How to Handle "Just send me the information" Objection | BEST OF 7FAS Podcast | Ep. 266

On this week's episode, we're going to talk about. Just send me the information.

Hello, everyone. Welcome back to this week's episode. I am Chad Owen, the annuity sales coach host with the most. I guess you're going to be the most today. Yeah, we'll just leave it at that. Owner of retirement realize financial, of course, if you want to become contracted with us. And we're getting a little more bold with this now because we're having a lot of agents saying we're making a big difference in their business, and that's super important to me. I want to make sure that we help people live a freedom lifestyle while helping others live a freedom lifestyle. And of course, if you want to stay with your current IMO and you just want to have some training, we have Retirement Realized Agents Academy, so both those can help you, so.

Objection. DJ yeah, just send me the information.

Now.

This is funny though, Chad, because this is actually a nod back to the very first episode. We did the same. The same episode. And I want to see just even from episode one to now. This would be actually episode 210 podcast. Yeah.

That means I'm four years, ten weeks older.

That's four years worth of.

So it's been. It's been a long run. It's been fun. The little bit that I've been here because you for a while without me, but yeah.

How long have you been doing podcasts with me? About a year, probably. A year. Yeah.

Ish.

And I'm still alive. No, wait, let me repeat some phrase that you're still alive.

So they weren't worried about that.

Oh, I'm sorry. I'm a little bit distracted because I just had one of my agents try the Carolina Reaper challenge with the Peanut. Peanut challenge, and he's never not been able to get through a challenge. He got halfway through and I still hear him out there paying the price for it. So it's like, don't tell me I can't stop you from doing something through a challenge. I'll figure out a way this brain can be evil. That, like I said, pinky in the brain. There you go. Dangerous. Yeah, the brain can be evil.

So just send me the information. I do want to add a little bit of a, like a disclaimer here because I think sometimes. And you can get this objection regardless of the type of lead or how you're marketing. Like, you get this, you know, with the radio.

Oh, yeah, it doesn't matter. The lead source. It does not matter.

You get it within.

Always get this. Absolutely Seminars. This is a very common objection.

It is.

It's probably the number one biggest objection.

Yeah. At least on the phone.

Yeah.

Right. I mean, when you're making the calls.

Yeah. Because if you're in an appointment, you have the information. You wouldn't be sending them information if you're sitting in front of them.

Exactly.

So sometimes your wisdom is just so deep.

The trick is to be able to say simple things in a complex way.

You didn't. You didn't succeed there.

But I think that the mindset that the agent takes into this objection is paramount. It's huge. If you go into it, you hear that objection, and now all of a sudden you think, oh, these are just tire kickers. Rather than, oh, wait, this person actually is interested in the information.

That's exactly how I look at it. Yeah. No, I mean, if they're saying, just send me the information, I do question sometimes how serious you are. Because if I give someone an opportunity to meet face to face. Vers just read in a book, if I'm really serious about something, I'm not having them send me information.

Yeah, it's true.

I mean, I use this example. What information do you want me to sell you? Well, what you're talking about on the radio show or the seminar or the Internet, it's like, okay, so which of the 200 different companies do you want? Which product? What's the purpose? What's the reason behind the money? I mean, it goes into so many things. And it's not that I don't. It would be so much easier to just send someone the information. Right. But I don't want to sit there and send people information that doesn't apply to their current situation.

Right.

And so it takes a lot more time to meet with people than it does to send information. But I'm looking at going, what is the purpose of the money? And that helps me determine what information they need. And often that's right in the appointment.

Right.

Just last week, I had to re. Change the pattern of what I was doing, switch the. The concept, because they told me is one way. I went and met with them, found out they had a lot more money. Which the week before that I found out someone. They didn't even remotely. It was very tied up and they already had some annuities and the surrender fees were high. So, I mean, I just said, I'm sorry, I can't help you in this situation. You know, I'm not replacing these because the surrender fees were high, the income value was high. But even with a Bonus. It just wouldn't have been better for them. So when I'm sending the information often is right there, right in the middle of it. You know, if I have a serious thing and I. And I'll tell someone why I just want the book. I never am going to call a doctor if I have a lump on my neck and say hey, send me brochures on all lumps. You know about.

Right.

I've done that before on the Internet. As far as some sort of ailment I thought I had within the first two links I clicked on. I should have been dead.

Yeah.

I mean that's the reality.

Do you, do you find that that just send me the information Objection. Tends to come up more frequently after you've already talked to them about a face to face appointment. No, it comes up before that.

Before.

Okay.

And rightfully so. Because a lot of times people when they are on the phone they sound like telemarketers.

Right.

Versus I mean you can get that response just by sounding like a telemarketer.

It's true.

But if you sit there and they can tell you genuinely care and you're genuinely concerned about their situation and you love which. How do you know when somebody really loves doing they're passionate? It's by the enthusiasm and their voice.

Right.

When you're. It's so hard. I don't really know if you could ever fake passion, you know, enthusiasm.

It is hard.

It is. I don't know if you could do it. I mean you look at some of the way some people sell and you could go, well they sounded really excited about it. That's when it sounds like an infomercial, Right. I mean just watch, stay up at 1 o', clock, 2 o' clock in the morning sometime and watch some of these infomercials. They're not passionate about what they do. Right? That's true. Yeah.

So if then if the objection is coming up before you actually even position the face to face appointment and they're asking for you to send them the information. I guess, I mean it would be a good mentality to just go ahead and assume they are actually interested. Because if you assume they're just kicking tires and just looking for a way out, the response you take is probably going to be through that lens. Now your response is not going to probably be a good one to actually get the appointment. It's probably going to come across more combative, whatever. But I do like the way that you tend to handle that initially because isn't one of the first things you Say like, well, what information do you want? Yeah, right.

I mean, it's. It's really. You reached out to me. You have some questions. What can I answer for you?

Sure.

I mean, even that statement right there is really hard to just say, well, just send me the information. Just asked you what questions can I answer for you?

Yeah, but they don't say after that. They don't say, hey, can you just send me the information on the Internet or the information I heard on the radio?

Really very rare.

So they go into their. Whatever they have to talk about.

I'll just say, what questions do you have for me? And, oh, you know, I was kind of curious. I heard about this. How does it work? What is it? And I will tell people right away, what's an indexed annuity? And there's so many times people hesitate on telling what they're even talking about or which I don't know. I heard it's illegal. I've never really checked into it, but you're not allowed to not tell someone what you're talking about.

Interesting.

And I don't know why you'd want to anyway. Right. Are you proud of what you're doing?

Right.

You know, if you are, then you're going to be happy to talk about it. I'm not going to sit there and go, hey, how'd you say that? Guy from Drowning Man? I don't know. You know, I just was standing by the water and I saw them kind of drowning. And, you know, I thought, what could I possibly be? I go, no, there's a life preserver right there. I saw that. I saw them drowning. They were in trouble. I threw it to them and they grabbed right onto it. It was so cool. Because then they stopped drowning.

Right.

You know, you're not going to beat around the bush. And to me, indexed annuities and indexed annuities with income riders are fixed annuities. They are financial life preservers. They give you something to stay afloat. You can't sync with those.

Right.

And so when I'm doing, I'm not embarrassed to say them say what it is. I'm not embarrassed to share what I'm talking about. I'll do it.

Yeah, I think. I think sometimes agents get afraid of the perception, and they let their fear of their client's perception as soon as they use the word annuity to deter them from using the word. But then what happens is they keep that in the dark. And then when that comes out, the clients feel like, oh, they've been trying to hide this so the very thing that they're trying to prevent is the actual thing that they create when they try to keep that idea of it's an annuity in the dark.

But, you know, I also look at too, is why I don't like an annuity with high fees. Well, or they say, I'm sorry, they'll say something along lines, oh, all annuities have high fees. No, that's only one out of nine. You know, the variable annuity. The variable annuity with an income rider averages between 3.25 and 4.25% fees. That's just a fact. And so when you look at that, there's nine different types of annuities. And people always ask me that, nine different types. I have agents even ask me that, nine different types. Now, technically, there's, There's a. If you really went to the nuts and bolts, there's an immediate and a deferred. Those are the two major type of annuities. Or you can even, some people even say a fixed and a variable. But there's the fixed, the variable, the immediate, the index, the, the qlac, the Charitable Remainder Trust, the. I mean, the street deferred. There's so many different types. The hybrid, the rila. I mean, there's so many different types of annuities out there. And so when I look at this, and there's more than nine, but there's very few recognized. There's four basic. You have your immediate, your variable, your indexed, and your fixed. Those are the four that most people are going to know about. And when you start talking about your charitable Remainder trust and all those others, those aren't used that often. Right. But when I'm helping someone, I need to meet with them face to face, and I need to make sure we're going over the scenario. Now, face to face can also be through Zoom. You know, I have some clients that reach out to me. I have an agent that's really, really good at the face to face. If I have a lead or, excuse me, a face to face via Zoom, their zoom calls or their, what do you call the, the vert, like the virtual, like when you use your iPhone. The FaceTime. Yeah, they'll use FaceTime. God, I just sounded really old there. I know what FaceTime is and I know use it. Okay? But this is, as my wife says, when I can't think of something, she says, your hard drive's full, it's time to empty that out. How do I empty it out? I go on vacation. Which, when you get this I think I'm actually going to be on vacation, Right. Yes, I think so.

By the time this podcast comes out.

I'll be in Alaska, sitting by river fishing, hoping to cook my wife some dinner and beat my chest and go, I provided food for you, so.

And then fighting off the bear.

Yeah. At the same time, you do that. And let me know how that goes, because I'm envisioning a major eye roll.

Oh, absolutely. But that makes it more effective. The bigger the eye roll, the better. So. So if.

Let's just role play this real quick for the sake of getting the script that you would use. Chad, will you just send me the information?

Which information do you want?

Well, the information you said on the radio show or I saw it on the website.

Yeah, but it always says customize. So what I'm trying to do is figure out what your situation is, what the purpose of the money isn't that important.

Yeah.

I mean, you need to know what you want it to do, right?

Yeah.

Okay. So that's what I'm here to do, is make sure I get you the right information. So what I do, I come out there, meet with you, I explain how the products work. I bring you the kit in the book from the radio show or the website, and then I go over that information with you. Depend on which product I pick. I leave you that information, the illustration, the product brochures, my kit, my book, and then you take care of it, you read it, and you do your own due diligence. And then if we meet again, then we can go for questions.

I like it. And what I like about it is the way you handle it right out of the gate is, what information? Like, what information do you want? What information are you talking about? Because it sounds like. Psychologically, it sounds to me like you're actually trying to meet the request that I made. But then you. I say whatever it is, and you're like, well, the. Realistically, there's, you know, all these different insurance companies, and each insurance company has all these different products, and there's all these different indexes, and there's so, so many different things we could send out. But I'm going to do you one better. I'm going to actually come out, I'm going to meet with you, I'm going to bring things that are customized to your situation once I get some information, and then leave it with you.

And people appreciate that. If you sound like a professional, right? If you sound like an infomercial guy or a telemarketer, they're not Going to be wanting to meet with you. And if you sound confident, you don't go, but, well, oh, man, this is really hot today, man. Oh, I hear a dog in the. Barking in the back. Barking the back. What kind of dog do you got? I mean, all sorts of things I've heard. Just don't waste people's time. Be the expert. It's like the doctor. Now, I'm all for getting to know a client, but I'm not getting to know a client for the sake of the sale.

Right.

I'm presenting the information and then I'll get to know them through that. But people don't want to be your friend for the most part. If you're just sitting there and you're going to their house and you're explaining things, they're not interested in a friendship. They want you to be a professional. Now, I have a lot of clients over the years, especially once the market starts to tank and they're protecting their money or they're living off their income. They are over the top, happy and they're super friendly.

Yeah. Well, I want to add one thing because that's. Wow. That is one objection. That is one objection that we covered here. And there are, as you know, any listener would know, dozens and dozens and dozens of objections. So I actually went into the academy, retirement, realized agents academy. And I tallied up. We have over 44 hours of objection handling training in the academy. So if you like Chad's objection handling, you should definitely go check that out. Rragentsacademy.com and if you're dealing with phone, phone objection issues, there's a document on that website as well that you can Download. It's called 21 phone objections you just said.

But see, we lost them all.

You know, I got distracted.

Go to the website. We have 25 of the most common objections and we have a whole bunch of others. We have four hours of uninterrupted scripting to help improve the objective. That's what I'm doing.

Oh, yeah.

I'm doing a telemarketing. I'm showing them what it is. Oh, okay. What the telemarketing voice is. Because like you said, you just don't want to be that guy.

Yeah.

And I've helped so many agents through phone scripts, and that's the one thing that will turn. Do not ask them. You'll turn your client off immediately and they'll hang up on you. But if you sound professional, you don't do. But. And you know, you're. They know you're excited about what you're doing and being able to help them. Them. They'll stay on with you and they'll get the information, you'll be able to help them get the information they need. Love it. So well, welcome to the 200th and 10th episode that we've done. Thank you so much for being with us that long. And sometimes it's harder to be there longer with people. Sometimes. You know, the first, what, three years, it was great. But the last year has been a challenge. I get it. It's okay. Okay. We'll talk to you soon. Of course. You guys have a great day, and happy selling.