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Insurance Marketing | The Four Stages Of Advertising And Marketing For Insurance - YouTube
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what's up guys welcome back to another video in聽
this video i'm going to be walking you through the聽聽
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four different stages of marketing and advertising聽
when it comes to insurance agents and insurance聽聽
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agencies there's actually four different stages聽
that you want to walk through and cycle through聽聽
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as you grow your insurance agency and your聽
insurance business okay and one of the things聽聽
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that i commonly see i would say 95 of the people i聽
work with and talk with that are insurance agents聽聽
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or insurance agencies they never leave stage one聽
and what you have to understand and as you see as聽聽
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i walk you through these four stages as you grow聽
as you want to get bigger as you want to build a聽聽
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real company as you want to get time freedom as聽
you want to get out of the business working on聽聽
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the business instead of in the business you need聽
to really cycle through these stages in order to聽聽
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grow in order to advance as a business all right聽
so let's jump in i'm about to walk you through the聽聽
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four different stages or phases of advertising聽
and marketing when it comes to insurance
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all right guys in this video again we are talking聽
about the four stages or phases when it comes to聽聽
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advertising and marketing for insurance agents all聽
right i'm gonna say right off the bat i know i'm聽聽
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probably gonna get some [ __ ] from this video聽
for um people that are higher up and they just聽聽
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don't agree but i'm not making this video in聽
order to please people i'm making this video to聽聽
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be as completely transparent with all of you guys聽
that follow me all of you guys that are insurance聽聽
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agents that want to build your own business that聽
want to build something that's going to work for聽聽
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you that's going to grow that you can eventually聽
get out of the business and work on it instead of聽聽
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in it so that's why i make all my videos it's for聽
you guys complete transparency about what i think聽聽
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is the best absolute thing you guys can do in聽
order to build your business all right that's what聽聽
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this channel is about so let's get into it the聽
four stages of advertising and marketing so stage聽聽
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one as i already talked about a lot of agents聽
i would say 95 of agents never leave stage one聽聽
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and stage one is buying leads now you may hear me聽
sometimes talk about how buying leads isn't a good聽聽
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thing to do but when you're very first starting聽
out and you literally don't know anything about聽聽
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insurance at all buying leads is probably a good聽
option and for anybody watching this that isn't聽聽
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an insurance agent or insurance agency if they're聽
part of a different business these same tips apply聽聽
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so if you're a real estate agent if you have any聽
other sort of service business if you do solar聽聽
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anything like that buying leads is a great聽
place to start while you're still learning聽聽
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your product and you're still getting your聽
sales process down but your sales process聽聽
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has to do with your advertising and marketing聽
so what works for you when you're buying leads聽聽
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may be completely different process when you are聽
actually advertising in the ways i'm going to talk聽聽
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about the next two or three and four steps right聽
so don't get too tied to the sales process and聽聽
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what's working in stage one when you're buying聽
leads because it could be completely different聽聽
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especially the demeanor of the people you're聽
talking to when you have an inbound booked聽聽
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appointment of somebody that wants to talk to you聽
compared to buying a lead that somebody has vague聽聽
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interest in insurance it's a completely different聽
sales process so don't get too tight in the sales聽聽
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process but understand buying leads is a great聽
place to start when you're still trying to learn聽聽
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about insurance right you need to understand聽
your products and able to be able to sell them聽聽
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correctly so start with buying leads get your聽
feet on the ground save up some money before聽聽
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going into stage two now stage two i wouldn't聽
suggest staying in stage two for very long聽聽
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but it's a perfect way to get your feet wet聽
and stage two is just making your own lead
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and that can mean a lot of different things but聽
specifically what i mean is making the exact same聽聽
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leads that you buy from lead vendors but you just聽
make them yourself these lead vendors kind of act聽聽
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like they have like secret sauce and they have a聽
ton of marketing skills and at the end of the day聽聽
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a lot of them don't some are great marketers and聽
some are awesome people and i'm not going to name聽聽
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any names but some lead vendors maybe watch the聽
youtube video and then got some results and now聽聽
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they have become lead vendors so nothing against聽
lead vendors but you learning how to make your own聽聽
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leads the exact same way the lead vendors do it聽
is very very easy and it's a perfect way to start聽聽
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implementing your own advertising and where you聽
can move from buying your own leads into making聽聽
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your own leads you can start by making the exact聽
same ones and then you can actually adjust the聽聽
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ad copy to up the quality a little bit see the聽
problem with lead vendors in the long run is that聽聽
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they have a different goal that you do they're聽
trying to make as much profit which means they're聽聽
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trying to create the cheapest lead whereas you聽
don't really care about the cheapest lead you're聽聽
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trying to get the best quality lead so that's why聽
we eventually want to move into doing it ourselves聽聽
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but the best place and first place to start is聽
just starting with facebook ads and creating聽聽
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leads that are the exact same as what you would聽
already be able to buy all right and then we're聽聽
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going into stage three and it takes a long time聽
to go from stage two and then really into stage聽聽
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three it doesn't take a long time to go from it聽
but once you get into stage three you'll probably聽聽
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stay in stage three for a long time and that is聽
stage three is advanced advertising and branding聽聽
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so this is where you're still doing direct聽
response advertising so every single聽聽
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advertising dollar you're spending is still聽
going toward a certain goal such as a lead聽聽
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somebody's information or what's even better聽
is an inbound booked appointment that's my聽聽
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very best thing sometimes people like inbound聽
calls but i actually prefer an inbound booked聽聽
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appointment of somebody that's watched a video聽
beforehand so they're completely pre-qualified聽聽
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but either way regardless doesn't matter what聽
you're trying to generate through that you聽聽
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should be replacing some of the sales process and聽
you should also be using that advertising medium聽聽
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and that advertising channel to get your name聽
and your face and your brand name out there so聽聽
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if we're going to be spending advertising dollars聽
which you're still spending advertising dollars聽聽
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through buying leads and also just making the聽
generic leads on facebook but really what we聽聽
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want to be doing is we want to be while we're聽
getting those booked appointments or leads or聽聽
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whatever you're really going for we also want to聽
be branding ourselves so in our market our niche聽聽
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or our local market people start to recognize our聽
name and what this does is it builds momentum and聽聽
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it builds a snowball so it's something i聽
and a lot of other people i didn't invent聽聽
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it it's called the snowball effect so as you聽
continue to put more money into your niche or聽聽
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your market with advertising dollars and people聽
continue to see your face and then they maybe聽聽
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see some content you put out and then if you're聽
really advanced with advertising maybe you have聽聽
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an email sequence or a drip follow-up through all聽
of this they're going to continue to know you and聽聽
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see your face and and truly through seeing聽
you over and over again they're going to be聽聽
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able to trust you right that's the end goal聽
is that because they see you're putting money聽聽
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in advertising in this niche or this market you聽
continue to do it month over month year over year聽聽
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they're obviously gonna be like okay this person聽
has to be having success with this they can't be聽聽
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putting thousands of dollars into advertising and聽
not having success right so it starts to build聽聽
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some trust so you get the first movers initially聽
but then as you continue to build and build and聽聽
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build that snowball people start to know who you聽
are so while you have paid ads working for you聽聽
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you then eventually move into a point where you're聽
known in your niche or your market and you start聽聽
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getting free leads whether that just be through聽
people knowing who you are or you can start to聽聽
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implement things like seo and organic youtube聽
videos in order to really build up that snowball聽聽
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to mass effect to where you don't even have to聽
put money into paid advertising anymore if you聽聽
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don't want to um but the other thing with this is聽
you really control your sales process the goal of聽聽
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this is to get people to know you so it makes聽
your sales process a lot easier they already聽聽
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trust you they they've seen your face in an ad聽
they're starting to get to know you before you聽聽
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even get on the phone with them or meet them in聽
person and it makes the sales process a lot easier聽聽
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and as a business owner it gives you a much better聽
proposition when you want to bring on agents to聽聽
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start closing these leads for you because you're聽
bringing in such a strong lead that knows exactly聽聽
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what they're getting on the phone to talk to聽
you about or meeting you in person to talk to聽聽
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you about whether you're face to face or telesales聽
it doesn't really matter the process is the exact聽聽
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same but the point is we want to get to a point聽
where we're starting to really brand ourselves and聽聽
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advertise ourselves so that it creates a better聽
and easier sales process and then it gives you聽聽
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an advantage as a company trying to bring people聽
to help you like when you're building a team if聽聽
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you have something to give those agents such as聽
really really qualified leads that want to talk聽聽
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to you or people on your team that is priceless聽
right it makes it so much easier it makes it聽聽
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a better place to come from when you really聽
want to start growing and building your team聽聽
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and then additionally with this it creates聽
no more wasted time so when you control your聽聽
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entire advertising process 100 and a lot of聽
it can be automated with video to the point聽聽
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where you're automating some of the sales process聽
through video to get them to book an appointment聽聽
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it saves time you you change from chasing people聽
into only talking to people that are ready to buy聽聽
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or they're at least ready to talk to you聽
so it just it's no more wasting time and聽聽
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it just changes the whole demeanor of the聽
game when you go from chasing in sales to an聽聽
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advertising and marketing based business and then聽
stage four is hiring someone to do it for you
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and this is where i said in the intro a lot聽
of times we'll see agents that'll just skip聽聽
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stage two and three and they'll go from buying聽
leads to okay i'm just gonna hire a marketing聽聽
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company and that's completely fine but one of the聽
biggest problems we see with that is that when you聽聽
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hire a marketing company or somebody to do your聽
marketing for you there's two issues first of all聽聽
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typically they don't really know the best way to聽
actually advertise the market and then the second聽聽
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thing is you don't know if what they're doing is聽
right because you haven't had any experience doing聽聽
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it yourself so i always say with my own business聽
and everybody that i consult and everybody that's聽聽
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a client of mine you should really learn聽
how to do it yourself and master it yourself聽聽
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because this is one of the highest value skills聽
you can actually bring into your business聽聽
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and then when it becomes to a point where it's聽
taking up too much time for you to actually do聽聽
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then you can hire somebody on to be a media buyer聽
so they're not actually doing all the advertising聽聽
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for you but you they're running the ads in the聽
platforms for you so you hire somebody you train聽聽
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them to replicate and build off of your system聽
you don't want to bring them in with their own聽聽
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processes because you don't know if they're going聽
to work and it's too big of a risk most times聽聽
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to just let somebody take over 100 because if聽
they're really great at it why are they taking 10聽聽
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or 20 or doing it for a fixed cost when they聽
could just own their own agency okay that's my聽聽
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thoughts on it so i would suggest learning how to聽
do it the best and learning how to do it with your聽聽
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own preference in mind and have your own sales聽
process built off of your own advertising process聽聽
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once you have that down and in place and it's聽
working for you bring somebody in to run the聽聽
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buttons and the levers inside of facebook and聽
youtube and you might actually be able to hire聽聽
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somebody that's really good at that it can get you聽
better results than you could do yourself but i聽聽
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would never outsource the content creation because聽
when you're the face of the app when you're the聽聽
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person on the video that people are seeing it does聽
something special to the sales process and if you聽聽
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completely outsource that to a marketing company聽
it's now where they're coming up with creative聽聽
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they're coming up with video they're coming聽
up with i mean sometimes you can let them come聽聽
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up with ad copy but i would still have you or聽
members of your immediate team be the face of聽聽
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the company because that's what's really building聽
up that snowball which you always want to remember聽聽
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to do all right guys i hope you enjoyed this video聽
this has been the four stages of advertising and聽聽
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marketing and like i said you really want to聽
check in your business where are you are you聽聽
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staying in stage one and are you continuing to聽
chase rinse and repeat over and over never being聽聽
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able to get off the hamster wheel never being able聽
to get out of that cycle to where you can actually聽聽
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work on the business or have you already聽
started and you're maybe in stage two or聽聽
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stage three or maybe you have a bigger company聽
and you're already ready to go to stage four聽聽
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whatever it is try and figure out where you are聽
and then drop in the comments what you think is聽聽
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keeping you from getting to the next stage聽
alright guys thanks again make sure that you聽聽
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subscribe and like the video if you haven't聽
already grab the cheat sheet i have for you聽聽
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it's called facebook ads for insurance agents 2020聽
and then also join the facebook group below thanks
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you
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