 Welcome to 8% club every Friday 2 o'clock central standard time today is about objections I'm gonna give you piece by piece today. I'm gonna give you One rebuttal that you can use to overcome any objections because what I've noticed with new agents struggling agents sells people alike is that we get a lot of different objections and we struggle With what to do we struggle with what to say because someone will tell you think about it right now when you get objections When you're making phone calls, so what'll happen is someone will say hey, I'm not interested you'll pause You'll lose confidence and then you don't know what to say and when you pause you don't know what to say you hesitate You're unsure of yourself and you don't jump in and do something about it You end up losing control of the call and they end up Hanging up so today. I want to talk about objections and I want to talk about I'm gonna give you one Specific rebuttal that if you can master the ability to say it that you can use it for any objection you'll ever get No matter what? So let's dive in all right So one thing I want to do though first before I give you the exact bottle rebuttal is the three a's you've you guys have Seen this a lot agree answer and ask why do you think we use? Why do you think we start with an agreement someone says hey, dude? I'm not interested Why do you think we start with agreement two reasons? We start with agreement for two reasons the first reason is that we are Not being disagreeable Right because that's the biggest thing that I've noticed is Naturally someone will say hey, you know, I'm not interested and then you'll say well How do you know you don't know what I'm talking about yet? You know dude That's freaking you're attacking them like I'm gonna hang up on you too if you ever say that to me you're being Disagreeable so by not being disagreeable We're allowing the possibility of continuing the call and then the second reason is that it Allows you to have time To think if you don't know what to say and someone startles you and said hey, I'm not interested You could say thank you so much for saying that I Appreciate that I can understand that excellent great fantastic. You know what I? Can appreciate that it gives you time to? eliminate the pause It gives you time to eliminate the pause think about what you want to say and then allows but but allows you to be agreeable and Allows you to give time to a second to think about what you're gonna say next because when they're when they're not interested When they're upset when they say something back by being in a state of agreement and by agreeing right off the bat They say I'm not interested. Hey, I can appreciate that. Thank you so much for sharing that It gives you a chance to think you stay in an agreeable state You keep the call alive you keep the cell alive and it gives you time to think about what to say next So that's why we preach the agree answer in the ask philosophy it keep it starts off the agreement Someone says hey, I'm not interested. I understand. Thank you so much for sharing that like I'm in it I'm in a state of agreement and then you know what? Hey, it's my job since you requested it I have to drop it off. It's my job to put it in your hands. It's totally up to you with whatever you do with it Now John, I'll be out there. That was the answer. Now John. I'll be out there Thursday Should I drop this off in the morning or in the afternoon? That's how you use the Three-step objection process agree answer and ask but by getting in a state of agreement It allows you to not be disagreeable keep the call alive and actually think about what you're gonna say next Because what happens a lot of times what happens a lot of times is agents get agents get a lot of objections They get I'm not interested. They get I already have coverage they get you know, I can't can't afford it, right? They get you know all these different things that they get I'm busy. I don't have time They get all these different types of objections. I mean I'm talking tons of them and then we don't know what to say We hesitate. There's a lot going on. We end up needing to think about it We end up realizing that we've got all these objections going on And tell tell duker over here in comments on Facebook and YouTube What's the objections that you get because most of the time you get you'll get four five six seven objections And then you don't different objections and then you don't know what to say to the main ones And then when someone throws a random objection at you You pause you lose confidence They take over even more control of the call and they hang up and the calls over but by having one simple rebuttal It's at least something that you can pull out of your tool bag and use when you need to use it I'm not saying that you use it on every every time But while you're new while you're struggling with objections have one objection that you always use No matter what and then you can start build other you can start building other rebuttals for objections as you go along So the main one that we're going to talk about today is One simple rebuttal that no matter what they say you have something that you can say back quickly and that is You know what? You could say I agree You could think them right you could say thank you for sharing that so you can start out with you can start out with agreement Okay, I agree. Thank you for sharing that you know hey and then remind them right since You requested it It's my job to get it to you, but it's totally and then right so it's my job to get you the information and then it's up to you with what you do with it and Then and then continue. I'll be out in your area and then either or That's one of the things that you'll notice is no I mean because most I was just talking to a new agent literally This is what brought me the idea for today's show 30 minutes ago And I'm talking to several different new agents in a meeting and they're saying hey We don't know what to say and I even asked the agent. I said hey What's your most common objection? Did you hear the most they said I'm not interested? Okay, what part of the script do you get that in and they said after? Typically either in the middle of that first paragraph or at the end after ask the question Okay, well when they say they're not interested what happens? Do you pause and I not know what to say? Yes If that if you're out there thinking the exact same thing right now and you're pausing you don't know what to say then build one Single rebuttal that you can repeat forever on the phone and in person at least on the phone Until you develop other rebuttals, but let's role play and master and perfect one so that you're not pausing You're not thinking and you're sure you're certain your confidence level is up And you are able to overcome most of the objections that you get with one specific rebuttal So I'm saying you know what they say I'm not interested. You know what? Hey, I agree Thank you so much for sharing that now since you request the information It's my job to drop it off and it's totally up to you what you do with it Now I'll be out in your area on Friday John tell me this should I drop it off in the morning or in the afternoon? Okay, they say and it works for that one right so they say hey, you know what I already have coverage Okay, I agree. Thank you so much for sharing that you know. Hey since you requested it's my job to drop it off It's totally up to you with what you do with the information. I'll be out in your area on Friday now John. Tell me this buddy So I'll drop it off in the morning or in the afternoon. All right. It works for already have coverage. I'm covered I have life insurance. I'm a burials paid for whatever the case is right. What about hey, you know what? I can't afford it. I'm broke. I have no money. How much is it? What's the cost? Thank you so much for asking that since you requested it It's my job to drop it off. It's up to you with what you do with it once I give it to you in your hands I'll be out in your area on Friday. Should I drop it off? What do you think buddy in the morning or in the afternoon? It works for that one, huh? What do you think about? Hey, I'm busy. I don't have time. I'm you know what? No time to meet with you. I don't know what to do. Let's see if it works for that one Hey, thank you so much for sharing that I agree. I'm really busy too since you requested it I have to drop it off now. It's my job to bring it to you. It's up to you what you do with it I'll be out in your area on Friday. Tell me this buddy Should I drop it off in the morning or in the afternoon? It works for that one. They say, you know what? Hey stick it in the mail Hey, thank you so much for sharing that now since you requested it It's my job to bring it to you. It's up to you with what you do with it It's kind of like melling it in person. I've got to drop it off. I'll be out in your area on Friday Should I drop it off in the morning or in the afternoon? Oh, wow, it works for that one I challenge you right now on YouTube or Facebook. Give me an objection That's an actual real objection that you get that this wouldn't work for now. Is this perfect? No, but most of you don't know what to say anyway So if you can have something that you can pull from your hip and say and use every time Until you become more of an expert at this because no matter what they say you can use you can start saying different things in general But early on when you don't know what to do pausing showing a lack of confidence and not knowing what to say is the death of a call It's over They're in control and they are going to hang up So I challenge you it works for this one works for this one where it works for not interested It works for I already have coverage. It works for I can't afford it. It works for I'm busy It works for hey mel it what's some other objections that you guys get that you actually believe this won't work for Because what's cool is you could change up this opening if you had to Because they say hey, you know what? I'm busy. I agree me too. They say hey throw it in the mail. Thank you so much first Thank you so much for bringing that up. They say I'm broke I've heard that before. Thank you so much for saying that Already have it buddy. I've got coverage. I'm I've got life insurance. Everything's taken care of it's paid for Excellent right. Thank you so much for saying that not interested Perfect right so you can you can you can vary the first one if you have to because if they say hey, I'm broke I mean you saying I agree and may seem a little odd, but by the time you finish with a question They're gonna forget about it anyway so in general Instead of getting 42 different objections never knowing what to say and then pausing thinking losing confidence and not knowing how to proceed and never overcoming an objection with a specific rebuttal Let's start to build some out that you can use that follow agree Answer and ask That keep it really simple. You got to be in a state of agreement always and you have to finish with a question What you say in between has to be an object an answer to whatever they say That's why I like to keep it really simple when I'm focusing on helping you guys because most agents Struggle with objections and they don't know what to do They think I need to solve these 22 objections that I'm gonna get and they list them all out and then someone gives you one Okay, let's use an example. We got one if you want perfect. Yeah. Yeah, please please. This is from Bob builder Bob Welcome back, bro He says I'm too sick to talk or meet with anyone I'm too sick. I'm too sick. Yeah, perfect. I don't feel well. I'm sick. I don't feel well. I have the flu Hey, thank you so much for sharing that as long as you promise not to cough on me. That's okay Now since you requested it, it's my job to drop it off. It's up to you with what you do with it I'll be on your area on Friday now Bob. Should I drop it off in the morning or in the afternoon? Awesome Bob do but it still works. I want to challenge you guys. Thank you for the question Bob Thank you for sharing. Thank you for jumping in brother That's a state of agreement, right? What else what else in any other any other things that you guys think it will not Work for I'm not saying that this is what I say every time But if it's something that you can do to simplify the sales process to simplify the phone call to Simplify your ability to get in front of people that's all that matters when you're in the insurance business all about Sitting down with someone that has some level of interest. Nothing else matters Now Bob is a loyal loyal follower. Awesome, dude. He's been commenting on our stuff for years He's kind of he's always on all my lives I love Bob and I respect Bob for jumping in and asking a question awesome job anything else Any other questions any feedback? Well, okay, what's an objection that you guys get this not up here sick not interested in some of these like they work with You know, I'm not interested or I don't want it or what you know, I'm a broke I can't afford it. I you know how much is it like they some of these are like groups So yeah, you could have like 18 objections that go with these six, right? So they're kind of grouped together. They're very similar This has to do with not feeling well. That's just this stupid objection. I'm not interested They don't even know what you're talking about. Yeah, that's just a smoke screen. I already have something I have preferred that they have something that's awesome Can't afford it. I'm broke. They don't even know how much it cost Okay, let's do it from Mike Moore on Facebook. I don't I don't discuss my info with strangers. Excellent Perfect watch this watch this you ready Mike. Hello Mike Mike Mike Mike. All right strangers. I don't discuss my you know what Excellent I can appreciate that. That's why I want to at least make sure that I drop it off so that you can see my face and then Since you requested it, it's my job drop it off. It's up to you with what you do with it after I leave it with you Now, hey, I'll be out in your area on Friday. I'm actually some of your neighbors Should I drop it off in the morning or in the afternoon? Bada bing bada boom my come on bro Mike's a good dude. Mike's a health insurance guy. I love it. That's good man That's good You can spin the opening of this to work with anything and I'm not saying this is what I always use But this is the one thing that every salesperson on planet Earth Generally struggles with I don't struggle with it Because I keep it really really really simple, right? I don't have a hundred different responses because what happens is you're like people tell you this and and If they do quit listening to them because they're like, hey prepare for these 22 objections Here's the responses you got to have for those 22 objections And then when someone says I'm not interested you've got to like pause and pull from a memory bank of 82 words that went with that one out of 22 responses and rebuttals that you were supposed to remember and supposed to say It's gonna show a lack of confidence. You're gonna pause You're gonna lose control of the call and they're gonna hang up on you You need to keep it simple stupid the kiss method anything else Sean said I have coverage through work. Oh good perfect Dude, I love that Excellent. Thank you so much for sharing that that's actually really popular now Hey, since you requested this information that actually applies directly to that. It's my job to drop it off It's up to you with what you do with it because you'll want to see it I'll be out in your area on Friday now Tell me should I drop it off in the morning or in the afternoon that one it actually works really well with that one That's a good one Anything else? This is good. This is awesome, man. You guys enjoying this. I'm absolutely having a blast We're thinking about coming out with karaoke Tuesdays with Duke Duker and Dylan on the mic. What do you guys think? Maybe Bailey and Matt on Tuesdays and and and Duker and Dylan on Thursdays Who do you think would win that that little karaoke battle dude? I you know what? I think me Dylan and Duker would have would take it home, right? It's apparently dude. He's confident, right? It's a good thing. You got Dylan on your team But for that one anything else. Thank you guys for jumping in. Thank you for watching. Thank you for commenting Please tell someone that you know Tag them in the video Tell them to watch our stuff telling us subscribe will be a 10,000 subscribers in a matter of months trust me We want to be the number one insurance training channel on planet Earth And we want to be the most consistent the most active and the most caring of anybody, you know when it comes to content Because I want to see you guys succeed. I'm all about helping you I wake up and the first thing I do is write my goals down and the last goal that I write down Because I want to remember it the most I Want to remember it the most so I leave it. I saved the best for last guess what that is Guess what that is Tommy Mack you guys watching on Facebook and YouTube. What is it? I want to I'm gonna whoever gets it if you get it if you get it I'll send you a hundred bucks If you get it We'll reach out to you and I'll send you a hundred dollars through PayPal What's the last goal I write down? That's the most important and I save the best for last and I write it down every single day. They got it yet They think you guys probably know what it is at least they're gonna you'll know if they're close Anything anything come on, man. I'm trying to give way a hundred bucks man Dude if it had been a million we got a lot more guesses, huh? You guys don't want a hundred dollars. What is it? Anything any good guesses? Not yet The stream is a little bit behind sometimes so okay. All right take one second. All right Hundred bucks. Come on. What is it? What are they? What do they guess on Facebook? Who is it? Mike Moore says Cody's last goal is to help every insurance agent in the world Come on man. Hey message private message him get his PayPal. I'm sending the dude a hundred bucks He is exactly right the last thing that I write down every single day awesome job Mike Moore Is I want to help every insurance agent in the world at some point in the future is the last goal I write down I write it down every morning and I write and I save the best for last because when I do stuff like this When I do stuff like this When I'm in the studio when we're building out a studio when we're moving offices when we're hiring someone and when we're shooting content It has to be top of mind that has to be top of mind because when it is We're way more successful at helping you we're way more serious at delivering for you And then we spend tens of thousands of dollars on building out a brand new studio with ten screens That you're going to want to pay attention to that'll be done Bailey says over the next couple weeks, so So I get carpet laid in there all the ten screens are up. We're building a custom computer with like ten HDMI imports It's like a it's like alien wear if it injected steroids in it. That's what it is anything else Tell these people about 8% nation dude GA tickets if you want to become Fantastic at this business 92% of agents fail I don't want you to be one of them if you want to be a part of the 8% you'll be at 8% nation in Dallas the end of July at the Statler It's a big insurance conference with 1200 insurance agents that we deliver every year to help you you can get two general admission tickets. I mean you might as well say free a hundred and seventeen dollars Total for two That's that's that's nuts. That's crazy fifty eight dollars and fifty cents a piece Go to aprecination.com to make sure you claim that I want to hang out with you guys I want I want to bring you up on stage I want to hang out with you in the speaker green room like last year was I've been able to hang out with Ray Lewis Come on. I want about to hang out with you guys I want about to sit around the fire and and and and you know what drink some Bruce keys and talk about even I don't do that, but still you just you can do it and talk about you Being a millionaire six figure seven figure eight figure earner in this industry and that's why I love hanging out with awesome people So make sure you go to aprecination.com to do that any other any other thoughts any other any other thoughts or comments questions Mike Moore won himself a hundred dollars dude make sure you make Mike Mike you have me on you have me on Facebook Just message me just message me in my messenger your PayPal And I'll pay for you. He actually just said put it towards 8% nation tickets. Oh, dude even better Dude, I love it. I love it. Hey, reach out to me. I'll give you a hundred bucks off of whatever you want, man Because you're a good dude because you watch our stuff because I love you and because you know my goals, man That's that's what I'm talking about. Most people don't because you but you pay attention anything else Tony G says see you in Vegas Tony G dude next week, brother and in the next week be good, man I'm looking forward to it. I'm all about helping people and I want you to know that I'm a confident individual But I promise I put a focus on being caring being humble and helping you because if I don't You'll see through it. You'll think I'm a douche bag You won't watch our stuff and then you'll end up failing. So, you know what? I'm not gonna do that Right. I want you to share this with somebody that needs to hear this today You've got one agent in your life that you know that needs This and when I say this I'm talking about all of it all of it Okay, I want you to share with somebody that needs this and any other questions 8% Club every Friday 2 o'clock Central Standard Time come hang out with us at the conference in Dallas the end of July July 26 27th We do three live shows every week Mondays insurance agent training. We go deep Wednesdays live Q&A and Fridays 8% Club because I want you to be a part of the V V V 8% Club. Thanks for watching. Have an incredible weekend. Keep commenting Make sure you share somebody go get somebody to subscribe to our YouTube channel and follow us on Facebook today Thanks for watching. I appreciate you chiming in make sure you do this I'm time saying one rebuttal that can change your life forever. It'll work for any objection. It's not perfect But it'll get you results. Thanks for watching