Step 6 – Close with Confidence

🎯 Goal

By the end of this step, you'll confidently guide the member from your recommendation to a decision, handle hesitation or adjustments when needed, and close without overexplaining or talking yourself out of the sale. 

⭐ Success Principle 

Confidence comes from serving, not selling.

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🎥 Watch — WHY PEOPLE HESITATE & WHY YOUR CONFIDENCE MATTERS

Why this step matters: Learn why hesitation doesn't always mean no — and how your confidence helps you guide the family through the decision without pressure or overexplaining. 

▶️ WATCH: Why People Hesitate & Why Your Confidence Matters 

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📚 Learn

The AO Ascend Closing Flow

1. Follow the Close in Your Master Presentation Script
Present the Recommended Plan and continue directly into the close as written in your script.

2. Listen to Their Response
Once you've asked for the decision, stop talking and listen.

Their response tells you what to do next.

3. Identify What Needs to Change
If they don't move forward with the Recommended Plan, determine why before changing anything.

Is it:

• The budget?

• The amount of coverage?

• A question or concern that needs to be answered?

4. Down-Close When Needed
If the Recommended Plan doesn't fit, don't abandon the recommendation — adjust it.

Use your Down-Close Guide to determine what to adjust while keeping meaningful protection in place.

Your Basic Plan gives you a starting point when they need less, and your Premium Plan gives you a starting point when they want more.

5. Handle Hesitation
If there's a question or objection, don't panic or start throwing rebuttals at them.

Listen → Identify the actual concern → Address that concern → Return to the decision.

6. Re-Close
After answering the concern or making an adjustment, confidently return to the close.

Don't make the adjustment and then leave the decision hanging.

7. Confirm & Transition
Once they've chosen their protection, confirm what they're moving forward with and transition directly into completing the application.

⭐ THE RULE

Ask → Be Quiet → Identify → Adjust → Re-Close → Confirm → Apply

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📝  Study

Review the following resources before completing your closing roleplays.

Use these tools to learn how to adjust the recommendation and confidently respond when a member hesitates.

🔗 Open DOWN-CLOSE GUIDE

🔗 Open REBUTTAL CHEAT SHEET

Don't memorize every response word-for-word. Learn the reasoning behind the response so you can stay confident and conversational. 

🎥 WATCH: FULL PRESENTATIONS

You’ve learned each part of the presentation — now watch how it all comes together in a real appointment.

Watch the presentation recordings below and pay attention to the flow, transitions, tone, recommendations, objections, and close.

⚠️ Remember: Every appointment will be different. These recordings are not meant to be memorized word-for-word. Use them to hear what a complete presentation sounds like and how the conversation naturally moves from beginning to end.

▶️ FULL PRESENTATION #1

▶️ FULL PRESENTATION #2

▶️ FULL PRESENTATION #3- Referred Member

▶️ FULL PRESENTATION #4- Trouble getting on Zoom

💡 Coaching Tip: Don’t try to sound exactly like the agent in the recording. Learn the framework, understand the purpose behind each part, and then make it sound like YOU.

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⚡Practice — FULL MOCK PRESENTATION 

It's time to put everything you've learned together.

Schedule your Full Mock Presentation with your manager.

You are not expected to have everything mastered before your mock. Even if you don't feel ready yet — schedule it anyway.

The purpose of your mock is to help your manager see where you are, coach you through what needs improvement, and determine the fastest path to getting you into the field.

📅 Schedule Your Full Mock

Choose your manager below:

🔗 [Elisa Peiffer — SCHEDULE MOCK]

🔗 [Frances Brewer — SCHEDULE MOCK]

⭐ Don't wait until you feel ready. Schedule your mock and keep moving forward. 

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✅ Step Complete

Once you've completed your Full Mock Presentation and your manager has cleared you to move forward, Step 6 is complete. 

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💡 AO Ascend Coaching Tip

The close isn't where you become a salesperson — it's where you become the advisor.

You've already identified the need and made the recommendation. Now trust the process, ask for the decision, and let them answer.

Don't overexplain. Listen, adjust when needed, and confidently guide them forward.

Confidence comes from repetition — not perfection.