 Miss Betty there's five benefits to the types of policies that we sell that my clients love I must I'd love to share them with you real quick if that's okay That's a trial close. That's engagement. She's gonna they're gonna say yes. That's one question What we're gonna do is we're gonna tally though. We're gonna tally together the amount of Question, you know what I'm gonna even call it trial closes just because that's really what what what it is I'm gonna tally the amount of trial closes that we use during this section and we've got one so far So I'll immediately okay, and I'm gonna write that I'm writing this down on a piece of paper When I'm sitting with them and during this I need to add that I want to be in their bubble in their space If we're at the table I want to go sit beside them if they're on the work sitting around if they're on the couch I want to sit beside them if they're in recliner. I want to go kneel on the floor beside them I want to be in their space in their bubble while I'm showing them these five benefits. So I'll say okay Let's walk through these five Benefits miss Betty benefit number one is a whole Life and you can make any is up no matter what product you sell doesn't matter you could say well Cody I sell term life insurance perfect coverage lock so you could put whole life or you could put Coverage lock it doesn't really matter You could even in you could if you sell home and auto Medicare doesn't matter you can come up with benefits, right? You can come up with five benefits So I'm gonna show you how I do it. I Write it down then I explain it miss Betty. What that means is and that is that it will last your entire life Typically with a lot of options out there. It'll either it'll either change Every year or go down when you're 65 or they'll cut it in half or it'll only last till age 70 or age 80 There's a lot of those things out there. You definitely don't want what's awesome And what our clients love is that it lasts your entire life and never Changes never goes down. It's always same amount everything we agree on stays the same forever. Is that important to you? Do you like that? That's a trial close. There's another one And I'm gonna do after each one perfect. This will say yeah, I really like okay. Well the second benefit miss Betty is the price lock And the reason why that's so important is there's a lot of things out there Like we talked about you know over the phone or through the mail or on the TV or you know Online or in the newspaper that has price that does not have a price lock most a lot of policies don't come with price locks this one does because The price is gonna be locked in for the rest of your life. It's never gonna go up It's always gonna be the same and it'll never change with a lot of policies miss Betty The price will go either go up every year or every five years or it'll go up when you hit a certain age or 60 Just and I'll tell them just because you can afford Whatever today doesn't I mean you could afford three times that later. You know what I mean? Is that important to you? Do you like that one? There's another? Trial close you get them to respond every step of the way benefit number three miss Betty is That it pays Double and again you can make these up along the way, but these are the five I use double in the event of an accident So let's just say that that you have $25,000 in coverage if you were to pass away by an accident then your family your beneficiary Your daughter Susie that you talked about earlier would actually receive $50,000 in coverage I'm assuming that that would probably be okay with you. Am I right? Yeah That was a trial close, right? All right, miss Betty the fourth benefit is that it builds cash Value Which is also really cool because it's like a savings account inside the policy It accrues with interest and it grows and it should you ever need to take out a loan if you you could and it's there There's policies that don't come with this, but it's nice to know that it's at least available We don't recommend you use it, but hey, it's your policy and it's there So it's kind of cool to know that it's that this actually your policy will have this in it. Is that that's pretty cool, isn't it? Try close number five already And then benefit number five miss Betty this one takes the longest But I'll always tell him hey, this is probably my favorite I'm probably a little biased because I'm talking about myself right now But miss Betty benefit number five is local agent, which means let's just say that you need that we do with it that The you just buy from someone random, you know through the TV or something Or through the mail What do you think you need to do when you need to make minor changes or when you need to go change your bank account or your address? Or your beneficiary or your name or whatever generally you've got to call a 1-800 number You got to wait on hold for a good while maybe 40 minutes Then you've got a you know, sometimes you have to send emails and you have to do all these things and it's just it's just it's Kind of annoying right it's kind of a burden So what's cool about us is if you ever need to do any of this you'll pick up The phone and call my cell phone and I'll and I'll even snap my fingers. I'll immediately Fix that for you Bird and gone but I'll but I'll even add a second layer to that one So I had one layer then I had a second layer miss Betty even more important than minor changes When the time that you when the time comes that you pass away and your daughter Susie It's time for her to collect on your policy She's got she's grieving your life. She's got Generally, she would have if she bought a random policy She'd have to go through and call a 1-800 number again wait on hold for a lot of time talk to several different departments Get get death certificates from the funeral home and and then get and then get claim paperwork Sent to her in the mail and then and then take it and get it notarized and filled out and and then try to Get all this stuff and get it sent back and then Weeks to months later. She'll she'll eventually hopefully maybe get a check in the mail where what's nice to know is that if something When something does happen? Susie just like you can when you have changes she picks up the phone She calls my cell phone and we take care of all of it for her and we take the burden away Because there's a lot going on you got she's got family coming in food arranging a funeral all these other things It's so much easier if we just take care of it clients love that we take that huge burden off of their family's shoulders Do you like that one as well? Guess what that's another trial close. That's number six already, and we're not even done number seven trial close is You got them you got them to allow you to do benefits You got them to pick and and say yes that it was important to him or at least that they liked it for each one And the way you word these questions you can tell is really important After you go through this I'm gonna ask another question miss Betty of All five of these wonderful benefits. Which one is your favorite? Which one do you like the most? Guess what that's trial close number seven already and if they say what would you talked about? Eight million times in all these videos if they say I don't know you ask a follow-up question You say well hypothetically if you had to choose. What would you say? Which one would you pick? And then they'll say well if I had to I'd probably say the price lock or the local agent great Those are both extremely important. There was seven Trial closes before you've even showed options Don't you think it's easier because what happens is you're getting them to make a decision you're training Betty right now to make decisions? Every step of the way seven times already throughout this last eight minutes. She's made Seven different decisions and agreed and said it's important. She likes it and all these things That's why trial closing is so important then immediately when I get done with this I'll say okay perfect miss Betty. I've got three options for you And I'll say it exactly like this because it works I've got three options for you that I know you're gonna like I even know which one you're gonna pick already before you even choose But I'll let I'll let you choose, okay? I'm gonna show you these three and I need you to pick one and tell me which one You like the most but before I show them to you I want you to know that these three options that I'm about to show you come with all five of these benefits is Especially the price lock and the local agent which I know you loved All right miss Betty I'm about to show you these and I want you to tell me which one you like and then I'll fill the paper over and show it Miss Betty, I've got 25,000 for 125. I've got 20,000 for $100 and I've got 15,000 for 75 Which of these three? Are you most comfortable with? That's the close and then you shut up until they pick and about 80% of the time They pick the one in the middle Why do I lay it out like this though because and then and then when they choose well for yeah, probably the 20,000 Okay, great. Let's and then the the next step is your what you say is perfect great choice That's actually what I thought you would pick now Let's see if we can get you approved What's your full legal name or what's your address? Or Your beneficiary is is Susie. What's her date of birth? You know just a question to move into the application and the qualification process The reason I do it this way though is I Give I always give three options and I do it in descending order If you can't tell because if you do it and you and if you do it ascending order and you write 1520 25 and you do it in ascending order when you tell it when you show it to them in ascending order it feels like Okay, I saw 15. That's good. It feels like They're gonna feel like you're trying to upsell them by showing them bigger options where instead this way you're showing them Hey, this is the best option and it starts to feel like you're taking it away from them at the end that the other Options Pell in comparison and so that's why I like to show three options in descending order I like to get them to choose make a decision and then I immediately move into the application This was all about showing it's about building value It's about presenting options and it's about closing and getting them to choose