0:00

Welcome back Insurance Ultimate

0:02

Warriors . How

0:04

do you like that ? That'll throwback . Craig , You're

0:08

tuned into the Insurance Dudes podcast

0:10

. You listened to the last one . You know that

0:12

this is the best insurance podcast

0:15

out there All right , I didn't

0:17

know that . Yeah , and this is the only

0:19

place where sales mastery

0:22

meets psychological

0:25

wizardry . What

0:27

do you think of that ?

0:28

Yeah , insurance

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dudes are on a mission to escape

0:33

being handcuffed by our agencies

0:35

.

0:35

How ? By uncovering the secrets

0:38

to creating a predictable , consistent

0:40

and profitable agency sales

0:42

machine . I am Craig Pretziger

0:45

, I am Jason Feltman . We

0:47

are agents , we

0:50

are insurance students . I'm your host , jason

0:52

Feltman , the deal whisperer , as

0:55

they call me .

0:56

And I'm your co-host , craig the sales

0:58

sage Pretziger . Today we're diving

1:00

deep into the . I had to say it with

1:02

my news anchor voice . Today

1:10

we're diving deep into the . I had to say it with my news anchor voice . Today we're diving deep into the

1:12

fascinating world of sales psychology and exploring the subtle techniques that can help you create unbreakable

1:14

connections with your prospects and tell you what it's

1:16

going to skyrocket your insurance sales .

1:18

That's right , Mr Craig . But before

1:21

we get into that nitty gritty , let

1:23

me ask you a question . Right

1:28

, that's how we do the yeah yeah

1:31

. Have you ever been in

1:34

a sales conversation where it

1:36

feels like you and the prospect

1:38

are just not on the same page

1:40

? Let like like

1:42

you're speaking a different language

1:44

.

1:45

Perhaps you mean like when we were reading Amy's

1:47

article . Absolutely

1:49

. It's like you're trying to sell them

1:51

on the benefits of the gourmet meal , but

1:53

they're only interested in the price of a fast food burger

1:56

.

1:56

Oh , exactly , and that's

1:58

where the power of psychological

2:01

techniques comes in . By

2:03

understanding how your prospect thinks

2:06

, feels and communicates , you can

2:08

create the level of rapport and

2:10

trust that's deeper

2:12

than any sales script

2:14

.

2:16

That's right , mr Jason . We're going to overlap

2:18

with a couple of the pieces from last week because they were

2:20

so , so powerful and

2:23

they're so persuasive in

2:26

these situations and those

2:28

words I'm saying just don't make any sense . But

2:30

that's all right . Let's look at the first one

2:32

. It's matching and mirroring . Remember this one

2:35

I do . Okay . So this is where

2:37

you subtly adjust your body language . We're

2:39

saying it over and over because it's that important

2:41

. The tone of your language , even your breathing

2:44

and when we're talking on the phone . These

2:46

things still matter . It's

2:49

going to create that instant connection and

2:51

it's on a subconscious level .

2:53

Yeah , it's like having , it's

2:55

like a secret handshake that bypasses

2:58

the logical mind and taps straight

3:00

into the emotional brain Because , remember

3:03

, emotion sells . And , speaking

3:05

of language , another game-changing

3:07

technique is a reframing

3:09

.

3:10

That's right , and we brought this up before because

3:12

it's that important . They're always important , right

3:14

, but you're going to implement

3:17

what we practice , if that's what we're doing . So

3:19

reframing is the art of turning

3:21

a perceived negative into a positive . For example

3:24

, they say it's too expensive

3:26

. You might reframe it by saying you're

3:28

right , it does have a higher price

3:30

, but that's because it provides the most

3:32

comprehensive coverage in the market and it ensures

3:34

that you and your family are going to be fully protected

3:37

.

3:37

Boom Suddenly . The

3:40

price isn't a drawback , it's a sign

3:42

of value and peace of mind . And

3:44

that brings us to another potent

3:46

technique , and that's anchoring

3:48

.

3:49

Anchoring which we didn't bring up and we needed

3:52

to bring up , right . So

3:54

it's all about creating positive associations

3:56

. So if you're consistently using

3:58

a particular phrase like financial security

4:01

in the context of your conversation

4:03

, or eventually , eventually , this prospect

4:05

is going to start , associate those good feelings

4:07

with your offer yep , it's

4:10

.

4:10

It's also a nlp technique

4:12

right very

4:14

neuro linguistic

4:17

processing . Well

4:21

, anyways , it's like the

4:23

sales version of Pavlov's

4:25

dog . Ring the bell of

4:27

financial security enough times and

4:29

your prospects will be salivating

4:32

.

4:34

Mr Jason , that is one way to put it

4:36

and I like it . But what

4:38

about those times when a prospect's words say one

4:40

thing and their body language says another

4:43

?

4:47

say one thing and their body language says another . That's where sensory acuity comes in . By paying

4:49

close attention to your prospect's nonverbal

4:51

cues , you can pick

4:53

up on subtle signs of resistance

4:56

or engagement and

4:58

adjust your approach

5:00

accordingly .

5:02

So it's kind of like having a secret decoder

5:04

ring for human behavior . If you

5:06

see your prospect crossing their arms leaning

5:09

away , that's a sign to change your

5:11

tactics .

5:13

A hundred percent . Absolutely , mr

5:15

Craig , and one of the most effective ways

5:17

to shift a prospect's state is

5:20

through future pacing . What

5:24

is future pacing ? Well , that's

5:26

what I'm going to tell you , and why am I going

5:28

to tell you ? Because you just asked me . This

5:34

is where you vividly describe the positive outcomes they'll be experiencing

5:36

by working with you and your team .

5:39

You know , one of the things in life

5:41

that brings me great joy is when you say vividly

5:43

, mr Jason , Well

5:45

, I'm glad I said it .

5:46

then Do you want to know why ?

5:48

Well , now I do . It's

5:50

like you're painting a picture of their

5:52

ideal future . When you're using the word vividly

5:55

, you're inviting them to step

5:57

into it . For example , you might say

5:59

imagine waking up every

6:01

day with the peace of mind that comes from knowing your

6:03

family is protected , no matter what .

6:13

That's what our policy can provide for you . And as they imagine that future the future with

6:15

Mr Craig they start to associate those

6:17

positive feelings with you

6:19

and your offering . This is true stuff

6:21

. It's a powerful way to

6:23

create desire and urgency without

6:26

being pushy . Nobody

6:28

likes the pushy person .

6:30

No , that's the beauty of these psychological techniques

6:32

, Mr Jason . They allow you to influence

6:35

and to persuade in a way that feels natural

6:38

and authentic , both to you and

6:40

to the prospect .

6:42

Absamundo . And the best

6:44

part is , anyone can learn

6:46

and apply these techniques . Anyone

6:49

, yes , it just takes practice and

6:51

a willingness to step outside

6:53

of your comfort zone .

6:54

A hundred percent . But for our listeners

6:56

, who are ready to take their sales skills to the next

6:59

level , level , level , level

7:02

. Way to wreck

7:04

the call to action , we've got a special

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tree .

7:07

Ooh , that is right , Mr Craig . For a limited

7:10

time limited we're

7:12

offering our exclusive sales psychology

7:15

mastery course at a massive

7:17

discount . The

7:19

con this comprehensive program

7:21

dives deep into the techniques

7:24

we've discussed today , as well as

7:26

many others , and shows you exactly how

7:28

to apply them in your insurance sales

7:30

conversations .

7:32

Now I think you've oversold it a little bit , mr

7:34

Jason . It's not really a course , it's

7:36

more like a handout

7:39

with 10 things on it . It's really good

7:41

, though it could be more or less turned into a course and guess what

7:43

we're going to throw it . It's really good , though it could be more or less turned into

7:45

a course and guess what we're

7:47

going to throw it . You get it for free . Ooh

7:50

, I love it ?

7:52

Yeah , do you ? I love it . And this

7:54

isn't just a bunch of theory and

7:56

fluff . Who

7:58

likes fluff ? This course is packed

8:00

with practical real world examples

8:02

and exercises that will transform

8:05

the way you sell insurance . We

8:08

guarantee it .

8:09

Yeah , so what you can do , we're

8:11

going to throw the link down in the show

8:13

notes . You can just click on it and you're going

8:15

to download the cheat sheet for the 10 psychological

8:17

triggers for insurance sales

8:20

and it is solid . You

8:22

can use all of them . Really good for your

8:24

daily meetings .

8:26

That's right , that's right , that's right

8:28

. This handy guide summarizes

8:30

the key techniques we've covered today

8:32

and gives you even more

8:34

examples of how to use

8:37

them in your sales conversations

8:39

.

8:40

Yep . So that's

8:43

all for today . Remember , mastering the psychology

8:45

of sales is the key to building deeper

8:47

relationships , closing more deals and

8:49

creating a thriving insurance

8:51

agency .

8:52

So get out there , teach your team this and

8:54

you guys start practicing these techniques

8:57

, and if you need any help along the way , you

8:59

know where to find us . But

9:01

until next time , this

9:03

is Jason and Craig signing

9:06

off . Keep selling , keep smiling

9:08

and keep unlocking the

9:10

power of your mind .