What separates a 3-app day from a 7-app day? Structure, professionalism, and confidence.In this episode, our guests Josh Manzano, and Chris Clark, break down exactly how top producers run appointments that convert. From building trust in the first 7 seconds to overcoming the most common new agent pitfalls, this episode is a masterclass in running clean, repeatable systems that lead to consistent sales.Timestamps:00:00 – Why “Here’s my license” is the wrong opener01:32 – How Josh & Chris open a high-trust appointment05:15 – Why most new agents practice on clients (and lose sales)09:00 – Building credibility through structure11:10 – The “Curiosity, Care, Candor” framework13:45 – What to say to set a clear agenda16:30 – What advanced agents look for during a fact-finder18:40 – The death of ego: stop trying to sell like a leaderboard monster21:15 – Why agents lose sales by over-explaining25:05 – How to involve the spouse (the real decision-maker)27:30 – Silence is a closing tool: The illusion of control🔗 📘 The 5 Voices by Jeremie Kubicek & Steve Cockram - https://www.amazon.com/Voices-Communicate-Effectively-Everyone-Lead/dp/1119111099Our Facebook: https://www.facebook.com/profile.php?id=100077592465120Our Insta: https://www.instagram.com/howtosellinsurancepod/