 They say life insurance is the hardest product to sell in the insurance industry. If you think so, I can make it real easy if you keep watching this video. All right, so I'm going to teach you how to sell life insurance. My name is Cody Askins. I've been selling life insurance for a decade. I started when I was 19 years old. And by using this exact formula that I'm going to share with you today, I earned $117,361.13 in my first eight months. No sales experience. Couldn't spell the word insurance. No product knowledge. But by using what I'm about to show you, it made it easy to earn $100,000 selling life insurance. And it's truly amazing. Okay, so stay with me. All right, so I'm going to go through just to preface this. I'm going to show you, I'm going to go through my benefits presentation. There's five benefits that I'm going to touch on. Okay, I'm also going to go over nine trial closes and three options. And this benefits presentation is so good that by the time I'm done, the policy is sold before they even see how much it costs. So if that interests you, you definitely want to keep watching. Okay, here we go. So when I'm sitting with the prospect, once I'm done with the warm up and I'm done with the fact finding, which means I've warmed them up, that's step one, check, right? Step two, fact finding. Actually spending time getting to know their situation, asking them fact finding question. That's step two of the appointment process. If you see my videos, then you know what the other steps are. Okay, once I know everything I need to know, and it's time to actually close the deal, I'm moving to step three, which is present and close. And here's what I do in the present and close portion of a life insurance appointment. Okay, because it's time to what? Present and close. So when I jump in, I say, okay, Ms. Betty, I have three options that I'm going to share with you. Okay, and we've actually got Hello, Betty t-shirts that I'll probably throw in at some point too. Okay, but I'm going to walk you through what I do with the prospect. All right, so I'll actually have a blank piece of paper and I will write this down on this blank piece of paper. And I'll say, Ms. Betty, there are five benefits of reasons why that prospects do business with us. Can I share those with you? Right, now that's a trial close. Okay, and like I said, I'm going to go through nine trial closes. All right, so that's number one. Can I share these with you, right? Yes, they've never said no. Okay, so that's the first trial close. You're getting them to say yes. Okay, I'll say, okay, the first benefit, Ms. Betty, is that this policy has a coverage lock. And what I'll do when I'm saying this, when I'm doing this, is I'll write it down, then I will explain it, and then I will ask a question. Okay, so it's a little three-step process inside of each benefit. So Ms. Betty, the first benefit is a coverage lock. What that means is, I'll move into explanation, what that means is that the coverage is locked in. So if it's a whole life, you could say, Ms. Betty, the coverage is locked in your entire life, or if it's a term, the coverage is locked in for the entire term period, which is incredible because there's a lot of options out there where the coverage can change every year, go up every five years, or change when you're 80, et cetera, et cetera. The awesome thing is, is that this policy comes with a coverage lock. It's an amazing benefit that our clients love. Is that benefit important to you? Okay, that's the second trial close after first benefit, and they move into benefit number two. Okay, so write, explain, and ask. I ask, and I move into number two. All right, Ms. Betty, the second benefit, and I'm doing this on a piece of paper in front of them. I want to be in their bubble. I may move across the living room and sit by them on the couch. I may move over around the table and sit by them. I want to be in their space when I'm doing this. Okay, there's a reason why. All right, so I'll move into benefit number two. Ms. Betty, benefit number two is that this comes with a price lock. And what that means is, the price is locked in the entire time. Okay, there's a lot of options out there, maybe on TV, or through the mail, or with somebody else, where the price will change and go up maybe every year, or every five years, or when you turn 65, or when you turn 70, or when you turn 80. What clients love about us is that it comes with a price lock and the price is locked in. Do you also like that as well? That's a trial close. Obviously, yes, right? That's a third trial close. Then we'll move into benefit number three. All right, Ms. Betty, benefit number three is that this policy comes with, and you could interchange this for any benefit that your policy comes with. I'm going to use double accident, okay, as an example. Ms. Betty, this policy comes with a double accident. In the event that you would have an accident, it would actually pay off double. So let's just say you had $50,000 worth of coverage. If you had an accident, past would do an accident. It would pay your beneficiary, Suzanne, right? You need to already know the name. That's one of the questions in step two of fact finding, okay? That's where if something happened, you do an accident, it would pay your beneficiary, your daughter, Suzanne, $100,000 because it comes with this benefit, okay? Accidents don't happen to everyone. However, it's important that if it were to, it gives your daughter extra money. Would you agree with that? Obvious yes, okay? That is a fourth trial close out of nine, okay? Then we move into our fourth benefit. Ms. Betty, our fourth benefit is that this policy comes with a feature and you could interchange this for any feature that you want. I'm going to use build's cash value. Ms. Betty, it comes with the benefit of building cash value. It's kind of like a savings account within your policy. It accrues money over time. We don't recommend that you take money out of the policy. However, it is building in there and if you wanted to, it is your money and you have access to it, okay? That's pretty nice to know that it comes with that feature, correct? Right? Good. Obvious yes, fifth trial close. We're done with the fourth benefit, right? And then we move into the fifth benefit and it has a part A and a part B. And so what I'll tell Ms. Betty is I'm about to write the fifth benefit down. I'm a little partial. It's my favorite benefit, but I'm going to explain it to you. The fifth benefit, and I'll write it down, is having a local agent. And I'll tell them, there's two reasons why having a local agent is extremely important, right? And everyone always agrees with me, Ms. Betty. The first reason why is that in the event that you need to make minor changes, you would typically have to spend 45 minutes on the phone. You'd have to call somebody. You'd have to call 1-800 number. You'd have to do all these things, jump through all these hoops, even if you just want to change your address or your beneficiary or how you're paying or the phone number on your policy, et cetera. The minor stuff, right? Instead of having to call 1-800 number, spend on hold for 45 minutes. You don't know who you're talking to, where you're talking to them from, and it's a nuisance, right? And nobody likes to do it. Instead of having to do all that, you could literally call my cell phone number and I'll change it for you immediately. That's pretty nice to have, isn't it? Obvious yes, okay? Sixth trial closed and we took care of A, right? Then you move into B. Now the second reason why a local agent is so important, Miss Betty, and probably even more important, this one, is that when that time comes that you're no longer with us and your daughter, your beneficiary, Suzanne, she would typically, what would typically happen, she'd have to call that same 1-800 number, maybe even a different one, which is even more confusing, right? And wait on hold for 45 minutes. Don't know who you're talking to, where you're talking to them from, who knows, right? And she ends up having to get claim paperwork sent out to her from them and also go get death certificates from the funeral home and get those sent in and get everything notarized and make sure you don't miss anything, make sure everything's perfect and try to get that back to them as soon as you can and then hope that you get a check within a matter of weeks or months. When she's already trying to balance and juggle everything that comes with actually going through a funeral and celebrating your life, however she chooses to do that, that's a massive burden. There's a lot to cover, right? You got to choose out a lot of stuff, you got to, there's family coming in, you got to organize everything, you got to set everything up, you got to set everything up, you got to set up time-wise, you got to get food for everybody. Why would we want to add another burden to her, right? You see where I'm going, Miss Betty? What do you think she would do if she was working with a local agent like me? Right? She would call myself when I'd take care of everything for her. I'd take the burden off of her shoulders and it saves Suzanne time, burden, and stress. Would you agree that that's an extremely important benefit? Obvious, yes. Okay? That brings us to the seventh benefit. All right? Now for the, I'm sorry, seventh trial close. To move into the eighth trial close, what I'll do is, now that I've done all five benefits, I'll say Miss Betty, to get the eighth trial close, because I said there was nine, which of these five, coverage lock, price lock, double accident, builds cash value, and local agent, is most important to you. Can you see what we're doing here? We're getting them in a habit of making a decision, choosing, saying yes, picking for you. You want to train a prospect to make decisions when you ask questions. All right? And if, and if, what I'll do is, typically, I'm going to walk you through this. Miss Betty, which benefit is most important to you? Well, what are they normally going to say? Hang on for a second. What are they normally going to say? Three words. I don't know. When that happens. Well, Miss Betty, if you had to choose, which one would you choose? Works like a charm every time. I promise they'll be choosing then. Well, if I had to choose, probably price lock. Okay, great. Right? I'll circle that one. Excellent. It's extremely important. Right? They made a decision. That was the eighth trial close. Then I move into, or actually show them the options. All right? So I'll have another piece of paper. All right? Or maybe on the back of this one, to where I've already got the options spelled out. Maybe I've got 50,000, maybe I've got 30,000, and maybe I've got 10,000, for example. Okay? You could have any options, but maybe this one's 110, maybe this one's 84, and maybe this one's 61, for example. Okay? Now, there's a reason why they're laid out this way. I'm going to go back to walk you to this point. There's a reason laid out this way. Number one, you want to always have the three options from the largest to smallest. Very important. The psychology is, oh, wow, that one's, when you go from large to smallest, oh, wow, that one's good, and the other's pellet comparison. Okay? Or the other psychology is, if I were to go from smallest to largest, it would feel like, oh, that one seems fine. He's trying to upsell me. Right? So that's why we don't do that. Okay? The other psychology behind it is I show one option that's always over $100, a month, no matter what. Okay? Now, if you know what they need and you can develop three options around what they need, then price doesn't matter. That's why in step two, a fact finding of the appointment process, I don't ask what can you afford. What's the best price? What do you want to pay? It doesn't matter. You sell life insurance based on need, not based on price. Okay? Now, I like 180 and 60 because most life insurance sales people undersell themselves. Now, if you want to show bigger options and show based on need, that's even better. Okay? But I'll set that up. And what I'll say is, all right, for the nine trial close is Ms. Betty, I'm about to show you three options. Okay? We're going to get to the close. We're going to get to all of it. This is freaking gold. If you don't make 100K views in this, then you didn't get it from enough people. Would you agree? Another trial close, right? Okay. Now, what I ask Ms. Betty is, Ms. Betty, I'm about to show you three options. And I already know which one you're going to choose, by the way, Ms. Betty. But I need a favor from you. When I show you these three options, which are fantastic, they come with all five of the benefits, especially the price lock, which I know you loved. When I show you these, I just need you to let me know which one makes the most sense to you. Can you do that for me? Obvious, yes. Okay? Ninth trial close. I turn over the piece of paper that would look like this. And I'll say, okay, Ms. Betty, here's the three options. Okay? First one's 50,000 for 110K. 30,000 for 84. And 10,000 for 61. Which one are you most comfortable with? That's the close. I shut my mouth and I let them make a decision. And if you've warmed up well, if you fact-fined it well, and if you've presented the benefits and the value well, when you get to the close, it is sold and they will be making a decision. Okay? If they say, hypothetically, if they were to say, well, I'm not sure. Well, if you were going to be doing one, which one would you do? You see the hypothetical the if? Well, probably the 30,000 because 80% of the time they choose the one in the middle. Fantastic, Ms. Betty. And now here's how you continue. Excellent. That's exactly the one I thought you were going to choose. Let's see if we can get you approved. What's your full legal name? That's it. Right? Anyone can be trained to do this. Anyone. I also have another video on how I talk about it. If they say I want to think about it, or if I want you to call me back, I also address that too. Right? But I'm not going to address it on this video because this was simply how to present, how to close, how to sell life insurance in the most amazing way ever and how you can earn 100K selling life insurance when you use this. When you make your first 100K, when you use this and it freaking works, come back and let me know in comments below. If you love this and you want to do it without semen pushy, the next video is right there. It's for you. You're going to love it. Click on it and I'll see you there. I'm going to talk about the five easy ways to prospect without being pushy. I truly believe that, yes, I may be aggressive in sales, but I do it in a respectful way that doesn't feel like it.