 Ms. 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 or 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 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. Do 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 and she'll 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 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 him just because you can afford whatever today Does it mean you can 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? Trial close number five already and then benefit number five miss Betty this one takes the longest But I'll always tell them hey, this is probably my favorite I'm probably a little biased because I'm talking about myself right now the miss Betty benefit number five is local agent Which means let's just say that you need that we do with it that That 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 to 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 just 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 Burden 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 paper work Sent to her in the mail and then and then take it and get it notarized and filled out and then and then try to get all This stuff and get it sent back and then Weeks to months later she'll and 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 them 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 talk 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 your 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 and 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 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 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 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 a sending order and you write 1520 25 and you do it in a sending order when you tell it when you show it to of them in a sending 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 This is my favorite. It'll probably be your favorite too If you stick to this if you apply this if you practice this your role play this I promise it'll work That's why trial closes are super important nine times I would say about nine times out of ten if you do this correctly They'll pick They will make a decision generally if the relationships there if the values there and You've got enough trial closes along the way. They will end up making a decision. I promise it works Can't wait for the next step which is all about solidifying everything that we just talked about Yeah, I want to transition to a couple little pieces to help you when you're running a zoom a zoom cell The first one is when you're confirming the zoom and you're setting it up via an initial call to an appointment I want to remind you I want to give you a couple ideas I want to give you a couple ideas for how to make sure and confirm that there's a there's a gentleman that I follow His name's Nate. He's a buddy of mine. He had what a 100% show ratio with his zoom calls 12 weeks in a row They either showed up or they called ahead to let him know okay So if if you if you if you want to know what that is make sure you jump in comments because I'm about to give it to you Okay, so what he did is when he was making calls When he was making calls, he would let them know he would ask a follow-up question, right? Would there be any reason this is a lockdown closed by the way with there being a reason why Friday at 2 o'clock would not work That's a secondary question just to make them rethink the time they set by the way. I think that's good Okay, and what I would say if I'm in your shoes is I Want to make sure Because if you say you can be there and then you don't show up My calendar is extremely busy I Can only help so many people and if you show up and you take someone's spot and you don't show up Then that's one less family that I can't help Which I just want you to understand the severity. It's my job help as many families as I can And I want to spend time with you But if we see if we're supposed to spend time together and something comes up I just need you to let me know so that I can fill it with another family so that I can help another family Is that good or is that good and he doesn't get no shows? Okay now when you're running a zoom I want you to think about three things most people when they run a zoom cell and they don't get a cell they typically They typically missed out on building rapport rapport and the relationship matters It's the most important part of all this whole thing, right? It's more important than whatever we're pitching So here's a three-step cells process when you're running the zoom call. The first one is to focus on building rapport When you get off and you did not make the cell then either Either what you were offering was going to put them in a better in a worse situation Or we didn't take time to build rapport number two find a pain point find a pain point number three offer a solution Very simple, but don't start with report if you build rapport enough, right? You find common ground you build a relationship They know I can trust you then once you actually go start building rapport really well They're gonna actually tell you the problem. They're gonna tell you the pain point. You won't even have to tell that Okay, so remember that all right. I want to run through a couple things really quick as we transition to mindset And as I have two minutes left okay as we have two minutes left Success is a decision a Lot of insurance agents fail because they say I'm gonna do this And they say I'm gonna do it tomorrow. I'm gonna do this, but I'm gonna start on Monday I'm gonna do this, but I'm gonna do this later. We need If it's good enough to do it tomorrow, it's good enough to do it now Okay, as I move back to the mindset piece. He's moved back to the mindset piece I have a daily power five since I gave it since I was given a little more time I'm gonna share this I have a daily power five five things to do to start my day every single day number one I wake up before 6 a.m. Daily power five right these down. I'll wake up before 6 a.m. Okay. These are things I've been doing for two years that have helped me Level up right who doesn't want to level up. Okay? number one wake up before six Number two number two Is I want to get a good workout? I want to get a good workout in because energy I went to the ocean down there and swam because I'm training for an Ironman that's in Galveston, Texas in November 22nd And I've got a swim in the ocean 1.2 miles and then I got bike 56 miles Then I got to run 13.1 miles. So I was it down in the ocean swimming trying to train for this Ironman, right? That's energy my energy is everything if I didn't work out if I didn't swim my energy would suck right now and I know That you know that when you're selling you're doing one thing you're selling Conviction you're selling certainty. You're selling an influence. You're selling persuasion, and if your energy is low And you're not that exciting to talk to and I hope you're having a great day in this Betty then guess what? You're going to struggle to close deals. You are selling Certainty you're selling Conviction passion you're why you're selling certainty you're selling energy energy is Everything so number two I work out I Work out because energy is everything. Okay number three Number three. I believe in learning and getting better every single day. I Watch universities videos read books listen to audio books because I know that in the morning My brain is the most palatable to get information in and to learn and to expand until I want to be learning every single day You need to spend time learning every single day. I promise you you won't notice it today But you'll notice it seven days from now 30 days from now a year from now two years from now Once I started get actually like cuz we don't I mean cuz how many opportunities how many AEPs of 2020 do we get? One and I want to be the most focused and the most serious that I've ever been so that the greatest AEP I've ever had so that I could because you think about it in 2021. Do you want to have regrets? That 2020 wasn't the best AP you've ever had or that 2020 you didn't give Your best effort or that 2021 or the 2020 you didn't take it as serious as you should have Now is the time you're right. It is a crucial piece to your success and you need to focus on making 2020 2020 AP the best you possibly can number four number four is right by goals down every single one I've got some lofty goals. I won't help every insurance agent in the world. I want our companies to be worth of our hundred million I want to be like coach Michael bird and travel around a freaking private jet. Okay. I want I want to have I Want to have hundreds of staff? team members and I Want to do everything I can To leave a legacy on the insurance business like nobody ever hates. Okay, that's some of my goals Now I challenge you right now to say dude. What what what are your goals? What are you writing down? What are you thinking about every day because when I wake up and I write these things down every single morning? I'm telling you it puts me in the right frame of mind It makes me humble and it gets me excited for the rest of the day the rest of the week in the West of the Okay, every single time and number five I finished with a cold shower why because most people won't do the tough stuff most people don't want to do the things That are hard. They're scared to do it I want to force myself to do the things that I don't want to do because when I operate in a place of fear Outside of my comfort zone and I force myself to do stuff. I don't want to do Right on the other side Something good starts to happen if you love this you're like dude I want a whole team of people doing this seven secrets on building a scaling a sales team. It's right there click on that I'll see you there. All right, all right. It is five o'clock Welcome to seven secrets to scaling a superstar sales team super excited to be here tonight on Tuesday evening Preaches you guys signing up. I can guarantee you