Build Confidence and Overcome Objections

Is I'm not who I am today. Like, where I was in this business is not who I am today. I was not. Like, I'm a completely different person. I look myself in the mirror, and I don't look the same, right? I look the same, but I look different. So this is where I was when I first got started in the business, right? The picture tells a thousand words, right? I carry myself different. I hold myself different. I wanted to have the cash flow, flow, like they said. So first and foremost, you got to picture how and who you want to be in this business, right? Because you've got to believe in yourself, right? And I will tell you exactly what Michael is saying, too. And the commitment is that it takes, like, you're sitting here today and doesn't matter what we say. If you go home and you don't commit to getting a lead order and getting going with the lead, you know what drives me? I was telling Alan this last night. He goes, I'm like, look, you want to know what drives me? If I don't write these, this is just like, trash. I will pay my millions of dollars and throw it down into the toilet, right? Because you know what? These drive me. You know why they drive me? Because I'm literally flushing money down the toilet, right? So you can sit here today and never do anything. Oh, yeah. That was great. Oh, she pumped this up. Oh, it was awesome. You know what? I'll just spend, like, 200 here and 200 here, and I'll just play a little. You want play money? You can play around. You want to get real? You want real money, you got to get serious. I mean, that's the real reality, right? That's the real reality. When I came into this business, I was broken. Who I. Who I was here is not who I am today, okay? Barry Clarkson said, 98% of this business is between your two ears. 98% of this business is between your two years. Don't forget to take pictures, because Ashley's gonna get on with me if you don't. Sorry, my daughter's on social media. She goes, make sure he gets pictures. He never does.

If there's one person I don't want to make mad, it's Tanya. If there's two people, it's Ashley.

Not this business is between your two years, right? And I was like, we got a real problem. Because it's between my two years is not good, right? We had lost our son. So mentally, I was broke. Physically, we were broke. And then we're sitting out there in the Audience and Barry Clarkson says, you gotta decide. Are you sick and tired of being sick and tired? Are you tired of being where you're at? Do you want something different in your life? You wanna be something different? And I'm done. I'm sick and tired of being sick and tired. And he said, you gotta draw a line in the sand, right? You gotta. You gotta take a stick. No, no, you can't say that. No, I did it right. I always say you gotta. What do I say?

Draw a stick in the sand.

I always say, I'll draw a stick in the sand and say, you gotta draw a line in the sand. And very hard to say, you gotta draw a line in the sand. So you. But each of you have to ask yourself, am I drawing the line in the sand? Am I ready to get real? Am I ready to make this happen? Because if you can't bet on yourself, no one's going to bet on you. Not one person. Not one person. Who is going to bet on you more than you, right? Who's going to bet on you more than you? Now, here's what's going to happen. Everyone has a plan until they get punched in the gut, right? Everyone has a plan until they get punched in the gut, okay? But you know what I mean. We were sitting here on Equus, brand new, and I kid you not, they said this, and we got home and I was like, we didn't just get punched. We, like, got stomped on. Like, we got demolished. And our back was up against the wall and we had a choice, right? So everyone's back is up against the wall. You got a choice. You're going to sink, you're going to swim. Attitude is everything in this, right? We were just talking last night and Alvin was saying, yeah, 212. And it's funny. We're like, wait, we thought. 212. He's like, really? Yeah. Oh, this is meant to be. This is meant to be. Right? But.

Right.

Full steam ahead. 212. Where's water boil at? Not 211. Not 210. Not 211.5. It's 212. So you kind of ask yourself on a daily basis, am I giving it 212? Am I 212? Where am I at my loop form. Right? And how many of you guys have bought leads in here so far? So everyone's kind of bought a little bit of leads. Kind of. Kind of just kind of get your feet wet right? Now it's time to really get serious, right? That's the bottom line, right? If you have to, you absolutely will. I promise you. That's the one. The agents that are making in this business are the ones that have to. It's to say the wants, right? There are top producers now at Equestris. They're making it right. They had to. They had a why. So you got to figure out today, what's your why that's going to drive you when you get punched in the gut. What's your why that's going to take you to hit your dreams and your goals, and you got a picture yourself. I saw in my head who I wanted to be before I ever got there. Before I ever got there, right? You got to cut out the noise, right? And the opportunity of a lifetime has to be taken in the lifetime of the opportunity. You guys have an opportunity of a lifetime. This has truly changed our lives. Why did we come here? Why would most people. Why did we come here? Because it's changed our lives, and we want to help you change yours, right? We want you to be proud of who you are. We want you to be proud of what you've become, proud of the people. You're going to want to share the opportunity with people because it's making a difference in your life, right? And it's cool to have all the recognition, but to be honest, I've had the recognition. I don't really care so much about standing on stage so much anymore because I already had that recognition. But to be able to watch other people and help you hit your goals and hit your dreams, that's more of a reward than getting put up on stage, right? That's. That's not what it's. It's more of a reward for us, right? About certain other people. I want you to see our first why, and we'll talk a little bit more about it, and I'm going to jump into this. But our first why was, well, one, to get treatment for our daughter and to have a family vacation. So this was our family vacation that we got to take with our kiddos when we went to Orlando, okay? Now, one of the big things about this business is you got. You want to be successful, you got to be. You got to be around successful people, right? You got it. If there's negative naysayers in your life, get them out, even the family members, you got to get them out. And. And I'll tell you one, that was one of the hardest things for me because I didn't understand that it was negative. I was like, you're so negative. No, I'm not. Real, like it is real. You are so positive, Paula. You don't even know what is going on in the world. I mean, I mean seriously. That was kind of the conversation but I didn't even recognize it until I started self improving myself. Which is that 20 minutes a day. But minimum, minimum of 15 minutes a day, right? How many of you guys have gotten the energy bus? Ok? Today was a perfect morning, ok? I kid you not, right? He gets the flat tire, life gets mad at him. His world's coming to an end and he had a crap day, right? Well, this morning we get wake up and it's like this. Oh my gosh, I just made that ping ball. Okay? So it was just like that. So I used that. I used that in a demonstration because I was so frustrated. I was like. But the thought came to me, I have two choices to make, right? Just like in the energy bus, I have a choice. I can let this affect me. I'm like, no, I'm going to use this in my presentation. That's this business, guys. If you're off, on, off, on, off, on, off, on, what are you going to get? You got to put the light on and you got to get driven and you got to get laser focused. That's the bottom line, right? You got to put blinders on your like the little horses that have little blinders. You got to put blinders on, right? And get laser focus and then do everything Eric Clarkson says. You got to get the 90 days. You don't let my brain be your brain for 90 days, right? You can sit there and high five each other all you want. You need to be high five yourself for success, right? You guys are all good friends, right? Hey, let's come by, right? Cheers. Right? You want to be cheering on where you're going on your successes. You want to encourage each other. You want to start competing against each other, right? You want to encourage each other, to elevate each other to help you be the best you can be because you're going to do the same thing for someone else, right? You in this business as producers, I love what Bruce says with Foresters is you are. You bring. What does it say? You bring the light. Actually have it written down. I provide the shining light in people's darkest moments. So what you do is so powerful. What we do is so powerful. We provide the shining light in people's darkest moments. That's what you do. You're not just an insurance agent, you're not just a financial person. You provide the shining light in people's darkest moments. What we do matters. You want to know what matters? You want to know how to be successful? One, Commit. Believe in yourself. Two, they're buying me more than they're buying the product. That's the bottom line. Now I'm going to tell you tips and tricks, right? Do I believe there's an art to it? Absolutely. Absolutely. I believe there's an art to it. Right? There is an art. There is a way of presenting things right. And that's why I did that three hour training, right? And then. And Jonas called me up. As a matter of fact, I'll tell you. Is Jonas in here somewhere? Is he in here? Is Jonas in here? I'm gonna tell about Jonas. Is he over there? Is that Jonas? Which one's Jonas? He's still on the phone. Oh, okay. So he's. He's. I'm gonna tell something about that. He calls me up. I got. He goes, I bought. And he bought leads, right? So I'm thinking he's already done everything he's supposed to be doing, right? Tanya asked that this mini appointment is awesome. So awesome. Is that good? Yeah, yeah, that's real good. Okay, cool. And he goes. And then he does this appointment. He goes, yes, $389. And he hung the phone up on me. I said, $389 for someone who's 37. Yes. Pocket change, right? I'm like, what? He goes, I go, did you get like a plan A, a plan B and a plan C? And he goes, what are you talking about? Jonas? Did you watch my video? No. Remember how I said you need to watch that video? And he goes, yeah, listen, you just spent all this money on these leads, and it is so awesome that you have 10 appointments. That's awesome. But you're not ready. I said, I want you to go and figure it. Because he was kind of stressing I got all these appointments. I don't know how to fit it in. I said, you need to go find one. You need to tell them you need to reschedule. You need to watch my video because that's more important because you're about to throw a ton of money down the drain because you don't. You haven't done what I asked you to do. Okay? So, yeah, we can all be cheerleaders, but do you want to coach? You want a cheerleader, right? So I'm here to coach you, right? Sometimes it's tough, right? But at the end of the day, we love our agents, right? But we know what it takes to win. We Know the sacrifice that it takes, and we know what it takes to get there. Right. So in home present, you guys are just going to keep track of time for me on some of this. We have a. So I do have a whole bunch of handouts. Okay. I do have a whole bunch of handouts. Okay. How many of you guys are all contracted and with every. With all the carriers so far that. Who's not coming to gpm? Yeah, we need to get on the phone. All right. How long does you send GPM over? A couple of weeks, I think. Same time as. Right. Okay. Squeaky will get the. Squeaky will get the grease. I did. I told someone. I said, pick up the phone. Call tpm. Hey, I'm with Michael. Tanya Hughes. I submitted my contracting. I still haven't heard from you what I need to do to get this thing going. I've got apps I need to write. They push it through.

Right.

The spooky wheel is going to get the grease. So make sure you do that, because that's going to help you. Right. Okay. So a couple things that I'm gonna. I'm gonna tell you. There's key phrases that I use. Right. So this is not necessarily things that I'm gonna be. And we'll definitely have a handout. There are key phrases. Right. Most people. Typically in most situations, most of my clients. Right. Everyone wants to say what most people want to do. That's. That's the bottom line. Right. Some of you have run some appointments. Tell me some of the objections that you're getting, and then I'll tell you how I would handle them or write them down. Go ahead. So my.

My challenge is like, the medications, they're not. So I got the. The website that you sent me. So I sent it to the lady because when we were filling out that.

What website? The Miller Millman tail. Oh, because you didn't know that. Because the medica. You didn't know the medication you need. No.

So we were filling out an application, and then under it declined. So I couldn't write the application.

Correct.

She still wants it.

So we ordered it. Correct.

And I was going to go over it today with you, but it was like pages.

Oh, yeah, yeah, yeah. Well, so we'll go through that. We will go through that. We'll go through that. But let's talk about objections so far. Objections.

Anyone have any objections that they already have insurance?

That's awesome. I don't know about you, but are you open to compare apples to apples, see if you get the big stank for Your back. I said, gives me five minutes. And they said no, and that's fine. And they may say no, right. But then again they may not. It's how you say it too. Do you say it with you open it. I said, compare apples to apples. Make sure you're getting the biggest bang for your buck. I don't know about you, but I'm all about saving money, especially what's going on in the world. Right. But if you say, well, are you open to that? I mean, we can compare it and see. You see the difference? There's a difference. Right now you're saying, okay, give me another one. I have about a million dollars of insurance through my work. Oh man, that is so awesome. I am so glad you, you have that. You know what? It is like a catch a ball at the restaurant. It's great while it's there, but you can't take it with it. You, you don't own it, you don't control it and it doesn't follow. You. Got it? Okay, another one. I'm not interested. That's awesome. My job just to give information to you. What you do with is completely up to you. Another one.

I don't know what you're talking about. It fill out an ad or what? I don't know what you're talking about. I didn't fill out the ad. I didn't respond with 15 TV ad it respond to an IVR. I just, I don't know.

So on the IVRs, they say I didn't, I didn't respond to. I said, you got a yellow card in the mail. You remember all those darn cards you got in the mail that you're like, man, they're every color of the rainbow. Well, you got a yellow card now you call them automated system right now. You can't pick stupid, you can't fix broken. I love people says, you can't fix stupid. You can't fix broken. Yeah. You know, and so there's going to be some people that will say that.

Well, it looks like about 4 o' clock in the afternoon, three days ago he called.

I've been setting a lot of my appointments through text now. Right. And you're going to have my text script that's all in the stuff we'll go through. So I'm not going to go through it right now. But I do have the text script that I send out. Do I only text? No. What if they respond? I already took care of it. I pick up the phone. Hi, this is Tanya with mortgage protection Division. How are you doing today? I'm fine. Great. I'm so glad you took care of this. It looks like we don't show. This has been documented. You might ask me, you took care of this. I can up so I can update. Update, sorry. Update your file and go ahead and close the file and stop these calls. Oh, it's America. I'm going to be honest. America is one of the most expensive products to be honest, right? So if it's America, there's a lot of agents out there that just write America because you get some. You get these like rewards and stuff. Now there are some good products in America, don't get me wrong. But when you start comparing numbers, you're going to find GPM beats and you're finding American amicable beats and you're going to find a lot of that kind of stuff, right? So they say, oh, I got America. Oh, man, that's awesome. They're a great company. I represent them too. You know what? Most people do that once they're like older or they're sick because there's a lot of better products. If you say like 20 or $30 a month, it's the truth, right? Someone in their 50s, 60s, if they, if they qualify for GPM, you can't beat their rates. I'm just telling you right now. Not out of all the companies, right? Because it's a military based company. They're getting military based rates, Right. We only represent a rated companies. Tell me another objection that you hear. Go ahead.

Well, for my Texas text cadence, they say stop texting me, please. Like get me out your list.

And you're gonna have that, right? Not a problem. I should pick up the phone. Hey, that's not a problem. Do you mind me just. Can you just not fill any of these out or call in, please? Because I'm gonna have to keep calling you as long as you do it. They block me. Yeah, I call them, no problem.

Oh, okay.

I'm not joking. I mean, really. Right? Because let me just ask this question. You gotta imagine, what if that person dies tomorrow? Like, did you do all you could do to make sure you got that information? What if that were your mom or your brother and someone else was trying to sell the insurance and they didn't sell it to them. So I don't look at them as just these strangers. They're. They're like family, right? Like, if, if you saw your client on that, on that TV tomorrow, did you do everything you could to protect them and protect that home? Do you want to live with that on your. On your conscience, I sure don't. Right. And I tell him that. What else? Any other objections? So first things that you're billed to for. So let's talk about. You set the appointment, you call them up. Hey, Kimberly, it's Tanya. I'm with the Mortgage protection division. We have an appointment session. Unity. Is now a good time for you? Sure.

I only have five minutes though.

Oh, wow, you only have five minutes. You know what, I'll be honest. This is really an important thing because this protects your family for some of the hardest times of your life. I completely understand that you're busy, but we're going to need to go ahead and reschedule. Okay, so what, are you and your spouse available? Can you call me back in an hour? Man, I'm so busy. I'm so sorry, I really can't. But what I can do is give me a couple days and times that work for you, and we can work on it. Guys, they're never going to tell me when my appointment is. If they need a text message, they can text me because I lay out my times. I'm in control, right? I'm a control freak. You can ask my husband. I am a control freak. I gotta be in control. So I gotta be in control, right? So, so when they text me back, I gave them my option, they text me back. But what happens if they go, oh, I can do, I can do, I can do like, I call them up and they're like, yeah, well I can do like an man, I don't have an hour, but I think I could squeeze you in about an hour and a half. That work for you? Never do what they want. You're always in control. I always say, when I was a new agent, I'm busy. People like to do business with people who are busy. I'm like, listen, I don't care if I'm backing my floor and cleaning my house. I'm busy. I don't care, I'm busy. Right? So they would say like if you're calling, they go, oh yeah, unlike this, three or five words, I can do 3:30.

Man.

Can't do 3:30, but I can do a four. Will that work for you? Always stay in control. You set the tone of your appointment from your appointment now when you're texting, because now a lot of people are getting a lot of text messages. Sometimes you gotta call, right? So let's say I'll set my appointment, got the appointment and say, hey, Kimberly, it's Tanya, we have an appointment. Is Now a good time still for you?

Yes.

Okay, great. Now is it just you or is it you and your spouse? My spouse. Okay. Is your spouse available?

Yes.

If they say no, then set another, set another appointment. How do you do that? Like, what would you say? In all honesty, I told us I'm married too. But to be honest with you, you guys are married. I need to be able to get this in prison. Well, I'm just looking at it for me. I completely understand. I do understand, but you are married. So I need to be able to admit to both of you, I don't care if your wife, if your spouse is half here while you're walking, but I need to be able to see them. I'm the person that's going to sign that. I saw you guys and you're helping on oxygen or in a hospital bed. I can't do that if I don't see you.

I have a client that says, oh, I make the decisions. So does my wife have to be there?

So there are some exceptions. I will say for the most part I never make an exception. But every once in a while I make the decision. I do all this kind of stuff and I'm like, okay, so do I ever make an exception? Sometimes I have those men, Listen, I just want to do this. I don't want my wife to know about it. She doesn't really want me to have this insurance, but I really want to protect her. Okay, I'm making an exception there, right? I'm making an exception there. But the reality of it is if you do a one letter appointment, you can almost bet you're doing another one, right? These are, it's a one time close now. Do I ever close? Yeah, I do. Equestrian day. Leave them alone. I don't, I don't leave them alone. Look, where's my. I don't even know where that. I have a whole stack that I put of. I need to think about it, right? And I'll text them back and just say, hey, just check and see if you made it. You decided what you wanted, what plan you decided to go with. I mean we're closing it out or not, right? People call me up, I just wrote one for $500 a month. Wasn't ready because it just wasn't ready, right? So to me it's not, it's not like I don't just say just because they say no, I'm never talking again. At the end of the appointment, I'm going to say no. I'm just asking questions. I don't even need some time to think about it. So to me it's three strikes, you're out. That's it. I'm going to try three different ways. If after three different ways, I can't figure out how to get past it. Sounds like you need some time to think about it. Is that what you're saying? I'm going to reinforce what they're saying. Right. Sounds like you need some time to think about it. Is that what you're saying? Yes. I completely respect that and understand. Let me ask this question. On a scale of 1 to 10, how serious are you about wanting to do something? Oh, about a two or three. Yeah. How you got my number. When you're ready, just give me a call. If they say, oh, on the skull of seven fifths. Okay, I respect that. You know, I'm not someone who likes to bug people. So when is a good time to check back with you? Because I'm beyond some crazy busy. If I don't make a note when to call you, I won't call you back. There's always something on that one phone call. There's always that something on that one dial session. There's always something on that you miss. Literally could be the difference of you like hitting a leak producer or making a sale sa.