🔥 Call Kickoff, Audio Check & Prospect Activity

[0:53] Can everybody hear me now?

[0:55] I got a report that we had bad audio, and we got Brian coming on. All right, you can hear me now. All right. I was welcoming everybody. Good morning.

[1:10] We've got a great call today.

[1:11] I hope everybody saw my post in my email that we are going to be working on sales call scripting and role play with Brian Anderson and Tommy Frey.

[1:21] Might I say the best in the biz, in my opinion.

[1:24] So we got Brian, we got him bumped up to the organizer, and I know we've got Tommy here. Is everybody's audio and video good?

[1:40] Tommy, can you hear me? And Brian, are you there? Yes, I can hear you. Hey, Tom. Hey, buddy.

[1:43] How are you? I like it, guys. All right. So let's start with something different.

[1:50] How many of you have talked to a prospect so far? Just give me a one if you have, a two if you haven't.

[1:58] Have you tried talking to somebody? Have you taken that step?

[2:03] Right now I use the word “talk” to mean directly, and we're gonna talk about marketing separately, okay?

[2:09] Let's see what we got because this will help us understand kind of where you guys are. Let's see—so I'm seeing a bunch of ones, okay.

[2:23] It's about 60–70% ones, 30% twos, you guys, so you know.

[2:28] Kat said she tried, so we'll talk about that. Kat, good deal.

[2:33] All right, how many of you have done—maybe you haven't tried to have a conversation—if you've sent out marketing pieces, let's just say email or other one-to-many solutions, give me a three if you've done that, a four if you haven't.

[2:49] Does that make sense?

[2:49] Three if you've done direct email or ads or something like that, four if you haven't yet.

[2:55] No wrong answer.

[2:57] We just want to get a flavor, that's all, you guys.

[3:00] So most of you have not done that. A few of you have.

[3:05] It's probably 80–20 against right now. Totally fine.

[3:09] But it helps us understand what to talk about.

[3:13] Yeah, Guy said, “I did social posts.” Perfect.

[3:16] You know, good one from Guy Bergstrom.

[3:20] All right, Tom. So why don't we do this?

[3:24] Tom, I own—what kind of business do I own, man?

[3:27] Restaurant. I own a cabinet-making shop.

[3:31] I make kitchen cabinets and jack people for way too much money. Bathroom cabinets, kitchen cabinets. I've got, I don't know, 15 employees.

[3:42] How would that conversation go?

[3:43] Let's say we know each other loosely, right? We have a relationship, but we haven't done business together.

[3:53] We know each other—that kind of thing. Yep.

🔥 Role-Play: Cabinet Shop Owner Telehealth Conversation

[3:56] Tommy: So what I would do—you know, just get started. Yeah, let's just do it, man. Yeah, we'll just start a few.

[4:02] Tommy: Hey Brian, just wanted to stop by and share something with you.

[4:08] Tommy: I've been working on a program that has a telehealth component that is helping tons of people. Just a bunch of people in the area.

[4:16] Tommy: A lot of folks are very, very interested in what we have put together here.

[4:23] Tommy: And I wanted to just take a minute to kind of share with you what it is.

[4:27] Okay, let's look at what Tom just did. He talked about the journey. It wasn't even salesy.

[4:35] He's sharing it. Does everybody get what he just did? How easy was that? I'm not going to say no to him.

[4:41] He's not even selling me anything right now. Does that make sense, you guys?

[4:45] Because I know Tommy knows a guy that sells extremely overpriced cabinets and stuff that you’ve got to get on a long list even to get, by the way. This is true. It's factual, right?

[4:55] So what he did is he reduced the tension in the possible sales cycle. And I'm like, yeah man, tell me about it.

[5:03] I don't know a lot about telehealth, but obviously I've heard of it. I get it.

[5:06] It's online or on a phone or something, right?

[5:10] And in sales, Brad, you know, one of the other things I've tried to do is you want FOMO, right? Yeah.

[5:15] Everybody else is hearing about this, and they're really interested in it, so you don't want to be left out. You want to put that fear of missing out in that person's mind. You don't want to miss something everyone else is looking at—you know, “I don't want to miss that.”

[5:31] Okay, so let's think about it. What's it cost? I mean, that’s the first thing that would probably come out of my mouth. What's it cost, Tommy?

[5:37] Tommy: So, incredible deal, man. We've worked so hard to put this thing together. It's only $39.95 a month, and let me tell you what you get for that.

[5:51] Tommy: On the telehealth component, you get you, your wife or your spouse, and the six dependents above the age of two.

[6:00] Tommy: You’ve got kids in college? You can give it to them. You have a dependent living in their home.

[6:04] Tommy: Anybody that's in the house with you, you can put on this program. Now here’s the cool part about it:

[6:08] Tommy: There's no deductible. There are no co-pays. You can use it as many times as you want.

[6:14] Tommy: It also comes with a part of discounts on prescriptions.

[6:20] Tommy: Discounts on dental.

[6:22] Tommy: So if you have an issue with your teeth, you can just go and find one of their partners here, and they'll work with you to give you up to a 50% discount on dental work.

[6:32] Tommy: Also vision.

[6:34] Tommy: So with all the health things we're dealing with right now with Obamacare and the Affordable Care Act—and the premiums are about to go up at least 15%, right?

[6:42] Everybody knows this.

[6:43] This is a great opportunity for somebody to offset some of those costs.

[6:53] What do you think about that, right?

[6:55] Dude, I get it. As a matter of fact, you know—I don't know if you know this—but we don't even offer health care.

[6:59] It's just too expensive. Some of our people get it directly from the Obamacare Affordable Care Act.

[7:04] Some of them get it through their spouse, but we truly don't have a solution right now.

[7:09] There wasn't a plan that we could put together that made sense for the employees that we could make work.

[7:13] Tommy: You don't know how many people that I talked to feel the same way. And what we found is that using this does a couple of things and gives some people an opportunity to have some type of health care available to them through telehealth.

[7:30] Tommy: It also provides a retention component. And I know in this industry, it's hard—people turn over and things happen that way.

[7:38] Tommy: But this is an easy way to give back to your employees so they feel valued. January 2025.

[7:46] Hey, Vanessa, you—

[7:50] Nice, Vanessa. Roberts, mute.

[7:53] There we go. Sorry, Tommy.

[7:56] All these multitaskers, you guys.

[8:00] I get it.

[8:01] So what would it cost me to put this in place, and what would it really cost me for my whole team, man?

[8:08] Tommy: Yes, so you figure for $39 a person—what did you have, 15 employees?

[8:12] Yeah, 15 of us. And then obviously, Susie and I.

[8:15] Tommy: So $600 a month, you can give your employees all this, and it covers them and their family.

[8:21] Nice.

[8:22] Tommy: Or if you wanted, what we have some people do, Brian, is they'll have participation with their employees where you pay a portion,

[8:29] the employees pay a portion through payroll—adult.

[8:32] Hey, so what kind of co-pay is there on telehealth?

[8:37] Like I said, I don't know a lot about it.

[8:39] Tommy: Yeah, there's none.

[8:40] Tommy: There's no co-pay, there's no deductibles, and you can use it as many times as you want—no limit.

[8:47] Tommy: A lot of times you'll find that with all these competitors out there, you’ll get the same type of response from a doctor, but you'll end up having to pay a co-pay or you'll get a limited number of visits.

[8:59] So you're saying if John is in our woodshop—and he's got three kids—if they need to use it six times, they don't pay anything beyond the 39—

[9:12] Would you say 39 bucks? 39 bucks a month? Yep. Here's a perfect example. You've got John, right?

[9:23] Tommy: Let's say he's got a cold.

[9:24] Tommy: He doesn't need to go to the emergency room because that's a hundred bucks right there, and he's going to miss time at work with you.

[9:30] Tommy: So what we do is John picks up his phone, he uses the app, he dials in, gets his telehealth appointment, he talks to the doctor, the doctor says, “Okay, yeah, we need to get you some antibiotics.”

[9:41] Tommy: They call the prescription into CVS, Walgreens, Publix—wherever his pharmacy is—and then he takes off, goes and picks up the prescription, and doesn't miss a beat. Wow. All right.

[9:56] Tommy: It's unbelievable. Well, we're able to negotiate this deal, Brian.

[9:59] I'm telling you, with all the expensive stuff that's happening today.

[10:03] Where are the doctors from?

[10:04] Because they're going to ask me that.

[10:05] Where are the doctors from?

[10:06] Yeah, they're from all over.

[10:08] So it's a team of doctors that they've put together that are board-certified, regular doctors who also work in the telehealth industry.

🔥 Debrief & Mental Health Emphasis

[10:19] All right, you guys—hey, let's take a pause.

[10:21] Any questions or thoughts on what was happening with Tom?

[10:25] Because he started—you know—because he knows this person. This is an example of familiarity.

[10:31] So they're not grilling you right away. Usually it's, “Yeah, yeah, whatever,” and they'll listen.

[10:37] And then they start—I didn't ask for details until a little bit later because I was just indulging Tommy at first, right, because I'm a friend.

[10:44] And that's what typically would happen. And then they try to find out the specifics on how it works.

[10:52] Is it a good deal?

[10:54] And then they're going to ask a few more probing questions.

[10:57] Tom, what would you say would be a final question before, like, a buy decision, you know, on somebody?

[11:04] You mean what they may ask me?

[11:06] Yeah, what would be one other question that maybe I'm missing right now that they may bring up?

[11:10] We talked about money, which is usually the first one.

[11:13] We talked about the doctors.

[11:14] We talked about the co-pays, the other costs, which there are none.

[11:18] What else comes up?

[11:20] It almost sounds too good to be true, right? That happened on a couple of calls.

[11:23] I was about to say that's what the objection could be, that it's almost too good to be true. You hear that quite a bit.

[11:31] Well guys, I'm literally—Reggie Marshall just asked a really good question.

[11:36] I'm sitting here—you guys know I'm on the school board in my county—and we had three suicides recently, which is really sad, two teachers and a student in the last month.

[11:48] And the—yeah, thank you.

[11:53] It's challenging.

[11:55] Mental health is big.

[11:57] It's not just a marketing buzzword.

[11:59] It's a real issue anywhere.

[12:01] Doesn’t matter where you live—rich, poor—doesn't matter.

[12:06] So it's an important one.

[12:08] Tommy, Reggie asked a question about whether you should bring up disciplines, like it covers X, Y, and Z, and your normal sick stuff—it even covers mental health.

[12:20] Is it worth bringing that up, or when have you brought that up in the past?

[12:24] Tommy: Yeah, I didn't bring that up and I probably should have.

[12:27] Tommy: So it's a great catch there, Reggie.

[12:29] Tommy: I would definitely bring that up when I'm talking about mental health.

[12:32] Tommy: It's a big component of it; I mean, it's nice to have.

[12:34] Tommy: So that's an important one.

[12:36] And then you could always go to the business owner, and once he's interested, you could come in and say, “Hey, I've got a list here of all the benefits.”

[12:45] “So I want to go over each one of them with you so that you understand what you get as a business owner and what your employees get.”

[12:50] And I would actually line-by-line each benefit all the way down.

[13:00] Yeah, nice.

[13:00] Good feedback, Reggie.

🔥 Handling Gatekeepers & Getting to Decision Makers

[13:02] Tom asked, what about gatekeepers?

[13:04] Tom, now, okay—so in this, let's separate that one, Tom.

[13:07] Like in this example, this is somebody that you have a loose relationship with, right?

[13:12] It's a different conversation than if you were actually in a pure sales role with a business, right?

[13:18] Like, let's say you were selling local marketing, right?

[13:20] And you're trying to get past the gatekeeper.

[13:23] In this case, this is somebody you kind of know.

[13:25] So you're already past the gatekeeper.

[13:27] But Tom, let's use his example.

[13:31] Let's say you're at the front desk and you're talking to somebody at this cabinet shop and you've never been there before—you don't know anything about them.

[13:38] Or actually, better than a cabinet shop—let's say in the car business—you’re walking into an independent used car dealer, and there's somebody who's not the owner. That makes them a gatekeeper, right? And they're like, “Hey Tommy,” or you introduce yourself, and they're going to try to sell you a car in that case.

[13:53] So how do you pivot from that gatekeeper or that unrelated party to get to the right person?

[13:58] So that's a tricky thing to do, guys, and that's just sales. Anytime you go into a new relationship, you have to build a relationship.

[14:07] So I do this all the time when I go into these dealerships, and my goal today—maybe I want to know who the receptionist’s name is. That's all I want to do.

[14:22] So I go in, I find out who she is—or he is—and then start building a relationship from there.

[14:27] So the next time I come in, it’s, “Hey, I want to make sure—hey Brian, Tom again from such-and-such—wanted to make sure I had a chance to stop by and see if I can get an appointment with—”

[14:39] Whoever the owner is. And then you just have to play it by ear at that point, see what response you get from them, and how you start to continue following up, following up, following up.

[14:51] Because nine times out of ten, you're not going to walk right in and go straight to the decision maker.

[14:57] It's just not possible for that to happen.

[14:59] So the person who is the gatekeeper—they got that name for a reason, right? They keep their boss insulated. You have to figure out a way to win their trust and have them feel like it's okay to introduce you or give your information to the person who's making the decision.

🔥 Warm vs. Cold Prospect Conversations & Real Business Examples

[15:16] Okay, that makes sense.

[15:18] And I think let's treat them as separate calls, right?

[15:22] Because conversations with someone warm—somebody you know—are different from conversations with the gatekeepers we all know.

[15:27] And the gatekeeper conversation is different when it comes off a marketing piece than off a cold call, phone call, or otherwise.

[15:37] So, all right.

[15:39] Hey Brian, let me add this.

[15:40] Tommy: So most of the businesses that I'm dealing with, you don't really see many gatekeepers, right?

[15:45] Tommy: Because my focus has been on companies with 50 employees or less because of the insurance component, right?

[15:50] Tommy: So most of the time, when I talk to these folks, I actually get to the person that is the decision maker.

[15:57] Well, Tom, think about it.

[15:58] When we were in a restaurant—

[15:59] Yeah, think about it.

[16:00] That restaurant has a host.

[16:02] The Mexican restaurant?

[16:03] Yeah—is the hostess the gatekeeper? Or a waiter or bartender?

[16:06] No. I saw the owner walking around, and I asked the guy, “That's the owner, right?”

[16:10] He goes, “Yeah, Veronica.”

[16:12] Right. I just walked up to her and said, “Hey Veronica, can I speak to you for just a second?

[16:17] I want to share something with you that I've been sharing with everybody else in the community, and I think it's really going to be something you'd like to hear.”

[16:24] They're always going to say yes because you're a customer.

[16:27] I just maybe gave her the high level—didn't spill all the candy—and I said, “You can offer this to all your employees. You don't have to pay for it—you can pay for it.”

[16:35] We had—I want to say—nine or ten that were signing up, and I think Sherry's going Friday to sign her employees up. But what she did was she set an appointment with me for 10 o'clock last Friday.

[16:46] I got an audience with all her employees before the restaurant opened, and we were able to pitch it and talk to them about what we had, and I think nine people said, “Yeah, we want to have this,” so we're going Friday to sign those folks up.

[16:59] So that's a good example right there of walking in. You know, everybody goes to restaurants, right?

[17:03] Everybody goes to these gas stations and places.

[17:06] If we go to anything that's individually owned, you need to walk into those places and shake somebody’s hand there.

[17:16] Okay guys, so somebody give us an example.

[17:21] Let's keep it real-time, off the cuff.

[17:24] Somebody on the call—give me an example of a business.

[17:28] And if we don't get one, we'll just make one up ourselves.

[17:31] But one of you guys, give us an example of one you'd want to target.

[17:35] Now, if you heard what Tommy said, he's saying—look, less than 50 employees—and I can tell you right now, the blue-collar trades kind of businesses tend to work better.

[17:45] They're easy.

[17:46] Restaurants, easy.

[17:49] Doctor’s office—it's going to be pretty tough, you guys.

[17:51] It's probably not going to work.

[17:53] Lawyer’s office—you will run into a gatekeeper.

[17:56] So I wouldn't target those unless they respond to your marketing.

🔥 Pest Control Business Example (Victoria)

[18:00] Pest control—alright.

[18:06] Yeah, no—Joe, Joe Reinhart—we’ll hit yours in just a second. I just saw yours. Let's use Victoria’s example.

[18:11] Tell me—pest control company. What's that one out there that helps me at the lake—Bug House?

[18:16] All right, so I use this company. They're a pest control business. They probably have 50 to 100 employees, you guys.

[18:22] They've got the people that come out and do the spraying of the houses.

[18:27] They've got a critter division, if you will, that does—if you get a squirrel or something in your attic—things like that.

[18:35] Raccoons—what's the thing that goes in—armadillos.

[18:40] Yeah.

[18:50] They've got two different divisions, and then they’ve got the people in the office—the back-office team and the routing team.

[18:54] And then they've got the technicians that do all the work and kind of know the clients.

[18:59] So I wouldn't be surprised if some of those outfits in pest control have 100+ employees.

[19:03] This one isn't that big, but all right—Tom, Bug House.

[19:03] They've got 50 employees. How are we going to attack a pest control business?

[19:09] Tommy: So I want to find out who the owner is, right?

[19:11] Tommy: So if you're a guy spraying, I want to find out who the owner is.

[19:14] Tommy: Then I want to find out where the owner is.

[19:17] So Victoria here is the owner in this case.

[19:20] Tommy: Okay, I'm going to do the same thing.

[19:22] Tommy: I'm going to keep it high level and keep it simple.

[19:24] Tommy: And with 50 employees, I'm going to target the insurance.

[19:29] Tommy: It's expensive.

[19:30] Tommy: And I'm going to bring this into a way where some of the employees can't have insurance even though you have to offer it—there are a lot of people that opt out.

[19:39] Well, remember—a lot of them are not full-time.

[19:43] Yeah, a lot of them could be part-time guys that don't—

[19:46] Yeah.

[19:51] So yeah, while obviously you can have insurance and still get telehealth, the focus would be on people that don't have it, you guys. It would be a much easier discussion than people who already “have insurance,” because they think they already have the silver bullet, right?

[20:04] They don't know that their employees are hurting with five- and ten-thousand-dollar deductibles and co-pays and stuff that really jacks up the price of visits—not to mention it takes a couple of days to get in.

[20:17] That's a separate conversation with the person that has insurance.

[20:21] The person that doesn't—so we've got Victoria, who owns a pest control company—and Tom, what's that initial conversation with her? Kind of that high-level one that you start off with again in the area.

[20:35] Tommy: “I want to share something that a lot of people are finding very useful and helpful with the prices of insurance. The cost of everything is going up.”

[20:44] We have a—

[20:44] We’re getting a lot of echo back, Brian. Sorry.

[20:50] I'm sorry. Let me check and see who's unmuted. Yeah, it's just me and you. So it should be okay.

[21:02] I'm trying to do this. Victoria, echo is crushing me, Brian.

[21:10] I'm like two seconds behind; I'm talking to myself.

[21:12] Let me just log back in and I'll just chit-chat for a second.

[21:15] Let me try to do that.

[21:17] Yep, no worries, man.

[21:18] Hey guys, while Tommy's reconnecting, is this kind of stuff useful?

[21:24] And we can break down situations over and over and over again because there's no one same situation.

[21:31] You’ve got the companies that are trades, you’ve got the office jobs, you’ve got the people who have insurance, the people who don't have insurance, they're really small, they're midsize, right?

[21:39] There's a lot of variations.

🔥 Residuals, Churches & Family Member Example

[21:43] Oh, great question from Anthony.

[21:45] You know what?

[21:45] So Anthony just asked, does the owner get a $3 residual per employee or member that joins?

[21:52] No, we have that set up for associations, but no, the owner would not.

[21:57] But that's a fair question—good one.

[21:59] Anthony also asked about churches, and so we'll talk about that as well.

[22:03] I'll give Tommy a minute to reconnect though, Anthony, and I'll bring that one up.

[22:08] Hey, Brian.

[22:10] Hey, Sherry. Hey Sherry, how are you doing?

[22:11] I have something interesting to add since we're talking about—

[22:15] So I had someone in my family actually reach out to me.

[22:21] She is 25-year-old that’ll be 26 next year.

[22:25] Oh yeah, going off the insurance, yeah.

[22:27] Yeah, and a 24-year-old, right?

[22:30] And she's already considering—

[22:32] And she said to me, “Sherry, I have two young, very healthy kids.”

[22:39] “And they're asking me,” right? Millennials, right?

[22:43] “And we’ve got the Gen Z with the AI issues,” right?

[22:46] Well, because it's hard for them to find jobs, right?

[22:50] And they're asking me, “Mom, why do I have to pay all this much,” right?

[22:55] And I have—just for those that may not know—I have an insurance background. I used to work in healthcare. Insurance is all about the risk. That's why you pay for it.

[23:04] And this is not insurance, right, as we've been sharing, but it is an alternative, right?

[23:12] And so think about it too, I would say all those young—think gyms—they work out, the kids that work there, they work out, they're healthy.

[23:21] They don't want to pay thousands of dollars for an emergency or for insurance because they don't think they're going to go to the emergency room.

[23:29] And again, if they accept the risk, right?

[23:33] If something happens, that's fine.

[23:35] But really, the probability of something bad happening is low.

[23:42] And this is a great option too for those kinds of places that have a lot of young people, right? And also think about the families where they have the 20-year-olds that now they have to provide insurance for their 25-year-olds that will not have—they can't provide insurance, I'm sorry, I should say—for their 25- or 26-year-olds that will need to have something else and can't afford it. So anyway, I just wanted to add that.

[24:11] Oh, that’s a really good point. A lot of us have kids getting near that age. Some of us have kids older than that age. I’ve got a 24-year-old daughter now. Now look, she works at a company that provides insurance, but at the end of the day, that's not everybody, right? Think of the people that are in the food service industry—they probably don't have insurance.

[24:29] It's a great angle depending on—you know—if you're a certain age and you kind of have people like that, it's a great option. All right, we got Tommy back, you guys.

[24:40] So we're going to dive back in.

[24:42] Tom, you want to test your audio?

[24:44] Yeah.

[24:45] How about now?

[24:45] Can you hear me?

[24:46] Oh, you sound really clear, dude.

[24:47] Yeah, very clear.

[24:49] You know what I did was I clicked on two links.

[24:52] So I had the webinar open in two spots, man.

[24:55] I'm sorry about that.

[24:56] That's all right.

[24:57] All good.

🔥 Continuing the Pest Control Conversation (Victoria)

[24:58] OK, so let’s dive back in on pest control.

[25:01] She did a good aside.

[25:03] And I did an aside on—there was somebody asking about, does the business owner get a residual?

[25:09] And so in that case the answer was no, but—so talk about pest control.

[25:14] So what's that opening conversation with Victoria, that business owner?

[25:18] Tommy: Yeah, so—“Victoria, hey, it's Tom.

[25:21] I'm in the area, I'm local.

[25:22] What I've been doing is sharing something that we've put together with small businesses that are around.

[25:27] Unlike some of the larger businesses, you know, health insurance is a really, really tough thing right now.

[25:33] So what we've done is we've come up with a component called telehealth.

[25:37] It’s a Small Business Advantage member component for telehealth, and what it does is it bridges that gap between those that have insurance and those that don't. It's not an insurance product, but I wanted to share just a little bit about what we have so you understand what we've got going on with it.”

[26:16] “Yeah, I’ve got a second, man. I don't have a lot of time, Tommy.”

[26:20] Tommy: “Perfect. So we have a telehealth component where your employees—you. Some of our people are buying it for the employees, some people are letting the employees do payroll deductions themselves, or they just make it available so the employees who want it can get it.

[26:31] It’s $39.95 a month, and what you get for that $39.95 on the telehealth side is you get telehealth from board-certified physicians. It has a mental health piece for those that need the mental health piece.

[26:45] There’s no deductible. There are no co-pays. There's no out-of-pocket whatsoever, and it covers your employee, their spouse, and up to six dependents anywhere from age two and up in their house.”

[26:45] “Man, that sounds interesting. Can you leave me some info? I'll take a look at it.”

[26:48] Tommy: “Yeah, absolutely. There’s a lot doing this. I’ve got two PDF flyers that I'm going to leave behind that I print up—guys, just so you know—on nice paper.

[26:58] So yeah, here Brian, I'm going to give you this one. This is the business side.

[27:02] That is what you would get for the business; there are a lot of things that your business is going to get. And this is the health side. This is what your employees would get. For instance, on the business side for you:

[27:14] You get the health, of course; you're going to get some discounts on health,

[27:20] prescriptions, dental, and vision—there are some benefits there.

[27:23] There’s also, as far as the business owner, like dark web protections, other things we can go over in detail

[27:32] when we’ve got some more time.”

[27:34] “Yeah, what I hit on when I had the conversation the other day is I hit on the phone insurance, the dark web, and the monitoring, and that was just the only ones.

[27:43] I said there are several other things, but these are some of the good ones that really plug it.”

[27:48] So what do you do? Obviously, you're not going to hard-press Victoria in this case, right?

[27:53] You're leaving her some info because now she went from unknown to known.

[27:59] Now she’s a possibility. She’s not a yes yet.

[28:02] She's a possibility, and you're just going to follow up at a later point. You give her a couple of days, right?

[28:07] Yep. And you've got to follow up, follow up, follow up. Because we all like to think so—

[28:14] We're never the most important person in that person’s life at that moment.

[28:17] Trust me, you have to follow up and just consistently go back.

🔥 Transition to Next Role-Play Scenario (Email Lead Response)

[28:24] All right, so we did that example on the business you know.

[28:27] What about an example where we talk about somebody who sent some emails out and they got a response from somebody that said, “Tell me more,” right?

[28:40] Not a lot of details, but the person expressed a little bit of interest.

[28:45] All right, let's pretend you called me up, and I'm a roofing shop now, and I responded to your marketing piece, and I just wanted to get some more info.

[29:00] Great.

[29:01] Tommy: “Hey Brian, thank you so much for the call.

[29:03] I'm so excited to share with you what we’ve got going on at Illusional.

[29:07] So the biggest part of what we do here is something we negotiated out, and it's telehealth.

[29:13] So how big is your company?”

[29:20] “Oh, what do you mean?

[29:21] How much money we do or—”

[29:25] Tommy: “How many employees do you currently have?”

[29:27] “Well, if you count full and part time, we've got about 120.”

[29:27] “That's great. That's great.

[29:29] So we’ve got summer, seasonal, you know—casual—but we’ve got a pretty good team. We've been around for almost 18 years.”

[29:36] Tommy: “That's fantastic. That's fantastic.

[29:38] So, as you know, insurance and things like that are very expensive right now.

[29:43] We're looking at increases of one-five, one-one.”

[29:47] “Yeah.”

[29:50] “Right.

[29:50] So, with the telehealth, $39.95 a month, we can offer this to your employees, and it's going to give them coverage for them, their spouse, up to six dependents in their house anywhere from age two and up. No deductible, no co-pays.

[30:11] There’s a mental health component that comes along with it. They get dental and vision coverage or some discounts with some partners in that area, and they get prescription drug discounts as well.

[30:21] Do you think that's something that your folks would be interested in having?”

🔥 Responding to “Tell Me More” Leads

[30:26] “Maybe. You said 39 bucks—now, do I have to pay that or are they going to pay that?”

[30:31] “So Brian, it's completely up to you. We have a couple of different things that many people in the industry here are doing. Some people are paying it to their employees as a benefit. Some people are allowing the employees to participate with the business paying a portion, and then others are just making it available so the employees who want it can pay for it and get it. Which one of those scenarios do you think works best for you?”

[30:55] “You know, I might be willing to pay for a few of the team, and then we could make it available to the other ones.”

[31:00] Yeah, that's a great idea. You know, you have a couple of key employees that you want to make sure they stay happy, right? Because you're paying attention. Yeah.

[31:14] So, okay, now would you normally ask them if they have insurance?

[31:20] Well, that's why I wondered how many employees you had in the beginning, because I want to know—do you have to give insurance to your employees?

[31:28] And I think they're probably going to tell us, you know, “Well, I already have insurance.” Hey, that's great.

[31:34] Yeah, in theory, you're going to hear that objection possibly. And those people are less likely to pay for it, but they're still open, probably to offer it. All right. So hang on.

🔥 Warming Up Your Market

[31:52] So for everybody on the call, if you had to think of—let’s do it three different ways. The first question is going to be: tell me the name. I mean, I'm not going to read all these out. I want you right now to tell me the name of a business that you're quasi friends with the owner, that you think you could have a conversation like Tommy did with the cabinet guy at the beginning.

[32:01] Just name the business.

[32:14] Just name the business. I'm not calling any of them, I promise you. I'm not even going to read them out loud. Tell me the name of the business.

[32:16] I'm going to tell you why I'm doing that. Tell me the name of the business.

[32:19] That's just one. I bet a lot of you know more than one business.

[32:22] That one business you're going to have a conversation with—tell me the name.

[32:23] Everybody's got to answer or you're in trouble. All right. Donald Leath, you're the winner because you were first. Boom.

[32:36] Joe Reinhardt, good. Anthony said it's a church he knows. All right. Come on.

[32:41] There's more than three of you here. I promise you that. I'm looking at the list.

[32:47] It's important for you—there's a business that you know right now that you have a connection to, that you're friends with, you shop there, you spend money there, your buddy owns, your friend's mom owns, whatever it may be, right? There we go—flooring, printing.

[33:09] Kat said, I don't know any.

[33:10] All right, Kat, we're going to use you as an example, because you and I know each other. So all right, Kat—think of places.

[33:19] Let's go beyond your friend for a minute. You don't have to be friends. What about a place where you either spend money or time—like money?

[33:22] Maybe it's a breakfast restaurant, or it's a retail shop you stop in at, or maybe you're always having electrical problems at your house and it's a company you call all the time. Or maybe it's a church you go to. I have plenty, dude.

[33:46] I know the first one that popped into my head—J. Chris.

[33:51] Oh yeah, you're right.

[34:02] You're a celebrity there.

[34:04] Yeah, you know, in a really small pond, dude, anybody could be a celebrity. I get to play with celebrities at that place. That and the Starbucks drive-thru.

[34:11] But I just put that on there. I just typed that when you said that. That is so funny.

[34:21] I literally, you guys, went to Starbucks this morning—and then we got to refocus on Kat.

[34:25] And I know the ladies that work there, right? Like, they know me, I know them.

[34:30] As soon as I pull up to the drive-thru, I don't even say anything.

[34:33] They go, “Hey Brian, how are you today?” Because they can see you, right? And I'm like, “Oh hey Julie or Jackie,” whoever it may be.

[34:40] And you know I got this new thing where once a week at a random business, I want to tip an inordinate amount of money for the business.

[34:48] And so today was the day for Starbucks. And so I gave—I don't know—a hundred bucks or something to the lady.

[34:55] It was almost like a gift card on a webinar, right? I had a hundred dollars. I was talking to Vanessa on the phone, and I said, “Vanessa, I'm gonna give this lady—I think it was Jackie—a hundred bucks.”

[35:03] And I'm like, “What do you think?” and she's like, “Yeah, you should do it.”

[35:07] And you know what? It made that lady's day.

[35:10] And you know what? She's going to pay it forward with kindness to all the other clients today, other people she interacts with in life.

[35:16] And it's the right thing to do sometimes.

🔥 Brainstorming for Someone With No Warm Market

[35:20] Okay, so he's right at my breakfast place.

[35:22] So Kat, for you—think about you. All right, Kat, you're going to be hard on me, I know it.

[35:28] All right, she shops online—WM and Amazon, Walmart and Amazon.

[35:35] “I don't go anywhere, I don't eat out, I don't shop.”

[35:38] Well, you're on social media though, Kat—I see your posts.

[35:42] She says she's bored.

[35:43] I would argue you're not boring, but I get your point.

[35:47] All right, you guys, let's get the group helping Kat right now.

[35:50] Ms. Clore, let's help her.

[35:52] So she doesn't really go out a lot, right?

[35:55] Let's just work with that—and Walmart isn't gonna work, and she uses Amazon.

[35:59] What would be—but she is online; she's on social media.

[36:03] Now, Guy Bergstrom earlier said he did several social media posts, Kat—pretty easy.

[36:10] Could you post some stuff?

[36:11] What do you guys think is something that would be a good fit for Kat, knowing she's not always out and about? She doesn't have that warm market.

[36:21] What do you think, Tommy? “Kat, do you have garbage service at your house?”

[36:30] “Do you have trash to pick up?” No answer yet. “No”—she—oh man, Kat is tough.

[36:48] All right, I've known her a long time.

[36:48] She goes, “Brian, tell Tommy I live in an RV and it's all included.”

[36:54] I got where he was going. There was a reason I was asking that, Sherry.

[36:57] I'll tell you, I'm looking—I was looking at her office and there was a little bank down below with cash.

[37:03] I was like, “What are you doing with this cash?”

[37:06] And Sherry—tell her about what you were doing with that cash.

[37:10] “I'm getting a coffee.”

[37:14] “No, you're not getting a Starbucks—”

[37:14] It's about one Starbucks.

[37:16] “There were two $100 bills.”

[37:20] “Oh, those—yes. Sorry, babe. Sorry.”

🔥 Goodwill, Relationships, and Access to Business Owners

[37:20] “What was that for?”

[37:22] So, okay, so we have our trash guys. It's for—they go above and beyond for us.

[37:30] And I'll share this goodwill story, right?

[37:35] So my father passed away, and I was in Florida for almost four weeks, and Tommy had to come back and forth between the house and Florida, and they didn't know what was going on, but they walked all the way to my garage to pick up the trash every week, and I found out after I came back.

[37:52] I've been to their house.

[37:53] That's a walk.

[37:53] That's a nice little walk.

[37:54] It's not included, so you guys know—

[37:56] It's not included, yeah.

[37:57] Most of the time, if you don't get the trash to the curb, they won't come and get it.

[38:02] So yeah, so they were doing that.

[38:03] And of course, I cried when I saw them and found out and gave them a big hug.

[38:07] And I've been tipping them at Thanksgiving and Christmas.

[38:10] And they still do it if I forget, right?

[38:12] I try to remember, Tommy tries to remember.

[38:13] But if I forget to bring it to the curb, they still do it.

[38:16] And I give them—we give them—a tip every Thanksgiving with a beautiful thank you card at Thanksgiving and then a Christmas card.

[38:25] And they're wonderful people.

[38:27] Yeah, so the company—we could absolutely get the owner of that company through that relationship.

[38:33] That's just one example of things to do. But yeah, I would say you are on social media. I would do just like you're doing right now—reach out to people like us and say, “Hey, who do you know that might use this?”

🔥 Expanding Through Connections

[38:49] Tom, she just came up with—

[38:49] She said, “I did have a friend that I did try to speak to, and he had almost died recently because he couldn't get into his doctor, and he's a realtor that lives in Arizona—and Kat’s in Missouri.”

[39:04] Realtors are great.

[39:05] Well, think about realtors for a second—and this is for anybody, not just Ms. Clore here, right?

[39:11] Realtors are typically 1099 employees—almost all—of a brokerage, right? And they're not provided any kind of insurance.

[39:19] Some are married and maybe have it; some may have it through the Obama program, the Affordable Care Act.

[39:24] But at the end of the day, the vast majority do not really have any kind of—

[39:28] I don't have any real stats; you just got to work with—

[39:30] The vast majority—they do not have any kind of real insurance, and this is a great thing.

[39:36] And you want to know what? A realtor who's basically a professional salesperson would be a great field agent for you, Kat, as an example—your friend.

[39:46] And it's opening up a market for you in Arizona while you're in Missouri.

🔥 Identifying Opportunities in Everyday Places

[39:51] Kat, I have a question about your RV.

[39:53] Is it in a park or a facility where there's a company or a small business that runs it and there's you and other RVs there as well? Or are you just by yourself on a piece of land?

[40:10] “How does that work?”

[40:10] “So it is in a park.”

[40:15] So you’ve got the people there, right?

[40:15] That would be somebody to talk to.

[40:18] But I liked your example of the realtor because I think that one scales.

[40:22] That's a really good example you had, and you're on to something there.

[40:29] Is it a park where you are?

[40:32] Is it like a Jellystone, an H—what’s—

[40:32] What's an independent park?

[40:34] Somebody owns that one.

[40:46] OK, that’s great.

[40:46] So I'm going to tell you what—Brian, you know this one, I know this, Tom—

[40:51] So when we owned the factory doing tiny houses over in Alabama, I used to call all these parks.

[40:56] And I'm telling you, it's an odd little group of folks, but they're some of the most loyal and some of the best folks you'll ever meet in your life.

[41:03] Those are fantastic opportunities.

[41:05] You get in with this one and get into the organizations where those guys go.

[41:10] There's all sorts of—matter of fact, I'm gonna send you the link on Facebook.

[41:17] I'm in a couple of groups still, and I'll send you those.

[41:20] That would be great.

[41:21] Mark, you understand it.

[41:22] You live there, you understand the culture, you understand the people.

[41:24] This would be an awesome, awesome opportunity for you to do that area.

🔥 More Examples of Local Business Opportunities

[41:31] I was up in North Carolina in the mountain area, kind of like southwestern, western North Carolina. Tommy, there was that tiny home park I went and visited, and I toured.

[41:41] I met him. They probably had 10, 15 people on staff there at least.

[41:45] Oh yeah. I can't remember the name. Simple Life.

[41:48] Yep, that was the one. Yep.

[41:51] And okay, let's—and somebody else, Jessica, had a good idea, Kat, about—do you ever go to a chiropractor, maybe a massage therapist, or even a beauty salon for your hair?

[42:01] I'm gonna pick on Sherry because didn't you tell me once, Sherry—or maybe Tom—don’t you go to that place, is it called Susu or something?

[42:10] Susu, yeah. Susu, yep, yep.

[42:12] Susu Hair Salon. I drive by there sometimes.

[42:15] And, all right, so—

[42:17] Should I cut off this call for just a second?

[42:27] I don't care how much it costs. I don't care if it's five dollars or five hundred, but do you see the same lady every time when you go to the hair salon, or no? Or is it different every time?

[42:36] I go every time, for five weeks.

[42:43] And what's neat about hair salons too is that you're sitting next to a bunch of people, right? So easy conversation—it’s an easy one, you guys.

[42:53] Most of them are—not all, but mostly—independent contractors; they're not typically W-2.

[43:01] Even if they are W-2, it's unlikely they have any kind of robust insurance plan. Unlikely.

[43:01] So—but what about y’all? What about the place where you get your nails done, where you put your feet up and they do the pedicure, manicure—what is that called—a nail salon? What about that place?

[43:14] I don't know a lot about it. I've been there a couple of times with my wife and daughters.

[43:18] I guarantee you—they don’t have any insurance in those places. None here.

[43:23] Guaranteed. Yep. What about—I'm reading Jessica's message in there—massage place.

[43:30] They're going to be smaller, right?

[43:31] There might be one or two, maybe a handful of massage therapists.

[43:36] Typically, they're not usually large, are they?

[43:39] Gyms are really good too, Brian.

[43:41] Anything like the CrossFit trainer? What about that, Tim? I mentioned that earlier.

[43:47] Lake Ekolu Family Fitness. I'm a member. Yeah.

[43:51] They’ve got a handful of employees in there as well.

[43:55] And I'm just picking on the small town of 15–20,000 people where Tommy and Sherry are and where I am.

[44:02] So, you guys, there is no shortage. Now, one of the team earlier—Victoria—talked about a flooring company.

🔥 No Shortage of Business Niches

[44:13] So I used to live in my previous house; my next-door neighbor ran a flooring business, hardwood flooring company. And you know what? He had about 15 employees, and they would do installs.

[44:26] Some of them were—I think they were all 1099. And he had different, I guess, people that were doing these installs, and it's very expensive for this hardwood flooring. And obviously, there’s other kinds of flooring. There's carpet, carpet and tile, you know, there's all the things.

[44:45] There is no shortage of places that fit. And on this part of the conversation—

[44:51] We're just thinking about people you have a nexus with. What do I mean by that?

[44:57] You’ve got some kind of connection—it doesn't mean they're your best friend; it doesn't mean any of that at all.

[45:03] Like Jessica said her church, Steve Brant said Studio Six, Randall said body shop, printing company, Reggie said—

[45:12] So when you start thinking about these places, I bet Reggie does business with that printing shop if I had to guess, right?

[45:20] Think about it.

[45:21] Maybe it's a gas station—you go in all the time, you put gas in your car, and you chit-chat with the guy or gal that works at the gas station.

[45:31] Maybe, maybe it's a pizza place. There's a place called Mellow Mushroom in between Tommy's house and my house that I sometimes go to. Tommy signed them up for ERC. They got a quarter million dollars back. I promise you, Tom, that they'd be more than willing to talk to you about something.

🔥 Everyday Places as Prospecting Opportunities

[45:49] Absolutely. David, right? Is that his name—David, or no? Yes.

[45:53] Yeah, I remember these steaks. All right.

[45:55] So, for all of you that eat pizza—you’ve been to a pizzeria—that's probably a potential spot. You get your car fixed. Anthony said an auto shop.

[46:07] Now, I have been consistently bringing my kid's car to BMW to fix.

[46:12] It's an old convertible I had, gave her, and it's like I literally gave her nothing but problems, but I've been fixing it.

[46:22] Let's say you don't go to a big franchise dealer and you just go to a normal auto body store—people are about as nice as you find at an auto body store. They're really easy to talk to, right? Or at a repair shop.

[46:39] There are no shortages of places at all.

[46:45] All right—you're almost going to have to—I think you'd struggle more to find somewhere that doesn't work than somewhere that does.

🔥 Using Connections to Reach Associations

[46:50] How about this?

[46:50] I'm going to read what Reggie said, and you guys heard me talking about his print shop.

[46:50] He goes, “Brian, yes, I use them, and my printer introduced me to the Chamber of Commerce because I'm new in the area,” and Reggie's in on a chamber deal via this connection.

[47:02] He had a conversation with one person.

[47:04] Whether it worked out or not isn't really the point.

[47:07] I don't know if the printer's going to join.

[47:08] Maybe they already joined.

[47:09] Maybe he didn't even ask, but you know what?

[47:11] It teed up a big association deal—a big chamber.

[47:17] So Joe said—Joseph said—“So companies can offer to their 1099 employees. Companies can offer their 500 employees 5,000—there's really no cap.”

[47:28] 1099, Brian, instead of W-2.

[47:31] Oh, I'm sorry—yeah, Joseph, yeah. I misread it, man.

[47:34] Sometimes when you're reading this stuff—thanks, Tom.

[47:37] Absolutely—1099.

🔥 Telehealth Value for All Types of Workers

[47:38] And listen, no matter where we all fall politically, it doesn't really matter because guess what?

[47:45] Legal or illegal, having some telehealth would probably help.

[47:51] Yeah, we brought that up, Brian, at El Cidio because there were a couple of people that—that wasn’t a good question for them, and like—we’re never going to ask you for your status.

[48:02] Landscaping companies often have people that—maybe not all of them are legal citizens yet.

[48:08] They're in process.

[48:09] Maybe they're—maybe they're not in process, right?

[48:13] But they still—they get a cold, they cough, they could sure use some medicine, a prescription, and—

[48:22] Well, they go to the emergency room.

[48:22] That's what happens because they don't have the availability to do anything else.

[48:26] They have to go to the med first or the emergency room.

[48:29] It's really the only option they have.

[48:31] So, Tom, via the app, what if they only spoke Spanish?

[48:35] Could you get a Spanish provider?

[48:38] Absolutely. Absolutely.

[48:39] Think about that, you guys, right there—Spanish provider.

[48:42] I just want to—we're trying to open our eyes. There's no one right answer right now.

[48:49] And this is more of a role-play idea generation call, and that's what we're trying to do, right?

[48:55] Guy Bergstrom brought up a print shop guy. Why don’t you chat with Reggie and kind of see how that whole chamber kind of came together?

[49:01] And I guarantee—guarantee—your print shop knows some associations.

[49:04] They can tee up for you. All right, so—

🔥 More Leads Through Community Relationships

[49:16] Let me see. Oh, the printer is a member of the chamber. I like it.

[49:16] All right. Yep, Kat, we answered you. No, you're good to go, Kat.

[49:20] The price of one ER visit would cover most, if not all, of a year at 39 bucks.

[49:27] And Steve Brantz is exactly right.

[49:30] Yep. And you know, I asked a question when we were there.

[49:35] Well, I heard the question.

[49:37] The owner asked one of her employees—she said, “Well, I always go to the emergency room,” and she goes, “Well, do you pay what they charge you?”

[49:43] “Or do you just let it go?”

[49:45] She goes, “No, I have to pay it, because if I don't, they won’t see me when I come back the next time.”

[49:50] So I don't know if that's true—they won’t see her—but they have that mentality.

[49:55] Yeah, you're right.

🔥 Personal Example of Medical Costs

[49:56] Hey, I'm gonna show something on the screen.

[49:59] Hey, hey.

[50:00] All right, I'm sitting here straight up, y’all.

[50:03] I'm multitasking before the call starts.

[50:05] I'm paying bills.

[50:07] I just opened this bill up, and I thought it was appropriate.

[50:11] I have insurance.

[50:12] Let me see if y’all can read it.

[50:14] Yes, my middle name is Anthony, but—1031 statement—I was charged $705 for this hospital visit.

[50:22] There was an adjustment of 253.

[50:25] That's right here.

[50:26] That's where they knocked off the—let me see if we can see it better.

[50:30] They discounted it down.

[50:32] You can see insurance paid 391. Guess what?

[50:38] I'm getting hit for 60 extra bucks.

[50:43] Sixty bucks, one visit—sixty bucks.

[50:52] Think about that for a second.

[50:54] Now, I don't go all the time.

[50:55] I probably should go more than I do.

[50:56] But what if I went five times, six times a year, and I got 60 bucks—that's 300 bucks—that's a whole year.

[51:03] But I have kids, and my kids go a heck of a lot more than I do.

[51:07] My wife goes a heck of a lot more than I do. And sometimes you need to be seen, but sometimes I need a prescription called in—like I was under the weather last week. I really just needed a Z-Pak, you know?

[51:21] Guys, the value of telehealth—whether through us or someone else—cannot be understated.

🔥 Highlighting Urgent Access to Care

[51:27] Kat brought up her realtor friend in Arizona—couldn't get an appointment for a couple of days and almost passed away.

[51:34] Think about that for a minute.

[51:36] And before you think that's hyperbole—it’s not.

[51:40] She's probably spot on. Happens all the time.

[51:44] You can't get a same-day visit unless you happen to be best buds with the doctor.

[51:50] Like, I can get a same-day visit at my eye doctor who’s a really good friend of mine, and my dentist, because I'm buddies with both of them.

[51:57] Outside of that, I'm not getting—for like a “I'm under the weather, sniffles”—

[52:03] I'm not getting in the same day. It probably isn't happening.

🔥 Telehealth Solves Cost and Convenience

[52:07] So, if this solves those kinds of problems and allows you to get seen and get serviced, right, and get the help you need—

[52:17] It's a monster thing. If this helps you because you're not a citizen yet, you're in the pipeline—

[52:23] It's unbelievable. If this helps you retain employees—it's a game changer on how much money it's going to make, right?

[52:30] But imagine what Kat brought up.

[52:33] What if this helps identify something that could prove to be a serious condition or ailment, right?

[52:40] There's no solution to this—

[52:42] Kat, let me ask you—Kat, do you have insurance?

[52:46] Do the people in your park—do your neighbors—do any of them have insurance?

[52:57] I'm looking. Hang on. Let's see if she responded.

[53:00] Kat's on Medicare right now, so she does.

[53:03] So you have to make an appointment to go in, right?

[53:05] You still have to do that.

[53:06] So if you have this and they had this, you wouldn't have to go anywhere except to go pick your prescription up, right?

🔥 Speed of Access With Telehealth

[53:22] So I'm going to give her a second to answer.

[53:23] While Kat's answering, Connie asks—thinking about what Brian just said—you guys, I was sick.

[53:27] You can still have a little bit of the comp.

[53:30] If you woke up sick—Tom, I'm going to let you answer this—

[53:33] I woke up sick this morning, and I went into the app.

[53:40] How soon could I realistically see a provider and get that prescription called over to the pharmacy—Publix is where I use the pharmacy.

[53:50] How soon do you think realistically?

[53:52] It's within minutes.

[53:55] It's within minutes.

[53:55] So I'm gonna get—Connie, it's 8:30, because I slept in because I didn't feel good.

[54:00] By 9:30, I'm having a video appointment.

[54:03] By 10:30, the prescription is probably—it's been there and it's filled.

[54:14] But what if you own a landscaping crew? Tommy's got a good friend that owns a 100-plus-employee landscaping kind of business, and his people can't really miss work, right? He’s a stickler for it.

[54:26] Couldn't they just do it, Tom, from the back of the truck—or walk away privately and kind of do a visit from where they are—as long as they're able to keep up with the day, right?

[54:36] As long as you have your phone with you, you can do it from wherever you are.

[54:40] And then, like I said, they call the prescription in and you shoot over to—use Publix—so that's our pharmacy—but you shoot over wherever your pharmacy is—you’re right back at work.

[54:52] Otherwise, you're going to—like I said—you're going to the emergency room.

[54:55] How long are you gonna sit there?

[54:56] You're going to go to the med-first. Again, you're going to sit for a while.

[55:00] And it's gonna be two or three hundred bucks.

[55:03] And then you're gonna go get the prescription.

[55:05] No matter what—the prescription is gonna cost because you're not using any of the discount.

[55:10] So you know—it just—it doesn't make sense to do something other than this if you're in that situation.

[55:16] And Brian—Kat said yes, they are going to get the telehealth product.

[55:21] So—I think that would be fantastic.

[55:25] She could use all her people in the park and get all of them signed up.

🔥 Not Just for Businesses — Community Signups Work Too

[55:32] Well yeah—and it doesn't have to be businesses, right? I know we're on business.

[55:32] Let's say Kat—Tommy—let's say Kat has a dozen friends that live in the park and she chit-chats periodically with them and she shares this. She didn't sell.

[55:45] She didn't want to sell, but she shared it. Somebody wants to sign up.

[55:51] Maybe out of the dozen that live there, five want to sign up. That's fine, right? That one—

[55:57] Well, here's the other thing, right?

[55:57] Yeah.

[56:02] Cloverleaf these people in the park, right?

[56:05] You don't like going—well, you know—these people are in the park.

[56:09] How many people do those people know, right? That's where you start to cloverleaf out and it becomes bigger.

[56:16] So if Brian's my neighbor—“Hey Brian, I know this is something that's gonna be working well for you. What about somebody you know?”

[56:19] Well, Brian just happens to know that—it’s a painter, right?

[56:21] And there's a guy that owns a landscape company, or his nephew or his brother owns an HVAC company, right?

[56:29] So, it doesn't matter.

[56:29] Who knows somebody else has your ticket right there, Kat, to utilize what's available to you, right? Off drops.

[56:39] Not kidding. So, okay—

🔥 Addressing the Difficulty of Getting Medical Appointments

[56:44] Let's take a pause, you guys, because this was a good exploration. And thank you, Kat, for participating.

[56:49] Connie loved the idea of the immediacy of getting help. And I do too.

[56:54] And because, Connie—that's real. That is a real challenge.

[57:00] A lot of pediatricians will work a sick kid right away, but sick adults—it's not usually as easy, right? Plus, it's the cost.

[57:10] “Look, these are my symptoms. I really just need X, Y, and Z called in,” right?

[57:20] It's a lot better to do that from bed—from the couch at home—than to go into an office with other sick people.

[57:27] You know, the ultimate validator, Tommy, for telehealth is that a lot of insurance companies offer it as an add-on benefit. Why?

[57:34] It saves them money and allows their customers to get service quicker.

[57:39] Right. Hey Brian, Kat's showing offline. Does that mean she can hear us or she can't?

[57:48] I think she can hear us. You know what—she sent a message that says no audio, Brian.

[57:54] Try to log out and back in.

[57:59] I'm gonna go out on a limb here, Brian—do something for Kat. First month free for her telehealth if she signs up.

[58:13] No—done. Are you good with that?

[58:15] Yeah—no, I'm totally good with that. She's awesome.

[58:15] I've known Kat a long—she's done a lot of work here today. I had a lot of brown back in the day. All right.

🔥 Planning the Next Training Call

[58:25] All right, so as we wrap up today, I want to do more calls like this, but I want to drill down on examples even more like we did with the cabinet shop.

[58:35] I want to spend the entire next call on how to sign up businesses that are not local to you. I saw Reggie Marshall bring it up.

[58:44] I thought it was really good—so what we'll do next time is all about signing people up that aren't in front of you, that aren't your friend, that aren't your buddy, that aren't a loose connection, and they're not even in your town.

[59:00] And we're going to do it at a detail level so you kind of see it and get it. Does that make sense? Give me one if you guys get that.

[59:08] Because let me tell you why. A lot of you are going to use marketing to sign deals. You're going to use internet marketing.

[59:13] You're going to use email. You're going to do social posting. You're going to do different things, right?

[59:18] I want to focus on that remote—the non-local element—because you know what?

[59:27] A good client is the client that signs up.

[59:28] They don't have to live in your town.

[59:31] So we're going to spend a lot of time on that because we fully believe that the warm market is the jumpstart, but the real money that you're going to make is not going to be people you know or that live down the street. It is going to happen geometrically.

[59:48] It's just going to grow. And Kat's going to have a friend that lives right around the bend from her that is connected into a massive blah-blah-blah organization. That is how it happens.

🔥 Closing Thoughts and Next Steps

[1:00:02] Sales happen from conversations—and they could be in the written word.

[1:00:07] They could be on the phone, on a webinar like this—but it starts with dialogue. You’ve got to talk, right?

[1:00:14] And we'll do that marketing, and we're going to do the presupposition next time that we're going to do a direct email campaign, and we're going to take some examples of people that responded, and we're going to role-play signing them up.

[1:00:27] We're going to go through every step and do that step-by-step because I think you're going to see how easy it is, and you're going to go, “Oh, duh. God, this is easy.”

[1:00:37] “Now I see why Brian thinks it's that easy.”

[1:00:40] Guys, it is super easy.

[1:00:43] I got old Syd calling me back right now because he was talking to somebody just a minute ago.

[1:00:48] So, I'm waiting to see how that one played out.

[1:00:51] Sheldon Gross—“I'm outside the US.”

[1:00:54] Absolutely—this would be a great example for anybody non-US.

[1:00:57] Yeah, Tommy—

[1:00:58] Real quick—Connie Hagan—I mean, outstanding point, and I had not even thought about it.

[1:01:04] So somebody that has insurance—well, if they have a co-pay, right?

[1:01:09] So you use telehealth instead of that—there you go. There's a co-pay right there.

[1:01:13] So that covers your month just on one co-pay, right?

[1:01:16] So that's a great, great point.

[1:01:18] I know Greg Ryan said he used it for a pleasant idea.

[1:01:21] He was in a senior-ed class, and his professor was waiting for it when he got out of the class.

[1:01:26] So that's great feedback there just to give you guys an idea.

[1:01:31] Looking at medical bills—this one's only $12, so it ain't too bad.

[1:01:35] But guys—Kat’s back.

[1:01:37] Kat, I just want to let you know—because you participated and dealt with me and Brian’s slamming questions all day long, having to deal with us—if you sign up, Vanessa—we want to refund Kat the full price of her first month on telehealth for being a contestant on The Price Is Right with me and Brian on the webinar today.

[1:02:01] No, I love it.

[1:02:02] Yeah, Vanessa's muted. She's here. She's got this, and I'll make sure she does.

[1:02:07] All right.

[1:02:08] Gotcha. I'll do it.

[1:02:09] There you go, Vanessa.

[1:02:10] Beautiful. Thank you.

🔥 Final Announcements

[1:02:12] All right. So here's what we're going to do. We will take the next—we’ll do some outbound marketing.

[1:02:18] We're going to generate a bunch of examples, but we'll start with five or five to seven.

[1:02:23] Or if you've got kids or grandkids and you know this whole “six, seven BS,” we'll do six or seven. How’s that?

[1:02:29] And we will do those examples, and you're going to just see how easy it is.

[1:02:37] And Kat, when you sign up, you're going to see how easy it is.

[1:02:39] It is simplistic.

[1:02:42] Super, super easy.

[1:02:44] And credit to Sherry and Vanessa because they spent a lot of time making it easy on the sign-up—because it wasn't at first.

[1:02:54] Honestly, it was a pain in the rear.

[1:02:56] And they spent a bunch of time just making it smoother.

[1:03:00] And it probably isn't as smooth as it'll be in six months, but we're continuing to improve that area, you guys.

[1:03:05] But with that being said, we will see you in the group.

[1:03:08] We got a bunch of you.

[1:03:09] Tommy, I know you're flying out.

[1:03:11] You've got a meeting with somebody.

[1:03:12] You're flying out to help them in an association.

[1:03:14] We got Tim working with three or four others on associations.

[1:03:18] We got some of our salespeople who are helping agents close deals.

[1:03:22] There's a whole heck of a lot of stuff going on right now.

[1:03:25] Absolutely.

[1:03:27] And hey, Brian—maybe next time somebody asks for it, maybe we can go over all the benefits in the Business Sense and the Health Sense line by line so everybody understands all the benefits.

[1:03:36] The health part of this—the telehealth—is absolutely the ****, sizzle fortune of what it is, no doubt.

[1:03:42] But there are some other things that are really, really cool benefits.

[1:03:46] Well, here's what we'll do. Why don't we do 20 minutes?

[1:03:48] We start with the grounding on that. We'll go through it in detail.

[1:03:52] But we’ve got to cut it at 20 so we can spend time on the sales, you guys.

[1:03:55] I really want to show you the sign-up.

[1:03:58] We'll hit the basics of the product, and then we'll go into that remote sales that Reggie brought up, and that'll be the plan on the next call.

[1:04:06] As a matter of fact, Brian, I'm going to just do a video, and we'll drop it in the members area.

[1:04:11] That way we'll take it away from the call.

[1:04:13] Even better, because I really want to focus on the remote, because that's where a lot of people are going to make the money and get the deals.

[1:04:20] Yep.

[1:04:21] I'll get with Vanessa, and if Vanessa will help me, we'll do a video over all the products, and we'll go through that, and we'll drop it in the members area.

[1:04:29] That sounds good.

[1:04:30] All right, you guys, we will see you soon. And Tommy, thank you, and everybody else—we'll talk to you on the other side.

[1:04:36] That was great. Have a great day, guys. Thank you, guys.