Master closing a sale over the phone for nonprofit with airSlate SignNow

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so in this video I'm going to share with you a live sales call from start to finish you're going to hear the prospect on the other line I'm going to share with you why I say the things that I say and most importantly I'm going to share with you exactly how I sell 45 to 50 policies every month with this sales framework with the one called close slang final expense over the phone I want you to understand the things that I say so I'm going to stop the film you're going to listen to why I see the things and most importantly I'm going to teach you how to not hypnotize but move people through the sales process so easily that you sell them wait to the end I'm going to share with you a few objection handling tips that I've used and most importantly I'm going to share with you how I close the deal that'll allow you to make more money in this industry I think this is going to be one of the best trainings out there I'm gonna share with you exact framework that helps me sell 40 grand 50 Grand of final expense every month that you now have access to and it's gonna be a live call listen in I hope this video brought you value and make sure if you want more of this content comment like and if you feel this is valuable subscribe reach out to me I'm here to help you grow and most importantly I want you to win in this industry hope this helped let's get it keep sound cheers so what is going on guys I want to share with you and walk you through um the reason that I say the things that I say in a sales presentation right here I'm going to share with you a client that I just sold she's a senior who was looking for life insurance I want to give you some context first of the lead the information that I have and most importantly I'm going to break down you're going to listen to this sales call and I'm going to share with you why I say the things to say and when to say the right things to help you become a better sales individual so I hope the lady of a scale we're basically texting for she became a new lead and all I knew is that she was looking for some life insurance and I have her beneficiary name and basically I just texted her a few times back and forth here and then I got her on the phone and I want to share with you how I start this conversation off to build some trust build some Rapport but learn how calm how collected and listen to my tonality on how I knew instantly in the first 30 seconds this lady was going to be ACL so I want to share with you and you're going to listen here make sure you listen very carefully you're gonna hear my voice her voice I'm gonna break down you the whole presentation to the close let's get it so hello yes yes Peter how you been I'm just good how are you good good I know we were kind of going back and forth here I saw that you sent in this request here you listed that officiary is that right skill that's correct okay okay so right there so I saw you know we've been kind of going back and forth here miss Gayle so it's not like I'm calling her as a brand new lead we were texting so I saw that we're going back and forth here Missy Elliot shows here you've listed blank as the beneficiary is that correct get her up to speed and go right into it don't spend a lot of small time talking go right into the pitch all right lovely and you click down here that you uh currently have some covers now where you look at the adults what you have so the question that I asked her next is do you already have some coverage are you looking to add on to what you have are you just trying to find something better and hear what she says and example I have a term that's going to be going up to 140 a month okay so the value is right there in the call I know right now if I can find her something she's looking for a new Option she sounds like a really sweet lady and if I could find her a good position and she trust me I think she's going to buy it for me so here is her pain Point yeah I can't say that it was 80. I'm going to be canceling it it's to AARP I'm going to ask yeah ARP they've been probably raising those rates every five years on your right it's yeah it goes by your age and I'm gonna turn 71. so yeah and then it goes away after gotcha and how much coverage was that like 10 15 000 20. 50 000. so what I want to share here is kind of breakdown of our policy is how much he's paying gives me an idea what I can pitch also see what she had how long she's had it think about if she's going to be a good client most importantly her biggest concern is she has a AARP Term Policy that's going to expire now I got to go ahead and communicate value to see what she's actually looking for okay gotcha but you're looking for I'm assuming something that's going to be there for you forever and it's not going to expire right okay so basically she agrees early on the call we're about one minute in that she's looking to cancel policy wants to find a whole life option that's going to be there for her to cover her burial expenses cool the beginning of every call in the first minute 30 seconds is establish why you guys are even having this conversation what is the reason you are now on the phone with this person lovely and are you just concerned with Yale just to have something for the burial expenses are you just trying to lease up mostly burial and you know if there's a little bit extra that's fine but it's mostly uh you know to bury me and final expenses okay gotcha well appreciate you sharing that kind of how we work here Gail is that we specifically help seniors and we just help them find the most affordable and reduced plans Statewide and something without a two-year waiting period so the way that we do this is I actually work with all 26 companies in the state and based off the medical profile that you're going to share with me I'm going to go through and find the most affordable plan with the most benefits and give you the cheapest price uh price based off your age and your health cool so simple there explaining how we work how we help people so again what we're going to be doing is I work with all 26 companies we're gonna help you find the most affordable and reduced plan and also find something without that two-year waiting period find and communicate value early on in the call so they can feel like he can trust you you can hear how full it is I know what I'm talking about there's no stuttering it's a fluid motion of the sales process she's building trust she's starting to open up most importantly she's like okay cool she's giving me yeses which allows me to continue into the sales cycle all right okay yes ma'am and uh you did fill out everything it looks like you're very very healthy I appreciate you filling that out for me gives me a clear idea just to confirm here your birthday is uh five twenty so now what I'm going to do here is I'm going to go through her medical analysis I'm not going to hold you guys up this I want to share with you kind of how I go and pitching this but basically you want to get clear understanding the next thing you want to do is understand their age their health what their medications are um what they're going through find like financially what their uh medications and and what their current prescribed because you want to really put this person in the best position and if you're a broker you have the tools to you should be contracted with the carriers so making sure they can find the best product that's gonna put them in the best position and give them the most value um is going to allow you to complete the sale she needs the coverage now it's about finding the value that makes sense for her so go through ask the questions let's Skip Along here asking heart attack Strokes cancers any diabetes any elevated sugars any COPD any Oxygen all those underwriting questions we'll reveal which company you can put her with and if you have the right softwares in place you can actually find the best product for that person so let's go into discovering the wire why does this person need coverage 41 71. so they can call me is Peter and um lastly for you I Know cover in the past 30 days or any recent hospitalizations yeah before we do that I want to share with you that you do want to share with your credibility it's really really important that the person on the other line of the phone knows that you are who you are that you can be trusted and they can feel like they can trust you you're not going to make a sale if you sound shaky if you sound like you don't know what you're talking about and you don't sound like you're credible and actually can you know handle their financial information and also that if you're not a person who can communicate how you're going to pay out the claim because you're going to be the one that's going to be responsible for their death if something happens to them you have to sound like an expert and this is how you do it now good so all in all you're in some pretty pretty great shape okay perfect well you know before I drop into this I do just want to give you a bit of my personal information it's extremely important to me with the way the world that you would know who you're talking to today okay okay so my first and last name let me know when you're ready okay I'm ready it's Peter Roberts ER Roberts and then okay I want to give you my personal direct number here Gail just don't save this to your phone give it to your loved ones just so they can call me text me let me check your appointment it's just four four three yeah I'll stop there I'm gonna give her my number I'm also going to give her my npn number and I'm gonna say hey Gail if there's any other information that you would like me to send you just know that I send that to you it's really important to me again that you just know who you're talking to establish that credibility and let's go into asking questions the point of asking questions is to understand what their need is and my concept of make them feel dumb for not buying today 41 briefly here you mentioned that you have that Term Policy 50 000 is going to be going up on you you're gonna be dropping but other than that it just sounds like the burial expenses all you're really worried about is that yes okay absolutely and you know I guess what is your biggest concern when you drop that coverage and you no longer have more bear Insurance you just don't want to pass Shannon any any bills what's your what's your worry so ask the questions always ask questions on like what are you worried about even though she told me she's looking for Barrel Insurance you want her to continue to repeat what her problem is what her concern is because ultimately you're selling peace of mind we got to understand how big of a problem this is in their world well um just to make and I'm gonna pause there you want them to literally say as much as possible so ask a question and be quiet get them to open up to you Shake Ariel and um there's a house but it's a reverse mortgage so she has the opportunity to let them sell it or she can buy it for what's owed on um and I'm gonna leave that up to her and her brother um grandkids but yeah um other than that there isn't really any concerns as far as death or anything the house is my biggest step and that's gonna she's not gonna have to pay for things out of pocket if she doesn't have to oh my God and then so after you explain it and she explains you want to repeat back to her her concern it's a concept of mirroring so sounds like you want to go ahead and make sure that the house is not going to be an issue because you have the reverse mortgage and you just want to make sure that something happens to you you're always getting the person to agree in and confirm like yes it's exactly what I'm looking for yes yes yes and you just do that by being a good listener listen and explain back to them what their concerns are because they feel that you are that you're hearing them and uh so just mailing your final expense or just sound like your biggest worry and you don't want to Pastor that ten thousand dollar bill basically you don't want to have to Pastor that 10 or 15 000 funeral Bill correct right correct so always ending with the sentence with the correct or is that right that gets them to know that you're hearing them so cool we know why we're talking again she knows what she's looking for we know what her concerns are and they're going to understand how big the concern is actually yeah and then make sure that final expenses are taken care of and making sure Shannon's all right all right okay great and have you been I guess that's that AARP policy's been going up on you I've been looking around for something to replace this for a while now or is this so this is you know this is important to you Miss Miss Gail it sounds like to me you always want to ask them have you been looking around for a while it sounds like you know you want to make sure something happens to you there's no burial so you ask yourself why haven't they got this taken care of why are they speaking to you right now so what you do is ask them what has their process been like of looking for oh I've been looking but I can't find anything comfortable and affordable I've been looking they're all trying to give me a two-year waiting period I've been looking at I can't find anybody to trust I've been looking and I don't know who to go with these concerns are handling objections before they come up and you do this by asking that question so you know what the objections are before they even present itself and here's what she says so it's obviously important she needs a life insurance policy she wants to coverage why haven't he got it yet here's our answer you know I've been going and and um but I haven't really um you're the first person I've actually talked to um I've had you know emails and stuff call us what you know but it's fine I did growth life and but you only get like five thousand you know you say it's only 9.95 a month but you only get like five thousand dollars and um so um people will fill out forms the thing is the whole goal of this insurance business people that you're selling to are looking around constantly you just need to be the right person to sell them for example they're going to see the Globes they're going to see the the 995 plan the one that sounds so good to be true and you as the expert need to understand what that actually answers the client so they can put them in the best position our goal is to represent them and you got to understand when they're those 995 plans or those plans that have those cheap rates they have two-year waiting periods and you have to let the clients know so here's how I responded to oh I was looking at the 995 plan it's uh whatever it was not full of life whatever that one is a advertisements I don't even know if that'll bury you anymore but uh yeah yep so it's Colonial Penn and I have that 9.95 yeah and uh I work with him as well I literally work with every company I don't recommend them because number one they give you a two-year waiting period right and just to give you context I can see everyone's rates in my insurance toolkits so I can see what they're doing and what the benefits are that's why I say I work with everyone because I can see what the rates are and I can see what that 995 plan will get them with such a small amount of units and it's misleading the clients we're here to serve them put them the best position and let them know what they could actually get not what the internet tells them they could get without the jump and also it's not it's 9.95 per every unit so 9.95 at your current yeah that that 995 would only get you like 637 of coverage so it's not how it advertised right um yeah so what I'm able to do here for you and uh so I am able to find the cheapest rate Statewide out of all the 26 companies here and just to confirm you're looking for the whole life coverage where it won't expire it'll be there for you now what I'm doing is I'm explaining the product to them you want to make sure that you're selling the problem that they want you don't want to push a product onto them you as the sales individual are trying to help guide them to make a decision not force them to make a decision so I explain it so I'm explaining what the final expense product is so you want something with a cost will never change it'll be there for you forever and it will never expire and also something without a two-year winning period is that what you're looking for Gail once again is going to say yes and this is the point she's like no no no I want an iuo or I want a Term Policy you're going to picture something she doesn't want and she's not going to buy so making sure these check marks are always sit along the sales process will really really help you and then it's guaranteed to pay out and uh you don't want anything with that two-year waiting period correct all right are you planning for a cremation are you going to kind of go that burial route we're probably going cremation like cremated my husband and um I know it's cheaper yeah and it seems like most people are doing that now yeah yeah it's definitely more economical for sure it's um with your cremation is it gonna be a basic cremation are you gonna have like a viewing Service as well that you're planning for okay so now you're gonna be understanding what their needs are you know if you're trying to pitch someone burial insurance and they're only getting The Cremation which is three to five thousand dollars don't pitch them a twenty thousand dollar option this is why you got to ask and understand what they're actually looking for so if she's like I'm looking for a barrel then you can pitch a 10 a 15 or 20 000. but for her I asked her what are you looking for I'm looking for she said I'm looking for a cremation so which is three to four thousand dollars are you doing a basic cremation the basic cremation here's how you have to be a product expert it's three to four thousand dollars are you doing a casket a service any extra Arrangements no a basic urn basic cremation is super affordable three to four thousand dollars and that's what you're gonna plan for everything after the three to four thousand is going to be left behind the beneficiary so you don't want to put Pitch down on 20 or 30 35 000 option if they're just looking for seven thousand a coverage or five thousand coverage you gotta understand what their situation is and again um digest and understand what they're looking for the basic cremation okay your unfortunately your husband's cremation probably like four thousand three thousand dollars listen there yeah I think yeah her husband's cremation was less than three thousand if I would have told it right there yeah the average cremation's fifteen thousand dollars and she found out that her husband's was three thousand that she just did a few years ago she's gonna be like what the heck is this guy doing he's trying to sell him an expensive policy he's trying to what's going on here like and it would not have made sense so always serving your client is super important I think yeah could 15 years but um what we're seeing is most people have like anywhere from like five to seven thousand or maybe even ten thousand a couple days that's all you're really looking for um if I can get a little bit extra to give her some some money in her pocket that you have her yeah whatever she's gonna do I mean um she's on disability Social Security a lot so so listen to this always listening and understand what is that situation situation like so her daughter is the one that would be responsible if she passed away her daughter's on disability her daughter is not in a good financial position and if she doesn't have the life insurance her daughter has to Now find a way to pay for her burial so this is the need is expanding the value is growing and listen how I respond oh for her to go out even just to rent a place and stuff and uh Journal make sure that your daughter really is taken care of if possible that would be important because it sounds like it'd be tough for her to come out of pocket for this if you didn't have it right okay all right yes and then um we work with a lot of individuals on the scale who are on fixed income Social Security Now what you need to do is you need to find out how much money they make this is important on the options you pick this is important or which carriers you're right some carriers will not take a Direct Express card so here's why you need to ask how you get your money what is your money and where is it going your disability so we got to make sure we can find something [Music] that does monthly income is over two grand decent income for a social security individual some companies here will give you an additional 10 discount does that go to a checking account or does that go into like a card where does it go built into my checking account okay okay well I got some good news here for you out of all 26 companies here in the state the company that will give you uh the cheapest rate and also okay so now what I do now is you just pitch the option so by now you're setting it all up you know the need there and I found the company I'm gonna picture this company I explained the value this company is to give the cheapest it really is for agent or health will give you the cheapest rate be the most affordable for her will not make her wait two years and it's gonna be there to cover her burial expenses this is the best company for hands down um contractor with them so I'm going to pitch that to her um so this is what I did I just picked the company I explained what they do their benefits the whole life coverage and here's how I go into um I guess pitching the options of um the the five the sorry the seven the ten and the 15. so with the cremation I did picture of a seven a ten and a 15. not even down solder um just because you always want to serve the clients and put them in the best positions and make sure it's comfortable for them so let me go share with you how I pitch those three options three options for you uh they have a three options for you they have a basically seven seven thousand is like their starter plan you started playing and a fifteen thousand dollar options down structured based off your budget immediately at your age 70 the seven seven thousand is probably what I would recommend to you seven thousand would cover your cremation that three to four thousand goes to that cremation it also will adjust for some inflation in the future of shipping that cost to go up as you know inflation kind of heating up here and just really make sure that your daughter or or Shannon never has to come out of pocket for that that seven thousand dollar coverage for you state wanted to be the cheapest would be forty two dollars and eight cents 42.80 most dependent where you're going to start leaving her some some money behind you could really uh leave about four to five thousand dollars left over with the ten thousand probably the most common plan that seniors go with uh the ten thousand dollars here if you get approved would be 58.25 so that ten thousand okay that's the third option listen fifteen thousand this is kind of one you're going to be leaving about 10 000 or more left over to to Shannon if you really wanted to leave a little Legacy or a little bit of a gift I don't know who's Gail okay [Music] but our biggest thing is and I'm thinking that ten thousand pounds you know uh for that because now you're trying to go ahead and make sure she can afford this every morning now so um actually it's gonna save me a little bit to let us know if you get it but kind of fill me in here miss so you can always add to it later down the road you want to just try for this stuff my paws are here I always want to make sure she's picking the best option for her that's going to be comfortable that's gonna make sense for her that's gonna serve her because we're here to make sure that they can keep the policy and have the policy forever test though that what would be most comfortable and just give you the peace of mind that you're looking for um well right now let's go with seven I guess and then like you said I can increase good I'm gonna be if it's okay for you I'm gonna be checking up one see I could have sold to the ten thousand she said she wanted it but I just wanted to make sure she could you know down sell it to her and and make sure she's in a really good spot every month for the first year just sitting here I'm gonna be here for you I just want you to get you to apart from a life insurance I want to be here for you and Shannon and actually serve you guys for the rest of time is that is that okay if I reach out to you often that's fine yeah okay okay so great so what I did is then I moved her through the application we did the application I got her approved she was super grateful and we got her life insurance so I hope this guy's helped you um just really understand kind of um how I pitch how I sell and the reason behind my words um this industry if you can become good and you can actually help people and serve people put in the best positions and you're smooth it's the same sales process over and over and over again and when you can get comfortable when you can you can feel she was comfortable with me she liked me we both had that vibe there was an energy she had the money she had the need she had the trust and there was this a massive amount of value where she need the life insurance she knew that I could be her guy and she thought I could you know really really surf her and take care of her it was a no-brainer no objections on social no objections on banking no objection on anything what are beneficiaries on got her approved and helped her become a client for life so hope this helped you guys um this is how I sell continue to sell we are are Tuesday and the 9th I have sold five policies in the past two days doing this part time so just want to share with you and leave from the front love you guys if you want more of this let me know comment below cheers and go Crush