Top 2 Objections When Selling Life Insurance (Agent Training)

So if you have run into the objection, I need to think about it, or I need to talk to my wife or I need to talk to my husband to give you guys the framework on how to absolutely demolish this objection and never have to worry about it again. So coming into this, this objection kept me up at night when I was first getting started in this business because it was one of the only objections I just couldn't get around without just like sheer putting my client in a verbal headlock. Basically. It was super awkward, was a face to face agent. And so every time that I was talking to someone, it was just like super weird and awkward, right? They'd be like, I need to think about it. And I'd be like, great. You know, you'd be stupid not to think about it. You know, what specifically do you want to think about? Right. It was all. It was awful. And then the worst one was like, they'd say they were going to talk to their spouse and I'd be like, great, let's just get this done now then that way you guys can talk about it later. Right? It was just awful. Didn't know what I was doing.

And it was only a few missing keys that I had. And I'm going to talk about them today. Now, before I go into the objections, the word track, how to overcome it, and all the tack, like the tactical mechanics behind it, I want to talk more about the strategy and understanding some of the information that goes into it so that you guys have a foundation to build your house on. Is that cool? Awesome. All righty. And I'll probably stop periodically to take questions per section. That way we're prepared to handle this. So let's talk about the difference between smoke screens and objections. So smokescreen is what they tell you, which is, I need to think about it. I need to talk to my wife. Donna, what's a smokescreen?

You're muted.

Smoke screen is when they.

They'Re just telling you something, but they're, you know, pretty much.

I'm trying to think how to put it. No, you're good. That's the definition right there. Smokescreen is what they tell you. That's it. This is what they. Okay, yeah. Nobody ever comes out and says, like, I want to break up with you because, you know, you're a lousy boyfriend, girlfriend, husband, wife. It's always, I want to break up with you because I need to work on myself. Right. I. I have some, I have some things that I need to face. Right? That's always, that's always the situation, even with breakups, it's smoke screens. And so.

With looking at the. The smoke screen being what they tell you, the objection is the true root of the problem. Right. The true root of the problem can be a few things. They're not able to financially commit. They don't understand the product, and, you know, they are uncertain about you or the company or they just straight up don't have the money. Right. Financially able to commit, not able to do that. Side note, obstacles are things that go. That go throughout the call and are typically what create objections. These are basically speed bumps. So if you go over the speed bump earlier in the call, later on, it becomes a big problem because we never actually flatten the speed bump out to have a nice, smooth parking lot. Right. So obstacles are easier to answer than objections. Right. So, Corey, real quick, what is the difference between. I'm going to move this down. What is the difference between an objection and smoke screen? Objection in a smokescreen. Yep. Smokescreen is going to be there. Healed their defense. Yeah. It's not going to be the real objection. You're going to have to ask more questions to uncover the real objection. That's just the first. Their first line of defense on not wanting to move forward, basically. Okay, now let's say that I over. I overcome a smoke screen. I just clear the smoke. Have I. Have I beat the objection yet?

No. Just because I walk in the front door doesn't mean I moved in, y'. All. Right? So, like, let's. Let's take that into consideration. Because just because someone says, oh, I need to talk to my wife, and you respond does not mean you beat the objection. There are levels to this thing the same way that you don't, you know, step on the first step of the stairway and get to the top of the. Of the next floor. Right. You got to go through a process. There's levels to this. So I'm going to break down these levels for you guys. Talk about word tracks and everything, but I want to get this nailed down first. Smokescreens is what they tell you. Objections is the true root of the problem. Right. And so if you guys have ever seen our training about the blame onion, I'm not going to jump super into that. Those are the three objections that they'll give you. And typically it goes back to, you know, these three things are the issue right now. If you just give a terrible, you know, dog poop presentation, then obviously it is. It's not going to go anywhere. And that. That's just the problem altogether. Right. Because I'm not going to buy a product that has a terrible presentation because I just don't understand the product and, or the pricing or anything or any, any of that works. Right. And I'll definitely be uncertain about you. This is why we practice. So now that we've kind of talked a little bit about smoke screens and objections, do we have any questions before I jump into like the, for lack of a better term, the meat and potatoes of this training? Foreign.

No objections. Any smoke screens or questions? None. Awesome. So talking to the spouse. Guys, I want you to write down these frameworks. If you're taking notes on this and if you're not, you should be. Because this has consistently made me over six figures in sales for the last several years. And I'm a 23 year old kid that never went to college and never had any formal sales training. Right. My sales manager told me to call him if I needed him and stopped answering my calls because I called him too much, which I don't blame him. I called him like literally like 20 times per sale. It was, it was unhealthy for everyone. So to give you guys a clear understanding so you guys don't have to do things like that, right. We've got to understand the framework here. So clear the smoke. What does that mean? Clearing the smoke means I've got to completely disperse this smoke screen. Oh, I need to talk to my wife. He doesn't actually need to talk to his wife. Right. So we just got to dispel that. Right. I'm going to, I'm going to completely just remove that from the equation. Take the chess piece off the board. The way that you can do this, clearing the smoke that is, is by seeking to, to understand before seeking to be understood. Right. This is a great, a great line that I got from Dale Carnegie. And basically the idea is that you want to listen before you try to get them to listen. Right? Super simple stuff. The reason we do that is because everybody's going to tell you what they want, how they want it and when they want it. Very simple, right. It's not, it's not rocket science. So whenever you are doing this, right, you have to listen for what the true issue is. And I'm going to talk about like caveats in just a second. One one offers, right. There are some situations in which each of these do have an exception. And I'll talk about that in a minute and I'll talk about how to approach that as well. But if there is a chance of a sale here, right? And this is just one big smokescreen, which most of the time, it truly is. Here's what we're going to do. First, we're going to try to understand, which means that we don't want to push the prospect. We want to pull the prospect towards us so we can sit on the same side of the table and solve the problem. I want you to imagine you guys are in person together. And have you ever noticed, like, whenever you sit across from someone, having a conflict is just easier? Like, you don't ever negotiate with someone when you sit next to them. Have you ever done that? No. Right. Because you wouldn't do that. It would just be weird. I can't look at the person. You know, maybe we're holding hands under the table. It's just this is a relationship type of deal. When we're sitting on the same side of the table, that means we are in alignment with solving problems. Right. This is a body language thing that can be translated to sales using tonality and word tracks. The way that we're going to do that is we're going to fight against the problem together, not over the problem. So, hey, I need to talk to my wife. Like, what do you need to talk to your wife about? Would be an example of sitting on the opposite side of the table right now. Shifting perspective here to sitting next to them. We're going to ask them a question like, what is it that you think that your wife wouldn't like about the program? And we use a. A curious tonality. Right. And one of the ways that you can always think about, like, how to sound curious if you're in the. In the paint, in the trenches, and you, like, are just like, on. On your feet, just trying to make it happen. Just cock your head to the side and imagine a kid asking you a question about something super obvious. Right? Like, huh, why is the sky blue? Right. Huh? What is it that you think your wife wouldn't like about the program? Right. We just want to be absolutely curious. Childlike curiosity is the tonality you should adopt in this scenario. And so when we're looking at this, they'll typically reveal the true objection here. And the smokescreen is already spread. We're done. We're good. Now. Sometimes they'll say, like, oh, you know, I don't think she wouldn't like anything about it. Great. So what questions do you think she might have about the pricing of the program or how it works? Right. Little grammar error there. But if the wife doesn't have anything she doesn't like about It. The only reason that they wouldn't move forward together as a unit is if she has questions about the program that are unanswered. Right. Is there any other reason that we wouldn't move forward? Like, let's think about this logically, guys. If she has no questions and there's nothing she doesn't like about the program, why would we not move forward? Can anybody give me one reason?

Any reasons? Corey, I'm gonna call on you. I see your face and you're shaking your head. Even make one up, even.

Anything.

Tornado blew her house down. I don't know. Perfect. That's exactly why she needs life insurance, because that tornado could have gotten her instead. Right? Right. You see what I'm saying? Hey, we don't have the money. Perfect. Let's look at something lower that way you do have the money, but somebody's paying this bill. It's either the insurance company or your wife. Would you rather Mutual of Omaha or would you rather your wife, you know, Donna, pay the 15,000? Right. Well, I'd rather meet your Omaha pay. Exactly. So let's find one that fits in the budget. That's it. Right. And so if the prospect says no, no questions, and there's no problems or issues, let's just go for the close again. At that point, they're not looking for anything else other than support. And oftentimes they'll just move forward here. Hey, Corey, look, man, I mean, you know, if your wife doesn't have any questions about this, and I mean, is there any reason why I wouldn't go ahead and see, at least see if you're even going to get approved.

You guys see how simple that is and how it doesn't sound combative or angry and there's no like, head to head combat there. Just extremely, like, helpful. Does anybody have any questions on this before I jump into forging a commitment? This is clear in the smoke. Yeah, I got a. I got a quick question. Hit me up. So if they do insist that they want to discuss it with their wife, would it be best to see if she's there? Put them on speaker so you can talk to both of them together? Yeah, yeah. If they're around, let's get them right now. Okay. Okay. Right. Because typically, typically what it is, is it's not truly like, like most people. And this is the caveat I'll give you guys before we jump into this. Most people don't actually talk to their spouse really about anything financial. We're just being real. Like, let's, let's just keep it a buck for a second, right? Most people just don't talk to their spouse about their finances. And most people don't know what's going on in their bank account. Right. You can watch YouTube and go find out like how many subscriptions do you have? Some guy walks around with a microphone and that nobody even knows. Right. That's why companies like Credit Karma and like, what is it? Rocket Finance or whatever are in business. Budgeting apps are in business now. They have subscriptions. You have to pay them to track your own money because people are so bad at it. Right? This is crazy. I mean, guys, the world we live in is insane. But the good thing about it is we can use that to our advantage here. Right? Because they usually don't really need to talk to their wife unless they're extremely traditional. Right. Usually you'll find this to be in the south, like Texas, Alabama, South Carolina, North Carolina, Virginia, states like that. And typically what you'll find is that oftentimes they were a single, a single income household. Husband worked, wife stayed home and took care of the kids, she keeps up with the house and with keeping their like, personal lives in order. And then he keeps up with just bringing money in. And that's kind of the way that they did it. Just old school. Right. And a lot of that is going away as, as the economy has transitioned to more of a double income household. Right. In society. But because we're selling to people that were, you know, growing up in, in different times. Some of them were growing up in the, in the 70s, some of them were growing up in the, in the 80s, some of them on the late 60s, you know, the 1960s. And so for those people, they have a different worldview, especially if they live in an area that's traditional, especially if that area also rewards the same types of behaviors. So if I'm living in a rural town in South Carolina, I might have a different worldview than if I'm living in downtown Los Angeles. Are we, Are you guys picking up what I'm putting down here? Are you guys seeing where the caveat could be? The other exception that I've seen is Asian people. So what I found and I this, actually I had to research this. Apparently it is very common in Asian culture all across. I mean, anywhere from like China to Korea. All of them it for the woman to manage the finances instead of the man. And it was interesting because it's like, it's well over half. It's well over half. And so I was like, whoa, that's Wild. So the, one of the caveats there is that if you have an immigrant family from Asia and you'll come into them fairly, fairly often, if you're calling in like California or, or some of the like northern states closer to New York, you, you will find that often times them talking to their wife is true. Right. They genuinely do not know what's going on with their finances because the wife manages it. And that's how their culture operates. So it's a different, again, it's a different situation. And then there are just one off situations where a guy actually doesn't manage his finances at all. His wife takes care of everything and balances the book. She's also working, but because she's working and managing the books, he does have to defer to her on that situation and vice versa. So it doesn't just go husband to wife, it also goes wife to husband. And so the hardest ones to close are the guys that don't manage their own finances and their wife handles it, or the, the women that come from the traditional single income household that don't know anything about the finances and they have to defer to their husband for everything. Right. And so these are the situations that are going to be extremely borderline impossible to close unless you can get them on the phone, like Jerry just said. And those are the situations when you have to get them in the deal or if you do get the deal, it will fall apart. Right. And so you have to be careful with using these because I'm giving you the keys to the kingdom on how to be wildly influential. But if you go through one of those situations and navigate it properly like I'm about to show you, then you can lose your business, get a charge back, and ultimately end up creating a problem. Because now you, you forced something in a situation where it was, it was an on, it was an abnormal like close for them. They're used to doing that thing together. Right. And so you do have to be a little bit careful with using this. And there is a line, but this is how you guys are going to discern whether or not that line is, is there. And so like I said, for the ones that are closable, this works every time. Let's talk about forging a commitment. Great question, Jerry. Any follow ups on that before I jump through this? Beautiful. Alrighty. So.

When creating a commitment, they have to be certain of their decisions. Meaning oftentimes they want, they do want support in making a decision to make sure that they are not making a mistake. Which is why we always use passive agreements. Who here has ever made a decision and wanted someone's opinion on it?

Anybody? Everybody. Wow. Awesome. Me too. This is just human nature, right? That whole, like, if Johnny jumps off a bridge, are you going to jump off a bridge? Yeah, if Johnny didn't go splat, right? Because if Johnny's okay, then I'm totally fine, right? Oh, well, you know, if Corey bought life insurance, well, I'll get life insurance. Right? But it's always scary to be the first one to jump off the bridge or the first one to do something if you don't know anybody else that's done it. And so in this scenario, we've got to find out what, what their support system looks like and whether or not their support system is in fact supportive of the situation. And we call this past agreements. Right? You guys ever talked about something and then like, you, you go out and you make the decision because you've already talked about it. Maybe, maybe you walk by your husband and, or wife or friend in passing and you're like, hey, do you think I should get this car? It's like 500amonth. Got to put like three grand down. Great, great shape, no damage, fairly newer. Seems like a good deal. Yeah, go ahead, go do it. And then you go buy the car, right? If you go and buy the car, you don't have to call back and be like, I don't have to be like, hey, hey, Tim, do you think I should buy this car? It's the exact same deal we talked about earlier, right? Or, hey, you know, wife, do I need to buy this? Should I buy this car? It's the exact same thing that we already talked about. That's just stupid, right? Doesn't make any sense. It's illogical. And people are illogical, which is why we have to remind them of this. Right? Because I'm not going to be thinking about in the moment where Corey's trying to close me, and I'm like, oh, my gosh, I'm about to spend money and make a commitment in a decision. Oh, I do remember about that conversation that I had with my wife back three months ago about life insurance. And then she told me to do this and this was our budget. I'm not going to think through that. I'm just thinking about the decision itself. And we have to shift their focus to what this looks like. So when we go to past agreements, we're always going to reference that they've already received the report, the report, the support. And this is just a reminder. And that everybody's already on board with the decision so all they need to do is move forward. Right. So ways that we do this, asking the questions. Oh, okay, great. Yeah. Like let's say we go through this, all this here. No, she doesn't have any questions. Okay, perfect. Have you and your spouse talked about this thing before? Yeah, yeah, we have, we have talked about it before. Oh, okay, great. And then when you guys talked about the insurance, did she approve of you having the life insurance or is that why you started looking into it? No, that's why we started. That's why I started looking into it. Oh, perfect. So she like. I'm not going to go into that just yet. Hold on, let's stop right here. Forging the commitment. You guys see the transition? This is the bridge of trust that's going to go into this close here. Right. What we're doing is we're throwing ourselves an alley oop, we're throwing the ball off the backboard and we're about to slam dunk this deal. Here's another caveat. They've never talked to their spouse about it before. Massively hard, massively hard to get around. And whenever they defer to someone else for making the decision, by the way, this is the hardest sale to make in all of sales. This is harder than price objections. This is harder than, you know, coverage amount objections.

You know, resetting expectations objections about this is the bad time. Anything else. This is the hardest objection of all time to overcome in sales for any product line anywhere at any time. Right. Because they're not taking responsibility for making the decision. And so what we're looking at here is we've got to figure out whether or not they've talked about it because that's going to help us forge the commitment if they haven't. I mean you can, you can try and shoot your shot, but the chances are you are going to have to book a follow up appointment or rope the wife or husband to the. Into the call right now. Right. Because otherwise the, there's probably going to be no deal. Because if there's no past agreement, we don't have anything to, to forge the commitment with. Right. There's no frame of reference for the proposed insured. Does everybody understand that? Real quick, anybody have any questions for me on this about forging the commitment using past agreements or anything like that?

Okay, either this is the best training of all time and I'm doing this really well and nobody has any questions or nobody's paying attention. Which one is it?

Doing a great job Man. Yeah. Okay. I thought it was just gonna be silent. Nobody was gonna answer. Yeah. I can't speak for everyone, but it's. It's going okay. Okay, good. I agree. Taking notes. I. I really thought it was gonna be mute, and I was gonna be like, okay, nobody's paying attention. All right, awesome. Cool. Let's jump into sealing the commitment. So let's say that we have. First, we've cleared the smoke, knocked it out of the park. Now we forged a commitment. Right? They've already made the commitment. They just need to make the right commitment. Ooh. Hello. Seal the commitment. Third step of the framework. Okay. So we brought to the attention of the client now that they do, in fact, have the support, and there's no reason they can't move forward. And here's how we move the deal forward. What's up? Course you got a question? I just thought of one right before you moved on. But a lot of times when you touch this, a lot of times it just feels like they want to do it. They just want to. They want to feel or know that they're making the right decision. Exactly. They don't want to make the wrong decision. That, to me, in my opinion, is, like, their biggest fear that I see. Exactly. And this is exactly why we go to past agreements, right? Because people are. They are unsure of making the decision by themselves and making a mistake more so than they are of, like, their wife first or husband not approving. Like, realistically. And I'll. We'll jump into this in a second. But realistically, like, what is the worst thing that's going to happen?

You know what I mean? Doesn't even make sense. So let's jump into it. Here's how we move the deal forward. We use the spouse's previous support for the purchase of life insurance as leveraging the sale, exaggerate their fear and their decision. And that their decision is not going to. I'm sorry. Exaggerate their worst fear, which is that their decision is not rewarded by their significant other. Right? Who here has made a stupid decision and had to go tell their spouse that they did it?

It's all right if you don't want to raise your hand, but we've all done it. Except for Tim. Tim's not married yet, but when he's married, he will do it, too. I promise. So sometimes for some people, they come home and they're like, baby, I got that raise at work. Look at the new Corvette I got in the drive. Oh, my gosh. Right? Or sometimes it's hey, baby. You know, I didn't pay the tax bill for three years, but it's okay. I put it on a credit card, right? Oh, gosh. And sometimes it's just these other one off crazy situations. These are ones I've heard from clients. So I'm giving you a real, real. But those situations that come up are usually not met with, with approval from the spouse, right? Like, oh, great, you got a $5,000 a year raise, so you went and bought $100,000 car. Awesome. Great, right? No, that doesn't usually come out. It's usually like, what are you doing? Are you kidding me? And so these people have made decisions like this oftentimes and I'm using this by pulling from previous experiences that I've had with clients that told me this. So here's how we're going to exaggerate that that's going to happen again, which is that their spouse is going to be like, yo, what the hell is wrong with you? Okay? And so when I go through, when I go through this word track here and I'm going to give you guys all this training.

I like to basically remind them of everything, right? Just go through one more reminder which is like, hey, is. Well, it sounds like your, your spouse has already given you their support and approval and getting the life insurance. It sounds like the biggest thing we need to do is find out if you're even eligible for life insurance. And we just got to pick the right plan now, Tim, if your wife comes home and says, tim, are you serious? I cannot believe you were proactive in, in, in getting in having an insurance company cut me a check for 40 grand. This is absurd. Let's cancel this right now. And she starts throwing pots and pans and you call me all, take all the heat, we'll cancel it on the spot. Or if either of you wants to make any changes to that policy in the first 30 days, that's also available for you as well. Does that make sense?

What are they going to say? No, that does not make any sense. I do not understand what you just said. I just spoke in third grade reading level made it very simple. And I contrasted and exaggerated the situation that they're afraid of happening. And they're usually bawling, laughing at this point because they're like, dude, there's no way my wife is going to start throwing pots and pans. There's, there's no way my husband's going to start throwing pots and pans, right? There's no way they're going to drive off the road and crash the car. Because I'm. I made a commitment for and didn't get charged. Right. They're. They're playing this to their head now. They're like, oh, this doesn't make any sense. And so at that point, they're like, no, no, my wife's not like that. My husband's not like that. Of course not. Exactly. So Based on the three options that we've gone over here for you, Mr. Corey, which one do you think would be the best for you and your wife? Damn right.

We just got to get them to commit. Because if they commit to the application now, we actually close them on the payment itself. But if you try to go for the payment and the application in the same close, you will get your ass handed to you, I promise you. Because if you're like, well, let's get it paid today, man. Right? If you try to get them to pay right now in the same sentence that you're trying to commit, get them to commit to the application while you are closing, you will lose this. If you're trying to overcome an objection, let's take it slow. One date at a time. This is, this is like, we're almost there, right? They've agreed to this. They've already agreed to the first date by staying on the phone with you. This is the second date. Third date's getting the payment. Yeah, let's just. I think the 15,000 or a lot of times the reason that they were uncertain about the, about the, the plan is they'll come out and say it. You know what? Honestly, the part of the reason I wanted to talk to her is I just don't know if we can afford this. Corey, why didn't you tell me, man? Let's just look at a lower price. Let's just look at a lower plan to start, and we can add it in the future if we want. Does that sound fair? If that sounds unfair? Guys, something is seriously wrong in this phone call. It's probably your tonality or their wacko. Usually it's your tonality. So at this point, we've closed the deal. We're great. Nothing happens. Okay? They let's do the contracts. Nothing happens. They don't want to buy it. Oh, my gosh. So we've gone through a battle tested, proven system to knock this out of the park, but they still object. This is where I'll throw a hail Mary pass like Tom Brady in the super bowl. Right, right here. I'm going to throw this out and hope that something happens. Now I will just. I will say, guys, please use these responsibly because you don't want to be the guy that's like. She's like, no, I literally have a power of attorney. And you're like, well, what? You know, well, let me tell you about this one time that somebody had a power of attorney. They didn't buy insurance. Like, let's. Let's be responsible, please. Right? I have to disclose this, guys, because I've seen situations where I'll throw stuff. I'll give some. I'll throw some more tracks out, and then all of a sudden, I see somebody trying to beat up on. On somebody's grandma. So we got it. Please use this responsibly. Please use these ethically. But these will work for the deals that are on the line. Hail Mary. So tell the client of a time that someone went to talk to their wife and the situation. Situation did not work out. Cannot be BS this has to be a real story, okay? You can't just be like, well, I remember this one time where.

Yeah, this guy died and it was crazy. That's terrible. Nobody's going to believe that. Not believable. So you have to have a real story or it won't work. If you do not have a real story, use one of your. Use one of your co workers, use one of your mentors. But once you make your own stories, draw on stories of your own. Absolutely powerful. Story sell. Facts tell. Stories sell, right? Facts tell. Story sell. So.

I've personally had tons of prospects, it's in the hundreds at least, that have either talked about or thought about getting life insurance. And they. And they gave me the objection of thinking about it or talking to their spouse or some other garbage and either passed away or was no longer eligible for a plan because they're in the hospital the next day.

Which is terrifying. And so the crazy part is, guys, is like, it is our. Let me see. Can you create some more check stories for. On a doc for reference?

Yes, I can.

Great question. Gina threw me off for a second. So that's. That's the biggest thing, guys, stories. Let's use those. Because there's nothing that's more emotional when you can convey a point by just telling them about when something happened, especially if it's a past experience. Fiction is, like, interesting, but, like, history is crazy. History will really get someone sold. And so let the prospect that you're never gonna know, that you're never gonna give up on them and ask for the order again. Example of the story in a Hail Mary. Corey. Hey, man, I totally understand. Hey. And in fact, I had a client who, back when I used to work at my old company before starting here at insurance, somebody had come out from my company two years earlier. This was back when people still did. Did things coming out to the house. Do you remember the old days when people would come out of the house? Yeah, yeah, I remember the old days. Yeah, exactly. And so the thing that's wild is that whenever they came out, the guy just wanted to think about it. Right? Totally normal, nothing unusual with that. It's a big decision. But I came back out almost two years later and the thing that was crazy about it. Gosh, Corey. The guy wouldn't even talk to me. I thought maybe it was because I was a funny looking guy, younger, wearing a suit in the middle of nowhere, in the middle of summer in North Carolina, sweating up a storm. But what, what actually was the case is that he's told me he. I found out from his wife later that he couldn't talk about it because he'd just been diagnosed with a terminal illness and he had less than six months left to live. He didn't drink alcohol, he didn't do drugs. He didn't smoke or anything. He went to the gym five, six days a week and drank a gallon of water and ate three square meals a day that were healthy, not no junk food, didn't even work near a power plant or anything. Just got terminal cancer out of nowhere. Because sometimes life isn't fair. And so the reason I say this is because, Corey, I don't want you to be. I don't want you to be the guy that somebody calls in two years that has terminal cancer. Cause I see it happen every day. I'm not going to give up on you here with this. So why don't we just go ahead and at least see if we can get you approved and then we can find a date that works for you on making that first payment. Does that sound fair? Right. At this point, if they tell you no, book the appointment. That's the Hail Mary and the Hail Mary works and you got it. You got to lower your tone and you have to pause and sound emotional. This cannot be fake. This is why the story has to be real. Because that lady's wife. Oh, that guy, not the lady's wife. That guy's wife cried on my shoulder and the tears soaked through my shirt. And I left that house with a soaked shirt from a lady's tears whose husband couldn't get life insurance. And she was going to Lose everything because of it. Because they wanted to think about it. It was my responsibility to get them insured the first time two years ago when somebody else came out there as that agent. And the. The second best time to, you know, the first best time to plant a tree was 20 years ago. Second best time is right now. They couldn't even afford $30 a month at that point. That was the lowest. It would go. $38 a month.

So all of that to say stories, facts tell, stories sell. So we've talked about smoke screens and objections, talking to the spouse, clearing the smoke, forging the commitment, sealing the commitment, and Hail Marys, which I love. Does anybody have any questions about this so far or anything to add?

Good. That. That's really good right there. Awesome. I like it. Appreciate it. Michelle's talking to a prospect. What? Dog. Awesome. Any. Any questions about this? Any thoughts, concerns, opportunities, flim flams or other?

If not, if no cons, if no objections, I will proceed. Julian, do you normally get this more so from the men than the women?

I don't know. I mean, pretty much everybody. Like, if you don't give a rock star presentation, you'll get. I think about it pretty much almost every time. Either that or some, like, random objection like shopping around or something.

If you don't give a rockstar presentation. If you do give rockstar presentations, right, you go through the script, you know, you nail all your points down. You cover the. You block the objections of, like, agents versus brokers, term versus whole life. You set their expectations all properly. It. It's probably pretty 50. 50, I'd say, man. It's. It's something that you'll get. This is one of the. These are the two most common objections. I. I do know that, but. Yeah, I mean, I don't know. I wouldn't say that it leans more towards one or the other. It's. It's a pretty common objection from both sides. Gotcha. Okay. Yeah. Great question.

So let's talk about thinking about it. Right? Let's talk about thinking about it. So.

This one, I call it the Trojan horse. Close.

So I'll get more on that later. So, clearing the smoke, same base framework. What? That's right. Most objections are the exact same thing. We just got to clear the smoke almost every time. And so the way that I like to go about clearing the smoke with thinking about it is to remove sales pressure. Anybody ever, like, felt sales pressure?

Use car guy cornering you in the office. Timeshares, y'. All. Hey, y' all ever been to timeshares Y' all know what that's about. Crazy situations. Security systems can be pretty intense too, right? They start talking about what's going on in the neighborhood. They refuse to leave the house, right? Those are always fun. So.

Those are some of the situations that you might see. High sales pressure. But sometimes the prospect feels like there's high sales pressure, even if there's not. Why? Because oftentimes people don't want to make decisions because it requires brainpower and effort. And so for the people.

That do not like making decisions, if they feel like they have to make a decision at all, they immediately feel sales pressure. Not because you're pressuring them, but because they feel pressure from themselves. Now, that is a great example of people who are, like, anxious in life, right? And it doesn't mean they have to have, like, medications or anything at all. But, like, if you ever. If you've ever, like, been anxious, you're even yourself about making a decision like, oh, gosh, what if I make the wrong decision? Right? Oh, shit. Like, what if I. What if I get this car and it breaks down and that car doesn't and it's the same car, right? These stupid little decisions that everyone freaks out about, and we all get anxious about sometimes. And so, like, we have to think about it. While to us, it's only $50 a month, to them, it's actually like 15, 20 grand to their kids. And so their thought is not, I'm spending $50 a month. Their thought is, oh, what if they don't pay out?

What if I put the wrong beneficiary? Oh, my gosh, Right? What if I can't change anything? What if I. What if I get the insurance and then I want to add to it and I can't? Which is why we ask for the questions, why we seek to understand before seeking to be understood. So we go back to the same framework. We don't push the prospect. We pull the prospect towards them so we can sit on the same side of the table and solve the problem as a team. We do not fight over the problem. We fight against the problem together. The difference is we are not going head to head. We're going hand in hand. Does anybody have any questions so far about the beginning of this framework? It is the same one as last time, but does anybody have any questions about this?

No. Awesome. So instead of going through and asking them, like, what their spouse may not like about the program, the way that we're going to, you know, clear the smoke and relieve the sales pressures by asking when they, when they'd like us to call them back in the next day or two example. Yeah, I need to think about it. Sure. Corey, I can call you back. What do you think you need maybe like a day or two to think about it? Yeah, yeah, yeah, that's fine. Just call me back. Like call me back tomorrow. Right? What they usually say at this point, I didn't put this whole script here because it's just like not worth. This is just too much. And I'll give you guys a script separately, but you want to set the appointment using close ended questions with two option framework, right? What does that mean? Hey, do you want to do this day or that day example in practice? Tuesday or Wednesday, this time of day or that time of day example? Morning or afternoon. Right.

This time or that time example? 4 o' clock or 6 o'. Clock. Right. And so when we do that, we're narrowing down the decision making process for them. And the reason that we use close ended questions with two options is to prevent them from having to think because it's easy to flip a coin, it's either heads or tails. But what is not easy to do is think about how to make the quarter to begin with so that you can start flipping for heads or tails. We don't want to create that level of complexity for the decision making process here. Let's just flip the coin for them. Hey, which one do you want? Heads or tails? Heads or tails? Heads or tails. Right. We don't want to go all the way back to, to creating some like complex decision making process for them. Let's make it easy. Let's make it easy for them to say yes and easy for them to buy. Do we have any questions on two option framework, clearing the smoke or how we're approaching this currently? We think about it before I jump into the Trojan horse.

It's just a close ended question because we want them to make a decision correct. We just closed ended questions to get them to make decisions. We use open ended questions to get them to. Congratulations Corey on getting an application approved while we were in the call Monster. Let's jump into it. So Trojan Wars. Okay. I'm super big into Greek mythology and Greek history. For those of you who don't know, I've got a tattoo sleeve. This is Atlas from Greek mythology.

But basically there was a war a long time ago between the Greeks and the city of Troy. And the Trojan horse was a product of this war because this war was lasting for 10 years. Oh my gosh. So it was said that this, this was like basically the Titanic of cities. It was basically said that this, this city was undefeatable, right? This city could not be penetrated in, in the, in war. And 10 years of siege from the most talented battle tested armies at that time couldn't get into it for a decade. So I mean, they definitely had something going right there, right? And so the thing that was crazy about this and you got to think about, I mean, just like total side note, how wild it is that they were able to survive for 10 years in there without getting their water and food cut off and stuff like that. Like they, these guys were hustlers, right? That's wild. Back on track. So the reason why I say this though is because sometimes your prospect's mind is like the city of Troy, it's a complete lockdown for. And that's why we relieve the sales pressure earlier in the call, so that we're not sieging them for 10 years and turning it into a battle that then completely destroys the deal. So when we're going through and using this Trojan horse, this is the basic strategy. If you're not familiar with this war, the strategy is basically a ploy to let your adversaries think that you've defeated them. You offer them a concession, letting them believe that the conflict is now over. Right? This concession is how you defeat the adversary in the case of the object, the, in the case, or in this case, the objection from a place or disarm them instead of fighting the maximum security defenses. Right? What that means, in short, is that we're taking off the sales pressure by letting them think that we've retreated. Right? The Greeks got into their ships and sailed off. They left the beaches of Troy. They, they dipped, they got out of there and they're like, oh my gosh, they left us an omen of good luck. Let's throw a party. No more war. They left. This is awesome. The ships are gone. No more war, right? That's the best time to party, isn't it? I mean, 10 years and they give up. You'd have to be crazy to continue to try that conflict if you've already given up. It's just right, of course. And so quick side note, your prospect is not an adversary or an enemy, but someone who needs your help. However, the objection and the problem preventing them from moving forward is you and your prospect's enemy, right? It is holding them back from doing something great. And for us to defeat this objection and help them believe in themselves enough to make this decision, it cannot be through brute Force or a frontal siege where we're attacking the city of Troy because this creates resentment, sales resistance, and a sold where you just strong arm them into it, ultimately results in a chargeback. The Trojan horse peace offering completely removes all resistance in the sale and gives your prospect the ability to be open to suggestions from the agent. In this case, you. Does everybody understand what we've covered so far with the Trojan Horse, why it works, why we do it this way, and how effective this strategy is in dismantling sales resistance?

Awesome. Okay, beautiful. So let's go through it here. Now, Corey, just so I can answer. We've already set the appointment, guys. Remember, we've already set the appointment. The call is over. The Trojan horse is in the city of Troy. Here's where the Trojan horse opens up, and we take care of the city from the inside out. Or in this case, the objection. Now, Corey, just so I can answer any questions you have for our appointment on, you know, Tuesday, were you more curious just about the. The price of the program or really how the program works?

Oh, hello. Right. I'm talking about being prepared for the next call. It sounds like I've still retreated. The Trojan horse is working, my friends. Right. This will typically reveal something that they were uncertain to you about, and in which case you can overcome the objection and ask for the order. Oh, yeah. I mean, not. Honestly, not too much. I just. I've got to figure out if I can even afford insurance, to be honest with you. Oh, no worries. Well, I mean, while I've got you here, I can. I can look at something a little bit lower to start, and then we can always add something in the future, if you think that would be helpful. Yeah, yeah, let's check that out. Oh, okay, great. Let me look into it. Now, obviously, the planes we had looked at were from, you know, 150 to 200. Would it be helpful if we looked at something closer to the 100 to 125 mark or even lower than that? I just got to figure out what the frame of reference is. Right. You guys understand how we're able to get that objection out of them after we've cleared the smoke and use the Trojan horse.

Right?

Okay, I got no questions. I have no questions about the pricing of the program or how the program works. What? So why are we not moving forward? That's the question, isn't it? If you have no questions and no objections, why would you not purchase the insurance now?

Any reasons? There's no reason. And so they're just having a triggered autoresponder going out because they're just like, oh my gosh, I'm getting sold. No. Right. There's no logic in this. There's no rhyme or reason. So no, I don't have any questions. I don't have any questions about the pricing or the program. Oh, okay. That sounds good. Well, Corey, I mean, if you don't have any questions, is there any reason why we wouldn't apply today?

And you notice the difference between this close and all the other close? This one actually asks for the objection.

You know why? Because they won't tell me. They still haven't told me. Between the Trojan horse clearing the smoke and the entire conversation up to this point, if they haven't purchased and I don't know why, and I follow the script and I've covered my checkpoints and they're still not buying. I don't know why. I genuinely have no clue. And so what I have to do is ask for the objection directly. Is there any reason why we shouldn't apply to that? Any reason why we wouldn't do it? Now is this making sense? Are we on this? Cool. Is that a. Was that a question, Derek, or like a. That made sense. Okay, awesome. At this point, you await the true objection and then ask for the order again.

Okay, so far, thinking about it. Clear the smoke. Trojan horse. This is one of my favorite guys. I love the Trojan horse. This is probably my. Oh, okay. Peace, love and balloons. This is probably my favorite objection overcome. Just because it's so tactical, right? So strategical. It requires a higher level of operation than some grunt in the field that just says, what do you need to think about with holding? You know, Ms. Jones at Pinpoint, right? Doesn't make any sense. So let's jump through this Hail Mary. They still tell you that there's no reason they wouldn't apply today, but they won't move forward.

Totally understand, Corey. Now, I. I had a client just in the same situation like this, and I'm going to go through the exact same story that I told you guys earlier. That's my story. That happened to me. Everybody has their own stories. If you don't have one borrowed, right, you pull one from your up from your upline manager, pull one from your mentor, pull one from your co worker. Google it if you have to. I saw this video on YouTube the other day, right? Whatever you have to do to tell the story, make it happen. This is the Hail Mary. And if they don't buy, at this point, you book the appointment.

Because at this point, we've gone through layers. Do you guys see what I meant when I talked about it earlier in the call? There's layers to the objection because we've got to understand the objection before we can even overcome it. Most people try to do online zingers. Donna, what do you need to think about?

I. I just need to think about it. Great. Let's get it done right now. That's most people, but we use layers. Why do we use layers? Because it actually dismantles, breaks and restructures the belief that they're holding currently. Because the only reason they're not moving forward is because they hold a belief right. And breaking beliefs is the hardest things to do. But it's also the most valuable thing to do that pays the most. Because when you can beat objections out, if everybody else is turning around and I need to think about it and I need to talk to my spouse and you're beating it out, you are not only better than like 90% of agents, you are now in the top 1% of insurance agents. Because the 8% that survive, most of them are just surviving. The top 1% are the ones making real cash. And those are the cats that can actually overcome the objection, not just follow a script and get more leads. Are you with me right now? Does this make sense? You have to be dynamic. That's why we use layers on the objections. You have to follow this framework like clockwork. Because if think. If thinking about it is just a high pressure sales tactic response, like, what do you need to think about? Or you don't need to talk to your wife. Don't you wear the pants in the house? That's a shit show. I can't even tell you how much of a shit show that is. I've seen people try this, y'. All. Yeah. Hey, man, you don't wear the pants in your house.

That's going nowhere fast, y'. All. Let me tell you fast. So if you don't want to be broke and you want to make a lot of money, use these. Anybody have any questions about the Trojan horse, how it works, why we use it?

Anybody want a few bonuses before we wrap up here for the day?

Yes. Beautiful. All righty. So we're going to cover these last few bonuses. We're going to talk about the heart of objection overcomes. This is the triple A's. Anybody seen this in the training AAA's? Awesome. I call whenever I talk about closing. A lot of times you'll hear me reference it as being in the paint. This is a basketball reference. Means you're right under the basket. Okay, so every time, every sentence, whenever you're in the paint or closing in with a question. Corey, what should every, every sentence end with question? Close ended or open ended in the paint? It's going to be close ended, close ended for. For getting decisions, open ended, for asking for information so you can understand. Right. So if your prospects start asking a ton of questions, you know, you guys know how like whenever we present pricing, we're like, let me know when you got it down. Reason we do that is because that's basically where we're asking them for a confirmation, which means that we're still asking a question even though it is a declarative statement, but the assertiveness prompts them to say something and still, it still makes sense in that scenario. Right? And so at that point, whenever they tell us that they got it down, we still have control of the conversation because we, we have told them to confirm something for us. The problem is when you start answering questions with no questions at the end of it. So like how much is the 20,185? And then you don't say anything. Where do we go from there? The prospect doesn't know where to go because you're the one who's supposed to be leading this conversation. So let's talk about it. If your prospect starts asking questions and you're giving flat eel grammar and you're giving flat answers with no ask at the end of it, you've completely lost control of the conversation and you are heading and you are headed for getting closed on why they're not buying today because you're either closing or being closed. Correct. So this is one of the most uncomfortable and controversial portions of the call and must be handled with finesse and tact. Which is why to not my tonality is never aggressive, but instead is a caring and relaxed tone when I'm going through this framework which is agree, answer and ask in the paint. Anybody have any questions about that?

No. Beautiful last thing. P.S. nobody wants to shop for life insurance more than once. Do your job right the first time and they never will. Either you're getting closed by the prospect or you're closing them. And in only one of those scenarios does everybody get paid. Use the approval as leverage because they're thinking about making a decision that they don't yet have access to as an option. That's like talking about or thinking about buying a house with a mortgage with a zero credit score, no cash, nobody can pull either of those feeds off. Do we have any questions about this.