 How do you instantly, I'm talking right now, how do you instantly raise your closing skills, your closing ability? Okay, as people are coming in, I want, what I want you to do, okay, what I want you to do is I want you to let me know, okay, because I just got a webinar with Coach Burt where we talked about top closing secrets, top closing phrases. And he asked me, he said, hey Cody, what is holding people back from being a master closer and what percentage of salespeople in the interest industry? Struggle with closing, right? As you're joining in, please let me know where you're from, okay? City, state, whatever, right? I want to know where you're from as you're joining the live chat. I want to know where you're from and I want you to ask some questions tonight, okay? I'm gonna go about 20, 25 minutes before I go play some basketball and I was just on a webinar, free webinar on Zoom with Coach and he asked, he said, hey, what's up Will, what's up Christian? He said, hey, what percentage of insurance salespeople struggle with closing? And I said, Coach, I bet that 97 to 98% of people in the interest industry are not master closers, right? Which is a big number, which is crazy, which is insane, but I really believe it. Okay, so I'm gonna ask you guys tonight on a scale of one to 10, Huntsville, Alabama, Cyprus, Texas, I love it, appreciate you guys sharing where you're from as you're coming in, okay? Ontario, Canada, there we go Ali, I love it. I wanna know, I wanna know where you're from, okay? But I also wanna know on a scale of one to 10, how are your closing skills? One, awful, 10, I'm a solid master, man, I'm phenomenal, I'm amazing at closing deals. One, no good, 10, freaking perfect, okay? Freaking perfect, all right? So, and what I wanna know, okay? Literally just ending a live to start a live on this man's grinds. I love Duke, what's up Trey, man? You gotta go for it, man, you know? Like I freaking, I love what I do. I have a massive passion and Trey's talking about how it was just on a live for about an hour and 15 minutes literally just got done 10 minutes ago. Alberta, Canada as well, we got Canada in the house. You gotta grind, right? Because some questions for you guys is, how satisfied were you with 2020? Be honest with yourself tonight, right? I'm gonna ask you some questions, get you thinking, get you taking some notes, okay? If anything resonates with you tonight and you're like, dude, I want to spend a str- I wanna do a strategy session with you, okay? I'm doing a deal on time with me right now, normally 3,000 bucks a piece and I'm discounting it extremely heavily, but you gotta, what I want you to do though, if you're like, hey, I want some time with you and I want a strategy session, right? I want you to coach me. I want you to train me. I want you to help me. I want you to coach my team. I want you to train my team. I want you to speak at an event, whatever, right? I need you to email me, cody at codyaskins.com, okay? Cody at codyaskins.com, okay? Brian from San Diego, San Diego, as they say. Travis Tampa, Florida, love it, love it, love it. The question is, how satisfied are you with 2020? Okay, how satisfied are you with 2020? Are you fully satisfied with 2020, right? And then what is your goal for next year, okay? And how do we make sure that you hit it for 2021? I love it, Jim. Well, somebody, appreciate you being on, man. Thank you so much. Yeah, I was just talking about top closing phrases, top closing secrets, and I was talking through several different things, right? And I'm gonna ask you guys a question right now. Okay, I'm gonna ask you guys a question that I want to answer in chat, by the way. What do you believe is the number one key to closing deals? For you to close more deals, what's the number one key to close more deals, by the way? I wanna know. What do you guys think it is? I mean, some of the questions you always get, answers or confidence, emotion, there's always a good answer, okay? Now, what's the number one key for you to close more deals immediately, knowing the product, caring and asking? Love that, okay, love that. Well, most people never ask or tell, they get to the end of the appointment, and they're like, well, what do you think? Or what do you wanna do? Or are you interested in this? Or do you wanna do this? Or what's your thoughts, right? Those are a lot of really stupid questions at the end of the sale. So please, if you're doing that, please stop doing that, okay? Please stop doing that. File expense, I believe, is almost 100% an emotional sale while maintaining professionalism. Yeah, totally, man, 100%. The key to closing more deals, by the way, rapport, kin, good, good, and these are all part of this, by the way. The number one key to closing deals, and if you're loving this tonight, a little free training on a Sunday night, add a like to this video, a little thumbs up, okay? The number one key to closing more deals is to expect them to buy every time. It's to expect them to buy every single time. Assess yourself for a second. Do you believe they're going to buy every single time? Do you believe that every person you see is going to do business with you? Because if you don't, you're going to miss deals. Also, are there excuses that you allow to come up, that you put up with, that you listen to, that you should not be listening to? And are there excuses that you allow people to not buy from you because of that excuse? Because if you let one excuse, you're going to learn a lot of other excuses in the future, and it's going to get in the way of you closing deals. So the secret is, right, the key is, you expect them to buy every single time, every single time. Now, here's the three pieces. Here's the three pieces to every sale. The before I get to the close, and when I'm about to tell them what we're going to be doing, I want to know these specific three things, okay? I'm also doing two sales training events. One on Friday with Coach Michael Burt, on strategic selling simplified, the selling system and closing on Friday. Okay, so if you have interest in that, email me, kodiakodiaskins.com. I'm also doing an advanced CA sales training bootcamp on Saturday all day, that I would also love for you to attend. If you have interest in that, please email me, kodiakodiaskins, and we'll get you signed up, okay? The first three things, the first one is relationship. The rapport has to be there, right? Repor has to be there. We gotta find common ground. They gotta know, like, and trust me, the relationship piece has to be there. They gotta trust you, right? They gotta know you care, okay? Second is value, is value, right? How much value do they see in what you have to offer? Have you increased the value in their mind, right? Do they see that, okay, I need it, and I want it, man, right? And I get it, the value is there. And do they even need what you're selling? The third is engagement. It's engagement, I'm keeping them engaged throughout the whole time. I'm not over-talking, I'm not talking too much, I'm asking questions, I'm leading the conversation, I'm creating a lot of engagement so that later they're more likely to say yes, right? So some of the things that I like to do when we're moving to the end of an appointment is to use trial closes, is to use a series of questions that are an easy yes answer so that when I ask them to do this with me, they're more likely to pull the trigger, right? Because I don't believe in letting people think about it, I don't believe in you calling people back, I don't believe in any of that, right? If you believe in that, I'm telling you, you're going to miss deals and you shouldn't, okay? What's up, Harold? So relationship value engagement. And the trial closes that I use, normally about 10 trial closes that I'm gonna go through in my sales training events this weekend, Friday and Saturday, is I'm talking about specifically simple yes questions. For example, let me give you an example. We'll live role play, okay? Is, is, Miss Betty, there's a lot of policies out there to where the price can change every year, on a certain day, every five years, when you turn 65, when you turn 80, et cetera. And I'm assuming that you would prefer to have something to where the price didn't always go up and it stayed the same forever. Is that true? Yes, right? That's an obvious yes, okay? So then I'm using several yeses about 10 times so that I'm building the engagement. It's also helping the value. It's also helping the relationship. And then at the end, boom. It's logical that they're going to be making a decision. They're going to do business with me. One of the, one of the big things that people struggle with far too much is simply asking the client questions, trying to create engagement and increase value and use trial closing, et cetera, and then not getting answers, right? When I ask someone a question, well, when I ask someone a question at the end or at the beginning of an appointment and they don't give me an answer, and I just move on, I'm making a massive mistake and here's why. Because when I ask them a question and they don't give me an answer, here's what you're doing. You're psychologically training them that it's okay to not answer me. You don't have to answer me. If they don't answer you on the small questions, they're less likely to answer you on the big question. So when you ask them to do business with you, later, you've already trained them that they don't have to answer you. They're probably not going to answer you. Which is why if I ask a question, I demand an answer. Where you're like, well, what if they don't want to provide the answer? Well, if I ask them a question and they don't provide the answer, right? For example, like I was in Joplin, Missouri years ago and I asked a gentleman, I say, do you know where your life insurance policy is? And he said, I don't know, right? Who's ever received, I don't know, no, I'm not sure. All these other ridiculous excuses or human nature comes in because when we walk into Best Buy and they say, hey, can I help you find anything? What do we say? No, I'm just looking, no, I'm just shopping, right? Because it's human nature. It's human nature to say no. It's human nature to say I don't know. It's human nature to say I'm not interested. All of those are human nature. So if you're hearing those things, stop listening to them, okay? Stop listening to them. So when I was asking this gentleman, hey, do you know where your life insurance policy is? He said, I don't know. I said, if you knew where it was, where would it be? Two things happened there, right? Three things happened, really. I ignored the fact that he didn't know. I persisted, okay? I asked a follow-up question because when you don't get the answer you want or you don't get the answer at all, you gotta ask a follow-up question, right? Train yourself to do this. And then third, I used a hypothetical, if, bam. People are more likely to answer hypothetical questions. They just are, okay? So then when I asked him that, if you knew where it was, where it would be, which makes no sense, by the way. It's an odd question, but it worked, okay? And it still works every time. And because of that, and if you're loving this free training, again, continue to give this video a thumbs up, okay? Jump in chat, ask a question, et cetera. We do another 10, 12 minutes, okay? Is he said, well, if I knew where it was, it'd probably be in the filing cabinet right over there. I said, this one? Yes. I said, can I open it? Yes. Guess what was sitting on the top drawer of his filing cabinet? But literally eight seconds before he didn't know where his policy was. Are you guys getting this, right? Because you're hearing this all the time on the phone, in homes, et cetera. People are saying, no, I don't know, et cetera. And then we're listening to it when instead the answer is to persist. The answer is to ask another question. The answer is to keep moving, right? Confidence that I know what I'm saying to help someone. Price lock, immediate issue in whole life. Would you agree there's a major benefits? Absolutely. The better way to do that, Travis, is to break those down. Is to break those down and ask a, each time, write it, say it, write it down, explain it, and then ask a question and build value on each and every one. What's up, John, love that. Would you agree at some time in our lives that we need to obtain some type of permanent life insurance? That's good, man, I love that. If you knew where it was, where would it be? My mom's version of that is, where did you put it last? Yeah, there you go, right? Last, it's a follow-up question, right? You gotta persist. Would you agree about getting life's response to this elevated, yeah? What's up, Charmaine? Appreciate it, John. Thanks, Travis, thank you, buddy. Yeah, yeah, good, good, man. I love it, okay, good. Because at the end of the day, right, the goal of a phone call is to either get an appointment or make a sale. The goal of an appointment is to make the sale right now. It's to make the sale right now. Like, one of the things I'm gonna train on, again, I'm doing an event on Friday and an event on Saturday. And what I'm gonna train on during those events is specifically how to get someone to buy from you right away. Because a lot of people struggle with that, by the way. They struggle with getting people to take action and to buy from them immediately. And they don't persist and continue to move forward the whole time, right, the whole time. Like, out of everybody that's on here right now, who struggles with that? And you're like, okay, I don't do a good enough job of building the relationship, of building the value, of keeping people engaged and I know I could do better. Right, here's a link to a Friday event that I'm doing with Coach Michael Burke. It's an entire day event on selling system and closing. Okay, I just posted a link. Now, after that, I'm also gonna post another link to a training that I'm doing on Saturday, which is a full day with me for the bootcamp, CA sales training bootcamp. Let me make sure that, okay, good, perfect, I got it. And I'm gonna post that link as well, okay? That's a Saturday's bootcamp is also sales training focused. Okay, very good. We're gonna father and right now, he's interst agent and I plan to join soon, your content has helped me so much. Jonathan, appreciate that buddy, that's awesome man, I love that. I mean, that's why I do what I do, you know, like someone commented when we first came on, there's Trey said, he's literally just ending a live to start another live, OMG, this man cried. Yeah, I mean, I literally just got done doing another webinar with Coach Michael Burt. And now, I mean, I'm doing a little live Q and A before I go play basketball. One of the things I'd like to do on Saturday nights is play basketball. Muhammad, Tela Cells, yes, Travis, tips for inbound closing for, I mean, one of the things you gotta do immediately when you are accepting an inbound call, by the way, okay, this is a massive tip that you have to take notes in right now. Apps are freaking loopy, okay? Is when you get an inbound call, right? Hello, this is Cody. What can I get you more information on? Well, I'm really looking into this. Okay, great, and who am I speaking with? Betty, Betty, thank you so much for calling in. How's your day going, Betty? It's doing phenomenal, okay, great. And you're calling in because you're looking for this. What got you thinking about that specifically? Okay, that's a series of questions to get an inbound call, to take an inbound call and to lead it into, okay, great, bam. And I'm gonna continue to lead that conversation because the goal is if you can keep them on the phone, if you can keep them on the phone for three minutes, okay? Here's some stats for you. Here's some numbers for you. If you can keep them on the phone for three minutes, you have an 80% chance of keeping them on the phone, 30 plus. Most people have trouble keeping people on the phone for the first three minutes. We wanna focus on minute 49. All of our training is on minute 49, but we can't keep them on the phone for three, right? Doesn't make sense. Until you can keep people on the phone, you don't need to know X, Y, and Z, right? Okay, good. Nothing happens until you close the deal. That's right, Linda, come on now. Jonathan, all right, any great books I can read on selling insurance? Yes, I'm actually writing a book myself, by the way, that I'll be coming on and giving you guys access to, probably early next year. I'm struggling with a title a little bit, to be honest. I'm thinking about six-figure cells system or eight ways to 8%. It's eight chapters. It's cells training related to help a new agent get from zero to multiple six-figure income, okay? So if you think of a title, please email me, Cody Kodiaskins, throw it in chat, whatever. I'm open to ideas. I'm not that great at that kind of stuff, to be honest. But other good books, how I raise myself from failure to success in selling with Frank Bedker is a good book. I used to listen to Brian Tracy's, the art of closing the sale all the time. Love that book. And then Cardone's book, the 10X rule, is also really good. Building rapport is so big. It's so freaking huge, man. Charisma helps. That's Harold. That does help a lot. I, you probably do too, man. I have natural charisma and I'm a natural-born salesperson and I'm a natural-born closer because I really believe one of my many talents, my biggest talent is getting someone to take action now. That's why a lot of people have me train teams and companies and I've got to ask to speak at four virtual conferences in the last 72 hours because I can get people to take action now. Like, I don't believe there's anybody better in our industry at getting someone to pull the trigger when they don't want to pull the trigger, right? I mean, I was telling on our webinar tonight, I was telling everybody how, I had an elderly couple in Springfield, Missouri that told me they had not that there's another insurance agent in our house last week. We didn't buy from him. Also that insurance agent said that he needed our bank account information. He had to remove the premium from a bank account and we don't do that. So if you're gonna ask for that, just leave now. We're not gonna give it to you, right? I mean, think about what I'm thinking right now, by the way. Okay, think about this. Specifically, I'm thinking, like what would you think in that moment, right? Because I'm thinking, well, I have to have a bank account, right, but I'm not gonna say that yet, okay? What most people would have done is, well, we have to have your bank information because we have to take it out of your bank. That's a little combative, it's a little disagreeable. Instead, I use something called a leap of faith trial close that I'm gonna go over on our events this weekend, right? And because of that, I was able to leave, make a long story short, an hour and a half later I walked out with the bank account information. After they told me, we haven't given our bank account information out for 40 years. I said, what about like the city, water, sewer, trash, et cetera, right? They're like, no, no one has our bank account information. No one takes anything out of our bank ever. And we haven't given out our bank account information to anyone in 40 years, period. And I'm like, holy freak, this is not gonna be easy, right? And then an hour and a half later, using something called the leap of faith trial close and being extremely, extremely agreeable and positive. 90 minutes later, I walked out of there with the routing number and account number. I now, we started taking their money out of their checking account immediately and it's been happening for seven years now. Why? Because I know how to get someone to do something that maybe they're hesitant to do, okay? Which is why I posted the two links in chat, which is why on Friday's event with Coach Burke called strategic selling simplified. We're gonna walk through the sell system in closing, full day with Coach and I on Friday, it's 97 bucks. And then on Saturday, I've got my CA sales training bootcamp where I'm gonna walk through seven different things to help you be better at sales, specific to the insurance industry, objections, phones, follow up, referrals, building rapport, closing all of it, right? All of it. And I'm gonna specifically go over it with you on this Saturday, the 12th. So I'll post a link to that. If you have interest in either of those events, shoot me, and use the link or shoot me an email. Cody at Codyaskins.com, because that is what I'm here to do. Richard's right, also seller be sold. What's up, buddy? I see you everywhere, man. You're active as well, I love it. Seller be sold by Cardone is also a very good book, right? Because that's what, the essence of that is, it all starts with you believing you're going to get the sale, right? If you're loving this, continue, I'd love some more thumbs up on the video, okay? I know that I believe in what I'm selling. So the question for you is, how much do you believe in what you're selling, right? And do you believe that if people do business with you, their lives get better? If you do believe that if people do business with other people, their lives do not get as good as they would have benefited done it with you, right? Because that's what I believe. That's what I know. And I know there's a lot of people on tonight, 40 something on right now, live, that at the end of the day, I know that 2020 probably wasn't what you wanted it to be. Let's keep it real, right? I know that deep down you want 2021 to be the best year you've ever had. And I also know that by paying to spend time with me, your life's gonna get better, your business is gonna get better, your income is gonna go up, and you have a better chance of hitting your goal in 2021. That I'm positive of, right? That I'm positive of, okay? Without a doubt, okay? Good, good. Jacob is gonna be even bigger next year, bro. Come on now, right? It was my biggest year, by the way, too. Wasn't even close. Biggest year by far. But I can promise you 2021 will shatter 2020, and I will look back and laugh at the fact that I'm bragging about having a good 2020, okay? I can promise you that, okay? I've gotta go, I've gotta get to basketball. I would love to keep, I would go in 23 minutes. If you join late, I'm sorry, you can replay this, okay? I'm gonna start doing this more often. Quick in chat, give me a yes, if you want me to keep doing this more often. If you're like, dude, it's been too long since you did a free live training. Thank you for doing it, and you need to do it more. Give me a yes in live chat, if you're joining, saying, dude, I know you've been going 23 minutes, I know you gotta leave, but you have to do this more. I miss it, I love it, it's helping me, and Cody, I need more in December of 2020 with you, and I need more in 2021. Can I get an amen? There we go, yes, yes, don't stop believing, I love it, yes, yes, yes, yes, yes, yes, yes, yes, thank you guys so much, okay? Appreciate you, I'm pulling for you, I wanna see you succeed, I'll do anything I can to help you. If you wanna spend time with me, shoot me an email, Cody at Codyaskins, if you're not following me on Instagram, come on now. Come on now, because I'm putting out three content and stories on my Instagram story, just like this, every single day, about 22 different times a day, so go follow me at Cody.askins, okay? Appreciate you guys, have a phenomenal night, let's go close some deals, let's get serious, and let's go freaking bananas in 2021. Thank you guys, have a great night, have a great week, see you soon.