1. Overcoming Objections
Freedom Lives Here!

2. Overview of Overcoming Objections
Before you are hit with an objection, you are telling.
After the objection, you are selling
Example:
Telling = presentation
Objection: “Where can I get a higher rate of return today?”

3. Overview of Overcoming Objections
After the objection, you are selling.
Selling = “Well, you’re not going to get 10% today, however, equity mutual funds over the last 30+ years have averaged 10-12%. If I could show you how to get a better rate of return, would that interest you?”

4. Overview of Overcoming Objections
Objections are the steps to the sale. If they don’t object, challenge or fight, most often they won’t buy.
If the client doesn’t object, it implies the client is not interested in your product
If the client does object, it shows the client is paying attention and is interested in your product

5. Overview of Overcoming Objections
Objections define a client’s main areas of interest and give you the feedback you need to structure your strategy toward the final close.
Example:
If a client keeps objecting about income opportunity, you know their main interest lies within the business opportunity

6. Overview of Overcoming Objections
Objections are nothing more than a request for more information.
Our job is to help a client obtain the facts to make a decision that improves their financial situation.

7. Overview of Overcoming Objections
Example:
If a client’s main concern is they think they only need life insurance at an elderly age, our job is to educate the client on the ability to save towards their FIN #, at which point, they are self-insured.

8. Overview of Overcoming Objections
Some people have a tough time making changes. We need to make them feel good about making a change that’s good for them.

9. Overview of Overcoming Objections
Example:
Client: “But my agent is a close friend of mine.”
You: “I’m sure your agent would have your family’s best interest in mind and would want you to have the right protection in place for your family, right?”

10. Overview of Overcoming Objections
It’s human nature to procrastinate.
However, it’s not wise to procrastinate and keep a cash value insurance policy or a low interest savings account.

11. Overview of Overcoming Objections
Our job is to help support the client in taking action and making a decision in the best interest of their family.

12. Overview of Overcoming Objections
You must qualify to isolate conditions versus objections.
A condition is a valid reason for not going ahead.
Commit to accepting only two: no money or poor health.

13. Overview of Overcoming Objections
You must qualify to isolate conditions versus objections.
An objection is an invalid condition used as a defense mechanism to slow down the buying pace or stall a final decision.

14. Overview of Overcoming Objections
Treat a condition like an objection. If it doesn’t break down, go for referrals.
Example:
Client: “I don’t have $99.”
Ask questions to determine if the lack of money is actually a condition or the recruit doesn’t yet see the value in what we do (objection).

15. Overview of Overcoming Objections
When isolating the objection never argue or fight.
Do ask the right questions to lead the client to answer their own objections.

16. Learn the 3 Types of Questions
Porcupine
Answering a question with a question
e.g., How much time does it take?
How much time can you invest?
Tie Down
Asking a question that requires the client to agree
e.g., “I’m guessing that if I could help you get out of debt faster that would be something that would interest you?”

17. Learn the 3 Types of Questions
Alternative Choice
Giving more than one option to choose from
e.g., “ When can we get together? I have Wednesday or would Tuesday be better?”

18. Steps to Overcoming the Final Objection
Hear Them Out
Develop the discipline of waiting until you’re sure you’re hearing the real area of concern.
(Don’t interrupt them.) You have two ears and one mouth for a reason.
Always try to bypass the concern until the end of your presentation.

19. Steps to Overcoming the Final Objection
Hear Them Out
Example:
John: “Why would you buy term insurance, when you can buy cash value and get your money back?”
You: “That’s a great question John, and with your permission, can I note that as an area of concern and cover it at the end of my presentation? Would that be okay?”
Remember: If they bring the same concern up twice, it’s real and must be handled immediately.

20. Steps to Overcoming the Final Objection
2. Feed it back
Restate their concern in the form of a question thus making them elaborate, explain, defend, and clarify their concern.

21. Steps to Overcoming the Final Objection
2. Feed it back
Example:
If bypassing the concern doesn’t work, feed their concern back to them
You: “So, John, you are concerned with why we teach you to buy term insurance, and invest the difference instead of buying a cash value policy, is that correct?”

22. Steps to Overcoming the Final Objection
3. Question the Importance
Ask them how important this area of concern really is.
Example:
You: “John, is this area of concern really critical in arriving at your final decision?”

23. Steps to Overcoming the Final Objection
4. Answer the Concern
Now you must choose from your menu of concern-handling and closing strategies which one is most applicable at this point.

24. Steps to Overcoming the Final Objection
4. Answer the Concern
Example:
You: “Well John, it’s quite simple. By buying term insurance for pennies on the dollar, compared to cash value, we can get you far more coverage for less money, and invest the difference in an account with a higher rate of return; that way, you have more money at retirement, which is what you want, right John?”

25. Steps to Overcoming the Final Objection
5. Confirm the Answer
After you answer the concern, you must always confirm the fact you have answered the concern or the buyer will bring it up again later.
Example:
You: “Now that settles that concern, doesn’t it?”

26. Steps to Overcoming the Final Objection
6. Change Gears
You must now mentally take them elsewhere by using the mind neutralizing words for changing to a new subject.
Example:
You: “By the way, have you ever heard the term Financial Independence Number?”
“Great! I look forward to teaching you more about that.”
“Now John, families need and want our help…”

27. Overcoming Objections
Freedom Lives Here!

28. Is This a Pyramid?
What’s a pyramid? WFA. (Someone on top makes all the money) Can I ask you question, where do you work now? WFA.
In the company you work for now, do you have a manager? Does he have someone above him?
Who makes more, you, or the guy at the top?
What is your opportunity to have this position?
What does that look like to you (NAME)?
Doesn’t it make sense to work for a company that doesn’t put any restrictions on your income potential?

29. I’m Not a Salesperson What is it about sales that you don’t like? WFA.
Have you ever had an experience where you bought something and really enjoyed the transaction?
Was that person pushy?
If I could show you how to be successful educating families so they would feel good about you, can you think of any reason you wouldn’t go ahead with that?
Great, let’s get started.

30. I Don’t Have The $99
(NAME) is it that you don’t have the $99 or is it that you don’t see the value of what you’d be doing for families? WFA.
Let me ask you a question, if I told you that outside, I have a brand new BMW M5 and I would sell it to you for exactly $99, but you had to have the money today, would you be able to come up with it? WFA.
So what you’re really telling me is that you don’t see yourself being successful helping families? Who could we go see right now so I can turn this into reality, instead of theory?

31. I Don’t Have the Time. What are your time commitments right now? WFA.
(I work). How many hours a day do you work? WFA.
Great, that means, you really have 6 to 9 Monday through Friday free. (Softball, church stuff, family).
So out of the things you just mentioned, which is more important than you reaching your goals and dreams?
With your credibility and my know-how, it will be impossible to fail.

32. I Don’t Think I Can Do It
What do you do now (NAME)? That’s great, when you started doing that, did you just know how to do it or were you trained? WFA
Would you say you’re better now or when you first started? WFA
How long did it take for you to learn the ropes? I’m guessing you had someone teaching you, or mentoring you? WFA.
So If I spent time teaching and educating you on exactly what it is we do, can you think of any reason you wouldn’t want to get started?
With your credibility and my experience, your going to be nothing but successful.

33. Life Insurance Objections
Freedom Lives Here!

34. “I JUST DON’T SEE THE NEED FOR LIFE INSURANCE”
“I understand that nobody likes to invest in something they don’t think they need. But let me ask you a question. If I had a toaster that popped up $3,000 a month - every month, would you insure that toaster in case it breaks?” WFA
“Even if it cost you $500 month to insure the toaster, would you still do it?” WFA

35. “I JUST DON’T SEE THE NEED FOR LIFE INSURANCE”
Guess who acts as the toaster in your household? WFA
“So if you can insure your income like you would insure the toaster for a lot less than $500 month, wouldn’t it make financial sense to see if we could do that?” WFA
“Great, so we’ll see if we can get you medically qualified for the coverage”

36. “We have some other things we need to take care of first, like health insurance”
“I understand, all of those other things are important to your family. However, what actually pays for those things like health insurance?” WFA (My income)
“So what would you say is more important to protect “those other things” or your income, which actually pays for those other things?” WFA (“My income”)

37. “We have some other things we need to take care of first, like health insurance”
“So if we can put together an affordable plan that protects your income, so you can provide those things for your family no matter what happens, will you implement it?” WFA (sure)
“ Great, lets see if we can get you qualified for the coverage”

38. “My agent is a close friend or family member”
“I’m sure you would never do anything to hurt your relationship with your friend or family member would you?” WFA
“What's more important to you your relationship with your friend/ family member or your Spouse & Kids?” WFA
“Great, so if we could do a better job for your family, wouldn’t it make the most financial sense to take advantage of it?” WFA

39. “My agent is a close friend or family member”
“ Great, and if your current agent really loves and cares about your family, wouldn’t he/she want you to do what’s truly best for your family?” WFA
“Great, so let me see if we can improve your current situation, and if we can we'll see if we can get you qualified for the coverage. Okay?”

40. DR. PHIL CLOSE/ bills more than income
Can I teach you something real quick? WFA
Have you guys ever seen DR. Phil on T.V. before or at least know who he is? WFA
Great, The reason I ask is I want to be Dr. Phil for a second, is that okay?
When I walked into your house, I noticed a few things. I notice you have cable satellite T.V. is that right? I also noticed as I went through your FNA that you have Auto/ Health insurance as well. Is that correct? \

41. DR. PHIL CLOSE/ bills more than income
So let me ask you John & Mary, which one of those things is more important than protecting your family? WFA
So my question to you John & Mary, is why do you have all of “those things” but you don’t have protection for your family? WFA (no one ever taught us) Great I’m going to ask some medical questions.

42. Freedom Lives Here!