Timothy Schucker teaches the Goldilocks zone, a sales technique that sits between aggressive and passive. Be politely assumptive: assume prospects want help, have time, and can pay today. Use specific phrases to guide conversations without pressure.
All right, what is going on, ladies and gentlemen? I wanted to just film this quick video for you guys and give you one of the tips that has been super helpful to some of the agents on our team to close more deals and just massively increase their effectiveness over the phone. So closing up the day here, it's like 9:11pm Just been building out some stuff for systems, making a better like training course module for our agency and whatnot. And this is something that Julian touched on in our morning training with our team of agents this morning. And I wanted to just kind of make a quick video because I think this is, this will be super valuable for a lot of you guys out there. And the, the thing is, when most agents jump on the phone, they don't really know the right way to approach it. And so what I'm going to describe to you guys is what I like to call the Goldilocks zone, which is exactly where you want to be. Right? And so the thing is, most people are either too far this side or too far this side. So what are the size? What the hell am I even talking about? Let me get into it. So on one side we have extremely pushy, like your. I'm not going to name any names, but if you guys can think of like the sales trainer on the Internet that has like the super aggressive nipples and really tight pants, this would be more so like his style of selling, just like really pushy, really over the top, twist your arm. Aggressive, extremely assumptive. Right, that's this side of the spectrum. Now on the other side we have like, not willing to push at all. Extremely apologetic. Extremely.
Extremely apologetic and just very like, very like you're, you're basically, for lack of a better term, bending over backwards to make the client happy in every single, every single situation. Right? So you're just being like overly considerate, so to speak. Like, is this a good time? Just asking for permission constantly. Just kind of being like a beta salesperson. So, so to speak. I know I'm just throwing out terms here, but this is, this is the best way I can think of to describe it in a moment. So you got your beta salespeople over here and then you got your like over aggressive way to alpha salespeople, you know, pants so tight that your legs are screaming for air. And in the middle is what we call the Goldilocks zone. So this is where you want to be for like a sustainable business long term. It's actually going to make customers happy, but also going to close your deals. And so what Most people do is again, they're either too pushy, too aggressive, they just scare people off, they get hung up on. They might get people to buy because they're just so overly pressured, but they end up charging back the other people. They just get walked on over the phone. Now if you, if you find yourself in one of these two categories, probably most of you guys will find yourself over here because most people are just very uncomfortable being that like over aggressive person on the phone. But what you need to do, and this, the way I'm going to describe this is going to be super helpful for a lot of you, is you need to find this Goldilocks zone. And what I call it is being politely assumptive. And so what that means is you're basically, you're always going to assume that one, the client wants your help. The client has time to talk now that the client can pay today. And when they tell you otherwise, you're gonna politely go along with it. Right. So you're being politely assumptive, so you're assuming all of the right things. And if they tell you something that's different, obviously you're not gonna, you know, twist their arm and try to get them to make a decision or you have to sign up right now or whatever. But when you come at it from a politely assumptive angle, you're going to find that your prospects respect you more. Right. For one, they're going to go along with what you say more of the time. And when you assume and you come at it with that assumptive attitude, people are oftentimes just going to go along with what you say, right? Yeah. I mean, is there any reason we wouldn't go ahead and get you signed up today? Right. You're going to assume that they're going to pay today. Perfect. And in the event that I was able to get you approved, would you want to go ahead and start that for today? I'm not going to assume that they need to push it out and pay later. I'm going to politely assume that they can pay today. And if they tell me otherwise, sure, no worries. Most of my clients either get paid on the first or the third. Which is it for you? I get paid on the third. Perfect. So we'll just set it up for the third. As long as you get approved and then you just go through and confirm the application. I'm not twisting anybody's arm. I'm not having to use crazy, you know, sales lines or one liners or whatever. But I'm also not asking it like this. So, Ms. Jones, if it would be okay with you, what I'm going to do is I'll space this first payment out 30 days. That way you have plenty of time to get your, your finances in order. Blah, blah, blah. Kill all that, right? Just politely assumptive. And if you assume what you need to assume, if you assume that they want to buy, if you assume that they want to talk to you, you assume that they have time right now, what you'll find is, is that a lot more of the people that you talk to want to buy. They want to pay now. And when you call them for their appointment, they're available and they want to talk now. So hopefully that was valuable for you guys. If you guys got value from this video, leave a like, I have more sales content like this on the channel. If you guys want to learn more about working for agency to get daily training like this on a daily basis, hit the link down below in the description there's a video that breaks it all down. Take care, guys. Peace.
