1. Closing I Notice: This training material, including all handouts, video, written documentation and verbally--provided training, are considered confidential proprietary and trade secret information. No reproduction, video, audio or other recordings or disclosure of this information may occur without the express written consent of the home office of Bankers Life and Casualty Company, Bankers Conseco Life Insurance Company and Colonial Penn Life Insurance Company.

2. Closing I Objectives At the end of this session, you will be able to:  Describe the importance of knowing and using multiple closes  Identify key actions that will enhance closing skills  Determine appropriate closing options using information gathered from a completed Fact Finder

3. Bob Birty’s Keys to Effective Closing  Build trust early  Uncover prospect’s needs  Confirm prospect understands the need and is willing to hear solutions  Bring prospect along in the interview process  Be prepared to answer common objections throughout the interview process

4. Closing Strategies Activity 1.Facilitator will create groups and assign a group number 2.Take 15 minutes to read your groups completed Fact Finder in your Participant Guide and discuss possible closing strategies:  Group 1—pages 4-7  Group 2—pages 8-11  Group 3—pages 12-15  Group 4—pages 16-19 3.Take notes on page 20 of your Participant Guide on the closing strategies your group selects and why 4.Each group will have 5 minutes to present their selections  The rest of the class will follow along with each group’s completed Fact Finder and provide feedback and other options