How To Sell Life Insurance - MASTER Tonality

Guys, if I could recommend like one thing that's really contributed to my.

To my conversions on the phone. This pacing, tonality and understanding, the wavelength of attention, right? There's this baseline of base understanding and pattern recognition. And then there's this other. There's this next level and this is where you see people. What's that? That's because of how good looking you are. Oh, that can't even see me, man. That's not. There's no way I can work that one. It worked for me back, back in the old days when I looked like, you know, I look like their grandson going to church. But now it's just, now it's just, you know, I got to make it happen. So whenever we're, we're talking with them, there, there's baseline pattern recognition, then there's pattern interrupt. Pattern interrupt is where hit TV shows come from. Hit hit music songs come from viral YouTube and TikTok videos and absolute monster salespeople. Perfect. So I'm going to go through and talk real quick about pattern interrupt and then how people identify patterns constantly and how to change that and keep people engaged at all times by using those things to our advantage. And I'll jump with you in a second, Paul. So for example, the wheels on the. But how I want, I want Michelle, I want you to jump in, give me the pattern. The wheels on the bus go.

I saw her mouth move round and round. Sorry. Yeah, round and round. Gina. There's a pot of gold at the end of the.

Rainbow, right? There's all these little patterns that all of us recognize. And then there's micro patterns, the, the, the patterns in the sub dimensions of conversation that people recognize but don't actually voice. This is like tonality, pacing.

Anything like any type of like specific word track that seems to con. Like you can understand the end of the conversation before you get there. You see what I'm saying? So like whenever you listen to like a song, like if you ever go and listen, I saw one of the other night, like Post Malone and Taylor Swift or whatever. It's like, I know you think that I am better now. Better now, right. As soon as that chorus starts up again, people recognize that and they, they start singing along. Oh my gosh, that's Post. I think that I am better now, but it's like, it's stupid, right? To use that type of analogy. But it works, right? I'm always going to identify that pattern because the pattern repeats on a cadence. And so what happens is as salespeople usually what we'll do is we'll repeat things on a cadence. And then we. We get into this habit of creating a pattern for ourselves for stability in the conversation that then leads the prospect to fall into a lull of board. And what happens is, is that I'm like, okay, now this is the difference between term and whole life insurance. Term insurance is like milk, eggs and cheese. Whole life insurance is there for your whole life. Just like the name sound. Does that make sense now? Eight more. Does that make sense? Is later. The prospect is like this. Oh, my God, it makes sense. Like, shut up. You know what I mean? This guy sucks. When is Julian going to get off the phone? And so, like, whenever I'm talking to people, you'll notice I'm delivering the same script with more. So I'm going to go through and I'm going to pitch the term versus whole life real quick. So you guys can see the difference in what I'm saying versus, like, what I'm. What I'm doing when I'm in the call. Right? So this is. This would be an example of negative pattern distribution that creates sales resistance. Okay, Michelle, I'm gonna play with Michelle. Okay, Michelle, I'm gonna get a few quotes pulled up real quick for you. Give me one second. Are you familiar with the different types of life insurance, term and whole life?

Yeah, I think so. Okay, well, let me, let me kind of refresh it for you here, Michelle. The easiest way to explain it is term is like milk, eggs and cheese. It's great while it lasts, but once it expires, you just gotta throw it out. And it's usually better for people in their 20s or 30s who are trying to replace a big income. You usually only pay a lower price for more insurance. And it only lasts for a period of time, like 10 or 30 years. And once the policy ends, all the money into it goes away. You have any questions for me on how term insurance works? Who did I lose there? I lost myself. I hated reading that. That was awful. So if you're in the call and these people are identifying these patterns, right. The pattern is you going through and explaining it and then asking for confirmation. This is how I'm going to. I'm going to incorporate pattern interrupt. Okay, Michelle, so basically, based off what you're telling me here, it seems like you might qualify for one of the programs here in the area. That's just one sentence. Volume raised, dropped, pacing move forwards and backwards. So I went fast, slowed down, I dragged words, and then I go through and speed up. It's really difficult to break engagement when I'm talking. Not because I'm like some special person, but because I change the way that I say things constantly. And you guys are noticing I'm immediately slowing down, drop my tonality, then I. I can race it back up. I'm going to get a few quotes pulled up for you here. Real quick, Michelle, give me one second. Now, before I jump into this, are you familiar with the different types of life insurance, like term or in whole life?

Yeah, you are, or I just want to make sure I heard you correctly. Not really. Okay, no worries. Let me explain it for you. The easiest way to explain it, Michelle, is that term is just like milk, eggs and cheese, for example, right? It's great while it lasts, but, you know, once it expires, you just got to throw it out. You know what I'm saying? Are you with me so far? Exactly. So basically, it's usually better for people in their 20s and 30s who are trying to replace a big income. And, you know, it only lasts for. For a period of time, maybe like 10 to. To 30 years. And usually you might even get more insurance for a lower price, but once it ends, all the money you put into it just goes away. Do you have any questions for me on how term works? No. Right. Totally different. It's like I'm jumping around. You see what I'm saying? Same thing, different delivery. And so when we're delivering this, I want you guys to imagine that we're actors, right? This is. I used to wait tables. This is what they would tell us. They're like, guys, it was so annoying when they said it. God, I hate. I hated this. They're like, all right, guys. So you're all like, actors, and you have to keep your stage face on when you're in front of the customer and you're. And if you smile, they'll realize that you guys are happy and it's going to contribute to the environment. And I was just, like, clawing my eyes out. But when we're on these calls, guys, I want you to imagine that, like, this is your big break. This is your Hollywood audition. You're there. Matt Damon, Brad Pitt and Leo DiCaprio are next in line. And you got to blow this thing out of the water so that you get to stay in la. You see what I'm saying? So when I'm talking to them, I'm taking the script and I'm bringing it to life. And those pattern interrupts, it's not. You don't have to, like, you Guys don't have to come out with the energy and the yelling and the freaking. Just the psychosis that I bring to the call, the mayhem. But if you speed up your words and slow them down, that. That right there will change your game. And then if you raise your volume and drop your volume, the way that I'm about to do it here to make sure that you guys are all still engaged on, this is going to be a major game changer. Because when you go through and you do things that are not usual and are out of character for what they assume, most people are going to, they have to listen because they don't know what's going to happen next. It's like watching a TV show with a cliffhanger where you see, like, your favorite character walking into your other favorite character's house, and one of them's married and one of them isn't, and the not married girl is at the married guy's house, and you're like, holy crap, what is she doing at the Mary guy's house when his wife's out of town? This is so crazy. And then it's a black screen, and you're like, oh, my gosh, this is crazy. This is nuts. Like, what's gonna happen next? And when we do that in the call, we're able to keep that level of engagement going because it's always crazy for them. It's entertainment. You see what I'm saying?