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So next thing we're gonna jump into is the psychology
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and find points of referral gathering.
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Now the way we broke this down guys, is we have eight
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very tangible tactical points to implement
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that are gonna help you in turning your
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networks into net worth.
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The first one is in during form guys, this is
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where you're building trust, you're building rapport
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and you're connecting with the client.
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But the most important thing you're trying to get out
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of form are the specific networks that exist in
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that client's life.
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The more detailed
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and second layered questions you get in form, the more
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that you're gonna discover the specific people they love
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and care about that are important to them and their family
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and their occupation and what they like to do for fun.
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So that means you can,
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throughout the presentation assumptively,
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gather those networks when the timing is right
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and the value is built for those specific people.
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So number one, inform.
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Build a rapport, connect with the client
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and make sure you guys are discovering the specific networks
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you're gonna assumptively gather
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throughout your presentation.
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Now the second thing guys, is building value.
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Whenever you go into a no-cost benefit, you need
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to see the value to build the value.
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So I would advise every single person on
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this training platform.
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If you've not filled out the no-cost
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benefits, invest that time.
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How are you an expert talking about something
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that you've never filled out?
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Watch how much clearer
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and more value you'll build once you see it.
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And I would advise you to fill one out
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with people you love in your life.
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Fill out the info guide, the will kit, the discount card
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and child safety kit
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for people you care about more than yourself.
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'cause if you see the value in your own circle,
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you'll easily build the value in other people's circles.
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All right? You have to see the value to build the value.
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You're the architect of the value guys.
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And without a floor plan, what are you building?
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So make sure you focus on the value.
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And then the second piece of that is exclusivity.
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People want what they can't have.
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You need to make sure that over and over
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and over again you're reiterating to the clients
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how lucky they are to have the union connections,
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to have connections through a friend into the union.
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You have to overemphasize
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how fortunate, how blessed they are.
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'cause the more you build them up to feel lucky
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and special, the more they're gonna wanna bring other people
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into that special group that you are the bouncer of.
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It's like imagine you're running a VIP table.
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They want in behind that little red tape.
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The difference is two feet on a dance floor,
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but they feel special.
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Make them feel special.
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Create that red velvet line around each benefit.
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They cannot wait to bring people into that exclusive club.
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The third thing guys, is voice inflections and emotion.
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Now if you notice when I talk softer,
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when I raise my energy, it makes you feel a certain way.
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Alright? You gotta use your words as a paintbrush
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and you're delivering a message.
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You're not spraying them with it.
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If I deliver you something you didn't catch, I didn't
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Deliver it, I threw it at you, right?
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So make it very crystal clear guys, that when it comes
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to your voice inflections, if you want them to feel excited,
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you gotta raise your energy.
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Pretend you're talking about your favorite meal,
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your favorite restaurant, your
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how you met your best friend and spouse.
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That's when you're excited to share that story.
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Well that's how you get other people excited.
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And when you're looking to make something more somber
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or serious, what always help me with that voice inflection.
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I pretended I was talking in church
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and didn't wanna get poked by my mother.
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So I learned how to whisper there.
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Guys, make sure you focus on
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how you want the message received by how you deliver it.
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So voice inflections are a game changer.
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And the next thing is emotions. Facts tell, stories sell.
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You gotta make sure
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that you're emotionally engaging and connecting.
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And the best way to be able to do
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that again is invest the time to felt
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and no-cost benefits so that you believe in them.
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When you talk about 'em, show
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that emotion, show that passion.
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They're gonna be half
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as excited about everything we talk about as we are.
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So if I'm at a 200 level,
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they're gonna be a hundred percent excited,
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but if I'm at a hundred percent they're at 50.
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You have to find a way to flip that switch
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and get enthusiastic.
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It's contagious guys. And enthusiasm is your choice.
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That's not a God-given skill.
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You either choose to be enthusiastic or you choose not to.
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And if you wait to act enthusiastic
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before you feel it, you're gonna wait forever.
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You need to act it, then you feel it,
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you don't feel it and then act it.
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It doesn't work that way.
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You gotta choose to be excited
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and watch how it naturally takes over.
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So enthusiasm guys
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and voice inflections will change the game
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and your ability to build value and connect with people.
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So they want to help their circle with our benefits.
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The next thing guys, is being confident
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and being assumptive.
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Number one, confidence comes from repetition.
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The mother of confidence is repetition.
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So the more you practice,
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the more it'll show when it's a game.
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The less you practice, the more that shows in a game too.
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People want to extend this out because they believe in you.
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And the more you practice,
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the more confidence you're insuring in that person.
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So they're honored to invite you to their circle.
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Make them feel blessed. You came into their life not cursed.
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When it comes to being assumptive guys, you need
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to make sure that you're not making it an option for
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for them to give out that invitation.
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You have to guide them through this process.
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When we make the client think, guys,
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that's when they slow down.
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You gotta lead them. So when you know
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who you wanna gather from, again, step one, which is
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what you learned about their networks in form,
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then I can assumptively gather.
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If I know they got three siblings
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and I tell them on the discount card,
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they allow you three invitations in your discount card.
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Make sure when it comes to your nieces,
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Nephews, your brothers and sisters for prescriptions
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and eyeglasses, make sure your family has more money in the
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pocket so you guys can all take an extra vacation a year.
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And this is the only benefit
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that will cost you money if you don't pay it forward, right?
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So obviously Ray, you got three invitations into this
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because you got three siblings.
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We're gonna start with don't start with your favorite.
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Start with the oldest one first
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and just work your way down the family totem pole.
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So who's your oldest? We'll start with them first.
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When you are assumptive, they follow you as a leader.
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When you make it optional, you force them to think
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and good luck with that one.
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No one likes to think guys.
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So be assumptive and guide
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the client throughout our process.
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So the next thing guys, is understanding the difference
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between a question and a rebuttal.
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Regardless if it's a question
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or a rebuttal, do not let it phase you guys.
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Rebuttals and questions are buying science.
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So the difference guys,
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in identifying if someone's asking me a question
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or giving me a rebuttal, it's how I respond, not react.
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See, I need to first off understand
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and put my my feet in their shoes
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and go, well what are they thinking?
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How are they feeling? And then put yourself in their shoes
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so you don't res, we don't react to that.
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You respond and respond calmly.
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The key is is always repeat back
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to them the question or the rebuttal.
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And understand guys,
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sometimes they just want a clear answer.
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You might've been excited explaining it,
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you might've missed something.
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You might've spoke too fast or spoke too slow and
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and they lost focus regardless.
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Just slow down, repeat it.
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Step one is go back to building the value in it.
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Step two, tie them down to the value.
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Step three, be assumptive in gathering the referral
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and understand this questions
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and rebuttals means they're interested.
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So embrace questions, embrace rebuttals, guys.
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And most sales, you're gonna hear two rebuttals
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before we close anyways, so if you're hearing one good,
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you just got closer to that.
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Yes. So guys, the next tip for you is clarifying the process
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for the family you're sitting down with.
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See, it's one thing to know that I'm willing
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to give you referrals, but I need
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to know what you're doing with them.
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How, how you're gonna treat them.
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So make it a point guys, as you're gathering these referrals
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and each and every section you remind them like listen,
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do you remember how well I treated you today Ray?
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And remember when I called you about everything,
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kept it laid back like you were invited
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in by your cousin Hunter.
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He paid it forward to you.
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I'm reminding the client of
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how I treated them throughout the process of the phone call,
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jumping on, making 'em go, yeah, you made it easy.
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And that's exactly who you're paying forward to.
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Your friends and family, the same exact amazing way I
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treated you, took care of you.
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I mean built a relationship with you.
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That's exactly who you're paying for, not what,
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who you're paying for to your friends and family.
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So make sure you let 'em know how while we connected,
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how I took care of you, how I made everything
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that typically is scary and overwhelming.
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I made it easy on the ears and eyes to understand.
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And the more that you stress that to the client,
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the more they will then connect all the dots
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that they're honored to have you in their circle.
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'cause that's exactly what you're joining guys.
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So the more comfortable and confident
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and clear that you keep everything for the family,
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the less wondering they'll have going through their mind.
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So the more present they can stay with you, how
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to qualify the lead.
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Now there's something that Mr. Duran Oldham always,
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always preached to everybody that came from, from Ray
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to Steve Greer, Paul Ruck, Fred,
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we all grew up in the olden family tree guys and
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and the one thing he always reiterated us was the three Qs.
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Quality, quantity, and qualification.
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So understand this guys, when it comes to quality,
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they're going to give you who you take.
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So when it comes to the no-cost benefits
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and they're giving you referrals, that's fine.
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You can take whoever they're giving you tailored toward the
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value you built and that benefit.
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But as you transition onto the very end
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of your presentation, guys, the quality referrals, what
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that comes down to and stems down to who you're giving them
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to think about and who would benefit from this.
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So quality quantity is the volume.
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That means you going to every single presentation.
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And our lucky magic number I love is seven, right?
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Lucky number seven, you're going,
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every single one is a leave with seven referrals.
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You do that in each house guys, you're guaranteed a sell.
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Most referrals will will convert seven
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referrals gathered equals a sale.
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So your magic number in every house should be a sale.
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'cause whether I protected that family
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or the timing wasn't right, I got my next sale out
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of it when I hit that magic number seven.
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So quantity quality number three is the qualification.
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Now this is beyond invaluable
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because you have to understand that whoever they give you,
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if you're not pre-qualifying those referrals,
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then you are not building the
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correct value they need in them.
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So really what I want you to understand is one thing,
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number one guys, is you have to give them ideas of people
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that that would benefit from this
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as your referral gathering.
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So the main thing I'm I want you
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to focus on is we love the news, right?
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Newlyweds, new homeowners, newborn children, new company,
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they just started, right?
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They have a new dangerous job,
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they have a new snowmobile they picked up,
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they have a new this and people going
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through major life changes are looking
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to take care of business.
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They're the people that are already losing sleep over it.
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How much easier is your life when you're putting yourself in
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front of people looking to buy life insurance?
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Life is easy 'cause guess what we sell?
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Life insurance shouldn't be a newsflash
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in this part of the game folks.
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So understand the more new changes in their life,
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the easier it is to gather and set
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and convert that family to protect them too.
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It's super easy to call a referral that just had a baby.
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When you go your cousin thought of you,
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'cause they mentioned you just added to the family
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and they knew this would be perfect timing.
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On the other end of that phone call is gonna say yes,
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we've been thinking about this.
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Now all you're doing is solving a problem.
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Someone's been losing sleep over. You're doing God's work.
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Guys, what makes your life easier is taking our solutions
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through our programs and solving people's problems with it.
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That's all sounds this.
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The people that have the most glaring problems are the
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easiest ones to solve.
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You can gather all the referrals in the world,
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but if you don't invest time to let the family know,
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number one, I'm a man in my word
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and I know you are today too.
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There's a hundred percent chance like I helped you.
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I'm gonna reach out to them and there's a hundred percent
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chance they're gonna call you.
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Now one of two things can happen on
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that phone call and you get to choose.
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Are they gonna call you and thank you for what you did
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for them or question what you did to them.
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Now if you call them ahead of time, you're guaranteed
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to get a thank you follow up call
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and I'll make sure that if you don't call them,
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they're guaranteed to call you
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and say, Hey, this amazing guy Nick just called me.
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What is this? I would much rather, for every family's sake,
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make sure that phone call they get is a thank you.
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Nick just called me. He's making us a priority.
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Thank you for helping us out.
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So you gotta let these clients know you're guaranteed
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to call them and you wanna make sure they guaranteed get a
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thank you, but they can only get a thank
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you if you give 'em a heads up.
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You did 'em a favor. If I don't know you plowed my driveway,
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how am I supposed to thank you for it?
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All right? So make sure if you're doing them a favor,
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you let them know about it.
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And that's all you gotta say to the clients guys.
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It's not spending time in the press doing that.
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It's investing it.
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'cause when you invest it, you're gonna get a return
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and the return's gonna come on the phones When you cut your
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volume of phone calls in half
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because again, you knew the best time to call 'em.
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You knew exactly why they would wanna sit down with you
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'cause you qualified it and you knew they would show up
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'cause they're interested in it.
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'cause it was the right quality of invitation.
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If you guys implement all these tips, you're about
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to see some amazing practices of us going
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through the no cost benefits,
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but implement this stuff at the speed it was instructed.
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And I promise you guys,
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your nets will quickly turn into your net worth.
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Let's rock it out.
