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Master Class 1

Updated: Apr 17

Watch the Full Video Here: Master Class 1

00:00:09:08 - 00:00:43:04

All right, guys. The first thing I wanted to cover with because like with brand new people, a lot of a lot of the problems that, you know, you guys see is, you know, mindset and like, how you're actually treating this. Um, so the way I always treated it, like when I decided to actually get serious about this and actually, you know, really move forward in my career, the first thing I did is basically block out some time. I mean, it really is very important to block out the time that you're going to work and treat it like, you know, you clocked in. I used to build cars, so it was a manufacturing plant.

00:00:43:06 - 00:01:06:00

So if one of my employees was not putting the fender on each vehicle, they probably were not on the line very long. So I really look at it like that. And manufacturing is, you know, a perfect example of a lot of the training that I'm going to do because things have to be put on a vehicle when it goes down the assembly line in a certain order. Otherwise it's completely gets jacked up.

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So basically, you are you know, we're delivering vehicles to customers. It's the same thing as a presentation. It has to make sense to them. The car has to look like a car. The insurance has to look like the insurance, and it has to meet their needs and expectations and also solve their problem. Um, do you guys did want to show a lot of you if you do not have Connect Me voice. Which will look something like this. You definitely want to go over to the Greatest of All Times website. And find that video.

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Right here and it will show you how to set that up, because you you can learn so much about your habits simply by looking at this.

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So let me see here. I'll use really don't matter who I use.

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Let's use map.

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So let's see here. Call recordings. You can pull every recording for two weeks.

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So this show is like every single call that you're making, like as you're dialing. If you can see this right here, this is a good example of somebody who is dialing one after another after another. One minute, no minutes, one minute, six minutes, six minutes. Talking another dial.

00:02:34:04 - 00:03:05:19

Same thing here. 34, 34, 36. So this is what I want you guys to look at when you're really trying to evaluate yourself and if you're working. So this is nine minutes where a call wasn't made, not saying that every single second will be dialing because you have work to do on the side sometimes and preparing and dealing with, you know, callbacks or emails or whatever you got going. Um, but if you, if you look at this and you see your huge gaps here constantly, then you're probably thinking you're working eight hours a day when you're probably working three.

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Let me see here.

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Mean, you can always pull this up and this will always give you a good example. Like the only way to get really good at this. You know, ask the people that have been here a long time is just to do it, do it. Do it over and over again until until it's just like you'll learn from stupid mistakes and you'll probably make them more than once. And who cares? So because it will happen over and over again. So think a lot of the time, like people are deeply disturbed at the prospect prospect of like of being terrible at something like even temporarily which is the biggest problem for people like trying to get on the phone.

00:03:45:04 - 00:04:18:16

So when you try something you you're usually very bad and you know it too. So, you know, the easiest way to eliminate that feeling of angst is to quit practicing and do something else. So that's what most of us do. And if you look at this, you will see yourself doing that a lot. Matt will join a little later or I'll send this to him. But he will tell you right now that he used to play like cornhole in his driveway, get a sale, you know, whatever, get 1000 AP, go out to his driveway, tell himself he's going to play cornhole for 15 minutes and he's out there for an hour and a half.

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Anybody else do that? Sometimes? Like, I know I've done it, so I can't be the only one.

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Like start looking. Absolutely.

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You get distracted. You know, I found I got more distracted when I was in the office because, you know, you get a sale or you get a bad call and then, you know, you talk to your people around you for ten minutes about it and then you're kind of just out of it and you got to jump back in and get back into the into the call. And it's just different. Yeah.

00:04:51:08 - 00:05:26:16

I mean, it's okay to unwind for a second, but really the best. Yeah, the best way. Like, she's not saying don't unwind, but the best way to unwind is to get so good at this that, you know, sales are there, so it doesn't even matter. Like no one call will matter at all. Like, it doesn't matter that, you know, Bob hung up on me After I'm 30 minutes into a conversation, I gave him quotes and he hung up on me. I'll call Bob back once, but I'm not going to think about him all day. It's like, I know. I know what my per hour is and I know I'll hit whatever I'm trying to hit if I put that time in.

00:05:28:23 - 00:06:03:00

And guys, I know 100% like the new hours. Like when you start something new, it's always challenging, but like a little persistence will generate like huge increases in skill. It's exponential every single time, like. Like the human brain. It's optimized, you know, to pick up new skills extremely quickly. But you have to keep doing them. Like if you don't do them, then there would be no skills at all. It's the same thing with like working one day. Like we've all tried that work today for hours, took a whole day off, you know, tried to pick up the phone.

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Even if we were in a good groove the day that we were working, we are no longer in that groove.

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And thanks for real, quick. Yeah. Is there a customer service in the in the office today?

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There should be a couple down there.

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All right. Thanks. Yeah.

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Zach. Zach's been here a while, so thanks for joining us, Zach.

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All right. And I want to tell you guys a story. I don't know if any of you guys have heard this book go for. No.

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Okay. Even if you guys have not I No, Justin has. He's just not coming off mute. So go for no is a very good example of what we do here because there is an example in that book. Basically they were giving out awards for whoever got the most no's like in their sales presentations for the year. And you know, obviously whoever got the most no's also got the most yeses and was also receiving those trophies as well. And they did a study where they were only allowed they were selling insurance, which even makes it better.

00:07:15:09 - 00:07:41:12

They're trying to sell life insurance. They went and knocked on people's doors. The only thing they were allowed to say was, Hey, do you want some life insurance? That was their that was their presentation. And they found out because of the sheer volume of doing that, they actually made a lot of sales. So that's what this is for here is like, you know, just imagine if you do that over and over again, but you also have a great presentation.

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And I can tell you right now, guys, I've been in one other sales job. I don't know if anybody else has done that many sales, but this this company has better training and, like cares more about people getting better than any other company I've ever worked with.

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That's a fact. Yeah.

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So, um. So, you know, every presentation that you give, even if they're all like, let's say you get ten no's in a row, you're all one step closer to actually getting a yes. So, you know, for that, like said, they go for no principal is like basically who cares who's next. And it's easy for me to say that now because I did have a little more in my feelings when I first started. But, you know, I think three and a half years is long enough to basically have almost no feelings.

00:08:36:15 - 00:08:47:00

Like I'm incredulous sometimes if I lose a sale that I thought would be a sale, but I learn from it and move on. It's not to get you know, the key is not to get afraid, but to learn and move on.

00:08:48:18 - 00:08:59:21

And one of the requests I got, guys, was a rapport, like rapport building. And wanted to ask you guys like, what do you think rapport building actually is?

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And any and all. Yeah. Christopher.

00:09:06:12 - 00:09:25:06

Making them like you make them want to talk to you. Trust you. Uh, you do that by shooting the shit with them. Just talking about everyday things. Try to find something you can relate with them and like said, you just want them. You selling yourself. And guess that's how you would do that through rapport building.

00:09:27:00 - 00:09:57:14

Yeah. So really good points there. One word that he said is trust. I'm going to play a video for you guys in a second. But trust is probably more important than even sharing the same interests like don't need. Okay. I had a guy install. I mean, help me fix the sprinkler system and then he took me aside. I mean, I, you know, I'm a Christian, but he took me aside and talked to me for 30 minutes about Jesus, which is like uncomfortable but mean so but didn't care about that. That's, you know, that's whatever. But he fixed everything.

00:09:57:16 - 00:10:13:07

He set it up. He did more than he needed to do for the price that he charged me. So obviously there was a lot there was good rapport there because I trusted him and that he knew what he was doing. Like he replaced a pipe and fixed it all up for me. But a lot of trust is there's very important.

00:10:14:24 - 00:10:45:03

Well, thank you for putting that in the GroupMe. But I want to play this video because I am really big on Jordan Belfort, like like how he views things. I mean, the guy was selling like illegally selling crappy stocks to millionaires and they were buying them. Like, obviously he's out of jail and more ethical now than he ever has been. But, you know, The Wolf of Wall Street knows what he's doing as far as how to persuade people. And I want to play this for you and we're going to discuss it for a minute. But it's four minutes. How to build rapport the right way.

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So let's do that.

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Welcome to Sales School.

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JB Here, The Wolf of Wall Street. Time for sales school. Got a great topic for today. Ready for this? It's the difference between building rapport and how you use that to close a sale and wasting your time. Just talking about nonsense, trying to be chummy tongue with someone and it actually backfire on you. Here's the deal. The problem is, is that when you go about building rapport in the wrong way, it means that you're talking about things that are not germane to the actual conversation.

00:11:26:09 - 00:12:05:09

For example, you walk into someone's office and you see a fish on the wall and you're like, Oh my God, you love fish. I love fish. Spend 20 minutes talking about fly fishing in Montana somewhere, as if somehow that is going to get you into rapport with them. And while it might create some sort of, Oh, he's a nice guy who likes fishing, they'll probably know you're full of shit. But let's just say that you got away with it and you really did like fishing. And the guy really bought into that whole notion. Oh, you just like me, right? Here's the problem. There's something else that sits on top of the straight line, meaning that when you take someone from the open to the close, right, this is your open, this is your close right.

00:12:05:11 - 00:12:37:07

So you must be in rapport. You must be in rapport in order to influence someone to build certainty as you move them from the open to the close. That's what you're doing. You're building certainty, right? If you're not in rapport with them, then you can't influence. They're just not going to listen to you. They're going to kind of close up and they get to not trust you. So you have to be in rapport. However, there's something else on top, which is you must be perceived as an expert.

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If they don't think you're an expert in your field, that you're shop, you're on the ball. What happens is they will try to take control of the sale. The prospect takes control and once the prospect takes control, it's almost impossible to build certainty. So in other words, you have to build certainty as you move from the open to the close, you are creating massive certainty for the product. They love the product. They trust you. They trust the company that stands behind the product.

00:13:09:04 - 00:13:41:06

To do this, to build certainty, you have to be in rapport. But if you create that rapport in a way that sabotages your position as an expert, you can't create certainty. So both of these have to be in place at the same time. You can't just create rapport as if he's your friend or she's your friend. Rapport In the absence of you also reinforcing the fact that you're an expert in your field will backfire on you because then the sales starts to spiral out of control.

00:13:41:08 - 00:14:12:05

They try to take control back from you and you can't accomplish anything. So the real way we build rapport, which is how we do it, and be perceived as an expert at the same time, is we ask really smart questions using certain tonalities that show that we care about the prospect that we understand them, we feel their pain, and then as they respond to our questions, we listen very attentively and very actively like, Aha, yep, I got it.

00:14:12:07 - 00:14:44:15

And you show that you care, that you understand them and that you get them. It's those little unconscious grunts and groans that build true rapport with someone and simultaneously position you as an expert in your field. If you try to do this by just talking about a sport or something a night out at a club, yeah, you might actually get the person to like you and think you're a good guy or a good girl, but they're going to say, Well, this person's obviously not much of an expert because they're about to waste 20 minutes at a time talking about nonsense.

00:14:44:17 - 00:15:07:10

So the way we build rapport is by asking smart questions and then listening very attentively as our prospect responds using those unconscious communication, those groans. Mhm. Aha. Yup. Got I and you show us when you're with them you get them, you feel their pain and that you care. That's the secret to building rapport the right way.

00:15:15:23 - 00:15:23:20

So guys like what did you guys pick up from that? Like, that is super important. Like what rapport actually is.

00:15:29:07 - 00:15:30:10

Yeah, go ahead and answer most.

00:15:33:20 - 00:15:44:11

It's asking questions and listening and not actually trying to talk about stories with the client, but making sure that you're moving forward and collecting information the right way and sounding like an expert.

00:15:45:17 - 00:16:16:03

That's pretty good. That's a pretty good answer. So Justin wrote a close and harmonious relationship in which the groups or people involved share exchange, share and exchange ideas and emotions and communicate well. So that's all true. One thing he did say in which I worry about when I give presentations is that it's not really about them liking you personally. You guys go, you would go fishing together, would go golfing together. You know, you know, like the same sports team.

00:16:16:06 - 00:16:38:19

None of that really matters to them as much as what Moses just said, that you're an expert, you are going to solve the problem. Like, that's rapport. So if let me I'm going to pull the script out here for you guys because think it's good to look at like what? Like where we're at, like as far as rapport and the spots where you would actually build it.

00:16:40:20 - 00:16:42:11

Okay, so let's pull this.

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So let's use this script as the example.

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So building rapport here is not talk about the weather for five, ten minutes. If they said, oh, it's raining out here. Rapport is generally like 2 or 3 minutes. If you're going to go off topic that is not germane to selling life insurance, then it should just be like real quick. Oh yeah, it's kind of rainy here, you know? And then here this is rapport. Like everything in this presentation is rapport and getting rid of objections at the same time. So here is rapport. My name is Earnest over here at Senior Life Services.

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I'm calling because you recently spoke with one of our reps about state regulated life insurance programs for Florida. My job is to go over those benefits with you and answer any questions that you have. Let me confirm the information you gave the rep. So that's rapport. You guys might not think it's rapport, but the fact that, you know, you're telling them, I'm an expert, I'm going to confirm your information, and then we're going to go over this together and help you, you know, solve any problem that you have related to life insurance.

00:17:51:18 - 00:18:29:13

So another report is, you know, we're consulting firm that tells them that we're not looking at one particular company, which is another way to get rid of an objection at the you know, at the end. You're also asking very similar questions. This is where rapport can be built. Of course, you know, beneficiary as your daughter. Is there another person you want to add? Okay. So just your daughter and then guys, like can't skip this part because mean could but this presentation be really long. Um, but you know actively listening is super important I think in no offense to Nathan, but I know he'll be joining us later and you'll hear this.

00:18:29:22 - 00:18:42:13

Um, yesterday we were laughing about, like he said, how's everything going out there and whatever city? And the guy said, Oh, that's terrible. And he was not paying attention. And he was like, okay, that's amazing. I mean, how do you think that went after that?

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That guy did not like me very much.

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It's like, good to hear. Great.

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It's like I've.

00:18:51:13 - 00:18:59:00

Responded with awesome because like, I was on my phone not paying attention to nothing. He just said, Right.

00:19:00:09 - 00:19:10:24

So that's not listening. Usually if somebody tells me things are going poorly, like I usually say, Well, that's not horrible and then move on because at least it shows that I'm listening.

00:19:12:21 - 00:19:31:19

Because it becomes super important that you're listening. Like if you actually listen to your own calls, you realize when you're not listening because you'll ask a question later that you already asked and had an answer, but you just did not pay attention. Like moving everybody down the straight line is really easy, You know, when

00:19:33:12 - 00:19:48:20

when you listen to them and go through everything that they need. Uh, Jennifer, you put down here making sure that I am in control of the conversation at every step. That's pretty much absolutely true. Like, nobody can dictate.

00:19:50:14 - 00:20:05:09

What in what order or anything like like the presentation. It doesn't matter if they say, oh, I just want to quote. I'm not giving you a quote. It's like, I'm not giving you a quote. I won't use the word quote and I'm not skipping forward in this presentation.

00:20:10:06 - 00:20:12:05

And just adjusting your. Okay.

00:20:13:22 - 00:20:19:11

Like Justin and I agree on a lot of this, and I'm glad you came by, Justin. I mean, do you get what I'm saying with that? And if you're listening.

00:20:22:13 - 00:20:26:14

Than a phone. So he's on his phone. He's not actively listening.

00:20:28:17 - 00:20:39:23

No rambling on. What about fishing and no reason with no goal in mind? Who who has done that? Who's guilty of that? To started thinking that they should talk about whatever because the person likes it.

00:20:44:12 - 00:20:45:23

Ernie. Blanca.

00:20:48:00 - 00:20:56:24

Blanca. Yes, that was a good example yesterday. She never stopped talking. And you have to basically you have to stop her.

00:21:00:00 - 00:21:21:23

Good question, John. So this is also part of like a little bit of fact finding. So rapport building is more like, okay, so you're a consultant firm. You know how you're basically going to ask, is this business to typically handle yourself? I see that you have your beneficiary as your daughter. You can ask what's her name? Okay. She is. She lived close. Yeah. Is there anybody else you want to add?

00:21:23:12 - 00:21:58:07

Like which one is more responsible? Like, do you want to leave it to them equally or do you want it to be more responsible or to whoever is more responsible? And the reason you ask questions like that is you're educating them and kind of telling them how it's going to go. It's like if I say, well, I got Rebecca and Hailey are the beneficiaries and Hailey does not live in even close to them and is also really irresponsible. It's like, well, let's just put down Rebecca as the primary. God forbid, God forbid, you outlive Rebecca, then Hailey can become the the primary.

00:21:59:19 - 00:22:10:13

So that's a good way to ask questions. But also, like John, if you want to come after you Like what exactly? Like in what part of the presentation do you mean?

00:22:12:11 - 00:22:13:24

Because could go through a whole lot of them.

00:22:15:19 - 00:22:27:08

Well, I just want to know in general, I want to know if I can, like deal with it for the whole entire presentation so that when I get to closing, it's going to be no hesitation. No.

00:22:27:23 - 00:22:29:03

You say No hesitation.

00:22:29:16 - 00:22:51:23

Yeah, no hesitation in signing up. Gotcha. I'm getting that. That policy in place. Because I've noticed every time I get through the presentation. And then when I get to the quote section and in the quote, not right to hang up right on me and in my head I'm like, nah, it's just something I'm not doing right. And. Yeah.

00:22:52:15 - 00:23:25:15

You mean you may have not heard any of your calls? You may be trying to be their friend more than necessary. Like can be friendly. But I am not building a long lasting friendship on these calls. If it happens, it happens. But you know, I have a job to do My job like. Like I am more about in my head. Like when I'm making these sales, I love getting somebody preferred or level coverage when a bunch of other companies told them they couldn't have that, that's an accomplishment for me. Like I went through the like I like very clearly went through the questions.

00:23:25:18 - 00:23:56:19

I tried to figure out exactly what they qualify for. And I you know, I did my job really well. That's what that's what I'm trying to do. And that's to what I'm trying to convey to, you know, the customer with the rapport. So when you're asking like rapport, what you said is so true. Rapport should be built throughout the entire conversation. It's a little here, a little there. It's not you're not going to have long, hopefully not long, 15 minute like off the completely off topic. You should bring them back as fast as possible.

00:23:57:10 - 00:24:10:03

Like that lady yesterday, Nathan, she just wanted to talk. It did not seem like she was interested in buying. So, you know, I would have. I mean, you spent one hour with her. I spent 20 minutes with her, and then you spend another 40. I'm just not not going to I'm not going to call it.

00:24:10:09 - 00:24:15:07

I spent a total of 2.5 hours over two days just to get hung up on.

00:24:15:13 - 00:24:22:21

Exactly. So that's that that's something we're going to go over as far as presenting to qualified buyers because that's important.

00:24:25:02 - 00:24:31:08

And just to get to but do want to stay on report. Like and I'll hear from anybody like Matthew

00:24:33:03 - 00:24:44:18

Buck box got box does pretty good as report He's very good at asking questions like what have you guys use that has helped you like move forward in a presentation when you're when you feel like you're kind of rambling.

00:24:51:03 - 00:24:53:15

Like kind of want to hear from Gilchrist because he's pretty good at this.

00:25:00:02 - 00:25:30:05

It's kind of different every every single time. But generally speaking, whatever the conversation is about, you can link it to life insurance. Whether their daughter just got shot or or they got in a car wreck or they went to the hospital or it's usually about their health. Oh, my health got this. Well, let's get you some life insurance and just kind of loop grab them back in. But anything they're talking about when you think about it, can relate back to life insurance.

00:25:32:19 - 00:26:05:23

Yep. Like somebody is. I mean, health is a big one. You should be building a lot of rapport in the health section. One. And that's why underwriting is so important, because, you know, if you do not have to, like literally read the questions verbatim or ask anybody else for their opinion, like you just you just know, like they start saying medications and you say, that's rapport. Believe it or not, that's like super rapport that the customer will really connect with. If somebody starts saying it's like, You know what, I've said this I don't know, hundreds of times, it's like, you know what? If you don't know, you can just you don't know exactly.

00:26:06:00 - 00:26:38:10

You can just tell me what medications you're taking. And I can bet I can tell you what's wrong with you or just tell me what's wrong with you. And I can tell you what medications you're taking. And then they usually like, All right, well, I'm taking a blood pressure. Is that like, lisinopril amlodipine Like, what is it? And then usually they're like, oh, it's that one. Okay, you're good at this. Yep, yep. AM And then just continue moving. Same thing with what Matt said was you can always bring it back to life insurance. Like if you're not in that good of health, it's like, is this why you were, you know, I'll ask those questions.

00:26:38:12 - 00:26:56:01

Is this why you're looking into the life insurance? Because, you know, health is deteriorating a little bit or just trying to make sure if, you know, something more serious happened that that it'll cover everything. The more questions you ask like that, that they really can't say no to, the easier when you actually ask for the money it's going to be.

00:26:57:18 - 00:26:58:21

My right. Am I wrong?

00:27:02:18 - 00:27:16:12

100% right. And just asking those questions, is that rapport? It's the expert client rapport. Like a doctor's office, anything. They're going to respect you more. Like you said, if you know your medications and everything also. But.

00:27:18:20 - 00:27:33:08

Yeah. And then you should at some point you're going to hear the same. You're going to hear. I mean, you should know about formants for diabetes. You should know, lisinopril for blood pressure. You know, watch underwriting trainings. Like if you go in here, guys like this is like the.

00:27:36:04 - 00:27:43:13

Number one thing like. Like if you watch these two that Nikki Lexie and a few other people made.

00:27:47:18 - 00:28:01:21

Like underwriting training. This is super detailed. This is just the pioneer application and we'll go over everything and then you can watch the condensed. I know, I know Nikki Mills makes everybody watch that, the full one and then the condensed one right after.

00:28:04:23 - 00:28:09:21

And this is rapport. Mean everything is rapport. As long as they feel like you're the expert in the field.

00:28:11:12 - 00:28:20:07

And hold on one second. Hey, Moses, can you let somebody in the building? They're out front. They're at the front. Thank you.

00:28:21:22 - 00:28:58:14

Um, yeah. So everything can be considered rapport as you're going through it. Like, right here is your goal. These are okay questions asked. Do not be afraid of these questions. That's her paw. Have you ever gone through the process of burying somebody yourself? Now, that may be a five, six, seven minute conversation, but you know what? You can let them talk because that all has to do with them reliving an experience themselves that can only help you make a sale and, you know, them becoming emotionally invested. And the fact that, you know, their mom died, they either it doesn't matter if they had life insurance or doesn't it still works for you.

00:28:58:16 - 00:29:34:11

Because if they didn't, they're going to tell you about how difficult it was. If they did, they're going to tell you how much easier it was. So asking, is it your goal here? This is where you really need to drill in and what is the goal? Don't care if they said, oh, I'm looking for ten, but then I want to know like I want more information than I'm looking for 10,000. If you skip that and just like, okay, we'll find you ten. All right. Anything wrong with you? Okay, let me skip the whole presentation. Right. And then you pull up and. All right, so your quote for 10,000 is only going to be $52 a month click or you didn't build enough value, you didn't build enough.

00:29:35:16 - 00:29:53:19

You basically just value didn't build enough value for them to see the legitimacy and the, you know, the value in the product. So you guys do you guys ask these questions or do you feel like there and it's okay to tell me if there are they hard to ask or do you feel uncomfortable asking them?

00:29:59:13 - 00:30:01:24

I do sometimes. And sometimes I don't.

00:30:03:10 - 00:30:08:07

Okay. And what is it about it that is it? Does it feel too personal?

00:30:10:00 - 00:30:19:00

I feel like if I feel like it's like hit or miss, like it either really gets me going or either just kind of halts the conversation.

00:30:20:02 - 00:30:27:08

Okay. And. Call. It's the conversational way. They they don't talk or they what happens?

00:30:37:23 - 00:30:44:21

Because if they don't know, it's just really hard for me to transition from that into like the next part.

00:30:46:04 - 00:31:14:12

Okay, well, now we're on this because I think you really should should ask those questions simply because that will narrow down what the goal even if you don't ask, you know, ever gone through the process burying somebody yourself. But even though would never skip that question because I want to know. And if they haven't, that's when I share experience about my aunts and helping pay for hers because she died suddenly, didn't have any life insurance. And that's how it goes. It sucks coming up with thousands of dollars.

00:31:16:12 - 00:31:17:12

So, yeah.

00:31:17:17 - 00:31:41:13

I'm sorry. Is it is this question okay in place of that, I'm just going to read sometimes what I use and just let me know if this is is digging deep enough. Um, I say so I can be the best service possible to you. May I ask what this life insurance is going to be used for specifically? And share with me why that's important to you?

00:31:43:09 - 00:31:48:11

And that generally opens up questions about what we're using the life insurance for.

00:31:49:03 - 00:31:56:11

Do you feel like you have a good enough relationship to ask the last part of that question? Do you usually get an answer to that? Can you share me why this is important to you?

00:31:56:23 - 00:32:08:18

Throw it in there. Don't give it. I don't care anymore. I'm just like, Yeah, I want to know why it's important because they're like, okay, what's it going to be used for? For burial? Okay. Why is that important to you? Well.

00:32:09:00 - 00:32:10:05

Well, uh.

00:32:10:11 - 00:32:41:09

See, my dad died with no life insurance, and. And that's. And they break down. They. They give you that nugget, that thing that you're going to need at the end. And I'll sit there. I'll. I don't care if it's uncomfortable. Why is it important to you? And if they can't get over it, I will move on. I'll get it. You know, I want it for burial. But if they'll usually if you could sit there with them for a second, they'll tell you why it's important. And if it's not important, it's not going to be solid at the end. That's what I found. But I'll make them say why it's important.

00:32:41:11 - 00:32:49:19

What's what's happening in your life? I just lost my niece. We had to do a fundraiser. Well, you know, and then you got that nugget. Anyhow, that's how I go about it.

00:32:50:15 - 00:33:18:15

That's mean. See, no problem with that. And the reason. So if the presentation was not good up to that point, that question Matthew's asking would would fall on deaf ears or it would be not answered. If I ask somebody that, like, let's say one minute, then it's okay, my name is over here, Senior Services. We're working with a lot of companies about, you know, burials and stuff. Is that important to you? Like. Like why why is it important to you that you have here? You know, it would be weird. That's why was asking.

00:33:18:17 - 00:33:20:07

Matt got it.

00:33:20:22 - 00:33:42:20

Because mean as long as if so you're probably on like page two. Well you're at the bottom page one. But in your mind and you already talked about, you know, the beneficiary, you know, is the daughter and all that or whatever the name of the daughter. But then if you if they trust you enough, you should be able to get away with those questions. And if you can get answers to those questions, this job becomes a lot easier.

00:33:44:10 - 00:34:17:23

And I did like what he said as far as rapport, because he needs to know why, you know, this is important to him or the person that he's talking to. Otherwise, he might not even continue. If it's you might find out right there. It's not important to them. And it's not our job to convince people of lifelong beliefs that life insurance is not important. Like, I will not do that. I've heard you, some of you guys doing that, it's like, oh, but you know, don't you want this? Like, you know, if you die, like, you know, go down this rabbit hole of trying to convince them of changing their ideals or their values.

00:34:18:00 - 00:34:20:10

And that's not we're not here to do that.

00:34:24:01 - 00:34:55:00

All right, guys. Um, sticking with rapport. Obviously, this is rapport because this is more expert stuff. I just want you guys understand rapport is all about not bullshitting. It's more about just building the trust in yourself and them trusting you, the product in the company, so that way they can make a decision and feel good about it. That's all they're trying to do. Nobody wants to feel like they did the wrong thing. If they believe you, trust you, you're actually working for them. You're trying to find the best company they can.

00:34:55:02 - 00:35:10:17

You know, you want them to feel so good about it after they're done. Like, Oh, finally got that done. I'm 69 years old. You know, I've been thinking about this life insurance thing for nine years, and I finally got something. He's going to send me the paperwork, you know, I'm going to start it, and then I won't have to worry about it anymore.

00:35:12:22 - 00:35:40:10

We're poor Paw prayer. You follow me so far? Like what, if any, anybody can can answer. Like what? What are you guys trying to use in place of. You know, like trying to build rapport. Are you are you guys going down? Do you feel like based on what I've been saying. You're spending too much time going down rabbit holes or you feel like you do need to sometimes go off script a little bit and work with them on something.

00:35:45:21 - 00:36:24:24

So my rapport building kind of starts at. Beneficiary when I say, you know your beneficiary is you've got your daughter listed as your beneficiary, is there anybody you want to add there? Typically, they say no. And so then I get into, Oh, what's your daughter's name? Oh, that's good. She live around here? Do you have grandkids? So I just start asking some questions about their family and actually feel like it doesn't work out that well. If feel like they're they feel like I'm being intrusive or something like that because they're sometimes people will be like, Oh yeah, her name's Sandra and, you know, don't have any grandkids, yada, yada, yada.

00:36:25:01 - 00:36:44:08

Other people are just like, well, you know, you can kind of sense their apprehension there. So that hasn't been terrible, but that's just kind of what I've been doing mean because don't want to be like, Well, what are you doing this weekend? Do you like the Cleveland Browns? You know, just shooting off random questions.

00:36:44:12 - 00:36:45:19


00:36:45:21 - 00:36:46:11

And it's too.

00:36:46:13 - 00:36:47:10

It's too weird. Yeah.

00:36:48:02 - 00:37:01:08

So try to focus on that a little bit. People don't really give me as much as I would like them to. You know, I figured people like to talk about their family and, you know, oh yeah, my daughter's doing great, yada yada, yada. No, it's just,

00:37:03:06 - 00:37:11:02

I don't know, People just don't open up as you would expect them to. But it makes sense getting a random call from a person. So.

00:37:12:15 - 00:37:53:00

All right. One thing I heard there met. So one thing you could change is like, I just want the name. Like when I'm doing this, I see every beneficiary as your daughter, is there another person you want to add? I say that before I asked the daughter's name. Like, that's why it's. It's written like that. Oh, no. Just my daughter. Okay. And what is her name? Uh, Lexi. Okay. All right, then I'm writing down or I'm actually. I'm in vanilla, soft, putting down. Okay. Lexi, she have the same. And then I'm immediately asking. She have the same last name as you. That is a question where it doesn't seem like much, but if I'm asking if it's the same name as them am, they know that I'm putting it down.

00:37:53:02 - 00:38:24:04

So that's going to be your beneficiary. So I'm basically telling them, I want that to click at some point where they're like, Oh, guess I'm buying life insurance. So have their beneficiary down. And then Matt, maybe not bring up, you know, Lexie's kids or whatever until later. That might help you a lot. Yeah, because if you get to talk about beneficiary, okay, Lexus going to be the beneficiary. All right. And this would be a very first policy for you. Yes, whatever. Move on and then use her name throughout.

00:38:24:06 - 00:39:03:00

Obviously, it's like, all right. So when, you know, you pass away Lexus going to receive this money and then take it to the funeral home? Correct. Okay. So, you know, that's when you're, you know, quoting and stuff like that or presenting plans, not quoting ever don't use that word ever. And the reason I'll just tell you, don't use the word quote ever, because it seems like they have accomplished something when they have not. They wrote some numbers on a piece of paper and got some quotes. They ain't showing anybody these quotes. Like, I promise you, I'm I'm the right type of jaded. Like, I know that they're not discussing this with their family or when they tell me they're going to call their daughter and find out what she thinks, none of those things are actually happening.

00:39:03:15 - 00:39:07:19

So if they are, it's 1%, but they're not happening.

00:39:10:04 - 00:39:28:21

Um, so I'll stick with Matt here for a second. Um, so when you're doing that, you're trying to pry information. I mean, you could. What I would do, Matt, is ask, like, a one off. Okay. Is. Is Rebecca live close? Yeah. Okay. Maybe write that down real quick. Um, but then. Then move on.

00:39:30:09 - 00:39:39:15

And then find a way to get back to it later. Just build a rapport. Naturally. You don't have to If they're not giving you anything to go on, don't feel like you have to pry it out of them. All right, Lexi, you got your hand up.

00:39:41:14 - 00:40:18:14

I was just going to say, like when you first start doing this, like figuring out how to like, push and keep people on the phone is, you know, your, your main objective and like learning how to sort of like filter people out is like sort of like level two, you know, knowing when to hold them and when to fold them, so to say, is like one of the hardest things that you like have to learn how to do as a salesperson, you know, And even people who have been doing this for a while, like we still get our time wasted. Um, and you know, I'll say it all the time, like most of the time when I'm getting my time wasted and I get off the phone, I'm like, it's because I broke like, one of my own rules.

00:40:18:21 - 00:40:50:04

Like, just like went like Matt Gilchrist was saying a second ago, like, if somebody won't tell me why this is important to them or like they don't really have an answer to that question, like, I'm probably not really going to continue this conversation just because or if somebody like, for example, doesn't have a beneficiary like you'll sell very, very few of those people. Like every so often somebody will come along and that like it's just so important to them that they have a traditional burial, even though they don't have a, you know, a beneficiary that they need life insurance. But most of the time it's like has to do with a specific person you're trying to protect.

00:40:50:06 - 00:41:25:02

Like, I'm pretty sure it was yesterday, Ernie, remember, I was telling you, I was like this guy. Like, I talked to him for like 40 minutes. And then, like, as soon as I gave him the rates, he hung up on me and was like, It's because I broke one of my own rules. I don't talk to people who flirt with me like men who are like, Oh, like you sound so pretty. Like if I was so younger and like, ladies, you know that this happens to you. Like if you were so much younger and I was younger, like, you know, we would definitely, you know, hit it off. I want to come down there in Florida to Florida and visit you Like you can say that to me, like maybe one time. And if you say it again, I hang up on you because those people just want a pretty female to talk to or somebody that sounds like it.

00:41:25:05 - 00:41:48:01

And I didn't I didn't listen to my own rule. And then I got my time wasted. And so sort of at that point, I viewed that I'm not even mad. I viewed it as my fault. But like, that's a really hard skill to develop, like Jordan was saying. So, you know, just give yourself a break and like when you first start, like try to push like through people's like, initial objections and like, really figure out, you know, if this is something that they they need or if it's just a smoke screen at the beginning.

00:41:49:03 - 00:42:20:07

Yeah. And we will cover this in the fact finding. I'm just going to Rapidfire these out that I wrote about fact finding, which will go over a little more detail. But if you can't establish the facts, you aren't allowed to proceed in the presentation. If people won't answer your questions, you're wasting your time. Nobody has made a sale allowing the client to dictate how the presentation is going to proceed. This is a big part of the presentation because all you need, because you need all this information to not only establish on the client's mind that you are listening attentively and addressing their problem like they have a problem.

00:42:20:09 - 00:42:58:15

We have a solution. Like you cannot go, cannot have somebody say things that aren't so good when you ask how it's going and then come back with, That's great. Um, so I wanted to so Jennifer got three questions. Want answer? So, John, you should take your time with people that are worth taking your time with. Like, that's the best way I can answer it. What are examples of when to know when it's time to cut the call? Lewis And stop wasting your time. Jennifer Want to go over that with When I talk about like the script in detail, I have done this before on the on the website, but a couple examples real quick.

00:42:58:17 - 00:43:01:11

Um, they will not give me the name of the beneficiary.

00:43:03:01 - 00:43:34:15

Like, let's say like, Oh, I'm not giving you that. It's like, well, then by it's like, you know, I'm just not going to spend any time with that. And the and the rule I have is the reason I won't go forward is if they won't give me the name of I can find on Google myself, then they're not going to give me their banking information. Like I need to know immediately whether this person is going to be wasting my time or not. And usually you can you can deal with that simply by knowing, you know, simple things.

00:43:34:17 - 00:44:08:02

They won't answer your questions. They're done. And Lexi, I'm glad you mentioned that because, like, I have rules for myself. Think a lot of you know them. Like I have the rule where they mean they can say a couple words, but they're not really allowed to talk like at all. Except. Yes, like when I'm confirming their information, like my intro is aggressive enough in my tone, is authoritative enough, whether it's not their turn to speak yet, I have to get through confirming their information before they start speaking.

00:44:08:04 - 00:44:23:02

Otherwise, I am just, you know, some other telemarketer that doesn't have any information is trying to sell them a car warranty on a car that they got rid of ten years ago. Does that make sense? Like they're not allowed to talk? Moses. You got your hand up.

00:44:24:16 - 00:44:33:03

What if they, like, try to interrupt you while you're in the middle of the introduction and, like, confirming the information? You just talk over them?

00:44:33:15 - 00:45:10:01

Yeah, Just keep talking like. Like they're the ones being rude. They're interrupting me. I'll give you a good example. Yeah. If you want to beat yourself because it comes through too loud. Um, a good example is if two people are talking, let's say it's, um. Doesn't matter where there's a power dynamic. Boss, employee, mom, son, grandma's grandkid. The person that stops talking when two people are talking at the same time is the one that is in the weaker position because that person's the one that shut up.

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We continue more master class training of how to sell final expense life insurance over the phone.

We continue this deep dive in how to sell final expense life insurance over the phone! Lots of tips and suggestions!

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