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Hi folks Karl Shaker here with final expense program calm your leading authority for final expense sales education before we get started this is copyright material and duplication distribution or reproduction is strictly prohibited by law without written consent from final expense program comm what IN#39’d like you to do is first grab yourself that notebook and if you do not have it in front of you then press pause and go ahead and grab it now this is a great one so do whatever it takes to make it happen today we#39’re going to be talking about the presentation structure and really how your presentation should look take look at this picture real quick and on the picture you#39’re going to see an upward sliding arrow that looks kind oflike a ramp starting on the bottom that moves up kind of like an upward moving stock on the stock market this ingoing to be exactly how you want your presentation to look like and it#39’s how you want your presentation to look and feel and sound during the actual doing of the presentation you cannot walk intosomeone'’s home and say hi would you like to buy life insurance sure that#39’ll work one out of a hundred times we call these cells pokers meaning you could puke on the table and the prospect will still buy we really could not afford to work under those conditions if you structure your presentation in a way there were the psychology is in place, and it is build up for the need of the product you will also be much more successful in collecting referrals and keeping the customers on the books doing this will give you much higher rate of success remember you are offering an intangible product that everyone needs it can beard for people to buy something that they cannot see hear or touch IN#39’m going to do something a little different today just to change up my teaching style after ordering this episode let me know what you think plus it shows me that you get it and you#39’re ready to take it to the next level so let#39’s get started so their#39’s 16 small closes justlike what I was talking about earlier ITIS an upward moving Graham to the sells the first thing is setting the appointment it starts with that than getting in the door then the warm-up why#39’m here giving away the free stuff collecting referrals creating the problems giving solutions ask the medical questions review the benefit build a package option clothes overcoming resistance fill out the paperwork get the check and cement the sale so like you see their#39’s an upward movement in the presentation and it#39;just a build up you know people need Roget to know like and trust you and again- this is goes off of having a script most scripts are built like a ramp andthat'’s really to get people to know like and trust you because they won#39’t do business with you until that#39’ve gotten to know you better, and they trust buyout#39’re not going to buy something from somebody you just met, or you're done#39’t trust but maybe if you just met them, and...
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