 How about to go over specifically how to get better at objections? Okay, one of the first things you have to do is realize that what is the number one rule of cells? What is the number one rule even if you guys have heard a little bit of this before it doesn't matter You need a refresher, right, which is why you're on. Okay. Jesse. Thank you for joining the number one rule of cells, right? What is it? What is it? It's two and some of you guys say correctly It's to agree the number one rule of cells is to agree Number one rule of cells is to agree number one rule of cells is to agree number one rule of cells is to agree Most people aren't agree aren't in agreement enough It's natural to be combative to be disagreeable to be negative To get angry when someone when someone gives you an objection, right? The number one rule of cells is to always agree So I train the state farm team to the day too when someone says ooh, I don't like talking about life insurance I'm with you. I don't like talking about either However, because everything going on in the world right now, we are getting more people Attempt to qualify for life insurance right now than we've ever seen So because of the high demand and because everyone else is doing it, too I naturally assumed that even though we don't want to talk about it We should and I'm assuming you have some type of coverage somewhere Right textbook Textbook it follows what I'm not to share with you, which is the three-step process to overcome any objection. Okay, agree with them Right, dude. I don't like you I understand most people don't until they get to know me, you know I'm pretty hardcore and I apologize for that. But while I got you on the phone. Let me ask you this Textbook And the thing is a lot of people watching right now can do what I'm talking about right now You can do what I'm doing when you hear something, right? Carla. Thank you for joining when you are hearing this You can do it too It isn't rocket science But most people don't actually Prepare and train hard enough to really get good at it I used to be really bad at objections I'm also going to give you a secret at the end in about 27 minutes on on on why I was actually Better at it than most people and why I'm ridiculous at it today On overcoming objections and closing. Okay Chesty, thank you for joining. Okay, I'm going to go I'm going to go over that secret and it's Unflipping believable also the recordings of this of all these webinars are in the membership If you didn't know it and you're trying to reference it and you're trying to go back and watch it You can't you got to go in you got to be in the membership to get access to all these recordings. Okay So what does that look like for you when you're hearing these objections What do you think it when you're hearing these objections? What's your number one go to when you're hearing these objections? What what comes to mind when someone gives you an objection they're like, hey, I'm not interested Are you pausing are you hesitating? Are you not know what to do or I don't want to say? Are you thinking oh crap? Or are you prepared? I'm hoping it ain't pausing and and and and And not knowing what to do or what to say, right? I'm hoping That you're using some confidence because here here's the Here's the three-step process that I use and that I trained To overcome objections first step agree How do you agree with what they're saying? Right? I don't need life insurance Saying everyone needs life insurance is disagreeing. It's true, but it's disagreeable Right, but they're going to be totally turned off at you when you say If they say I don't need it. You're like that's stupid They're not going to buy from you Right, like what's the point? I wouldn't buy from you either if you did that like a lot of insurance agents in our industry are trained that when someone says I'm not interested We're trained to say well. What do you mean you're interested? You don't have enough information to be interested yet That's really dumb, but that's how a large majority of the companies actually trained their sales force You were probably trained that way back when you first earned as an agent mark. Thank you for joining You were probably trained that way back when you first got in the business Get the idea always always always agree. I'm going to give a bunch of live role play examples later Right, cody I don't have time I'm with you. I don't have time either They keep me so freaking busy. However, I'll be brief while I got you on the line. Let me ask you a quick question boom Textbook, okay agree Always always always agree. I don't care what it is. It doesn't mean you do 100 percent It doesn't mean that you're on their side of the fence with whatever they're saying It means that you under at least are trying to understand where they're coming from Okay, I'm not saying to change your beliefs Right because a lot a lot a lot of sales trainers out there. I hate this a lot of sales trainers out there like Just morph your personality to theirs, you know, and when they say something, uh, just Change your beliefs and and and and admit that you love what they're saying, right? They say a lot of prospects say a lot of dumb stuff that I don't I don't believe But I can understand Where they're coming from And if they've got a dull personality, I'm not going to change my exciting personality to be dull Just so that I can morph into this Creature that makes sales based on like different personality types, you know I'm gonna be me And I'm gonna do my best to sell them And it won't always work out perfectly Within thank you for joining appreciate that very much. Okay, so think about that for a second A lot of people are trained the wrong way There's a lot of people outside of our industry and inside of our industry that are training people the incorrect way I learned a lot of this stuff quick when I made 117 grand in my first eight months cold calling and cold door knocking I hadn't learned a lot of this stuff the hard way I did Yeah, was I a natural with a lot of stuff? Sure Okay, but that doesn't mean that you can't become a natural at something like I'm a believer That no matter how awful you think you are no matter how far away from greatness You are that you think no matter how far or how difficult it seems, right? I'm a believer that you can get there and end up being great at that topic. I'm sold on it I know it to be true I'm confident in it Okay, agree I'm going to change this today actually because I normally use the other one, right Acknowledge Normally it's answer, right? It's the same. Okay for telesales. I'm there's a reason I'm using acknowledge Okay, same idea same thing same theory. It could be a great answer. That's fine, but really What you're doing is you're acknowledging that you heard them You're ignoring Without blowing them up That's what's happening That's what's happening. You're acknowledging them. I hear you That's it Right. That's why this three-step process works Because most people when they say stuff or when they vent or when they're upset Or when they're negative or when something's going on their life It's human nature Again human nature to just want to vent right so so like when When my like when my wife wants to talk She don't want me to solve the problem I took me a long time to to get by the way like years And I'm still probably don't totally get it Right, but she don't she she does not want me To solve the problem She just wants me to hear her out Most people just want someone to hear them out Most people just want someone that has some empathy. Most people just want someone that cares most like I had a I had a comment on a youtube video years ago when I said that You shouldn't ask how are you you know and all this stuff and and the the agents like every person I ever talked to knows How much I care about them in the first couple seconds like yeah, come on bro like They need to know that you care, but let's get real Right, let's get real Okay, acknowledge ask Ask a question Finish with a question ask ins Finish with a question Agree acknowledge and ask agree answer and ask just ask Get in control that that's what this comes down to that's what most that's what most people don't get Is the main things with objections is is I need to be agreeable And I need to pivot So that I can get back in control That's the full psychology to it I'm giving you these three steps so that you can remember this and it's simple I don't or building on a massive university and curriculum right now that will blow people's mind when it's done But most people don't get Most people don't get that A lot of this stuff is extremely simple The biggest thing I want to stress right now is that whatever they're telling you early in the call They do not mean it It's made up and you need to get great at ignoring the stupid stuff that people say to start a call Okay, that's the real psychology behind it is when they say i'm not interested They don't even know anything yet Hear me out. I'm not interested Dude, I hadn't said anything bro like come on I'm broke Homeless people have money. I didn't do it We both know they did they know they did I can't qualify They don't know what products you have to offer yet Right They don't know anything I already have coverage Fan freaking tastic I prefer that they already have coverage they believe in it more Wonderful I don't make I don't make decisions Right my wife my daughter handles that cool You're gonna get to talk to your daughter You know Call me back Come on Really? You think they actually want you to call them back? They want you to never call them back again when they from now on when you hear call me back I want you to hear never call me again They're just trying to blow you off. That's it. That's it. That's all that's accomplished right here and right now That's it. Okay. Hey, if you enjoyed this, I got another one You're gonna love it's right there click on it see in there your new agent You want to make 10k your first month? Okay? I made just over nine grand my very first month as an insurance agent I wasn't 10 but I'm gonna tell you exactly what I did to make nine. Who's watching thinking dude, I'd love to make nine Well, I'm gonna show you how to do better than I did specifically how to get in front of people