Best Insurance Sales Systems: The 6 Questions vs the 5 Fundamentals-Part01

We are here today with Marlin  Faulkner of the Faulkner Agency. Excited to have you, man. Hey. So good to have you in studio today. Thank you. Today, we’re going to be talking about  some concepts of selling to make your life really simple. So Marlin, today, this  morning in that session, you talked about six questions to make sales simple. Mm-hmm (affirmative).

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Blew me away, simple concepts to make selling  simple. So we got something for you right now, it’s going to change your life. It’s going  to help you scale your business quick, get off to a fast start, and really revolutionize  your sales. So Marlin, let’s jump back in man.

Yeah. And talk about those six questions to make sales simple. Absolutely. Well, one of the things I realized being in sales for so long, I realized that  there are phenomenal salespeople and then there’s everybody else. Yeah. And one of the things I learned was great  salespeople really know how to connect with their client, with their prospect.

And  one of the things that I didn’t realize was it took me a long time and realized how  to really bridge that gap. So one of the things that I learned with something  simple, how to ask six simple questions and what I tell people is now I really feel like  I really know how to connect with the client.

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It’s hard, I really can’t teach you how to really  pay attention to people but what we can teach you is how to not pay attention to yourself and  that’s by asking effective questions.

Yeah, we had that conversation over lunch and  that was a key comment. I mean, I grabbed it. You can’t teach them how to pay attention to  the client, but how to not pay attention to themselves. Did you catch that? Subtle  difference but big difference.

Absolutely. And so one of the things I learned,  because I always thought, “Get the information out to the clients, they’ll make an informed  decision.” That’s not always necessarily true. That’s tell, tell, tell. Tell, tell, tell. And tell, tell, tell is not sale, sale, sale. Sale, sale, sale. That’s right.

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It’s not is it? No. Never, very rare. Those are kind of the lay downs and  you don’t want those. So what I learned was this process that I can teach anybody. If you can  do this 1, 2, 3, 4, 5, 6, you can remember, this is very simple. So I’ll give it to  you really quick, it’s really simple.

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Cool. Number one, these are the six questions. Who, what, when, where, why, how. I bet you wish you had six fingers, so you didn’t have the raise the second hand. Kind of like The Princess Bride. Maybe if I had all the fingers on this and I wouldn’t have  but I do have to… But when I realized, number one, I was over-complicating sales. Yeah, most people do.

100%. Number two, I took the emphasis off of  me and what I wanted to say. And I had to learn how to really get the information from the client  because I wanted to empower them. I didn’t want to attempt to motivate her or inspire them. I wanted  them to motivate and empower themselves. So asking these questions.

So I’m definitely ready to  get into it and I love some of the things you talk about that are directly related to this,  that I had no idea about. But now I love it and can’t wait to get this to the team. You teach a concept of getting the client to tell us why they need the insurance  and why they want the insurance.

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And there’s really only one way to do that,  you can’t do that by telling them anything. You can’t. So what’s the secret Secret is asking questions. Ah.

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Always. And I love you guys, I think at the Life  Insurance Academy, you guys do an unbelievable job. Worldwide guys, not just in Kentucky,  not just in a few states, worldwide, Canada, Africa, you guys have people. And what I love is  you guys are getting content to people that are really increasing their business. And that’s  what I love.

So I’m going to run through this real quick and then I’d love to hear your take  on this. First time I used this with a client, literally scared to death, brand new agent  in the home needed to make money needed topay bills. But I had to take the focus off  myself and I started to ask these questions and it wasn’t simply like this, number  one was, who are you trying to protect? If we’re dealing with final expense of  mortgage protection that’s who we deal with.

Number one question is who are you trying  to protect? And I was kind of lead them, is it your husband, is it your kids, parents,  sisters, siblings? So I want to know who they’re trying to protect that. That gives me  an idea of what’s important to them. Number two, ask them why that’s important to them because  they’ll say, “Well, I want to protect my kids or my husband.” Well, the immediate question is, why  is that important to you? Because listen, Roger, I know people that don’t really care about their  family. They don’t really believe in insurance.

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