 Now let me give you my three steps to overcoming objections really really really quick okay three steps to overcoming objections I got a couple more pages to get to my three steps for overcoming objections when they're like hey Cody I'm not because what happens is you're on this path okay you're at the start of a cell you're at the finish of a cell and when oh you're going down and you're reading your script and they're like oh I'm I'm I'm I didn't do that right they're taking you off the path they're trying to take control of the call right and if they say well I'm not you know I don't know that I I don't know that I can qualify I'm in bad health I understand hey thank you so much for sharing that this program is actually meant for people that are not in great health okay so tell me bam and then ask a question and get right back on script on the path and keep going right all these objections that you guys think you're getting early in a call early in a call you know what those are that it's it's it's simply it's simply right it's simply human nature it's simply human nature people are supposed to give an objection early in a call and they do not mean the objection they're giving you when they say they're not interested they showed interest they responded when they said I don't have any money homeless people have money right because I give it to sometimes right well you say well I didn't do it right you know they did already have coverage you know fantastic right that's awesome they believe in the product I'm more likely to talk to me about it okay well my well well my daughter takes care of that excellent you can get her involved yeah or they're like or you're halfway through they're halfway through the cell they're like well I need to make sure that my my daughter is actually the one that that that you know helps me with all this so excellent no worries I promise you'll get to talk to your daughter okay and then boom so so tell me again what was it what would you how did you spell your last name again right right back into the script so here's my three steps agree answer and ask okay agree answer and ask because when I walk in and the the psychology behind that is think about this for a second okay when I walk into Best Buy and they're they say oh can I help you today what do you say no I'm just looking right now I'm just shopping you going in to buy something but it's human nature to say I'm just looking I'm just shopping okay also when I ask my wife hey babe where do you want to go to dinner here's a great good hypothetical piece when I ask my wife hey babe where do you want to go to dinner what does she say this what I'm about to tell you you will use it's not going to be in the free book by the way but you will use it forever that's my wife hey babe where do you want to go to dinner what do you think she says I know I don't know I'm not sure it well okay baby if you had to choose where would you say I used this in an appointment in Joplin Missouri years ago and I said sir do you know where your life insurance policy is he said I like like everyone it's human nature to say no and I don't know so he said I don't know right some of you would have believed that he didn't actually know and would have moved past it and never got the policy I said something it made zero sense I tried it and it worked and I use it still today and what I said was sir if you knew where it was where would it be and he said well if I knew where it was it would be in the filing cabinet right over there I'm like this one okay okay I said okay top or bottom drawer probably the top can I open it yes I open the top of the filing drawer guess what was sitting on the top drawer on the top in the top drawer his insurance policy but eight seconds before he said I don't know it's human nature they do not believe it that psychology is the number one rule of sales is to always agree I'm training a state company I'm consulting a state farm company up in New York and and I'm talking to them about they're telling me that they're getting people that say well I don't want to talk about life insurance it gives me the heebie jeebies right and I'm telling them excellent tell the client I agree I'm with you talk about life insurance given the heebie jeebies too I hate talking about it however with everything going on in the world if you'd be amazed how many people are trying to qualify for their life insurance right now and I want to make sure we didn't leave you out so tell me who do you currently have your life insurance with outside of work right that's that's agreeing it's not natural most insurance agents are trained that when when someone says I'm not interested we're trained to say well what do you mean you're not interested you don't have enough information to meet your city yet right it's disagreeable it's combative it's not agreeable okay the number one rule of sales is to agree that's the best way to the best way right if you ever if you think about this the best way to de-escalate conflict in anything my wife and I will be fighting and I'll say you know what babe you're right she's like I wish you would stop agreeing with me right I'm like well I thought that's what you wanted right be agreeable okay it de-escalates stuff and it allows you to move on right answer the objection and then ask a question right so if I'm setting face-to-face appointments a lot of people do that I'm like hey I'm not interested okay I understand okay it's my job to simply get you the information since you requested it now I'm going to be out in your area on Friday so should I just drop it off in the morning or in the afternoon which is better for you right that's agree answer and ask you should never respond to a fake objection or real objection if you actually believe those exist without finishing with a question agree answer and ask you have to finish with the question psychology is if I don't finish with the question I just agree and I just answer then they're going to restate their original objection or they're going to hang up but I finished with a question I'm trying to reassume control of the call I'm trying to get back on script and I'm trying to proceed down the finish line okay so let me give you some example I've only got a couple more minutes let me give you a few again we've got tons of videos if you if you're not subscribed to our youtube channel you need to do that today stop what you're doing and do that okay we've got 17,000 agents subscribed to our youtube channel now we put out video content every single day we've got 2,500 videos on youtube right it's the best free training platform for insurance agents in the world okay we're going to keep piling that with information if you love everything we're talking about and you want to talk to me about training your sales team or getting you trained or helping you in any way okay with anything right oh you can email me cody at cody askins okay feel free to do that cody at cody askins I'd love to be of assistance we're also going to give you some links to some live calls okay we're going to give you some links to some actual live calls you can hear me on the phone okay I'll make sure we include that in the ebook all right I want to jump to some different different things that you can do okay for voicemail text or email right I'm going to give you some different ideas really quick so when I leave a voicemail I could use the normal script voicemail of right hey Betty I'm getting back to you it's cody you request the information I'm just here to give it to you now I'll be out in your area hey come back as soon as you can right I could use a normal script and leave a voicemail make it concise pick it's simple or I could say hey Betty getting back to you about your request for the for the new information hey I've got some great news okay I want to give that to you come back as soon as you possibly can and leave the number phone number twice okay that's a good news that gets a lot of calls that's phenomenal okay it could also be the quick question okay hey miss miss Betty hey I got your request I just have one really quick question come back as soon as you possibly can leave the phone number twice okay that's quick question okay the last one is hey if you can't get a hold of them and you've called you know a bunch of times and you want a fourth variation right if you're selling it could be one of these two okay if you're selling over the phone hey no worries I know if you haven't heard back from you we went ahead and processed your information no big deal if you have if you have any questions about what we process you can call us here's a number right that's processing it that's good for phone sales or hey miss Betty haven't we haven't heard from you we're just gonna we're just gonna we're just gonna deliver it and and drop it off I'll be out in your area in the next couple days and I'll see you then if you don't want me to do that call me okay that's the other option right that's face-to-face option that's for delivering those are four variations of voicemail text and email I've given you a ton of information today okay so here's what I'm gonna do here's what I'm gonna do if you have questions okay if you have questions and you want to talk in any way and you think dude this guy gets it and he can help me phenomenal email me kodi at kodiaskins.com if you want access to the free ebook that we just talked about here's what we're gonna do okay here's what we're gonna do for the first for the first 100 you will get access to this for free okay I'm not sure how many are on right now but the first 100 will get access to this for free you can go to kodiaskins.com even if you think you don't need it you will know an agent that needs it so go grab it anyway and it's actually free okay kodiaskins.com forward slash ebook okay kodiaskins.com forward slash ebook make sure you do that and go there okay huge thanks to all of you for watching if you want to follow me on instagram at kodiaskins I love helping agents I'm here to help I want to see you succeed you have the ability to do something big in the world and I want you to do it okay start to think bigger let's get after it let's go make some money I believe right now is the best opportunity to succeed in the insurance sales space that I've ever actually seen okay let's go succeed maybe we'll see it maybe we'll see it at an 8% nation conference in the near future hey if you enjoyed this I got another one you're gonna love it's right there click on it see in there most people in the industry fell you just don't show up you know like it literally like in college I had to show up the class to pass the class it wasn't hard it wasn't rocket science I showed up I won