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they all right five birds sitting on the fence and three of them decided to fly away how many birds are left on the fence birds I got to I got five over there by five Matt there's five let all right just because somebody makes a decision to do something or because the bird decides to fly away it actually takes what in order for something to happen it takes action right so you know congratulations to everybody here on just being here you took you decided I'm going to be an insurance agent and then give a dog did you when you pass your test and boom you're an insurance agent so let's learn about selling insurance a little bit in a sales environment there are certain things that happen that typically happen in a successful selling environment all right we're not out there just winging it we're not out there just hoping we make the sale there's actually a process that we engage and have we go through in order to to make it happen all about communication right so we're going to today part one will talk about the things that should happen before we actually have gained permission to even ask for the signal all right and by the way we do have to ask for the sale timely then deliver just volunteered right got ass word well there are certain things that need to happen so we know that we're at point in the presentation that it's okay to ask okay all right so don't the sales cycle and the sales cycle we're going to have like a bell-shaped curve why the bell-shaped curve well by show of hands who would agree that the sales process is an emotional process it would agree that a bit reason that people buy insurances for an emotional reason good so as we work our way towards the top here which would be purchasing decision it's at the height of what's the word motion motion that's right so the reason that the car goes up is as the motion goes up for that purchasing decision that's that's what we're that's what we're striving for it's all right we don't just go in at the bottom what emotions aren't really there really non-existent at the bottom is just a bunch of stress yours is high there's is high but we're working our way up to a purchasing decision we have to know to handle how to handle their emotion and hours of simultaneous so a long time we going to divide pickup truck I told my wife I didn't want to have a car payment so I wanted to buy pickup truck that had manual windows vinyl everything standard transmission and I made the mistake of driving by Lincoln dealership and I saw this beautiful white chocolate is the name of the code it was good and lincoln mark LT pickup truck waterfall grille and because I'm an emotional person I just it's like I took my billfold down my pocket I just threw it at the truck because I was willing to pay whatever it took to get the to get the truck so that serves as proved you might want a car here before such an emotional processes and buy a house man that's emotional Tunes crazy so insurance is the largely the same way alright so at the beginning of our sales cycle the first thing that has to happen is we have to have a prospect I'm not going to go in-depth on prospecting a lot today but that's the first thing that that that we have to have is a prospect a little bit about prospecting which is ironic because it's the most important thing that you can do but there's a different time that when you spend time line but prospecting is just that that's everything all right we all know how to that button appointments it's kind of fun but if we don't prospect we have got nobody to see and I'm sure you've noticed that we don't have a real tear retail frontage here we're in an office building we don't get a lot of action but when you love people coming up to see us one thing I liked about our business is that it is proactive you get to decide when you work and how many people you see you don't have to wait for people to show up to see you but I can be challenging as well so when should you prospect Oh always be prospecting all right you don't necessarily have to go out to prospect but you can at least prostate while you're out all right and who's a good prospect who anybody anybody and he wasn't breathing I thought you said senators they're good they're good too they're good to anybody anybody's a good prospect when you're at the car shop in your rule change you got prospects all around all right certainly when you're at dunkin donuts haven't get your day started of prospects all around you so you know the the agent that is a good prospector that that is typically the agent that's going to make it in business we learned early on that if I don't get good at prospecting it might be time for me to look to do a different business prospecting very important but we've got our appointment set our appointment is set now and we're going to be interactive here with each other now that my appointment is set what do I do not everybody wants my form to set what do i do what do i do go out and partnership fill out an appointment sheet that's probably a good idea right got their address nope know where I'm going so I'm going to start essentially i'm going to start my approach with the with the prospect a couple of things to keep in mind some do's and don'ts get real elementary here when it comes to your car your car should be clean clean try the car should be clean free from clutter frequently does this happen to anybody I know when I was in the field out a lot of times I'd make that sale and just the warm and cozy just wouldn't stop so they follow me all the way out to my car and they say Oh what kind of car is this now be like well that is a 4 defino blue ford ranger and from there one wants to be a Volkswagen Jetta when my favorite culture they had but it's important that the cars clean to avoid just that that embarrassment but also frequently when I was in the field and I'm on that big annuity case all right and where's their money and set the bank right so what do I want to do to get the money I want to go to the bank and get the money and that usually Wells me how to take them with me I've never been able to get money out of the bank out of somebody else's bank account without didn't actually being there with me some things are going to provide my car and just want to make sure it's clean at all at all times so I got a clean car let's talk about me for a second so my parties to be clean I also need to be clean clean that's right all right clean shaven groomed a one thing that's very important in this business is your fingers need to be a hand model if you will your people see you riding with a pain a lot keep your finger nails cut cut clean presentable I'm clean my colors clean I am in the car I'm going to see the prospect I parked the car where do I park the car industry in the street not in front of mailbox huh not in front of the mailbox for the mailbox it'd be great that's right parked car the street not for the mailbox because a parking for the mailbox could be set myself up for an interruption all right when I park in the street and one thing I learned of when I moved up to tulsa so you have to park in the right side of the street I was in a house one time got door knock police officer I parked my car facing the wrong way in the street I didn't know that possible I grew up in some really good just hard please park by front of our front yard leg add do your best in a park in the driveway avoid parking in the driveway what are some reasons we don't report the driveway because somebody might need to pull out or if somebody needs to move their car for whatever reason yeah if you're sick myself that reduction it we've seen we've seen this this happen you're you're riding middle of an appointment and and just right when you're getting to that special moment and business about to happen you know they're there 45 year old son comes out the back bedroom with a painful way to turn on you got a new car nearly got to go to work yeah make sure you avoid that also my shop also we don't want to have a oil spill or anything like that Nene damage done to their driveway I know not we're in Oklahoma not everybody has a driveway there's always going to be different different issues but parked in a circumspect place and the other apart my car yeah what do I do yeah huh yeah there's gather my stub yeah and I'm not going to take 10 years to gather my stuff I got my stuff in my bag I'm ready to rock and roll report my car say my prayer real quick I'm grabbing my bag I'm headed to the front door what do I not want to do as I'm walking to the front door could across her lawn cut across their lawn one shows disrespect it shows disrespect yeah and I know because I'm that psycho guy that if I see you my own children on my yard I run out the front door and I pick them up and throw them across the street yes it's up it's also i guaranteed that if you make it a practice of cutting across people's yards you will find a landmine ID they have a pet and somebody else hasn't that and it will end up on your shoe and then you take it into the house whether that's that's never a good thing so try not to walk up on the yard and and now oh my gosh I've made it through I'm up on the front porch now do I didn't know I knock knock how do I not like with my foot yes no Tulsa PD I'm coming in yeah give it a nice friendly knock it they've got a screen door i recommend opening the screened or not and then close it and then i'm going to take a step back okay all right very good very good don't want to be that guy that's got the screen door open a bag like soon as they open the door and see past them I mean that's a little aggressive know what to do so now I'm knocked and oh my gosh they're coming to the door what am I going to say what am I going to do I hear em coming now what hold your hand out hold my hand out okay well I'm going to hold my hand out introduce yourself so i can introduce myself and so they dragged me in the house right so look dragon in the house and so that introduction a man there's nothing for magic words when you introduce yourself what are those for magic words anybody know first one is made i'll set be shy I drank good Hank come in come in may I come in those are magic words please write them down and implement them all right please here's some downs here's what you don't want to do you don't want to knock on their door and say hey mrs. Jones I've got a lead card you sent this link card into my office so you happily in your house alright that's not an elite guards not a ticket to get in the home as you all know oftentimes you may experience resistance when you know up in that door alright so be prepared for it mrs. Jones my name is Jamie strong it was strong family financial we had a ten o'clock appointment today may I come in that's pretty simple all right pretty simple may I come in I stay my hand they shake it I had ID'd they dragged me in the house and here we go it's working so I'm in the house how do i do I can't believe I made it in the house you could complement some of their decor complement some of their decor okay lor don't like it it's complemented you find something you like about it okay got gotta stay honest yeah so why so so when we're in the house what we're looking at why would I compliment their decor what am I looking to do create great commonality all right creating commonality does what don't get for this builds rapport builds trust okay another thing it does is a because me and I'm just I can't believe I made it in the house I'm nervous my stress is high and their stress also hi who is this dude in our house he called he said a bunch of stuff on the phone not sure why we set disappointment probably here to sell us the insurance so we want to get the stress damn alright so establishing commonality the building rapport building trust all things to get that stress level down alright a short simple way to put it get in there and have some fun all right just get in there have fun be yourself and just just you know talk to him like you've known for 20 years very very important something I would commonly do that always thought was funny i learned from somebody else's I walk in the home and they all got they got pictures of family on their wall I'd always just say who are all these ugly people is this your family and just just to break just a break the ice a little bit probably crashed and burned a couple times doing that so reception commonality where I'm in the home and and and where am I going doctor's attention to it why do I'm going to go to the kitchen table that's where business is done so business is done click inside application on the table probably not a TV in the kitchen alright so what happens though oftentimes is he get into the home and they say sit here and here is on the couch I hope they didn't have one those white pads on it alright so it's it's a it's the living room shovel all right we're all professionals here but we have to understand that we are working with professionals out there you're not the first insurance agent that's been in their home and we want to get to the kitchen table sometimes they know and don't let them don't let them go to the kitchen table will end up buying something right alright so how might I get to the kitchen table when the living room shuffle is Owen ask that's that's usually a good thing too alright alright ask you know what mr. mrs. Jones it should make my job a lot easier if we could get to the kitchen table well it's dirty well you know what what we're going to do today we're going to get that table cleaned off today then we're going to at least comp the comp accomplish that so ask if you see the kitchen table you can just be assumptive and just walk toward you all right okay if there's no kitchen table if it's just one of those homes and you just isn't working out for you now well now what do you do any ideas coffee table copy tub you got to create a kitchen table it's what you got to do right so we get to the kitchen table coffee table if that's turned into the kitchen table and now we're going to do what but I range the CD we're going to arrange a seat I told you not answer hey how are we going to arrange the CD there's an agent as a husband there's a there's a wife all right in the middle agents right here we're doing with the husband and wife either second I'm sorry what Brenda excited so you're saying can't both about the table husband here wife here okay or representing to the advocate of each other Adam you won't sit next to each other okay all right which ain't which one's right which one's right answer I said there's no right or wrong about life there is a right hand turn we want them sitting by each other all right and growing up I can remember remember this happen in my own house my dad was an insurance skeptic my mom wouldn't buy anything that anybody was ever sailing and so my dad would be over here along we'll be over here the insurance got be in the middle and talking to my mom because my mom was most engaging the most interested and the whole wad my dad just looking across the table at my mom doing this you know so also when we're in this position here we present to the husband or the wife huh mr. the wife of course you're going to say that yeah right what if the wife doesn't make the decisions what if I was in medical decisions so we're going to put them together still we avoid any miscommunication right also so our heads not going back and forth from UK communicating between the two also putting people together allows you the opportunity to have some fun with that and to create more of an emotional experience tell the story of a water filtration gentleman comes to my house one time and he's got this huge little kid he knocks on the door hey we had a ten o'clock appointment may I come in classic I'm like this guy do it well it's gonna be a good insurance salesman after this meeting is over right so he walks right into my kitchen and heat without asking he just starts taking my kitchen sink apart all right and what did i do when he was doing that watching I just watched him yes I stopped doing that no because he he just took control my house you know and that's and I didn't would be confrontational and that by the way that's just how Pete that human inflammation but he walks in and starts taking the kitchen sink and forward puts his little contraption on there and just and it starts to steal the show one thing he did with my wife and I as he asked us he said Jamie I want you to go stand by the sink and put your right hand behind your back and so you know what I did whatever he told me to do and so I did that he goes Bridget I want you to stand by your husband now when you put your left hand behind your back ok so we're standing side by side my hands behind my back her hands behind her back he says Jane you grab that bar soap I've got a bar soap and he goes I want you to wash your wife's hand with it and so she's got her riding i got my left hand and we are now forced to have another romantic moment with each other we're physically touching each other and he asked us have y'all ever done that before we can't say that we have we're just all giggly and we just do whatever this guy says later on he was in my shower cleaning my shower door yes you see think you two have a big ugly man in your shower today no we didn't but you're in there okay whatever you say it's a saying when you're in the house all right so how powerful is it's the maybe 22 to reengage or two deflect a little bit when you have people sitting by each other that maybe been there for 50-plus years you know what mr. Jones look at your wife I want you to go back and think about the first time you knew she was the one have them old names you know get them engaged in the process even if you don't sell them anything all right if they can have a positive memorable experience maybe they experience something that you helped them experience that that hasn't been done yet all right that no one else's was able to do for them so positive memorable experience take control in the house at the TV's on don't be afraid to ask to turn the TV on if the dog is bothering you anybody ever have a dog bothering before yesterday yesterday you know it's okay to ask you know is there somewhere we could put your dog I'm not going to be long here is there someone we can put the dog or it's not such an instruction all right your uh your human inclination is going to be to be non-confrontational and that goes both ways so if you can just take control the situation there they're probably not going to be confrontational all right and it's good and remember they put the appointment they'd asked you to be there always keep that line as well swimming I mean I'm in the house I made it to the kitchen I've arranged the seating and now what I do starting to go up a little bit the emotion is have a range of seating now it's time to go hunting club so to start the backline process all right so so this whole process that we're doing when we get into the home is called the warm-up I know my writings terrible's sorry about sorry about that so we need to make that transition from warming up with them you know the soft comments the woman cozies to the transitioning into business and it's always the transitions that give us the most problems all right now we can't go into the home and just go right to the kitchen and start asking those fact-finding questions I mean I guess we can be a great way to have a short career in the business so as we're warming up when do I know it's time to transition into business the idea is better way to put it is how long should I take to warm up with somebody before I move into the back binder how long should the warm-up tag they got 15 minutes back there good things good hey same thing as long as it takes our dan is correct all right you can't have your timer 1 and this we all know that's real time for one appointment every day it's our first relay for all the rest of them because generally it's the warm up the warm-up and the most important process of the meeting is the warm up because if you can't get bassett warm up you're in no danger of the gaining trust or making any sale so you can't go into the mentality of you know mr. mrs. Jones I've got other performance to run today I've been warming up with you for 15 minutes now it's time to transition in a business okay it just doesn't it just doesn't work that way but in your mind you should have at a conscious level of awareness where you're at when it's time to make the transition so when it comes to be transition time one thing that love is to have visual aids so we've got this bag finder it's got these for puzzle pieces on it and what are the four puzzle pieces I'm gonna go to file expands mess so we have final expanse entire man's I think i'm saving does the money one term care LTC modern medical retirement a cup size where is it though that's yeah clearly ematic boys my boys business follow medical o'clock medical that's right okay alright so let's use the back minor to to help us remember what to say the appointment so the first part of the back binder I'd like to have the prospect look at is the front of it as design that way for a reason so you know what mr. mrs. Jones thank you for having your home today I've got a lot of senior citizens I'm going to be visiting with locally today I've been here in the past I appreciate you just have me in your home you know as I visit with seniors there are really poor areas that most seniors are concerned about okay those areas being medical expenses you know we know that every year just about Medicare program gets what cut it gets cut and so if it comes more and more important to have insurance that covers what Medicare improves but does not painful because does Medicare pay for everything no it does not especially when it comes to long-term care expenses a lot of people are shocked to find out that Medicare actually does very little to cover long-term care expenses and statistically speaking I can say with statistical certainty that mr. mrs. Jones one of you going to the nursing home because we know that right now about three out of every five people do now hopefully we beat the odds don't get me wrong but it's a reality and it's one of the biggest wealth killers and in the world of nothing financially prepared people not having long-term care insurance or at least a plan involved the says this is what's going to happen and shut up by myself in a nursing home the home health situation and assisted living facility when it comes to file expenses you know one thing that we do know is a we know our date of birth we just don't know where day to death it's going to happen most people mr mrs jones would you agree that one day we're going to we're going to pass away meet our maker sure we can have a plan and in place that make sure that nobody's burdened financially or if we can just leave that for our family to work pharm pass okay I always have a plan in place and then finally retirement income sings would it be nice to spend your last dollar in your last day oh there's going to be some planning involved in that so four areas medical expense planning long-term care expense playing bio expense planning and retirement income and savings making sure about money last as long as I do mr. mrs. Jones what I'd like to do is ask you 21 pain-free questions how many questions are there now on the back binder I'm going to see this helps me know who's actually from the back fine ground however many questions in verse 21 21 pain-free questions 23 23 pain-free questions that let me know how can tell your situation is as it currently exists today with regard to each of these four areas and right here one thing I do like to do as I'm opening the back button as I like to hang what I like to do because you're opening the fact I'm gap like to ask if you can take you no permission very good Scott there's some parts of the sales presentation that we don't want to ask for permission on you know then there's some parts that I kind of like it when it comes to back binding mr mrs jones would it be all right with you if I ask you 23 pain-free questions with regard to these four areas they say yes why would I ask for permission what's my strategy there the more often they say it's the more often they're going to get towards the time I want to get them comfortable I want to give them saying yes and also because i know some of the questions in the fact-finder especially when it comes to the money far that make it a little uncomfortable about but in the back of their mind they gave me permission to ask the questions hopefully they'll meet with less reluctance when it when it comes to something like that all right so I asked for permission and man so what happened there is i just made the transition i made the transition from warm and fuzzy to know i'm open up the back binder and then we're we're getting down to some business all right so every I haven't been in the field in use all right so ever that's everything that I just said just pretty terrible what i would say in an appointment that's that's how automatic it should be and it's easier to it's easier to stand up here and say it I guess then if I were brand new I remember the first time I tried to get in the presentation first time I tried to fill out a fact-finder it seemed easy watching somebody else do it but I brutalized it pretty good so it's important to rehearse to understand that the practice makes perfect so be be prepared so may the transition into the fact-finder now watching how do I ask the questions in a fact I'm the ideas Lords on page if you can read words on paper you should be okay all right let's not get too fancy all right but what type of questions I really wanted to ask are we really wanting to ask at this point the presentation open-ended they'll be open any question hasn't broken questions huh thought-provoking quite hot provoking questions open any questions we know what the back binder to sound like an interrogation all right and we certainly don't want to alienate our client by by just going up in tangents and things like that either there's words on paper and it will just read them and then whatever words that they say those are the ones that you write down all right it's real simple it's not over complicated all right this reason that the questions are the way that they weathered they are all right and worse the reasons it's important to fill out of that fighter the first place if the correct information let us have them they look back to have something to refer back to because you won't remember right he seems like they're going to when you're there but a week later when they call you up and you're like this is general as you uh what town are you filming it you know just again yeah so we want to be able to retain for records what else why else is it important to fill out a back fire completely let you know which compliance right what else let you know which direction the points leader yeah we need to make our diagnosis right yeah so leads to what presentations you're going to be as a presentation what else I'll fix it in editing thank you what else anything else anything else going once going twice there's probably some other reasons out there um you know when it comes to compliance I do want to mention this when you go into a home you fill out a fact-finder you have them sign the fact-finder sale or no sale let's say it go into a home and you strongly recommend that they purchase long term care insurance and they just don't want to do it and they sign off that you explained it to them they just don't want to do it after seeing the presentation I sign off and although the agents recommending long term care i'm not going to do it now you've got this backfire what would happen if a couple weeks later one of their children comes to see them says hey and I said yeah we had this insurance agent or house and then a couple weeks later stroke a pin to Roman's up in a nursing home is it bad mobile that the child could go after the insurance agent for not recommending long-term care insurance let's say in this world absolutely but if you've got the fact-finder filled out you know what I tried to get them to purchase long-term care and they went so far as to sign off on them not wanting it even at my strong recommendation to do so it'll help keep you out a lot more all right was that just a play on words right there so if you if you if you if you were to make a recommendation that they purchase life insurance any product as long as you've got the fact-finder filled out and signed by the way a very important part as well if the insurance commissioners office were to call you and say why did you sell this person whatever product you sold them you'd be able to let back by ground so you know what I've got a back finder filled out I'm happy to let you see it all right that's one of the first things that an insurance options Commissioner's Office would probably do they just want to know why did you make the record sell it wasn't suitable for the client and that's what the background is all about all right so we even if you hate going out the back fiber just it really keeps you in compliance and solves a lot of problems before they start so please please please fill out your back minors in their entirety and do your best album signing back to that binder as well all right so fill out the back binder asking questions they're answering the questions everything is working ing to my plan everything is going well it's just getting dangerous now now I've got I've got the fact by you filled out now what do I do oh look call ollie golly that's something that we've implemented here strong family financial that I feel like is crucial this is largely implemented because when holly was an agent without any prompting he was just he was in such a hurry to do well in this business that he wanted to skip over a bunch of steps and I don't know what products are I don't know what I'm doing but what I will do is I'll just get out in front of people and I'll fill out the back binder and I'll figure out what they need and then I'll just call Jamie he just did have all completely on his own and so what we realized at that point x that worked out really well you know they kept him from thinking too much stressing out about learning all the products i was getting household develop relationships with people filled back find her out then I call Jamie Jamie tells me what to do I'll call butch and ask butch what one box to check right listen well if I turn on the qualified lunch it's all unit so call ally in the house and when you call ollie how how would we market that you know it's not quite the same as being at the car dealership and saying okay I got these numbers let me go talk to my boss now see what he says yes Ben I always just say you know I think I've got a free good handle on this but I'm going to check with one of my experts in the office just to make sure that I haven't missed anything or that I'm not seen that I'm missing some obvious opportunity to make a recommendation okay I like that I like that it's a really it actually enhances your credibility is what it does yeah and how cool is it you know another another thing to market over we're a small company but just the other day a client was really impressed when I answered myself you know I think the perception is might be that we love much larger company and what we are i mean i guess we're a decent sized company but when people know that they are so important that an owner of the company is willing to get on the phone at just that emotionally is a such a positive form so you know what mr mrs jones i appreciate you answering those questions one thing that i like to prove you and one thing I likes doing all my households is take the extra measure the extra step of actually getting an owner of the company on the phone right here with us today and then you call ollie you tell Holly how they answer the fact finder and then listen to the recommendations that he has to offer right when I call ollie should I a call him on speakerphone or be not ever call you on speakerphone here but I can put them on speakerphone but i have to say ollie i'm getting ready to put you on speaker so i call olly olly olly makes the recommendation it's always the same selling everything there are times over I got it all right I get off the phone with all eight now what do I do Wendy pull out now okay we're that good really know anything go out and that pullout nap okay uh-huh blonde app probably need make the transition first all right let me know what your recommendation no woman and what your your boss recommended her okay you know mr. mrs. Jones just as I suspected all he would say this is a this is the direction I feel like we need to need to go here you know another effective way of doing it once that backfire is still doubt closing it put it right back in front of them with our four areas and so I am a medical LTC the money one retirement income and savings and violence events put it right back in final mr. mrs. Jones thanks for answering those questions of these four areas that we talked about just before started filling out the bag writer of these four areas which one you feel like use your biggest area of vulnerability and then what did they say well we've got Medicare supplements got long-term care policy we're good on naughty we haven't taken care of our final expenses yet all right so at that point time what am I present to them and ask them what their goal what they want out of their life in their expenses okay at your goal with this pipe like how would they like to yes okay right in other words like Robbie night like it was me very basically out of the world like I'm cremated or the point that I want to make the point that i wanna make is whatever they say is there right alright so often times you may know when your mind you know what their they think they have long-term care coverage but they really don't so I'm gonna sell long-term care but whatever their biggest area of vulnerability they feel like is that's that's the that's that's the area but then we're going to attack first okay so but they say final expenses its final expansions all right and I'm totally open for package selling just there's no doubt about that but just let's always listen to the client and let them lead the way often time the move hey Hugh speaks most losses right so we gotta keep them engaged keep intelligent so we decided whatever they're very vulnerable ax t is is the that's the first product I guess the first problem that would ever going to solve all right and so now we can add another wonderful transition now we're going to move from the back binder to what a nice base presentation key word being needs all right a needs-based presentation all right now what's grace we've got this back binder filled out it's got all these questions that we asked that we can refer back to you know I'm saying earlier mr. mrs. Jones you had mentioned that you in no way shape or form want to be any kind of emotional or financial burden on your children should you need long-term care Earl on your past whatever the case may be it's good to bring those questions back up sales process that needs face presentation so a good example of that is going to be we use a I guess we'll use a color okay so cars have airbags it'll right and what airbags do deploy they deploy it's exactly what they do they provide safety and protection they will provide safety and protection they provide safety and protection that's right that's right a needs-based presentation I don't care that airbags deployed I cared that if I'm going 90 on the freeway and I get it to a reg then my kids are going to live that's what I mean that's what the need is I have the need for safety and protection for my family I don't care how the sausage is made right I just just care about that final product so long term care you know what's great about long-term care is if you go into nursing home it pays one hundred dollars a day and it does all these cool things it's got rested rider and you know who cares what his long-term care really do and these makes presentation what is long-term care dude protect your family no but earlier you mentioned that you've got a Southern California a daughter in Florida here we are in Oklahoma there's just they've got their own respective families this covers is going to afford you the opportunity to not be any kind of burden on them whatsoever should you find yourself to be one of the three out of five people that's going to be this this this coverage so it's basically features and versus you know benefits so we can talk about the feature you know the feature and final expand stain upon your passing a check is going to be issued to your things beneficiary but the benefit is what money beyond the herbage here little busy or not not any burden no burden on the family very important right you know it's it's it's one thing to talk about the feature but if you take a step further to talk about the benefits related back to then pull up the things that they said that back binder that's that's what special thing start to have apply frankly still always bring it back to benefit and whether you can regurgitate things that they've shared with you but the more they know you're concerned with them they care about them that you're being genuine and they really start to feel that benefits as it starts to the moment alright so we're an RV is based presentation features versus benefits going well now what yeah desk have to ask them what for the save them really they're not going to just be like hey Jamie all right we got this do we need to go get our checkbook that it happened not very off of that see now there are some people they're just have one to all the time yeah you have to ask you know usually have to ask and so what do I ask always always thought they don't want approach well say that one thing I'll say about about that is uh you typically aren't going to get it unless you ask for it so that's that's something to keep in mind i know i can ask when I've accomplished all these things alright this is what I've been working for it's alright if I don't warm up well I don't I don't ask if I can't pull the background around my rule in the field is it I'm not successful in filling out a bag hunger I'm just in no danger make myself I can't even get that part of the deal done I'm not I'm not gonna be able to sell anything all right I need to make a proper diagnosis anyway so I know you know when they're not in their head when it's making sense and I'm up constantly asking a question how do you feel about that doesn't that make sense and they're saying yes now it's time now it's time for me to to make me throw out a tribal close all right tribal clothes and this is what we're going to end up with today trial Clemens good trial closing question mr. mrs. gems aside from the compass aside from the cost can you see any reason why you would not want this coverage for you and your family today this is another way to put that is if I were giving this away for free would you accept it as a gift for me today can you think of any reason why you would not want it for you and your family what kind of question is that yes much he's going to narrow things down a little bit isn't it right so Barry formed the wording of that aside from the cause can you see any reason why you would not want this coverage for you and your family today all right and then what are they going to do from there they're going to probably throw an objection out there which I will handle or they may just say you know what how much does it cost Jamie how much does it come you know what I'm glad you asked and then I want to give them a few different options right and we'll take it from there all right so now that's coming up in part to part two of the training will do some closing cycle stuff along with the rest of the sales cycle the main point of today is accomplishing these certain things at a conscious level of awareness you when you're in the home it's important to have this visual in your mind that way you know where you're at you know what you can ask or not now what happens if if I throw a trial question out there and they're closed off in there it's just it's just not going anywhere means i need to go backwards and figure out where i went wrong you know down here ree communicate re warm up with them whatever it takes that's why it's so important to just take as much time necessary to warm up you really can't overdo it when it comes to the total war mode all right questions comments concerns pretty simple makes sense good stuff so I guess this concludes video one beautiful and next week will be video to appreciate it buddy you