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.

Predictable Premium Live 2.0

So we had our first ever Predictable Premium Live, what three, four months ago in May, end of May. We had it at the MGM Grant Sky Loft. You want to check them out, just go to MGM Grant’s house in Las Vegas. This is a view of the dining room and the sky lofts are at the very top, a lot of people don’t even know they exist. This place, this suite was two stories, it was over 3000 square feet. See if we can get some good pictures here. It had an infinity tub, which I’d never seen before. That’s a steam room which made me wanna get one. This is one of three living rooms. Do you guys remember? Three living rooms, it was over 3000 square feet. Pretty nice place, man. Pool table, yeah we had a pool table, we all played pool together. There’s another one of the living rooms, and I’m sharing this with you guys because we’re doing something, we’re planning something behind the scenes now. That is gonna blow this away.

Our second annual Predictable Premium Live, one of the coolest things about this, is this suite came with a white glove butler. We had a butler serving all our members and you couldn’t buy a ticket; you had to be a member in good standing, it sold out. I shouldn’t say sold out because it was free, as a member, it was free to go. We took care of everything, right. The suites, the meals, we got a private suite at Top Golf, the chairman’s suite which is where all the movie stars go to get privacy, we had that to ourselves as well. Had butlers as I shared, serving us, which was pretty cool. And we ran out of spots in what? 36 hours. We ran out of all the spots and people were begging open more, so we did. And then we got rid of those spots in 24 hours. People begged, open some more. We did. And so I’m sharing this with you cos I’m putting something behind the scenes now. We’re gonna take it to another level. This is gonna be where our next Predictable Premium Live is gonna be.

Now it only holds 40 spots and there’s like, what do they call them? Marine laws, maritime laws? So 40 spots, that’s all we can do. Let me see. It’s gonna be absolutely awesome, all the food will be included, all the drink, all the premium drinks will be included. And you cannot buy a ticket for it, only our members. There’s the yacht, I’ll be hanging out right here, turquoise water in the Caribbean. And as a member, this is what you’ll look like afterwards. You’ll be I think very happy. So I’m sharing this with you guys to get ready. Get your passports ready. Get your floaties ready, get your flip flops ready guys. 40 spots. Watch out for some new announcements. Again, you can’t buy the tickets, I give it as a gift to my deserving Predictable Premium members. Man, we’re planning it, it’s gonna be absolutely awesome. And I can’t wait to see all you guys here.

The Mansion, Vegas’s Best kept secret!

Hey guys, Alberto Riehl in Las Vegas headed to Mansion dining room, one of the very well kept secrets here. I have Misty escorting me, my own personal butler here. This is one of the big secrets in Las Vegas. I wanted to share a little bit. They’re going to make me take off the video camera right now as we’re heading in there, but I’ll see if we can sneak in a little video when we get in there without so many people around me. It’s funny, I just got escorted by a butler here at the Mansion, one of the biggest secrets in Vegas. Most people don’t even know it exists. Outside in the casino, everybody’s jumping all over each other and stepping on each other’s toes. Here, look at how quiet and how amazing it is.

Most people don’t even know this exists. I’m the only one here. This is how things should be, right? Look at this dishware. I’ve going to shut this off before the butler comes back and he throws me out. I’ll see if I can get a couple more snippets before I go, Alberto.

All right, this place is amazing. I mean, I just got brought my cappuccino. Look at the foam on this thing. I went to put the sugar on and it just stayed on top. Does that ever happen to you guys? I mean, look at this cappuccino. It’s amazing, got the sugar right behind. This is the way we should be living every single day. Look at that. That’s funny. I had no idea that was going to happen. My sugar’s on and they’re just staying on top. So anyway, before the butler comes we’ll have to shut it off real quick. I’m not the kind of guy that usually takes pictures of food and stuff like that. I guess I’ve never been impressed until now. I guess most people are impressed pretty easily, right? Because they’re taking pictures of their food every day. Look, this fruit. I just got the fruit. I’m having breakfast here. See if we can see it. Can you see it?

There we go. Look at this thing, absolutely beautiful. There’s an orchid on top and the croissants are just like air. They’re like heavenly air. It’s amazing. I’ve never had anything like it. I’m going to have to order another cappuccino. We’ve got the jams and the butter, which is at a perfect temperature. You know how you get the butter usually at the restaurant it’s too hard and then you tear your bread apart? Man, it’s like perfect. Anyway, got to sneak back.

Hey guys, so my main course just got here. Let’s do this really quick. French toast, it looks pretty beautiful. Look at what the syrup container looks like. Pretty fancy, it makes me feel almost a little uncomfortable. Anyway, I’ve got to shut it off before they come back. I was warned already.

Real quick, I already got in trouble, but the private dining room here. I want to show you the wine, and pretend I’m not filming. There’s somebody there. I need to shut this off. Guys. I’m done with my meal. I’m walking out. Let’s see if I could get some of this stuff. It’s just an amazing place, an amazing place. Look at this stuff. Just reminds us how prosperous the world really is, right? Abundance, I’ll tell you one thing that I found a little strange is that a couple of other clients that I saw back here are Japanese. Where are all the high rolling Americans? Then we’re at this very last spot and then here’s the gate. The gate that takes us to where the rest of the world is.

I’m going to leave this little secret place. Look at that, amazing. I’ve got to tell you, this trip has been a bunch of firsts in my life. That’s something that we should be doing all the time, right? Doing things for the very first time. It was the first thing I ever traveled in the back of a Bentley. It was the first time I had ever had a butler escort me around a resort, taking me to the restaurants. The first time I came down here, we were about to catch our flights, the end of our Predictable Premium Live weekend, they really helped you use your time, which is our most valuable asset, and make it as valuable as it should be. The butler packed up all my stuff. That probably saved me 20 minutes, something like that. The first time that a butler packs up all my stuff. Also, the first time that I had a full steam room in the suite.

The first time I stayed in a suite that was over 3000 square feet, at the top and the resort. 3000 square feet private elevator. First time that I had to take a private elevator. I get my own steam room there. Did that a couple times. The first time that happens. Infinity tub, I didn’t even know Infinity tubs existed. That was pretty cool. So many different firsts, at the same time, we had our very best revenue day as well. When was the last time you did something for the first time? Something that we should be trying every day, right? Doing things we’ve never done before makes us uncomfortable, definitely. That’s the only way to grow. That’s how we find out if we like things are not. Hopefully you’re doing a bunch of things for the very first time. This is Alberto guys from Las Vegas. I can’t wait to get back home, but man, it’s been a life changing perception, altering trip.

That’s one thing I promised all the attendees is after you come here, your life will never be the same because you will have a shift in perception. You’ll see everything differently. Possibilities, things that are available to you. You’ll realize that you’ve been playing way too small. We’ve been getting a bunch of posts in our secret group already, saying this was a mind blowing event, life changing event. People thanking us. Here we are with elevators. You have a bunch of people waiting for the regular elevators and again, we’re going to go up to our private suite one last time behind the closed doors and we have our own elevator. I’ll see you upstairs.

I hit the button as I was getting in the elevator so it stopped recording, but it’s one of the things that man, I just love having my own privacy. We have this private elevator, don’t have to share with anybody, going all the way to the top, Skylofts one last time. Yeah, we should definitely be trying some firsts all the time, right? It makes it pretty exciting. Makes life worth living. So guys, Alberto Riehl from the top of Skylofts, and we’ll see you on the next video.

Alberto Riehl Reviews How The Wealthiest People In The World Make Decisions

They end a conversation very quickly and I always keep an eye on that, right? Because Napoleon Hill, first guy to publish it. Successful people make quick decisions very confidently. Never look back, never second guess themselves.

Unsuccessful people, or everyone else, “Should I, shouldn’t I? Should I, shouldn’t I? Okay, I’m gonna do it.” And even after they do it they start, “Maybe I shouldn’t have done it. Maybe I shouldn’t do it.” Right? And so, I always … that impresses me. When I talk to somebody, there might be things I forget but there’s certain things like how quickly you made the decision, I remember that. I know exactly.

I put a lot of weight on that because I know that when Napoleon Hill was being interviewed by Andrew Carnegie, the richest man in the world. Andrew Carnegie … do you guys know the story? Andrew Carnegie asked him, “I have an assignment for you. It’s going to take 20 years.” Napoleon Hill is broke law student. Broke law student. He’s like, “I’m going to make a little money by interviewing some people.” Somehow, he landed the richest man in the world, Andrew Carnegie; and Andrew Carnegie said, “You know what?” After a couple of hours, interview’s just getting started, “Come to my house.” And Napoleon Hill’s like, “Oh, thank God I have money for a hotel.”

So, he’s with the richest man in the world, spends three days. At the end of the three days, Andrew Carnegie’s like, “This is the guy.”

“I’m going to give you an assignment. It’s going to take 20 years and I’m not going to pay you.” And he had a stopwatch under his desk. Napoleon Hill didn’t know that. Napoleon Hill’s like 22 years old. Andrew Carnegie, 55 years old, richest man in the world and if you YouTube Napoleon Hill/Andrew Carnegie story, it’ll come up and you’ll have the real Napoleon Hill talking about it. He’s a little guy, kind of a high voice, high pitched voice. Anybody ever heard him?

I have.

Yeah, right?

Tapes, yeah.

And he’ll talk about it. It’s hilarious. He’s like, “Here I am, 22 years old. I’m broke and I’m being asked to work for the next 20 years for no pay, by the richest man in the world.” How screwed up is that? Think about that. Imagine if you were in that position. You’re broke and the richest man in the world is saying, “Hey, come do this assignment, this project for 20 years. I’m not going to pay you. What I’m going to do is I’m going to give you letters of introduction.” That’s how they did stuff back then.

“I’m going to introduce you.” Here’s one in Henry Ford, Thomas Edison, the Wright brothers, the Wrigleys, Firestone, Eastman who started Kodak. The players. The guys that changed the world; and he timed him. Gave him 60 seconds. Napoleon Hill didn’t know he was being timed and in 30 seconds, Napoleon Hill says, “Not only will I take that assignment, you can count on me to finish it.”

Dude, he committed the next 20 years of his life in 30 seconds. The next 20 years of his life and we have guys that think we’re crazy because we’re asking them to commit a few thousand dollars in an hour. Dude, an hour. Right?

Elon Musk, somebody was talking about Elon Musk. He’s famous, if you read his book, for making billion dollar decisions in 60 seconds. It’s one of the things he’s famous for. Billion dollar decisions in 60 seconds.

So, hopefully that changes perception a little bit. Maybe if you thought that asking somebody to stroke a $12,000 check for their life insurance policy in one phone call was a lot. Realize that we’re still playing very small when we do that. We have guys asking for a billion dollars in 60 seconds.

Napoleon Hill, almost a hundred years ago, his next 20 years of his life in 30 seconds. Guys, we’re like amateurs. That’s nothing. A whole hour for a few grand? If we’re talking to the right person, it happens like that.

Are You Living Life To The Fullest?


And the line across it but the middle. The line is zero. We’re going to five, 10. -5, -10. Very simple. So when I first did this, again, it’s all about awareness, right? We can be aware or you can be at the right place at the wrong time. Or you could be at the right place at the right time, but if you’re not aware of it, it doesn’t really matter.

I shared this I think one time. So these are going to be life events. We’re going to rate them +10, -10. The worst life events are -10. The best are +10. So I know at two years old I was kind of quick on a bicycle. I started riding without training wheels at two years old and that’s probably about a seven. At nine, my dad died. That’s definitely a -10. Can’t get any worse than that.

And do that throughout your life. Graduating high school, probably thought it was a +8 at the time. Meeting Sarah, +10. I believe our connection happened when we met, not wedding later, not anything. +10 meeting the love of my life, my partner.

First child, another +10. And so do that all the way up to now. Think about tough things you’ve had in your life; events, experiences, maybe it’s colleges. Maybe it’s kids graduating college. Maybe it’s a … there’s a lot of stuff here. Let’s take just a couple minutes. Several times lost my butt, right? That’s more -10s around here. Got kicked out of school, actually probably plus. And do that all the way up until now.

Take couple minutes. Then we’re going to connect the dots.

Now if I spent a little bit more time on this really thinking about some of the failed ventures in the past or businesses, maybe the inch where some of us were talking about insurance companies that maybe didn’t treat us right. You know, didn’t do what they said were going to do. I shared with you my Joe Borino story.

Here’s what this exercise does for most people; we learn that early on, you know, riding a bike and all that, graduation and all that, our life is going like this. And that’s what the experts say is really living. It’s like your heart beat. Like bah, bah. What happens is we get older. Anybody’s line get flatter? Yeah. Yeah.

For most people, when we think about our events, everything, even the plus and minuses, they start getting, you know, smaller. For some of us, yeah, they just flat line.

And so we really want to be living life no matter what our age is. Age is just … we use it as an excuse, right? We hear that all the time. You guys hear it all the time, “Oh, I’m too young I don’t need life insurance.” “Oh, I’m too old now.” I mean it’s amazing. It doesn’t matter, guys, the timing is never right. Right? I learned. Starting off too young, going to get married, need money for the wedding. Want to buy our first house, we need money for the house. We’re going to have our first kid, need money for the first kid. Having a second kid, we need money for that. Now we need a little bit bigger house. We need money for that.

Oh shit. College is right around the corner. Now we need college money. Don’t have that yet. Someday, someday. Have the second one in college now, oh my gosh, we’re behind on our retirement. Got to save money, don’t have money now.

My grandfather promised my grandmother we’d go traveling when he retired. My grandfather had an aneurism at 62 years old as he was driving right in front of her house. He never got to take my grandma on all those promised trips.

Most people, that’s what they do. That’s why doing business the way that it’s going to be done in the future, right now it’s a little bit of a luxury right now. But tomorrow and tomorrow’s very close, it’s going to be an absolute necessity. That’s the way it’s going. That’s the way it’s going. We have more and more people talking to us saying, “I can’t get my client back in the office. They want me to email him stuff. They want me to send him stuff.” Do you guys ever get that? Right?

So take a look at your charts and spend some more time on it tonight. Get more detailed and you should be up and down. That means you’re really living. Getting bruised up, getting scratched up and having some really big wins. But for most of us, unfortunately that’s not the case.

How Are You Spending Your Most Valuable Commodity?

One and a quarter of you will put into action on Monday? Fiver percent? What’s five percent? Yeah, that means like one and a quarter of you … If I can do what Anthony Robbins does, one and a quarter of you will put into action on Monday. The rest will just go about their day, doing what they’ve been doing up until this point.

I learned this just over a year ago. I haven’t shared it with anybody. I filmed myself going over it a couple weeks ago, but I’m going to hold onto that video for a while. Nobody has seen that video.

So we talked about yesterday about how we have a certain amount of time throughout the day. Okay? Figure out what your time is for the day. How much time do you spend working per day? You should know what that is. Right? There’s no right or wrong answer.

I shared with you guys my goal this year, please everybody turn off their phones. Thanks for the reminder. Turn off your phones. My goal this year was to work five hours a day. There’s no right answer. Maybe yours is eight, maybe yours is 16 hours a day. Write down, right now, how many hours a day you’re doing.

Now, whatever you wrote down, again there’s no right or wrong answer, so don’t worry about that. That’s your 100 units. Okay? That’s your 100 units. That’s 100 units of time, but it’s also 100 units of energy. That’s very important. We got into a little bit yesterday, guys like Steve Jobs understand the fact that we only have a certain amount of units of energy per day.

I don’t know if you’ve read about this but, the first four hours that you’re awake, is the best time to use those units. That’s when you’re brain works the best. Most people are wasting their first four hours awake. They’re checking social media, they’re checking emails. I mean you can pay somebody $2 an hour to check emails. Why are you doing $2 an hour work?

They’re checking out negative information, newspapers, whatever it is. They’re driving an hour to work. Get there, a little socializing, maybe a little coffee, maybe by the time they’re like, “Okay, I’m going to start working,” for a lot of people, those four hours are gone. That’s the best time. Your very best thinking happens in the first four hours of work, first four hours of the day, excuse me.

Yesterday if you would have seen on the treadmill, I had my notes on the treadmill. It kept falling and I dropped my pen, people are looking at me. Today I did not take my notes. I had my phone and I put notes on my phone, but I even, when I’m on the treadmill, I’m hand writing on the treadmill like this because that’s how I get the most effect. That’s where most of my ideas come from in the morning. I have a ritual and we’ll talk about that another time.

So, we have 100 units of time for the day. For some of you, that might be eight hours, for some of you that might be 16 hours. Now, what you want to do next is figure out where are your units going? Most people have never done this. Where are your units going? I’ll share with you what the average agent does.

They’re spending 20 of their units on administration stuff. That is, again, emails, following up with policies, on the phone with underwriters, how come this hasn’t been issued, maybe asking for medical records, maybe doing para meds, maybe ordering para meds, administrative stuff.

Sixty percent, or 60 of their units, and again these are both time and energy, is spent prospecting. Right? We talk to you guys all the time. First thought in the morning, last thought is, “Who the hell am I going to talk to today? Who am I going to talk to? Who am I going to see? Maybe do some personal observation. Who can I talk to? Friends? Family? Where’s the next deal going to come from?” That’s the average agent.

It’s good to write these down. Yours might be a little different and we’ll give you an opportunity to do your own in a second.

Do we have any sales people in here? Raise your hand if you’re a sales guy. So, the average sales person, this is sales people, all industries, including insurance, spend only 20 of their units per day, 20 units of their time and their energy selling. They’re sales people but they’re spending 20% of their time selling. So, take a second. You should be able to do this pretty quick. It might be a little bit of a challenge.

Here’s a little exercise to do on Monday and Tuesday when you get back. Journal where your time is going. I have, I mentioned to you guys on the call, about a stopwatch. All my watches have a stopwatch on them. I’m like a time geek. I’m always timing stuff. How long does this take? How long does that take? I’m on the phone. How long did that take?

Find out how many units are going to driving? How many units are going to eating? How many units are on Facebook, not working, just seeing what people are eating that day or whatever.

Yeah, whatever it is, right? You’ll be surprised. I’m still surprised. I’m pretty consciously aware of where I’ve dedicated my units and still when I journal detailed, I’m like, “Damn, I’m wasting so much time. I’m wasting so much time still.” Take a second to write out … Here’s 100 units. Write out what yours looks like. Maybe yours looks a little different. Maybe it’s completely different.

Pay Yourself First With Time?

Alberto Riehl: Hey, guys. Alberto Riehl. I’m here with Miss Sarah, and we are actually at a couple’s retreat for the weekend. I gotta show you something. It’s pretty cool.

Alberto Riehl: So she surprised me with this place. Very remote. We have about 150 acres by ourselves. We’re in Northern California. Look. We’ve got bees. See those? Those are bees right there.

Alberto Riehl: We gotta get out of the car. We’ve got a nice little Volkswagen. You gotta unlock this thing.

Alberto Riehl: We always talk about … in our program, about pay yourself first with money. Right? It’s one of the principles. If you haven’t read the book Rich Dad, Poor Dad, definitely a huge recommendation. Get it. That’s all you need to know to become financially independent.

Alberto Riehl: One of the principles they talk about is pay yourself first. Right? While most people out there pay all their bills … They get paid, and then they pay all their bills and utilities and everything that they need to pay, rent, mortgages. Then, at the end, their crumbs they leave for themselves. Right? Most of the time, they have nothing left over for them to do.

Alberto Riehl: So another concept is pay yourself first with time. So what does that mean, exactly? Well, most people do the same thing as they do with their finances. They are dividing their time up 100 different ways throughout the day, going to work and driving and rush hour traffic and – I gotta close the gate now – rush hour traffic and doing all the other stuff that they have to do. I got it.

Alberto Riehl: Then whatever crumbs they have left over of time they dedicate to themselves, they dedicate to their marriage. Right? To their partnership. That’s not the way it should be. You should pay yourself first with time, in time, first.

Alberto Riehl: We’re doing a couple’s retreat for the weekend. Thank you, Mom. Thank you, sister. Couldn’t have done it without you. They’re taking care of the baby, baby Riley. We have also a five-year-old and a seven-year-old. Gotta close this. Uh-oh. That’s gonna be tough to do as I hold this. Gotta make sure we’re secure here. Hold on a second.

Alberto Riehl: All right. So we have it nice and locked now. See? There’s the bees on the other side, and here is the road to our place. You have to drive – I think it’s about 10 minutes – to get in there. I’ll have Sarah help me a little bit. Here, could you point it at the road there?

Alberto Riehl: Actually, if you can point it at me, look kind of far. You can see me okay?

Alberto Riehl: So this place, Sarah found, and I think we’re driving … I think it’s – what, almost a 10-minute drive? – into the middle of nowhere. Super private. We’re the only people onsite.

Alberto Riehl: So we’re talking about paying yourself first with time, not only money. While most people do everything, again, running around to work and back and rush hour and all that stuff, and then whatever crumbs of time they have left over, they dedicate to their most important relationship, which is their marriage or their partner, whatever they wanna call it.

Alberto Riehl: In reality, we should pay ourselves first with time and set the time apart first. This is a good example. We’re spending the entire weekend up here in Nevada City, which is in California, by the way. Just found out about that. Very old city. It’s an old mining town. Been around for – what? – about 150 years, since the mid-1840s, something like that.

Alberto Riehl: We get to spend all weekend together. We’re learning a bunch of different – what do we call them? – practices for communication, for … What else, honey? Couples type stuff, to make connection stronger, communication better. Ooh, look, this is starting to get a little rough here.

Sarah Riehl: I was watching this. It’s gonna get a little …

Alberto Riehl: Is it bumpy?

Sarah Riehl: A little further.

Alberto Riehl: But, man, so many people out there work so hard, dedicate their time to a career, climbing up the corporate ladder, and then they take their eye off the ball. They take their eye off the real important stuff, the stuff that really matters. Right? The family, the marriage.

Alberto Riehl: Of course, today, over 50% of marriages end up in divorce. Then you gotta get expensive attorneys and split everything up, and everything you worked for is gone, anyway.

Alberto Riehl: So we’ll show you here in a second as we … This is starting to get kind of rough. Good thing we got an SUV. We’re gonna be going to our little private … What do we call it, honey? Love nest?

Sarah Riehl: Like the Blair Witch Project.

Alberto Riehl: I’m gonna go ahead and stop.

Sarah Riehl: Okay.

Alberto Riehl: All right, guys. So we’re still going. Still going. Been going for a few minutes here. We’re going deep into the forest. What is this? Pretty cool. Sarah found this on Airbnb. Amazing what the Internet can do for you nowadays.

Alberto Riehl: We’re still going. Still going. The middle of nowhere. Going to our romantic spot. Okay.

Alberto Riehl: Yes? Okay. So, guys, we’re almost there. Now, this is the first time that this car was rented. They gave it to us. It’s a Volkswagen Atlas. It’s a pretty cool SUV, actually. First time that Budget rents it out. It had, like, six miles on it. We’ve been taking it rough roading, so everything will be cool. Don’t tell Budget.

Alberto Riehl: This is the first time we do anything like this. We’re gonna show you … Now, this road’s a little tricky at the end. Actually, the first two times, we got stuck in the middle of it. We couldn’t make it. So I’m gonna put it into first. We gotta get some speed here. Here we go. Here we go.

Alberto Riehl: Gets the adrenaline pumping every time. Whoa, I’m getting better at this. Look. Oh, we made it. We made it. Look at the view. Can you see the view? Gotta get it out of that gear. Look at our little perch. You can see our nice, beautiful glamping tent to the right. We’ll show you inside in a second.

Alberto Riehl: Look at our … This is our favorite part. To the right, we have our own private waterfall and swimming hole. Nobody around for 150 acres, guys. We’re the only ones here. Check out the view. It’s sunset time. We’ve got our fire about to happen over here. We’ll go for a little swim in a little bit.

Alberto Riehl: So, guys, Alberto, Sarah, coming to you from the middle of nowhere, Nevada City. We’ll see you on the next one.

Alberto Riehl: Pretty cool place, right? So we’ve never done anything like this. It’s called mobile glamping. They set it up in a private … We asked for a private, secluded area, and here it is. We’ve got a couple chairs for the beautiful view. You can hear the … We’ve got a grill right there. There’s the waterfall, right behind us. It’s just a really cool place. I’m gonna show you our fire over here.

Alberto Riehl: Sun’s about to set, and there’s the waterfall. So it’s pretty cool. So I’m wondering, when was the last time that you did something like this? There’s our waterfall. Nice little swimming hole. Let’s see if you can see the sunset, starting to shine through now. Ooh, it’s bright. There’s our fire. Just started the fire.

Alberto Riehl: One of the things that’s cool is that we had to get on a plane to come over here. We had to, obviously, get this place. We had to drive an hour and a half from Sacramento. You fly to Sacramento, then you come up here.

Alberto Riehl: But there’s something that happens when you make that extra effort to do something in your life. There’s a book, another book, I recommend, Deep Work, and they talk about when you really wanna get something done and get value out of something. They show it as an example, J.K. Rowling, when she wrote Harry Potter, she would go to the most expensive place in London, hotel, and stay in there ’til she wrote it.

Alberto Riehl: Just the effort of you doing that lets you know, lets your subconscious know, that you’re serious about it. So, because of it, it just gives it a lot more weight and a lot more importance.

Alberto Riehl: So it’s something that’s very important now. Things can be a little bit challenging sometimes. There’s a bunch of kids and a bunch of stuff to do, and maybe you can’t take off an entire weekend. Maybe … Just maybe drive somewhere. Drive somewhere for the night. Start out with maybe just a couple hours or maybe …

Alberto Riehl: A date night for a lot of us is kind of a big deal, but it’s gonna pay dividends, just like all the other philosophies we talk about when it comes to finances. Pay yourself first with time will pay huge dividends in the long run, and we all know when things are solid at home that it’s a lot easier to work and be in the positive mindset, which is what we need to perform out there.

Alberto Riehl: So, guys, Alberto Riehl, and we’ve got Sarah over here. She’s taking some pictures as we are getting ready for our sunset, calling you … or talking to you from the middle of nowhere in Northern California, and we’ll see you on the next video.

Alberto Riehl: Remember, pay yourself first with time.

We Don’t Know What We Don’t Know

Hey guys, Alberto Riehl here, Riehl’s Rants, and I am gyrating this morning. Is that a word? I’m in Cuba. This has been on my bucket list for quite a while. Right behind me, we have the very historic and world-famous Hotel Nacional de Cuba, Hotel National of Cuba, probably the most famous hotel in all Havana, if not Latin America. Pretty cool, built in the 1930s.

We’re right on the bay here. You can see here’s the ocean right behind us. You’ve got Havana, there’s Havana, which we’ll be going there in a second. The lighting’s a little off. It’s early in the morning. Let’s go ahead and go inside the hotel.

What I’m doing is I’m calling this … I’m going to be going over something called We Don’t Know What We Don’t Know. I haven’t talked about this principle in quite a while. It’s something that’s very, very important. I was reminded of it on this trip.

The Hotel Nacional, it’s a five-star. When I made my reservations, I had to do it through an agency in Mexico. Things are a little bit complicated, I guess. I made sure to ask, “Hey give me the very best hotel.” So I had an agent. What does this have to do with insurance agents? Watch this, watch. I’m going to connect it all here at the end. This is very, very important.

I had an agent say, “I’m going to put you at the very best hotel for you and Sarah.” It’s just the two of us. We’re at the grounds. You can see it’s beautiful. It’s beautiful. Built in 1930 again, five-star hotel. She says, “I’m going to put you at the National, that’s where presidents have stayed. There’s just a lot of history there. It’s beautiful. It’s a five-star resort.” Here’s a little fountain here on the grounds as we start heading in.

We were actually here yesterday listening to some live music, see if you can see it, right here. There’s live music playing. We were sipping our little … Had a Cuban sandwich. Had to have a Cuban sandwich, right? Sarah was having a mojito, of course. So we’re about to go into the lobby here. You see here.

I want you to look at the ceilings. It’s a little bit darker, take our sunglasses off now. Look at this place. Pretty beautiful, huh? Look at the ceiling. Built, again, in 1930. Look at the sign right here, Hotel de Cuba, five stars. You can see that. Five-star hotel. I’m pointing that out for a reason. I’m not trying to brag here because I ended up being a little disappointed with the rooms.

So as we’re coming in here in the lobby of the hotel, let’s explore a little history here. You got Fidel meeting with different presidents from all over the world. This is where they met. This is where they met. Again, very, very famous hotel. Now we have a little bit of a bunch of people waiting on the elevator here. That’s when we start running into inefficiencies. About four out of the six elevators are not working. They just haven’t put as much money into maintenance as maybe they should have. we noticed this morning at our buffet, they were taking the mushrooms out of cans, everything out of cans.

What happened there? Is it going down?

It’s going down.

Okay, okay, coming back up. So we start noticing the little inefficiencies with the hotel, waiting for those canned goods. There was hair on our tub, as well as there was a cockroach at the table next to us this morning at the buffet.

So I’m just sharing these things with you because things aren’t always what they seem from the outside. As an insurance agent, we’re told … Some companies tell you this, “Buy an expensive car. Buy a nice suit, if it’s just one of them.” Give an image of … Go up the … All right.

Is it working?

It will work.

Okay, I just want to point out the telephone here. What do you guys think this telephone … What year is this from?

In case of emergency.

Think it works?

One can hope.

It’s supposed to work.

Where are you from?

I’m from Cuba. Where are you from?

From Cuba? And you’re speaking in French? Nice.

I speak lots of … Where are you from?


Oh yeah.

Oh yeah? Nice.

First time in Cuba?

First time in Cuba!


Thank you. So we’re going up to one of the executive floors here.

Here we go.

Are you showing to your friends?

Yeah, millions of people. Say hello!


Where are you guys from?



He’s China.

China! Austria, China, see? People from all over the world.


US. I’m the only American here.

So now we’re on our executive floor. Look at the … See the furnishings? You might like that. The carpeting starts reminding me of my old fraternity house. It’s probably been there since the hotel was built. You can see the carpeting.

Now there’s a lot of history on the walls, which is why I wanted to take this route here. Okay, look at this about the Cold War and the missile crisis. This is where all the presidents were meeting. Pretty cool, right? Pretty cool. Ooh, I want you to look at this bedding. Look at this bedding. Pretty awesome, right? This is from 1930. I’m showing you that, because I’m about to show you my room. That is still the same. It hasn’t changed.

This is the way that most insurance people are doing their business. They’re stuck in the 1930s. They’re using tools that they were using in the 1930s. I have people posting on my ads that word-of-mouth is the best way to do business. Word-of-mouth is still … Buddy, maybe in 1930, but we got phones now. We got something called social media. There will be thousands and thousands and thousands of people watching this within three days of me posting it. You can’t do that by word-of-mouth. Right?

There’s people out there bugging their friends and family. They don’t want you to do that. Trust me, they do not want you to do that. When you can actually be exposed and learn a whole new way to do it, a whole new way. See, for most of us, we’re stuck. We don’t know what we don’t know. We think that this is the best. My professional agent said this is the best place. This is the best place.

I’m going to show you now, we’re at the very corner. This is as good as it gets. Executive level, and this what our room looks like. Let’s see if we can see just a little bit. Look at the bedding. Same exact bedding. Now this, in the US, would be like a Motel 6 or something. This bed was not comfortable. I kind of made it for your viewing pleasure. I kind of made it a little bit last night. Gave us two beds.

So this is what the room looks like. I wanted to give you … This is an executive level room. The bathroom, I mean it’s okay. It’s okay, right? The agent told me this was the very best. She didn’t know what she didn’t know, because there is a brand new hotel that just opened up. They call it Five Stars Plus. We ran into yesterday. We said, “You know what? Once I learned that new place …” At first we’re okay here. We’re okay, because we didn’t know what we didn’t know. We didn’t know there was something better out there.

Most likely, if you’re an insurance agent doing what you were taught by your manager, you don’t know that there’s something better out there. You’re doing okay with your referrals, and you’re bugging friends and family, and your word-of-mouth and all that crap. You’re doing okay. You have no idea there’s a better world out there. What if, with a click of a button, you could be transported to a world of doing business that you had no idea existed?

Then bam, just like that, you’re transported to a whole new place you had no idea existed. This is the first and only five-star plus hotel in Havana, Cuba. It’s the The Gran Manzana. It’s a Kapinski hotel. Now look at the bedding there. Very different bedding. Look at this bed! It’s an amazing, amazing bed. This is real five stars, something way better than our professional agent even knew. Look at that, see that big glass? That’s the shower. I don’t know if you can see the little silhouette, Sarah’s actually showering in there. You can make it opaque, but that’s an entire bathroom there.

Now if you come out here, we got what the consider to be the best view. Here we are, the famous plaza. The center of Havana, Cuba, right outside our door. Pretty cool, right? Had no idea existed. So with the click of a button, you can take your business to a whole new place that you don’t even know exists.

Less effort, less time, using today’s technology to earn five times more money, help five times more people. Look at this place. I wonder if this … Or if we’re going to have to edit this out. She’s taking a shower. Right? Whole new place. I’ll show you the rest here in one second.

Okay, so Sarah’s done showering now. Check out this shower. This thing is huge. It’s like a whole room. Let’s get in here. Look at that, we’ve got the rain … What do they call it, rain shower thing. We took a shower here last night and it’s like being under a waterfall. Huge place. I had no idea this existed. Look at that shower. Man you can’t really tell how big it is. Bathroom a little bit of a mess, been used.

But my point is … Let’s get out into the hallway. My point is that we have no idea what we don’t know. When we were at the other place, down at the other side of Havana, we thought that was the best. Right now, if you’re watching this, you probably think that what you’re doing is the best in your business, what you’ve been taught, referrals, observation.

Oh my gosh, observation. You know what that means? They’re actually teaching that as a strategy. It means bug any stranger around you. Bug any stranger around you. I had somebody do that to me at a Starbucks line. It was a well-known New York company. We won’t completely throw them under the bus, but I thought he was just being a pushy, pain-in-the-butt kind of guy. It’s a strategy they teach. It’s a strategy! How does that … Does that make you feel like an expert? Does that make you feel like … Is that the reason why you got into the business? To be pesking people at the Starbucks line? Really?

How about being in a place where you only talk to people that want to talk to you. Look, I want to show the furniture. Remember the furniture from the last place? A little different, right? A little different. A little bit classier here. So right now, you’re doing what you’re taught. Observation, that’s actually a strategy. Look at this place. Observation as a strategy … You don’t have to do that.

We have a program, we have a system where we only talk to people that actually want to talk to us. Just had a gentleman named Matthew, he’s in our program. He shared on a post … He actually had two posts. One post was a really long one, talked about his journey with us, his ups and downs. He’s had some challenges. You’ve got to get this straight. This is not a get-rich-quick scheme. If you’re looking for a magical, miracle thing, this isn’t for you. It does take work.

But the good news is, it’s an actual system. We have a system, we have a process. All the biggest companies in the world, whether you’re Apple, whether you’re Microsoft, Coca-Cola, they all have processes in place. So now, we’re in this place where … Matthew, the second thing that he talked about was how he had an actual … Here we got. Hello. We have somebody greeting us. Thank you.

He talked about how he had his very first appointment where he got 48 minutes. In 48 minutes, he made just under $5,000. It was a $6,000 policy. So I’m sharing that with you because, yeah, Matthew had his ups and downs, just like we do with anything that’s worthwhile. Again, this is not a get-rich-quick scheme. But today, one of the things that Matthew said is that he has a predictable system where he knows exactly what he needs to do to create the income that he needs for him and his family.

He gave that as an example, “Oh by the way, I just had an appointment, my first appointment. 48 minutes, made just over $5,000.” That’s what we do. Matthew was a certified financial planner. Excuse me, a financial planner. We have a lot of those. There’s a lot of people that are taking two appointments, three, four appointments, it’s normal to do what Matthew did in just that one appointment.

Let’s walk a little bit more. We’re actually at the rooftop here. Show you a little bit more about this place. Ooh, it’s getting a little sunny. So, I got a memo from your clients. They don’t want you to take five appointments or four appointments to do what you can do in one appointment. They don’t want you to do that. It reminds me of a story one of my buddies told me this, where he …

We’re at the rooftop now. This guy goes to the dentist, and the dentist tells him, “Hey, we’ve got to pull your tooth.” He says, “Okay, well how much?” He said, “Well, it’s $400.” “Okay, $400. How long is it going to take?” “Oh it’ll take about 10 minutes.” He goes, “10 minutes? For $400? Isn’t that kind of excessive?” Then the dentist says, “Well, I can take an hour if you want.”

That’s what most financial planners are doing. All we care about today is the result, guys. The result. That’s it. Most financial planners are working way too hard, three appointments, four appointments, three hours, four hours, for something they can get accomplished in one hour … In less than an hour, like Matthew said. 48 minutes, a $6,000 a year policy. And that’s just to start the relationship.

Your clients’ time is more valuable now than ever. People are more busy now than they ever have been. They want a process. They want a system. They don’t want you taking four appointments. So folks, just know that there is a better way out there. You don’t know what you don’t know. Right now you think that you have to take four appointments to close a deal. You think that you have to bother friends and family to close a deal. Observation, that’s not it.

There’s systems and processes out there. Ours is one of them. I’m not saying ours is for you, but ours is one of them, where you can definitely get everything done very efficiently. Talk to people that only want to talk to you about exactly what it is that you offer. Not your friends, not your family. Write up an application in one visit. So guys there is a better way.

Alberto Riehl, talking to you from the very top of Havana, Cuba. Let me tell you, the top … There’s a lot of room at the top. There’s a nice little infinity pool overlooking Havana. So hopefully, we’ll see you here at the top guys. Have a great day. See you on the next video.

The Difference Between An Agent That Kills It, And All The Rest.

Hey, guys. Alberto Riehl here, Riehl’s Rants and, excuse me. Just finished eating a bunch of … Oh, got stuff in my tooth. I didn’t plan this. Just finished eating a bunch of great street food. I’m in Mexico, Playa Carmen. Ate some corn. They have corn over here. Some tacos, quesadillas. I’m stuffed, and I’m … Is very spicy. Very spicy. Put a lot of sauce on it, but I got inspired to shoot this video. Don’t eat this stuff if you’re gonna go run a bunch of appointments. I can already tell my whole system is slowing down. For me, it’s siesta time. Kids are gone right now. They’re with Sarah, and so I get to go and have a little nap, which is what this is good for.

But as I was sitting here, I was looking at these places. Look, let’s walk to them. Every single one of these places offers the same exact thing. Look. Okay. See, you can see the menu. Tacos, what they call tortes, burritos. Tacos, tortes, burritos. Same exact thing. They’re right next to each other. Look at this menu here. Tortes, burritos, quesadillas. All have quesadillas, I had a quesadilla also. Not at any of these places. Look at this. Cross. And you can go on and on and on. They’re all offering the same thing. Tacos, burritos, all … this is pastor they call it, they all have that same meat. Look at this, another one. How many is that now?

Now here’s the one I ate at. Look at the difference. Same menu. Same thing. Look burritos, tortas, quesadillas, right? But this place is jam packed. There’s … see a few people right here. Let me give you a behind the scenes look where everybody is. There’s a bunch of people sitting back here. Everybody’s eating. You can see a couple back there to the right. This place is packed. Look, there’s more people over here. Everybody sitting here … Look behind me … is eating from this place. Everybody. See kids back there, families, these guys here, these people over here. Packed. What’s the difference? What does this have to do with insurance?

Well I mean if you’re honest with yourself you know that everybody’s selling the same thing. Right? Everybody’s selling the same thing. You’ve got thousands and thousands and thousands of brokers, all selling the same thing. All selling the same companies. Why is it that that one stand next to a bunch of other stands … I don’t know how many there was, seven, eight … selling the exact same thing is packed full of business while the other ones were kinda empty. Most of them were empty. Maybe one or two customers. And of course I always think about insurance.

We have a P&C guy, one of our clients and they … it’s actually in Georgia that one of the companies that you’ve heard of and he is killing it with our program. Killing it. Absolutely killing it. This guy makes trips every year. Got himself an exotic car. I mean he’s spending time with family. And we had an agent for the same exact company that is 10 minutes away, said less than 10 minutes away … Hopefully I don’t get hit here … less than 10 minutes away and he’s struggling. Completely struggling. Same company. Same P&C company. Same products, everything. So you know it’s not the products, right? Service? No. Guess what? It’s not the service.

What else are people trying to improve on their? What’s the most important thing in business? And unfortunately in today’s world, the best marketer wins. The best marketer is gonna get the business. That’s why that P&C guy is killing it. I mean he was already doing very well before he came to us. Now he has our system and he’s completely knocking it out of the park. But it’s the same with those guys. All those stands had what we call barkers, right? People out there saying, “Come on in! Have some tacos. Have some quesadillas.” But there’s the one guy, that I started talking to.

This guy had an amazing personality. He was laughing, joking around with people. All the other people were just, you could tell they hated to be there. They did not want to be there. You know? ‘Cause just kind of saying “Tacos, quesadillas …” while this guy was having a great time and it looked like he absolutely loved his job. He is the marketing arm for that little taco stand and he was bringing them in by the droves. You saw that. Absolutely packed.

So guys, the insurance world is just as saturated as that little taco area there and I think that’s great news! It means that there’s a lot of money in the insurance business and you all know an insurance agent that’s absolutely killing it, right? Makes the trips every year. Making five, six, seven hundred thousand a year. I know a couple guys making over a million dollars a year and they have the same exact products you do. What’s the difference? They’re better marketers. They’re better at sales. Make sure that when you’re investing in something for your business … Knowledge is not the answer, you know if more information was the actual … if information was the answer … more information was the answer, we’ve had a lot of people talking about, we’d all be millionaires with six packs. Right?

Information is not the answer. I see people all the time, agents like, “Oh, if I just get my CFP then I’ll be successful.” “Oh, if I get my CFHC then I’ll be successful.” This P&C guy doesn’t have any of those. Our top producers don’t have any of those. A couple of them do. I never had any letters by my name. That really doesn’t matter. That knowledge is not gonna take your business to another level. But if you study marketing, study technology, study the internet, study Facebook, Instagram, YouTube, that will take your business to a whole other level and you can be like our little friends there at the taco stand, just packed with clients coming your way. So hopefully you guys are having a wonderful day. Made it to my hotel here and we’ll see you on the next one.

Are You Asking The Wrong Questions?

Hey guys, good morning. Alberto Riehl here coming to you from Playa del Carmen, Mexico. I’m at a little boutique hotel, it’s called The Fives, it’s pretty cool. It’s Curio by Hilton, something like that. It’s pretty cool, only about 40 units. I’m at the gym this morning. It’s Tuesday morning and I’ve been here for almost an hour. I’m just about done with my workout and I’m wondering where the hell is everybody?

Nobody has been here the whole time and it’s kind of funny because yesterday we were on our call, our Predictable Premium call that we have twice a week. Yesterday was Monday and we had one of our members, Perry, who has a lot of success with Bankers Life, came on. We’re going over some of his action items and one of his action items was to call a hundred people a day, make a hundred calls a day. I was like, “Holy crap. Dude, is that sustainable? Can you do that for the long term? That’s very important. You’ve got to be able to do it for the long term.”

He says, “Yeah, I’ve been doing it for three years.” I was like, “Okay, shit.” He said, “I’m in the military or was in the military. I’m self-disciplined, I set an objective, I do it, been doing it for three years.” I was like, “Okay then good enough. Then keep doing your hundred calls a day for now.” He just started with us, he’s in our very first lesson.

Then my next question to him was, “Do you like doing a hundred calls a day?” He goes, “No, man. Every day … Before, it’s like I want to hang myself before I get on the phone.” I said, “Okay, so you absolutely hate it.” He’s like, “Yep, I absolutely hate it.” What does that have to do with this? We were talking about a quote that says, “Successful people do what unsuccessful people are not willing to do. Not because they want to, not because they like it, but because they know it’s what it takes to get the job done.”

We had a great conversation, one-on-one coaching where I was like, “Dude, the good news is you’re only going to do that for a couple more weeks because very soon you’re going to activate our client attraction system and you’re going to start having clients coming to you asking to do business with you.” He was like, “Oh my gosh, I can’t even believe that that’s possible but that’s why I’m here.”

I said, “Yeah, I know. You’ve been doing it the hard way for three years. I don’t know how many people out there might be doing the same thing, a hundred cold calls.” Another thing that he said is, he said, “Man, my show rate is horrible. I show up and people aren’t there a lot of the time, I don’t understand it. Again, I’m in the military, we make a commitment, we’re there, we honor our commitments.”

I said, “Buddy, it’s because you’re good on the phone, you’re selling them on the appointment. Then they get off the phone and the emotion, they get out of the ether and it’s like, John and Mary are like I don’t know if we want this Perry guy coming over. We got bills to pay, they’re checking out their mail. Yeah, maybe we just won’t be here anymore.” I said, “But that’s not going to happen. When you have clients, your ideal clients chasing you, coming to you, asking you for an appointment, asking for you to sell them stuff, guess what, they’re going to be there because they’re the ones initiating the relationship. They’re coming to you so it makes all the difference in the world.”

Guys, if you’re maybe in that place now where you’re chasing people, let me tell you it’s a whole lot funner when you have your prospects chase you. Anyway, so he’s been doing, he’s won all kinds of awards with Bankers Life, Chairman’s Award, and I can’t remember the names. Every company has something different. Top producer and he’s gotten the awards and the trophies and all that kind of stuff. I said, “Buddy, in the next couple weeks business is going to get a whole lot funner for you.”

Again, I’m here at the gym, one of the things that you know that I do every single day before getting to work. It’s not to look good physically, not at all. I do it so I can feel good mentally. Guys, we’re in a mental sport. The psychology of what we do is the most important thing. Most guys don’t make it, they have a couple bad weeks, couple bad months, they’re out of the business and they go back with their tail between their legs. It’s a very tough industry to be in.

When you’re mentally strong it puts the cards in your favor. That’s one thing that … Before when I would do national trainings with insurance companies people would get on the end of the training, we’d have a Q and A and they’d ask me, “Alberto, well tell me what your presentation says, tell me your script. Can I have your script?” I’d say, “Yeah, but you’re asking the wrong question.” Yes, we have a script that’s extremely powerful. Yes, we have a script that has all the latest science based technology into it, from neurolinguistic programming, hypnotic selling techniques, we communicate with people subconsciously. Our script is about 23 minutes. People are closing multi- thousand, thousand dollar a year life premium deals in 45 minutes. I’m talking from start to finish.

Hello my name’s Alberto to filling out all the application. The application itself takes 15 minutes. Done in 45 minutes, on to the next appointment, one appointment every hour on the hour. If that sounds like something that might be fun for you maybe check us out. People never want to learn about what we do before the appointment. That’s what I tell them when they ask about the script. Wrong question. The words and communication, if you’ve studied any of this stuff, you know that the words are only 7% of communication. 7%, that’s it.

You’re asking me for 7% of the presentation, 7% of the sales process when you’re asking for the script. That’s the wrong question. The right question should be, what do you do for the three hours before you get and out and conduct business, but people don’t want to hear that. Work out for an hour, meditate for 20 minutes, visualize my goals for another 20 minutes, write down my goals for another 20 minutes, and the list goes on and on and on. I have a ritual to get in peak mental state.

Breathing exercises for another 10 minutes. People don’t want to hear that. No, no, no, no, no, just give me the script. Guys, we’re like professional athletes. It takes a whole lot more than just the simple little words to become the very best at what we do. Got to tell you man, as you go out there to the trenches remember that. Make sure that you’re in the correct mental state, make sure that you’re ready for the guy in front of you.

Now, you’ve got to be honest with yourself. The couple in front of you has been getting ready for 24, maybe 48 hours, depending when you set the appointment. “Honey, I don’t care how nice John is or Perry is, we’re going to tell him that we’re going to think about it. We don’t do anything right on the first bat, we’re going to think about it, that’s our deal we’ve made in our marriage 20 years ago.” They prepare for you.

However, if you’re a sales professional like our guys at Predictable Premium you’ve been preparing for years, and years, and years. You’ve been up when it’s dark, when all the competition is still sleeping. You’re up preparing mentally, ready to go, so really it’s an unfair advantage. We’re here to provide more value to our customers and the very best way we can do that is to work on ourselves and keep getting better.

Guys, I’m going to get back to my workout, I’m almost done. You can see I’m sweating like a pig here. We got the World Cup on every TV. Kind of a big deal, World Cup going on. Mexico beat Germany just a couple days ago, huge upset, one, zero. Going to get back to my workout, guys. Hope you’re having a great wonderful day, happy Tuesday. We’ll see you on the next video. Take it easy everybody.