Your team may not be losing life sales.
They may be skipping the setup.
Big difference.
Most teams jump too fast.
They go from normal conversation to:
“Do you want a life quote?”
That feels like a hard turn.
The customer feels it.
Then they say no.
Not because they do not need it.
Because they do not see the reason yet.
The setup is what creates the reason.
Here is the flow.
First, ask permission:
“Can I ask you a quick question?”
Then ask the problem question:
“If something happened to you, who would be impacted the most financially?”
Then ask the impact question:
“How would they handle the bills without your income?”
Then ask the next step question:
“Would it make sense to look at a simple plan to protect them?”
That is the setup.
People.
Impact.
Gap.
Plan.
That is much better than quote first.
Here is what I would do this week.
1. Ban quote first language.
For one week, do not let the team lead with:
“Want a quote?”
“Can I quote life?”
“Have you thought about life?”
Lead with the setup.
2. Practice the three question flow.
Who is impacted?
How would they handle it?
Would it make sense to look?
Simple.
Repeatable.
3. Coach the pause.
Your team has to stop talking after the question.
The pause is where the customer thinks.
Do not steal that moment.
Here is the shift.
Life sales do not start with quotes.
They start with the customer seeing the gap.
Your team’s job is not to force the product.
Their job is to ask the question that helps the customer tell the truth.
That takes reps.
Train it.
Practice it.
Hold the line.
If you want help getting your team to stop skipping the setup, that is a major part of what we train inside Ignite Agency Training.
Better every day,
Zach Sabin
Founder and CEO
Ignite Agency Training