 Welcome to interest agent training every Monday. I'm live with you, man Every two o'clock central standard time. I love doing this today. I got a big topic It's really a simple topic, but it's going to change your business and your life. It's not even that complicated I just got done with a live training event. We had almost 30 agents in Tampa for our free lab training. We're traveling the North America Maybe came to the next right for free live trains also just got there with the retreat. I love retreats I love spending time with you guys I love retreats because it's an intimate exclusive experience where I can dive into your business and Implement specific strategies and tactics to take you from where you're wherever you're at right to the next level So if you get a chance to spend time with us at a retreat, you will think differently you will see us produce live YouTube ads right you will also see us Build ads you will see us help people generate leads Websites Google blogging SEO everything long-term that you have to know to succeed at a high level in this industry We provide Not so much right like this right but during our exclusive events make sure you get a chance to join us today It's all about the power of using hypotheticals At the same time though, it's it's it's it's the fact that you should always ask a follow-up question Asking a follow-up question is huge. It's supremely important It's absolutely imperative and it's something that you should be doing for instance when I ask my wife Hey, babe. Where do you want to go to dinner? What do you think she says put it in comments below right now? What do you think she says babe? Where do you want to go to dinner? Where do you want to go to dinner? Where do you want to eat? Where should we go? Where should we go out to? What do you think she says she says I don't know no you pick I'm not sure right all those things Well when that happens I always ask a follow-up question For instance, and she knows it now right hypothetically if you had to choose where would you say? How good is that how good is that you have to be using? Hypotheticals and asking follow-up questions because what happens is if you're in a home and the person says I Don't know and you move on They say I don't know and you move on without addressing and getting an answer to that question what you're doing is You're psychologically telling the prospect. It is okay to not answer me It is okay to never Answer my questions the rest of the time we're together But instead like for instance when I'm driving through my neighborhood I get answers to my questions so and I view this as the same exact example when I'm driving through my neighborhood And I wave in a neighbor if they do not wave back because they're a jerk. I stop my car Roll down my window and keep waving until They wave back Is that strong or is that strong? Because because literally I want to practice what I preach when I want someone to respond to me I'm gonna get a response when I want someone to answer my question I'm going to get an answer I'll be sitting in these all these live training events, and I'll ask someone I'll ask the audience to say hey Say yes, if you're with me say yes, if you agree with me say yes, if you're awake, right? Because energy is everything If I've got a quiet audience and they are not answering me what I will say is Nothing Until they respond. I'll sit there awkwardly Two three four five six seven and Dukers Dukers help us produce a live show today. Tell me if I'm wrong, bro It's five six seven seconds. I will speak not top until they respond And I'll look around, you know and and and finally they'll be like yes, right? Because you got to practice what you preach you got to do what you say I was in a home in Joplin, Missouri training a new agent and And that home I asked the gentleman because I also believe there's ways to ask questions to get results And there's ways to ask questions that that's a stupid question You're not gonna get the results you want, right? I believe in that if you guys believe in that put yes below because I'm with you I believe in it right now, but also I was sitting with this guy and I said hey, sir Do you know where your life insurance policy is? That's not the best way to ask it number one. It's really not okay There's better ways, but he said What do you think he said right now comments below what do you think he said? I said, hey, sir. Do you know where your life insurance policy is like most people when you ask them a question? They say what I? Don't know or no, right? So he says I don't know It's okay, sir. It hypothetically right if you and I didn't say that it didn't make any sense But I used it and it worked if you knew where it was because he just said I don't know my policy is bro I don't know if you knew where it was where would it be? Is that good or is that good? strong And it works because he said well if I knew where it was it'd be in that filing cabinet right over there Eight seconds before he said what I don't know, right? So I'm sitting over here by the filing cabinet. I open I'm like this one. Yes. I opened it. Guess what's sitting right on top, baby his life insurance policy after he just said I Don't know it's human nature to say what I Don't know it's human nature to say no it's human say nature to not give an answer or a response Right, I'm assuming we go what five or six minutes so far do correct. It's it's human nature To not give answers to it's just it just is right I will have it I'll have it all the time So I want to be talking to me and those and they'll ask me a question I'm like, I don't know right when I know the answer, but I'm lazy, right? You're lazy your prospects are lazy We're all lazy But instead there's a great sells people get answers Great sells people always ask a follow-up question great sells people Stop in a freaking neighborhood and keep waving to all the neighbors way back, right because great sells people Get what they want. They're in control They're steering the conversation and they do not listen to I don't know knows etc Use hypotheticals to get answers to your questions in in closing as they would say in summarizing really quick is this is strong And I know I'm not even gonna ask you if you saw value to share I know you saw value So just click the freaking share button right now because I know you you loved it today, right? Am I right? Am I you with me? Yeah? Always ask hypotheticals be freaking prepared, right? Always get answers to questions when you ask a question get it answered Okay, and Make sure that you are able To ask things correctly and maintain control. Okay, so every Monday we do something with you interested in training We are right now 32 days away from 8% nation dookers wear the polo back there. You need to coming out with us Right. We've only got 50 something VIP tickets left. They will sell out this week You want to be a VIP private party private lounge free lunch closed seating We're doing a private speaker Q&A where you can get up and ask a question to a speaker I'm gonna pass you the mic right now. Are you ready? What are you gonna say? Maybe that'll happen at 8% nation. Hope you able to make it 32 days away. Hope you have a great week happy Freakin insurance. We go out and sell something. I love this business. I'm passionate about it And I do this every Monday at 2 o'clock to help you. Thanks for watching today. I'll see you 8% nation have an incredible week