Different Types of Tonality
Watch the Full Video Here: Different Types of Tonality
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All right. Good morning, guys. So let's cover some tonality. Who has seen Ferris Bueller's Day Off?
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Buehler. Buehler.
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That's what's up on the screen. So. So perfect.
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All right. So the first thing I'm going to play. So I'm going to go over some different tonalities and exactly what they will do for you. But the first thing I want to play is as well, something funny. Um, so let me share the screen.
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Who's here? Adam Lee here. Adam Lawsky.
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Adamson here. Adler. Here, Anderson. Anderson here. Bueller?
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Bueller.
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Bueller.
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All right, so I'm gonna find one more because he's actually presenting to.
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Talking.
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In 1930, the Republican controlled House of Representatives in an effort to alleviate the effects of the. Anyone? Anyone. The Great Depression passed. The anyone. Anyone. The tariff bill.
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Now, I'm not even in the class and this is putting me to sleep.
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Just watch.
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People raised or lowered raised tariffs in an effort to collect more revenue for the federal government. Did it work? Anyone? Anyone know the effects? It did not work in the United States, sank deeper into the Great Depression. Today we have a similar debate over this. Anyone know what this is? Class? Anyone? Anyone? Anyone seen this before? The Laffer Curve? Anyone know what this says? It says that at this point on the revenue curve, you will get exactly the same amount of revenue.
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As at this point, this is very controversial. Does anyone know what Vice President Bush called this in 1980? Anyone? Something? Economics. Voodoo economics.
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All right. So that example. In general is just like, the worst thing I've ever seen. So, uh, tell me why those kids were bored, please. Like, has anybody had a teacher? I've never had one that bad, but, like, Damn.
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I have.
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Right. And what class was that?
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Uh.
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It was a class over at the college, but I basically took my midday nap, like every single time I was in that classroom. It was like it was like some history thing or some shit. Oh, my bad, my bad.
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If it takes you that long to remember what the class was. Was that a good teacher?
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No, he was garbage. He read, like, straight from the book.
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And you know how to read. So do you need him to read straight from the book?
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Well, I wasn't going to read it myself either way, but not really.
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So for in Nathan's case, at least, he was trying to help him. So. All right. So there's a lot of different tonal patterns. That tonal pattern is basically I don't care and I'm very bored, but I think you should listen to me. Those people are basically, you know, held hostage and our clients are not held hostage because they have a telephone in their hand and can easily get off that call immediately. Um, so there's only like a few tones that are actually that actually matter. So the eight different tonal patterns, the first one that is not used that much here, like scarcity, scarcity and urgency, the tone is used to convey that to make a decision quickly, for example, like using conversation with the prospect, you can express concern that they can miss out and offer if they don't act quickly.
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Scarcity urgency probably is most commonly with us at least used. Um. Like your birthday's coming up. What? You need to get something in place. It's like, oh, okay. We definitely got to get this done through before your birthday. You don't want it to pay, you know, higher prices, correct. It's like, yeah, okay, so let's get this done. That would be an example. And I said it in the toenail day would say it with scarcity urgency.
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So, Nathan, you're on it today. So give me. Make me feel like something is scarce like this. This shoe is scarce.
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Ernie, for the first time in this shoe's 11 year history, it is $40 off, so you need to buy it right now.
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And that's not bad. 11 year history. Or anybody else. Want to give me one? Anything? Don't care. It doesn't have to be shoes.
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Maybe the last thing you want to do is be walking around barefoot. You know, we're going to run out of these shoes soon and we don't know what tomorrow is going to bring. We might have a sweep on these shoes tomorrow and they might bite out. My point is, I always bring out we don't know what tomorrow bring. And that's my tonality. Bring try to bring it out. And then that's for real. That's sincerity. I mean, we really don't know if we're going to wake up tomorrow, sir. So let's secure.
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Your your children's future and your future right now.
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See that scarcity or don't see if they're good.
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Now the reasonable man tone is is more use the reasonable man tone a lot because that's a good reason for them to get to listen to you. So the reasonable man tone is like, okay, like I use it all the time. It's like it's like, okay, so you have 10,000 coverage. What were you trying to get to total? Because you were it looks like you were trying to get to 20 or 30, right? Okay, so you want enough for, you know, the funeral and hopefully there's a little left over. Okay. So this would solve that problem. Okay. So that that's reasonable, man.
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That's just like, okay, so you're just talking very calmly like, okay, So, you know, if they had the 10,000, they would be able to take that down to the funeral home, take care of everything, all the arrangements, and then hopefully there's a little bit money left over. But we're going to at least solve that problem. Right?
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It's like. Right. As it relates to insurance, that's that's how you would say that it just calmly they're already on your side. So you're just being reasonable with them. It's like, well, they're not gonna you know, it's same thing with banking. He's like, well, they have to put down a bank simply to to show that you have an open and active checking account, like all applications have that. So what's the account number? You're not going to get into aggressive tone in that situation. All right. Can somebody give me an example of absolute certainty? The tone.
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I don't care what you say.
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This should be used. I'll give you an example. It should be used when you've actually found the plan that that you're going to give them.
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Yeah, searching throughout the state. The absolute best program for you would be Pioneer Security. They're an amazing company. Been around 114 years. They're both state and federally regulated. And we're actually going to be able to get you with one of their best plans out there. It's their preferred product. It comes with the most benefits, and we'd be able to save you the most money when looking, yada, yada.
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So, so absolute certainty. The only thing with that that was sounds like you're certain of your product, but that's more like reasonable man because you're kind of just telling them all the benefits. Like absolute certainty would be like a shorter, uh, a shorter sentence. Like, it would be a smaller of excitement. Yeah, yeah. Like a smaller example. Like, absolute certainty is like when every time Nathan gets me on the phone and you're talking about like, Yeah, we're looking at a few different companies. It's like, okay, what's going on with them? Okay, Like, that's absolute certainty. All right. What's going on with them? Okay.
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All right. So it's not really close. I mean, it's going to be Pioneer is going to be the best plan for them. So, you know, once if you guys have any other questions, definitely let me know. But definitely submit the pioneer application. You guys, You guys are going to be okay. Okay. Well, I'll drop off the call.
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That that's more like absolute certainty. It's like when you get to the close, like, okay, so the best plan in your case is definitely going to be pioneer. So it's not real close. So let me go and then you're back to reasonable or, you know, just, you know, scarcity or urgency. So let me go over the benefits that they're going to offer and then you can go from there.
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Like there's. And do you guys hear that? That like the tonality thing. Think people are thinking it's got to be like massive varying degrees like like it's not Hey, Bob, how's everything going? It's like, okay, so, yeah, we're, we're seeing your life services, so. Yeah. Or, you know, it's not like that. It's just, it's just like little slight changes that are very clear to them. But it's not. It's not like, whoa, Why all of a sudden did he start acting weird?
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Oh, the eye care tone. Who was good at this?
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Diego, I'm going to use you for a second. So you have a really good eye care tone. You might not realize it, but you use it a lot, so.
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So you just presented to Miss Jones, six years old. She's not sure if she can ensure a for the 10,000, but maybe the five. So give me some like I care tone.
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Um, yeah, that was kind of crazy. You put me on blast there. So what did he say?
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All right, so here's the situation. Uh, she couldn't get the ten. She really wants the ten, but she can get the five, and she wants to be cremated, and. But she's really after the ten.
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Gotcha. I feel like I would just go off of, um. Yeah, I hear you. Just. I know that you really want to make sure that you get your arrangements taken care of and you want to make sure that your beneficiary gets that in place. So let's just make sure, you know, it's reasonably within your budget. And, you know, I really want to make sure that, you know, I don't take anything off of your plate today and we're able to figure something out for you. So and then I just started going off of just trying to, like, get them to rates and just making sure that it's within their budget, I guess, Right? Don't.
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No, no.
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That's mean. I'm putting you on spot. So like, that's, that's as good as I expect people to do because it's like didn't give you any preparation. So with that situation is like, it's like nobody like, I know you really want the 10,000 but you know, we we went over our goal early on in the call that we at least want something for you know for Bob to have so he can take it down there and he's not coming out of pocket. Right. Okay. Well think the 5000, you know, will definitely accomplish that goal. If we can do the 10,000 in the future, it's something we can always go up.
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Does that make sense? So I'm going to send you the five and then you're back to absolute certainty. So I'm just going to send you the 5000. Once you get that, you know, go over with the family. If they want to chip in a little bit, you can certainly go up to ten. But right now, let's get that problem solved.
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Was that good or bad? Does that. Was that a good example?
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Yeah, you could hear your tone change.
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Because? Because it has to change a little bit. And the caring tone is something you're gonna have to use a lot with our clientele. Absolute certainty. A lot to.
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And even use the caring tone when they're going over. They ever had the process of burying somebody themselves before.
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Yes. And like, cause people it's not. It's the words that are scaring a lot of people to ask that question, because a lot of the times we're just not diving deep enough into what the goal of the policy is. But if you use the tone, people are going to be a lot more like like, okay, so have you ever gone through this process, had to go through, you know, the process of burying somebody yourself? That's a lot calmer then. So, Bob, have you ever gone through that process, you know, burying somebody, got somebody's family buried? It's like they that's not you don't care.
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It's almost like they see it as if they're real smart. They'll see it as, you know, you're trying to get them to agree to something so you can close them on a little aspect.
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Okay. So we'll move on to the using a question. Your statement should be declarative. So I use this all the time, like especially in the intro. So it's like, Hey, my name is Ernest over here at Senior Life Services. That's almost like, Remember me? You remember us, right? And it doesn't matter if they remember. It's like a little kid saying, Remember we were going to go to the water park today. You remember that, right? You said that. You said that we were going to go this weekend, right? Like we're going to the water park. Like it's like it's a statement. But he's there asking and confirming, just like this is Ernest over here at Senior Life Services.
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That's a small thing, but that's like people are like, what? Like, oh, do remember them shit like. And then they're the ones that are wondering what's going on and you want them to be like that in the introduction because you're the one that's going to be controlling this whole conversation.
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So like a good example for using a question for your statement would be after you did use the I care. It could be like, um. So your whole goal is just to make sure that Ernie doesn't have to go through that as well, right? You know what I mean? So you're you're making a statement, but it's like a.
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Declarative statement.
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That's a better example. Exactly. Like it's a lot better example. It's like. So okay, so the goal. Yeah, because you're like, okay, so the goal is we're making sure that Bob doesn't have to come out of pocket for everything. That's a statement, but it's very much a question. So it's almost like a statement that they have to agree with. Well, yeah. Okay. Um, there's a bunch of those actually. If you actually go through your script, there's a few of them. Same thing with the banking. Um, when you're actually on page three and you decide to say, um.
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Okay. Yeah. So. So when you receive Social Security, it just goes to the bank on the first of the third. That that's really a question, but it's definitely a statement. That's why there's a question mark after it.
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Okay, so series of three up tones. This one can be used like every single time. I would say try like I want somebody to try them out. Tell them where it is. Can I have a volunteer?
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But I think we're going to use Nathan as a guinea pig again because Nathan does a good job. That's a good part for when you're telling them, like the different parts of life insurance.
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Fact Yes, All of our plans offer a number of benefits or the terminal illness stuff. So.
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I'm gonna I'm going to take a look at what you qualify for.
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Yeah.
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Which tone?
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So this is the it's a series of three up tones, so it can be three up tones. Four up tones. But it's, um. It's stringing three statements together. Your voice goes up at the end of each to, like, kind of get, like, little micro agreements. Okay, so.
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I'm sure you've received letters from Globe life or offering term insurance, right? Yeah, I get the same ones too often. Say your insurance is good, up to the age of 80. What they don't tell you is what happens after age 80. What happens is you lose all your insurance no matter how much money you put in. They'll keep the money and you'll get no benefit. The point is, why would you want insurance that may cancel before you go?
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Perfect, you know. Yeah. You don't have you have to continue. That's basically that is the way to read it. It's like, All right. So I'm going to take a look here at what you qualify for. So I'm going up like every sentence. There are a lot of different life insurance programs out there. Like I know you get all sorts of stuff in the mail. You see stuff on TV. So for the purpose of describing how my product works versus the others, do you know the difference between term and whole life insurance? So you see how that's like just up and down, up and down, up and down, because that's really, you know, gathering. They really need to hear this because they need to understand the globe.
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Life and AARP are no longer good options. A five year term is no longer a good option. They need to understand that term. They pay into it. And if they don't die, that they're going to keep all the money they need to understand all this stuff. So that's you know, if you're going up and down here, up tones throughout every sentence, there is one, two, three, four. There's four times that you're delivering a series of 3 or 4 up tones in that small section of the script. But that's exactly how it's supposed to be read.
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Any questions on that? Hopefully that's helpful, guys, because I would like you to try it like like, you know, read it to yourself and see if. See if you are doing it that way, because that will help you guys out tremendously.
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All right. So, um, presupposing tone, you know, the outcome they they can expect.
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This is good. This is very good. I'm actually Nikki, if I want to use you. Um.
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The presupposing tone. This can be used when you're closing. This can be used like to set up like. Okay, so when you when we set up your payments, it's going to coincide. The presupposing is like closing in the banking.
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So example would be all right. So they came back with their pen and paper. It's like so so, Bob, no matter which one you pick here, they're all going to come with a number of benefits. See how that's presupposing? I'm presupposing he's going to pick one was like. Like that's your that's my job is to give you the numbers. Your job is to pick one that's very presupposing.
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Same thing when you're going over like. Like. All right. So like, throughout the entire presentation is like, okay, so once we get