Episodes 31 - 35

• Tom and I discuss how “commission breath” occurs when we aren’t aware of it. Our potential clients have a hyper awareness and are looking for “signals” that indicate “commission breath.” We discuss the types of signals that inadvertently send that erroneous message and how to avoid that negative outcome.
• Another topic we address is avoiding the negative outcome from the use of a Whole Life ledger immediately after the PPA discussion—which potentially causes the prospective client to feel like the whole life discussion is coming completely out of the blue.

• Tom and Will discuss simple and strategic ways to help clients figure out the right amount of death benefit before the presentation meeting.
• We also discuss the potentially negative outcome that can occur if a client doesn't have context for why a certain amount of coverage is being recommended and how to get ahead of it.

• Tom and Will discuss how to help clients determine the right amount of premium for their death benefit needs. The discussion covers how to help clients do closer to what they are capable of doing, helping the client and rep think bigger and appropriately based on where the client is along with the client's trajectory.
• Tom and Will discuss common pitfalls in this area, how to avoid them and how to achieve a better result for the client.

• Will and Tom talk about the sabotage that can occur by using words that weaken our message. Several examples are given, along with a specific process for how to notice when we are saying something that is not effective and how to replace it with a better word choice.

• Tom and Will continue their dialogue around all the nuances of helping clients fund a policy at a level they are capable of doing, and in a way that is congruent with their thinking and how it will evolve over time.
• Tom shares a concept that is highly effective at getting clients to appreciate what they are going to want to have later and how to have a vision today for what is possible in making progress toward that vision.