Welcome back to another episode of the Life Insurance Academy podcast! Today, we’re in the studio with Chris Ball, fresh off an intense week of live coaching. We hosted an in-house telesales boot camp where we brought in 16 new agents, put them through rigorous training, and got them on the phones. Despite their initial nervousness, we provided scripts, dialers, and all the necessary tools to ensure their success.

In just a day and a half, our agents wrote $25,000 in premium across 27 applications. Fourteen agents wrote business, many for the first time. It was a testament to the power of effective coaching and the transformative impact of our bootcamp.

In this episode, Chris and Roger dive into a crucial element of our training: securing client commitment early in the presentation. We discuss the common challenges agents face, such as clients wanting to “think about it” or postponing decisions due to budget concerns. We explore the importance of tie-downs, micro-agreements that keep the client engaged and committed throughout the presentation.

We share practical examples of how to use tie-downs effectively. For instance, asking the client if they want to at least apply if the plan is affordable ensures a 99.9% close rate if they agree. It’s about making positive statements followed by affirmative response questions to solidify the client’s commitment.

We emphasize that as agents, it’s our responsibility to guide clients through the process, ensuring they are with us every step of the way. By checking in frequently and securing micro-agreements, we can prevent last-minute objections and ensure a smooth closing.

This episode is packed with actionable insights and strategies that can make a significant difference in your sales approach. Whether you’re a seasoned agent or just starting, mastering the art of tie-downs can elevate your sales game.

Thank you for tuning in to the Life Insurance Academy podcast. Don’t forget to subscribe and hit the notification bell so you never miss an episode. We’ll see you next time with more valuable tips and strategies to help you succeed in the life insurance industry!

Get Started in Insurance Sales Today

Through an exclusive partnership with Xcel Testing Solutions, Life Insurance Academy listeners and subscribers can now receive an amazing 50% discount from the regular pre-licensing course fee of $199 to only $99 by utilizing a special discount code of “LIA” That’s the 3 simple letters of L-I-A. This exclusive discount is available for the Life, Health, and Accident Courses or even a combination of these required courses. Just go to https://liapodcast.org/xcel and enter promo code LIA at checkout.

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