Colt 45 close?

[WinoBlues]

You have to have authority in the appointment from the start and you will always get the client to grab their policy. when I was in the field I would not even explain why. I would tell them to get it and they would.

So how do you gain authority?

1. Get them in the mode of getting up and getting things for you. If you do this correctly, you will get them in a habit where they don't think twice.
2. Use the consistency & commitment rule by having them do the easy thing for you first & the hardest thing last.

What does that look like? During your presentation, you'll have times where you'll need them to do somethings for you...

First you tell them to grab you a bottle of water.
Second you tell them to grab their medications for you.
Third, you tell them to grab their policy (if they have existing coverage). NEVER continue in presentation until current coverage is reviewed. If they ask why tell them you can't continue until you review what they have & leave it at that.
Forth, you tell them to grab a voided check.
Fifth, you tell them where to sign. (Always have them sign a paper app even if using an interview carrier. This will lock them in mentally.)

Mix the above with a presentation where you're constantly leading them to give you little yeses.

This is so powerful that I used to have people give me their social & even sign the app while telling me no. LOL

Telling must work because we hear about stuff like. Wiping your feet and pushing your way in, sit over there, get me water, do this do that.

You guys work with dumber people that I do.

My clients thank me for helping them before I leave. Sounds like some people make be thanking some of you for leaving.

*

 

[WinoBlues]

Jasper, you can read and pick the way that works for you. I would much rather speak to them from a position of wanting to help them instead of a position of I want to CONTROL you and make you get up 20 different times doing things I command you to do.

That!

 

[Rearden]

Telling must work because we hear about stuff like. Wiping your feet and pushing your way in, sit over there, get me water, do this do that.

You guys work with dumber people that I do.

My clients thank me for helping them before I leave. Sounds like some people make be thanking some of you for leaving.

*

F*** off, unicorn!!!

 

[WinoBlues]

F*** off, unicorn!!!

OMG FOTFLMFAO!

We need a coffee spurting out your nose emoj

 

[KRobby]

First you tell them to grab you a bottle of water.

FE prospects will then ask which brand and flavors we prefer, as they have Aquafina, Dasani, Nestle Waters and Poland Springs all being chilled.

 

[DHK]

The thread asked about the Colt 45 close

I first saw the Colt 45 close in 1979 by John Yost the Regional manager at Combined insurance. I was new he was old, and he liked to meet up with me late in the afternoon so we could run a few leads and then go to the bar and get wasted.

The close goes like this.

It was pitch dark out and we were headed to an old beat up single wide out side of Mt Pleasant to renew a $47.50 policy. That was the 6 month premium. In those days we drove to the house every 6 months and renewed what they had and always tried to sell them more. This was our last stop of the night and John told me as we pulled in, this piece of shit is a reluctant renewal. You always have to resell him and he is full of excuses. He said it was like pulling teeth!

Sure enough this guy made it clear he was not buying more, and in fact he was going to cancel everything because he had no money. John hit with every close I had every heard of and the guy would not flinch.

Finally John got excited , he looked him square in the eyes about 6 inches apart, with his pen stuck in the guys face and in a very gruff, stern, pissed off voice stated.

"If this pen were a colt 45 and I stuck it in your face and said get me $47.50 or I'll blow your ***ing head off, what would you do?"

To which he stated, I'd go get the money!"

John stated "Well go get the money then."

They guy got up walked to the far back room and came back with $47.50

We got in the car and drove away and I said Jesus Christ John, what the *** was that?

He said

"That's my Colt 45 close!"

true story

I think that's called 'twisting'.

How was your lapse ratio after that close? Would you have to stop by every month and do it? Just because you 'force' a sale doesn't mean the policy stays on the books.

 

[Biggin]

I think that's called 'twisting'.

How was your lapse ratio after that close? Would you have to stop by every month and do it? Just because you 'force' a sale doesn't mean the policy stays on the books.

There is SO much going on like that. I've never heard of anyone getting into hot water over twisting, or churning, etc. It must have to be REALLY bad. Or just the wrong "Queen of the single wides" with Slippin' Jimmy esq. as their son.

 

[DHK]

Well, I wouldn't dare do anything remotely like that here in Kommiefornia where you can be arrested for selling an annuity.

 

[Biggin]

True! I wouldn't do it anywhere but It happens all the time. I had a Transamerica policy with a client for over 4 years when an Old American agent stopped by and "reviewed the policy" for them. He said that because he takes cholesterol meds he should have answered "yes" to heart conditions. Told him it would not pay out on death. Sold him a policy for 1/3 of the death benefit for half again as much money, graded of course. The guy died less than a year later.

 

[nfl72]

In those days there were no EFT's. You collected their premium face to face every 6 months. They mostly paid with cash. I don't think we had business cards?

It was like the old days in the car business. It was a done deal when the tail lights hit the curb. There were no chargebacks!!!!