 What is up and welcome to insurance agent training every Monday 2 o'clock central standard time today I Got something good man. Not only are we gonna talk about trial closing one of my favorite things when it comes to sales But if you didn't get one of these last year, I'm gonna make sure you get one of these this year at a personation insurance wealth conference This was from 2018 these things are soft. I love wearing these I love working out these things all the time We're gonna have plenty of these to go around in Dallas at a personation 2019 Coming up literally in a couple of months. It's nuts right couple of months and a half So trial closes. What are my three favorite trial closes? Do you understand what trial closing is? Do you currently use trial closes in your business and when you do? What are the results? Are you stopping when you ask a question so that you can actually? Finish with a trial close and actually get an answer or are you talking past the trial close? So today I want to share with you The three there's a lot of them like when I do benefits presentations. I go through like eight trial closes So we got tons of videos on that. It's our university today I want to talk about my three favorite trial closes and why the first one I love this one right because it gets some engagement it gets some feedback It tells me the person that they want to help which is hey, who do you want your beneficiary to be? It's all about training insurance agents and when you know, they're beneficiary or know what they want to protect Or know what's important to them like I don't have to be that right if you're selling Auto and home right? What are we looking to protect right? This car why this car? Why was this car important right exactly or Medicare right? What are some some of some health concerns? What are some big things you want to make sure that are covered? It's it's literally something a trial closing is something to pull them in your general Direction you're over here. They're over here and you can trial close to get some little yeses and some little answers Along the way to get them closer to you also one of my favorite ones I go from the warm-up to the fact find I use it a few times too and you can ask it in different ways I'll use I'll use the same question multiple times in appointment if I ask in a different way so hey Betty what got you thinking about this? What got you thinking about all this right? Okay, well, I'm getting old. Well, what was it about getting old right? That's not an answer What was it about getting old that got you really contemplating the need for all this? It's a different or well, I just you know, I know that I'm gonna need something to take care of my final expenses You know well What was it about the importance of final expenses that really started to get you thinking and concern you? Because I want to make sure that I'm helping you with all of that, right? What was it? I just ask that same question three different ways But in essence it was the exact same question So a lot of people don't you don't realize that you can do that, but you can ask the exact same question three different ways As long as you change up the question I learned a long time ago. I can ask the same question over and over and over again As long as I change up the way that I'm asking it. So when That question comes up right can I continue to ask it in various ways to get different answers? That's the cool thing about changing up the question when you're trial closing It's the purpose of it is to get them to move get an answer gain information Get a yes, right all those things trial closing is meant to get you closer to the Close the big Monster Daddy close right just like Monster Premier, which is a seating section of 8% The third one which benefit is your favorite sue of These five benefits which one is the most important to you which one is your favorite? Which one did you like the most like you just heard me ask the same question three different ways? Ask it however you want but when I go over right? When I go over five benefits I'm asking Can we go over these? Is it okay if I share with you these then I've got the one two three four five Then on the fifth one I've got two right so I got another one Then I'm asking which one's your favorite. So there's another one. There's literally eight trial closes in my one benefit Presentation and that's the only reason for the benefits presentation is why it's because it's focused on value increasing the value in their eyes Right and the fact that I get to ask eight trial closes along the way doesn't hurt right so at the end of the day What are you doing? that Can get you closer to the sale you've got to have things in your head Specific things that you're used to doing saying that you like to Do every single time right? I got this question last for a lot last Friday on a person club Somebody said hey Cody What are some of the things that you want to make sure that you always ask? What are your three favorite questions or what's the questions you like to ask a lot? And that kind of got me thinking about this topic Dylan's like hey dude I think that would be a really good show on Monday. We should consider doing that. So here we are doing it, right? Think about the things that gets you closer to a sale. What are the things that you like to do? What are the things you don't like to do? What are the things that work? Well when like I used to record my appointments because I would say okay. I would listen to it Okay, this question went really well. They liked that question and it got me closer to the close. Oh No, that was a really dumb question Don't do that ever again or you know what that question is really amazing and it gets them engaged in thinking So start like you have to be a master of your craft trial closing just makes you a better master at Closing because you're getting them closer to the close, right? So I'm gonna keep today really really short at the end of the day. It's all about try I want to get on reason we do these shows and I want to get on dump Information value something for you to learn and put up here that you can remember because in the day It's insurance agent training I'm gonna put on my professor hat and I'm gonna go to freakin work and train and focus on helping you guys every single Monday, which is why This is one of my favorite shows right because it's focused on actual training You learn something every day that you didn't learn in college You learn something every single day you didn't learn in school You learn something every single day that you haven't heard in probably an audio book a book or another insurance course or another mentor, right? because We try to come up with Original content that helps you succeed and it helps you get in front of more people. That's what we're adding Additional brands and companies because the end of the day What I'm here to do is help you succeed. So No matter how I can help you succeed. I want to be there with you. We just got back from Literally this the weekend prior to this past one the retreat, right? And it was a blast It was a ton of fun. It was awesome. It sold out 45 days in advance and I'm telling you we unleashed some sick Amazing content at that retreat. We peeled back the curtain on some stuff that we've never shared before or talked about before The back end of our YouTube right all of our SEO our websites are blogging or Legion all advertising all this kind of stuff Right that people don't know how to do SEO Google AdWords all the stuff that we do that works that most people in our industry do not do again I love hanging out with you. Thanks for watching insurance agent training every Monday 2 o'clock Central Center time I appreciate you guys trial closing. I want you to be a closing master Master the art of closing and getting people to make decisions and move and guess what you will be a master sales person master negotiator master closer All of the above at the end of the day if that's your goal to drive revenue Then trial closing gets you closer to driving revenue. Thanks for watching. Appreciate you being here with me I love hanging out with you. Hope you have an incredible rest of your week. Let's go strong this week Let's go all out. Let's get in front of some people and let's make some money and let's hang out at 8% 2019 in Dallas Appreciate you guys have an awesome week. Thanks so much for watching. We'll see you tomorrow phone phenom 5 o'clock