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Presenting Options - Asking for the Sale

Updated: Apr 15

Watch the Full Video Here: Presenting Options - Asking for the Sale

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Morning. Clem, Kylie, Nick, Nicky, Avicii and Partlow. How are you guys doing?

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Good morning.

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Good morning.

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So Clem and I had a discussion about this yesterday, like when to actually mention the different benefits, the living benefits that come with this, with Pioneer. Of course, you have the accidental, you have the terminal illness that comes with all policies, and then you have the nursing waiver premium. So what I realized that I did not put in the script because I do want people to do it when they feel comfortable. But it's very good. Clem and I, we're discussing this yesterday. It's very good to go over the benefits right before you actually give them numbers.

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So a, you know, a typical presentation is, you know, I'm just going to use a script. So you guys are aware exactly how I would do it.

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You know, you've approved them for a plan. You figured it out. You did your underwriting. You now know that. You know it's 50,000. Is this their preferred standard, standard plus whatever. And then you're saying, Hey, Mrs. Jones, I want you to be buried and leave a little money behind. I'm completely confident that any of these plans are going to do that. My suggestion is you pick the one that fits you best. So they're all going to do the job, but you want to choose the one that makes the most sense. So now you're in the process of getting in their mind that you are trying to give them a presentation and tell them, you know, one of these plans is going to work.

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And. Tyler Yeah, that's what we're going over where to present these benefits. Of course you guys know how to operate. I don't want to proceed and give them any numbers, plans, programs, whatever. If they don't, if I don't have at least the name of the bank because we're getting all this information piecemeal. So right there, right after that, I'd like to add an additional discount for you. So based on the financial institution you use, I can apply that additional discount. So who do you like to bank with? Okay, great. They are one of our preferred banks. So let's say I have Chase. Now I know it's Chase Bank.

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They have a checking account. I've pulled up their routing number for them because I'm going to use it later. But really the focus of this training is like we're starting the plan presentation here. So what you're going to always do is have them get them to write down 3 to 5 figures. So, you know, you just ordered them go grab a pen and paper so that we can go over this. And while they're doing that mean obviously you have way, you know, already pulled up, you already kind of know what they qualify for. You know, if it's preferred five, like partly just at 5000, 50,000 doesn't matter how much coverage is this Because right before you, you know, actually give them the different plans you need to, you know, go over the benefits.

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So with Gerber, there's not much to go over except for they're A+ rated. You know, they've been in business for a long time. So this is where, like Pioneer and Clement were talking about. So you're going to give a you're going to say, okay, so no matter which plan you guys you want for Rebecca or whoever the name of the beneficiary is. It will come with a number of benefits. So no matter which plan you take, it's going to come with number of benefits. The first one is the terminal illness benefit, which means, God forbid, if you're diagnosed with a terminal illness, you're allowed to receive the entire face amount while you're still living.

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So, Mrs. Jones, you can plan your own, you know, final arrangements. You can take a blowout vacation. That money is yours if that ever were to happen. But let's hope not. The second benefit benefit that you'll receive is the nursing home waiver premium. Now, what that means is God forbid you ever go to a nursing home and you pretty much know that they they want to bankrupt people. They have you know, they will take every last dime, leave you like 60 bucks if you know anybody that's gone to a nursing home. So what this does, if you go to a nursing home after a very short period of time, you will no longer need to pay for the insurance.

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But the death benefit is still sitting there waiting to be paid to. Rebecca, does that make sense? And of course, get an answer. You might be able to talk about this a little more. This is my favorite benefit because if you guys don't know they a nursing home will take all of your money. Mean they will make you sell your house your car if this isn't if you don't have long term care it's all gone. So we do not mean and then you tell them we do not want people to lose their coverage simply because they can't pay for it anymore because of that circumstance. And then the last benefit is also accidental death.

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So if you do pass as a result of an accident, instead of Rebecca getting 10,000, she would actually receive 20,000. Think you're with me on that, Miss Jones? It's like, yes. Okay. It's like, just to reiterate, um, all these plans, no matter which one you pick here, which puts in their head, mean they're picking a plan. They need to pick it. So no matter which one you pick here, it's going to come with those benefits. All right. So you have those numbers written down for me, Miss Jones or Shirley, whoever it is. Okay, great. So we're going to start high and then we're going to drop a little bit. Then, of course, the plan presentation I use is if you are 50 years old and I'm looking at my charts, the Social Security Administration does say that you need like $40,000 to do a traditional burial.

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And that's if you live to full life expectancy of about 82 years old. So so next to 40,000. I want you to write down, what, $200 a month next to 35,000. I want you to write 181 70, uh, next to 30,000. I want you to write 140. And then finally, for the 25,000, I want you to write 120.

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And then, of course, you know, write those down. The prices are there. So out of those plans, Miss Jones, which one do you want to leave to Rebecca?

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Okay. Did you guys all understand how I did that? Like, as far as, like, presenting the. You got to mean. And when we talked yesterday, we talked last night and

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and Partlow said the same thing today this morning and realize that we need to go over that you want to present those benefits right before you quote because now, you know, they get a little bit more amped. They're more into it like no matter what. No matter what. If I pass if I get terminally ill, if I go to nursing home, if I die of an accident, I'm getting more money. You want that fresh in their mind immediately before giving them numbers because you are building value. If it's preferred, of course you you do mention immediate benefit. If it's not, you're not really going to mention anything because it doesn't help your case.

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So any questions on that, Nikki? Uh, I kind of want you to shoot. Shoot first if you have any.

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No, I think that it was great. I think that it's great to present the benefits. You know, right before you do the quote, you know, the the plans that you're going to go over with the client.

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So yeah. And then you can use those same benefits afterward to try to close again and loop and close and loop and close.

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Yeah. And there's a thing that Liz Carroll actually uses and she's been very successful with it when I've been monitoring some of her calls. And you know, at the end when they give her like an objection, she just says, okay, okay, you know, let's just go back. You know, let's just go over the benefit. Let's just go back, you know? So she came from being a preschool teacher and never sold insurance before to being a rock star with activity and everything. But like how she does it at the end, she just says, let's go back and then she re loops back to the benefits.

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Yeah. Sometimes, like, okay.

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Okay, let's, let's take a step back. You know, we have a question.

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That's a basic, a looping, looping pattern there for Nikki.

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I have a question.

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Ernie Sure, sure.

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Lisa Well, get all of this training that how to present benefits and all of that, the training and all of that will get all of that.

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Of course. Yeah. I mean, right now we're just trying to go over one specific thing because it just came up. But yeah. Lisa like if you're coming on board, of course you're going to get everything that that is offered. Nikki is a good trainer. I'm a good trainer, so yeah, you don't have to worry about that. Um, so.

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Now my.

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Questions that I have for you, you want me to ask you that when we're done with this.

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Training? Yeah.

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Yes. Because there's, like, ten, 15 people in here. Okay. Yeah. So definitely.

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Thank you.

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No problem. Um, Clem? Yes? And Nikki saw the chat. This is another thing. They. Nikki's right. And you're right. To Clem, from what you said last night, they need to write something down. If they're not going to write it down, there's no way that they're going to go get their bank account right after. And I like Clem's plan. Nikki, what he said. And I realize I did that and I didn't even realize I did it. I wouldn't even give them premiums until like, let them sit on it. Let them sit and hang, hang on. Those words like, you know, you do qualify for 50,000.

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And if they're in the car and they're driving and they can't write down the pen and paper, but they want to talk to me, that's awesome, you know, But I know that they're going to give me the excuse that they're in the car so they can't give me their checkbook or this or that. So I'm not going to give them how much it cost, you know? That's right. I'm gonna I'm going to wait until they get home or I'm going to talk to them till they get home and then they can grab the pen or paper or I'll ask them if they could pull over and if they have a pen and paper and some actually will pull over, especially a truck driver.

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They will pull over in a minute and they will write it down and a lot of them will have their information actually in the car with them. And then me personally, I'm one of those people that keeps a lot of information in her car. So when you get the client that says All my stuff is in the car, that's me. So a lot of times, hey, you know, just put me on hold for a second, you know, grab a pen and a piece of paper, you know, you know, write it down. So just a matter of just talking through the client. But they must write that information down.

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They have to visually see it, you know, And then for them to even move forward and to gather your information, a lot of times sometimes, you know, some people slip through the grapevine, but it's very rare.

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Because it's part of the present day.

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Yeah. One of the things that Cody Askin would do is not only have them write down the cost of the premium, but they would also have him. They would have the client write down, this is a terminal illness benefit. Write that down. This is confined care, this is cash value, this is first day coverage. And then he would loop back of those four different benefits that you have, which one is the most important to you? Fantastic. And then it's the cash value. Great. And you can also use experiences from your clients, from your person when explaining the terminal illness or the confined care or the accidental death.

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So they kind of they can place it and say, Wow, I know somebody who's died of cancer in eight months. So I can actually see using that benefit and try to use something in your, you know, experience to explain each and every one of the benefits. And then they can help them. I mean, they can picture using that benefit not only terminal but can find care in life, not just hey, it only pays out if I die. Well, no, we have living benefits and this is it.

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Yep, exactly. And exactly. Nick, if you could come off because because you did say something about this and you kind of this was your brainchild to begin with.

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What's up?

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So, yeah, correct me correct me if I'm wrong. This was your brainchild. So does that did all that make sense, what we were talking about there?

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Yeah. No, I just I've heard a lot of presentations and they were kind of all over the place. And like I was telling you, I just think, like, if we had just like the script, it's all a straight line and all the trainings there just makes it easier for everybody, right?

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Yeah. So to reiterate, you need to. Yeah, go over the benefits right before coding, but after, only after you have the name of the bank.

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Yeah. So that's going to be a challenge, of course. So it's always going to come down to your trust building skills and your core skills. If you don't build a rapport, you don't build any trust in that first five minutes. Don't go for that bank right away. Like if you get to that point in the script and you're not there with a trust and you can tell and you're over time of doing it, you'll be able to tell and just stop. And whatever rapport building you use, loop back to that first because as soon as you ask them anything about finances, it's going to start getting hairy.

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A lot of times. More times than not. Yeah, like if you don't have the trust built, so build that trust back up if you need to prove who you are, you know, I know everybody has a little different thing, but you send out your information. But I would definitely get that bank name first before you even get into pricing, because how I was trained is if you ever say quote or you do quote, it's your they think their job's done.

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That's right. And then yeah. So just to get like that makes a lot of good points. So after banking so this is like the terminal illness nursing home accidental all those stuff come right before you you present the plans like I'm not even going to use the word quote and training anymore. So get the name of the bank. You have them. You figured out who what they're going to qualify for immediately before giving them any actual plans. Different plans, 20,000, 15,000. You're going to go over terminal illness, nursing home, accidental, whatever you named day one death benefit, then give them numbers and then, you know, ask for the sale based on.

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All right, so which one are we leaving to marry?

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And this If you do this right, you're not going to get as many objections as you normally will like you get. I mean, the whole script is designed to get rid of objections before they ever come up.

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And so, guys, if you guys have any quick questions, don't want to make this last that long. I'm and then if you need me to send it to you what I just said uh, I can send it after the meeting closes tonight.

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I mean, that's pretty much a sticking to the script. So if you if you stick to the script and you just follow through with it. Page by page. When you get to the point where they grab that pen and that piece of paper and they write that information down. You know, so that's when you'll go over those benefits. And like Chris said, it's a good idea to have them write down those benefits. So then they're actually, you know, paying attention. And then what I do is after I give them my name, I'll send them a picture of my business card, but I won't send them a text message of anything of my business card until they got that pen and paper and they've written my phone number down first.

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And then. And then I'll send it. But they got to write it down.

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So you you send them your business card as you're like at the same time as you're presenting like kind of just like click it and send it.

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After they grab their pen and their piece of paper. Um, what I do personally is after they grab their pen and their piece of paper, I'll go over the benefits with that and then I'll have them write down my name and my phone number, and then I'll say, Hey, is this your cell? And they'll say, Yeah, say, oh, you get picture text messages on your cell phone. Okay. Well, I'll also send you a picture on my business card, too. So you might hear a beep in your ear, but don't worry about it. It'll come in the mail to my card. But just so you have it in your phone and then just keep going. Gotcha. But I won't give them that information until after they've written down my phone number.

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So. Because if I send them a picture in my card ahead of time, they're not going to get a pen and piece of paper and write down my phone number. They're going to think, why? Just give me the numbers, you know, make sense.

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And do it any anyway you guys want. This is 1099. I usually send pictures of my business card after I make the sale. My favorite words from a client. Or what was your name again after I've already sold it.

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Because? Because I know the.

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The rapport was built and, you know, I made that sale, like, so they it was very convincing. And then it went through it. Uh, Tyler, do you have something?

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Yeah, just. I just wanted to recap. So when you're doing the terminal illness benefits, do you do that after you go over the numbers, before you go over what they qualify for?

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Okay. So that's what the whole thing was about. So, yeah. Name of the bank. You have them grab a pen and paper, they come back, you have them write down 25,000, 20. You only have them. You don't write down premiums. You have them write down the plans. 20,015, ten. Then is the time to go over. No matter what. All these plans are going to come with these benefits, go over the benefits, and then you can start presenting numbers to people.

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Gotcha. Thank you for going over that with me. Just came in in the middle of this.

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Yeah. So mean that that method, just like Clem and I were talking and. Thank you, Clem, because I forgot that I even did that. But that's how I always did it. And that's how. What that's how it works the best. So I'm going it is recorded. So guys, I'm going to unless there's any other questions, I'm going to stop this recording.

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I'm good. Thank you.

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Okay. It's getting stopped.

Watch the Full Video Here: Presenting Options - Asking for the Sale

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