 What is up, welcome to Phone Phenom every Tuesday, two o'clock Central Standard Time. Okay, real quick. What is the worst way to overcome objections? If you want every prospect to not like you, to not wanna do business with you, to not come back and buy from you again, to not let you over to their home, to not agree to a time, to not allow you to close them, then what you want to do is get super disagreeable, super combative, become an absolute jerk, and when they say that's what's bad, like in the insurance industry right now there's a lot of people giving ideas for how to overcome objections and a lot of them are combative, a lot of them are disagreeable, a lot of them are not okay. And so when someone says I'm not interested, most agents in our industry are trained to say this, right now, what do you mean you're not interested? You don't have enough information to be interested. I haven't told you anything yet. Puck quiz, is that agreeable or disagreeable? Eh, is disagreeable, it's combative. It isn't okay to respond with those type of responses. What is okay is to be agreeable. The worst way to overcome objections is to get in a freaking confrontation and an argument and not try to move forward with the call or the cell. I get most, most of my, and Dylan said it before we started live today, I get most of my objections over the phone. I get more objections over the phone than I do in person and it's normal, right? I don't get a lot of objections in person. I don't know why, maybe it's just the way I lay out the cell and I really should, maybe I'll get it outside if they're not letting me in the house, whatever, okay? Most of them are on the phone. And think about, put you in the prospect shoes right now, they don't know you, they've never hung out with you, they've never seen you, they've never met you, and let's just say that you're talking to a salesperson and someone's trying to sell you about satellite radio, because I get calls for that all the time, probably because I've bought it in the past, okay? And they call them, and they call me and let's just say they call you for satellite radio right now and you say I'm busy and the satellite radio salesperson says if you were busy, you would not have answered the phone. It's true, he's right, whoever the salesperson is is correct, but it's one of the worst ways to overcome an objection because why? It's disagreeable, it's combative, it's stupid. So what I want you to think about is when you respond, think about your responses, think about the things you're saying. If they're combative, if they're disagreeable, people all the time love to like say I call people out, man, I get after them. It makes you feel good, but they don't buy from you and guess what? If it takes food off of my table, if it takes money out of my bank account, if it takes, if it produces less sales, then it's dumb. So one of the worst ways to overcome objections and I'm talking about this today and keeping it real because people in our industry will recommend that you do that, will suggest that you do that, will train you to do that and then they will like give you a high five because you were an absolute jerk to a prospect. It isn't okay. It isn't moving the needle for you. It's not allowing you to make more sales. It's not allowing you to succeed. The 92%ers in our industry dealing, they say that. So let's just, let's play another game. Satellite radio again. They call you and you say, let's make up another objection. Let's say that you say I don't have any money. You're lying, but okay. Because I have no money at Dylan means I have $0 and I know everyone, homeless people have a buck, you know what I mean? But let's just say that that's your objection. I have no money. Which is, it's one I'm okay with just damn if I'm the salesperson, okay? But let's just say the salesperson says to you, what do you mean you have no money? You purchased Satellite radio before and you can afford it. I know you can. That's not very smart. I'm not doing business with that person, right? Are you Dylan? No, he's taking it said no. Are you, they just said that back to you, the salesperson, right? No, you're not doing business with them. So put yourself in the prospect shoes. If you're not doing business with that person when someone is a jerk, disagreeable, combative, and they're like trying to strong arm you and like be rude and they think it's okay. Cause everybody's had to tell the market to be rude to them. True? Yeah. And I don't like it. Like a lot of times it's like, I used to let it ruin my whole day when I had like a negative encounter. Now I'm like, who cares? We get negative comments on YouTube by the hour. Okay, so who cares, right? But the reason we're bringing it up is it's the worst way to overcome objections. And I want you to realize that the first step to overcoming objections should always be to agree. So you sitting there right now watching phone phenom and you're thinking, okay, I've done that. I've made that mistake. Let's commit you and I right now to not, we'll shake on it, okay? To never do it again. Because if you don't like it being done to you, then you shouldn't probably, you probably shouldn't like it when you do that to someone else. So I want you to think about what you're being trained to do. Think about it when someone tells you to do it. Like don't just do everything that someone tells you to do, right? You don't do everything I tell you to do. So why would you do anything that everybody else tells you to do? But what I will never tell you to do is be combative, be disagreeable, be a jerk, be confrontational because it doesn't move the needle. If it doesn't help you make the sell, even if lying helped you make the sell, I'm not ever gonna tell you to lie, number one, okay? I believe in integrity, honesty, being ethical, running a classy business. But if, even if being a jerk would move the needle and help me make more money and more sales, I wouldn't be okay with it personally. I just could not wrap my head around it. But especially if it doesn't, then you shouldn't do it. Because at the end of the day, you're in business to make sales and to make money. Do you help to help people along the way? Yes, but you're in business to make sales and to make money and to succeed. And being disagreeable is one of the worst ways to overcome objections. It's gonna make it really difficult to succeed. So from now on, let's be positive. Someone says, you know what? I didn't do that, excellent. I've heard that before and I completely understand. Right? Then answer, then ask. I don't care what they say, right? My daughter takes care of it. Perfect. A lot of my clients are the exact same way. I love that actually. I love when families hang out, right? Agree and answer and ask. I don't care what they say, be agreeable. Don't be combative. I don't care if they say, dude, I hate your guts. Excellent. I've been told that before. Most people do until they get to know me. So I'm gonna come and drop off some information so you can meet me and you'll probably hate my guts less after I drop it off. So should I drop it off in the morning or in the afternoon? Be agreeable. Don't get all worked up and offended when someone is a jerk to you and don't do it back, okay? Be agreeable. Don't be combative. Don't be disagreeable. Just be nice. Do the right thing and focus on the end result and you're not gonna get to the end result if you keep using the worst way to overcome objections. All right? Thanks for watching Phone Phenom. Have a great rest of your week. Talk to you soon. Thank you for watching. Is that about the same amount of time? It was like nine minutes. Oh.