The 4 Yeses

Day 4

35m200 XP

The 4 Yeses Technique

The 4 Yeses is the backbone of every successful call. Get these confirmations in order, smooth, no pauses: Yes 1 — Phone: Confirm the phone number for underwriters to reach them Yes 2 — Address: Verify the address to send the policy Yes 3 — Beneficiary: Confirm primary and secondary beneficiary Yes 4 — Citizen: Confirm US citizenship -> Then immediately: “and what's your social?” The key: each “yes” builds micro-commitment. By the time you ask for the Social Security number, they've already said yes 4 times. The momentum carries them through. Platform principle: Getting the 4 yeses, the social, and the bank account are each so critical they deserve their own dedicated sections. Master each one individually.

The 4 Yeses — Word-for-Word Script

The exact script — must be delivered as ONE continuous sentence:

“Okay Miss Susie, I'm just going to confirm a few things. The first thing is my underwriters are going to be reaching out to the phone number of 555-555-5555, and we're going to be sending this policy out to 123 Main Street, and when you do pass this money is going to be going to Jerry your husband, if anything happens to Jerry this money will be going to Susie your sister, and you are a US citizen correct Susie — I know I have to ask — and what's your social?”

Key delivery requirements:
- Must be smooth, confident, no pauses
- One continuous sentence flowing into the social security ask
- Same every time — don't improvise
- The momentum of 4 consecutive “yeses” makes the 5th “yes” (social) feel natural

The Flow — No Pauses

Breaking it down:

“I have you as [first/last name], is that correct?” -> YES #1

“Perfect, now I have you at [address/city], is that correct?” -> YES #2

“And your beneficiary — the person who would receive the benefit — that's [beneficiary name], correct? And if anything happens to them, it goes to [secondary beneficiary]?” -> YES #3

“Great. And you are a US citizen, correct? I know I have to ask —” -> YES #4

“— and what's your social?”

-> Immediately transition to qualifying questions. Don't pause. Don't give them time to reconsider. The momentum carries them through.

KEY: Smooth, conversational, no gaps. Each confirmation feels natural — you're just “verifying details.” By #4, they're committed.

Non-Citizen Exception

What if they say "I'm not a US citizen"? Don't panic. Don't end the call. The sale is NOT dead. Non-legal citizens can still be sold up to $50,000 of holdings. What they need: - ID, green card, or equivalent documentation - Social Security number is NOT required Your response: “No problem at all — do you have your ID or green card available? We can absolutely still get you covered.” This is advanced knowledge that’s NOT in standard training materials. Knowing this gives you an edge that most new agents don’t have.

Practice Drill Instructions

This drill should be run 5+ times until perfect: 1. Practice the exact 4 Yeses script with different names/addresses/beneficiaries 2. Time yourself — the entire sequence should take 15-20 seconds max 3. Record yourself and listen back — any pauses? Any hesitation? 4. Practice transitioning directly into “and what's your social?” — no gap Common mistakes: • Pausing between confirmations (kills the momentum) • Asking “do you have any questions?” before the social ask • Sounding robotic instead of conversational • Forgetting the secondary beneficiary

Practice & Test

Scenario

You've completed the presentation. The prospect agreed to the coverage. Now you're starting the e-app.

“Okay, I'm ready to move forward.”

How do you respond?

Fill in the Script

The 4 Yeses — Complete the Script

Fill in the exact words for each Yes

Okay Miss Susie, I'm just going to confirm a few things. The first thing is my underwriters are going to be reaching out to the of 555-555-5555, and we're going to be sending this policy out to , and when you do pass this money is going to be going to , and you are a correct Susie — and what's your ?

Put in Order

Put the 4 Yeses in the correct order

1Confirm beneficiary

2Confirm phone number

3Ask for Social Security number

4Confirm US citizenship

5Confirm mailing address

Drag to reorder, or tap two items to swap

How confident do you feel about this material?