🚀 Alpha Testing: New Landing Page & Talk to a Benefits Advisor Feature

[0:01] Vanessa: Morning, everyone. I've been testing audio. Are me and my special guests — everyone confirmed that they could hear me. But if you'll let me know if you see my screen and if you hear my voice — hey, Guy. On your screen, you're gonna see something new and we're gonna talk about it. We're in alpha testing, not even beta testing yet, but I couldn't wait to tell you.

[0:26] Vanessa: Hey, Donald, great to see you. You're gonna love this, too. All right, let's make sure everybody is coming on.

[0:33] Vanessa: Today we've got Sherry, our tech extraordinaire. We got Tim, our fearless leader for all things associations, and Tommy is gonna be jumping on to help us overcome objections, role play, et cetera. So if you want to start thinking about how you wanna talk to businesses, how you wanna talk to associations, any questions you've got, getting past the gatekeeper, what information is the most impactful, et cetera, et cetera. We're gonna have a live working session. So your involvement is what's gonna make today fantastic.

[1:11] Vanessa: All right, all the cool kids are here, guys. Ha ha, hey, Randy. Vanessa, Tommy says — oh, he's coming. He says he's in the waiting room. Interesting. We don't have a waiting room and I don't see his name. Let's see — does he mean like he's in as an attendee? Pauline, Randy, Samir, Steve, Wimby? Is he in GoToWebinar? Sherry, do you think you can try to help him? I will. I'll help him. You go. Okay.

[1:44] Vanessa: All right. So yeah, if you guys want to start popping in, prepping your questions, anything you can think of while I'm reviewing this, our new alpha testing. Tommy's on the wrong call, guys. I mean, it happens. We do have so many calls together. All right, so pop in your questions and we'll circle back to them once Tommy gets on board.

[2:06] Vanessa: And what I wanna talk about now is what you see on your screen. Can anybody tell me what you think you see on your screen and what you think about what you see?

[2:19] Tommy: Hey, Vanessa, I'm here.

[2:20] Vanessa: Hey, Tommy, sorry — you're in the waiting room. Thanks for joining us.

[2:23] Tommy: Wrong link and I'm in a waiting room somewhere and I'm like, where do we even start?

[2:29] Vanessa: Yeah, when Sherry said that I was like, I don't know, I don't know. All right, so the new website and amazing info is what Donald says. Yeah, the new landing page looks awesome. I'm loving this feedback, Wendy. Thank you. All right, so what we don't have is a video yet, et cetera, et cetera, et cetera, but what we're testing — what I am really excited to show you — is the “Talk to a Benefits Advisor” button, right? So now we have the option, if you've already done the warm-up and you know folks are ready to enroll, we can use the “Enroll Now” button. And that's going to take us over to the fully compliant site where they can start their business purchase, and it's got all of the disclosures. However, if they are wanting to talk about it, if they've got questions, maybe if you're cold emailing and they're not ready to convert straight away, we are going to be testing for the next few weeks or so driving cold traffic to a meeting center.

[3:31] Vanessa: So we've got our sales page. I'm going to go pretty quick through it so you get a feel for what we're presenting, okay, keeping it at kind of a high level, but enough to convey the value, right, all of the benefits — because remember, we are presenting this as a benefits package, okay. We've got a price point so they can get started today; however, they can schedule a free consultation. They can pick a time, book an appointment, and they're going to receive a phone call at the time that they've selected, where it will be the same kind of energy as when they were following up on a lead. So say they had initiated their purchase process but hadn't put in their money, right? So we have the sales team that reaches out to convert that to a deal. But it's going to be about that same kind of pitch, but with the approach of answering your questions. We want to make sure that you're fully informed, that you're comfortable, that you know what's going on. And the beauty of this is not only are we going to help with that conversion, but also the onboarding process, right? They'll be able to stay on the phone as the funds are transacted, right through getting into the dashboard, linking their account, which is really going to exponentially improve the user experience for folks that you aren't sitting with, that you aren't having that one-on-one. That's gonna up our conversions for cold email outreach and warm email outreach where you're driving to landing pages. That's our expectation, right?

[5:24] Vanessa: So like I said, we're in alpha testing. What we have to develop is the ability for your tracking link to track through the appointment setting. We have to make sure that that is perfect, and we also are going to be testing the approach, right? The actual conversations and conversions, et cetera, that happen through these appointment settings. So give us at least 30 days to perform the testing, perfect the process, and get the technology ready, but we are very, very excited to launch an alternate approach. So you will still have an “Enroll Now” page, but this will give you the option for the opportunity to start driving just for appointments.

[6:04] Vanessa: Are there any questions? Reggie says, “Will the advisor be used for individuals as well as business owners?” Yes, as we develop the individual process and get that fully rolled out, yes, we will be able to take meetings for individuals or businesses. It'll simply be a question that's asked — hey, are you signing up? Are you a business owner? Are you signing up for yourself? The folks on the phone are going to be able to handle every branch off, every spider web option or avenue that it might take, and we'll be able to help everyone equally on every phone call.

[6:45] Vanessa: Is this for businesses, associations, and individuals? So this is for anyone who is buying the Illusional Benefits Package. Okay, so an association would have a page where they can send to their members the opportunity to book an appointment. Yes, that is the plan. You wouldn't send this to an association to give them information about partnering with you, but yes, an association would have the same type of landing page where they can send folks to book an appointment. Definitely.

[7:18] Vanessa: All right, Reggie says this is fantastic to have in our back pocket. I really think this is the bee's knees. I'm very excited. I've been working on the page, keeping things simple and clear. And again, so “Talk to a Benefits Advisor” — you don't have to scroll through everything. It will jump, right? We're setting expectations: 15 to 30-minute consultation, personalized recommendations, no obligations, and questions answered by experts. We're really trying to frame it as not a sales call so that the walls are down, and we're focusing on service first, right? Because what is Illusional except sharing is caring. We are here to help people. So adding this functionality and this feature really speaks to the brand and our mission. I just — I'm really excited about it. All right, thanks, Donald. “Love it,” says Kenneth. Great.

[8:14] Vanessa: All right, so that's what I'm working on. This will be — Sherry, we're working on, right? I am nothing without our tech department. I can dream stuff up, but Sherry's who turns it into reality. So okay, so I'll be around answering questions. So anything you think of, pop up in the chat. But I would like to now bring out Tommy, who has volunteered to spend today's hour with us talking to you about those conversations, right? Not necessarily sales calls, but getting past the gatekeeper, getting to the decision maker, what to say, how to say it, how to position the product — like, what even is Illusional, right? What are all the benefits? How do we convey that value? So, Tom, without further ado.

🎯 Overcoming Objections & Sales Conversations with Tommy

[9:17] Tommy: Yeah. Hey, guys, so good to be here today with you and so excited about these changes that we're learning as we go. You know, I say it's the Blue Ocean Strategy. There's a great book called Blue Ocean Strategy. I suggest anybody that would like to, read that book up. It's pretty cool. And as we get feedback, you know, we try to adjust and move. And again, like Vanessa said, her and Sherry have done a fantastic job on getting the things that we need put into place. But one of the things that we're wanting to do even more of is understand the process where people are stopping in our process so that we can take those roadblocks and move them out of the way. So this is all that stuff that we're putting into place here. We feel like it's going to really, really move the needle. So I'm like — that's what I'm saying. Let's take a minute or two and let's talk about some of the struggles maybe that you guys have had and see if I can walk you through, help you along — with Tim, come up with some ways to get in the door and get to the right person, right?

[10:29] Tommy: So again, it's just a matter of getting up, going, and doing it, right? Talking to people, making phone calls, making visits. And I think I've said it before — a lot of times you just gotta understand, today may not be the day you reach that decision maker, right? So in my normal business, a car business, when I'm going into a dealership, today it might be the only goal I have — today, know who the receptionist is, because she is the key to me getting to the next stage in my prospecting process, right? So know that you build on it, right? You do one step at a time, and don't be discouraged if you walk in and you don't get the right person the very first day. Most of the time that doesn't happen. Some of these small businesses are a little easier to get to the person. One thing we want to make sure we do, especially with these small businesses — these guys are really, really busy. You know, they're running their business. So make sure you're respectful of their time. And, you know, we call it an elevator pitch, right? So it's your elevator pitch down. So when you go in, you get that hot sizzle going with them really quick. So something that I like to point out is the problems, right? So we don't sell, we solve problems.

[11:57] Tommy: So what I want to do is introduce a problem to them and let them know that I have a solution, right? So, you know, one of the problems we have in the industries — as you know as well — the cost of insurance today is very, very high. Being able to provide that for your employees is very rough. We know the costs are very high. We have a solution for that. If you've got a few minutes, I'd love to sit down and show you what we can do to cover your employee, their spouse, up to six dependents with no out-of-pocket cost to them other than — there's no deductible, there's no co-pays, and they can use it as many times as they want to, and it even has a mental health component that adds on there as well. Just a minute — I'd love to tell you about that and some other things that we have. That's one of the things that I would — that quick little elevator speech, and they're going to let you know pretty quickly, “You have that time” or “No, I don't.” And I suggest you look in the mirror and role play that. Get it down to where it's second nature for you. Write it down, give yourself a script. I'd like to work on some of that with anybody that wants to do that. You guys, give me some of the hurdles that you have. What are some of the difficulties you've had getting in front of people? If we can help move that needle, with some objections that you guys are faced with out there, see if we can work through it.

[13:34] Tommy: I imagine they're typing. I'm hoping so. Or they're just so good that they have no objections — they're closing everything. And I'll say, shout out to Donald and Randy and folks that have landed associations — like, you would be really helping us out if you told us objections that they had that you were able to overcome. Like, what questions do they ask you?

[14:00] Tommy: Let me start real quick, and Donald and Randy both — I want to put some big, big kudos out to you guys. I can tell you that the hard work that these guys have put in does translate, and they are going to reap the benefits of some really cool stuff. Financially, I think it's going to be just phenomenal for them. So, guys, I want to tell you on the call — thank you so much for your perseverance, your hard work, your follow-up, your dedication to the process. That's the reason that you were able to be successful with your associations that you guys are doing. So just want to make sure we recognize you guys.

[14:48] Tommy: So let's see — a couple of questions here. “Better suggestions — return to the telehealth seems like many shut down, then either say we already have that, or other perceived notions of what it is.” All right, great, great question, Guy. I would maybe go in with — you know, again, state a problem that they have instead of just coming in saying, “Hey, we have telehealth.” When you bring up the problem, you'll — we've seen many small businesses have turnover issues. Retention for their employees is a tough thing, and it's really hard for small businesses to provide enough benefits to entice an employee to stay. We have a way here that I can show you that gives them an employee benefits package that's really, really nice. And you know, you just gotta get them hot. And I wouldn't sell just all telehealth — we know that telehealth is the bread and butter, it's part of what we've got, but try to get them into the employee benefits. Listing those problems, like I said, I think should help with that a little bit too.

[15:56] Tommy: All right, let's see — “Just getting past the gatekeepers to get to the boss for a discussion,” Donald says. And Donald, again, that's the — be okay with today knowing the receptionist, right, or whoever's answering the phone. Be okay with those small wins, because again, it takes a while. And I know Randy can speak to that — he's been working diligently and followed up time and time and time again, and it eventually will pay off for you. But it takes that dedication. So if you get a chance, can you write out your elevator pitch and share it with us for both business and associations? Absolutely, I can. I'll do that and get that back to you.

[16:37] Tommy: Really, any suggestions you have, Randy, on what's worked well for you? Donald, what you guys want to share — and I tell everybody in the comments: what have you found to be successful? What has translated? Other than — I know it's just hard work. I know you guys are putting it in. So if that's it — hey, if it's just, “Hey, we're diligent, we worked hard.” Give me some feedback. You guys — I've got Donald saying, “Yes, we speak with a lot of companies that have telehealth, but we have very few that bring organic revenue to your organization instead of an expense.” This is an attention-getter. That's a great, great point, Donald. That is a great point. We don't just have the benefits just for the employees — that's a byproduct of the process, right? The employees are going to get the benefits. But the key thing for the associations is: how are we contributing back to you? They want to grow their association, want to grow their membership, and this is a way that they can give something back — in order to use the, you know, the three dollars that we give back, they can use it for scholarships, they can use it for fundraising, they can use it for anything they want to use it for. So it's a real attention-getter, I think, isn't there, Donald? I agree with that.

[18:13] Tommy: Let's see what Randy says. “I think persistence. Many messages left, few live people on the other end, and following up with emails as well. Until they say no, keep contacting.” We have a saying in the car business — and I know I reference that a lot, that's my world — is we follow up until they buy or they die, right? But again, it's that system, keep going. You know, you're doing it.

📋 Association Process: Approval Form & Non-Compete Protection

[18:44] Vanessa: It is very unclear to us if we have an organization and we want to approach a position for their members, and we contact your SBA team first to see if SBA is already working with the organization. So, if you've got an association that you're interested in pursuing, you would fill out the association form and then Tim would verify the association is open or if there's already somebody working that association, and note that. He gives you the thumbs up, it's okay — on it. You go work your association or your organization. And once you get to the point where you've got the right person, the decision maker, interested in talking, we would love to jump on a call with you, Randy. And you guys will do that and we'll try to help push it across the line. What we don't want to do is get tied up selling the appointment for you, right? So we want to come in and close your deals. I don't have time to prospect for everybody, right? Tim doesn't either. And we want to help close the deal. So, you know, our ask of you is: you set the appointment with the right people and we will come in and assist, drop the big business card on them, and try to wow them and get them on board. That help you offered.

[20:26] Vanessa: Yeah, right. Alfred said, “Copy that. I have an organization with over 870,000 members we want to approach.” That's fantastic. See, I just put together that form and it's in the member area and it's available, right. Yes, I think Module Three, right? Onboarding the associations. Yeah. Albert, if you have any trouble getting that, just, you know, we can find it. Alfred, I'm going to grab the link for you right now so I can drop it in the chat so that everybody's got it. Because I want to make sure I'm telling you the right module, because we trained on commission structures and then on associations, and I got it mixed up whether it was module two or three. I don't want to miss — it's a pretty easy process, Alfred. It's not hard, and Tim's really, really good at getting back to you very quickly. All right, yeah, so it is Module 3, and I just dropped it in the chat.

[21:58] Vanessa: Wonderful. All right, Donald says, “Persistence and building rapport with the support staff is golden.” Yes, offering the big guys from corporate to come for a presentation is an attention-getter and reflects professionalism. That's the same thing we need to do. And thank you for saying that — we're here for it, right? I mean, at the end of the day, I always say there's no job that's not my job. I don't care if it's cleaning the bathrooms or sitting down with a CEO of a multimillion-dollar company — we'll do whatever we have to do to get somebody across the line. So I'm happy to jump in there anywhere.

⚙️ Tech Update: Admin Fee Removed & House Account Structure

[22:41] Vanessa: I like the — oh, we should circle back on this. We touched on it two weeks ago: the administrative fee for associations, right? In my presentation, we're not going to be charging an administration fee for associations. Yes, so I will be on the replay of that live call from two weeks ago. I'm going to be putting a notation that has been tested and determined to be not the way we're going to go. So it is back to — let me expand on that just a little bit so everybody kind of understands.

[23:19] Vanessa: We have a provider, and I battle with our provider pretty hard sometimes because I want things done the way I want them done and they don't always agree. So that's okay. The original way we started with this was: you have a small business for their employees — but that was the way we had designed it from the beginning. You approach the small business, they would get the Business Sense account for themselves, and then the employees would get the Health Sense account. But what we found is the Health Sense account had to be under a Business Sense account. So it had to be a parent-child relationship for those two accounts, or for a Health Sense account to exist, you had to have the Business Sense. So when you sign an association up, there has to be a master account or a business account — somebody has to maintain it, somebody has to work it, somebody has to manage it, right? And then we can add small business Health Sense accounts underneath. So what we've done — and I've been working with them — I'm waiting, just so you guys know, about the individual button that's turned off, waiting on some contract verbiage and things from the attorneys on their side of our provider to come back to me to where we reword things, which is really stupid in my opinion. I just have very little tolerance for the attorneys and all that garbage. Everything's built out, everything's ready to go, and I'm just waiting on this form, an addendum, so I can sign that, send it back to them, and then we go live.

[25:01] Vanessa: What that's going to do is it circumvents the having to have the Business Sense account and adding to it. So now we have a local account, so to speak — a house account — that all the small Health Sense accounts go under. So if we manage that internally, because one of the problems — Tommy, can you hear me? Can y'all hear Tommy? Can y'all hear me?

[25:54] Vanessa: Okay, so we do have other development items in the works that we're really excited about, but we'll probably be able to show you the flow next week. Those that have bought the Business Sense product — we built it, and those that are familiar with it, right? You know that when you sign up on the form, well, on the website and on the business form, and you make your payment, you're directed to your employee dashboard. And when you get to the employee dashboard, you have to, if you have employees, add them and then hit the “Complete Enrollment” button. So we found, although we built it the way our vendor wanted us to build, but just like anything, you try something new and you learn through the process — that we were able to circumvent things that make this easier, not only for us, but for our customers, right, and our sales agents.

[27:02] Vanessa: So we're in the final stages of testing that process, which will remove the need up front to add employees and hit the “Complete Enrollment” button. So the process is going to be like this: a business owner will complete the business form to sign up, and they'll make their payment. As soon as they make their payment, they'll go directly to the Business Sense product, which is what they want, right? Because they're purchasing the Business Sense product. And they'll be able — for those that have it, know that we get an email, right? No, we don't get it. Business owners don't get an email. The Business Sense product launches, but always after the employee dashboard process. In the future, they'll go directly to the Business Sense product, and then they'll have education on how to add their employees later. We created a job aid, so they could build the process like this, right? They'll purchase, they get the Business Sense product, and they get an email on how to enroll their employees. That's how much we simplified it. So after they get the product, then they'll get an email saying, “This is how to enroll your employees.” And with the job aid, it should be so much clearer as well.

[28:34] Vanessa: Okay, now I'm done. Thank you. You're welcome. Yeah, everybody's saying that's a much better flow. All right, Tom, great to have you back.

[28:45] Tommy: Can you guys hear me now? Yes, sir. I don't know why — I don't know what happened. Sorry about that, guys.

[28:57] Vanessa: You were right where you were talking about the house account. I mean, basically you had already walked through most of everything.

[29:09] Tommy: Okay, is most of what I said got through, Sherry? We think so. You were establishing that we have a house account so that the associations can have individuals. That's correct. Yep, so we got the house account. So it was the parent-child record for the small business advantage — Business Sense versus Health Sense. So you had to have the Business Sense in order to have the Health Sense. And we wanted to break that apart because if an association changed management or somebody left, quit, got promoted, or whatever, that one account — we didn't want to attach it to all the other Health Sense accounts that were below it. So with this house account, you manage it, it's ours, nobody's going to turn it off, and all the other accounts will stay alive. Hopefully that helps answer any questions you guys have on any of that.

[30:08] Tommy: And really what it means is we're going to stick to the approach of we are not asking the associations for anything. We are only offering a way to help them make money. So it's not sales, never a request, never a take, always a give.

🤝 Early Adopters & Ambassador Strategy for Associations

[30:26] Vanessa: Now — and we also — do you want to talk about how we are focusing on the early adopters and the ambassadors and how that is, we found that to be such a game changer?

[30:39] Tommy: So Tim came up with a process; we named it the early adopters. Tim, do you want to talk a little bit about the process you use on the early adopters and how that works? It's kind of your baby. So if you want to jump on there real quick — Tim's not on. Oh, Tim has fallen off. I'm sorry. He dropped, I guess. Okay, no, I can talk about it. What the plan is is we don't represent an association — we are part of the association. We're offering something through the association, right? So we're not the association. So we're always looking to have a transfer of trust, right? And I think I've told you guys this before — we were very successful with the ERC because we were dealing with people that we knew, and those people would take our phone calls. So we were able to transfer our trust to them rather than just mass emails. We focused on businesses that we had relationships with. So if you're in the association, you wanna use that relationship that they have with their association to that small business, right? So when you're — every association has some people that are really, really involved. And that's who you want to focus on first. You want to get to those folks and ask them, “Hey, you like helping the association, so we're going to bring you in as an early adopter. We want you to get the product, see what you can do about calling other people in the association and having them champion it, get them interested so that we can have phone calls and close those deals.” We're calling those the early adopters. So Randy's going to have, I think, seven, eight, nine early adopters for his Tavern League, and we will train those folks, have calls with them, work with them, and help them with any marketing or anything they need to make sure we get the word out. But those early adopters, they're going to be the ones out there helping us and you spread the word, talk to the other members, and help us to get the word out.

[32:58] Vanessa: Yes, and Randy — Randy's asking, just to make sure, the association will still get credit for each individual that signs up, right? Yes, absolutely. And Kenneth wants to confirm — so now we have zero cost to associations for admin fees, etc.? Correct, yes, Kenneth. Now, what Tommy's talking about with the early adopters — the same way we recommend that you be your own first customer, right, through your own link. The early adopters do get to purchase their Illusional Benefits Packages through their own link, the same as you. So yes, they are generating their own first series of customers. You will earn a commission on those early adopters and they will earn a commission on those early adopters, yes. And the point of everyone being their own first customer — have the product, know the product, love the product. When you talk to folks about it, and when these early adopters, these ambassadors, talk to their members about it, the power of being able to say, “I'm not just the hair club for men president, I'm also a member, I'm also a patient, I'm also a client” — being able to say, “I invested my own money, I have this account, $39.95, and it's worth it. I have used the telehealth service. I have used cell phone insurance. I have used the accidental — I've enrolled in the accidental death and dismemberment insurance. I see the value.” And then being able to, as they're recruiting, provide additional support if folks have questions about it — them understanding all of the benefits, the features. A few weeks ago, we had a special guest, Deb, come through and teach us all about all of the individual benefits. We are working on having that condensed into something that we are able to share publicly, that you are able to use in your marketing. But having those early adopters be familiar and be able to speak to the product while they are endorsing it on behalf of the association — hugely powerful, right? So early adopters, the ambassadors — it's a trifecta of benefit for you as the recruiter of that association.

[35:31] Vanessa: Are there any questions there about how that approach is working?

[35:32] Tommy: Vanessa, I have a question. So the early adopters, the heads of the association or key members in the association — just want to be clear. They're small businesses that really are excited about the association and the connection that they have with them, and they want to help grow the association. It's not hard to find — if you go to an association, there are going to be members that are much more active than others, but it's the real active members in those associations that we would want to have as our early adopter. And one of the things, too, I wanted to touch on — when you talk and you say, “We have telehealth,” ask yourself this question: so what? Have an answer for yourself. Think about why that is important, what's the benefit, right? Because it's the old WIIFM — what's in it for me? So when you tell these guys or girls, when you're in these associations or small businesses, something — ask yourself: so what? Is it relevant? Is it important? What problem are you solving? Because again, we don't have to sell — we just need to address a problem that we know all these small businesses have, and they all have them. It's very, very common. You know, health insurance is not getting any cheaper. Telehealth is a solution for that, or your attention — this is a benefits package, right, to help with that. So those are some of the things that I would ask all of you — ask yourself that question: I'm giving up — I'm telling you about this, so what? And have a reason in your mind why.

📝 Association Solicitation Approval Process Clarified

[37:12] Vanessa: Sherry, you've got a question. Alfred — let's see. Okay, so just to confirm: if we have a potential organization that might be a good fit, we get the key decision-maker details and then fill out the association business solicitation approval form, then wait to hear back from someone at SBA to confirm and approve. But we can then go to the association organization to really open discussion or an introduction to Illusional and the opportunity to deal. Yes, that's exactly right. Yep. Alfred, that's exactly right. I think what Alfred is asking — he's just missing a step. He is saying, “I just found out who the decision maker is, but before I make any contact, I get approval from Illusional.” Where the training — what the training is going to show you, Alfred, when you go through this recording — I think it's showing on my screen — you need to make contact, judge their interest, answer a few — there are some key questions that we prompt you to learn how to answer, get them ready to commit, and then that's when you can fill out that form and get things rolling, and set up a time for Tom and Tim and Illusional to get involved. So don't just send it to us with a cold name and phone number that you haven't worked with at all. What we don't want is folks just calling dibs on associations all over America that they haven't spoken to, right? You need to establish that you have a relationship and then document that you have that relationship. Because if someone else has just found the person's name and submitted the form but you have developed a relationship with that person, that's not fair to you to block you because they just randomly sent out a form, right? So the form is acknowledgment that you have established a foothold in a relationship and that you and they want to work together. Tom, does that succinctly explain what we're trying to achieve?

[39:22] Tommy: It's where I didn't kick Tom off so I could talk. But does that make sense, Alfred? And everyone — that it's not just finding a name and calling dibs with a form. I understand the need to have a relationship, but why would we do that before determining if we can even work the account?

[39:42] Vanessa: Alfred, if they are already working the account with someone else, then they shouldn't develop a relationship with you, right? There are millions of associations. I promise we haven't had anyone step on any toes as of yet. The point is establishing the relationship and then securing it with us. It's not fair to just find out someone's name and then lock it in to you if you haven't broken ground with them. Okay. Gene, thank you. Reggie, fantastic, right? Because I mean, Alfred, you wouldn't want me to come and say, “Oh, you can't talk to John, who you have a relationship with that wants to work with you, because somebody else three months ago found out John's name and phone number and submitted a form.” And it's not a real relationship, right? But if you are working with John and things maybe go cold, or maybe John has an assistant named Michael and someone else starts talking to Michael — but you already have established and locked in with John — then we can look and say, “Okay, Alfred's working with John.” The toehold with Michael in that organization does not supersede — we already have somebody working with a decision-maker in that association. So that's where the non-compete overlap will come in to protect you. Okay, perfect.

🎤 Closing Remarks & Upcoming Developments

[41:18] Vanessa: Alfred says, “Copy that.” Whitney says, “Totally agree.” All right. I don't know — Tommy, are you — can you hear us again? He just called me and said in his building they're working on his phones and they knocked everybody off. All right, let him know that I'll take over for the rest of the call. He's off the hook. I want to thank him for his time, everybody. Some positive vibes for Tommy and his internet service provider. Okay, so is there anything I can help with, any questions that are lingering?

[41:59] Vanessa: We are very grateful to have Tom and Tim join us today. What we are doing on the back end is evolutionary. It's the same commitment that we've always made to you — we never stop trying to be better. Just because something works doesn't mean that we can't improve upon it, and we've got a lot of smart people working to your benefit every single day. I have to say Sherry's one of, if not the smartest ladies I've ever had the privilege to work with, and I am so thankful. Tommy's got great taste in women. We're expanding our internal sales team. I get to train the lovely Miss Bethany Fry today. She's going to be helping out with our alpha testing on the appointment setters. And I have had the pleasure of meeting her in the past and she is lovely, charming, and very personable. I think she's just gonna do fantastic on these calls. We are expanding with associations. When you land one, if they are willing to share their contact lists, we will perform outbound marketing to their association. I think Tommy touched on — we cannot represent ourselves as being a part of that association, but we can indicate that we are partnering, that we are offering services exclusive to the association, et cetera, et cetera. So she will be participating in that. So that's my afternoon. I'll be putting together training for Bethany.

[43:43] Vanessa: Okay, so we are still working on the publicly available videos from Deb. So three weeks ago, we had Deb come on and talk to all of us about the amazing benefits available through the Illusional Benefits Package. And we are taking that — because she was speaking to you as an internal member, right? That was not a marketing-style video that we could send to clients, of course, but we all agree that the value was tremendous. So Sherry has been heading up, facilitating a production with Deb that we can use — short form for social media posts, reels, things of that nature — and a more substantial, maybe so to say, a video that we are able to share, maybe on the email or on a host link or YouTube, things like that, that you're able to share out and use the universal “click below” or the “link in the comments,” etc., to add in your direct affiliate tracking link. If you are savvy with editing video, you'll be able to add in a title page at the end with your link. However you want to do that — but all of that is in the works for you.

📚 Training Recommendations & Value Stacking

[45:05] Vanessa: We love them. So let's see, let me read these questions. All right. Sherry, thank you for answering, Kenneth. All right, I'm going to leave that there. “Outbound to association members by email and/or phone calls.” Randy, we definitely can do phone calls. Cold email to their members is something that we are developing. What we would love to do is provide email campaigns to the association because they already have established opt-ins — they are going to have much more authority. An email that comes from the association's email address is much more likely to be opened than a cold email from Illusional, right? So what we would rather do, what we would like to do, is support the association in their marketing efforts rather than try to develop authority. The conversion rate is going to be much better. One of the main benefits of working with associations is they already have the respect and attention of their members. So when they speak, it's listened to. And there is no gatekeeper there. The objections are less. The walls are down because their members are paying to be a part of that. And they defer to, they respect the leaders of this association, so it's a very powerful endorsement. So while we do augment with the cold calling to get the word out, what we prefer is to support their efforts. Outbound would be available to Tavern if they give us their list. Yes, we can work with that, absolutely yes.

[46:51] Vanessa: Is there a link to that particular call that you could post here, Alfred? Yes, let me — the dev call that we're talking about. So inside your members area, if you go to Live Calls Archive — don't do the dropdown, right? These are our shortcuts, but just click on Live Calls Archive. Last week we didn't have a call, so three weeks ago, January 29th. This is with that, yep. So let me grab this — January 29th, copy and share to all. There you go. Yeah, it was fantastic, to answer the question of what is this anyway, right? Being able to understand fully — like, it's so much more than telehealth. Like, this benefits package is — Sherry and I were joking, actually. She said, “It's a one-stop shop.” What I'm gonna be working on is a comparison chart that takes, if you paid for all of these benefits individually, the cost, right? So keying totaling it all in — if you paid for each service individually, you could be at $200, $300, $400 a month. So we're gonna itemize that out and compare it to the Illusional Benefits Package of $39.95, right? So she said, “It's all in one — one-stop shop.” I was like, yeah, we're talking about — this is a Costco purchase, not a Whole Foods, super expensive, itemized, individual piecemeal. Exactly. Right? So understanding the benefits package with that helpful chart — I'm sure that me and AI will make something beautiful.

[48:35] Vanessa: Yeah, stack the benefits, stack the value, Kenneth. Yes, so we want to get that in your hands. That'll be a great complement with the videos and with your knowledge about all of the different benefits. You'll be able to speak to all of that value and then have the visual with the chart. So that's my goal. With that elevator speech, right? You go, “Currently, are you paying for cell phone protection for your business and your employees? Are you paying for credit monitoring for yourself separately with another vendor?” And that's where the one-stop shopping can come in. So that would be good. I love that. Yeah, elevator pitch — I mean, that's what everybody needs, right? That 45-second get-their-attention.

[49:22] Vanessa: Jean is asking me, “I'm training a new sales rep who has no sales training. Which recording should I have them listen to to get the best training on selling to associations?” Jean, if you have a new sales rep who has never sold anything, I can't point you to just one video, right? I recommend they go through the training course, right? They need to understand the products. I recommend that you have them join Illusional. If you already have an agent account — I'm sorry, an Illusional account for yourself, a benefits, a Business Sense account — you could add them as an employee. And so you would increase your subscriptions to two and you would provide them with a Health Sense account, or you could encourage them to purchase their own Business Sense account so that they can go through the entire process, because understanding how this works is key to selling it, right? So that would be the first thing I'd do. If you want to compensate them for the $40, that's up to you, or require them to pay for it — however you want to handle that. But yes, have them experience the product, then go through the training course completely, and then on the Live Calls Archive — I think what you're asking me is which ones of these do we talk about associations with? And if you go into each account, we have a transcript. So you can do a search on these for associations. We talk about it so much.

[51:04] Vanessa: I would say they need to go through these training, right? The more informed and educated anyone who is selling Illusional services can be, the better. Because nothing will tank a possible sale faster than being asked, “What benefits do I get? What's this about? Why will this help me?” and having a salesperson go, “I don't know, here, look at the sales page,” right? Like, if you've got somebody — the hardest part is to get their attention. And if they're saying, “Oh, what is this?” — you've got their attention. So I have something to say about it. But definitely, definitely, definitely this January 29th where Deb is talking about all of the benefits — that is not limited to associations. The training on associations is Module 3 and Module 3, Part Two: niches and associations and recruiting associations. So that's really, really important. We've got sales conversations and role play with Brian and Tommy. Hot niches — that would be applicable if you have associations that are in those niches. Does that make sense? That'll help. And then we've got a Q&A — we have so, you know, so we cover everything in the Q&A. You guys know — you've got the greatest questions.

[52:39] Vanessa: Speaking of, do we have any more questions? Oh, you're welcome, Gene. I think we've answered them all. Again, thanks to Tommy and Sherry for helping me. Always great to have amazing wingmen and women on these calls. You are welcome. I see Tommy's still here. I don't think he's really here — I think he's just — he didn't just disconnect. Yeah, okay. I'll put out into the universe — we appreciate you, Tommy. Thank you. All right, Guy, we appreciate you. Thank you so much. All right, well then I won't dilly-dally just to consume six minutes if we don't need it. I want to thank you all so much and we'll see you in the Facebook group. We'll see you in the support group. Go forth, share the good news about Illusional, and we'll see you next week. Thank you so much, everybody. Thank you. Bye. Bye.