LIVE: How a $100K/mo Closer HANDLES Money Objections in Real Time

If you're someone who's wondering how to handle things like money, objection. And partner objections in this video, myself, a seven figure earning sales rep, and Kaden Santos, another seven figure earning sales rep in a completely different industry go through and we role play with each other how we handle things like intra call objections, end of call objections. We go through it step by step, script it out and explain the exact.

Process that we do.

So if you like this kind of content and if you like subscribe, hit that notification bell and all that kind of good stuff and we'll see you in the video.

All right. Hey guys, welcome to the episode. It's myself and Cadence today and we're going to be doing some more role play backed by popular demand. Right. So kind of go back and forth. We're going to be going over mainly like objections and then I guess you know, because we deal with them in slightly different ways but we both have formulas and like, you know, what to do when stuff like that. So yeah, walk me through what's your thought process when you're handling objections.

Step one, tie off value. And so when I, when I'm tying off the value, I'm pretty much always going to drive that back to money. It's always money. And so I'm going to.

Always money.

It's always money. And it depends if I'm coaching it or if I'm doing it myself. Because if I do it myself, I usually will ask an open ended question and then paraphrase that back to money. If I'm coaching it though, we'll just get straight into it and say something like, yeah, not a problem, Completely understand. Before you do, before you go talk to your partner, you know, money aside or whatever it is, do you still feel like this would work for you? Yeah. So just extra step, if I'm doing it myself versus catching somebody else to do it, tie off the value, tie off the money. You know, anchor after that question. So do you still feel like this would work for you? They should always say yes. If they say no, you have done something horribly wrong. And everything that I'm about to say will not work. Pack your lunch.

Yeah, just add the call. Yeah. No, not really. Okay. Okay.

Yeah, you messed up the whole thing.

Yeah, exactly.

So tie that down. Why though? You know, get them to, to mention the thing that they see is the most important if they, sometimes they will mention something that is kind of stupid right there.

Right.

And so, you know, if that happens, then it's just like, yep, for sure. And another important thing here is this, what are your thoughts about that? And, and so driving them back to.

Whatever is just again, keeping their guardrails on. Right. Just batting them around, keeping it on track.

And then from there we just have to decipher, is it logistical or is it fear? So what I do, I actually got it from Will. Will Hongsen.

Willard Hongson.

Yes. This is a good one. And it just helps. It's super simple. I just say, okay, yeah, that makes a lot of sense. It sounds like, you know, it will work. It's just a matter of like figuring out the money, figuring out how we can cover it. They say, yes. Okay, so is it more so. And you have to start with this one first. Is it more so one of those things where it's like, I wasn't planning on this. Like, I have the money, like, I can put it on a credit card or I could, you know, I could get creative. Like, I could pay for it, but I wasn't planning on it. So it could put me in like a little bit of a pickle and I'll be real quiet for a second or, and a lot of times I'll just bite right there. That's why that one has to come first because now they just said, I have the money. Right. Or, and if they, they're still silent. Or is it one of those things where it's like, I want to do it, I know I need to do it. Like, I know I need to make this happen. Like, I just, I just don't have the money and I don't know how I'm going to come up with it.

I like that. Yeah. Especially for insurance because, you know, they're, you know, it's a good thing to have and it's a tangible product. It's not like it's selling air. Right. You know, sound like information or anything like that. There's a real tangible thing and especially, you know, in say, final expense life insurance, things like that. It's like, no, no, I want to figure out a way to have that.

Yeah.

You know, so I, I, I like that. Now let me ask you, what, what happens if someone's like, what, what would you do if, if you're, you know, you say, like, money aside, do you feel like, you know, this could work for you, whatever, and someone's like, I.

Guess, okay, what are, what are the, the things that make you say that? Like, what, what are the things that you're saying that you feel like would help you?

Perfect. Yeah. So, like, I think some people there will go, oh, you don't sound sure now. You can do that. But it's kind of like a ninja move. And you really want to know what you're doing.

You better be ready.

I, I find, like, I don't. I, I will sometimes do that, but it's pretty rare, you know, I mean, usually if it's like 1% positive, I'm just trying to get it to, you know, 51% positive, you know, just by getting double down. Oh, like, why do you feel that way? Because they said yes. Essentially, the only things are yes or no. And, and if, if it's any gradient of yes, I'm, I'm like, sweet. Why do you feel that way? Why are you so passionate about it?

Right. I, I will sometimes, if they say something like that, lessen the negative side of it. So I'll say something like, no, I get you. I get what you're saying, man. It's like, yes, it all sounds good, but at the same time, it's like, until we get started, we don't really know. And so it's like, I guess, but the proof is in the pudding. So I, I hear what you're saying. What, what makes you feel like it could, though? Like, like what, what are the positive things that. And so I just lessen it at the same time. Before going into that question.

Yeah. And I think, important thing to remember, people who are watching this is like, Is like, it's not designed to solve every money. Objection.

It's not designed.

It's just a. What you want is a process that puts you in a good position for most people because. And you can't make people buy stuff that don't have the money. Really what you're turning is the no's or no's. It's the maybes. Don't ruin the yeses. Most sales reps ruin the S's. I think they just don't know how to handle basic logistical money concerns.

Yep.

And they, they don't just walk them through a process where they can get them, you know. Yeah. So now with insurance, obviously, you know, what are you, you're, you're starting with your, like, your philosophy on pitching. You're not going to pitch your, your lowest possible thing available. And you might not be the highest, but like, so because you, like, you know, I think we share the same philosophy. It's easier to roll a ball down a hill. So, like, whether it's high ticket or software, whatever, like, I'm going to pitch the most expensive version of what I have. Whether it's. If there's a payment plan. I'll pitch that price point instead of like the paid in full price point, because then I can break it up. Like if it's one payment of 10,000, two payment, or if it's a five pay, it's 15 grand. Like, I'm just gonna say it's $15,000. That way I can break it up over the course of those payments and it doesn't get more expensive. And then they don't feel like they're paying a penalty, you know, because the only price.

Yeah.

And then, and then if they do end up paying in full, I can go, okay, perfect. $15,000. Oh, did I mention there's a paid in full discount? No. Ah, fantastic. Well, you know, you know, congrats to you. You just saved five grand. Right. So now they're like super happy. And now you're the good guy now. Yeah. So, like, it's a, it's an absolute win win. Like there's no downside to that, you know, like, take those kind of wins when you can. It's also another reason why I believe you shouldn't, like, just not with insurance, but with like high ticket and fitness and all that kind of stuff. And even software is leaving some things out of your pitch that they get, you know, and you can do that for insurance as well. Like, let's say you're someone who sends out, you know, little gifts or whatever for all your clients.

Yep.

You know, like, don't tell them that. Just do it. And that way, like, when they get it, it's a, It's a. Just a nice to have, you know, I remember I had a client and they were on dialer and. And they were like. I sent them a screenshot because they're a big client. And so I order headshot. I was like, oh, your pickup rate's 18 or whatever. And they said, oh, man. Like, it'd be great if you could have the contact rate per lead on that dashboard. They're like, could you do that now? It's already there. Just drop down, Right? It's just on the exact. It's just. I was like, yes, we can do that.

Yep.

Right, Let me just rearrange it for you. And they were like, oh, legend. And then I just sent them a screenshot like two hours later. I was like, here's where the contact per lead is. Just the drop down. They were like, amazing, incredible. Thank you so much.

There we go. Gotta look good.

You're welcome.

I can apply that to insurance a little bit. Not, not that specific thing. But like, in your example, where you're pitching the financing price and then you come in as the good guy in insurance, what that looks like is, if I have somebody, I'm not sure about their health, I don't know what they're gonna get qualified for. I pitch the higher one, right? That it's like, maybe it's a guaranteed issue policy, the rate is a lot higher. Pitch that one. And then if I get them approved for the lesser one, I can come back and I. I'm the savior. I have good news, actually. Because of your health, it's. It's more affordable.

Yeah. Yeah. I kind of. I looked over everything, scoured the interwebs. This is what I found for you.

Yeah.

So, yeah, I think, like, you know, so many times reps are rushed and they're pitching the lowest thing, and they're pitching, like, you know, it's only $4 a year, you know, and they try and break it down into the smallest possible moniker. But then when you go to pitch, like, they're going to have. They potentially have money concern, like, it's going to be normal. And even if they can afford it, they can have a money concern, whether questions about it or worries about value. You know, like, if you're a billionaire and someone brought you a $4 million Volvo, you would have a concern.

Yeah.

Right. Whereas, like, a Bugatti, you'd be like, oh, yeah, you know, like. Like it makes sense in your head.

Yeah. It's not the price tag. It's the. It's the preconceived notion of what is that? What is the value there? Which is probably the bigger thing with insurance.

Yeah. Like price shock, you know?

Yeah.

I did a whole video on price shock, because for fitness, I think it's. It's just super common.

Yep.

You know, but. Yeah. Okay, cool. So what is.

What does your process look like compared to mine? Cause I know they're similar, but yours is a little bit different.

Yeah, I mean, it's very similar. I think, like, it depends on what you're doing, you know, But I did the same things. The first thing is, like, okay, money is like, first of all, everything's money. Everything is money. Like, my flowchart in my head is like, they say a bunch of. They can go like, let's just do a role play, and we'll just go straightforward one. But give me, like, 20,000, you know, different excuses. Like, at the very beginning, Right. It's like, okay, caden, so it's $10,000. How do you want to proceed?

Okay. Yeah, we just need to. Let me talk with the cpa, see where the money's going, and then chat with my business partner, see what they have to say, make sure that the, the tech team is all sorted out and that this isn't going to be like a massive thing that they have to, you know, have. Have a lot of work in that really increases that. I think once we do those, maybe we can get back together.

All right, cool, man. I guess, like, money aside, do you feel this could be the answer for you?

Yeah, yeah, for sure.

Why is that?

Just the stuff you pointed out with, like how the, how the back end works with the phone numbers and sourcing the numbers from different sources and therefore that having a big correlation with contact rates, but also the way your guys's dialer works. It sounds like it works a little bit differently in terms of how it strategically uses the numbers. Yeah. To keep them from being like, is.

There anything, I guess, like, from what we've gone through, maybe outcome wise, that you feel like could be the key to the castle for you?

I guess those two things, you know, like this just the fact that.

What do those two things do from an outcome perspective, do you think?

My. My assumption is, I mean, if your data is correct, that we would get in contact with almost double the leads that we currently get in contact with.

Okay. All right, cool. And, like, do you feel like that is, I guess, kind of worth, like, do you get the ROI from that?

Yeah, we would definitely get. If that worked. We would definitely get an ROI from it if we did actually get in contact with double. Yeah, for sure.

Okay. I mean, if you got in contact with hot, like, you know half of that, right? Yeah. You know, so, like, you're still. You're still in a better position than what you are now. Yeah. Okay, cool. So is it. Is it more of a case of, like, this is the thing that you, that you want to move forward with and that you need to sort of talk about with the rest of the departments? Or is this something that you're not sure will work? Like, what's the sort of. The temperature check, like, for sas, this is how you have to do it differently than for, like, coaching or whatever. Yeah, it's because I need to know. It's the same sort of concept, but I have to figure out because the. I know that it's like, money aside, you feel like this could be answered, that gives me the inroad and then it's like, okay, cool. Now I have to uncover, like, the rest of the concern because If I, if I don't do it that way, then like you said so many things that I then have to go like, well, money aside, right, because you said CPAs, it's like, okay, there's a finance component there now it's like, now I've got to figure out what's actually going on. And then from there I establish the roi. And then I do like, risk based on time frames and onboarding. And then, because in my pitch, like we have an onboarding fee, right? The onboarding fee is cheaper if you sign faster. So then like I go into that time frame base thing. Right.

So like leverage that.

Yeah, but that's there on purpose because, like with software, you, you can't like, you can't like get someone to sign on the call. Yeah, I mean, like, it's not like I can't go to you and go, okay, but like, and do some sort of wizardry on a call to get you to sign it. Because you, you will actually have to talk to those people.

You have to work together after. It's a relationship.

Exactly. And also I have to work in these other departments. And so if we railroad something through and they're not informed of it, then they're pissed off. Then they can railroad it, like, once the deal is signed, you know, and then like, adaptation is an issue, stuff like that. Right. So, like, it's a, it's a different kind of dynamic, you know, because, like, generally speaking, have like a long tail on those sales. Like, it might take two, three months. And you send a proposal out and do it that way. So what you're trying to do is like, just uncover all of the actual concerns so that you can identify if there's like a common throughput, you know, of like, value. It's like, well, no, okay, the value is good to go. And then like, I would go through and then like, share the numbers that you have and that I have, you know, and like on my website, I've got a whole section where I put in their numbers versus, like standard dialer numbers and like, what their income would be.

And now they can see the actual discrepancy. That's exactly what I was going to go into is I was worried about the tech team integrating it.

Yeah. And then I. So I have kind of all that sorted, you know. And again, like, so if we're doing coaching, like, it's different, you know, if we're selling something where like you want or you want someone to sign on the day, you know, and they have the ability to do that you do it a little bit different again, but you're sort of. You're sort of through lines the same. It's like money aside, this could be the answer for you. Why is that? I think it's really important to you. Just get someone to say why also, you know, or like, whoa, like, oh, like, like why do you feel that way? Essentially get an initial thing. Now, when you asked when what. What I asked you was, from a result standpoint, what do you feel like could be the key to the castle for you? I changed the question because you answered my why quite comprehensively, which most people don't do. Yeah, right. So you asked, you, you answered from like a. This is the thing. So I tried to shift it into like, results, because then I could go for like an roi, you know?

Yeah, because you're gonna attach that to it.

Yeah, exactly. There's also like some cool ways of sort of pitching like that I like, which is a little bit different, which is, you know, if you have like a done for you service or even like a software that's designed to get a really good roi, or you can, you can do it for coaching as well. It just takes like brass balls. But it's where you go, like, you know, they go, okay, you know, if we were to do X and Y and Z, and this is like, before you say the price and you go like, what outcome do you feel like you'd get? They'd get this and be like, okay, cool. If I charge, let's say it's like, oh, I think our business would. Would gain an extra $150,000 a month, you know, over the course of the next year. You're like, okay, cool. It's like seven figures of return. They're like, yeah, I'm pretty confident that we could do that. If I charge you $50,000, would that be crazy? They're like, no. And it's like, why not? Well, I guess if you're getting that kind of return, be like, well, it's only 25.

You better be ready if you're going to do that. But that is fire.

Yeah, it works quite well, especially for the right program. Like, we have one, I have one that I, that I, that I work with where they're like, they help people pay their mortgages off much faster through different structuring and stuff like that. Yeah. And so like, we go, this is that price you're gonna pay for the house. This is the price you're gonna pay with us. And it's like 3, $400,000 difference. It's like so, you know, like, so in order for us to put the structure together, yada, yada, yada, yada, yada. So that Instead of paying 1.725 million for your house, you pay 1.324. Right. Saving a total of like $422,000. If we charged you $30,000 to do that, would that be crazy? They go, no. Why not? Cool. Well, it's only 7,250.

The value that you have at that point is crazy.

Yeah. And so because they buy in on the higher price, it works very well. You just have to have a program that's like, you know, or selling something that's designed around that kind of ROI thing, but usually not coaching.

You can't force it. Yeah, you can't force it. And coach is pretty tough. It probably just creates resistance. In coaching, it's interesting because in insurance, if you, if you do the call properly, you really shouldn't end up in these circumstances. Like, like most of the time it's new reps, it's new insurance. Right. Even reps that have come from selling something else that are pretty good, a lot of times it's. It's those types of people, like, they're doing decent, they're doing well. But in insurance, you have the power to turn it into this consultative feel where, yes, there's not room for objections. Because I'm just helping you shop. Like, I'm not the set. Like, I'm not a sales guy at that point. I'm just your. I'm just your helper helping you navigate this unknown territory. And so, like, a good insurance rep really shouldn't run into this. Other than if somebody says, okay, this all sounds good, I'm just not ready to start it. I want to start it three months from it Might be it's a timeframe thing, but, yeah, they shouldn't be saying, oh, that's too expensive. Because if you're in that consultative environment, it's just like, okay, well, let's get less coverage or a different type of coverage or. Yeah, you know, you're navigating that. And so normally it's newer reps that are still pitching rather than consulting that are running into this shit.

Yeah, yeah. So the most common ones are time, basically. But I think with, I guess with insurance, you can do a lot to, I guess, like to just tie off a lot of stuff beforehand, you know. Yeah.

Most of the reps get in insurance or trust, it's like, it's not the value, it's Just it's either there was price shock because they didn't create a consultative environment, they didn't educate them properly. So the prospect doesn't understand how it all works time. But the big majority of the time it's just trust where the prospect is looking at the rep. Like, okay, well you're presenting your. I don't think so, but yeah, you're pitching to me. Okay. I got to, I got to talk to three different people first.

Yeah, yeah. And that's, that's, you know, I think, you know, for most stuff that I've sold, it's almost always money. It just boils down to money. You know, I think with fitness the two most common ones are like partner, like if you're selling, if you're selling an offer to women especially like middle aged or let's say, let's say actually not middle aged, let's say 30 plus. Yep. Generally like there's a large component of partner objections just because of like. So, you know, you have to set that up. So I got quite good at partner objections. Like I, they're like inevitable in that environment. And I sold a bunch of programs specifically to like, say like premenopausal women. And like every single one of them. It was a 100% partner objection.

What are your thoughts on people that refuse to present something without the partner being present?

I think it's a bit dumb. I guess it depends on what you're selling. But I think, you know, I think it's, it's a tough one to enforce if you want to make good money because you're just going to be, you're going to be throwing out a lot of time. So what if you could just get a pretty decent way of getting those people across the line? That just feels like a better way of doing it because then you're not kind of throwing out hours and hours and hours. Now the argument would be if they're not going to get their partner on the call, then the chances of them buying is pretty low. But at least I guess a 1% chance of selling is better than a 0%. Like if they don't actually come and if you have, and if you haven't established any value yet, then they don't really have a reason to push for it. Right. But I found that I just had a system where I got very early. It's like, hey, is your partner on this call? Are we on a bit of a secret mission? That was always my kind of lead in because it was like quite soft and they were like oh, no, my partner knows. Okay. Is your partner supportive of you kind of learning? I always put learning the skills, not losing the weight. That was the big. It's actually a big difference. People don't realize wording is very important. Like both of us said variants of money aside. Because this could be the answer. It's not. If you had the money, would you do it? That's a very different question.

Yeah. Which everybody's going to go do after they listen to this video.

Yeah, it's very like a transaction question versus like a, versus a, like a process almost. Right?

Yeah.

You know, but, you know, so, you know, I used to. Yeah, so I used to get them to, you know, as your partner, supported the skills to be able to lose the weight. Yes. Because like the journey is what they need support with, not the outcome. Like, everyone wants a. I'm sure everyone's fine with having a hotter wife. All right, like, so, like that's like anchoring to you losing weight. Of course your husband's on board with that. But is your, you know, like, like I'm on board with my wife having a gold. Being a gold medalist. I'm not on board with her doing the things required to be a gold medalist. Yep. Right. Like, that's different.

Total, totally different things.

Yeah. So, and sometimes I would explain that and then from there go, okay, okay, cool. And then really, as long as that was like layer one, then I would always do like I had a budget check for foster, so like foster, alcohol, stimulants, T tobacco, entertainment, restaurant. And then for women, I would do B for beauty. And men I would do H for hobbies. And then so I would get like, hey, let's just walk through like a bit of, a bit of rundown of like, you know, a lot of time you can do smart swaps, low hanging fruits, stuff like that. So, you know, like if you're having a coffee a day and it's a full cream milk and you swap that out for like almond milk, for example, that could save you 250 calories a day. Can save you six, you know, six pounds a year. Right. So we can do smart swap. So let's do a little bit of an assessment and then see if we can find anything. So I'm putting that in their benefit so that they're going to want to give me information, not be like, let's find all the bad things that you're doing. It's like, oh, let's find the easy things. Right. And then I'm taking budget the whole way through like, what I'm doing is I'm finding that out and I'm finding all the little things. Then from there I go through beauty and it's like, hey, so, you know, fitness is all about taking time for you. So many times, you know, you guys martyr yourselves. You put yourselves lost. Like, what do you do for you right now? Right? Like hair, nails. Yeah, yeah, yeah, that. Take all that. Then from there, like, I go, okay, cool. It seems like there's a lot of things that you're doing. It might be taking you away from your goal. Now, we don't want to change everything that you're doing, but would you be open to potentially stopping or swapping out some of those things so you can get closer to your goal? Yes. Why is that? Okay, perfect. And then, like, now I've got a number, and even if it's half the amount or whatever it is, right. I've now got, like, they don't need permission for that much money. Right. Oh, and if it's usually because I'm quite good at it, most a lot of reps, when they start doing it, they suck. And they're like, I didn't find anything. It's like, well, you suck. It's not that. There's something there. Right. You know, and if you do it at the end of the call and you've already asked for money, you're not getting the right answer anyway.

So they're not telling you the truth.

Yeah.

As soon as you. As soon as you drop the price, let's go out the window.

Yeah, exactly. And so, like, I remember at the end, the way they would go, a lot of the time, I would do the partner. Objection. Okay. You know. Yeah, yeah, yeah. Then go, okay. And then it was like, okay, I would get it. So it's like, I would get it all the way down through the end. So it's, you know, it's all very, very clear. And I said, okay, well, when we spoke earlier, you were spending this on this. Now we know all these things are taking you away from your goal. Right. Do you feel like, would it be unreasonable to swap that money out for. For this? Well, no, I guess not. Why not? Okay, perfect. Now, if you had a red and a blue car in your driveway, would you need to ask permission to drive the red or the blue? Because it's the same thing.

Right.

They would go, no, and I would go, okay, sweet. So all we're doing is just swapping the money over. You're not going to spend any more. Yep.

I love that it's the same thing when we sell Iuls. Actually, a lot of times when we're selling Iuls, it's like, you know, how much are you currently contributing to your 401k? What percentage? Oh, 15%. And what percentage do they match you at? 5. I know that I have 10 to work with because I'm going to keep the 5% that they're being matched going there. Like, it's, you know, they get the match automatically doubles. You know, I think it's silly to take money out of there, but everybody has their own opinion. Right. But that additional 10% that's going in without the match, that's where most people are looking at it. Like, okay, that's. That at a bare minimum, is the amount that they can contribute to the iul, and it's not changing their financial position at all.

Yeah, that's brilliant. And it's like, there's no. There's no risk. There's really no downside. And I think what you don't want to do is like. But you want to go through a process that. Then you say that, you know, so it's like, establish the value, the trust, Be patient with it. So many times objections, people are trying to jump in, you know, and it's like, hey, you know, that's why, you know, you might get halfway through money and someone's like, oh, yeah, like, that would. That could make sense. But like, you know, I just want to check with a partner. And then someone's like, oh, partner, oh. And they're going over here. It's like, no, no, no. Just like, finish what you're doing, then you can allow them to give you another objection. But, you know, that's just because when you understand your process and when you understand, like when you've memorized all the word tracks, which are not very many, because if you just distill it down, then you can confidently do that, you know, but if you're kind of. If you're flying by the seat of your pants, then it's going to be a little bit stressful.

Yeah. It's going to take a lot longer to memorize those. You're eventually going to still get to the place where you haven't memorized. Flying by the seat of your pants. Usually it just takes way longer.

Yeah. And it feels a little cooler. Yeah. And it's easier to memorize it when you don't say that much, you know, Like, I. I don't say many words at all when I text you. Like, okay, why is that?

Oh, yeah.

Like, it's very short, which I think works better and more. Most time people are like, oh, so what you're trying to say is that, you know, it's all this, like, bubble wrapped, which, you know, is just nervous talking, in my opinion.

Well, yeah, human psychology is going to say that less words work better because it's going to show more authority and get the other person. It's going to create an environment where the other person is now explaining to you, which means subconsciously, they're going to start looking to you for permission because. And it's like they won't know that it's a subconscious thing, but now they're explaining to you and defending their position, which means I need permission from Matt. Whereas if I get really wordy, do the same. But it's really, really wordy. Now I am explaining to them, and now. Now it's flip flopped. And it's easy for them to say no because they have all the authority. I don't have the authority. And I'm trying to get them to give me permission to close them, which. Yeah, we're cooked.

Yeah, exactly. All right, well. And that's good for today, right? Go check out Cadence channel. We'll link it in the description. Good stuff, guys. Easy.

See you guys on the next one.