Key Takeaways
- Agents who use trial closes throughout the meeting close 45% more than those who save it for the end
- "What questions do you have before we move forward?" works better than "Are you ready to buy?"
- 80% of prospects who ask "what happens next?" are ready to sign—don't miss this signal
From Conversation to Commitment
Client Question: "So how does this actually work—what's the next step?"
The best closes don't feel like closes. They feel like the natural next step. When a prospect asks "what's next," they're 80% of the way to buying.
Transition Phrases That Work
- "Based on what we've discussed, this seems like a good fit. Ready to get started?"
- "Let's get the paperwork going so we can lock in your rate while you're healthy."
- "The next step is the application—it takes about 15 minutes. Should we do it now?"
- "What questions do you have before we move forward?"
Signs They're Ready
- They're asking "when" and "how" questions (not "if" and "why")
- They're nodding and agreeing with your summary
- They're asking about next steps
- They've stopped raising objections
The Natural Close
A client who seems ready to move forward
Setup
You've had a productive conversation. The client agreed on the coverage amount and product type. It's time to transition to the application.
Client says:
“This makes sense. $500,000 in 20-year term for $35 a month—that's doable. So what happens next? How does this work?”
Practice Objectives
- 1Recognize the buying signals
- 2Transition smoothly to the application process
- 3Explain what to expect without overwhelming
- 4Start the application while maintaining conversation
- 5Keep the energy positive and the process moving
The Hesitant Commit
A client who agrees but doesn't initiate action
Setup
The client agrees they need coverage but isn't taking the step to start the application. They're waiting for something.
Client says:
“Yeah, I agree—I probably should get this. It makes sense. We've been putting it off too long. *Silence* So... yeah.”
Practice Objectives
- 1Don't let the momentum die in silence
- 2Ask if they have any remaining questions
- 3Offer a gentle nudge toward next steps
- 4If they hesitate, explore what's holding them back
- 5Make starting feel easy and low-pressure
The Last-Minute Objection
A client who raises a new concern right before signing
Setup
You're about to start the application when the client suddenly brings up something new.
Client says:
“Actually, wait—before we do this, I just want to make sure... if something happens to the company, like they go bankrupt, what happens to my policy? I've heard stories about insurance companies failing. Is my money safe?”
Practice Objectives
- 1Don't get frustrated by the late objection
- 2Address the concern directly and calmly
- 3Explain state guaranty associations
- 4Reassure without dismissing their concern
- 5Return to the application after addressing
The Split Decision
One spouse ready, one spouse still hesitant
Setup
You're closing with a couple. One is ready to move forward, but the other is still uncertain.
Client says:
“*Husband* I'm ready—let's do this. *Wife* I don't know... it still feels like a lot of money. Can we maybe start with a smaller amount? Or wait until after the holidays?”
Practice Objectives
- 1Don't let the ready spouse pressure the hesitant one
- 2Explore the wife's remaining concerns
- 3Find common ground they can both agree on
- 4Consider if a smaller policy could work as a starting point
- 5Avoid creating conflict between spouses
A client agrees they need coverage but sits silently. The best next step is: