DRILL FOR SKILL - If you want what winners have you have to do what winners do
Types of questions:
1. A Tie Down Question —
A question at the end of a sentence that demands a “yes.”
Examples: Joe and Mary, protecting your family’s financial future makes sense to
you, doesn’t it?
You’re excited about having a solid financial program, aren’t you?
Tie-Down Question —
Putting the tie down on the front for a more warm feeling.
Examples: John and Mary, aren’t you excited about having a solid financial program?
John and Mary, isn’t it true that your family could be financially
devastated if you passed away tomorrow?
John and Mary, doesn’t it make sense to you, to protect your family’s
financial future?
2. An Alternate of Choice Question —
A question with two answers. Either answer is a minor agreement leading toward
the final decision. Best used for an appointment time, location, type of investment,
and closing on the final money amount.
Examples: I have Thursday or Friday evening open this week. Which night would
be better for you?
If you had a choice between this one and this one which one would
you feel would be in the best interest of your family for the long run.
3.. A Porcupine Question —
Answering the correct question with a question to get the client to elaborate or
open up. Ask the question back to the client.
Examples: Client: Does this plan also cover the kids?
You: If the plan did include the kids would you feel that this is the plan for you?
Client: Is this sales?
You: Are you looking for Sales?
Client: Yes.
You: You’re really going to love our company” Set up a one-on-one appointment
or invite them to an opportunity meeting.
Discovery question - "Do you have life insurance?"
"No" - Have you ever thought about getting it?
"Yes" - great, that makes things a lot easier...How much coverage do you have?
▪️ Do you know if it's permanent or term?
* If term - how much longer do you have before it expires?
* If permanent - do you know if it's Whole Life or universal life?
▪️ How long ago did you start it?
▪️ Do you remember the name of the carrier?
▪️ What's the premium amount?
▪️ When was the last time you had a policy review?
"Yes" - great, that makes things a lot easier...How much coverage do you have?
▪️ Do you know if it's permanent or term?
* If term - how much longer do you have before it expires?
* If permanent - do you know if it's Whole Life or universal life?
▪️ How long ago did you start it?
▪️ Do you remember the name of the carrier?
▪️ What's the premium amount?
▪️ When was the last time you had a policy review?
After introducing living benefits
Let me ask you something, you have car insurance, right?
How much do you pay to cover your vehicles?
And how much would the insurance company have to pay if all the cars were totaled out?
So, you pay $xxx per month to cover $xxx of metal that severely depreciates?
I see...
So, in the case of your life insurance/mortgage protection, you're now getting $250,000 to cover your life (which is way more valuable than the pieces of metal in the garage, right?)
...AND you're getting living benefits to protect your finances...
How much do you think something like that might cost to cover you until you're (age) years old?
$500 per month?
$300 per month?
$145 John....$145!
So can you think of any logical reasons why that wouldn't make financial sense to you?
How much do you pay to cover your vehicles?
And how much would the insurance company have to pay if all the cars were totaled out?
So, you pay $xxx per month to cover $xxx of metal that severely depreciates?
I see...
So, in the case of your life insurance/mortgage protection, you're now getting $250,000 to cover your life (which is way more valuable than the pieces of metal in the garage, right?)
...AND you're getting living benefits to protect your finances...
How much do you think something like that might cost to cover you until you're (age) years old?
$500 per month?
$300 per month?
$145 John....$145!
So can you think of any logical reasons why that wouldn't make financial sense to you?
Questions - price
"Just too high, I'm not paying that."
Mr. Client can I ask you a question? If you didn't have a car and you went to a dealership to purchase the vehicle that you absolutely wanted, but didn't qualify due to credit...would you then stop your search for a vehicle or possibly go to another dealership to find a better deal?
Mr client, as an independent broker I've already shopped all of the dealerships in town since I'm a broker, and due to your credit history I can't get you the Ferrari, but... based off of your credit and budget we can find you a solid vehicle, AND (with living benefits) if you get a flat tire out in the middle of nowhere there's a spare tire to keep your family moving down the road.
Would it make more sense to have something as opposed to nothing?
Mr. Client I'm sure that whether or not it's with me you're going to buy a vehicle for your family somewhere, would I be correct in assuming that?
"Yes"
so since I have access to the entire marketplace anyway, would you mind telling me what a comfortable amount is, that you would be willing to budget to properly protect your family and we can shop the market together?
Mr. Client can I ask you a question? If you didn't have a car and you went to a dealership to purchase the vehicle that you absolutely wanted, but didn't qualify due to credit...would you then stop your search for a vehicle or possibly go to another dealership to find a better deal?
Mr client, as an independent broker I've already shopped all of the dealerships in town since I'm a broker, and due to your credit history I can't get you the Ferrari, but... based off of your credit and budget we can find you a solid vehicle, AND (with living benefits) if you get a flat tire out in the middle of nowhere there's a spare tire to keep your family moving down the road.
Would it make more sense to have something as opposed to nothing?
Mr. Client I'm sure that whether or not it's with me you're going to buy a vehicle for your family somewhere, would I be correct in assuming that?
"Yes"
so since I have access to the entire marketplace anyway, would you mind telling me what a comfortable amount is, that you would be willing to budget to properly protect your family and we can shop the market together?
What's more reasonable, less than $5 a day for protection or having to find $15k a week after you die for a funeral?
Respectful, logical questions:
Now, I know that you know, that SOMEONE is going to have to pay big bucks to send you off with dignity. Ask yourself who might that be?
So, what makes more sense to you, having your family shoulder the financial burden when your birth certificate expires or having the INSURANCE company shoulder the burden?
All you do is pay a small cost to throw your money into an extremely large pool of money, and in exchange, they'll pay your beneficiary a tax-free check when you die. It's the safest gamble you'll ever make, agreed?
What situation will your family be in, not if, but when you die? Is there an immediate consequence?
What might that be? (Funeral, possibly medical costs, loss of income, records need to be changed, banks, credit cards, houses, all need to have the names updated)
What about long term consequences? Do the bills stop coming in? Does the utility company say that they will waive all of your fees because there was a death in the family?
What if your companion doesn't have the work skill sufficient enough to replace your lost income? What if they did, but there's children under 18 that still need their surviving parent to be present?
And by the way, isn't it sad that when a parent dies, the kids end up losing both parents? Think about the ways that that statement is true.
How about a mortgage? College? Protecting RETIREMENT?! Shouldn't the future retirement money stay in the future?
So, what makes more sense to you, having your family shoulder the financial burden when your birth certificate expires or having the INSURANCE company shoulder the burden?
All you do is pay a small cost to throw your money into an extremely large pool of money, and in exchange, they'll pay your beneficiary a tax-free check when you die. It's the safest gamble you'll ever make, agreed?
What situation will your family be in, not if, but when you die? Is there an immediate consequence?
What might that be? (Funeral, possibly medical costs, loss of income, records need to be changed, banks, credit cards, houses, all need to have the names updated)
What about long term consequences? Do the bills stop coming in? Does the utility company say that they will waive all of your fees because there was a death in the family?
What if your companion doesn't have the work skill sufficient enough to replace your lost income? What if they did, but there's children under 18 that still need their surviving parent to be present?
And by the way, isn't it sad that when a parent dies, the kids end up losing both parents? Think about the ways that that statement is true.
How about a mortgage? College? Protecting RETIREMENT?! Shouldn't the future retirement money stay in the future?