Grant Cardone tells me “You are not even asking the right questions”

Hey guys, good morning. Alberto Riehl here. Riehl’s Rants. I gotta tell you, I’m in Mexico City right now, it’s been an amazing trip. Today’s my last day; I fly out tonight. I’m actually walking down the street from the hotel to the convention center where Grant Cardone is about to do a training for about four hours. I met with him yesterday, had a one-on-one with him yesterday, and I gotta tell you, it was awesome. Absolutely awesome. Let me see I gotta figure out where I’m gonna go here.

The … You know, there’s so many things that he answered for me that are just gonna add tremendous value to our business and to our clients even more importantly. The more we do for our clients, the better we do, right? But one of the things that really just slapped me in the face and I kept thinking about all night and it made me super excited was just one sentence that he said.

And what he told me was, he said, “Alberto, you’re not even asking the right questions.” He told me that. Straight up. He said, “Alberto, you’re not even asking the right questions.” Now let me explain how that came about.

I wanna get to 100 million. That’s my goal. I want to get our business to $100 million dollar business a year. He’s done that already. He’s blown way past that, right? He does a lot more than 100 million a year. So I thought, “Okay, this is the guy that can help me do it.” And that’s a shortcut to success is we find somebody that has done or is doing what we wanna do and then we just copy them. That’s why I had the one-on-one with him.

But that’s something that i tell my clients and I tell agents almost every day. I say, “Guys, you’re not even asking the right questions.” And the reason I say that is I’m talking to agents that are making maybe 15,000, 20,000, sometimes 25,000 a month. That’s about average, you know, 250, 300,000 a year. But they wanna get to that seven-figure mark. They wanna get to a hundred thousand a month and for me I can look back, and this reminds me of Steve Jobs’ favorite speech at Stanford, he talks about everybody tries to connect the dots going forward but you can’t do it going forward. Only looking back can you connect the dots and it all becomes very very simple.

And so when agents that are earning 25,000 a month are asking me questions on how to get to 100,000 a month I tell ’em the same thing, I’m like, “Dude, you’re asking the wrong questions.” ‘Cause I’m looking back, having done that, and it’s very simple. Now, it’s not easy, it takes a lot of hard work, but it is very very simple. It’s so clear to me. I have such clarity of what they need to do in order to get to that 100,000 a month, but for them, they don’t know what they don’t know.

And so I got super excited because Grant Cardone has that same exact clarity on how to get to 100 million, right? We had an amazing month last month, we did almost $400,000 last month. $400,000, that’s awesome, more than I ever thought we were ever gonna do, but at the same time that’s nothing compared to 100 million. And so Grant Cardone told me the same exact thing I tell my agents almost every day. He’s like, “Alberto, you’re asking the wrong questions. You wanna get to 100 million?”

So the reason I got so excited is that that tells me that he has an exact clarity to help me, how to get there. That tells me that he’s the man. He is the right guy that I need to be hanging out with so he can help me get to that 100 million ’cause he can see it very very clearly. He’s looking back, connecting the dots, saying, “Okay, I remember when I was at your stage.” He even told me, “I use to live on the beach in La Jolla, did my work out of the beach, my office was right out of my oceanfront home in La Jolla.” He goes, “I know exactly where you’re at. And to get to 100 million I know exactly what you need to do.”

So that’s pretty exciting to me. So we have a follow-up call with him and his Vice President and guys we got some big things coming. Not sure exactly what it’s gonna be yet but we’re gonna be doing something together. We’re gonna be impacting the life insurance industry like nobody else has. We’re gonna be turning it upside down. We’re gonna be disrupting it. I just can’t wait, man. I’m so excited and now I’m gonna go learn some more for about four hours and guys, we’ll see you on the next video.

3 Environment Hacks to Increase Productivity Today

Hey guys, Alberto Riehl here. I’m on my way to Santa Fe, which is a part of Mexico City. I’ve been in Mexico City for the last couple of days, it’s an amazing city, beautiful, gorgeous. Didn’t know this, but it’s number two in the world, behind Paris only, as having the most museums. I mean there’s art on every corner, there’s museums everywhere, great, lot of culture, the food is amazing. I really recommend that you come check out Mexico City. Very international too, as you’re walking around you hear people speaking German, and French, and English of course, Spanish, but there’s people from all over the world doing business here, it’s a pretty cool place.

Now I’m on the way from Polanco, which they call it kind of like the Beverly Hills of Mexico City, over to Santa Fe, which is where Grant Cardone is going to be speaking tomorrow, at the Santa Fe Expo it’s called, in front of a few thousand people. And I’m going to be meeting with him, I have a one on one with him at his hotel, super excited, just in a little bit, in a few hours, a little bit later today.

But I figured I’d shoot this video, and really talk about the environment. We know that our environment is very, very important. We are a product of our environment, right? But over the last few days one of the things that I’ve noticed, right away, is … You know, I’m used to living on the beach, which today is a dream come true, something I worked very hard for, for a very long time. But one of the things that I’ve noticed, just from being here a few days, in the middle of the city, my throat has a little tickle. I’m not sick, but my throat has a little tickle, I’ve been kind of getting a runny nose, where I have to blow it all the time. And I’ve been talking to some of the locals here, and they’re talking about, if I’m not used to it, it’s the pollution. I can tell that my energy levels have been affected a little bit as well.

And so I want to talk about the environment. I’m just going to share with you three things that you can do, three hacks we can call them, that you can do right away, or at least two out of the three you can do right away, to be more productive in your business, to love what you do more, to look forward to going to the office.

And the first thing, since we’re talking about air, air is very important. One of the things that I noticed in my room is I’m meditating every morning in the air conditioned room, and it’s at a nice hotel, the levels of oxygen are a lot lower. I could feel myself, as I’m meditating and taking these long breaths, that I usually do counts as I’m holding my breath, and I’m having the energy go through my body, and I cannot hold my breath as long as I usually can. And so, make sure, number one is having fresh air. Make sure that you’re in a clean environment. Ideally if you can have fresh air outdoors.

You know, we live right on the beach today, which is great, we have all the doors open. All the doors are sliding, they disappear into the walls, and we just have fresh air coming from the ocean. And that’s the very best you can have. I’s literally, depending on where you’re at, it’s been filtered through thousands and thousands of miles of ocean water, and you get this pure, clean, fresh air that’s full of energy. And man, it’s one of the things that I can tell I sleep better at night with that ocean air. During the day, I mean you can just feel the energy from that live, organic air.

So if you haven’t already, get yourself maybe outside a big city and then go out in the country a little bit, where the oxygen levels are a lot higher. Also, studies show that oxygen levels helps us to relax, right? There’s oxygen therapy now, where they give you oxygen, you’re able to relax, it relaxes your body more. You’re able to focus more, stamina. So number one guys, fresh air.

Now the second thing that I want to talk about is lighting. Make sure that you have a lot of natural light. That’s another thing that again, maybe this is an ad to move to the beach, but being at the beach we have that natural sunlight. We have our sunrise going up over the ocean in the morning, one thing that I don’t get sick of looking at, I film it every single day. And having that natural sunlight is amazing. Again, it releases the good stuff, the good drugs that our body makes, right? From dopamine, and all that kind of stuff, which makes you feel good. It’s the make you feel good drug. Of course you’ve got vitamin D and all that kind of stuff.

Now if you’re not able to be at the beach it’s okay. Just make sure that you don’t have fluorescent lighting. A lot of these big offices, even some gyms that I’ve traveled to, have fluorescent lighting. Fluorescent lighting will zap your energy away. And some houses have them, some apartments have them, some offices have them, because they save energy, they save on the electric bill, but it’s not worth it, trust me on that. It wreaks havoc with your nervous system, and it’s horrible for you. So if you can’t be out on the beach, again, just make sure you don’t have any fluorescent lighting, get rid of it, that’s going to help you a lot. But hopefully you can have a nice big room with some nice big windows, get some natural light in. And that’s going to help you enjoy your workday a lot more.

So now the third thing is to have a nice view. Now this might be the one that might take a little while longer, I know it took me a while to have that nice view. Studies have shown that when people, when humans, are looking out into a nice view, kind of looking out ideally into nature, far away, it puts our life in perspective. Our perception changes about our problems, maybe the challenges that we’re having throughout the day, it completely changes. It makes us realize that we’re kind of a small thing in this huge world, this huge universe of ours.

So do your best to get yourself a nice view. Again, that might be a little bit tougher, depending on where you’re living now, maybe you can just position your desk in an open area. Maybe if you have to stare at a wall maybe you can put a nice painting, or a nice picture of a beach, before you get to actually get there. I did that before actually, years ago, I had a nice picture of the beach. I would have one on my screen saver, as well as on the wall, that I would just stare at. And I knew some day I’m going to have that nice view.

And so I think overall just make it a place that you look forward to. My office, you see people who’s office is in their home, and they’ve put it in a corner somewhere, in a dark corner, you can tell that they basically don’t like what they do very much, you know? You want to put it somewhere where it’s the center of attention, it lets people know that it’s something that’s very important to you.

My office, right now, is at the best place at my home. It’s right in front, it’s on the second floor, our home is two stories. It’s in front of this huge glass window just looking straight out into the ocean. So I have that amazing view just looking out, clean air, fresh air, natural lighting all day long, and I just cannot wait to go sit at my desk. That’s my favorite part of the house, it really is. My second place, with my kids, maybe downstairs on the coach playing with them. But I gotta tell you, nothing beats where I put my office, just looking straight out, miles and miles and miles of ocean. Fresh air coming in, I have a sliding door right next to me that I keep wide open so I have fresh air coming in. Beautiful sunlight, and I gotta tell you man, I just look forward to getting to work, and I stay there longer because it’s such an amazing place.

So hopefully you can do one, or two, or all three of these things, and it’s something that you can do right away. Change your environment, it’s gonna change your productivity, help you with stamina. Guys, this is Alberto, can’t wait to tell you what happens with my meeting here with Grant Cardone. We’re about to disrupt the insurance industry. And we’ll see you on the next video.

Successful Decision Making vs Unsuccessful

Hey guys, Alberto here. I wanted to shoot this quick video to go over something that we learned over the last week, and actually it wasn’t anything we learned, we were just reminded of. We reconfirmed. In our Predictable Premium program we’re at a point now, where we get to be pretty picky with the agents and advisors that we work with. Even the ones that we’ll even talk to. About 30% of you, if you’re watching this, 30% of you, after going through our entire process and filling out an application, will get an email saying that we’re not a good fit. We reject about 30% of applicants today.

Now last week, we put a hold on those rejections, meaning I thought let’s talk to some of these people that we feel are … maybe don’t have the habits yet, maybe don’t have the disciplines yet to be successful, and so we actually ended up booking strategy sessions and then counsel ’em, and it was amazing what we were reminded of.

Let’s talk about Napoleon Hill, Think and Grow Rich. Napoleon Hill talks about one of the traits that separates the successful, he studied five hundred of the most successful people, and guys, success doesn’t just mean money. It means just getting whatever it is that you desire, maybe it’s charity, maybe it’s giving back to your church, maybe it’s donating a library, maybe it’s just spending time with your family.

So he studied, gosh, from Henry Ford, Andrew Carnegie, who was the wealthiest man in the world at the time, and the Wrigleys, and the Wright brothers and the list goes on and on. Now one thing he also did, that maybe isn’t as publicized, is that he studied during that 20 year period, 25,000 failures. So he compares the different traits between the failures … I don’t know if you can see me, the sun just came out behind me.

He studies the traits, the habits, the difference. He said one of the biggest differences he noticed, was that the successful people, the people that were making it happen, they jump into things. They make decisions very, very quickly, very confidently, and then they never second-guess themselves. They go forward, they never look back, they never second-guess themselves.

The unsuccessful people, that 25,000 people that he studied for 20 years, they do the opposite. They would take forever to decide on something, “Maybe I should, maybe I shouldn’t,” and even when they made the decision, “Yes, I’m gonna do it,” they would keep doubting themselves. They would keep revisiting the decision. “Well maybe I should have done it, maybe I’ll back out.” Do you know anybody like that?

It’s amazing, I’ve read that book a bunch of times, if you haven’t read it, get it. Think and Grow Rich, Napoleon Hill, you can get it for free online now. During the presentations, and we record, every presentation is recorded as you know. We study everything, we analyze, we have call log, and the people that normally we would have disqualified, these are agents, these are advisors, that for whatever reason, said … They had answers that really weren’t very good answers, it was pretty obvious that they were not in a very good financial position.

We had people that said they were desperate, that they were gonna go out of business, and we got ’em on the phone and guess what the number one … I don’t want to call it objection, I guess the number one answer they would give us when presented with an opportunity that has been proven, time and time again, by now, years and years into this. I mean we’ve been featured on Forbes twice in the last year and a half, Microsoft just wrote an article about us, even Yale, Columbia, I mean USA TODAY Entrepreneur magazine saying, “Man, Predictable Premium works.”

So 100% certainty it works, but guess what these agents said, well “I don’t like to make quick decisions. I don’t think it’s wise to jump into anything. I’m gonna go ahead and put it on the back burner. I’m gonna go ahead and think about it.” “It’s not a good idea to go into something headfirst,” is what somebody said. And so basically all those sayings are the opposite of what successful people do. Anybody that is anybody does the opposite, they jump into things, they’re intense, they’re passionate. The move fast, they move quickly, all the leaders of the world, all the successful people of the world.

Again we’re reminded when the people, the failures … We’ll call them the failures of the world, that’s what they are, the 30% of agents that we usually don’t even talk to, we said, “Let’s give ’em a chance. It’s almost the holidays, let’s give ’em a chance. Let’s talk to ’em.” Man, we were reminded, it was reconfirmed, why it is that they’re so unsuccessful. If you find yourself in that place, on the fence … The fence is a horrible place to be. Don’t ever be on the fence. Say yes or no, but do it quickly. We respect anybody that say, “Hey, this is not a good fit. It’s not for me.” Great! But a maybe, we have no respect for.

A, “I’m gonna dwell on it, I’m gonna think about it,” there’s no respect in that. If you know somebody, or yourself does, catch yourself and don’t let yourself off the hook so easily, and just start acting like the successful people out there. We have a couple guys in our program that came to us recently, already earning over a million dollars a year. Already earning over a million dollars a year. One thing that they had in common, guess what? About 20 minutes into the phone call, they were like, “Yup, this is it. How much is it? I’m in. I’m in.”

Again, successful people make quick decisions, they know what we want, so all we have to do guys, is copy those successful people, copy ’em, do what they do, and then we have a chance to get the results that they get. So do it afraid, it makes us uncomfortable, I’m not saying it’s gonna be easy, it is hard. Many times we have to reach down and get that courage, but do it afraid anyway.

So, next time you have that opportunity that looks good and maybe makes you scared, there’s fear involved, know that, that fear is a sign that you’re headed in the right direction, it’s not a warning to go back, it’s letting you know, it’s confirmation you’re doing the right thing. And do it afraid guys, okay? Do it afraid. Hope everybody had a safe Halloween, and we’ll talk to you guys on the next video.

Will You Get Out Of Your Own Way?

Hey guys, Alberto here. A little Riehls Rants. I’m relaxing here. I’m about to get ready for work. I did my little meditation. Let’s see if we can give you guys the good view here. There we go. Maybe get a little shaded. I just did my meditation as I do every day. I worked out. I just went in the steam room. I’m sitting here looking out into the ocean, looking out into nature, and I’m thinking about what is needed to be successful in today’s economy.

We talk to people, advisors and insurance agents every single day that are stuck. They call it, “Oh, I hit a plateau.” Advisors try to speak all eloquently, “Oh, we hit a plateau in our business.” Dude, you’re stuck. Let’s call it what it is. We talked to two guys yesterday. One was a financial advisor for 10 years, and he’s been an accountant for 30 years. He admitted that he has been stuck for about six years. 10 years ago when he got licensed he was actually making more money than he is today. That seems to be a trend.

We talked to another guy, a financial advisor, who also sells real estate. Now guys, that’s a sign of desperation. You have to specialize and be the best at what you do. Could you imagine you go to your cardiologist. You’re about to have open-heart surgery. Your cardiologist is explaining what he’s going to do, “Albert, before we get started, I want to let you know that I also sell real estate on the side to supplement my income. Here, let me give you a card before we put you under. If you ever are looking for a house, let me know.” Would that add credibility to his expertise, or would that scare the shit out of you? You’d be like, “Dude, I’m out of here. Get me off this table. I’m done with this. There’s no way I’m going to do this.” Guys, think about that.

One of the things that they kept admitting both of them is how hard things are getting. They’re working harder, making less money, but they were not willing to get out of their own way. They actually wanted me to do business their way. I mean, this is how crazy they are. They wanted me to follow-up with them in a couple days. They wanted me to complicate my sales process, and slow down my sales process and make it less efficient, so I could accommodate them and do business their way.

Now, this is crazy. Their business is going down every month. Our business, we’re breaking sales records every month. We had 51 clients last month. We did $300,000. This month we’re already at 52 for the month, and we’re not even done. We’re already past our best month. We keep going up, and up and up. Microsoft just interviewed me a week ago about five ways to expand business. Maybe you’ve seen that on our website. Sam Ovens interviewed me as well on how we got to 300,000 so quickly. But, more important than that, our clients, our students are having amazing results.

We just had Erick. If you follow me on Instagram, alberto.riehl. I just posted today. Erick talked about getting $170,000 annuity. He also got a $12,000 life premium all in one sitting. One appointment. People are busier today than ever before, and they’ve done service. If you can get the same result in one meeting versus four meetings, guess what they choose? They choose one meeting every single time. We had these two advisors yesterday getting uncomfortable, but they kept retreating back to fine, retreating back to where they are now. Again, they wanted me to do business their way, which is pretty crazy, right?

Here we are doing in a month what they dream of doing in a year. These guys are doing about … Actually, one guy was doing 30,000 a month. The other guy was doing about 20,000 a month, so we’re doing 10 times more business than they are and growing. This month we’ll probably do 12 or 13 times, but they wanted me to do business their way. The slower way, the way that got them stuck, the way that got them laying people off instead of doing business our way. Guys, the only way to thrive in today’s economy is to take risks. Comfort is your biggest enemy. If you’re comfortable, that is the biggest destroyer today.

Do you realize that 88% of people live within a couple miles of where they grew up? Think about that. 88% of people live a couple miles from where they grew up. Maybe it’s time to leave mama. Maybe it’s time to actually get out there and go explore some new territory, meet some new people, see some new opportunities and get out of your own way.

Guys, today we have a full schedule as always. Seven slots every hour on the hour. My consultants do seven appointments every hour on the hour. We actually have an extra appointment per hour, which is pretty cool. A spare appointment in case somebody doesn’t show up. As I’m thinking here, when was the last time you did something for the first time? Get out of your own way. Get uncomfortable. If you start feeling a pit in your stomach, you start getting nauseated, maybe you get a headache, your hands get clammy, that’s a sign that you’re going in the right direction.

Don’t take it as warning signals where you need to get back to your safety zone and keep getting comfortable. That’s letting you know that you’re headed in the right direction.

Alberto. I hope everything is going well for you today. Time to scale your business, take some risks and we’ll see you on the other side.

2 Powers Present at Every Sale Appointment

Hey, guys. Alberto, and in this video I’m going to be talking about the two forces that are present in every single sales presentation. Now, in our company we specialize helping insurance companies, but if you’re selling anything out there, listen to this. This is really going to help you turn up your volume. If you’re getting people that say, “I got to think about it,” this is going to get rid of that objection. Okay? So the reason I decided to film this is, I was looking at our call logs, and we track everything. And that’s one thing you should do. We track all our phone calls, we record all our presentations, all our phone calls, we track it, we trace it, we’re counting, making sure we know our numbers. And in that I started seeing a pattern, and the pattern was our consultant saying that this person wanted to join us, but they were too scared. Or this person let themselves get in their own way. There were … Fear got in the way. They wanted to pull the trigger. Fear kept them from pulling the trigger. And so what we want to do is we want to break that pattern, right?

And so I want to talk about the two things that are present in every presentation and do my little graph here. And the first thing I want to talk about is fear. You have to understand as a sales guy, that when you meet with somebody, they’re scared. They’ve all been sold something they don’t want, and we all, we love to buy, but we hate to be sold. So we got to remember that. We all like to buy stuff, but we hate to be sold. So when you go over there, they have their walls up, right? They get prepared for you to say, “Honey, I don’t care how good this is. We’re going to tell them we always sleep on it, we got to discuss it, we’re going to think about it.” So we got to make sure that we know that that’s what’s happening before the scenes. Now, they’ve been preparing for 24 hours to meet with you. If you’re a sales professional, you’ve been preparing for years and years and years.

So really they should have absolutely no chance, and you should be able to show the value and then convert the sale. Now, here’s the problem. Most sales amateurs, and you know what guys? 97% of people that are selling are amateurs. So most likely it’s probably you. 97% of people, they try to work on the fear, and there’s a problem with that. Actually two problems. Number one, we get what we focus on. Whatever you give energy to grows. So if you’re talking about the fear, focusing on the fear, you’re bringing that fear to the front of their mind, it’s not going to work. Now, the second thing is that, as you evolve in your business, and you start selling some bigger cases, here’s what’s going to happen. So let’s say this is a $6,000-a-year case, right? Now, as you get to know your potential prospect, your potential client, you find out this person has some assets, they have some resources, and they’re better served with a, let’s say, a 20,000-a-year plan. Well, the problem is, as soon as you present it, here’s what’s going to happen. His fear is going to go up once again. You see, the higher the risk, the higher the fear. So this is a losing proposition. As you evolve more and sell bigger cases, it’s just impossible to win that game.

So what do we do? Here’s what we got to do. The other force is certainty. Certainty. Okay? Professionals work on the certainty. Now in the old days, if you worked for one of those big insurance companies, like the ones that have the halftime shows, the State Farms of the world and the MetLifes, which are all part of our program, by the way, they used to rely on their name. But that’s how business was done in the old days. Today you can’t do that. And when I say old days, that’s 11 years ago. If you remember 10 years ago, 2008, 2009, over 400 banks went out of business. A lot of them we know who they were. Big names, been around for over 100 years. Over 200 insurance companies went out of business also. This is great news because now more than ever, we’re in control of our destiny.

So what we got to do is this: As we talk to our prospect, we got to bring up their certainty level, and not until it’s at the same level of the fear do we even have a chance to close the sale. What we got to do, of course, is bring it above the fear level. Once we do that, it’s a sale, and you’ll start closing business in one meeting instead of taking three or four and all that kind of stuff. So the question is, how do we get certainty up? I’m going to show you my two favorite ways to do that.

First way is social proof. Now, this is my least favorite out of the two. But social proof, again, if you’re a dinosaur, if you’re doing business the old way, what this means is you’re bugging clients. You’re saying, “Hey Mr. Client. Please, can you talk to my other prospect?” Okay, we’ve got Mother Nature not cooperating. You say, “Can you talk to my other prospect, please? I’m a weak closer. I can’t close it. Will you please volunteer your valuable time and help me out?” Now, your clients are nice, and they’re going to say, “Sure, I’ll talk to them.” But here’s the thing, guys. You got to realize they’ve done study after study after study, survey after survey, and they ask them, “Is this something you really want to do?” And people every single time they say, “No, it’s not.”

I mean, put yourself in their shoes, right? They’re a professional. They’re busy. Maybe they’re a business owner like you are. If you’re a business owner, you know you have a list of to-do things for the day. You’re not even going to get to the bottom of the list for the day. You’re not even going to finish. And here comes this dude, your advisor that’s supposed to help you out, and he’s adding more stuff to the list? Buddy, he’s not going to like you. Another thing that they did is they asked them, in the last survey I read, “Do you admire and respect your advisor more or less when he asks you to talk to one of his clients?” Guess what they said? You know what they said. Every single time they said, “We respect them less, we admire them less.”

And you’re probably wondering, why can’t I get my clients to stick around? Because they don’t respect you. And you did that. Instead of adding stuff to their list to do, if you’re a good advisor, you should be taking stuff off that list and making their day easier for them. Okay? Now here’s the good news. I’m going to show you how to fix that. The first way is written reviews. Now, this is my least favorite, and the reason that’s my least favorite is because, guys, depending on what you read, 60 to 84% of all written reviews online are fake. There’s companies that make a lot of money by writing fake reviews. But you know what? People, most people don’t know that. So if you have some, use them. Make sure that they’re real. Make sure they’re real, honest reviews, and you have people that actually look at them.

It’s funny. I have family members. They … Yelp? Same thing. A lot of fake reviews. They’ll go to a restaurant like, “Man, I don’t understand it. They had great reviews. Why was the restaurant so crappy?” Well, that’s why. So that one, if you have to do it, do it. Now we get into a little bit better ones. Woo, getting warm out here. Screenshots. If you’re communicating with your clients via phone, text, we have a secret group on Facebook, people are posting their results all the time saying, “Man, this is great. It’s changed my life. It saved my business. You really helped us.” We take screenshots of those, and then we post them. And those are great. Those are very, very powerful. I’m sure you have some communication. Ask your clients if you can use them, and then you can start using them. It’s going to give you some good social proof. Okay? Now, I’m going to show you my website. Here at the bottom you’ll see a link. So I’ll show you exactly how we do all that, what we’re actually using today in our business to close big deals in one call.

Now, the third one, we start getting into good ones now. Articles, like Forbes, other publications. This tarts getting pretty powerful. In the last year I’ve been interviewed by Forbes twice, USA Today, Entrepreneur Magazine, man, the list goes on and on. This starts giving you a lot of credibility. In our next program that we’re coming out with here in the next couple of months, we are actually helping our clients build their relationships with the same writers we have relationships with so they can start getting published in some of these major publications. That’s going to be a huge deal. That’s going to be a game changer for many of you. What’s nice about this is, of course, it’s a third-party validation, people see it, and it adds a lot of credibility. Now, one thing that’s really cool, recently I got interviewed by a couple Ivy League schools, Columbia, Yale. You’ll see that on our website as well.

Here’s what’s really cool. I don’t want to throw my school under the bus, but I went to a school in Texas that it’s so easy to get into. They’re like, “You got money? We’ll take your money. Come on in,” and it’s almost impossible to get kicked out of. I managed to get kicked out in my first year. Never went back. But you know what? Today I have colleges like Yale and Columbia coming to us saying, “What are you guys doing? We see your results.” See, they realized that the standard model for education is broken, right? They are optimizing for a little certificate, for a diploma. You have all these people waiting tables with their degree. Guys, that’s pretty much worthless nowadays. Can I get a little more water? She has a degree. She’ll help us out. So guys, we optimize for results. That’s all we care about. Results. That’s it. Okay? Very, very important. So articles.

Last thing, this is my favorite. That’s going to be client testimonials, testimonials. We don’t do any editing, and this is my first run by the way. First run. So client testimonials. Video. Video client testimonials. If you’re doing things right for your clients, they’ll be happy to send them to you. That’s another thing we teach our guys how to do. We teach our guys how to collect video testimonials, screenshots, written reviews, and now we’re going to teach them how to get articles. So it’s pretty powerful stuff. And again, in our website you’re going to see, gosh, 40, 50 just in the last six months of clients sending us video testimonials from all the major companies saying, “Man, you guys are great. Thank you for everything you’ve done for my business.” These are my favorite ones. Okay? So this is one way, guys, to build that certainty, to make sure you can close the sale in the one appointment.

Now here’s my favorite way. If you master this second method I’m going to show you, you don’t need method number one. Number two is you. You got to become an expert. You have to study, get the knowledge. Uh-oh. Knowledge breeds confidence. Okay? And confidence is contagious. So what do I mean by this? Here’s one of the things that we noticed. When our agents are starting out, they’re nervous, right? They’re not sure they know the script very well. They’re not sure if you’re going to throw a question at them they might not be able to handle, and so they’re a little nervous. It’s their first time. They’re a little scared. That’s contagious.

Now, people on a conscious level say, “Man, that makes sense.” Yes, but you know what? That uncertainty is contagious. So they’re saying, “How do I know you’re for real? And of course we have to go to number one. Let me show you some social proof. One of the things that we noticed as our consultants get better and better, they get more confident, people stop asking for social proof because confidence is contagious. Anytime you meet with a prospective client, guys, you want to make sure that you are the smartest guy in the room. You’ve got to make sure that any question they throw at you, any objection, you know you can handle it in.

And that’s what breeds real confidence. And the only way to do that is to become a student, and today it’s easier than ever. We got webinars online, online courses like this, you can do seminars, workshops, reading. Warren Buffet, one of my favorite businessmen, his company did over 200 billion last year, reads eight hours a day. Eight hours a day. He says, “I’ve slowed down in my old age. I only read about 500 pages a day.” Now, I got to confess, I only read about three hours a day, so I’m studying about three hours a day. I don’t even do half of what Warren does. But if you become an expert, hone your craft, be the best at what you do, people will sense that, and things will flip around for you. You’ll go from you … We’ve all had this presentation, right? Where people are like, “Yes, we’ve heard of your company. Yes, we can afford it. Something in my gut is telling me, don’t do it.” Right. We’ve all had that. It’s frustrating. What could I have done differently?

Now, when you become an expert, that will flip over for you. You’ll have people you’ll be meeting with that’ll say, “I’ve never heard of you. I’ve never heard of your company. We never do anything without sleeping on it. This proposal is more than what we wanted to pay, but you know what, Mr. Advisor? Something in my gut is saying, ‘Yeah, let’s go ahead and do it.'” That’s when you know that you are arriving. Here’s the catch, though. Most people think, “Okay, now I can stop learning. I can stop growing.” Uh-uh (negative). This is when you double down, press your foot on the gas, and just keep taking it to another level.

So, guys, this is the absolute best way to build that certainty, and it’s going to get rid of the fear. Today I talk to people on the phone. Within half-an-hour, 45 minutes, they’re handing over multiple five-figure investments, not questioning anything about we do, and all it is is because of this right here. Everyday we’re studying. So guys, again, I have a link right here so you can check out our social proof page. I’ll give you some free videos that you can take advantage of. Alberto Real, signing off. We’ll see you on the next video. Got it?

Rainmaker Life or Average? Your choice.

What’s up guys, it’s Alberto and … what’s your name? Ryder? Mr. Ryder Riehl. And where are we at? What are we going to be watching today? Huh? A little tennis? Are we watching, is it, are they playing for a trophy or something? Yeah? They’re playing for a trophy today, right?

So we’re at the finals, Miami Open, and this is the first time that we’re experiencing a nice little luxury suite here. So we got our seats ready to go and we’re gonna go. We’re a little bit early, wanted to find it, we’re kinda excited. Are we excited? Yeah.

And so we’re gonna be walking around. Let’s go check it out buddy. Let’s go see what it looks like here. Alright. So here’s the inside of the suite. Not too shabby, full bar, we have a server that’s taking care of us. We got the seats outside, never been up here huh? The last couple days we’ve actually been on the first row which has been really, really cool. We found a service that does that for us. We got VIP entrance so we don’t have to be dropped off where everybody else is dropped off. There’s a mess of people over there. We’re able to get dropped off right in front of the stadium. I gotta tell you man, this is how you have to do life from the first row or from a luxury suite.

And if you’re in the insurance business, you have the possibility to do that. That’s okay. So let me go ahead and exit. We’re gonna go walk around. Let’s go buddy.

Servicer: I’m so sorry, I didn’t mean to jump in front of you.

Oh no, no, you’re okay. Okay. Shall we walk around this way. Let’s see what’s this way. We’re at the suite level. What’s great about insurance is that it’s either the hardest, highest paying job or the easiest, lowest paying job. Right buddy? Where’s buddy? We got some empty suites over here. I know they’re all filled up, everybody’s getting ready, they’re getting stocked. Man, it’s so great we didn’t have to wait for anything. Where’s buddy, here’s buddy, what do you see, you see anything you like? Ew, here’s the Bacardi one. Bacardi has their own little suite right here. There’s a lot of Bacardi in there, a lot of Bacardi in there. Give me a little bit. J.P. Morgan, J.P. Morgan has a nice little suite.

Giving you a little behind the scenes look. We’ll see how long we can do this before we get kicked out of here. Alright. ING, I’m not sure what that is, ah a lot of computers here I wonder what goes on here. Look, there’s a VIP entrance down there. You can see how empty it is. There’s plenty of room at the top guys. The other entrance, the main entrance, is a fucking mess. I mean there’s people lined up, cars, traffic jams. There’s police officers directing traffic everywhere. It’s an absolute mess to get in. And look at the VIP entrance, nobody.

And so you have a choice, right? Keep hanging out and producing with the masses, being average, we talked about that in the last video. The average agent out there that’s barely squeaking by, they’re winging it on their own, doing the best they can. Or you can join a group of people, a group of agents that work together and support each other and have a predictable system. We’re working a lot smarter. We’re working a lot less. We’re producing a whole lot more. And then we get to hang out in places like this and take our kids. Where’s Ryder? Ryder let’s go buddy, give me a tour. And it’s awesome that we don’t have … yeah, let’s see what else they got over here. Ah, the media center, that makes sense, right?

Servicer: This is the Media Centre, need help?

No, no, we’re good thank you. So we got the media center there. So we did get to go where the media goes. I think this is the patron lounge for the sponsors. Actually no, it’s the media, they have their own little dining area.

Good morning. Everybody’s really nice too. Everybody’s really nice. Is this the end? Is this the end or what?

Servicer: You have to go back down now sir.

Yeah is that, there’s no more suites that way?

Servicer: No sir.

Okay. Cool.

Servicer: Thank you sir.

Uh oh. Got security. Alright so let’s go walk around the … Ryder, take me to the exit buddy.

Servicer: What suite are you?

207 I think it is.

Servicer: Okay, you cannot walk on this side so thank you.

Alright, thank you. Alright got kicked out already. They’re waving. Suite 207. We got the media there, the VIP entrance once again, nice, Porsches and Bentleys, there’s a Jaguar convertible Jaguar there. Let’s see where else. So we’re behind the scenes guys, Miami Open. Restricted access, this is the suite level, J.P. Morgan suite, we’re passing by some of the ones that we did a second ago.

Hey how you doing? Everybody’s real nice. See, ready to serve you. Same thing with the airlines. When you go in the back … Oh here’s the American Express, American Express has a suite here, right 204. The airlines, when you sit in the back they treat you like shit don’t they. It’s like you’re bothering them every time you needed anything and you’re all crumpled up, squeezed together like sardines. In the front, they’re a whole lot nicer to you, a whole lot nicer. There’s 207, there’s our suite, just passed it. Now we’re gonna be exiting. EFG, don’t know what that is. Oh, Emirates, right, there’s the Emirates suite, Emirates Airline. I haven’t flown them yet, definitely want to. Safra National Bank, MasterCard, MasterCard has a nice little suite here, LATAM Airlines, I think they’re a Peruvian airline, when we went to Peru a couple years ago.

And here’s the entrance to the suites. So now we’re gonna be exiting. We’re following Ryder around. Here’s the BMW suite. They got a nice little restaurant here, cool. Shall we go ahead and go buddy? Hi, how you doing?

Servicer: Good, how are you?

Good, thank you. Itau, that’s the main sponsor that’s sponsoring the event, so this is the Itau suite, probably the biggest one, it makes sense, biggest sponsor. Alright bud, let’s exit shall we? And there’s a few more over that way. Come on buddy, let’s go this way, let’s exit. Let’s go find you something. Alright guys, so just wanted to give you a little inside look. We’ll shoot another video here in a little bit when the match starts. There’s Mr. Ryder Riehl. Ready to go, we’ll see you on the next video.

Don’t Let Your Kids School Get In The Way Of Their Education

Hey guys. Alberto here. I want to talk about our kids school. This video I’m gonna call “Don’t let your kids school get in the way of their education. Part Deux.”

I did something about that a few months back, but I want to show you are school. We couldn’t find a school that really was up to our standards, right. And instead of just leaving them there and dropping them off, like a lot of parents to, and I gotta admit, it’s kind of the lazy thing to do, right. You hope for the best. They’re there with 30 or 40 other kids, but a lot of parents are just happy that they can drop them off for eight hours and don’t have to deal with them, unfortunately.

For us, it’s too important. This is home here. This is our bong, is that what it’s called, which is cool. This is the way we get school started. So let’s ahead and go inside and I’ll show you a couple things that we’ve done differently.

Now, they don’t know that I’m shooting this so we’ll see what we’ll find here.

Now, we’re always supporting our kids talents, as well as our partners. You can see, we got Miss Sarah there doing her yoga first thing in the morning. And we have grandma visiting in town right now, so it’s cool. Right now we have grandma and Skyler in art class. This wall looked a little plain so now they’re doing a nice little … they’re doing whale sharks. We went swimming with whale sharks a couple weeks ago, which was really cool. Grandma’s visiting. It’s a nice little bonding time.

And that’s one of the things that we noticed, it was very obviously. Our kids are very different. And so it really was … I mean, it was painful to watch them get taught in the same exact way. This is Skylar right here. Skylar is seven years old. Hi Sky.

Skyler: Hi.

She’s super artsy fartsy. Loves art.

Skyler: I’m not a fartsy.

Yeah. She’s not fartsy. Just artsy. Right?

Loves to be social. Loves to be hanging out with friends. Very courageous. She’s fearless. I mean, she was the first one to jump in with the whale sharks when we did that. We had a group of adults and everybody was excited about it and when it came down to it, when we see these 30 foot whale sharks going under the boat and they’re bigger than we are, everybody chickened out, and Skylar was the first one to jump in.

I was with her so I was the first one as well.

And so now I want to show you the classroom that we created for these guys, which is pretty cool. I mean, we’re here at our home. Ocean front. We were swimming a little bit ago. Now, we’re doing art class. No shooting is gonna be happening here. We know exactly where are kids are. Nice and safe. Studying what we feel is important. Not some underpaid undervalued, unfortunately, teacher that’s about to pull her hair out and then do who knows what.

So we designed a classroom in here. Let’s see. We got Ryder in class right now. Let’s see what we can see in here. Do a little … we’re gonna sneak in for just a little bit, and before I introduce you to Miss Marta, here’s what we did.

We found the best teacher at the school. The very best teacher, and we borrowed her. And we’ll be borrowing her for probably about the next 13 years. We paid her more. We paid what she deserved. Now, she’s dealing with two kids instead of 30. She has no homework to take home. They go 9:00-12:00, and she’s done. She loves her job. Loves what she does. And that transfers to the kids.

Most teachers are underpaid. They’re undervalued. I used to date one. I used to help her carry her books up the stairs. I mean, all this homework she took home and at the end of the day, her monthly, this was in Texas and apparently I think teachers are paid pretty well in Texas. She’d get $1,700 after taxes, after social security. $1,700. That’s ridiculous. I don’t want somebody making $1,700 putting those poverty mentality thoughts into my kids, so heres what we did.

We borrowed the best teacher. Now, she comes over and she just deals with our kids and she teaches them very differently.

Now, I’m gonna interrupt. I usually don’t do this. Hey guys. Sorry to interrupt. Just wanted to say hi. They weren’t planning on this happening. We got Ms. Marta right here. We got Ryder. And this is the incredible school. There’s Skylar’s desk. She’s having art. And Ryder here is a very … he’s analytical. He’s great with numbers, great with puzzles, great imagination.

Thank you for letting me interrupt. So, here we go.

So Ryder is, as I said, analytical, great with building stuff, legos. He’ll, I don’t know, maybe be an engineer. Maybe he’ll create video games. But he learns very differently than Skylar does. And it just completely, I mean, it was torturous to see them being taught exactly the same. It doesn’t make sense, right.

I mean, you go to a buffet and people are choosing the food that they eat and I mean, it was something as basic and as simple as eating. You choose and make your own plate and choose what’s important to you and what you love, but for some reason education. If you think your kids education is important, they shouldn’t be taught all exactly the same. They all learn very, very differently.

And so we’ve created this school. The kids named it The Incredible School. We focus on their strengths, on what they want. People love to work on their strengths, and now we have kids that love going to school.

My five year old already didn’t like going to school. Before, they’re focusing on all this bullshit stuff, memorizing stuff, that you’re never gonna use. Now, we have the latest technology. Each child has their own curriculum. So we assed them and what they loved to do, what they’re talented in, we are focusing on that, and they love school.

So guys, hopefully you’re not being lazy when it comes to your kids education. Design it, get involved, be part of it, and man. It’s an unfair advantage.

Their friends, some of their friends are in a school with 30-40 kids in their class. We got two kids in our class. That’s it. Undivided attention all day long. It’s an unfair advantage.

So guys, don’t let your kids school get in the way of their education. And this is Alberto Riehl. We’ll see you on the next video.

The Pareto Principle

Hey, guys. Alberto Riehl here and in this video, I’m going to be talking about the Pareto Principle. Now, the Pareto Principle is also known as the 80/20 rule. 80/20. It’s a very simple rule. It’s very powerful, and we can apply it into our business to really multiply what we’re doing. I’m going to show you that in just a couple minutes, here. So, what the Pareto Principle says is that 20% of our efforts end up producing 80% of our results. Most people are focusing on the 80%, and vice versa, that 80% of effort is only producing 20% of your results.

So, right now, no matter where you’re watching this, 20% of the people in your town or city are producing 80% of the income. Whatever country you’re in … If you’re in the US, 20%, the top 20% of the people create 80% of the income, right? So, we’re going to use that in our business. How does that work? Now, one of the things that I know is that if you’re out there producing 20%, the top 20% of agents, again, are doing 20% of the volume. If you flip that again, 80% of agents out there, most likely you if you’re listening to this, 80% of agents are dividing up 20% of the commissions. The crumbs, as we call it. So, we want to see how we can flip that and become in the top 20%.

One of the first things that we’re going to do is … This is something that I learned last year. We’re going to find out where our time and effort is going throughout the day. Because most of us are spending 20% of our time selling and 80% of the time prospecting. You get trained to like always be prospecting, see who’s around you, observation, bug the people around you. Bug friends and family. You’re doing that all the time. We talk to people every day, agents every day, that say they’re cold-calling. They’re like, “Well I just have to do 200 dials to get an appointment.” Dude, you’re spending 80% of your time prospecting. We’re not life insurance prospectors, here. We’re life insurance producers, and ultimately, we should be spending 100% of our time producing, in front of a decision maker, and nothing else.

Here’s how we do it. The first thing we need to do is figure out where is our time throughout the day being spent. I want you to put down 100 units. We each have 100 units of time. It’s also 100 units of energy, okay? But, let’s say your working eight hours a day, or maybe you’re a hustler, a grinder, and you’re spending 16 hours a day working. It doesn’t matter. Whatever you’re spending, that’s 100 units of time, and that’s all you have. Most agents, this is what they’re doing. They have 20 units doing admin stuff, right? The stuff we hate. Paperwork, applications, follow-up, underwriting, calling the underwriters, waiting on the information, setting up pyramids, all that stuff. We shouldn’t be doing that stuff. That’s a waste of time, but at the beginning of our careers, we have to do that, so it’s okay.

Now, 20. So, 20 of our units are going to admin. 60 of our units, if you’re a life insurance producer, are going to prospecting. 60% of our time, 60% of our units, 60% of our energy is going to finding people in front of me. Again, we talk to agents every day that are like, “Man, I need more to get in front of. I need more people to get in front of.” And they’re cold calling. They’re networking. One of our clients said that he hates networking, because he thinks it’s like cold calling in person. I was like, “Wow, I’m going to steal that. Can I use that?” He said, “Yeah,” so I’m using it. It’s true. Networking is like cold calling in person. It’s like throwing a Hail Mary out there. Maybe there’s somebody that is an ideal prospect. Not a very efficient way to do it.

There goes 80 of our units. Now, the last 20 are actually spent selling. So, only 20%, 20 of our units and time is going to selling. This is the only income-generating activity. That’s the only thing we should be doing. But instead, we’re doing paperwork. We’re trying to find people that we can present to. Let’s see how we can flip those numbers around. I want you to do this exercise for yourself. This is what the average agent looks like, but maybe yours is a little different, so sit down and see where your units of time are going. If you’re not sure, just document it. Journal it. On Monday, when you go to work, have a journal, and you can say, “Okay, yep. I just spent the first two hours on the phone, getting back emails, returning phone calls, all that. That’s under admin, most of it, right? Unless maybe some people want to meet with you, then part of it is going to prospecting, but none of that is going into sales. So, sit down and figure out what that is.

Now, here’s how we’re going to change that. Oh, we’ve got a little wind here, guys. Can’t dominate Mother Nature. Hopefully, she’ll cooperate with us. Right now, we’re at 20 units admin, 60 prospecting … There we go, and then 20 selling. What we want to do is we want to tackle the area where we can put in the least amount of effort, the least amount of time, and get the maximum amount of results, right? So, right now, the greatest opportunity is right here. Most of our units are going towards prospecting. How can we tackle that? Here’s a way that I’m going to do it. I’m going to share with you … There’s a link at the bottom of the video here in the description. It’s for an Entrepreneur Magazine. I’m sure you’re an entrepreneur. You read Entrepreneur Magazine, one of the most credible sources out there. Always have great ideas. They interviewed me recently on ways to get free traffic on Facebook, which, if you’re watching this, most agents say, “Man, I don’t want to have to figure out Facebook. I’ve tried it. I’ve hired people and I’ve lost my ass. I get nothing out of it.”

Well, we’re pretty good at it. We’re so good, Entrepreneur Magazine came to us to get some tips, and I gave them an exact step by step process to get free prospects and free appointments without spending any money out of pocket from Facebook. So, there’s a link at the bottom, here. Click on the link and follow that, and here’s what that’s going to do. That’s going to make you twice as effective. Just that one strategy is going to make you twice as effective when you’re prospecting. If you’re bothering friends and family, if you’re networking, if you’re cold calling, you’re doing all that stuff, it’s going to make you half, at least twice as effective. Excuse me. You’re going to spend half the amount of time to get the same results. You’re going to be twice as effective.

Here’s what’s going to happen. Your prospecting is going to be cut in half by using that strategy that I share with you on Entrepreneur Magazine on Facebook, that 60 units, you’re going to cut it in half instantly. You can start doing it on Monday. Do it on Monday. Take some massive action. Do it on Monday. Your 60 units is going to be cut in half. Now, your admin, you’re still going to be doing that. 20 units on admin. But now, instead of having 80 units used up here, and only have 20 units left for selling, all of a sudden, how many units do you have left for selling? Right, you’ve got 30 used for prospecting, that’s half of what you were doing just instantly by using that one strategy, 20 for admin, 50. Now you have another whole 50 units left that you can now start applying to selling.

Guys, you’ve got to understand how huge this is. You’re selling time and units just doubled. More than doubled. Two and a half times. So, all things being equal, meaning, you didn’t get any better at closing. You didn’t get any better at admin stuff. You didn’t add any more products to your portfolio, which is what a lot of agents do. They think they’re going to sell more. That doesn’t work. It just distracts you. You didn’t change anything. You’re not working any more time, very important. You’re just shifting your units from prospecting to selling. Now you can spend half your time selling instead of only 20%, and because of that, your sales will double automatically.

Here’s what’s great, is now we’re at 20, 30, 50, right? You’re going to do this exercise again. Once you master the prospecting strategy and you’re doubling your sales time, guess what? The money is going to start coming in. Now you can use your money as a tool. You can use your money to hire a professional prospector, we’ll call him. Maybe a marketing company. Maybe an expert that does that. Maybe you invest into a system like our guys have done that shows you how to do that with a click of a button. If you double your income, you think you can invest in that? Absolutely.

So, the next step is to get rid of those 30 units that you’re spending prospecting, and you do that with money, the extra money that’s coming in. Now that 30, you add to your sales. Now, you’re at the top. Oh, here comes the wind. 80% of your time is being spent selling. 80% of your energy is being spent selling. The only thing that’s left now is the 20 units that is still being used for admin. At that point, guys, trust me, your sales have quadrupled. If you don’t get any better at closing or anything else, you don’t add anything else, without adding any more time, your 20 units of selling have now quadrupled to 80. Guys, it’s simple math. I’m not that smart, but I know simple math. This is four times that, so your income and your sales have quadrupled.

Do you have enough income now to get an administrative support staff member? Maybe get an assistant, somebody that can help you out with emails, phone calls, pyramids? Absolutely. And after that, you’re getting rid of the 20 again, and now you’re at that place where the very few badasses get to be. Where you’re spending 100% of your time, 100% of your units, 100% of your energy, in front of the decision-maker.

That’s it. Back in the day when I was selling, I was only working two days a week. Now, on those two days, I was seeing about 9 clients a day, but that’s all I was doing. I had an admin person that took care of everything else, so all I did all day long … An appointment at 9 o’clock, 10 o’clock, 11 o’clock. That’s all I did. I condensed my time. 100% of it was selling, and the numbers went through the roof. It’s that simple.

The last tip that I’ll give you … I just heard Gary V talk about it, and it makes a very simple explanation. We’ve got to have patience in the long term, but speed in the short term. He says patience in the macro, speed in the micro. What does that mean? The macro is the big picture. Going from here to here to here to here, you’ve got to have patience. But if you do the everyday actions with speed, the micro, you can get there easy in six months. You might be saying, “Well, six months. That’s a long time.” Guys, there’s tons of agents watching this who have been in business 10 years, 15, 20 years, and are still stuck here. After 20 years, right? Very few, only the small 3% of the most successful actually get this right, and it’s very, very simple to do.

What is the every day, the micro, the speed? Right now, take action. Click on that link. Don’t waste any time. Read it. Read it again. Put it into action. Start doing what I say to do in that Entrepreneur article, and start doing it and do it consistently. Monday, Tuesday, Wednesday, all the way to Friday. Do it every day consistently, and within two weeks, you’ll be getting sales from that effort. Then you keep doing it, and it keeps compounding and compounding, and then you can go from here to here, from here to here, and then to here. Your income will go like this, and six months from now, guys, probably less, you’ll be doing 100% of your time spending it in front of a decision maker. That’s something that most agents can’t ever say, even the ones that have been in business for a long time.

So, guys, watch this again. Take some notes. Write down exactly how you do it. Click on the link. Read that Entrepreneur article. Follow it step by step, and comment and reach out to us when you’ve taken your income times four.

Alberto Riehl. Pareto Principle. 80/20 rule. We’ll see you on the next video.

Compressing Time Like The Agents That Kill It

Hey, guys. Alberto Riehl here, and in this video we’re going to be talking about compression of time. Now if you remember the last video, we were still having some audio problems. We talked about the evolution of a badass. I finally got my microphone to work, but you know what’s funny now is for the first time I’m using this, you get to hear yourself, right? And if you’re a musician or you’ve done stuff like this before, you know what I’m talking about. You can kind of hear yourself, and it’s kind of distracting. So we’ll see how this video goes.

But as far as the concept goes and the strategy, compression of time, it’s very powerful. I first learned about this in The 4-Hour Workweek. If you haven’t read that book, guys, I suggest that you get it. Tim Ferriss, great book. He was able to take a 40-hour workweek and compress it to four hours. It’s called The 4-Hour Workweek, and if you’re anything like me and you’re hearing this for the first time, you’re probably a little bit skeptical about it, but the reality is it’s 100 percent truth. It works. You just need to know a couple things about your business before you can put into play. So what I’m going to do is, I’m going to give you two examples. First example is how I use compression of time in our business today to create an unfair advantage over the other people that are doing similar type things, and I’m going to give you an exact example if you’re a life insurance agent, how you can take this principle and take your monthly income and turn it, compress it into a monthly income. Did I say monthly? Take your yearly income, compress it into a monthly income.

Okay, so let’s get started. The first thing you need to know is your numbers. You have to know your numbers before you can compress time. Now, for most of you in the insurance business, I just lost about 80 percent of you. It’s a sad thing. We talk to agents every day ,we ask simple questions like, what’s your cost of acquisition? What’s your average commission per sale? They can’t answer it. Guys that have been in business for a long time, and people will use an excuse, “Well, I just got started in business.” You should know your numbers. There’s an 85 percent chance you will be out of business in your first year. You need to know your numbers right away. “Well, I don’t really keep track of that metric.” Guys, it’s excuses. Know your numbers. Okay? So with knowing our numbers, I’m going to share with you how we use it in today’s business to create an unfair advantage.

Today most of our money goes to research and development. We’re always testing new things. We’re testing different angles, different mediums, and the business today is moving faster than ever before, right? And if you listen to any of the thought leaders, they’re saying that, speed to market. Right now speed to market is one of the most important things. So you got to be fast, especially if you do your business online. The Internet is changing faster than ever. If you use mediums like we do, like Facebook, experts say every six months Facebook changes. So what you’re doing right now, in six months, it won’t work. Now for most insurance agents, they’re running their business the exact same way they were running at 10 years ago, 20 years ago, right? If you’re a dinosaur, you’re still doing the same thing. Could you imagine in today’s world to be relevant on Facebook every six months it completely changes. YouTube, you’re probably watching this on YouTube. Same thing.

So let me show you how we use this. So we know that when we’re testing a new angle, right? We’re putting money into it. Again, most of our money goes into collecting data, trying out new angles, new images, new adds, new text, and all kinds of different things. And so we know that we need a hundred responses from qualified people to know whether the test works or that strategy works or it doesn’t work. That’s very important. You need a good enough sample size. A lot of times people will get one or two negative responses or like, “Oh, this doesn’t work.” You didn’t give yourself a chance. On the other side, we have people that start out, they get one or two positive responses and they’re like, “Oh, this works.” And then they double down on it, and they ended up losing their ass. That’s not enough of a sample size. So what you need is at least hundred. At least in our business, we need a hundred responses.

Now we know that each response, a qualified response in our business costs us $100. Now so what that means … You can see this okay? We need to spend, we need to invest in a test $10,000 to get a hundred responses to see if something works or not. Okay? $10,000. So here’s how we compress time. A couple months ago I was about to go to a convention that somebody was having with life insurance or insurance stuff in real estate, and I was about to go, and then one of my buddies said, “Alberto, you don’t want to go. The speakers there are doing 10 percent the business you are. What are you going to learn from somebody that’s doing 10 percent of the business you are?” And then he told me what they’re doing as far as their testing goes. So here’s how everybody tests this. Now, the average person out there spends $100 a day when they’re testing. That means they need to run their test for 100 days.

After 100 days they’d spend their $10,000 and have their hundred responses, right? But guys, a hundred days? That’s over three months. Again, Facebook every six months changes. So you’re taking over three months to figure out if something works or not? And then two months later you got to start all over ’cause Facebook changes. That doesn’t work. So here’s what we do to compress time. This $10,000, I don’t want to take three months or 100 days to do it. I like to do it in one week. And actually I like to do it in one work week. Keep it nice and neat, Monday through Friday. That’s five days. So what I do is I spend $2,000 a day. $2,000 a day, times five days. There’s my same $10,000, right? So while they’re taking a hundred days to spend their 10,000 and get their hundred responses, I’m spending 2000 a day taking five days to do it, to spend my 10,000 and getting my hundred responses.

And that’s how I like to do it. I start on Monday. By Friday my test is done, and then I take the weekend. I love this stuff. I live data, I love the numbers, and so I can’t wait to put my family to bed, and then I start working on the numbers. Friday night, Saturday night I’m working on the numbers while my family’s sleeping, figuring out, okay, what didn’t work, and I make sure I get a lesson out of it. What can I learn from that? It didn’t work. Okay. Throw that out after I learned, get something out of it. What did work? Okay. We’re going to double down on that. We’re going to try some more variations, see if we can make it even more powerful, make it even better.

And then on Monday, by Monday I’m relaunching another test. So on Monday, while the other guys are on day eight, right? Of their test, day eight, that means they’re eight percent done. Eight out of a hundred days have been done. I’m already starting on my second test. I’m running laps around the competition. Does that make sense? I’m just running laps and laps. By Friday I’ve done another test. They’re barely on day nine or 10 or whatever the hell that is. Does that make sense? So it gives us an unfair advantage. We get our data, we get our responses 10 times faster than the competition. Okay?

Now let me show you how you can do that in your business. You’re saying, “Okay, well, that’s great in your business.” You can apply it in marketing with your business as well. But let’s do it. Let’s say you’re an insurance guy. We’re going to use … You earn 83,333 a year, okay? That’s about average, right? 83,333 a year, and we want to turn that into a monthly income. The cool thing is is that, if you’re earning this monthly, guess what? 83,000 times 12? Do the math. It’s a million dollars. That means you’re making a million dollars a year. So again, we got to know our numbers. First thing we need to know is know what our average commission is. Now, I know that in our entry-level program, we have several levels, but our entry level, which is our lowest commission, our guys are earning $4,000 per commission. They do this in one call, one hour, actually less than an hour. About 45 minutes, okay? 48 minutes. $4,000.

So we got to divide 83,000, which is what we want to do per month, and that gives us 21 sales. So we have to get 21 sales. 21 times 4,000 is 84,000, close enough. And we have to do that, not in a year, but in a month. 21, right? This is very simple math, guys. Check this out. So now, to get our 21 sales, we know we must go on 42 appointments. Now, we’re being super conservative here. We’re saying 50 percent closing. Again, you got to know your numbers. This is what we share with people. The reality is our numbers are much better than that. Our average guy right now out of the gate, which is at the worst they’ll ever be, doing their first presentation, is closing over 60 percent. We have guys … We have a handful of guys in the last 30 days, close over a 100 percent. We had one guy had 27 appointments, got 31 sales. That’s over a hundred percent closing. But let’s be very conservative. 42 appointments to get our 21 sales, right? Well, how do we get 42 appointments? We know that to get 42 appointments, we need 84 responses. These are qualified prospects, life insurance prospects knowing exactly what we sell and they’re ready to buy life insurance now.

We need 84 of those. Okay? All this needs to happen within a 30-day period right? Now, ow do we get those 84 responses? Again, we know our numbers very well, and we know that in order to get 84 qualified responses, our message needs to reach 8,400 people. 8,400 people. Wow. Well, that’s how amazing these 84 responses are. These aren’t leads. These aren’t crappy things that have been stomped on a hundred times like maybe you’re working with right now. These are truly 84 people that are ready to do business now. We have to go through 8,400. 8,400 we have to reach. So this is like digging for gold, right? This is a needle in the haystack. You can see how good this 84 people. Out of 8,400, only 84 people are good enough that they’re going to be chasing us, and they’re ready to buy now.

Now, here’s where most guys, if you’re a dinosaur, most life insurance guys are, doing business the way it was done 10, 20 years ago. It’s impossible for you to reach 8,400 people, right? Friends and family. That’s how you guys are doing it? I don’t know about you, I don’t have 8,400 family members and friends that I can bug, right? Maybe you’re doing referrals from clients. How long before you get 8,400 referrals? Years, right? What about referrals from circle of influence? Maybe your CPA or tax attorney, whatever it is, how many? Years before they give you 8,400, right? What about networking groups? Years to do this. Seminars? Years, man, years. And we’ve got to get it done within 30 days.

There’s where the power of our program comes in. We can reach 8,400 people in a day if we wanted to. In a day. Actually I know how to reach 8,400 people in one hour. One hour. I can reach 100 people. Couple of clicks of a button, and I reach 8,400 people. Okay? Very simple. Now, maybe you’re a dinosaur. You’re like, “Alberto, I can’t do a couple clicks of a button. I can’t do … That’s too complicated. I don’t even know how to email. I can’t do couple of clicks of a button and reach 8,400 people.” We’ve thought about you. We have a dinosaur hotline in our program. Here’s how it works. You pick up your phone. You’re probably doing the old rotary thing, right? You dial. It’s the dinosaur hotline. 8,400, bam, hang up the phone. You’re done. Can you do that?

Dial, rotary phone. 8,400. Bam. We have a dinosaur hotline set up for you. That’s how easy it is. And you have your 8,400 respondents. So that’s how easy it is. Now, with those 8,400, again, we work backwards, we have 42 appointments. Those 42 appointments, remember, we got to do them within a one-month time to create the 83,000 for the month. Now, we know that there’s 4.3 weeks in a month. 4.3. So that’s less than 10 … You do the math. 42 divided by 4.3? It’s less than 10. Well, let’s just say 10. You need to do 10 appointments in a week. 10 appointments in a week. Easy. Can you do 10 appointments a week? Most guys will do five appointments … Excuse me. To appointments in five days, running out of space here, getting a little messy. Two appointments, five days, right? You do a two appointments on Monday, two on Tuesday, two a Wednesday. At the end of the week, you’ve done it.

Now we have one of our members, Matthew, he decided to compress time again. He’s like, “I don’t want to work five days a week. I’m going to flip those numbers.” And that’s what he did. Instead of seeing two people five times a week, what Matthew does is, he only wants to work two days. He just flipped the numbers, and he does five appointments a day. Five appointments a day, two times a week. That’s 10 appointments, times four. There’s your 42 appointments. Bam. $83,000 a month. A million dollars a year. It’s that simple.

So guys, compression of time, again, very, very powerful concept. You can use this even for other sales. You can use it for other things in your business, but pause the movie, rewind it, figure out what your numbers are, and then work backwards. Figure out what you want to make. Maybe you want to turn your yearly income into a monthly income. It’s this simple. It’s that simple. And then you have to go out and get it done. I hope this helps. Alberto Riehl, Riehl’s Rants, compression of time. We’ll see you on the next video.