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How Many
Dials
...........................................................................36
Voicemails..............................................................................37
Chapter
4
Close Every
Appointment...............................................................................................38
Preparation...................................................................................................................38
Create
Folder............................................................................................................38
Where
To Park Your
Car.......................................................................................39
Visualize................................................................................................................39
Trust
&
Rapport (First 2-5
Minutes)...............................................................40
Set Your
Intentions........................................................................................41
Establish
Momentum.................................................................................42
Settle in at the table (Page
1
Application)............................................47
Personal
Introduction...........................................................................48
Transition
to Positive Emotional
Connection.............................50
Explain Difference In
Protection Plans (Page 2 Application)..48
Transition
to Negative Emotional Connection (Paint the
Reality)........................49
Establish
Death
Benefit & Disability Need
(Him)...............................................50
Establish
Death Benefit & Disability Need
(Her).............................................51
Establish Permanent Insurance
Need...........................................................52
Establish
Permanent Insurance Need for Each Child...........................53
Find the
Premium.......................................................................................53
Acknowledge
personal connection before adding up price............54
Establish
# of
applications...............................................................56
Calculating
the
Premium................................................................57
Adjusting the price to match
budget.........................................59
Transition
to Product Brochure.............................................60
Finish
Health Questions(Pages 2-4 Application).........61
Explain
Non-Medical......................................................61
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