Automation in sales for insurance industry

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we are here today with marlon faulkner of the faulkner agency excited to have you man so good to have you in studio today uh today we're going to be talking about uh some concepts of selling to make your life really simple so marlon today this morning in that session you talked about six six questions to make sales simple blew me away simple concepts to make selling simple so we got something for you right now it's going to change your life it's going to help you scale your business quick get off to a fast start and uh really revolutionize your sales so marlon let's jump back in man and talk about those six questions to make sales simple absolutely well one of the things i realized was being in sales for so long i realized that there were there are phenomenal sales people and then there's everybody else yeah and one of the things i learned was great sales people really know how to connect with their client with their prospect and one of the things that i didn't realize was i it took me a long time to realize how to really bridge that gap and so one of the things that i learned was something simple how to ask six simple questions and what i tell people is now i really feel like i really know how to connect with the client it's hard i really can't teach you how to really pay attention to people but what we can teach you is how to not pay attention to yourself and that's by asking effective questions yeah we had that conversation over lunch and that was a key con that was a key comment i mean i grabbed it you can't can't teach them how to pay attention to the client but how to not pay attention to themselves did you catch that absolutely subtle difference but big difference absolutely and so one of the things i learned because i always thought get the information out to the clients they'll make an informed decision that's not always necessarily true that's tell tell tell tell tell tell and tell telltale is not sell sell sell it's right [Music] very rare those are kind of the lay downs and you don't want those so what i learned is this process that i can teach anybody if you can do this one two three four five six you can remember this is very simple so i'll give it to you really quick it's really simple cool number one these are the six questions who what when where why how i bet you wish you had six fingers so you didn't have to raise the second hand it's kind of like the prince's mind maybe if i had all the fingers on this said i wouldn't have to yeah but i i do have to add this but when i realized that i realized number one i was over complicating sales yeah most people do 100 yeah number two i took the emphasis off of me and what i wanted to say and i had to learn how to really get the information from the client because i wanted to empower them i didn't want to to to motivate her or inspire them i wanted them to motivate and empower themselves yeah so asking these questions so definitely ready to get into it and i love some of the things you talk about that are directly related to this that i had no no idea about but now i love it and can't wait to get this to the team yeah we teach a concept of um getting the client to tell us why they need the insurance and why they want the insurance yeah and there's really only one way to do that you can't do that by telling them anything you can so what's the secret secrets asking questions always and i love you guys i think at the life insurance academy you guys do an unbelievable job worldwide guys not just in kentucky not just in a few states worldwide canada africa you guys have people and what i love is you guys are getting content to people that are really increasing their business and that's what i love so i'm going to run through this real quick and i'd love to hear your take on this first time i use this with a client literally scared to death brand new agent in the home needed to make money needed to pay bills but i had to take the focus off myself and i started to ask these questions and it went simply like this number one was who were you trying to protect if we're dealing with final expense or mortgage protection that's who we deal with number one question is who are you trying to protect and i always kind of lead them is it your husband is it your kids parents sisters siblings so i want to know who they're trying to protect that gives me an idea of what's what's important to them number two i ask them why that's important to them because they'll say well i want to protect my kids or my husband well the immediate question is why is that important to you because listen roger i know people that don't really care about their family they don't really believe in insurance they don't care if they have it or not and so after i find out why who asking them why really backs it up and affirms it really forces that who back into their heart yeah does that make sense because they're verbalizing it now they're they're processing that thought yes right so you're actually bringing to to for you're actually bringing to the surface what they've been internally processing but never really had words for never verbalized correct correct god they're saying it i'm not saying it correct so who are we trying to protect why is that important to you the next question gets starting to get really deep and most people have never thought about this and i asked the client client a if something happens to you whether god forbid you in a car accident or you're in the hospital in a coma or god forbid you pass away if you don't have coverage where's your family going to live can they stay here do you have enough money to live here for the next 15 or 20 years or are they gonna have to move and right here is the first time you get the aha moment they've never had this conversation husband and wife yeah children spouse parents they've never had this conversation so now i become the expert because i'm talking them about something no one's ever asked them that's right love that yeah so we get the who the why the where what happens if something happens to you god forbid and you don't have coverage in place and or let's say a lot of people have coverage at work and they want to well i have covered your work what happens if you lose your job for instance i had a client that had got diagnosed with cancer couldn't work anymore that work insurance was gone so we can we can now start to overcome objections by asking questions yeah i don't have to attack their objections what happens if you're working and you have work insurance and you can't work for a year what's going to happen to insurance is anyone ever talk to you about that yeah these these this series of questions who what when where why and then of course you there's one more how uh what is that do we do we cover all five do we cover five or six well okay i i really get into so we get the who the why the where the what the win i love this one i'm going to end with the powerful one okay i saved the last two for for a reason i'm very strategic about this when is the best time for you to really get protection for your family because a lot of people tell me in the process that they want to think about well when did you start thinking about this when you filled out the form when you made the phone call like you've already thought about this so we're already past that yeah when's the right time to protect your family yeah anybody's going to tell you right now and i end with the last question i get really vulnerable talking a little bit about myself and asking this last question how is it going to make you feel to know that if or when something happens to you that your family is not going to have to change your kids aren't going to have to move your husband's not going to have to go work two or three jobs or your wife's not going to have to marry someone for money how is that going to make you feel to know that you put something in place that's going to outlive you and that's when i get their heart that's right that's right but then i i don't stop there i ask them one more question and this is the one you have you say it differently we say the same thing which is so weird because i realized a long time ago the laws of success are universal so we're saying the same things we're saying them differently but i ask people this question how would your family feel about you knowing that you could have got protection in place and you didn't wow if something happens to you and i just sit back and i listen and you'd be amazed at the number i didn't talk about return to premium i didn't talk about how much it cost i didn't give them options the sales done you didn't talk about accidental riders i talked about any of that the cell is done because i took time to really have a human interaction see the one thing we forget is we think there's worse sales people and their clients that's right we're not i'm a husband she's a mother i'm i'm a father that's right she's a daughter we're having a human interaction here when they feel that that lets down bears and their inhibitions and they really want to and you're going to kind of walk us through what happens which i didn't realize all this other stuff was going on when i was asking those questions yeah so there's a structure behind everything that you covered there um obviously when we are talking to people there are there are motivators of why people take action there are reasons why people buy anything there are reasons why people don't buy yeah right we talk about the five real reasons why people don't buy because oftentimes when we get an objection at the end i want to think about it i got to talk to my wife i got to look at my budget can i have a card i'm still shopping i got to get back to you i got to talk to my daughter my son makes helps me make decisions i think i already have a policy my mom might have put one in my home as a kid and i got to check it out i got one at work i think it's really good it's a million dollars right they don't they don't know what they have but i got one through the bank it's for ten thousand yeah oh that's accidental you know it looks like it's through the credit union whatever they don't know but they're just throwing out stuff at the end and oftentimes as agents we don't know why we're getting those objections at the end but there's really five real reasons why they don't buy there's no need no trust sorry no no trust no need no want no urgency no money yeah and if we cover those five in our communication our sales process we we can help eliminate most of the objections and when we get to the end it's a natural close it's called a natural close and so what we're addressing there and what your questions really hit is uncovering number one their need yeah and then what is it they really want because at the academy here we talk about the fact that everybody has three there's three needs there's three issues going on with everybody in their life movies are written uh you know about it screenplays are written books are written around this there's an external problem there's an internal problem and there's a philosophical problem most great stories if you ever watch a great movie it's it's going to show a character that characters there's an external problem there's an internal problem there's a philosophical problem you know that phil's popular problem might be good or bad right or wrong evil you know evil empire versus good triumph you know at the end yes books are written about this so when it comes to our clients we're the same so there's an obvious need i filled out a form i don't have any life insurance or i might think i need it yes i just got a mortgage on my house for 250 000 i'm checking this out i'm just looking just looking right so there's there's there's a there's an external need there's this external need most agents sell to the external need and it never gets the job done because people don't take action on the external need sometimes they will but we call those lay downs yes those are lay downs yeah those are when we walk into the house say so are you looking for insurance you fill out this card yeah so tell me about your health let's see what we can get you qualified for like if you do that enough and run the numbers you will be successful yeah but you got to do a lot of work to get because you're never going to get to the second need which is that internal need and it's the internal need that we all have right in here it's how things make us feel we buy clothes marlon because of how it makes us feel absolutely for anybody that's seen me on the academy i like to wear a sports jacket you know this you've seen me all you gotta do is go back and look at her other videos too many photos if you ever see this guy he's always in a polo top button done up and he's styling he looks like a million bucks he likes this because of how it makes you feel how makes you feel absolutely we buy clothes on this we buy the cars we have the christmas presents we buy for our kids we sit there and we get more excited to watch our kids open the presents because of how it makes us feel watching them enjoy this yeah that's good but it's it's if you think about it it's really a selfish motivation i want to do this for my kids no you're enjoying your kids watch this you are getting satisfaction out of it so we take actions on how things make us feel and those six questions address that second level need the internal need which is where people take action the internal need and so at the academy we talk about the fundamentals of selling and there's five fundamentals in that structure number one is establishing belief transferring belief transferring belief belief number one that insurance is a must it's not a nice to have it's a must-have and and and i am the person that is uniquely qualified to help you with this yes like i am confident and so i've made it my life's mission to help people like you to help families put protection in place so they don't have to worry about financial devastation and loss when that day comes so that on the worst day of your life you are a blessing to the worst day of their life you are a blessing to them beyond your years beyond your life or should a tragic accident happen or a critical injury or something like that so it's this idea of transferring belief and these questions come into literally number two and number three so the the fundamentals of selling for us are belief trust stakes options solutions belief transference of belief number two we're establishing trust and in that trust we break that into uh um number one establishing empathy demonstrating empathy and then showing authority so empathy is best gained by asking good questions that's so good because selling is not telling most people think good sales people are talkers no the best sales people are the are the people who ask the best questions 100 and so when you can follow up those questions who what when where why how with follow-up questions that lead them to think and we did a demo we did a demonstration this morning in our live coaching yeah and we had we had an agent and marlon was literally walking this agent through the questions and when he got to that question that said so if you don't have any protection in place and they don't have enough money to pay for the house where are they going to live and you could see the agent engaging in the question and thinking and searching for the answer because it was the first time first time she's processed that that was unbelievable but you were probing right and so what you did was you probed you were you were asking good questions which then reveals what we in the third fundamental which is the stakes the stakes you then revealed the stakes so for her the stakes are if i don't have something in place my family is going to be in jeopardy that's good if my family's in jeopardy now we're going to talk about it you addressed it and then what you did by asking that further question is you raise the stakes because then you brought to the forefront what's going to happen to your family if yeah and then one further question how does that make you feel and then how will your family feel because what does that address the heart the internal need the internal need man so these six questions to make sense sales simple powerful stuff powerful powerful powerful stuff so i love the fact that you guys have a no objection closure you guys when you go through this process which i didn't realize i was already in implementing a large portion of it but we can erase a lot of the we can help people get out of their own way so they can get exactly what they want if we become true professionals of the fundamentals of selling and so i definitely want to thank you guys all the work you guys do at the insurance academy is unbelievable but to be able to partner with you to realize how we can better help families we're gonna go change the world boom structures in your process gives you confidence confidence gives you the ability to move forward confidence and repetition creates competence competence makes you a professional you'll celebrate your sales you'll celebrate your career take it to the next level it's all about helping you win so that's what we got marlon man thanks for bringing it today love it thank you all right more to come more way more to come appreciate it we're out