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Master Class 1 - 1st Continuation

Updated: Apr 17

Watch the Full Video Here: Master Class 1

00:45:10:15 - 00:45:20:10

The one that's a that's allowing themselves to keep talking is the one that's the authority and the expert and realizes that what they're saying is far more important than what the person is saying.

00:45:21:23 - 00:45:41:17

And I have a whole section of that, too, Like because Jason Gonzalez, he asked for like objections. And I think that's like super important to go over early on and later in the presentation. But early on, I think dealing with those objections is far more important than dealing with the ones at the end, because most of those have already been handled.

00:45:45:12 - 00:45:53:06

All right, Back to rapport within the script. Um, so health, who's who's pretty good at developing rapport and health.

00:45:56:15 - 00:45:59:13

And I know you are Lexi, so you can have somebody else.

00:46:01:13 - 00:46:05:11

Matt, I know you. I know you do a pretty good job, like when you're asking questions.

00:46:11:12 - 00:46:17:03

Do you mean like being sympathetic about their health or just, like, knowing, like, the medications and stuff?

00:46:18:23 - 00:46:50:03

Like, I would like to ask you guys, I can tell you right now when I'm trying to find information out in health, my rapport is more like I know like like I'm demonstrating that I'm very good at like finding finding what they qualify for and putting them in the right plan, like build a lot of rapport. But when I'm first finding I'm not sympathizing. I mean, I don't know how you guys do it, but I don't sympathize because, I mean, unless it's cancer, I mean, you could say, oh, it's terrible. I mean, it's like, how long is that? I usually ask, how long has that been going on? That's the next question.

00:46:50:05 - 00:47:20:15

It's not even. I'm sorry. I don't know if that sounds mean, but I'm right now, when I'm in the health qualifications, I might be shooting the shit a little bit, but I am also very interested in finding. Do they have. Is it current? Oh, I'm sorry. Is it, you know, is it current cancer? Something you beat? Okay, great. You beat the cancer. Okay. And when was the last treatment for that? Does that make sense? Moses Like, I'm immediately, like trying to find out, as it's been over three years, two years? Have they had more than one occurrence and all that?

00:47:21:13 - 00:47:22:09

Yeah, got it.

00:47:22:16 - 00:47:52:08

I feel like from like watching the Jordan Belfort video and just like everything that's been going on so far, the best way to attack the health questions, you know, you come in like a professional, you come in like the insurance doctor, but you just allow your in your homes. I'm not even good at that. I need to work on that to, like, um, to like, really, like that's how you, like, you know, sympathize with them. Not as much, like, verbally, but just keep going, like, concisely, like knowing their medications and stuff and just keep keep it going.

00:47:53:21 - 00:48:04:18

And that can't be said enough. Lexi was laughing at me, but I say I do like a ridiculous amount of times. Um, like I'm listening. That's basically what.

00:48:04:20 - 00:48:14:03

Oh, yeah. No, kind of like caught on because once I heard Jordan Belfort saying it, then I realized, Oh dang, like you do that a lot, Ernie. Like, I know.

00:48:14:15 - 00:48:15:05

Yeah. Like.

00:48:15:15 - 00:48:22:11

And like, no wonder you build such good rapport instead of like, well, like, I'm out here talking to some of these people for like, an hour plus.

00:48:24:06 - 00:48:55:16

And for the report, I mean, you guys are going to find that like it doesn't have to be a big, long, huge conversation, like 40 minutes. I should be done unless it's a prosperity or an interview or I messed up underwriting or they didn't tell me something and I'm moving them to a different company or something like that. And it's like rapport. I mean, the way I look at it, guys, it's simply them understanding that I know what I'm doing. I'm laughing with them a little bit. Um, and we're, we're just chatting. It's like, all right. Yep. Like, like I'm building something with them.

00:48:55:18 - 00:49:14:19

It's like, All right, well, hand me that hammer. And then, yeah, we got to put this nail in. I look at that the same way as, okay, then we need to qualify your health. Okay? We need to get your banking so you can pay for this. They understand. They know. They know that they're being sold at some point, that is. You know, you just got to keep moving.

00:49:18:16 - 00:49:49:14

Yes, Jennifer, if you can do it, if you guys can master that, that's the easiest thing. It has to be the tonality which will go over has to almost be like, You don't care what happens here. It's like, I am going to do the best job I possibly can for you, but if you don't want my services like I will find somebody else who does. And people like talking. People like buying from people that you know. My favorite compliment is you don't seem like a sales person. Like at the end, like after I already have their banking and I already did sell them.

00:49:49:16 - 00:49:50:23

You don't seem like a salesperson.

00:49:59:11 - 00:50:03:14

All right. Any other questions on rapport?

00:50:18:23 - 00:50:19:13


00:50:22:09 - 00:50:28:07

All right. We're going to move to Fact-Finding then, because that is probably more important than anything that you guys are going to hear.

00:50:30:03 - 00:51:00:19

Hey, Ernie. Yep. Um, question if. Because it does happen a lot when you're speaking to elderly people. You know, they're there's not they don't have a lot of people to talk to, so they definitely want to chat sometimes about stuff. And I'm just curious what a, um, I guess like a good way to kind of redirect them back to, you know, like a maybe a quick statement or something to get them to focus back on what you're talking about without being rude and seeming unprofessional. Do you have like a couple favorites that you use?

00:51:01:13 - 00:51:25:04

Uh, usually it's very simple. Like, I'll just say it's like, Oh, I could talk to you about this all day, but, you know, I do have I do have a job to do. So let me ask you let me just ask you this question. It's always. All right. Let me ask you a question. Like a dress. And they a lot of them know that you have a job to do. They're not really don't get money rude people. But the best way to handle that is just to make a statement and then say, let me ask you a question.

00:51:28:17 - 00:51:29:19

Okay. Thank you.

00:51:29:22 - 00:51:38:17

Yeah. So, um, give me an example. Like, they're rambling about, like, what are they rambling about? Jennifer? Any of them. So can just help, like, give you a good example.

00:51:39:04 - 00:52:16:04

mean, specifically, I can't. Nothing is like coming to mind. It's just. It's happened a lot where, you know, if somebody is willing to talk and open up and they want to hear what I have to say, they'll start talking about, you know, back in 1947, you know, and it just ends up, you know, being like that where it's like, okay, you're trying to get back. You want to let them finish the sentence. But sometimes the finished the sentence doesn't stop. So that's why I'm just kind of like, what is a way, you know, to kind of be professional and just path of least resistance, you know, to pull it back to the point of what you're trying to accomplish because they can ramble on about the color blue if they want.

00:52:17:08 - 00:52:43:04

Yeah, Usually it's, you know, you know, I hear you. You know I hear you, Martha. Yeah. Mean Blue is definitely my favorite color, too. It's all over my house. But I'd be remiss if I didn't help you. If I. If I. If I didn't help you solve this problem. Um, so let me ask you a question. So other than. And then it doesn't mean it doesn't matter. It depends on where you're at in the script. Let me ask you a question. So you have your beneficiary as your daughter. What's her name? Okay, great. Now you're back to whatever you're trying to proceed.

00:52:44:08 - 00:52:47:17

But let me ask you a question. We'll never come across as disrespectful.

00:52:48:03 - 00:53:02:20

Yeah, especially you agree with them. I'd like to do an hour long training. Mean don't know how to. Well, I probably could, but just agreeing with everything everybody says all the time, it's not that hard to do. And and still and still move forward.

00:53:03:17 - 00:53:05:16

I like that. Thank you. Thank you, guys.

00:53:06:18 - 00:53:24:07

Mika told me that about myself when I first started that it's like, how was Ernie making all those sales? Like, he doesn't even know what he's doing. It's like Ernie disagrees with everything everybody says and pretends they didn't say it, so don't need life assurance. Yeah, I know. All right, let's move forward. Um, so. Yeah.

00:53:26:08 - 00:53:51:00

But so yeah, other than rapport I think Fact-Finding. And did want if Lexi is okay with speaking like she mentioned this to me this was also on a couple other people's lists of what they need help with. But like I just wanted her to basically define it. Like what? Like what she means by Fact-Finding. Like. Like what your goals are with that.

00:53:57:12 - 00:53:58:10

Lexi, can you hear us?

00:54:02:19 - 00:54:30:15

Okay. I know. She's. I know she's painting some doors, so we'll just move on. I know exactly what she's doing. So. FACT-FINDING basically what that means and Justin does a lot of good videos on this on YouTube. It's it's getting answers to your questions and finding out what the pain points are and, you know, you know, pressing them or what are the, you know, the points that have to be fixed so that we can move forward and actually get the sale.

00:54:32:21 - 00:55:02:07

So, you guys, you know how I mentioned that there's rules about, you know, if you're going to proceed or not? You know, John, you ask that question like, how do you know? You don't always know 100% if somebody is wasting your time. So don't think you're going to get so good that, oh, I just hung up on that guy because don't think he's worth my time. But he said he wanted life insurance but don't trust him. Click Like, don't think that's ever going to be an issue though. Usually we want to talk to people, but fact finding. Okay, so we are fact finding in several different places.

00:55:03:24 - 00:55:19:12

So first things first. Obviously, you confirm the the information they gave the representative at this point. Some of you at least have said they I know people have said to them. You know that's not right. So how do you guys handle that if they said it's not right?

00:55:21:20 - 00:55:22:23

In a respectful way.

00:55:28:07 - 00:55:29:13

Nobody's come across that.

00:55:31:06 - 00:55:42:04

You know, usually happens when it comes to the date of birth. And I usually just say, like, where? Where would I get where did I get that wrong? And sometimes they correct me, sometimes they don't.

00:55:43:02 - 00:55:59:04

Got you a good and then a good way to do it. I mean, rapport is for me just being funny half a time, like, oh, do they make you younger? They make you older. Oh, they made me younger. Oh, okay. Well, let's fix that damn management. I just blame everything on management.

00:56:01:21 - 00:56:18:03

But yeah mean so when you're confirming information, if they said it's wrong, it's like, oh okay, well let's correct that in your file. So it's their file. They have a file with us. They want their information to be correct, you know, so we're going to fix it. All right. So what is the correct address and then just move on.

00:56:19:22 - 00:56:22:24

And then, of course, fact finding. Where are you looking for?

00:56:23:03 - 00:56:29:08

Question about that, Ernie, real quick before you move on. Yep. Do you apologize if the information is incorrect?

00:56:30:06 - 00:56:47:06

And in a way it's like, yeah, you can quickly say, it's like, I'm sorry. It's like, I don't know who messed that up, but let's get it fixed. So very assumptive like very moving forward, though. Like. Like I expect. So I expect answers to my questions. Lexy always kind.

00:56:47:08 - 00:56:51:11

Of pat myself on the back a little bit. I'm like, Oh, sorry about that. Good thing. Double checked.

00:56:52:16 - 00:56:54:17

There you go. And.

00:56:56:05 - 00:57:02:22

So fact finding Lexi, this is kind of your baby as far as you wanted to have this address. Like, what does Fact-Finding mean to you?

00:57:06:07 - 00:57:38:08

Just kind of like what I was saying before, like figuring out like, is this conversation worth continuing? Like, is this somebody that needs this product, wants this product like, you know, sort of like Jordan Belfort is saying, you know, is this a qualified buyer? Because even some of the unqualified buyers, like, I can get them to give me everything I need, but they're either going to cancel the policy or like hang up on me last minute. So it's like just a matter of, you know, weeding out like the. What do you call it? The wheat from the chaff. But it's definitely hard.

00:57:38:22 - 00:58:00:03

I just hear people talking to people that like it's just not worth their time. Like, Oh, this lady's 82. Like she has no coverage and she has cancer. Like she wants it to be cheaper, you know? Well, first of all, she doesn't qualify for anything. And second of all, it's definitely not going to be cheap. And she probably should have taken care of this a long time ago and would have if she actually believed in life insurance, you know.

00:58:02:11 - 00:58:07:06

Yep. So there's plenty of people to talk to. You know, talk to somebody else.

00:58:09:01 - 00:58:09:16


00:58:10:00 - 00:58:50:08

Like Becky said this. Don't care what Becky said. So, um. But fact finding, in a nutshell, really is just getting answers to your questions. Like you need answers to your questions. If you have an application in front of you, you know you have a normal final expense application. You guys know for a fact the fact finding has to be correct. Like you need to know what address they're sending it to. You need to know the state of birth. You need their social, you need their height and weight. You need you need answers to your health questions. You need their doctor. The more information people give you, like like if I don't skip anything and I have all that information, when I ask for the clothes and ask for the money the first time, it's more common with them.

00:58:50:10 - 00:59:21:03

Be like, All right, 15 is this, you know, nice pause. Ten Is this five? Is this out of those? Which one do you want to leave to? Karen? They'll give me an answer. I might have to fight a little bit, but I want the fight to be a lot less. Like that's the goal. Like you're addressing objections throughout the entire presentation. So that way when you get them at the end, it's either, Oh no, I'm sorry, thought I mentioned it's always like agree but like. Oh yeah, I'm sorry. I thought I mentioned that this is the this is the answer.

00:59:23:19 - 00:59:59:14

So, Fact-Finding, you need to know this is super important. You need to know and you don't have to always know exactly, but you need answers to your questions. My fact finding is usually done right here, like big time. Were you looking for benefits for just yourself today? If I don't get an answer to that question, then why am I moving forward? Is it for somebody else? Do I need to get them involved? Can I move forward and actually close this person right now? If you can answer that question to yourself right there, you'll save yourself a lot of headaches.

00:59:59:16 - 01:00:23:05

Some so many people will say, oh, I was looking for my mom or I was looking for my husband. Um, okay. Are they there? No. Okay. What time is a better time when you guys are actually together? Or you can say, Well, let me just get a quick health qualification for him and I'll let you know when I call you guys back. I can do it because now I got him on the hook. I won't give them prices, but I'll find out what they qualify for.

01:00:24:22 - 01:00:28:21

You guys understand that? Like, as far as I'm not moving forward without answers to these questions.

01:00:30:03 - 01:00:31:16

Yeah. Okay.

01:00:32:21 - 01:00:49:00

And Nathan mean you're getting better at this, but you're guilty of it. A lot of us are guilty of it. We we proceed without addressing what we know will need, like, Oh, I have a policy already. Okay, that's okay. And then you just keep going. It's like a lot of like and.

01:00:49:02 - 01:01:14:20

A lot of times they'll tell you a lot of the stuff you need to know. You just got to be an active listener because it might not always be the most straight up form. Like sometimes they'll tell you if they're low income or they'll tell you if they have an extra pension coming in with their Social Security. You just got to be an active listener because it's not going to always come in in the most direct way. They're not just going to tell you directly, but like if they're in their 50s and they're getting Social Security, then they're broke.

01:01:29:09 - 01:01:32:21

Well, not broke, but like financially unstable.

01:01:34:07 - 01:02:06:05

Yes. And that's all correct. And just has asked me the question like if you can get this information. Don't do handle your own business typically yourself. If they say no, like a legit no, like you'll never buck and and we'll laugh about it now he was asking or somebody else like help you or you have to check with anybody and we got that out of his system. But if they say I do not handle my own business, then then you want to know immediately, okay, is it something that they handle somebody else handle your finances, You got an aid.

01:02:06:07 - 01:02:36:18

Like what do you what do you mean by that? Because I want that answer. Mean, so many times people might say something like that and not be true. But if I ask the right questions, I can find out if that's a smokescreen nonsense or that is actually true. And the other question Buck was asking me on the side here was what I proceed. Like if I was going to proceed, what I proceed. And the answer is I may quickly, but then I realize I put myself on a time limit. This is a rule for myself.

01:02:36:20 - 01:03:00:00

I'm not going to spend a lot of time here. I might ask them a couple quick questions about their health, like skip over stuff. And the only reason I'm skipping over stuff is because I'm not trying to close. Does that make sense? Like, I know I'm not going to close that. So might mean can get some information, maybe the daughter's name or whoever handles it. Ask them a couple quick questions, ask for the phone number and then call whoever's making these decisions.

01:03:02:12 - 01:03:07:05

Does anybody else handle that any differently? Or something that they'd want to change.

01:03:09:03 - 01:03:42:14

I usually just ask when they tell me that someone else handles their business. I usually just ask like, Do you go to the grocery store and you like, do you have a like, do you use a card or, you know, like, do they pay for their own stuff? That way I can know if they can pay for the policy and make the decision themselves, because a lot of people, even though they have a power of attorney, they still have access to these accounts. You know, they still have to check. And, you know, I've closed many like that that are like, you know, they're saying to me, oh, yeah, I can't make these decisions.

01:03:42:16 - 01:03:48:18

But they they do have their own banking, so therefore they can do it. It's a good one or at least.

01:03:48:20 - 01:03:52:13

Yeah, they're making decisions every day if they're swiping their debit card.

01:03:53:14 - 01:03:54:10


01:03:54:22 - 01:04:34:22

So, yeah, that's a good question. Like it? And you just don't want to. You don't want to do anything unethical and force somebody in presentation when they clearly. Mean you can usually hear it like if they're clearly gone or just can't. Some people it's not even that they have Alzheimer's dementia. It's like they just can't be trusted with money. And then, you know, a family member might help them with that. And you don't need to write those policies where you really have to pry it out of them. But if, you know, don't want to have to pry so hard that it's like, okay, well, let me let me let me get this policy written. And then, you know, whoever is actually handling their finances looks at it and gets all pissed off and then is not only mad at me, they're mad at the, uh, they're, you know, whoever they're taking care of that took it out.

01:04:35:02 - 01:04:57:10

Yeah. A good thing to do would be either before setting it up, after getting all of the account information and all that, calling the the person who makes the decision for them before actually doing it. That way you don't risk like canceling them. Canceling or the or the Guardian canceling the policy for them. So another good thing. Yep.

01:04:57:21 - 01:05:29:23

And then fact finding to get back to bucks point I don't try mean guys definitely never do this Don't actively try to get a bunch of people involved that when they can make the decision themselves you will lose all kinds of deals for that. Um, and it's a very simple something learned door to door. Uh, we were selling products that everybody was using, basically switching suppliers for electricity and natural gas, but it always sucked to present to, you know, one of the, you know, the husband or wife.

01:05:30:03 - 01:06:00:18

And I'm done presented the husband. He wants it. He's signing up as I'm filling out the paperwork right there. You know, the wife comes back and it doesn't matter that it doesn't matter if it's a wife or husband or anybody. All of a sudden now I have to do a whole nother presentation to that person because it's very hard when you guys hear it. Like the the mistake a lot of people make is they get somebody else on the phone, they've already sold one of them and expect the other person just to agree without basically having to resell the entire policy.

01:06:01:12 - 01:06:04:04

You will have to resell it because that person has heard nothing.

01:06:04:06 - 01:06:08:06

But how do you resell it? Do you just we can't just read the same script all over again?

01:06:08:17 - 01:06:12:19

Yeah, I probably would pretty close, but. But I would let them know.

01:06:12:21 - 01:06:15:12

So you'd like, read the whole script, but just change a couple of words?