Puppy Dog Close

This close probably got its start back in the days when pet shop owners encouraged those parents,of the children who wanted the pet, to take it home and see how they liked the pet. You can probably figure out how this story ends if you’ve ever experienced this concept.

This close is obviously not applicable for every product or service, but when it is possible try the following:

If you are selling a service, offer a small trial service for free and if the customer likes your work, they then agree to hire you. Magazines use this type of offer most of the time when they are marketing to new subscribers. 

Anyone in the appliance industry can use this close also. You can offer the individual the floor model to take home, use it for a week, and if it doesn’t fit their needs, bring it back.  Of course, you’ll have a few individuals who won’t purchase, but I’ll put my money up that the majority will.

Tell your customers who can’t make up their minds to buy or not to buy, to try out your product for a week for free, and if they don’t like it then they can return it, no questions asked.  

Most people, once they “have” something in their possession, will feel that they own it and therefore want to keep it once the week is up.

This vaccine works like immunotherapy.

A pancreatic cancer diagnosis is typically grim, with just 13% of patients living for more than five years after being diagnosed. But new data from a clinical trial showed that seven out of 16 patients who were given personalized mRNA vaccines responded to the treatment—and are still alive six years later.

How it works: The vaccine works like immunotherapy. After cancerous tumors are surgically removed from an early-stage pancreatic cancer patient, they’re used to create a vaccine that trains the patient’s immune system to fight off lingering (or future) cancer cells. It’s the same mRNA technology that was used in the Covid vaccine, which studies estimate saved millions of lives:

Scientists warn that mRNA still needs to be studied more as a cancer treatment. A larger Phase 2 trial is in progress.

Earlier this month, Revolution Medicines also reported that a separate treatment, a pill called daraxonrasib, has nearly doubled a pancreatic cancer patient’s life expectancy compared with chemotherapy.

Despite doctors saying mRNA technology is safe, Health Secretary Robert F. Kennedy Jr. and other Trump administration officials have questioned the technology, and put research dollars in limbo. In February, the FDA said it wouldn’t review a new flu vaccine that used mRNA technology, but quickly reversed its decision following backlash.

The Testimonial Close

After you have collected all of your testimonials, put them in a binder, and when appropriate you can leaf through them to show a potential customer or a present customer who had the same hesitancy problem.

Let me give you an example:

Customer: “I’m not sure about how your company will service me. That’s the only thing that keeps me from purchasing your product.”

You:  “You know, Mike, most people feel the same way as you do and one of our customers in particular expressed that concern to me before he bought. But he found out that his concerns were never realized and in fact, he wrote us this letter thanking us for doing such a good job for him.”

This will reinforce the prospects’ purchasing decisions.

The Total Honesty Close

People actually DREAD having to deal with salespeople.  So why not be an advisor or counselor to them.  Spend a great deal of time finding out what they want to do and accomplish. Then show them how your product or service can fill their needs.  

Then do something that “no one” expects you to do, and tell them all the negatives about minor things that may mean your product isn’t the right one for them.

If you want to gain instant credibility with someone who is a potential client. Do this and watch all the sales pressure just melt away.  You are no longer a pushy, obnoxious, or greedy salesperson.  

You have become a confidant and trusted advisor to the prospect.  

Let me give you an example:

Suppose you came into my car dealership and wanted to buy a sports car. I ask you all the necessary questions to find out what you really want and the benefit you want to receive.

I have just qualified you for how much money you want to spend and how you will spend it. Then I show you a car and as we are driving around I mention a few reasons why you might NOT want to own this car.

What do you think might happen?

Look at it this way. If you are selling a great product or service, the negatives of what you are offering will probably be very small. Don’t keep them a secret, just tell your customers upfront about any negatives.

I’ve experienced this quite often. The negatives you tell them won’t make any difference in their buying decision.

Keep it simple, just be totally honest with your prospect and tell them everything they need to know to make the buying decision. If you do tell them a few reasons why they may not want to buy your product, you will probably get the sale and more importantly, you will get tons of referrals because your customer will TRUST you.

Another reason for being honest is that after you’ve asked the questions to find out how they want to benefit from the purchase, and after using the Total Honesty Close, besides creating a customer, you have led them into purchasing the product or service that they truly desire and will create a long term customer who will be coming back more often and purchasing more from you.

Nice "CPA" problem!!

Your CPA is a nice person.

They remember your kids' names.
They're pleasant on the phone.
They get your return filed on time.

But nice doesn't save you money.

I talk to business owners every week who say the same thing:

"My CPA is great. Really nice person."

Then I look at their return and find $30,000, $50,000, sometimes $100,000+ in missed opportunities.

Being nice and being strategic are two different things.

A nice CPA will file an accurate return based on what you give them.

A strategic tax advisor will save you thousands each year. 

You can have both. But you have to ask for it.

GMG helps business owners find deductions you didn't know existed, implement strategies you've never heard of, and structure your business to minimize taxes legally.

Want to find out what your nice CPA has been missing? Just answer 3 simple questions!

This Habit Keeps Agents Stuck at the Same Income.

When was the last time you did something that felt even a little uncomfortable?

Routines can feel safe…
But “safe” is often the silent reason production stays flat.

Your comfort zone protects you from risk—
But it also blocks bigger cases, stronger referrals, and the income jump you keep aiming for.

Everybody has a personal thermostat.
When something feels unfamiliar, you pull back.
But growth only happens when you push past that first moment of discomfort.

So here’s your challenge:

Do one thing this week that raises your “business temperature.”
Use a new script.
Try a different networking approach.
Ask for the referral you’ve been avoiding.

It only takes one stretch to shift momentum.

Pick ONE action you’ll do in the next 90 days.

Make it non-negotiable.

Start with this simple mindset shift, and you'll see the difference...

A philanthropic strategy for entrepreneurs.

This is a charitable advantage for business owners, but not the only one.

Did your CPA might tell you that if you donate appreciated stock instead of cash, you get a double tax benefit.

You deduct the full fair market value of the stock

You avoid paying capital gains tax on the appreciation

Suppose you have $50,000 in stock that you originally bought for $20,000.

If you sell it and donate the cash, you'll pay capital gains tax on the $30,000 gain — potentially $7,000+ in taxes — and then donate what's left.

But if you donate the stock directly, you skip the capital gains tax entirely while deducting the full $50,000.

Yep, the same donation to the charity and thousands more in your pocket.

Has anyone walked you through all the local, county, state and federal programs available for your U.S. business?

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