad everybody found their new links for 2026. I have a very esteemed guests with us today. Our master of associations with illusional, Tim, is here with us today. Hi, Tim.

[0:15] Good morning, everybody. And we have Sherry, our Maestro of Technology and our dev team.

[0:24] So all of the wonderful interface you see with your with your agent dashboard and your customer interface, Sherry leads that charge. Hey Sherry, thanks for joining us. Hi everybody.

[0:39] And Tom and Brian, we've got, let me see if he's in as an attendee. I can bump. All right, not yet.

[0:50] Okay, so what we're gonna talk about today, thank you all for voting in the training poll.

[0:57] What do we want to talk about next?

[1:00] The overwhelming winner was association partnerships, right?

[1:04] Reaching out to associations, how to talk to associations, the process for locking in your association and how they get paid, etc.

[1:11] We did touch on it last week with the overcoming objections, but today we're going to do more of a Q &A. Let me see, I think Brian's texting me.

[1:24] Oh, so he's waiting to be let in.

[1:32] Give me just one second.

[1:45] Sorry.

[1:50] We want to get Tommy on.

[1:53] So let me see.

[1:55] All right, give me just one second.

[1:56] I'm gonna make sure.

[1:59] Oh, there he is.

[1:59] Oh, thank goodness.

[2:01] Yeah, yep.

[2:03] All right.

[2:04] Jack is like, I didn't see you in the waiting room, so I was nervous.

[2:07] I had the old link.

[2:08] Oh, okay. Yep. New links for 2026. So, I was trying to get that word out, so I'm sorry I missed you on it.

[2:17] No worries.

[2:18] So, I let everybody know that we did talk about associations briefly on the overcoming objections last Friday, but we can do Q &A, we can go more in-depth.

[2:30] Do you do you have an intro that you want to talk about with associations or do you want me to review the the training process of the form first?

[2:39] How'd you like for me to run with it? Let's let's just go back and let's you know, like a 101 session.

[2:44] Let's just start trying to just go over, you know, what are we looking for? How do we look for associations?

[2:50] You know, the one to many approach who the association is important and how we vet those out.

[2:57] Tim can even speak a little bit to that if we need to and I don't want to talk about some success stories with a couple of people that Tim's been working with and remind everybody about the support that we have with that as well. So we'll have a good call.

[3:12] Let's start with what is the point of an association, what we're looking for when we go to an association.

[3:22] Tim, want to take a second just kind of explain what you're looking for when someone is putting association request in? Yeah, I've hit that.

[3:33] The vetting of the association is making sure that everybody's actually working with an association is important.

[3:39] I think the definition we have to start with, study that before we before we get into the vetting.

[3:45] There's a couple different ways you look at associations.

[3:47] Chamber of Commerce and those similar type government organizations and then actual associations, state, national, whatever, like AAA and others of that sort.

[4:02] So we break those down, but what we're doing when we're vetting is making sure, I guess three things, making sure we're not trampling on each other's efforts, and we look sloppy.

[4:10] There's nothing worse than an organization that five people are calling on the same contact, trying to win their business.

[4:18] We just don't look sharp or like we know what we're doing. So that's number one.

[4:25] Number two, I'm betting to make sure that we're working with a decision maker and they can actually be paid and they'll work with us.

[4:32] So when you send in the form, I'm going to make sure I look at the website and the people that you've got listed are actually there as people that are in charge, not to doubt you and your efforts, but just to make sure that you had some that came in with assistants, low level people. Those are great, but we don't wanna work with them.

[4:55] They're not decision makers.

[4:57] And until you get to a higher level within that organization, we're just not dealing with a decision maker that is worth holding it for you.

[5:06] The third reason is we gotta keep everything clean, right?

[5:12] After a certain while, if there's no action on that particular association, I'm going to get on the phone and we're going to have a conversation to see what we need to do to move the urgency up.

[5:25] We, Tom and I have volunteered to go to, what was it, Lincoln?

[5:32] Yeah, Lincoln, Nebraska.

[5:33] Yeah, we're going to go to Nebraska and it was a beautiful thing, getting ready to go and they said we didn't need to go.

[5:38] But we will go wherever we need to, including we've got a possibility for Wisconsin in January.

[5:48] Yay.

[5:51] So we're going to make sure that things are going in progress.

[5:57] And if you're not working, if you're just holding an association, it will be after some conversations between you and I, it will be open to the public again, because we're not going to hold them to hold them we're going to hold them to work them and we want to get things closed and going that's that's really why we vet you know let me just reiterate uh the support that you guys have um with tim and i especially with tim he's he's very very responsive i know randy's worked on some of this stuff uh with tim and um i know uh david leaked has worked on some donald sort of some stuff with Tim and I think those guys both could testify to the fact that Tim is very good at responding he jumps on calls with you if you need him to so you know we're not going to do it for you but I promise you we will hold hands with you walk you through the process as long as it's a legitimate opportunity to help close that deal 100% so just know that the support out there is 100% but you know one of the things that I would challenge everybody to do Tim and I had a conversation this morning every chamber if you have a chamber in your area and you do I challenge everybody by the fifth of January get off the couch go to the chamber speak to somebody so you got to do you speak to them get it beat up we will help you close the deal there's no chamber that won't talk to anybody is that right Tim I mean he'd like to walk the chamber, this conversation started very easily. 100 percent.

[7:33] Maybe tough over the next two weeks between January 5th and now, but they will absolutely sit down with you.

[7:38] It's basically a government entity. They're government workers. They want to do nothing.

[7:43] And I learned from Tim the difference between an association and a chamber.

[7:47] And the chamber is like you said, it's more of a government entity where an association is more of a lobby group that does things for their members and we're active in the membership.

[8:01] So, you know, a couple of things that we found is, you know, if you just sit and wait for them to come, it won't. You have to be proactive.

[8:13] Get out there, make a connection, start talking to them, because I promise you guys, if you just send them an email here and there, that's probably not going to You know, get on, get on LinkedIn, search officers, go, you know, dig a little deeper, do the extra work, you know, behind the keyboard, find out who the key players are, reach out to them.

[8:37] Tim did a really, really good job with one recently getting to the president of the company.

[8:42] He was persistent, and it probably wasn't an email everybody wants to send to every of your uh your associations but his persistence um one of my favorite words in the world is exposure because if you expose something it's either you're doing a great job or we find an opportunity to fix something right so he exposed an employee that was kind of hiding in my opinion behind corporate vernacular and corporate policies and stuff and it really wasn't to the benefit of the association and him lightly called that person out and just so happens that it moved up the ladder pretty well and now he's got a great opportunity to work with the big association so it was uh it was due to his diligent continuous follow-up uh that put us in that position to where we have somebody to talk to and uh can i add to that tom the important thing with that you know don't be rude crude um but you can be direct because the way i look at it is they're tell me no anyway, so I've got to fire a pretty aggressive opportunity at them.

[9:48] If they tell me no after that, that's okay, but they were going to tell me no to begin with.

[9:52] I got to make sure that I have at least a shot with somebody to make a fair argument on behalf of our product.

[9:59] And hey, Tim, I would challenge you guys also, if you feel like you're in that position, get with Tim on that. Tim has a way with words.

[10:13] He and I partner and we do it so well because there are certain things that I do really well, certain things that he does really well.

[10:19] This is the point where I would lean on Tim to say, Tim, how do we need to word this so that it comes across direct, not rude?

[10:26] If you find yourself in a position where you're kind of in a roadblock, you need something maybe a little harder to push, run that past Tim and let him just his eyes on it and say, yeah, you may want to reward us. You may want to say this.

[10:37] And again, this is just going back to the amount of support you guys have that's limitless if you've got a real opportunity. And again, we'll help you vet those out.

[10:47] What you don't want to do is you don't want to waste your time or our time when we can be focusing on real opportunities, right?

[10:54] So chasing our tail doesn't do anybody any good.

[10:58] So I just want to make sure everybody understood the reasoning behind vetting these associations out, and what we're really looking for in an association, what really constitutes a real deal, right?

[11:11] So if you're talking to somebody that's just a member of the association, that's a great start.

[11:16] Maybe they can tell you who the person that makes the decision are up the ladder.

[11:20] But that person that may be a member, it's not somebody that can say, yeah, we're gonna sign you up to be a part of our association.

[11:28] So it only wastes your time and our time, like I said.

[11:30] So we wanna make sure we're talking to the right people.

[11:38] Mark has a, I'm sorry, Thomas has a great like clarifying question to that.

[11:41] So he's looking to learn how to approach the associations on a phone call to get past the gatekeeper so he can speak to those people.

[11:49] He can reach those people that you're saying that that's who they need to be talking to.

[11:53] Say that again, Vanessa.

[11:56] Yes, Thomas is asking how to get past the gatekeeper at the associations.

[12:00] A lot of time he's hearing they're not available, just send me the info, I'll pass it along.

[12:04] And we all know they usually don't even read it.

[12:06] So how do we get around the gatekeeper and get to the right person?

[12:10] I would say persistence, and again, not to be rude, but you want to be persistent, create that sense of urgency.

[12:18] One of the things that we talk about, hey, every association right now and everybody in the country is facing a healthcare crisis.

[12:24] We have a solution that I know is gonna be really good for your association.

[12:27] When can I schedule a call with this person?

[12:30] It's that important, folks.

[12:31] That's kind of the way I would approach it.

[12:33] And again, don't keep, just keep going on and on and on, and pushing them.

[12:37] Do you have anything that you would suggest all minute to help you pass it?

[12:41] You're spot on.

[12:42] Let me give you the example of, you know, the one that Tom just brought up.

[12:45] It's a pretty good example of very specific, not shotgun, but a rifle approach.

[12:52] So I couldn't get into this association, but I read the association website and other things first.

[12:59] So I know what their priorities are, what they're working on.

[13:01] And this particular association, their membership since 1986 has said that health insurance for the small business owner is their number one concern.

[13:13] So I know already we fit, okay?

[13:15] I know the message I need to give them is we have a product to help your members while you make an additional stream of revenue.

[13:24] I couldn't get to the person I wanted to get to, so I looked up and figured out how do How do they deal with their email addresses?

[13:34] What's a normal email?

[13:36] Is it name, dot, name, first, dot, last, at, whatever?

[13:39] And I figured out that the president's email is probably this, so I sent him an email.

[13:45] No response.

[13:46] I sent another email, and I copied some other people.

[13:49] And suddenly, I got a response from the president's office through another person that they needed to follow up, that he made sure that it was important.

[14:00] So I've already got the president telling the person down below, get in touch with this guy.

[14:05] He's got something we need to talk about.

[14:07] So I'm not talking with the president, but I got his ear and I got his email.

[14:14] So you gotta be creative in how you figure this out.

[14:17] And if you look at it and say, our product as of January 1 becomes one of the most important solutions out there.

[14:25] And don't care if you're right, left, whatever your political view is, as of January 1, things are going to change and there's a whole bunch of people that are going to be without insurance or making the decision that maybe they can't afford it this year, whatever.

[14:41] So we have a solution, part of a solution, and you have to go aggressively in there and make sure they know that in the words that make sense according to their website and their priorities.

[14:53] And like Tim was saying, these guys are very well insulated, folks, I mean, this is this is just, you know, I associate this to a car dealer, you know, I do this every single day with trying to get into a meet with a car dealer, the owner is who I need to talk to, right?

[15:08] I don't need to talk to a sales manager. I don't need to talk to the finance department, the service department. I need to talk to the owner because that's the person that makes the decision whether or not he will bring my business on board.

[15:18] So how do you do that?

[15:19] You continue to move, you go in, you speak to them, you build your rapport.

[15:23] So remember that this is not a sprint at these things.

[15:27] Most of the time it's a marathon.

[15:29] And I've said this before, my goal today, if I'm going in to do what I do with the card dealership is I may just wanna know who the receptionist is.

[15:38] I'm gonna wanna know her name.

[15:40] So the next time I walk in, I can say, hey, Brenda, Tom with Ally Bank, blah, blah, blah, That may be your first, you know, your first goal maybe today.

[15:50] It's not to get to The owner or to get to the decision-maker if you were able to do that as fantastic Of course, the chances are probably not that great.

[15:58] Let's start with small goals Let's start building a rapport with this person.

[16:02] Hey the next time they're in you mind if I feel if you give me a shout Let me know they're around so I can stop by because this is really important more and more and more you build that rapport the easier it's going to be for that person to see the credibility because you think about it as these people get each phone calls every single day we're not by ourselves of all sorts of things that people want to be a part of the association with and selling some type of product right so it's the uh the persistence of of your efforts that is that is going to eventually pay off and just like you know tim was talking about he went and deciphered their emails he figured out it was name dot last name or initial dot last name at this and he figured out hey go to linkedin find out who the president is well that's his name his email must be this so you know it's it's the effort that you put in that are going to that are going to get you the rewards um so that's uh let me throw one more thing real quick um most associations you can become a member for a month at a time they don't want you to do that but you can pay monthly If we did one association, we paid 125 bucks to become a member for the month.

[17:14] I then got to talk to the senior VP, and we now have a list of 1 ,500 members.

[17:23] They sent us their list.

[17:25] It's cost us one month.

[17:26] Now, we'll continue to be a member while we're working on it, but you can do that for a month and track down the senior, whoever you want to talk to.

[17:33] If they won't talk to you then quit your membership, but but that's another way to get in there Reggie just popped in the questions that he's approached three chambers and He's reached out to Tim with at least one of them the chamber needs board approval and they will not allow Tim and Reggie to present unless he's a member and that's another reason for the what Tim just said for joining They'll listen to you uh maybe more intently and closely pay more attention to you if you are a member right if if you're a member you have clout guys no matter you know they can't deny you if you're a member right that's their job is to support their members so i'm not saying go out here and join every single one of them figure out the ones that make sense like tim was saying the one that we joined for 125 bucks the deuce has definitely worked between 1400 companies with you know countless number of employees in a trades type of an environment.

[18:32] So that really made a lot of sense.

[18:34] So again, he's talking about, you know, shotgun or rifle.

[18:36] That's a rifle shop right there.

[18:37] That's a sniper shop right down the range to say, you know, over 125 bucks.

[18:43] I'd pay that for a list of 1 ,400 businesses that would trend to what we're trying to sell.

[18:54] Cat is asking if you can clarify what's going on January 1st with healthcare.

[18:59] Yeah, there's a whole bunch of government stuff happening.

[19:01] I mean, the biggest thing right now is subsidies are ending for the Obamacare stuff.

[19:08] So people could see their insurance premium double overnight.

[19:14] They've already gotten the quotes.

[19:16] That ended on December 15th, so everybody's got, they know how much it's going to go up if their subsidies don't get extended.

[19:24] So that's one.

[19:26] So there'll be a bunch of people there that say, I can't afford insurance, and I've got insurance agency and that's one of the things we do and we've had a number of people say I'm going to sign up but if those subsidies don't happen just understand I'm going to cancel this policy.

[19:41] Okay you do what you want but at least keep your policy until you know what's happening.

[19:45] The other is there's a whole different world in the one big beautiful bill with Medicaid people that now have a requirement to work and some other things so there's going to be a that it's going to be the lower end obviously of people, but if you think about organizations that want to help them, you know, I was talking with somebody earlier today, the Catholic Church with the Hispanic population, there are laws now going into effect January 1 that the people here, not legally, will no longer be able to get Medicaid or any other assistance.

[20:30] So there's groups, Catholic Church, perfect for the Hispanic community.

[20:37] A lot of them are Catholic. So you go, okay, where can I go for those people that really need help?

[20:42] Because there's going to be a huge difference on January 1.

[20:46] Even if the subsidiary back, the Medicaid deal is tremendous.

[20:52] That's a huge blue ocean.

[20:58] Guy has said, I just joined my chamber and went to my first good morning event this morning and got to give a quick elevator speech on what I do.

[21:06] Also got my name and face in front of a few businesses.

[21:08] So as I help the chamber reach out, they'll know who I am.

[21:11] That's a great plan, Guy.

[21:15] Do we have a lot of folks that are members of the chamber?

[21:17] That's exactly right.

[21:26] Yeah, do we have anybody else that has joined the chambers like I did?

[21:32] I don't, I can't tell if folks are typing yes or they're just not answering.

[21:37] And if you haven't, you know, again, we strongly suggest doing just that.

[21:41] Sitting on the couch is not going to make this happen for you guys. You know, Guy, Reggie, these guys, Donald, these people that are actually putting in the efforts, we're seeing a lot of these things come through.

[21:52] They're not going to win them all, but you win one and you're a superstar. It changes everything.

[21:58] One of the many approaches is the way that this thing sings for you on a monetary basis, and it will absolutely change the game for you if you just get one.

[22:11] And note what chambers are looking for from members.

[22:14] They want you to be an ambassador.

[22:15] They want you to be at the ribbon cuttings, at the breakfast, things like that.

[22:20] They want visible and helpful people.

[22:23] They remember you and reward you.

[22:25] If you're just a member paying dues, that's cool, but that's not what they want.

[22:34] Some folks are saying, we touched on this before, that you're not really selling the association anything.

[22:39] And we talk about the sales, the pitch, et cetera, but really you're presenting a solution to their problem of needing more money and you're giving them an opportunity to really just collect free money to them.

[22:53] Do you have, you know, word tracks or things you say that introduces that concept to associations so they take you seriously?

[23:02] I had somebody, Tim, that sent us the information yesterday and it was probably one of the best word tracks I've seen yet. Non dues based revenue generation.

[23:16] Yeah, I get that. Non dues based revenue generation and we'll give credit to our art. Yep.

[23:25] I couldn't remember, Tim. Thank you for that.

[23:26] I don't remember who said it, but it was it was well, that was just a genius way of putting it a non dues revenue generating revenue stream revenue stream.

[23:41] And when the associations say what do I have to do to get this, that's where we can talk about all they have to really do is share the message with their members.

[23:50] Let me go a little deeper into that as well.

[23:54] So we're not going to, we're going to help them and we're going to give them materials, but we need them to be active as well.

[24:00] And it's a fair ask because we're paying them in order to be a part of this. So we're partnering with the association.

[24:08] It's not like, hey, here's our list, you guys go nuts.

[24:12] It's, we need the association to help us.

[24:14] And why is that important, right?

[24:16] So when we did ERC, Tim and I were really successful with that because we were doing a very warm approach, right?

[24:24] We had this, what we call the transfer of trust.

[24:27] So I could pick up the phone, Tim picked up the phone, we call people who we know that own businesses and they'll listen to what we say.

[24:34] We wanna have that same philosophy with the businesses in the association.

[24:38] They trust their association, right?

[24:40] So if I walk up to one of these businesses, they don't know who I am.

[24:44] But if I say, hey, I'm part of the association, we're partnered together, that transfer of trust now gives them the confidence to wanna go ahead and say yes and do business with us.

[24:53] So the association needs to be involved to that extent of allowing us to work with them and have them be a part of what we're doing here as well.

[25:03] That's the way it becomes very successful in the association.

[25:06] Do you agree there, Tim?

[25:08] Absolutely.

[25:09] And with that, we've got to remember to be creative as well.

[25:13] So working with one association, they just don't take a revenue sharing agreement.

[25:17] In their bylaws, they just don't do it.

[25:20] So will they take donations?

[25:23] Oh, yeah, they take donations from members, and they do this and they're like, OK, so we've got to work around for starters.

[25:29] But you're a national association, and you don't do the masterminds and meetings and you know all that the local meeting and stuff. No, he said we've let that go to the state associations.

[25:36] So great what I'd like to suggest then is that you know all the state associations how do we get you to introduce me and now I've got a state contact with as Tom said you know the trust is handed off it's a very very easy warm introduction, they've done their job.

[26:03] They've introduced me to another huge potential market.

[26:07] So we're going to be working with them on that.

[26:09] They're running that by their board to make sure that they can do that and then accept those donations.

[26:14] But we're gonna be really creative in finding a way to yes.

[26:19] Yeah, we can come up with some crazy stuff that puts their rules and other stuff kind of makes them invalid because they're going to ask for money from people.

[26:30] It's just how they operate.

[26:35] Reggie just hit me with this.

[26:37] If the objection is, if I partner with you, I have to open up the same opportunity to 750 other businesses to partner with them, which I don't want to do.

[26:49] So how do I move?

[26:51] Should Reggie move on after hearing that objection?

[26:53] Or is there a retort for if someone says that to him?

[26:57] Slippery slope kind of thing.

[26:59] Yeah, I would want to understand why they would have to open that up opportunity up to 700 other businesses. If there should be some sort of betting process, if I am a member of that association, and we don't have a betting process, we should, right?

[27:17] You shouldn't have to open up 70 if you should, you should want the best of the best of the best. And that's that's kind of how I would approach it.

[27:25] Who do you partner with? Do you not partner with anyone? And if you don't partner with anyone, are we missing an opportunity to help the association and the other members?

[27:34] There has to be a process in place where it's not all encompassing free for all for everybody. We want to support our members with the best of the best.

[27:44] Yeah, and adding on the, you know, this work goes back to knowing what their website says, what their priorities are, things of that sort.

[27:52] So if they're a member-focused organization, let's say a roofing association, a chamber that has a lot of target markets for us, you bring it in to the priorities, whatever they for them, but hopefully one of them is the retention and health and welfare of members and things of that sort, saying we've got an answer that your members need.

[28:21] Does anybody else answer the pending health insurance crisis? This is urgent, so you turn it on to that.

[28:29] And then I would follow up and say, you know what, what if we can make you enough money that you can staff up and actually handle those other 750, wouldn't that be a great benefit to all of your members?

[28:41] Let's go make you that money so you don't have to worry about it, but you've got staff to handle it.

[28:52] And if they're really hard and they say they don't want to partner with anybody, Reggie, that may be a dead end.

[28:58] They're not gonna all be perfect, but if they're not willing to partner with anyone, it may be wasted efforts in that arena.

[29:05] But I would challenge them to, are you really doing best by your members by not offering opportunities and partnering?

[29:14] That's kind of what the association, you know, if you're in a group, referrals are supposed to be a big thing for them, right? We're looking out for each other.

[29:33] So, Cat was following up on when you're talking about a national association who is referring you to the local states, how do we handle the commissions earned on that state level where the national referred us down to the state?

[29:48] It's a great question that gets a little bit trickier, but we've got to split that three.

[29:53] You know, that's, that's where we look at it.

[29:55] I would, what I'm positioning to the national is you get one for everything that comes through and the states are going to get the two.

[30:06] Right.

[30:06] So it's kind of a custom solution, Kat.

[30:08] So if you get one that big, we will work with you to make it work.

[30:12] It's a good problem to have, right?

[30:14] Exactly.

[30:14] Again, we keep I keep hearing Tim say it this it's kind of his motto with me as well We're going to find a way to yes, you bring an opportunity You're not gonna find us saying no, we're not gonna do this No, we're not gonna do that unless there's absolutely no possible way to do it We will find a way to yes every single time that there's an opportunity.

[30:35] So Just know that that's We're here to support you guys as much as possible.

[30:40] We just need to tee it up so we can get in there and help close it Another conversation that we had, it kind of stems from last week, is with chambers, their members are businesses.

[30:53] So selling an account, an allusional account to the businesses, the business will then cover their employees, right?

[30:59] How are we handling if a association or like a church is marketing to individuals?

[31:07] Jim, you want to take that as a brand new thing we just started, right?

[31:11] Yeah, we've got a humongous church association organization that will obviously be selling a lot to the individual.

[31:22] And once we have an association signed on, which they have, Sherry, Vanessa, and team have done a brilliant job in making it available for us to now track these people or make available individual memberships at the sign-up.

[31:42] So they'll go to the link of the association and have the opportunity to hit I'm a business or I'm an individual and we're signing up the individuals under the association. So it's again another creative solution.

[31:57] So you get an association you can now do that where hey go sell to the individuals.

[32:02] Get a chamber, go sell to the individuals. It's okay.

[32:07] That was a huge move in figuring out a way to satisfy the business individual problem that we had we had kind of run into and I can say kudos to Sherry and Vanessa and the dev team for all their hard work and such a really fast turnaround.

[32:28] We, you know, Tim, Brian and I, we are always running and gunning and, you know, we need do this, we need to do that.

[32:35] They they keep us sort of level just so you guys understand and we're always like well that sounds easy and ShsSerry I know she's cringing right now when I say that because that's the that's the worst they heard. Vanessa both are like oh my god it's not easy.

[32:49] Sure it is, it's easy just copy and paste right but uh it's it's not.

[32:54] So um we we've had to had to learn to uh to pull the reins back on ourselves a little bit dealing with um dealing with the whole development side of things, that nothing ever happens fast enough for Brian and Tim and I, but they do a real good job of reining us in.

[33:15] Gary, you wanna add to that?

[33:20] Yeah, yeah, I mean, happy to.

[33:23] Yeah, fast, right, is relative, right?

[33:27] So it depends on specifically the complexity of the work, right?

[33:32] Some stuff we can do really fast and some stuff we can't.

[33:36] The good news with building out the individual piece design that Vanessa and I came up with the dev team and developing their dashboard, we were able to copy off existing functionality, but building integration and building new stuff, that stuff is what, so, yeah, right?

[34:04] Oh, you can't hear me?

[34:05] Oh, can you hear me now?

[34:06] You just cut out for a second.

[34:07] Can you hear me now?

[34:08] Yep.

[34:09] No?

[34:10] You walking around?

[34:12] Oh, just for a second, did you get most or do you need me to repeat anything?

[34:14] No.

[34:15] You got it.

[34:15] In my office.

[34:18] I know better.

[34:18] I like to say, yeah, I like to say, oh, it's simple, but it's not easy.

[34:23] Simple.

[34:24] And we want to keep it simple.

[34:25] We want the experience to be fluid and easy and intuitive, but the construction and the that we have to build has to be airtight so that that experience for you, the agents, for the customers, for everybody involved is simple.

[34:45] And each one of these is its own one-off sort of a custom deal.

[34:51] So as you get an association to work with the dev team and Sherry, Vanessa and us to kind of work through the issues with getting that set up, but it is available for your association to sign up individuals in any of the companies that they support, any individual can go in and sign up under this.

[35:13] Yeah, and that also encompasses the structure with the national having a subset of state reps that tracks in a tree like that for the association.

[35:32] As well as the ability to enroll businesses and individuals.

[35:36] So we're really proud of what we were able to accomplish for our data association.

[35:46] Yeah, cause like Tim and Tommy said, like getting to yes is the goal for all of us.

[35:51] I've been trained, you know, Brian's been training me for 23 years that he doesn't like to hear I can't do it.

[35:57] So now my first response is absolutely yes.

[36:01] Then figure out how to make it happen after. We'll get there.

[36:06] I haven't gotten stumped very often.

[36:08] We've really, we pulled off some amazing things because if you think you can, you can, and if you think you can't, you're also right.

[36:15] That's exactly right.

[36:19] I think we've wrapped up all the questions unless somebody's typing and I can't see it. Thank you guys so much.

[36:24] I mean this has been invaluable information.

[36:28] So in the Q &A, if we've missed a question of yours or if you're thinking of a question you want to ask, we've got the experts here.

[36:36] We've blocked their calendar and they're at your disposal.

[36:39] So hop in now if you've got anything you want to know.

[36:42] And if you guys don't mind, we can open it up, expand it past Just Associations since we've got the time left on the books.

[36:51] Yes.

[36:52] Yeah, okay.

[36:52] Let me throw one more thing on Associations, Ken.

[36:55] As you're talking to them, remember you got to talk in their voice in what they understand.

[37:01] Marketing language doesn't work, sales language doesn't work, it's have success stories about their people.

[37:08] So if you're talking to a roofing association, you need to have success stories about roofers, things of that sort.

[37:15] So just make sure you're figuring out what's important to them, what are they doing, where do they need help, create that story and make that message go that way.

[37:33] Definitely important, Tim, for sure.

[37:35] You want to hone in and make it a personal presentation for that particular association, for sure.

[37:44] Yeah.

[37:44] I like how you said that.

[37:45] Speak in their voice.

[37:47] Right.

[37:47] Meet them where they're at.

[37:48] I love that.

[37:50] So, Thomas is asking, out of all the associations recently signed up so far, how many members from these associations have actually signed up?

[38:00] Oh, we just rolled out the big one yesterday, but we just went live with that yesterday.

[38:08] So we don't have a measurable cross section yet, Thomas, sorry.

[38:14] Gene says, I struggle with the opening lines and what to say initially.

[38:17] So is that like sage fright, Gene, just breaking the ice?

[38:20] I'm not a good salesperson.

[38:22] Well, I would say the great news about that is that you don't have to be with associations.

[38:26] Don't you think, Tommy, Tim?

[38:27] Absolutely.

[38:28] This is, this is, you know, Tim and I said this and Brian, we talked about, we don't consider ourselves salespeople. We're problem solvers. Right? So we look for something. That's a problem. And I have a solution for it.

[38:40] Why would I not want to share that with somebody? I don't know how to fix something. I would not be responsible if I didn't bring that to their attention. So don't think about selling something.

[38:49] You want to come in and talk to me look all the things that are going on with health care right now This thing is a mess.

[38:54] We have an opportunity to kind of bridge that gap and to help your members Let me tell you a little bit about what we got and tell me if this is So you all you got to do is give me information when people When value exceeds price people make a buying decision, right every single time So you just got to bring the value and all you're doing is not selling you're just conveying information to make sure somebody has the most correct and up-to-date information that they have to be able to make an educated decision.

[39:23] It's just simple.

[39:24] It really is simple.

[39:25] Again, it's not selling, in my opinion, at all.

[39:29] You're not asking the association for any money.

[39:32] You're giving them money.

[39:34] That's turning the whole concept on its head.

[39:36] Sorry, Tim.

[39:37] You were saying?

[39:37] I'd say, if you've done your due diligence on their website, you're going to find out what their priorities are, and you just throw it right back to them.

[39:46] One of your priorities is this, that shows on your website this, is that still accurate?

[39:52] It is, okay.

[39:53] What if I had a solution for that?

[39:55] Would you give me 10 minutes to run through?

[39:58] 100% and 100%.

[40:00] And again, do your due diligence, guys.

[40:02] Don't just blanket this.

[40:05] Focus on two or three.

[40:07] Understand their mission.

[40:08] All these people have mission status, right?

[40:10] And look and see if there are charities that they deal with.

[40:13] You know, hey, I was looking on your site, it looks like you have a certain charities kind of near and dear to your heart and association.

[40:19] If we could help you to build a way to help donate to that charity or do a scholarship or something like that, is that something you'd wanna see what it looks like if I could show that to you?

[40:28] Of course.

[40:29] So it's more personable.

[40:31] And again, like Tim says, you got to dig in instead of just shotgunning out to 50 different associations, hopes on a few that you can really dig in and try to understand, you know, what is their, what are their hot buttons? What makes those guys tick? What gets them excited?

[40:52] Love that. Yeah.

[40:53] If you can say, hey, can we help you make a hundred thousand dollar donation to your charity of choice? Your favorite? Yeah. I mean, they'll look real good.

[41:02] They already want to donate to those, right?

[41:04] We saw it on the website that they're a recurring, repeating donor, let's make that way easier for them.

[41:11] Absolutely, and you know, like I said, and I can't stress enough that, you know, Tim said, you know, maybe in the former Marine sniper Tim's rifle compared to shotgun analogy brings true with me.

[41:23] You've got to be laser focused on your prospect, right?

[41:27] If you're not, you're missing the boat.

[41:29] You want to, like you said, speak their language.

[41:31] Talk to them about what's important to them. What do people want to do more than anything else? Talk about themselves.

[41:35] What's important to them is a whole lot more important, I promise, than what's important to you.

[41:40] If you focus on them, what's important to you will happen eventually, but you have to focus on what's important to the organization. That's what's going to resonate.

[41:50] That's what's going to get you past the gatekeeper, and that's what's going to get the attention of the person that makes the decisions on whether or not they want to do business with us or not.

[41:59] That's what separates you from the five or ten other calls they get every single day of the people that just randomly cold-calling.

[42:09] Isn't that how they say to have a great first date, ask more questions, talk less about yourself? 100%. The more you learn, the more you can figure out the solutions for somebody.

[42:22] You identify their pain points, find solutions for it, and you know the great thing is you have an amazing opportunity with this the Small Business Advantage program to, you know, to solve a very real problem.

[42:38] This problem resonates with everybody.

[42:40] Nobody out there is saying, hey, my health care is great, my health care is fixed, everything's perfect. Nobody.

[42:46] No business, no individual, no association, no chamber. Nobody's out here going, man, we're all good, we're all set.

[42:53] No, there is an opportunity for every single individual out there, and this will help bridge that gap between major deductibles and co-pays and things that they have to pay versus, you know, zero co-pay or zero deductible for the families. So it's not a hard, it's not a hard sell. Again, it's not really a sell.

[43:13] It's more just, hey, this is available. How can I help you take advantage of it?

[43:18] And make sure you understand most associations, chambers, etc. hate fundraising, but that's a big part of what they do.

[43:36] I think we've got it all covered.

[43:40] On your screen, I'll just recap real quick.

[43:43] This is the formal training.

[43:45] Everybody see Module 3, Part 2, Recruiting Associations?

[43:48] It goes in-depth into everything Tom and Tim talked about today regarding qualifications, getting to the gatekeeper, et cetera.

[43:55] And the form that we talk about is right here.

[43:59] This is where you register that you are working with the association.

[44:04] Tim talks about keeping everything clean, so associations aren't hearing from 5, 10, 15, different folks.

[44:10] When you're ready to work with an association or claim an association, just fill out this page.

[44:16] I get copied on every request and response from Tim.

[44:19] My inbox is overflowing. It's great.

[44:22] I get excited every single time I see them.

[44:25] But if you have questions about the logistics of working with associations, please watch module three, part two, and that's where you're gonna find that form.

[44:38] Brian, I know you're here and have been muted, I'm sorry, go to webinar, conspired against us today, but Brian has been here the whole time, everyone.

[44:47] But Tom and Tim and Jack, thank you so much.

[44:48] This is the most quiet Brian has ever been in his life.

[44:52] I wonder if he's shaking his fists in fury at the screen every time we I promise I tried to unmute. Well, I want to thank everybody for joining us.

[45:05] We're back on schedule with the Thursday I know last week we pushed to Friday, but we are back on Thursday Everybody's got their new links and when I say new links, I mean your go-to webinar links Your agent tracking links will not change even when we roll out the individual functionality It's going to be a dynamic live change on the link you already have.

[45:25] So don't worry about that.

[45:27] I don't want to issue you all new links.

[45:29] That would be a huge mess.

[45:31] Guys, it's Merry Christmas.

[45:33] No call next week.

[45:36] Right, guys?

[45:38] That's Christmas Day.

[45:39] I'm not going to be on this call.

[45:42] And then TBD on the week after that between Christmas and New Year.

[45:46] We're going to have to check everybody's schedule and see what we're going to do there.

[45:50] But definitely no call next week.

[45:52] Thank you so much for your time, Tom, Tim, Sherry and Brian.

[45:56] And is there anything else, anything we missed?

[46:00] Real quick, as always, encourage everybody to go and get the product.

[46:04] Have it for your sales tool.

[46:06] It's a great sales tool.

[46:08] Secondly, if you have already sold or have a product and we owe you commissions, make sure I've sent out notices.

[46:18] I need your banking information so I can send you your commissions.

[46:21] If you have not done that, check your email because there's a few people still left that I'm trying to send commissions to but I don't have your banking information.

[46:30] And I'm gonna continue to try to update and send those out.

[46:36] But yeah, just make sure you got your banking information in there for me so that I can get those commissions out to you.

[46:42] Awesome.

[46:43] Yeah, Brian always jokes that one of the hardest part of our jobs is getting you your money.

[46:47] We've got it to send to you, please.

[46:50] And I have posted in the Facebook group what your email from the system looks like, the subject line and the from address.

[46:59] So if you have purchased under your own link, or if you know someone has bought through your link, please check your email for that.

[47:07] It's the only way you can set it up is through that secure link that is emailed to you.

[47:11] There's no other way.

[47:19] Alright, well I hope everybody has a great Thursday and a Merry Christmas and we'll see you next year.

[47:24] We'll be in Facebook too, but you know what I mean.

[47:26] Thank you so much everybody.

[47:28] Merry Christmas.