 Welcome to Deal Breakers every Wednesday at 2. I'm Cody Askins. Dave Kobel. Director of Sales here at SecureAge of Mentor. We're bringing a jam-packed show every Wednesday at 2. We're excited about Deal Breakers, buddy. That's right. Why don't we release Deal Breakers? What's the purpose of it? Well, let's talk about that. Deal Breakers is about making more money. It's about making closing techniques easier. It's about, really, it's about being more successful, okay? So we all want to be more successful. But the main thing for us right now is we want you guys to be interactive with us. So if you have a question, if you have a thought, whatever it is, chime in. We want to respond and we want to include you in on this process. But really, if you think about Deal Breakers, you think about sales, you think about being successful, sales is everywhere. We are all in sales. It doesn't matter if you call yourself a salesman, it doesn't matter if you're a business owner, it doesn't matter if you're a mom, whatever the case may be. We're all in sales. Some of us are better at it than others. Yeah, yeah. Everyone was born a salesperson. I mean, when you were selling your mom about, hey, I want the chocolate chip cookie, like, what did you say? How did you do? What was your pitch? Exactly, exactly. Everybody is in sales. My wife sold me on something this afternoon. Everybody is in sales, but some are better at it than others. And if you go throughout your day and you think about all your interactions that you've had with people today, every conversation was a sale. Somebody was buying, somebody was selling, either you're selling or you're buying. Which ones of those conversations made you feel better? Those that person was a better salesperson than the other. So really, every interaction is sales. Now, some people are better at it than others. Some people are talent. They sell on talent. They sell on being able to talk to people. Some people sell on their process. They know that if I say this, this, this, if I do this, then I know what the reaction is going to be. And so then they're selling on processes. Then there's people like you who have both. They have the talent. They have the process. Come on, man. Right? Right? Dude, how about yourself, too? Come on now. So really, what we're trying to do here is we're trying to find where you are. Is it that you need a little help in the process? Yep. Is it that you need a little help in the psychology of sales? Always. You know, the talent side of it, the reading people, the knowing how to react when something happens. So the combination of those two things, where are you and where do you want to be and where do you need help with? Because we're here to help. There's a lot of moving parts. There's a lot of moving parts. How do they know who they are, what they need help with, which type of salesperson they are? Right? Brian Tracy, one of the first audiobooks I ever listed was articles in the sale. He thinks some people can only sell either a tangible or intangible. I don't agree with that. But some people, like you said, they're just natural. Or they need a system. Or they think they're too good and then they're not great because they don't have a system. Right. Exactly. Some people, you see those that have all the talent in the world, they can sell anything. They can sell the ones that are always mediocre because they have up months, then they have down months. We've all worked with them. We've all seen them. They know that they can fail today and go out tomorrow and make them as much money as they want. It doesn't matter. So it's all based on talent because they have no process. Where does a person fit? Where do you know? Knowing yourself is crucial to this. Knowing what you're good at, what you're bad at. Looking at your successes, looking at what you did right, and then studying that. How can I reproduce that? Being able to reproduce a model is huge. It's huge. You've done it many times over. I've done it. Being able to reproduce something that works. So what we're going to talk about is really trying to narrow down on some things that work. Some things that work that I've seen that work, that you've seen that work. Now I won't pretend to know everything there is to know about sales. I learn every day. I learn every day. I learned something this morning in the sales meeting. We have a sales meeting every morning. We're always learning. Every day we've got to learn. We've got to get better. I want to challenge them. They're perfect at sales. Dude, close your phone. Close your computer. If you think you can't get any better, don't listen. Don't listen to anyone ever. They're not. They're not. They're not anyway. They're not worse than anyone ever. Everyone can improve. And that's what Dealburg is all about. Dealburg is about making you better. Dave says it all the time in our meetings and everywhere we're all around the office. Making you better today than you were yesterday, tomorrow better than you were today. So we're going to focus on sales. We're going to focus on closing. We're going to focus on the ins and outs. The things you can say, your pitch, your state of agreement. When someone says, I hate your freaking guts. What do you say? What do you say? All right. Let's dig into it. Right? So let's talk about it. Again, if you have any questions, you have any comments, you know, get in on this. We want to respond to what you guys have to say. But let's talk about what do you do when you get the objection? When you get, it doesn't matter what the objection is, what's your thought process? What do you do when you get the objection? What's the first thing that pops into your mind when you get an objection? Agree. Agree. Yeah. It's not to create confrontation. That's like the first thing in my head, whether it's tele-sales, face-to-face, exactly that. I do want to jump into a question real quick you just got on YouTube. Kelvia Grant on YouTube says, hey, do I need to do face-to-face before I learn to sell over the phone? No. I don't think so. I think you can learn from both ways. Some people are better on the phone than they are face-to-face. I think that I was much better face-to-face when I was younger. I couldn't do anything on the phone. I think being on the phone is a learned timing. It is. It's a timing issue because you can't read the facial expressions. But timing is everything and knowing when to push and when to relax, when to ask a question and when to wait is a little more tricky when it comes to the phone, but it's still a learned thing. Jimmy on Facebook had said, he said, when I said I hate your freaking guts, he said thank you. By the way, my name is Cody Asperger. We appreciate all the engagement. That's what we're here for. We want to answer specific things. We're going to touch on some topics, some notes, but we love engagement. We love questions. We love responding. We love helping. Because what's the purpose of us doing a show if it's not answering your questions and we're not helping, then we shoot. We're here to help. We're here to help. Back to objection. You think about agreement. It's natural to you. You automatically agree when you hear something as like a red flag. Something comes up and you're like, the first thing you do is agree. The first thing I do is I ask a question. Even if it's a simple question like, huh, why would you think that? Or, huh, you know, I don't understand. Can you explain what you mean by that? Sometimes a collector get more information. I want to get more information. I want to hear what's behind that. I want to hear what's behind the objection. We all know this, but we forget it because in sales we hear an objection and we want to fight it. Let me tell you why you're wrong. Let me tell you why you're wrong. But really they're giving you an objection and there's something else behind it. There's a question behind it. There's a meaning behind it. Or they're just throwing something out there to get you off track, whatever it is. But there's something behind it. I want to ask a question. I want to always be asking questions to find out exactly what you mean by that. Just tell me what you mean by that. You said the price was too high. What do you mean by that? Yeah, yeah. Compared to what? You said, no matter what objection it is, what do you mean by that? Give me an example of why you think, because sometimes it's about value. Sometimes it's about timing. Yeah. I agree with you. Explain that a little further for me. Yeah. Let's talk through that. Asking questions is crucial. So I want to know what you're thinking. I don't want to know what I'm, I already know what I'm thinking and I can tell you seven things to why you're wrong and why you should not object to this. But it doesn't matter what I'm thinking. It doesn't matter what you're thinking. 100%. Right? I'm a musician. Amateur musician. Nah, he says musician. I'm a musician. Come on, man. He's a musician. So if I tell you, Eric Clapton is the greatest guitar player of all time, it's a negative. You don't get to give your opinion, but it only matters what your opinion is in a conversation, in a sales, I don't even know who he is. So I want to know who do you think is the greatest guitar player of all time? It's a question. Not a statement. I don't want to tell you anything. I want to ask you. Ask questions. Ask questions. Ask questions. Ask questions. That we do a sales training with our group. I do it from the very first interview all the way through. I want to ask a question to them and I want them to bounce back a question to me. It's a tennis match. I'm going to give you a question. I want you to bounce back one to me. It doesn't matter what the answer is. It only matters to get me talking, to get the customer talking. It doesn't matter what the sales person's mindset is. When we hear something, we always want to go to that answer, but really ask me what I mean by that. Ask me what I'm thinking by that. When I get an objection, that's the first thing that I want to do is I want to ask questions. Then the second thing that I want to do is I want to narrow it down. I'm hoping that the sales team is watching this because this is a sales training for them more than anybody. I want to narrow the objection. Matt, I want to narrow the objection. I want to get it down to one thing. I don't care what the objection is. Most times the first one they give you is wrong. It's not the actual objection. They don't mean it. They don't mean it. I want to get it down to it. I want to narrow this down to one thing. What you're telling me is if I could fix X, then we could do Y. Oh, no, no, no. No. There's another objection I need to give you. Okay. That's fine. Let's talk about that one. Let's ask about that one. Then let's narrow that one down. I don't want to narrow it down to one because if I can ever get a sales person to really understand narrowing it down to one thing, then you've got something to close. Then it's done. Then it's done. Exactly. It's easy. It's done at that point. 100 percent. We've got a few other questions. We've got, hey, what's the best organization to tell us this with? I don't know. There's a lot. Our company does it. North Star Insurance Advisors. They're a diamond sponsor at the event. Does it? There's a lot of great companies that do it. Do we get a discount on these if we join you? Yes. I like trying to set up this. I'll let you grab this one. Gerardo Garcia, thank you for the question, buddy. I like, on YouTube, I like trying to set up and do group Q&A at final expense seminars. He's doing a seminar to final expense prospects, maybe the senior center, something like that. What tips or strategies in a group presentation can then turn that close and then turning that to closing those interested in the audience? You're able to turn it from, hey, it's information to actually closing and actually getting them engaged. Yeah. Well, engagement is the right thing. It's about engagement. It's funny. I just did it just right there. I just did it. I engaged Matt in our room. I had a conversation with Matt. I want to have a conversation with one person. I want to turn that into a conversation with the group. I want to turn that into an opportunity for interaction. It's not me presenting to them at that point. It's got to be interaction. Well, you can tell who's a little more interested than others by, okay, this one's on their phone. This person's playing bingo. This one's listening. This one's eating all the pizza. This one's in the bathroom eight times. This person really loves me. They're looking at me a lot. But once you get that interaction with that one, it can spread. Yeah. It can spread through the audience. Then what we're talking about is we've given you information now it's time for you to do something for me. Exactly. It's a subtle movement, but I've just done something for you and you understand that it has great value. We've established that it has great value. Everything is about value. I can't get through that enough. Everything is about value. You understand the value of what we've just done, so now it's time for you to do something for me. That could be as simple as giving me all your information. Could be so we can get together later. It could be whatever it is. But there's got to be at that point when it switches over where this is a change. That's a few of the creative things I think through when I think of like a presentation like that is, you know what, engage with them, ask them their name, get them to interact, walk around a little bit, pinpoint some people, get people involved in your presentation somehow. Give away something, you know, engagement, and then at the end, you know, ask them to take some action, ask them to fill something out, ask them to check a box that they're interested in. Everybody's got, you know, you guys can use some help in some way. There's four choices. Pick the one that you feel most comfortable with, you know. I'm not going to try to sell you. I'm not going to try to, you know, I'm not going to, I mean, just, just check a box and then we'll help you out. Absolutely. And that's some creative ways I can think through for Gerardo. Hey, Aaron. How you doing, man? Good to see you. This is, this is another Garcia, this is a buddy of yours, I like that. Obviously I end up needing to meet one-on-one sessions afterwards to quote them individually. Thanks. Yeah, yeah. Yep, Jerry. 100%. Yeah, that's the goal. You know, you know, schedule a time then. If they have an interest, then take it a step further and let them fill out, okay, which day would you prefer, I'll be back in this area, Tuesday and Thursday. I've got a one, two, and a three o'clock available each day. Pick a day, then pick a time. Okay. And if you can't decide, which would you, which would you prefer? Which would you, what would you say? I don't know. Well, if you had to choose, what would you say? If you had to choose, yeah. Hypothetically, if you had to choose. The first time we met, I used that on him. If you had to choose, what would you say? Yeah. Do you remember that? I do remember that. Yeah. Very good. That's something that works because so many people don't know, so many people are unsure, so many people are not interested. So many people are like, I don't care, my wife Lauren may or may not be watching. Every time we, every time we want to eat somewhere, babe, where do you want to go eat? I don't know. Well, okay. Okay. Well, you know what I say? Okay. We'll go to Hoohah. No, I don't want to go there. No. Right? Okay. Well, which place do you want to go? Do you want to go La Paloma? Do you want to go Kazoku? Do you want to go, you know, Korea? Give options. If you had to pick a place, where would you go? She'll pick. She'll pick. Exactly. She'll pick. Why, why does the psychology of that? Why does that work so well? Because it starts to narrow their mind? Well, because what they said was not necessarily true. They have some things in mind. They have some things that are off the list. They have some things that are on the list. You're going to guess all day long and you'll guess the ones that are off the list. But asking the right question will get the things that are on the list. Exactly. It's a good question. It is. And that's the same thing with, with, we help agents with leads. You and the sales team help help agents with leads all day long. And every day. Every day. Dozens and dozens of orders every day. The biggest thing is that agents need to realize is those, I don't know that I get from my wife or those, you know, not interested that you get from clients. The clients say, I'm not interested. I already have coverage. I'm not sure. I don't have money. I don't have time. I'm broke. I hate your guts. Whatever. They don't even mean any of it. No. They don't know anything yet. No, they don't. Just ignore it. Do it tonight at the dinner table. Ask your kids how was their day to day. Okay. Ask them a different question. What was your best part of your day to day? You'll have an answer. Exactly. Same question. Different phrasing. I've always been taught that you can ask the same question over and over again as long as it's ask a different way or company with new information. That's right. Ask a different way. You'll get the answer you're looking for. You guys don't know this stuff. You gotta dig in. You gotta know this stuff, right? You're losing money if you don't know this. Good. 8% Nation. Check out the website. If you haven't seen this in the conference that's coming up, if you appreciate anything that we're talking about. This is a small sample of what's going to happen at the 8% conference coming up in October. Yeah. Tell them a little bit about that. Dude, we got some good stuff, man. We got some, dude. You want to get me jacked? You could be jumping and running around. Grant Cardone. Grant Cardone. One of the best-tells people on planet freaking Earth. Ray Lewis. Ray Lewis. One of the most intense, motivational, hall of fame linebackers of all time. I'm going to need more coffee. Ridiculous. And to top it all off. We got a couple other really cool stuff, but to top it all off, it's at Titans. It's at the Nissan Stadium. It's at the Titans. Hold on to the Tennessee Titans. That's unbelievable to me. Do we think big here? Do we think big, man? You think big. Thanks. Good, brother. I talked to somebody. I talked to the local guy. He owns Coltons here locally. And I can't say exactly what he said because, man, I'm going to be appropriate for this. It was hilarious. Goodness gracious. You freaking think big, man. He's like, dude, you're insane. I agree. I'm not insane. Dude, I feel insane. I'm not insane. But it's good. It's good. It's good. Absolutely. All right. I don't know if you know it or not, but we're having fun here. We love for you to interact with us. If you've got a question or if you've got a thought process that you want us to join in on, just please chime in. What's a deal breaker? What's something that somebody said and you didn't know what to say back? It happens. It happens here every second of every day. So what's an example of something in your experience? What's an example of something that surprised you? I would say a surprise would be, hey, an agent would really struggle with this. They struggle with a lot of stuff, but a lot of it you can just, they say I'm not interested. Perfect. I want to make sure you get the free information. I'm guessing you don't have it. Our underwriter will be out in your area Thursday. I want them to drop it off, so I'm assuming dropping it off is cool, right? But a ticket a step further, a lot of agents struggle with, I don't have any money. Yeah. That's what I was thinking about. Budget. When you actually get down to it and you've narrowed it down to it, I literally don't have any money. And it's funny because I had this whole theory on we spend money on what's important to us. We spend money on... Whether we have it or not. Whether we have it or not, we spend money on what's important to us. You can almost look at a person's bank account and tell what is important to them. It's embarrassing. We don't want to admit it. They could tell this place was important to us. That's all I spend money on. But truthfully, we spend money on what's important to us. And so in that situation, when I'm dealing with somebody, then it becomes about value. How valuable do you think this is? How valuable... Do you know this value? Do you understand this value? Then there's no amount of... There's no thing stopping you. Then it's just a matter of trying to figure out how to get that money. That's the things that we would agree on is if the relationship is there, if we built enough rapport. I know it's cheesy, but it's true. The relationship is actually there. You're actually genuine. You actually care. The value is there. They clearly had interest and they wanted it. They already had interest, yeah. And they could afford it. Everybody could afford it. But it's about value. It's about value. I can give the example. There's somebody who buys a $20,000 watch, somebody buys a $5 watch. We talked about this in the sales meeting this morning. They both tell time, but there's a different value. Or the Apple watch. There's a different value established to it. Or no watch. I can't even do a watch. All right. Good. So what do we got here for interaction? We've got Lauren. Lauren says she is watching. Yeah, we've got Lauren Bethany. Sam. Mr. Sam from AmeriLife. HPS. What's up, brother? Appreciate you joining me. Yes. Oh gosh. Look at that. Dude, yeah, we've got a lot of engagement. We've got more telecells. Our charge back is going to put you upside down with telecells. If you do it properly, again, goes back to relationship, value. If you actually take time, you're genuine and you care, then you can avoid. You can still keep it in the 75 to 85% range retention wise. Sometimes even better sometimes. That's all the questions. I think we're up to date. We've had a lot of questions. A lot of interaction. What else can we answer? I want a real life scenario. Hey, I bought a lead from you or I door knocked a lead and they said, I'm not interested. I'm not interested. Or they call a lead. Okay. Say an agent calls in today to say, Dave, I bought one of your leads, man. One of them said they were not interested. Oh my gosh. Can you believe that? Are you kidding me? I thought these leads were good, Dave. It cracks me up for a lot of different reasons that cracks me up. But number one is there's about four or five different layers of interest before the insurance agent actually gets that lead. The person saw it, the person clicked in, the person read about it, the person filled out the form, the person pushed submit. It goes to the agent and then now they're not interested. The agent maybe waited too long to call them because the person was sitting right there in front of the computer when they did it. It's a real time lead. 100%. But really, I'm not interested. What are you not interested about? Tell me what you're not interested about. And a lot of times we've said our name. We even said company. Oh my gosh. We even said why we called. No, dude, I'm not interested. Take me off your call list. We call insurance agents every day that ask us for leads. We call them back and they say they're not interested. Right. Because they didn't hear anything that my sales guy said. They didn't hear. Can you guys do some free coaching along with it? Yeah. They didn't hear anything. They didn't hear the name. They didn't hear anything. We actually had one insurance sales person on the phone said they weren't interested. We sent them an email. They opened the email and said, oh, I thought you were trying to sell me insurance. You didn't hear anything that I had to say. So really it's just their first throw of a rebuttal or their first objection or their first instinct is when I don't recognize the number. I'm going to say I'm not interested. Our job is to get right through that. Get right through that. You know, here's why I'm calling. Here's why you're interested. Here's what's happening. Here's what you need to know. You've got three seconds to get the next 10 seconds. You've got those 10 seconds to get the next 20 seconds. And you've got to do your darnedest to get through that first three seconds and get right there to the next 10 seconds. Dave dropping deal breakers live on video. Hey, also Fred says, hey, what if we use direct mail leads and they say I didn't fill out this card? You've got the card. Yeah. I'm going to I'm going to agree, answer and ask guy. I don't know what it is. Everybody's different. Everybody uses different stuff. Miss Betty. Yeah. I completely agree. A lot of people forget that they actually signed this and filled this out themselves like three or four weeks ago. I'm sorry. It took so long for me to get out here. I'm here now. My fault. I missed to give you the information. I'm assuming that's cool. So let's go ahead. You know what I do a lot of times is I do the Colombo thing. I'm like, oh, I'm so confused. I don't understand. It says your name. And is this your signature? Yeah. I don't. Oh, then they're like, oh, yeah, I did. I did sign that. A lot of times it depends on the individual. Some things work. Some things don't work. It's like you've got options. You got this tool chest. Okay. What should I pull out this moment? Exactly. I think you can start to feel that. Yes, that comes from those processes. Now next week I want to talk about, and I want to save this for next week. But next week I want to talk about how to get up for the presentation. You are the most up person I've ever seen. I am the smooth, calm, I'll be the calmest guy in the room. That's the kind of thing. You are up all the time. And I want to talk about how we do that and how I get up for things, how you get up for things because you're a freaking light switch. And I want to flip it on. Yeah, I know, right? So next week I want to talk about how to get up, how we prepare ourselves, how our thought process before we get to the sale, before we get to the presentation or the call or the moment or before we get up and look at ourselves in the mirror in the morning, whatever it is. I want to talk a little bit about that next week. I think that would be a great, great topic for next week. Because one thing that people don't realize, I know we're going to get into next week, but you got me thinking about it already, is positivity, enthusiasm, a freaking smile. People want to buy from those types of people, man. At 19, cold canvas door knocking, no sales experience, no insurance experience. Sometimes I didn't cut my hair, sometimes I didn't shave. Pure talent. Dude, I don't know, man. It was just, I was like, they're like that dude is smiling, running up the freaking sidewalk and like jumping up and down from my door. I guess I should talk to them, you know. I kind of have to. You can almost will yourself into certain scenarios by being like that. And that's what we're talking about. The difference between natural talent and process. What process works, you know, what works for you. But I really want to talk about the enthusiasm aspect because it's been a big deal for me throughout my career. And when I'm right, I am right and everything works. And when I'm wrong with enthusiasm, nothing works. And there's just like, it's a baseline thing for success. It creates extra in confidence. We're talking about that. It's good. I don't want to talk about that. Exactly. All right. Also, real quick though, what we want, what we both want is for, we want to meet you at the 8% nation insurance sales conference. It's October 26, 27th in Nashville. You haven't heard about it. You have to be there. I apologize. 8% nation.com. It's our fault if you haven't heard about it. 100% because I have not been talking about it enough. If you hadn't heard about it. Because I'm Jack. I'm excited. Grant Cardone is going to freaking bring it, man. October, man. I think I may even, nah. I'll save it. I'll save it. I'll save it. 8% nation.com. Man, this has been fun. This is good. Let's do it again. Deal breakers with Dave. A lot of fun, buddy. We're going to get him back in the sales room. Get him helping agents with leads. We're here if you need us. How can we help you? We'll be back next week with positive enthusiasm. Make sure you are there.