 I'm going to show you my five benefits presentation real quick and how the eight questions are incorporated into the benefits presentation right now. Miss Betty, there's five benefits that our clients love, is it okay if I share this with you real quick? Perfect. And you can have more. Like I've seen people have nine, right? You've got to have some. Miss Betty, the first benefit is that it's a whole life and you can do the same thing for home and auto. You can do the same thing for Medicare. You need benefits. You need features. People like benefits. Miss Betty, it's a whole life, which means that it's going like, so I write it down. Here's what I do. I write it, I say it, I explain it, and then I ask a question. Okay? After everyone, that's what I do. I write it. Whole life. Miss Betty, what that means is that it's going to last your entire life. There's a lot of, say it, explain it. There's a lot of policies out there, through the mail, on the phone, through the TV, whatever, to where they don't last your entire life. They may end at 60. They may change every five years. They may end at 70. They may end at 80. Ours last your entire life. Is that important to you? That's a trial close, right? That's a trial close. So I have eight trial closes, and we're going to keep track of them together, right? Eight trial closes. That's number one, right? I just ask. Trial close. I get feedback. Yeah, that's important to me. That's feedback. What are you doing? You're getting them to say yes. You're getting them used to making a decision. Eight times later, it's powerful, I promise. Number two, our options come with a price lock. Our clients love that, because there's a lot of stuff out there where the price goes up every year, or every five years, or every time you turn 65, or when you turn 70, the price doubles. There's a lot of options out there that aren't as good. Ours come with a price lock, so the price stays the same forever. How awesome is that one? Do you like that? Trial close. Actually, and I've already done three, because I asked her if I could share the benefits with her that my clients liked. They said yes, that was one whole life price lock, so that's three trial closes already. Third one, that it pays, and these can be anything, but if you don't know the benefits and you can't express the benefits to your client, they're never going to see the benefit in doing business with you. Ask and show benefits. I'm telling you. You've got to show benefits. What's the sort of doing this and showing benefits? My closing ratio changed forever, and I go through it, just like I'm going through it now. I go through it slow. I go through it passionate, and I get answers to my questions. I'm telling you, this was huge for my business. If you're not doing this, you're missing the boat big time. Miss Betty, double accident, which means is if you pass away due to an accident, and it may happen, if you have 25,000, and they use the big option that already wrote down, now use one of the options that already wrote down, 25,000, your beneficiary, whoever they said, your daughter, Jen, will get double, she'll get checked for 50,000 really fast, which is pretty cool, am I right? It may not even be the most important benefit, but I can still get a yes out of them. That's pretty cool though, right? I mean, if it were to happen, it'd be nice to know that you get an extra 25,000. True? Yeah. Okay. Fourth benefit, these can be, I'm telling you guys, these can be anything, right? Say it, builds cash value, explain it, Miss Betty, it's nice to know that there's some money occurring in your policy that it builds cash value, kind of like a savings account within your policy, and it's growing. We don't recommend you touch it, but it's kind of cool to know that it's there and that it's your money and you have access to it if you ever wanted to, right? That's kind of cool, right? Good. Trial close, that's number five, right? Now we go to the fifth benefit. You see what we're doing here? You can close anyone, if you get them to say yes eight times, you get them engaged, they're in the process, you're exciting. Fifth benefit, I do two trial closes in this one. I may be biased, Miss Betty, but this is my favorite one, it's a local agent. A local agent is super important, write it, say it, explain it. If you have minor changes, like you need to change your address, your beneficiary, your bank account, et cetera, you call my cell phone number and I fix it. Unfortunately, a lot of times there's a burden with insurance and policies and all this because you've got to call a 1-800 number, you've got to wait on hold for 42 minutes and you get frustrated and you're like, I just want to change my address, like I don't want to go through all this. It's a big burden and it's annoying, instead you call me and I change it immediately. That's kind of nice, right? Yes, that's one, okay? So now we're at number six, okay, but we're not done with local agent. But Miss Betty, more important than minor changes, when that day comes where you're no longer here and your daughter, Jen, has to figure out what to do, rather than her having to get the death certificate, talk to the funeral home, set everything up, get claim paperwork, get claim paperwork, call the insurance company, sit on hold for 42 minutes, talk to three different departments and get claim paperwork, meld to her, get everything notarized, get everything signed, get everything sent back, weeks go by, she's got a plan, she's got to take care of her family, she's got to feed everybody, she's got to make sure everything goes, she's also got to like celebrate your life or grief, however she chooses to do that, while adding this burden of doing all this stuff, instead Miss Betty, it'd be nice to know that your daughter can call the local dude down the street, named Cody, on his cell phone and he takes care of all that immediately and gets a check to her as soon as he possibly can. Is that not awesome and super important? Try and close. Number seven, right? I said there was one more. I got responses to all these. Now, how would you do another question, Cody? How would you get eight? Miss Betty, I love all these and these are all really important. Which of these five are most important to you? Is that good or is that good? I'm talking to you guys. Is that good or is that good? And then they say, well, Cody, I don't know, they're all really important. That's not an answer. Miss Betty, remember earlier, hypothetically, if you had to choose, which one would you pick? This is no hypothetical, but for some reason putting stuff in hypothetical terms make people choose and they'll say, oh, I don't know, price lock's really important. I also like local agent, perfect. I agree with you. Those are my two favorite two and you're right. Those are very, very valuable, super important. You'll love it. Your family will love it. It's amazing.