How to overcome Sales objection pt2 - Hector Lamarque

well if it's so good hector how come everybody's not doing this well you know martin that's a good question and the reason is you know if it's so good to be in really good shape and really fit why isn't everybody fitting in in shape what do you think the answer to that is so it takes a lot of work and dedication yeah that's exactly right that's exactly what it takes in our business too it takes a lot of work and dedication you know if you're going to be successful in our business you've got to be

dedicated and work if you're going to want to get in really good shape you got to be disciplined you got to work it doesn't mean that being in shape and being you know in good shape is not a good thing or that everybody can't do it it's that they won't do it so really happens to be it's a it's a personal decision you know if you want to be successful then there's certain things you're going to have to do and uh it's just like being in shape or being a business so the reason everybody doesn't

do it is they come in they go everyone likes the idea of making a lot of money right everybody likes the idea of being financially independent everybody likes the idea of building a big organization and pay them you know hundreds of thousand dollars a year passive income isn't that a great idea yeah except that you've got to work to do that it doesn't you know people don't come to your house while you're sitting in your barca lounger and say hey here's a bunch of money you're going to have to do something for that that's the

real reason why everybody's not doing it because you actually have to do something does that make sense yeah it makes so the question i have for you is do you really want to be successful yes i do okay then why don't you give it a shot okay all right well hector you know it sounds good and all but how you doing what you know how far you've gone in the business well you know honestly i'm just getting started i'm just learning how to do the business and um and you know one of the things that

i need to do to build a successful business is to you know is to recruit people like you that are really sharp that have credibility that have good work ethic that have good people skills and are competitive and that does that not describe you yeah yeah okay well the rate the way that you grow a primerica business is to find people like you if you're just starting everybody has to start somewhere right sure okay so this is where i am right now so far i've recruited three people and i've written you know two or three

live transactions i did a couple of loans and i'm learning how to do the business and so the reason i'm talking to you is because you know as i showed you how do you get promoted in primerica right you know what you need to do is you need to recruit x number of people and you've got to do a certain amount of production in order to go from one level to the next level right now i'm a district leader you know i'm at the first promotion level because i've recruited these you know a few people

and in order for me to go to the next level i got to recruit more so that's the reason i'm talking to you because if i can recruit somebody like you who's a sharp person that's credible good people skills competitive right then that's going to increase opportunity for me to go to the next level so and and the other thing is this you know really does it matter how i'm doing or does it matter how you think you're going to do well i mean i'm i'd like to know that i can do it yeah okay

so it really when if we just you know pull back you know peel back the onion the real main thing that's important is how do you think you can do it because although i'm just getting started i'm having a little bit of success not as much as i as i would like to yet because i'm just getting going but there are look at this book right here there's all these people that are making you know there's a couple thousand people three thousand people making between a hundred thousand dollars a year and like four and a

half to five million dollars a year so obviously a lot of other people have done well and regardless of whether where i'm at we already know that a lot of people had already done it people like you that come from the same background you came from there's countless number of people that have been successful at it so if they've done it is there any reason you couldn't do it if you made a decision to do it no but i mean how much money you're making in it you know well i just like i said i

got started i've probably made since i got started 1500 2 000 or something like that okay but this month it's my intention to do ten life transactions two loans and a couple of mutual funds if i do that and i you know i'm kind of on track to do that sure i think i could probably make you know two or three thousand dollars this month okay part-time because i still have my job and so i think this first year you know it's my intention to make you know 25 to 30 000 maybe 50 000 my

first year okay and as i start building this organization if i can get people like you on board then i think next year i have the potential to maybe you know hike that up to a hundred thousand yeah right okay but again that's where i'm at being honest with you but i think you'd be great at this thing okay okay great hector the company looks good i mean solid company what you do for families is good but i don't know i'd like to just think it over a little bit i need some time okay you

know when somebody says you they need to think it over one especially if they've seen it you can see that our company is really fantastic tons of credibility with citigroup as a parent company etc right yes you can see from the examples of what we do for people what we do for people is pretty fabulous right yes i mean we make very very significant differences in people's financial lives and then the compensation i mean come on it's kind of almost ridiculous how good it is right yes okay so you know you say yes to all

those these things and then yet you're saying i want to think it over when somebody tells me they want to think it over what they're really saying to me generally is i'm not sure i can do this is that kind of what you're feeling like are you kind of a little bit hesitant on whether you can do the business yeah yeah i'm not yeah i can't see myself doing this type of business okay so that's really the issue the issue is not that you don't think the business is great the opportunity is great it's really

you're not sure about whether you can do it or not yeah i like to think if i could even do something like this well first of all of course you can do something like this or you know you're you're a sharp guy you're college educated you're very bright guy we have people that have no college i mean you know one of the top guys in our company is a guy named steve i mean rick susie and rick you know he doesn't didn't go to college at all right and he's making last year made 2.6 million

dollars we got another guy named chris howard same thing was a little engine he was an electrician never went to college made 1.2 million dollars last year i mean there's a lot of people like that in our company so these are people with no education that started our business that are doing there are multi-millionaires today so if these people with no education and you with tons of education a really sharp guy you know you know come on you can't look at with me a straight face and say these guys could do it but i can't

do it yeah that doesn't make any sense yes of course you can do it of course you can be great at this thing of course you just have to apply yourself okay look okay all right let's get started let's give it a shot all right let's try it you know what hector everything looks good what you've shown me but uh i'm the kind of person that just needs to go do my research i'm gonna get on the internet and and check out the company and stuff hey listen no problem i don't have any problem with

you doing but listen i want to make sure you understand something did you know that over 50 of the information on the internet is false false were you aware of that no because see when you go on the internet you can if you're an internet savvy you can post anything you want on the internet anything it doesn't matter what it is right it could be completely 100 inaccurate and it's written on the internet that doesn't make it correct right i mean every company if you look at every company out there i don't care what company

is whether it's walmart walmart's one of the is the most successful retailer ever in history and they have tons of negative stuff about them doesn't mean walmart's a bad company i don't know maybe maybe not right doesn't mean it is right and you look at everything you look at the government there's people that are negative about the government etc cetera so i guarantee you if you go on the internet you're probably going to find something like that all right but the best way to make a decision on whether this is right or not is to

talk to people that are engaged in the business that are doing the business that are actually you know having some success and find out from them people that are doing it not from somebody disgruntled person that uh may or may not have had a good or bad experience i mean it doesn't make any sense to do that so i just want you to caution you about that the decision you make about whether to get in primark or not should really be based on your personal experience what you experience what you see not when somebody on

the internet sees right don't you don't you agree with that yeah i agree okay so um let's go ahead and let's get this thing started get you going you can do your research that's fine but let's see why don't you see how we operate how i operate the way that i do things the way that we you know your experience with me in the business i think that's going to really solidify how you feel about primerica more than anything you could possibly read on the internet [Music] okay [Applause] you know what hector everything's good and

you know you know i did this to help out juan with this training and everything but i think we're okay right now we don't need to do uh an analysis at this point maybe later on we'll do something all right martin you you told me earlier i mean i talked about this doctors repeatedly during the presentation that you felt was important to have a plan that your family's financial future was the most important thing to you and you currently don't have any kind of a plan and now i'm offering you a plan that's going to

allow you to retire much sooner than your own pace to retire it's going to allow you to get out of debt a lot sooner than your you know your schedule to right now going to create a lot more options better savings rates of returns everything everything's going to be improved and now you have a chance to do that and it's you know there's no charge to do that it's complementary and on the one hand you're saying i want to improve my financial life on the other hand you're saying i don't want to do this i

don't i'm like kind of lost i don't really quite understand that thought process could you help me out um yeah you're right that uh well what do we need to do then all we need to do is you know i'm just going to go through this kind of it's kind of like a um you ever did an application for a credit card or something like that yeah yeah all i do is i'm going to start asking you some questions about where you're at right now we're going to find out where you are right now what

your situation is and then once we get that information we're going to take that information we're going to put it into a a program that we have a really sophisticated program we have designed and then what that's going to it's going to kind of it's going to print out some recommendation solutions to get you from where you are right now or where you want to go financially that's all it's going to do so it's kind of like this it's kind of like garbage in garbage i don't know if you've ever heard that that terminology before

the better quality of information you put in the better quality information you get out so all i need to do is get that information for me it's not going to take very long it might take you know 20 minutes or so to do that and won't see that then i'll take that back we'll come up with a plan a game plan for you and we'll get you on the road to where you really want to go which is you want to get debt free and financially dependent you told me that earlier right yeah okay and

you don't have a plan to do that right now based on where you're going right now it's not going to happen right yeah you're right about all right so let's go ahead and do that right okay all right great [Music] [Applause] [Music] well hector you know thanks uh for showing me what my needs are in terms of the life policy but i just kind of want to think about this i viv and i need some time to think about this okay i understand that one of the things that you know we you know when i

talk to you about the need for life insurance because you don't have any right now you know right now you're making a hundred thousand dollars a year that's about eighty three hundred dollars a month that you're bringing into the family every month right into the household is making sixty thousand that's about five thousand dollars a month that you're she's bringing in and you don't have any protection right now you have two young children um you've got a mortgage you've got all the other obligations that go along with running a household and a family right so

remember what i said the reason for the life insurance okay it's important you understand is to replace the income so you're a father you're a husband and you're a provider right yes okay you got those three things going for you so all of a sudden we you have your eight thousand dollars a month coming into the household you die boom that's gone the problem with that one is that you've got the mortgage you've got to feed your children you've got everything else right from from utilities to insurances to tuitions to etc etc all those things

they don't stop and they're not going to stop right so right now your family's in a kind of precarious position and you told me earlier that protecting your family and providing financial security was the most important thing to you in your life but now you're saying you want to think about it to me i'm kind of lost here i don't understand the concept of you want to do the best thing for your family but then you want to think about doing the best things for family well i'm not sure which one which one it really

is well it's just you know i guess i can't see me spending something like you know on a monthly basis for like a life policy well the the the terms of spending have to do with your belief in in the benefit of it and what it does for your family so if if spending 160 a month automatically replaces eight thousand dollars a month of income to your family that doesn't make sense to you well yeah i guess because right now what are you spending on your homeowners insurance a year um on a yearly basis about

five hundred and fifty dollars five hundred and fifty dollars so about you know forty dollars forty five bucks a month or so okay and then your auto insurance what are you spending on that wow about two thousand dollars a year a year so about 160 a month yes so you're spending 160 a month for a vehicle that's worth 50 000 or less probably right less than that okay so you're insuring a car that's replaceable yes with 166 dollars a month but you're saying you're not sure about replacing eight thousand dollars a month in income which

if you died tomorrow it may that may be 20 years worth of income right yeah hundred thousand dollars a year for 20 years is 2 million dollars yes can you see the irony in that i see you see that yeah so again i don't want to sell it to you unless you really understand that you need it well no i mean but you've got to understand that you need it because you do need it it's not like something i'm not trying to sell it to you just to make a sale i'm trying to get you

to see that you really need to do this if you care about your family if you want to make sure it's like if you're like i said this to you before but if you die the challenge with that is it's a huge loss emotionally to your family yeah you know that right if bib died it would not be a huge emotional loss yes imagine you lose somebody you care about and love and then on top of that you put a financial burden on top of that yeah does that make any sense if you could avoid

that to to to let that happen yeah you're right yeah okay great and and you guys make plenty of money to be able to force them in your budget right yes in fact i'm going to show you how you're going to save a lot of money anyways that's going to be inconsequential to the whole picture when we get done okay okay okay all right so you ready to go ahead with that yes no problem right yeah no problem right okay great let's go ahead and do that then okay you know what hector everything looks good

um i'm so glad that you let me know about this policies i want to get rid of it as soon as i can but um let me you know take some time and really you know look over your proposal because i don't want to be making the same mistake again that i made last time i understand that usually once people are hesitant about making any kind of change of martin it's because they're really afraid of making a mistake you know because if you knew if you and denise knew that this was absolutely the right thing

for you that this was going to help you accomplish what you truly wanted to accomplish financially and beyond a shadow of a doubt you wouldn't have any hesitation in making a change tonight would you no he wouldn't yeah okay so then there's still a little bit of doubt there and that's my fault okay so let me do this let me go over this one more time to make this really clear so that you feel and you know that you're making the right choice for you and your family for you and denise okay so let's go

over this one right now you've got this vuo policy you've got 250 000 217 on you 250 on denise you're spending 345 dollars a month okay right you're okay with that right okay so i'm proposing the same amount of protection for a hundred and you know eleven dollars a month okay so we're going to save you almost three hundred dollars a month does that seem like a bad decision so far no no no so it's 300 a month saving and remember with your current invests you know program the one you have right now if you

die whatever amount of money is in the savings account portion of your policy right you only get the face amount that reverts back to the company whereas with our program whatever you have in the savings account they're two separate entities right so your family gets the 250 or the 217 plus whatever's accumulated get both of them versus one or the other remember the other thing that's really important is that uh so that's good too right yeah so the other thing that's important is that with your current policy if you need to take money out of

your account for any reason they have six months to give it to you right yeah it's in your policy and they're going to charge you interest to take that out and then whatever you take out it's going to reduce your death benefit whereas with owls you don't have to borrow it there's no interest to pay if you take any money out it has no effect whatsoever on the death benefit because they're completely separate not to mention the rate of return and the investment you know investing in yourself is much better another thing that i want

to point out to you i want to remind you about too is that by putting investing that difference in a qualified account like an ira or your 401k you get to deduct all of that from your income on top of that you get to deduct it or here you don't get to detect anything so you get a tax savings as in addition to not having to borrow in addition to getting that in addition to you dying in every way shape or form it's better can you see that yeah i could see that i mean it's

right here in black and white yeah so if you're looking at this in black and white you see all the pros and all the cons you can see that this is a really good decision for you and your family right yeah it's going to be in your family you see that yes okay so can we go ahead then well you know let me talk to my my agent and then find out you know my brother-in-law because he sold it to me i want to know why he sold it to me okay so we already talked

about that earlier remember i said you know if if he sold it to you does it really matter why he sold it to you you know he's an agent and he could have sold you potentially a term insurance policy and proposed what i'm proving he didn't do that though he chose not to do the very best thing for you for whatever reason i don't know him okay all i know is he didn't it's kind of like if you're gonna go if a dentist pulled out the wrong tooth right would you go back to that revisit

that dent so you can pull out another tooth no way no you wouldn't do that it's crazy isn't it right so you're right no there's there is a really reason that you need to talk to them no you might want to you know punch him or something you know but other than that there's no reason to right all right let's go ahead let's do this come on this is the right thing you know it is it's in black and white it's clear as day here okay all right let's go ahead well hector you know i

completely understand the coverage that we need but right now it just doesn't fit in our budget i don't think we could afford that okay i understand that well that's you know one thing i don't want to do is i don't want to get you involved in something that you can't feel comfortable you know investing in on a monthly basis because that's that's not going to help you or help me or help anybody that doesn't make any sense but right now you don't have any protection so that's a bad situation we already realized that right because

like we talked about lots of income you know you don't want to do that it's too big of a burden and there's a way to alleviate that let me ask a question what number do you feel would be comfortable at this stage of the game right now i mean like tonight what could you comfortably like feel i can write a check and that's not going to put too much of a strain on my budget well based on our budget we're looking at anywhere between like 80 and 100 a month okay so would it be 80

or 100 um well i'm you know right in between how about like 90. okay 90. okay why don't we do this let's figure out what 90 would do for you right now how much that would production and then we'll go from there we'll start at 90. obviously one of the things my intention is going to be to get you the proper amount of protection at some point but i want us we need you to have zero right now so it makes no sense to have nothing to continue with zero yes so let's get let's get

the maximum amount we can with the 90. we'll start with that and then what i'm going to do through this fna and everything we're going to be doing we're going to figure out a way to free up the additional money so that you can easily afford that okay and there's some different options we're going to help you with your debt situation that's going to free up money we're going to take a look at your you know your deductions how you're doing your w-2s that may be a way to free up money there's a lot of

different things we're going to look at we're going to do a budget analysis and we'll look at where all the money's going okay because there's probably easily another 40-50 bucks going out that that you probably could trim if you really you know paid attention all right and so we're going to look at that as well so but let's go ahead let's start with a 90 let's figure that out we'll get that done tonight okay okay and then we'll work on increasing it's gonna it's real easy to increase it won't have any problem doing that so

a piece of cake to increase it once the policy is established and we want to get you conditionally covered tonight okay okay all right great you know what hector we're pretty young and we're healthy right now and i just don't really see a big need for it right now well you know one of the interesting things about about insurance protection especially life insurance protection is you know the reason you get is because you don't know when you're going to die let me ask you a question do you do you have any idea of the day

you're going to die no no i know you don't know what that day is do you no right there's no way of knowing that because if you knew the day you'd go by it the day before right right okay but we don't know that i mean anything can happen there's people that die when they're 15 20 25 30 all different ages right there's a lot of different ways so the reason for the insurance again it's really important i don't want to sell you something that you're not going to feel comfortable with you're not going to

own you've got two young kids right now right even though you're young you still have two young kids and you know in addition to being a father and a husband you're a money machine to your family and right now you're making about five or six thousand dollars a month every month that money's coming into your family all right and denise is working at the bank but she makes about two or three thousand dollars a month right okay so if you're making five thousand dollars a month if something happens if you die i mean you're in

a truck all day right there's a potential for getting an accident and you know i hope that never happens and it probably won't happen but you never know right you're in a truck all day if all of a sudden you're gone right that five thousand dollar a month income to your family is also gone it's history right so now your two kids who you love very much right and your wife are gonna have to live on two or three thousand dollars a month right now they're living on on eight thousand dollars a month so how's

that going to be for them it's going to be very difficult it's going to be rough right it's going to be rough so you can avoid that you're a young person right now it's like 68 a month to take care of that you're going to tell me for 68 you're going to risk your family having to suffer financially no right doesn't make any sense right no it doesn't okay so let's get this done you know it's the right thing you know you need to do it and the whole point of it is to replace everything

what we're going to do is we're going to get you investing money too we're going to get you saving money my intention is to help you make a lot more money than you're making right now you want to do that right absolutely so if i can help you start making an extra thousand or two or three thousand dollars a month the 68 dollars is it's pretty inconsequential right right all right let's get busy doing that then all right okay okay great [Applause] [Music] well you know hector thanks you kind of opened our eyes to you

know our current situation but i think we're gonna go shop around now okay well that's fine not a problem what are you shopping around for uh just where i can i guess get the best loan and you know find out you know what else is out there because we really never even thought about it right so you you haven't even thought about it you don't so let me say one thing is going to happen when you shop around okay and i don't have any problem with you shopping that's that's fine there's not a problem with

that but one of the challenges you're going to have when you're shopping around is when you talk to people none of them are going to be able to put together the debt elimination strategy that i put together for you that how you're going to get out of debt taking that money and investing in all the different parts of this loan that that we do that nobody else does no one's going to do that now you may even find a loan that the interest rate might be a little bit lower but see one of the things

is you don't pay your payment with interest rate what do you pay your payment with well i send in a check everything with dollars right so the main thing you want to be concerned about is is interest rates important to a point but really what you're paying for the loan is the most important thing how much you're going to pay over the length of the loan and what you're paying on a monthly basis right sure and how soon you're going to be out of debt yeah with typical mortgage companies right they're not concerned about that

they just want to get you a loan they don't care what happens to you they don't care if you get in debt and stay in debt for the rest of your life or not they don't care if you have a debt elimination strategy or not they don't care about any of that right they just want to do a loan yes right i didn't come here just to do a loan you notice this whole package is the loan part of it it's just one part of it right yeah the investments we got the insurance we got

the whole package we got the strategies everything right yes so when you're looking around for loan the question you have to ask is when am i going to be in debt and how much is loan going to cost me that's what you really want to know yes okay not just the interest rate because if you shop interest rate only there's tons of companies are going to tell you i got a lower interest rate but what you've really got to look at is what are you going to pay and what's this going to cost me over

the length of the time and you already know what this is going to cost she's going to cost you a heck of a loss and then you're paying right now isn't it yes okay and nobody's going to do that for you so what i'm going to do then i'm going to let you shop i'm going to take my information i'm going to take it with me you go to your shopping right okay and when you finish your shopping how long is it going to take you to finish shopping i need about a week okay so

i'll call you at the end of the week and we'll see what you've got okay what i need from you is a commitment that when you find this loan that you get all the information to me so we can compare it okay would you do that for me yes all right and if that loan's better i want to i'm going to tell you you should do it okay if my loan's better you're going to take my loan okay okay can we shake on that sure all right great thanks you know what hector the loan proposal

looks good it's just your interest rate's way too high man how high is it how much too high is it well i'm paying six and you're proposing like a seven and a half you know in your and you're paying um what are you paying a month on your payment your total all your paying your debt payments right now like 2500 okay and so what is it going to be with us like 1800 okay so that is that more or less well i'm paying more yeah so you'll be paying less with my interest rate yeah so

is interest rate is really the issue do you do do you need a lower interest rate or do you need to pay less per month in dollars i guess less dollars would be better yeah because what does it matter if the interest rate is 20 in ours ours is 20 and it's 10 or it's eight or it's six you really you pay your loan with what with dollars don't you yeah you don't pay it with interest rates right you pay it in dollars and the most important thing is how much is it costing me and

how much is going to cost me over the length of the loan that's the real question not the interest rate interest rate is not is not the issue yeah you agree with that you're right because it's in black and white here this is what you're doing right now this is your interest rate this is when you're going to be out of debt this is what your cost is and this is it if you make a change okay and it's pretty clear right yeah are you comfortable with that yeah i'm comfortable with that all right great

all right [Applause] well hector you know i understand the uh the portfolio that you put together but it's just too risky putting it in the market i mean i keep hearing the markets up the market's down i could just go to my bank and they tell me it's guaranteed like in a cd it's guaranteed right yeah it is guaranteed it's guaranteed to lose money over time that's what it's guaranteed to do haven't you seen let me let me show you again how this works okay okay if you go with the cd right in our proposals

the proposals i have in front of you right here sure right now you're you're you're the cds that that you're involved in right over the last um 30 years have averaged six percent okay okay so based on this hundred thousand dollars that you have you're going to end up with you know 500 and 37 thousand dollars at the end of that 30-year period of time okay okay which is not bad i mean not a problem but if you invested if you would have invested it where what you say is it's not guaranteed and it seems

a little more you know risky or aggressive however you however you put that yes this particular thing ends up at you know three million dollars wow okay so the difference is two and a half million dollars yes okay so which one to you is more risky well i mean if i have the potential to earn you know two three million dollars and i mean yeah that's right or the potential to lose two or three million dollars if you stay in what you're in true right true you're going to lose that potential income if you stay

where you are yes so what's more risky staying where i'm at yeah yeah isn't it yes absolutely you can see that right yes because the quality think of the difference a big thing you have to think of is if i have 500 i have three million what's the difference in the quality of life at retirement with five versus three oh well there's a huge difference it's like it's completely obvious which which way you need to go right which decision you to make yeah the reason you want to go with what we have to offer and

the portfolio in the diversification the diversification of this investment is what would afford you some level of you know risk reduction yes if you will right that's what it does that's the reason for the for the multiple um you know in mutual funds that we're going to use to offset that that fear you have of risk right absolutely right and so all we have to go on when we make any kind of decision or choice about anything that we purchase whether it be a car or whether it be an investment is how has that company

performed in the past right yes how is it performed in the past like i don't know what kind of car do you drive um i drive uh tahoe with a truck why did you choose the tahoe well for you know the size for you know my family feel secure and you know i have two kids uh i want a good solid car yeah safe car and reliable reliable yeah has a good track record yes right you know it's not they don't produce a bunch of lemons yes right well the same thing is uh investments you

look at their track records what are they how they done in the past and this is what i'm showing you this is how it's done in the past i didn't make this up this is actually what happened yeah okay okay right okay thanks great yeah you know what hector the mutual funds that you're proposing sound pretty good but i was you know looking through money magazine and vanguard's got these uh funds at no load funds and stuff so i i heard that you should never pay a fee you know to invest your money okay well

then that's fine the the point the question you have to ask yourself is how are you going to decide which funds to buy if you have a question who are you going to talk to you know are you going to talk to your mailman because you know there's nobody to talk to at vanguard if you have a question about your investment or about your fund or how it works the other problem is is if the market all of a sudden takes a dip or a downturn and your portfolio starts to decrease who you call for

help who do you call to walk you through that to help you understand you know the conditions and what's going on right now who are you going to talk to when you do that don't they have like a 1 800 number that you could call and ask advice and stuff like that i don't know do they well i thought they did well you'd have to check that out i don't think you're going to unless you invert unless you're going to invest a significant amount of money you're not going to get any help from these companies

right you're going to have to do all your own research you're going to have to figure it out on your own you're gonna have to make the decisions there's not gonna be anybody you can counsel with that's what happens right the reason it's free right have you ever heard the thing is you know i mean nothing's really free yeah yeah it's true when it's free then what is it they're going to have great service when something's free i guess not no of course not that's not possible because they can't they can't give you both they

can't give you a service and then not charge you anything right right so you've got to give something somewhere right it's just like that you know when you go to uh a really fine dining establishment or you go to mcdonald's right you have great service at mcdonald's no no the experience is bad right and you don't pay much for it but you go to a really great restaurant where the food's fabulous right they have a chef and great service but you got to pay for it right right so if you want high quality service and

value you've got you know you've got to pay for it there's no free ride right right that's the way things are because you do work don't you yes do when you work do you expect to get paid all the time of course you do so i'm going to do a lot of work for you i'm going to find the funds for you i'm going to make the port put the for portfolio together i'm going to answer questions i'm going to research anything you have any questions about your investments or things you want to do regarding

that or anything else that have to do with financial situation that's who's going to help you that's going to be me okay i'm going to help you so you're not just getting that you're getting the whole package you're getting everything you're getting a financial plan and you're getting somebody to to answer questions do research for you take care of you and guide you all the way through to where you want to be right and that's what you need you need a coach you need somebody to coach you too that's what i'm going to do for

you okay i'm going to be that for you all right that makes sense yes all right great [Music] [Applause] [Music] all right guys that's a conclusion of overcoming objections there's there may be some other objections that come up one of the things as you look at this this video or you listen to the audio portion of it pay attention to the questions i ask really i it's the the the really the detail of of overcoming objections the key to overcoming objections is the are the questions you ask they're really the questions you ask you know

i ask a lot of questions i don't really say a lot you'll notice that the more you pay attention that you learn how to ask those questions like that and you lead people to a decision that's good for for them one of the key things about closing and overcoming objections is always having the attention to take that client and help them make decisions that are good for them if they're not good for them we're never going to close we're never going to ask for the for the business or get them involved right but if it

makes sense for them we're going to always ask that's what we should do so overcoming objections is really an issue of asking questions asking the appropriate question you learn how to do that you're going to be really great at overcoming objections i would recommend that you listen to this or watch this repeatedly over and over and over you're going to hear these objections come up throughout your you know your your primary career the more appointments you go on the more likely you're going to hear one of these objections what you want to do is you

want to get to the point where your ability to answer them is reflexive just like i did and you can get that good it's going to take repetition on your on your part you should probably listen to the audio portion of this a hundred or more times maybe two or three hundred times you know depends how good you want to be if you want to be really good if you want to get like i am i've been doing this for a long time right i'm really good at this because i've done it over and over

and over again and you can get that good too couple that with watching it and then your own personal experience you're going to be amazed at how effective you're going to be the one thing i've discovered the thing that stands between us and wealth and primerica is really our ability to overcome people's objections and their areas of concern and to teach other people to do the same thing you get really good at that and you're going to be amazed at how fast you can grow this thing and how much success how much money you can

make and really how much money you can help others make in doing that so have a great time closing those objections overcoming them because it's fun once you get good at this it's like a game it's like a game it's always been like a game to me i always enjoy the process because when they come at me i just i just relish that it just it's fun to see how good you can be at overcoming objections this stuff works practice drill rehearse [Applause] you