A short YouTube sneak-peek (Fight to Ignite Episode 8) hosted/created by Tanya Hughes featuring multiple speakers discussing their positive experiences with Equa, personal anecdotes about colleagues (e.g., Barry Clarkson), and concrete sales coaching: setting expectations, asking diagnostic questions, appealing to clients' logic and emotions, and using consultative/educational selling rather than pushy tactics.
Foreign. So many people. And that's why I love Equa so much. And I've never been a part of something like this before because even it goes all the way to the top, you know, I remember the first time I talked to someone like Barry Clarkson. And at that time, he was worth quite a bit. Not as much as he is today. You know, I mean, you wouldn't know that about Barry. I hear he drives a 2012 Toyota Tundra. I'm just so grateful and thankful for everybody who, you know, who's part of this team.
Anything Tanya says is so educational. I just absorb everything she says. I write down everything she says because she's so inspirational. You know, she lights up a room and so I'm just ready for sure. I definitely know that I can do this just based on everything she tells me. So that it's been great. Definitely. And I love that you guys have your door open that we can come up here, you know, should we need something or.
Pete Beckman said, you make your money on the phone, you collect the paycheck in the home. You're the expert here. You know way more than the client does. So even if you don't feel like you know everything, even if you feel super unprepared, just don't let it show you know more than they do. Okay, line out the appointment. I want to set expectations from the beginning and eliminate objections from the start. Call it out from the beginning. Your lender doesn't do this anymore. I'm the one who does. We're going to look at third party options for you, okay? I need to ask you a bunch of questions. Health, finance, legal background, all of it. The insurance company needs to know and it's going to help you narrow down the two things. When you are in home, you need to appeal to their logic and their emotions. You need to help them see the mortgage protection from two different aspects. You need to become a master portrait painter of what life would be like for them if they do not have this coverage. I do this by asking them a lot of questions. People don't want to be sold. They don't want to be told. They want to come to that conclusion themselves. And those people will sell themselves. So ask more questions, talk less, let them do the talking. They'll convince themselves of this. I'm not a pushy salesperson. I'm an educator. All I do is show options and see if it works for them. There's always something on that one phone call. There's always something on that one dial something on that you miss it. Literally be the difference of you, like getting a lease, producer or making a sale.
