05/28/2026
We have been having a conversation with our agents about closing, and we are not done yet.
Last week, Dr. Michelle M. Umbower broke it down in a way that a lot of people connected with.
This week, Joerdyn Cooper, who just locked in a huge policy last week, said something that stuck with us.
"I've learned that reiterating what it does for them, and asking what's causing them to think twice, helps move things forward. I'm still definitely learning to secure those closes better each and every appointment."
That last part.
Still learning to secure those closes better each and every appointment. That is the work.
That is what separates agents who grow from agents who plateau.
One thing that has helped a lot of agents in that exact moment: when a client stalls, stop selling the product and start asking about the delay.
Try asking "๐ช๐ต๐ฎ๐ ๐๐ผ๐๐น๐ฑ ๐ป๐ฒ๐ฒ๐ฑ ๐๐ผ ๐ฏ๐ฒ ๐๐ฟ๐๐ฒ ๐ณ๐ผ๐ฟ ๐๐ต๐ถ๐ ๐๐ผ ๐ณ๐ฒ๐ฒ๐น ๐น๐ถ๐ธ๐ฒ ๐๐ต๐ฒ ๐ฟ๐ถ๐ด๐ต๐ ๐ฑ๐ฒ๐ฐ๐ถ๐๐ถ๐ผ๐ป?"
That question does something most closing techniques do not.
It removes the pressure, it shows the client you are not just trying to get a signature, and it forces them to articulate what is actually holding them back.
Once you know what that is, you are no longer guessing. You are having a real conversation about a real objection, and that is where the close actually lives.
What about you?
What conversations are your agents having around closing?
What changed the game for you?
Drop it in the comments.
