 Hey, there's five words right now. You should never say you got to stop saying promise me you'll stop saying them We'll do it. I don't know what the words are Of next few minutes, you'll know and you will never use them again. All right number one Okay, number one and and as I preface why we're going into this why we're talking about words You shouldn't say because what happens is when you're in the clothes and You're trying to shut a deal down, right? You're trying to get them to sign on the line Which is X instead of down it. Okay, and you're trying to get them move forward. What a lot of times agents do is they create Doubt with the words that they speak. Okay, so my sales team is out there. We train twice a day, right? I'm phenomenal at training sales team and help and building up sales people and We had a new person They used all these words in the morning and they had a couple of opportunities to close sales They did not they close zero. We trained on this in the afternoon. I gave them the five words that you're about to get and then They stopped using these and they immediately closed two deals that they probably wouldn't have closed if they'd have kept using these words right the first word is Think These words create doubt and you need to stop using immediately, right? So the first one is I think This is the solution for you I think that we should what we should do is apply and this is the plan and you're gonna like this and I'm gonna help you Get qualified and all this stuff dude. I don't think nothing man. I'm certain this is the best option on planet freaking earth And I'm gonna help you solve that problem with this solution I'm gonna ask if you want to do it because you want to do it It's the right move and I'm gonna help you do it right now Because step one is to let's see if it gets you approved. What's your full legal name? Boom. I didn't I didn't need to use the word think right next one is probably This will probably Help you and your family and I could see how this would probably make sense. You know, I think There's no probably to it Right because what you're selling and why you should not use these words We're going through is because what you're selling is certainty What you're selling is confidence and you've got to get to where you can Absolutely solve the problem with them and a lot of times you know that you can but they don't know that you can Do they know that do they realize that and are you creating doubt or are you creating? certainty Right as I'm trying to figure out a spell that doesn't write in it Do you create doubt or do you create certainty because I'm promise you you are creating one or the other and I can Tell you you want to create this one and stop creating this one But a lot of times we're using words and we don't even realize it. Here's the next one Maybe right well, maybe they can get qualified. That's okay as a takeaway early in the sales process But it's not okay at the end in the close when you're trying to shut a deal down, right? Maybe You know you could afford this maybe I can help you get this maybe this would be the right one for you over this one You know, there's no maybes It is or it isn't right start speaking confidently start speaking it to existence start future pacing right start using Certainty words that that shows that you're coachable shows that you're confident shows that you're certain, right? You want to be you want to be confident, but humble Right, I'm not saying arrogant or ego or anything else, right? But but but using words like maybe Actually Don't help and I even just thought of a bonus word that I'm gonna add in a second That I'll give you the first letter of that. I'm gonna tell you at the end. Okay, the next one right think probably maybe Hopfully right there's no hoping and praying and wishing right what we are Helping them solve their problem and the sooner you realize that the sooner you think like that The sooner you talk like that and the sooner you start to embody it and believe it and know it Not I think not probably not maybe not hopefully right not, you know, I'm not really sure You are Sure, and you have to be sure no one wants to buy from someone that they don't know is the absolute Best at what they do nobody wants a part-timer Nobody wants this someone that's like, I'm just okay at what I do. I'm not, you know, it's it's all right You know and that you probably should do this Maybe we're gonna think about this being the best solution for you, you know, like no It's like it is or it isn't right. It is or it isn't okay, so think probably maybe Hopefully All right and the fifth word, okay, because because you don't want to think you're not, you know There's no probably right there. There's no should or or or or could You know or or would It's like it's taking away. It's creating doubt, right? It's creating. It's taking away certainty It's taking away their confidence in you When your job is to create this Not take it away not remove it, right? All of these things are creating doubt and they're not really helping you Also the bonus. Okay, this is something that I was taught by a sales manager years ago, and that's the word but It's an eraser word and here's what that means, okay, this the way you would use it is well This is gonna be the best option for you But you know, you may not agree with me or know that right you just totally challenged everything you previously said you took it away and you It makes them forget about everything you said before it's an eraser word It's a word that I try not to use in the middle of a sentence because a lot of people use in the middle of a sentence Right like you should come to 8% but you may not want to travel right now. There's no but You need to come to 8% right you get the idea and when you're selling when you're using these words And then you're using then you're adding a but in the middle of it. I'm telling you it's it's actually taking away Right, it's taking away. You're here and it's taking away and Diminishing what you're saying by throwing it in the middle of a sentence, right? All this stuff matters It's like how does you have sales closing focusing on certainty not creating doubt never create doubt at the end Right because your job is to help them do business with you because what because you are solving Their problem, right? You're not you're really a problem solver. That's what we are as interest agencies they have a problem and You have guess what? the answer You have the solution and you can a hundred percent solve their problem. You know what I didn't say that I think you can solve the problem. You know, so I didn't say you probably saw the problem You know, so I didn't say maybe you saw the problem or hopefully you saw the problem or should or could or you know Maybe not I said you I know you can solve their problem You've got to know that too Do you believe that and what's holding you back from really believing it because the end of the day Here's what you're doing, right? Because there's three steps to this whole thing to keep it simple, right? You're building rapport Okay, you're building rapport you are you are identifying What the problem is? Okay, and then you are offering a solution this one Helps create a relationship Boom you need a relationship with them. Okay, not not, you know what? They don't they don't know like or trust you and there's no common ground boom. That's it identifying a problem Right what this is do is when you when you identify when you find out what the problem is and you start focusing on okay? The problem is the wound the problem is the wound you find it you start to Rub salt in the wound you start to go deeper into what the problem is Right because once you identify the problem and you spend time going deeper and you go a dozen fifteen questions deep into that problem Guess what it starts to build value In the solution that you're about to offer right and what that does as long as you deliver it with certainty Relationship value and I deliver the I'll offer with certainty and I stop using all of these words immediately Then they have more of a chance to do business with you They will buy from you when you start to embody these steps when you start to embody these steps, right? There's also something specifically when you're talking about okay I want to build a relationship with them any value any certainty There's also one other word that a lot of insurance agents struggle with that actually You need or it's going to diminish their confidence It's going to lower everything and that one word because if you have relationship you have value you have certainty You've had a very high chance of closing the cell everything goes up, but the one word a lot people forget about is engagement You have to have engagement. They've got to feel like they're a part of the process This can't just be you talking and have the gift of gab and you saying all the wrong words and just talking talking talking I make sales when I talk less than the prospect you having the gift of gab is a curse You talking more than the prospect is going to end up with you getting a lot of think about it and call me back And pleading friggin never come to my house again. Instead. What your job is is to create constant engagement the whole time Focus on building a relationship building rapport focus on Pumping up the value in the solution that you're going to be offering and that when you offer it Promise me you're gonna offer it with certainty Instead of offering it with doubt. Okay, so at the end of the day, it's your job is to create Certainty is to offer solutions in the most confident way possible and when you don't believe in it or use words like this The customer can feel it and it affects their ability to buy from you right Hey, if you enjoyed this I got another one you're gonna love it's right there click on it See in there three simple steps to close the insurance sale Everyone wants to close and I want you to picture something real quick as you're thinking about your prospect What happens is okay? What happens is your prospect? I never saw was the best drawer. Okay is in a state of