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Going Too Fast - Live Call

Watch the Full Video Here: Going Too Fast - Live Call

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You know, our job. So we're going to do this call review. It's 13 minutes, 43 seconds, so it won't take us a really long time. But I do want to make sure I'm sharing the sound.

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Okay. I'll make sure I can hear it. You can hear this, Robert.

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Hello? Hello?

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Can you hear that?

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So can't hear you, but okay. You might have hit the button on the thing. All right, so let's start.

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Lewis, How's everything been out in Miami?

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Pretty good. What was that?

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Most. My name is John Lever of Rationalist Services. The reason for my call is because a while back, it was in our website.

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That was better. Don't know if you meant to do it, but you like senior life services? Like to be almost like a question. Like remember me? Remember me? So that's good.

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Looking for a state approved life insurance program for the state of Florida. And my job was to go for.

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The benefit.

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Which will answer any questions you have. Let me confirm the address. You know, if I'm talking to the right person.

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Drive. Miami photos are correct.

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Because of Florida. Well, what is this for life?

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So in your intro, so you're saying all the words good. I mean, what you're saying all the words so good intro and then you got to might want not like like Nicky Soulja like Oliver might work so much better for you but mean because just don't know don't know if they hear that and then they ask they don't know what's going on. I don't know. But you told them. You said no, I'm calling because you spoke with one of her reps. So really hit that hard because this this little paragraph got to be hit really hard. I'm calling because you spoke with one of our reps about state regulated life insurance programs for the state of Florida.

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My job is to go over those benefits with you and answer any questions that you have. So you're really highlighting these are state regulated life insurance programs, and it's my job to go over them with you.

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And you might still be on mute, though. Delbert

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might hit the button on your headset. All right. So and then you confirm the the information. So go left to right. You were doing that? Um, the only thing you did say is you said address. Let me confirm your address. Don't say address because you're going to confirm more than that. So let me just confirm your information. Make sure it's all right, or make sure I'm talking to the right person. Any of that stuff's okay. And then, um, you know, left to right address, date of birth. Uh, I'm on a coverage beneficiary all the way down the line.

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Can you hear me?

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I can hear you now. Yeah. Okay. So. All right, let's continue.

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Oh, that's insurance.

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Yes, sir. And your date of birth is 718. 1953. That's correct. Right. And you're looking for $20,000 to list your spouse?

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Yeah, I want you to. That I'm on your monthly payments.

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Oh, I'm just going to ask you a couple of questions and in your.

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Health and then.

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Depending on that, you can see how much the rate is. Okay. Just give me like ten minutes. Just going to take ten minutes at most. All right. So Louis Wilkerson, confirm with me to work for a company with a client now. Good. That was.

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Good. So you answered the question. You dealt with the objection, and then. And then you got back to the script. That's exactly what you're supposed. That's exactly what you're supposed to. Because you're not going to let them push you into giving them a quote in two seconds. Okay. Yeah. So you just, you know, it's your this is your process. They can't be messing with your process.

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One particular company. So our goal is to shop around for you to see what's going to give you the best rate and the best benefit.

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I'm retired. You retired.

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Okay. So don't say okay, though. I always ask you with me on that or you know, you're with me on that. Does that make sense? Like something that confirms that they're listening to. Okay. It's definitely don't miss that because that's that's why it's all caps like you with me on that. Like I need you to be with me on it if I'm going to continue.

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Yeah. Okay. That's okay. So what are you looking just for yourself today, Louis? Yeah. Okay. Louis That's great. Is this business you typically handle yourself, like when it comes to your finances? Okay.

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Louis So give them a little more time to answer, because you know how you notice you said, is this something you typically handle yourself? And then you said, you know, he started talking. He said, with finances, it's because you're. Yeah, you got to pause a little bit because, you know, they'll give you a lot of information. Yeah. Not without you saying anything. If you, if you're, if you're quiet.

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Just tell me I say that name too much.

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That mean? That was a lot like.

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Early on that I was saying is that my whole lot?

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Yeah because mean a little bit shows like that you're interested in you know him as a person but too much seems like.

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Some annoying.

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Yeah. Manipulation or annoying that you're you're saying it for because you're trying to sell him. Yeah. You don't want him to feel like that.

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Yeah, I got that.

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All right, so let's go.

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Keep moving. I see you at your spouse of the beneficiaries. Anybody who would like to add on their.

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Maybe my, my, my grandkids or.

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Yeah, your.

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What's your name? What's your spouse's name? Your wife. What's your name?

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Can you. Okay, so when you said you have to listen to him so because you said like, is there anybody else you want to add? Then he started talking about grandkids and then you cut him off and started talking about the spouse. So just don't. Just don't cut him off because, like, if he wants to add the grandkids, then get their names first and then the wife, and then you can get kind of then you can kind of just confirm be like, okay. And then, you know, you can add these grandchildren on as writers if you want down the line. I mean, it's not something I do a lot, but if they start talking about grandkids and tell them, hey, you know, you can actually get ten grand to coverage for them, too, and it's only like two bucks a month added to your policy.

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So, yeah.

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Okay. And why.

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Don't. No. Okay. And I.

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Can. Ideas.

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Yeah. Okay.

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Okay. Lewis What is the first policy for you?

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Lewis Oh, yeah. You're saying. Lewis Is this the first.

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Policy for you?

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Okay. So this will be the first money. Kenya See.

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Whenever the goodwill. Call your name.

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Lewis You have to go through the process of taking care of somebody's final expenses yourself.

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Good. I'm glad you changed that.

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Oh, is that.

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Have you ever.

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Had to go through the process of burying somebody, like taking care of the final stuff yourself?

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Yeah. Yes.

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All okay. Who was it?

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My son.

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Your son? How long ago was that? Sorry to hear that, by the way.

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No, no, no, no, no, no. I don't understand your question. What are you saying? I'm saying.

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Have you ever had to bury somebody like.

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No, no, no, no, no, no. Nobody. Okay.

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Lewis Um,

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yeah. Um, last year, my grandpa died, and I had to take care of them, and it was really expensive, and everything was so very expensive nowadays. And yeah, I was going to tell a story, but I just couldn't bear myself to talk about it.

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Is it a real story or is it. Yeah, it's okay.

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Okay. Yeah.

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And I just. I just stopped mumbling at that.

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Yeah. So what you want to do then? Because, like, I don't mind telling the story about my aunt because that's a true story, but, like, I wasn't super close to her. I just took care of everything. Um, so you might want to, like, write out just a couple of sentences. Like, if they say they've never gone through this process, then I'm, I'm going to say this, so make it sound good. I mean, it can. It can relate. It can be there can be some ring of truth to it. Because, you know, if if something is true, it's a lot easier to say. And it's like it comes across a lot naturally, more naturally.

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So I would just write out, like if you want to bring your if a real experience is, you know, what sells people and facts tell and stories sell. So it's okay as long as it's not going to mess you up like emotionally.

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If it is, then change it to something else.

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Yeah. Need something else?

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Okay. So. Yeah. Like make it your grandmother. Like she didn't actually pass. You know what I mean? Like, just make it to somebody about somebody in the family that's not. That's still alive or, you know, just. You have to have some kind of just canned story. I mean, it just has to be the same thing. Like mine's a real story, but I use it every time because it works. And I need I just don't want to have to come up with new stuff every time.

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Okay? Yeah.

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Yeah, man.

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As soon as you started talking about was like, it kind of sound like you're flailing a little bit, so I'm glad you mentioned it because I was like, Well, you better come up with a better story or tell that one better.

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But yeah, yeah.

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I just spoke to Nikki about it and then I was going to mention it and I just couldn't, man. I really couldn't.

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And it's okay to. Yeah. Mean, if the story hurts you, like you can't tell, but there will be a lot of emotion in that. But I would write a couple sentences just because he wanted to sound good to.

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Yeah but change the story. If it messes you up, change the story completely. Okay. Let's keep going.

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To long just to bury him. You know what I mean? Oh.

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Is that your gold? So.

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Kenya don't have to do that if you ever do pass, right? Yeah. Okay. Louis, based on everything you said to me, your whole life plan is a perfect fit for you. And let's let me tell you why. Okay?

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All of our plans are for a number of benefit.

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First, in your life services. As a quickly going company, we.

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Make many insurance company design product for a customer unique situation. There must be state approved.

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Federally regulated and backed by the.

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Government. They still approve whole life plans, which mean the premium never go up and the benefit never go down.

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Which makes sure Kenya will never have to come with a.

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Wheelbarrow full of cash to bear you.

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If you pass. Okay. The benefit payout to your family 100% tax free. So no matter how long you.

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Live there will never take no money out.

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Of it. Okay. And like most companies, they pay immediately.

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And we require them to be an A-plus rating with a better.

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Business bill.

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That sound good? Nice, clear speak. You know, Claire, you speak the better than these people are old. So you're doing good. Well.

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You're following me so far. Yeah.

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Now that you told me a lot about yourself and what is important to.

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You, so.

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Slow down that that time like. So now that you've told me, you know, it's fine, but mean better, you say a little slower. Now that you've told me a lot about yourself and what's important to you. And it will also increase your talk time because you know you have a little more talk time and people will hear you better because the slower we speak, the easier the words come out like, the better they do. It's okay. Okay. Like, can talk really fast, like, say, every beneficiary's or somebody else want to. Have you ever gone to the principal's office? No. Okay, Perfect. Companies has a number of companies and products

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that might be better than that. You know what I mean? That we don't. We don't want to sound like that. Oh, man.

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Why don't you do not take some time and actually.

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Some health question. Whenever you look at life insurance that pay for final expenses, you always want some health question because you'd like to get better plans and better rate.

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Okay. Okay.

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So Louis, I've been doing this for a long time. I don't I don't need to read every question of every application to you. I'm just going to watch you.

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Qualify by just asking your.

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General knowledge.

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Question. Okay.

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You are non-smoker.

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Well, don't say knowledge because it's not general knowledge questions that would be like, hey.

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Why knows about it?

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Yeah, why is it sky blue? But I don't know why. But. But yeah, just get rid of the knowledge, that's all.

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Okay. A few general question.

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What's that?

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A few.

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A few general question. Right.

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Yeah, just a few general questions. But you don't want to say general knowledge questions. Just general questions. Yeah.

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Okay. Does that sound fair enough?

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I don't drink.

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No, no drink. Okay.

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What's your current height?

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You. How much would you like to weigh today? What's your current weight?

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184. How do you have any surgeries or hospitalization In the last two years.

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And 2015 I had to earn a surgery.

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So. Yeah.

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Have you had any issue with your heart?

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Heart attack. Congestive heart failure, Patient stand procedure to help you with circulation? No.

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Any issue with your lung? COPD, Chronic bronchitis require oxygen to assist you in daily breathing. No.

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No. Okay.

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Have you had any cancers in your lifetime?

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No cancers. That's very great, man.

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You sound healthy, man.

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You sound like you're 45.

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I'm 69, going on 17 and July.

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Okay. Okay.

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Have you had any Parkinson's, stroke or seizures? No. No. Have you had any? Are you diabetic?

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Okay. Are you in insulin or pale? No.

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Pale. Okay.

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Do you have any.

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Issues with appetite? HIV AIDS. Liver disease was illegal. Drug abuse. Alcohol confined to a better wheelchair? No. No. Okay. I'm going to take a look at what you qualify for. A difference program out there.

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Okay. So you want to slow down a little bit there, like after you get all the health information? Uh huh. Now it's time to think about it, like and actually figure out what he qualifies for. So make him wait for a second. Like if you don't know right there. Then make them wait because. Do do you know right here where you're going to go with this?

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I didn't know because I knew.

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Okay, so hernia.

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Yeah, I didn't know like major.

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That was.

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Yeah. So hernia is never going to matter. Hernia is basically look, if you Google it, it just like something like you if you lift too much weight or you do something, it's like a little thing on your back. But it's not, it's not on any application and they're not going to care about it.

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So it was going.

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To be pioneer preferred, right? Because I was.

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Diabetes. Correct. So, um.

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But then you want to slow down. It's like, okay, all right. And then like, you're really tight to taking time to think about it, and so it'll give you a time to like, All right, So, all right, just bear with me one moment, something like that. I'm going to figure out what you qualify for based on that information, something like that. And that'll give you time to be like, okay. And then once you, you know, at least in your head, you don't have to know. You don't have to have all the rates pulled up or anything, but at least, you know, at least you know in your head what company. So that way when you're done with these four sentences coming right now, then you know, you can go back to it.

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Okay for the purpose.

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I know you get something in the mail.

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For the purpose of describing.

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How my brother Clark versus the others. Do you know the difference between term life insurance?

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You see how fast, how your product, the product work came out? Like product works?

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Yeah. Yeah.

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It was with you fast.

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Yeah. So just slow these down because if you slow down, they're really going to understand you. And because they understand you, they're going to buy.

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Yeah. A whole life insurance.

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I can almost assure you he doesn't know because you're talking fast. He doesn't know what the question actually is.

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Yeah, he's probably lost.

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What was that again? Do you know.

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The difference between.

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Term life insurance and whole life insurance?

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If he's asking you that, that means you didn't hear the rest of the crap you said. So that's not good for us.

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So, yeah.

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Well, term life, it's much better, right?

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I mean.

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It is better when you're young, but soon as you turn 80, they will cancel it.

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You know what I mean? No matter how much money you put in.

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So if you.

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Were paying for your whole life. Right, and you put like $50,000.

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So that's why the script is written this way. Like I went over that last time.

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Training, actually. Just keep reading the script. Yeah.

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Because it doesn't matter what they say. Yes. No, maybe a little bit, because that's so easy just to go right into it. Well, the reason I bring it up because there's nothing they can say, like, it doesn't matter what they said to you, you can just continue on with the script, which makes it so much easier.

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Okay, we'll just take.

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That money and they will not give it back to you. Yeah.

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Yeah, that's so unfair because that did mess me up to go back.

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To the script because I already like skipped the paragraph and went to the next paragraph. So like, yeah, I was like, Yeah.

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Yeah, man. It's all about like, process. So now you're going to be able to think because you don't like, like shit, do I? After I answer this question, Yeah.

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Do I just skip.

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This paragraph or I really like, Yeah, yeah. Because the thing is.

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If you did go back, like mean after you kind of answer the question, I guess you could mean based on how you answered so far, you could be like, the reason I bring it up is because you know, in the script, but you've already kind of mentioned it. So now it's going to seem weird if you did it. Yeah.

00:16:53:15 - 00:16:56:07

So I think I did it again. I did it like.

00:16:57:07 - 00:16:58:07

That's okay. Let's let's let's.

00:16:58:09 - 00:16:59:08

Hear everything.

00:16:59:10 - 00:17:01:06

I bring it up is because I want you to make the.

00:17:01:08 - 00:17:04:09

Best choice. That's right. For you and your family. Okay?

00:17:05:08 - 00:17:06:13

Okay. Yeah.

00:17:06:16 - 00:17:07:07

Yeah. Like we were.

00:17:07:09 - 00:17:17:02

Saying, term life insurance to make matter where they actually raise their prices every 3 to 5 years. Right. What happened is as they get you in cheap because that gets you in like a $20, but every.

00:17:17:04 - 00:17:21:10

3 to 5 years they'll raise their prices. And how you become more older. Right.

00:17:21:12 - 00:17:23:00

And you'll you'll you don't work no more.

00:17:23:02 - 00:17:31:09

So your income become more fixed and you can't you can't keep paying it. So you got to cancel it because you can afford it and they just get to keep all your money.

00:17:31:23 - 00:17:36:05

That wasn't bad. You got back to it pretty well. I mean, you pretty much gave him the gist of it, at least.

00:17:37:06 - 00:17:37:21


00:17:38:09 - 00:17:42:23

The best company in your case will be Pioneer Security. They've been around for 111 years.

00:17:45:16 - 00:17:48:03

Um, you've you've.

00:17:48:18 - 00:17:50:01

You've been stopping.

00:17:50:15 - 00:17:51:06

I stopped too.

00:17:51:08 - 00:17:52:23

Much. Yeah, I should have been more fluid.

00:17:53:06 - 00:17:54:23

Yeah. I don't know why I keep stopping.

00:17:55:00 - 00:17:56:02

I should be more fluid.

00:17:57:08 - 00:17:58:16

And you will be. Just keep doing it.

00:17:58:20 - 00:18:01:14

But yeah, for preferred plan, which means you.

00:18:01:16 - 00:18:04:11

Qualify up to $50,000 in coverage.

00:18:05:08 - 00:18:06:21

So, Mr. Lewis, I'm.

00:18:06:23 - 00:18:07:13

Sure you want to.

00:18:07:16 - 00:18:11:21

Sound like like a little panicked, a little bit like out of breath because of like. Yeah.

00:18:13:05 - 00:18:22:11

Sometimes it just happened. Especially when I'm in that part after the. Yeah. When I'm about to give him the rate. I don't know if it's excitement or something, but it.

00:18:22:13 - 00:18:28:11

Is in a way it's going to be nervousness and excitement. Well this far through the presentation now I'm I'm soon I'm.

00:18:28:13 - 00:18:34:18

Nodding yeah making. So is he going to give it like. Yeah man me sweating.

00:18:34:22 - 00:18:54:22

Yeah but that's the time to be super confident this that you're like you're confident throughout now you can't fall off because even if they were going to buy from you, if you're all like shaky at the end, they're going to be like, Oh, this guy's scamming me. Or is he know what he's talking about? And, you know, people are always going to air on if they're not certain about you, they're done with you. Like they're not going to they're not going to give you anything.

00:18:55:15 - 00:18:56:12

All right. Got that?

00:18:56:17 - 00:18:57:07


00:18:57:16 - 00:19:01:15

Leave a little money behind. I'm completely confident any of those plans are going to do exactly that.

00:19:01:22 - 00:19:04:16

So slow down throughout the whole thing. Just kind of slow down.

00:19:05:19 - 00:19:06:20

Okay, Max.

00:19:06:22 - 00:19:09:14

Ingestion is you pick the one that's best fit for you. Okay?

00:19:10:19 - 00:19:14:05

You don't need all that, okay? Just move on. Okay.

00:19:14:08 - 00:19:15:07

So that's the question, Mr..

00:19:15:09 - 00:19:15:24

Lewis, I like.

00:19:16:01 - 00:19:21:10

To add additional discount for you based on the financial decision you use. I can apply additional discount.

00:19:22:06 - 00:19:38:05

So your tonality is getting better, but you got to work out a little bit like I would like to add an additional discount for you. So based on the financial institution you use, I can apply the discount if they're one of our preferred banks. So who do you bank with? It's real chill. All chill.

00:19:39:11 - 00:19:41:22

If it's one of the preferred bank, who do you currently bank with?

00:19:43:00 - 00:19:44:22

And that goes South State Bank.

00:19:45:03 - 00:19:46:06

South State Bank.

00:19:50:11 - 00:19:53:05

And I should have been like making more jokes first.

00:19:53:12 - 00:19:58:18

So make more one more small, small talk like. Like you'd be doing.

00:19:59:10 - 00:20:07:09

Yeah. Whatever you can do to get the small talk. If you're if they're giving you stuff you can use, you should always grab a hold of it. Talk about. Yeah.

00:20:07:19 - 00:20:12:00

For a second, just ask some of the question and let's say and I just go to the next one.

00:20:12:16 - 00:20:15:07

Don't make us more small. Small talk guys like you.

00:20:17:24 - 00:20:27:24

Yeah, because you just want to. You want to be able to. You want to be able to relate on a personal level as much as possible. A lot of that could be joking around. If you joke around with somebody, they they're going to like you.

00:20:28:05 - 00:20:29:12

Make it sound more natural.

00:20:30:07 - 00:20:40:19

So, yeah, take what they got and like go off script. But then just make sure you get back to the script. Be like, Oh man, can like what? Mika is constantly telling people, I could talk to you all day, but then she gets right back to the script. Yeah.

00:20:41:18 - 00:20:43:12

The third. And the third.

00:20:43:24 - 00:20:44:16

And the third.

00:20:45:14 - 00:20:46:04


00:20:46:06 - 00:20:49:18

Mr. Lewis, can you go grab a pen and paper for me, please, so I can give you the rates?

00:20:50:21 - 00:20:51:14

Hold on one second.

00:20:59:17 - 00:21:02:03

Take your time. Take your time. I'm not in a rush.

00:21:03:01 - 00:21:03:16


00:21:22:10 - 00:21:25:04

All right. Go ahead.

00:21:25:17 - 00:21:26:07


00:21:26:11 - 00:21:27:16

Miss, I want you to.

00:21:27:18 - 00:21:28:08

Write down.

00:21:28:10 - 00:21:29:00


00:21:30:00 - 00:21:32:07

Did. I'm sorry. Did he give you the. He gave you the name of the bank, right?

00:21:32:14 - 00:21:37:04

Yeah. It was credit union or state union or something like that. Oh, South.

00:21:37:06 - 00:21:37:21


00:21:38:00 - 00:21:38:15


00:21:38:17 - 00:21:39:19

Yeah, he did give me the bank.

00:21:40:01 - 00:21:44:21

Got. I don't know why. I just couldn't close. I don't know why.

00:21:45:12 - 00:21:58:08

I mean, this is so fast. Like to be asking people for money. It's like. So, you know, if somebody's been on the phone with you ten minutes and they're asking you for your bank account and you didn't initiate the call, it's going to feel weird.

00:21:59:06 - 00:22:02:19

Oh, okay. Yeah, that's what I was that's what I was mean by small talk.

00:22:03:23 - 00:22:16:14

Small talk. And then. But you but you're speaking like there's a lot of words that he doesn't know what you said throughout this. Yeah. Yeah, it's always. It's always. Yeah. He's going to be like, I don't know what don't know whether they know what's going on and you don't want that.

00:22:16:17 - 00:22:19:10

Yeah, you're right, man. Yeah.

00:22:20:21 - 00:22:22:09

All right. 10,000.

00:22:23:23 - 00:22:24:14


00:22:24:21 - 00:22:25:23


00:22:26:22 - 00:22:27:12

Hold on.

00:22:27:17 - 00:22:29:14

Hold on, Hold on one second. Hold on.

00:22:30:05 - 00:22:30:21

Take your time.

00:22:32:09 - 00:22:34:03

Then things aren't working out. Hold on.

00:22:37:20 - 00:22:38:10


00:22:38:23 - 00:22:39:20


00:22:40:05 - 00:22:41:04


00:22:41:11 - 00:22:42:07


00:22:42:22 - 00:22:44:02


00:22:44:22 - 00:23:16:16

Okay. So do want. Do you want to always, always quote them high to low? And the reason is, is. All right. So if I go 40,000, 35, 30, 25. Yeah. And they wanted let's say they would that we kind of discussed like 25 or whatever or 30. I give them numbers above that for a few reasons. Like usually people gravitate toward the middle and if you give people like the lowest option first, it's not going to you're not going to get them used to anything. Like, I want to get them used to the prices.

00:23:16:18 - 00:23:50:18

Like as I'm going down like 50,000 of this 45, I'll quote people at 50,000 don't care if it says 20,000 because I know I can go all the way down to the 20,000 and it's not going to sound that bad to them because already gave them these huge prices on the 50,040 5000 and they're like, oh, the 20 is not that bad. Like, exactly. So yeah, I'll send you the 20. Then you just kind of go into it. Yeah. All right. So let's see. But I'm going to yeah, I'm going to send this to you, but watch it over again because think that these are very small problems. Correct? I mean, slowing down that just like just continue to slow down and that's it.

00:23:50:20 - 00:23:58:06

Uh, goof off with people a little bit if they say something interesting. You whenever I say something interesting, you ask me questions about it. So do the same thing with them.

00:23:58:18 - 00:23:59:08


00:23:59:16 - 00:24:10:03

Yeah. So it's the same thing if it's just pretend like they're your friend and they say something that you don't understand, ask them. Or if they say something dumb, make fun of them. Who cares? Well, maybe not too much and.

00:24:12:02 - 00:24:13:10

They'll hang up real quick.

00:24:13:21 - 00:24:17:22

Yeah, it depends on how far you are. If you were talking to them for 45 minutes, you could get away with it.

00:24:18:18 - 00:24:20:00

15,000. Okay.

00:24:20:14 - 00:24:21:04


00:24:21:12 - 00:24:23:07

15 or.

00:24:23:09 - 00:24:26:04

15. Do you want me to go up to 50?

00:24:26:06 - 00:24:27:15

If you want me to go up to 50.

00:24:27:19 - 00:24:31:07

No, no, no, no. Okay. 20,000. I want you to. For $20.

00:24:31:15 - 00:24:37:21

Okay, so all those policies come with a number of benefit. Okay? The first benefit is called accidental death benefit.

00:24:38:03 - 00:25:11:12

You want to make sure I wouldn't get off. That would tell them. Keep writing these down, but high to low. Okay. You got to go more than 15. Just like. All right. Yeah, exactly. Like I'm pulling them all up at the same time right now. Um, so, yeah, write down the 20 would have been like, write down the 20,000. Write down the 25. You're going up, don't go up. Go down. But 40 write down the 40,000. Write down the 35,000 They want 20 get three above it. Not not three below it. You don't want three below it. You want you want them to pick the coverage that are higher not only for your own income, but in many cases.

00:25:11:14 - 00:25:21:10

If this guy was like 60 no, 69 getting in the call. So he's going to need he's right, though. He'll need like 20,000, maybe maybe 25, depending on how long he lives.

00:25:23:00 - 00:25:25:16

But if you ever do an accident, they will double.

00:25:25:21 - 00:25:26:19

Anyone you choose.

00:25:26:21 - 00:25:30:03

Okay, So if you pick the ten it, it'll be 20. The 15.

00:25:30:05 - 00:25:30:24

It will be 30.

00:25:31:07 - 00:25:32:10

Good to be.

00:25:32:12 - 00:25:39:03

The 30 will be 40. Okay. And the other benefit is the nursing home benefit. Right? If you were ever to get sick, you have.

00:25:39:05 - 00:25:41:14

To go to a nursing home. You won't have to pay anymore.

00:25:41:16 - 00:25:44:11

So whenever you pass, you'll just give that money to your family.

00:25:44:13 - 00:25:45:03


00:25:45:22 - 00:25:48:08

And the other benefit is a terminal illness benefit.

00:25:48:15 - 00:25:51:09

So slow down with these and really explain them.

00:25:51:12 - 00:25:52:12

So yeah, yeah.

00:25:52:19 - 00:26:24:23

Yeah. Because these are, these are super, these are super important for them to understand and agree that, you know, they are beneficial. So it's like, you know, first thing is the terminal illness benefit always start with terminal. I mean, you can do it however you want, but like I always start with terminal illness because it's coming with all policies with Pioneer. And it just makes it easier for me to do it that way. Like my all my calls, I go over the benefits the exact same way. So if you listen to mine, it's just like terminal illness, nursing home, accidental. Yeah. And then no matter when you did it right, no matter what, they're going to come with these number of benefits.

00:26:25:01 - 00:26:33:02

Uh, you could even go further. You can be like, these are all designed to protect you during life's difficult times. That's usually a pretty good thing.

00:26:34:00 - 00:26:35:13

If you are being diagnosed with terminal.

00:26:36:06 - 00:26:39:04

Like to protect you during life's difficult times.

00:26:40:17 - 00:26:52:16

Well, illness like you bought a die. You have only a couple years to live. They're going to give you the money. You can do whatever you want to do with it. Okay. So the F 20,000 is 169.

00:26:54:00 - 00:26:55:04


00:26:56:19 - 00:27:12:00

So want to say like get used to saying the $20,000 in coverage, which all sounds really good. So $20,000 of coverage is only one 6837. Okay. Say it just like that. 138 637 Like.

00:27:12:10 - 00:27:13:00


00:27:13:06 - 00:27:14:18

Because that. Yeah, go ahead.

00:27:14:20 - 00:27:31:05

Go ahead. So the $20,000 in coverage is only one 6837. Okay, then. Very nice little pause. All right. And the 15,000 is only whatever. And then the 10,000 is only whatever. And then, uh.

00:27:33:03 - 00:27:34:15

Not just ask him for the sale, obviously.

00:27:35:10 - 00:27:37:03

69.77 a month.

00:27:37:12 - 00:27:38:23

Yeah, that's the 20,000.

00:27:39:24 - 00:27:40:14

All right.

00:27:42:17 - 00:27:45:00

One 6977.

00:27:46:09 - 00:27:50:15

That's 20. The 15,000 is 188.

00:27:50:17 - 00:27:51:18


00:27:54:01 - 00:27:54:16


00:27:56:13 - 00:28:00:18

think it transposed those numbers. Isn't 188 higher? No. No. Right.

00:28:03:08 - 00:28:05:20

10,000 is 86. 53.

00:28:06:19 - 00:28:10:03

I think you said it wrong. Oh, no. You know, 20,000 was at 180. Okay.

00:28:10:07 - 00:28:10:22

Yeah. I went.

00:28:11:02 - 00:28:11:17

Up there.

00:28:11:19 - 00:28:12:09


00:28:14:09 - 00:28:14:24


00:28:15:04 - 00:28:17:11

46. 41. Okay.

00:28:19:17 - 00:28:22:08

So, Ms.. Lewis, which of those plan would you like to choose today?

00:28:24:09 - 00:28:28:06

That's so. It has to be. What was the name of the beneficiary?

00:28:29:08 - 00:28:34:09

Oh, I don't remember. But I got to say, the beneficiary name and which one of them they'd like to leave behind, Right?

00:28:34:20 - 00:28:36:19

Yeah. So that's. That's mean. You know what.

00:28:36:21 - 00:28:38:01

To leave behind Earnest.

00:28:38:03 - 00:28:38:18


00:28:38:23 - 00:28:44:11

Exactly. Yeah. So you know what you're missing. You just got to know. You just got to be, you know, just like.

00:28:44:14 - 00:28:45:22

When I'm in the moment.

00:28:45:24 - 00:28:47:05

I don't know, man.

00:28:48:05 - 00:28:51:14

When in doubt, go back to the script to say exactly what's on that page.

00:28:52:02 - 00:28:52:17


00:28:52:21 - 00:29:18:04

That's what I did. That's what everybody does, like when they first start, because we don't know better than people training us at first, so we might as well do what they say. And then eventually we we kind of make it our own. But we don't we don't do that right away because then we all would sound very, very stupid. But, hey, I got some life insurance for you. What's up? I mean, yeah, life insurance saw over here and could say all kinds of funny shit, but it's not going to work as far as making sales.

00:29:20:17 - 00:29:30:08

A reprieve from my insurance co-insurance and the lady is going to call me next week. So let me have your number and I'll let you know. What's the status.

00:29:31:06 - 00:29:31:21


00:29:32:00 - 00:29:35:12

Oh, sorry. My name is Oliver. What's that?

00:29:35:16 - 00:29:37:11

That reporter was totally bullshit.

00:29:38:20 - 00:29:39:17

His objection?

00:29:40:00 - 00:29:41:11

Yeah. He said he's applying.

00:29:41:13 - 00:29:42:18

For car insurance.

00:29:42:20 - 00:29:45:10

Don't you pay for the same day when you apply for insurance?

00:29:46:19 - 00:29:47:09

The lady is.

00:29:47:11 - 00:29:49:16

Going to call him back, so she's going to get back to me.

00:29:50:15 - 00:30:21:10

Right. That's like. Yeah, like how long you been dealing with her? Oh, about a month. It sounds like she's really bad at her job. Yeah, and, like. Like that shouldn't take more than an hour. Like, you can say anything there. Mean you can ask a couple of questions. I don't give him my. I won't give him my name a number immediately but you know but like. Yeah. Want you to have it. I mean if you're going to give the name and number be like, yeah I want you to have it anyway. So write it down. Think. All right. So and then start asking questions about like, okay, so this lady talked to you about some insurance. All right. What she say? All right.

00:30:21:12 - 00:30:27:12

Because I'm looking at about 30 companies and she gave you another company. We can add them and we'll find out just whatever whatever you're going to say.

00:30:28:19 - 00:30:30:19

Yeah, Oliver, my number is this number.

00:30:30:21 - 00:30:32:03

However, Mr. Lewis, I.

00:30:32:05 - 00:30:38:03

Just give you the rate, but we haven't like submit the application, so we got to submit the application first.

00:30:38:05 - 00:30:38:20


00:30:38:22 - 00:30:40:06

Because sometimes we submit it and the.

00:30:40:16 - 00:30:45:18

The client don't get qualified because sometimes some meds came up and I just wanted to submit it for you. Okay.

00:30:46:23 - 00:30:48:05

And they're going to want to wait.

00:30:49:09 - 00:31:10:14

So you don't want to say that like, I would definitely check out like the rebuttal sheet, want to look around. You know, you can go into, you know, the goat site, just print out that rebuttal sheet and just try to practice a couple because if you have just canned stuff, you say no matter what situation, this job is so easy, like like say the same shit over and over again, no matter what they say. So what.

00:31:10:16 - 00:31:11:06

Was that?

00:31:11:08 - 00:31:15:03

What was that to say? What was the good objection you say he was?

00:31:15:17 - 00:31:16:07

Yeah, go ahead.

00:31:25:01 - 00:31:26:15

I mean. Sorry.

00:31:30:13 - 00:31:34:20

Uh, no, I'm just reading a message. So what was the good. Give me the objection.

00:31:35:12 - 00:31:37:22

He said car insurance.

00:31:38:01 - 00:31:39:08

You have to pay for his car.

00:31:39:10 - 00:31:43:24

Insurance because the lady going to get back to him. So you're saying like. Yeah.

00:31:44:14 - 00:31:50:14

Sometimes people don't really get to. I bought the plans, so I got to get the banking so I can submit the plan, see if we get approved.

00:31:51:01 - 00:32:20:23

Yeah, you don't want to go right into that because they're going to get off the phone quickly because they're like, Well, I'm not fucking banking like that. Okay. It didn't sound natural. So if. But that was a weird objection. Like, I'm sorry. Yeah, we're weird. Objection. It's like I need to pay car insurance and he's going to call me back. That doesn't make any sense. Okay. Yeah, maybe we can. Like what? Like what do you mean? She. She's dropping the ball. Like. What are you talking about? It's like, no, this isn't about your car insurance or, you know, just get them off that, because that's not a real objection when it makes no sense.

00:32:21:03 - 00:32:22:11

Okay, so.

00:32:23:00 - 00:32:23:17

Let's see what he.

00:32:23:19 - 00:32:24:09


00:32:24:11 - 00:32:26:12

Yeah, you can wait for up to 30 days.

00:32:26:14 - 00:32:28:06

I'm just going to submit the policy.

00:32:28:12 - 00:32:59:13

Yeah. You don't want to be. You can be assumptive. This is really assumptive. I can't. I'm not going to take that away from you. That's good. Like, No, I'm just gonna. I mean, I'm submitting this app. That's good, but it's got to be a little smoother. So, yeah, definitely study the rebuttals, uh, on the goat site for sure. But that's not a real objection. There's nothing I could do. Like in that moment, I would just ask him some questions. Like, What do you mean about the car insurance? I don't know what you're talking about. Like, I'd almost say it like that. I don't know what you're talking about. It's like. So that way he doesn't feel like. I'm like, don't know what you're talking about.

00:32:59:15 - 00:33:14:03

Would be too aggressive. But, you know, I don't really know what you're talking about right now. Like that. He'd be like, Oh, I'm sorry. Blah, blah. Okay, so I got nothing for you as far as like a good or a bottle of that, because that's just nonsense. Don't know what you're talking about.

00:33:15:03 - 00:33:21:03

And they're going to send you a mail. You can get it and go over it with your wife. If you don't like it, you have the option to say something.

00:33:21:05 - 00:33:21:20


00:33:23:24 - 00:33:24:22

We have the option to say.

00:33:24:24 - 00:33:25:21

Something that was about.

00:33:25:23 - 00:33:26:13

To say the option to.

00:33:26:15 - 00:33:28:15

Cancel it. But and then it came to my mind.

00:33:28:17 - 00:33:33:24

Jim said not to say that. So just replace that to say something was like, What's it going on?

00:33:34:01 - 00:33:40:03

Yeah. So don't give them. Yeah, yeah. I didn't want to let him know he can cancel it. So just like, yeah, I would just say that.

00:33:40:24 - 00:33:43:09

That was the best thing that came to my mind at that time.

00:33:44:17 - 00:33:47:02

Right? Yeah. So.

00:33:47:23 - 00:34:18:05

All right. So think, yeah, there's a lot of things to chew on there. Um, slow down. I think that's. That's something you can work on immediately. Just slow down. Um, I mean, like, I always break this stuff down. Like, I want to get good at intros. I want to get good at this. I want to get good at everything at the same time. But I know I can't. Like, I'm not going to be, uh. Like I bought a rowing machine. I'm not going to be a professional rower in the near future. I'm basically just going to do it and, you know, keep doing it. Um. I kind of lost my train of thought.

00:34:18:24 - 00:34:19:14


00:34:21:05 - 00:34:42:04

Um. So. Yeah. Oh, yeah. So slow down. There's only one thing you can do at a time. Like, so slow down first and after you've slowed down enough, now you can think about like they were bottles. All right, Maybe should study these bottles. Let me slow down first, see what kind of result that yields and then then move on to the next way. That's all I'll say. Slow down.

00:34:42:23 - 00:34:43:13

Hi there.

00:34:45:00 - 00:34:46:24

All right, but I'll stop this. Uh.

00:34:48:11 - 00:34:48:16


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