 Cody how do I think through client rebuttals? How do I get to where I'm able to overcome client rebuttals? How do I get to where when someone gives me an objection right? I know what to say and if you want to think through an objection and you want to pause for a second and just say okay I want to ask you what do you think an objection is? Okay I want you to stop and think about your own personal definition for an objection because most of us have different answers for what an objection is. Okay and I think I really believe that objection is simply the client trying to take control of the conversation. Whether it's over the phone, whether it's in person, doesn't matter. I truly believe that majority of objections are totally made up. At least the first one and then when they say they're not interested, they respond. They wouldn't respond if they were not interested right or hey I'm broke. They know everything comes with a cost. They're paying for stuff now so they're not totally broke because if you're totally broke really can't pay for anything. True? Okay or you know I didn't do that well when you know they did that and they know they did that then they're just lying. It's just a it's just a difference of opinion, a difference of thought right? Well if they say well I already have it you know they wouldn't have responded if they didn't want if they didn't have questions or didn't have a little bit of interest right? They if they say you know what my spouse takes care of that you know I didn't mean that you guys can't get together with your spouse or they say if they say hey I'm busy they wouldn't have answered the phone if they were busy. When I'm busy I don't answer the phone bro right? And think about that for a quick second. Stop and think. When you get a call and it's buzzing your phone right now let's picture this. When this happens if you're busy like legit busy do you answer the call? No I don't either right? So we're past that you don't answer the phone. I don't answer the phone either if I'm busy. Now because if you also think about it think about it for a quick second. If their daughter called would they have answered the phone if they were really busy? Maybe or maybe not but they would have answered it. Let's just say they answered the phone. Would they have told the daughter I am busy I don't have time to talk? No because answered the phones they would talk to their daughter they may rush the daughter like hey give me some you know I am I am about to go into a meeting but I'd love to hear what you have to say right? But they would still keep talking to the daughter. When people are really busy they don't answer the phone or if their kid called they talk to them. So with with a lot of agents and I heard it yesterday I heard it today I heard it this morning. With a lot of agents those objections are paralyzing us from getting what we want and I really believe that an objection is simply the client trying to take control of the call or the appointment or whatever and as an agent as a salesperson as an entrepreneur you typically should not listen to objections right? That's why a lot of agents and a lot of you like I don't know what to say I don't know what to do that's why step number one is always to be agreeable when you respond because most people aren't agreeable and it gives you a chance to think about what you're going to say before you say it right? So when they're like hey I'm not interested I understand and then it freaks them out it's like dude no most people don't say that right? Most people say most people are trained in our business to say when they say when the client says I'm not interested you should say well what do you mean you're not interested you don't know anything yet it's combative it's disagreeable it's stupid and I had people used to try to train me to sell that say that too it's it's done quit saying it because it doesn't make sense and the client is going to get defensive right? They're already trying to get defensive and put their guard up when they're giving you an objection to begin with even if it's fake. So the point of being agreeable is to put it down. I love when someone's when I'm saying something and someone doesn't agree with me and I'm saying hey the sky is you know the grass is oh that grass is you know burnt it's brown right now and they're like no Cody actually I think I think it's green you know what I think you're right I think some of it is green you know right it's just it's how we respond how we take things you can do this in business you can do it in life you can do it in appointment you can do it on a call doesn't matter right when my wife always says hey babe what do you want to go for dinner and I say you know I don't know well or vice versa when I ask her and she says I don't know where I want to go dinner well what I need to say next is perfect if you had to choose where would you say right but most of us don't stop which is why we talked about this show that's why we're doing this on the show today because those people need to stop and be agreeable be positive and get answers to our questions so I want you to think about when you get an objection from now on what I want to challenge you to do is stop for a couple seconds and say okay what just happened if you couldn't overcome it then think of like don't just keep doing that like the definition of insanity is doing the same thing over and over and over again expect a different result when you keep getting objections and you don't eventually stop and think about what the heck just happened and how do I overcome it and how do I have better results the next time I get it because if you keep getting it every day and you don't get better and actually role play and train and get better at overcoming it then it's dumb right we're not focused on improving at that point we're okay with someone give us the objection and then we're going to blame the lead or the client or the customer instead of realizing that hey maybe we just aren't good enough yet maybe when we got that objection we weren't prepared maybe when we got that objection or whatever that client said we weren't good enough to overcome it yet but instead of thinking of it that way I want you to also think next time I'll be ready next time someone says that I did a poor job that time okay put it behind us right you get one chance make a good first impression I'm put it behind me but the next time I'm going to realize that hey guess what I got a chance to overcome that one and the next time someone does that if I'm prepared if I role played it if I'm trained and if I know what to say and I'm quick on my feet right then I've got a chance of overcoming what they said but if we just keep assuming the same thing over and over again we don't actually try to overcome it or get better at overcoming it then we're just going to keep getting objections for for the whole three years that we're in insurance then we're going to fail and be like 92% of other agents that fell because we didn't try to get better or we didn't realize that dude when they say they were busy they were freaking lying right everyone is busy I'm shooting this right now live with you and guess what I'm busy my phone's blowing up I'm getting text emails calls everything else but I promised I would do this so whether I'm busy or not I'm going to do it right the same thing can be said for you out of your busy you don't have time to make dials but you make dials because you know you know make dials they expressed interest in getting help from you because they know they need help no one's it's it's not human nature to say I need help please help me I don't know what I'm doing you know Keith I need you to teach me okay it's not human nature human nature say you know what I told you I wanted help but I changed my mind I'm not interested I'm busy you know so so stop and think about what you're doing with an objection with your rebuttals and how you can handle those when clients give them to you I want you to start thinking outside the box right I want you to start thinking about am I agreeable you a lot of people are like naturally like to disagree people there's a guy that I used to play basketball with in college and he loved to disagree with everyone and he was a great arguer a dude should have been an attorney or something and you know whatever shouldn't be in sales but he was great at arguing with people and at some point you got to just stop arguing with everything everybody says because even even even the craziest thing they say maybe has a slight hint of truth to it right so instead of saying hey you know what you know what the you know the grass is brown not not dude it's green man I can see it you know you're right I'm colorblind freak it's green right I don't care okay because if it gets if I move on and it gets me to the next point of where I want to go then it doesn't matter so I want you to start to think about what do those mean when you get them take a step back when it's over and say okay what happened what they say what did I do how did I respond and what could I have done to make sure that next time I'm freaking ready okay so I want you to pause I want you to think about objections and I want you to start to think about the psychology of client objections 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 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 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've 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 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 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 tell me again what was it what would you do how'd 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 use this in 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 says 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 that 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 talking about life insurance giving the heebie jeebies to 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 deescalate conflict in anything my wife and I will be fighting 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 deescalates 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 the 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'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 you can email me kody at kody askins okay feel free to do that kody at kody 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 kody 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 call me 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 coming back as soon as you possibly can leave the phone number twice okay that's a 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 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 processed you can call us here's a number right that's processing it that's good for phone sales or hey miss Betty I 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 maybe we'll see it at an 8% nation conference in the near future okay so let me define help have great rest of your day great rest of 2020 enjoy the virtual summit hey if you love this video and you want to learn how to attract more customers immediately all right the next video is right here it's for you click on there and I'll see you in the insurance industry if people can reach out to you through the business with you it's a lay down self yeah I think if you really understand the concept the concept of being famous right I live outside