The Hector LaMarque System - Overcoming Objections I

hi everybody this next section is going to be overcoming objections all of the most common objections you're going to have while you're building your Primerica business um there's going to be several of them and we're going to do different topics we're going to start with when you're calling your warm market and some of the objections that might come up in doing that so what is it Hector I mean what's this all about what are you getting into well I'm to get into the financial service business it has to do with helping people you know structure

a financial plan so they can retire get out of debt um you know have more options U make more money and be free financially I mean obviously I think that would be something that would be really important to you in Denise isn't it absolutely okay great well then that's what it's about when can we get together um maybe sometime next week so what day is generally better for you I mean I I've got Wednesday or Thursday open next week which day works best for you Thursday's good Thursday's good great it's like 6 o'l or 8:00

um 8 o00 is good Eight's great all right fantastic make sure Denise is there and I'll see you guys on Thursday at 8:00 I we just see man yeah sounds good hey Hector U what's this company all about what what's the company well it's uh company called Primerica Primerica Financial Services have you heard of it uh I just probably heard the name that's about it yeah okay well then what we do is we help people you know put together Financial PL so they can retire sooner be get out of debt um have more options make

more money you know be financially in much much better shape that's something that you and biviana want to be anyways right absolutely okay great we just want to come over and talk to you about that okay great all right so what day is better for you most likely like a Thursday afternoon Thursday afternoon 5 6 o'clock does that work for you uh six o'clock perfect okay see you six o'clock on Wednesday then great thank you well Hector you know I've heard about Primerica and you know I've had a friend of mine that tried it and

you know they weren't really they weren't really pleased with it so you know I'm not quite sure about this yeah well that's that's a that's not uncommon you know sometimes when people get associated with the wrong person and they they've you know had an experience it's kind of like have you ever been to a restaurant and you've been there two or three times and it was really good and then all of a sudden you got you know involved with a waiter or waitress that was had a bad attitude or something and and the experience wasn't

quite as is good that time has that ever happened to you before yeah definitely yeah okay well then that's probably what happened here you probably just ran across somebody that just wasn't very good it wasn't didn't have the right attitude so that wouldn't you know negate the fact that there's potentially great opportunity and a chance for you to be helped right no no right so why don't you take a look at it if it's not for you then you know that's fine no problem if it is it is okay you know I'm not asking you

to make any big commitments right now I just really want to talk to you about it first and then you can decide after you get all the facts is that fair enough that sounds fair okay great okay great thanks you know what Hector I got so much it's so many things going on right now with the kids you know they're in you know in sports and and Denise has been working late lately so I I just don't even know when we could get together we're just really busy right now well I I understand usually when

people are really busy they're usually the real issue though you know is that they're really concerned that I'm going to come over and try to sell them something they don't want or need we're going to waste their time I mean that's really usually what people are feeling are you kind of feeling that way well I I mean maybe a little bit but you know we're just kind of busy yeah because if you knew if I was going to come over I was going to like save you tons of money and help you get out and

retire you know 10 or 15 years sooner and you're going to just be in incredible shape obviously you'd make time to meet with me right yeah yeah I guess I would all right well listen when we get together I promise you I give you my word it will will absolutely not be a waste of your time you're going to get so much information so much of value it's going to it's going to have the potential to dramatically change your life financially I promise you that and when I saw this initially man I was just blown

away with how much they were able to do for me and for other people that I've met with and I know you don't know that right now because you haven't seen it you have you don't even know what it is why don't you do this why don't you talk to Denise let's figure out a time that we can get together it's not going to take a long time it's going to take 20 30 minutes you can squeeze that in somewhere can't you sure sure I guess I could yeah of the days you know I know

you're really busy which day is better than another I mean there's got to be in in a week usually probably the weekend would be probably better for us how about the afternoon like Saturday afternoon that we're for you like 2 or 3 o' maybe later in the afternoon yeah lat like 3: 4 yeah about 4:00 would be good four o' we'll pop by we won't waste a lot of your time you're not going to be hung up all day it's just going to be a little bit okay and then uh you'll see it and then

I I promise you you're going to be really really impressed when you see it okay all right all right great I'll see you Saturday at 4 o'clock then all right sounds good great well Hector you know Biv and I we we really don't want to buy anything I think we're okay right now but you know thanks anyways oh great listen the last thing I'm going to ask you to do is buy something I mean if you see something you like and you want to take advantage of it you know one that's fine that's up to

you you can do that but look if there is a potential for you to you know retire five or 10 years sooner a chance for you to uh maybe uh get out of debt completely so you don't have any debt and really put yourself in tremendous Financial shape so you have a lot more options for you for your kids for your family would it make sense to you know put aside you know 20 30 minutes to find out about that well I mean I guess just to look at it yeah just to look at I'm

not asking I'm not going to ask you to do anything you know I'm not going to be capable of getting you to do something you don't want anyways you know that and I would never use our relationship to get you to do something you don't want all right I would never do that you know me better than that okay okay I'm going to just show you make up your own mind once you get all the information if you see something you like fantastic you can take advantage and if you don't don't don't worry about it

or you maybe you'll see something that somebody else you know really needs and you can point me in that direction it doesn't really matter I don't I don't want you to feel any pressure I just want I need some help I need to you know I'm World working hard to expand my business and uh I I you know I'm thinking about quitting my job and doing this as a full-time career and I just I really want your opinion would you would you please mind helping me out yeah yeah okay all right great so what day

is better for you you got like I've got Wednesday or Thursday open next week which which day works for you uh Wednesday works better fantastic when like 6 8 uh 8:00 8's better okay great well then I'll see you in Biv 8:00 next Wednesday okay great thanks all right great see you then buddy okay bye so Hector um you're going to come over um I really don't have a lot of time right now but how long more or less is this going to take well it just depends on you Martin I mean it could take

20 minutes or it could take an hour if you have a lot of questions and you see you know kind of value that I think you're going to see it may take a little longer than 20 minutes or it's up to you one thing I'm going to say for certain right it's going to be dependent on you you're going to make that decision if you really like what you see you're really excited about it and I believe you're going to be cuz I know I was when I saw it it may take you know a

little longer than than that but you decide can you you think you could break away for 15 20 minutes just so I can give you an overview you can see what what it's all about and get more details and then you know we'll go from there all right I guess we could spare that time right so Len you're going to be in charge you're going to dictate how long it's going to be and uh if you like what you see It'll be longer if if you don't then we'll be out of there I think that

you're going to be pretty impressed by what you see when we get together in fact I'm I'm confident of that okay so what day is better for you I've got a couple days open next we Monday and Wednesday which day is better Monday's good Monday's good 6 8 8:00 8 fabulous see you then buddy all right [Music] [Applause] [Music] then okay these are some of the objections you're going to come up when you're out prospecting and uh this is how you deal with them well Hector is it was nice meeting you I mean the business

that you're talking about well what is it what's it all about well it's the financial service business you know basically what we do it's real simple we show people how to get completely debt free how to pay off their house how to pay off their cars how to pay off all their credit card debt and get completely debt free in uh in a pretty short period of time sometimes as little as 10 years or less okay another thing we do is we show people how to make sure that they're investing properly for retirement that they're

in the you know exact appropriate kinds of Investments for them and their family so that they're not making mistakes so they can re you know have a much much better result in terms of their you know investment and retirement accounts uh we make sure that they have the proper amount of protection on their family and different areas to make sure that they you know they' got their family covered and really the bottom line is just having some kind of a plan so that you're not just um you know kind of hoping things work out you

actually know they're going to work out financially I mean obviously do you have a plan like that that's really specific that's really clear that that delineates exactly what you should and shouldn't be doing in all areas of your life do you have that already established no we don't have anything in place at this time I mean you seem like the kind of person that's pretty conscientious me I would I would guess and you can correct me if I'm wrong that you would be the kind of person that would want to have something like that am

I right well we have some like retirement Accounts at work like a 401k and you know my wife has some at work as well great so we have those set up yeah but you don't have a whole comprehensive plan debt elimination retirement college education for kids all the things in in a in a really comprehensive plan do you have you don't have that set up right now not exactly like that right so if you could have one of those and have it done complimentary obviously that would make sense to do that wouldn't you agree well

yeah complimentary of course okay well then that's that's what I'd like to offer you okay so what would be a good day for you guys to you know could you set aside a half hour 45 minutes sometime in the you know in the next week or so we can I could pop by and just visit with you a little bit sure sure next week uh you know give me a call we'll set something up well why don't we do that right now I mean we're on the phone right now what what day generally better than

another is it a Wednesday a Thursday you know um Tuesday Thursdays Thursdays are usually better for me Thursdays are good for you I mean I I would imagine you probably eat dinner around 5 or 6 so maybe 8:00 would that work for you 8's better 8's better okay so then why don't we plan on 8:00 next Wednesday and then you know you just give me your address and I'll you know I'll just I'll just uh put it in that map quest thing and I'll I'll find out how to get there okay okay great all right

all right great thanks look forward to seeing you I think you're going to be really excited about what I'm going to share with you all right well thanks for calling sure you're welcome so what is it Hector I mean what kind of business is this well you know what we do is really simple and it's actually pretty exciting and what we do what what we would be doing what you would be doing if you got involved is we show people help them put together a plan to get completely debt free how to pay off their

homes their cars everything in a really short period of time sometimes as little as 10 years or less I mean depending on the situation we also show them how to make sure that they're investing in the exact appropriate way for their particular situation they can retire sooner so they can retire with more money so they can um if they have kids and they want to send them to college they can have you know formula to plan to put their kids in college and the B the bottom line is just to have a a really in-game

written plan so that they can get where they want to go financially that's what we fundamentally do and and one of the great things about it it's incredible because we do the actual plan complimentary and uh people are when they see it they're super receptive to it because you know nobody's offering anything quite like like it for the Middle Market that's that's what we do okay okay so when can we get together then um is there one day that's better than another for for you to get together yeah generally like uh I usually get home

in the evenings okay like it's like Monday Thursdays usually when I see clients is there like one day like Thursday night okay 8 does that work for you 8:00's good 8:00's good okay great so then once you just give me your address and um you know we'll we'll plan on 8:00 okay sounds good oh you know you know what is this Prim America actually it is yes abely I I've heard of you guys no you know what I'm not I'm not really interested cuz I'm not I'm I'm not in sales or anything like that so

I just I you know a couple of my friends tried it and they just had a negative experience with it so I just no it's not for me so they didn't do well or what happened exactly do you know no they you know they they got involved and uh I know they didn't make any money they just uh you know they cost them like a couple hundred bucks to get started or something like that but they just uh didn't do well they were trying to get appointments with all our friends and stuff and I just

it's it's not something I want to do if it ever cross your mind that they didn't the people they were being trained by weren't very good and they didn't know what they're doing yeah I mean that possibly that could have happened right I mean it listen I mean you you seem like the kind of guy that would make decisions based on you know taking a look at the facts themselves I mean obviously you have friends and some other people that do it you're you're making a decision based on secondhand experience or secondhand comments and that

that to me doesn't make sense that it would be a good good way to to make a decision whether something was for you or not would you agree with that I mean would you agree that I guess you're right yeah yeah because you seem to me like the kind of guy that you would make a decision based on facts that you personally investigated am I right yeah yeah definitely well why don't we do this look I'm not asking you to make any kind of commitment I would really just like to share it with you I

like to show you what we do uh I don't know who they were with I don't know what happened to them before all I know is in my business I've had an amazing amount of success I have a lot of people that have been very successful I have in our organization we have um you know just in my organization we have probably 150 people that make well over $100,000 a year there's four or five people that make over a million dollars a year and everything in between that so even though your friends may have had

a negative experience that doesn't mean that that necessarily they they can't be a good there could be a good experience right yeah you're right they may have just run across the wrong people why don't you give me a chance to sit down and show you what we do and then uh show you the way we operate the way we do things and then you can make a decision after that how's that okay sounds open to that yeah I'll be open to that okay great so um what's is there one day better than another I mean

I usually do appointments you know Wednesdays Thursdays you know Monday Tuesday Wednesday Thursday what is there any day better than Tuesday Tuesday good okay great fantastic 6 8:00 8:00 is good 8 fantastic okay well then I'll see you at 8:00 then and um I think you're going to be impressed I mean even though you've heard those things believe me I think you you haven't heard the whole story okay see all right great look forward to it you know Hector thanks for your time thanks for sharing but I'm really not interested I not right now I'm

not interested okay I understand that I mean that's that's totally good let me ask you a question um are you are you planning on staying where you're at forever I mean is that what you plan on doing for the rest of your career is what you're doing currently well I mean I enjoy my career right now but you know I'd like to eventually you know Venture on my own really okay so you are you are thinking about doing something on your own then at absolutely yeah you thought about that yeah I want to run my

own business okay well great well you know you may not be interested but one of the things just talking to you I know you're a professional you're an engineer you're doing well already obviously somebody like you has um a lot of credibility with the people that they know and uh I would like to kind of give you more information and share it with you not not with the intention of you getting involved you may or may not want to I don't know but um one of the things I'm always doing is I'm looking for people

um to kind of network with to to see if if they may be willing to help me and and maybe me help them if I can uh would you mind if I just sit we sat down for 20 minutes or so over a cup of coffee I could give you a little more detail on exactly what it is how we operate what the opportunity is and then um you know if you see like it great it's not a problem I I can understand right now the timing is not good for you but maybe you can

point me in the direction of somebody that may be interested or that's looking for an opportunity that wants to do something different than what they're doing right now because um you God knows most people are not happy with where they're at at even though you may be other people aren't and I would love to um you know have you know have us develop some sort of a relationship where we could help each other down the road would you mind uh freeing up 20 minutes or so for a cup of coffee and and allow me to

sit down and go over some information with you yeah I'll only have about 15 20 minutes that I could spare so yeah that's fine that's all I need it won't take long just a few minutes I think I can get you all the information you need in that period of time and then you know you can go for there okay yeah why don't you come by my office and we'll meet like during my break time or something okay so what day is there one day this week that's you got a little more Wednesday is good

for me Wednesday's good okay so break time is what time uh typically I do at 9:00 in the morning so 9:00 to 9:15 or so yeah okay great I'll be there a little early and make sure I don't waste any of your time I look forward to it thank you so much for meeting with me I think you're going to I think you're going to be really impressed okay okay all right [Music] great [Applause] [Music] well Hector let me talk to Biv and I'll uh you know give me a call you know someday like tomorrow

or so cuz uh she's not home right now okay great no problem I tell you what listen I know you're really busy you guys are running around you're hectic why don't we do now what want set up a tentative appointment you can talk to biviana and then after you talk to her then you know if there's an issue with that call me back We R schedu it for another time what why don't we what's what's generally a good day for you guys uh I know we're pretty busy this week next week will probably be the

best Monday Tuesday uh Tuesday Tuesday Tuesday so you probably do dinner around 5 or 6 right yes so say let's say 8:00 on Tuesday does that work for you 8:00 sounds good but like I said you know yeah absolutely you know I'm going to just pencil it in and then if you have an issue here's my number give me a call if it doesn't work then we'll we'll change it for another day okay okay that work okay great fantastic you know what Hector I already have somebody that takes care of all that uh all finances

for us he's been doing a great job for a long time and uh I think we're pretty good for now but thank you for your you know great well well let me ask you a question is this the first guy you've worked with ever or or have you had other ones before no this is the first guy we've worked with oh okay great so you've never had a a a you know a second opinion on any of the stuff you're doing no but he's doing a pretty good job yeah so let me ask you a

question if you had a you know an illness of some sort and you went to a doctor and they give you a prognosis you know um would you give get two opinions or just one I would probably get two yeah you you want to make sure that you're doing the right thing before you do anything that's important in your life right right so why don't we do this I know this guy's really good I know you like him he's doing a great job do me a favor why don't you why don't you allow me to

just give you another point of view you can take a look at it if if what you you're doing now is perfect and it's working well then of course you're not going to make a change at all but what if there was an opportunity for you to improve significantly upon what you're current ly doing wouldn't it make sense for you to explore that yeah I guess it would right okay that's all I'm asking you is just explore it take a look at it and then if it makes uh sense for you to make some sort

of a change and we'll go for it it won't take a lot of time I know one of the things is you're a very busy person you don't want to waste your time I promise you right away you're going to figure out you're not wasting time uh for example right now do you have as part of your plan do you have a very comprehensive debt elimination strategy set up as part of your plan um well our debt is going to be paid off pretty soon I mean 15 years on my mortgage right now so okay

so and you have any other debt no that's part of so if you could pay that off in 10 years or eight years uh versus 15 would that and and it POS potentially save you 25 50,000 more in interest would that be worth exploring yeah it would okay well that's one of the things that we specialize in so why don't we do this why don't you get let me give you a second opinion and if there if it makes any sense for you to change you can of course that's up to you you're going to

make that decision I'm not going to make that for you and if you're doing everything right then you'll know for sure and if anybody else calls you you won't ever you you'll know that you're doing everything right that make sense yes all right great great so um is there one day better than another for you to for us to get together or is typically Wednesdays are pretty good Wednesdays are pretty good okay great so um I'd say 8:00 does that work for you yeah that's good all right great then we'll see you 8 o00 Wednesday

okay all right he you know what I already have somebody that's handling everything for us he's doing a great job yeah okay well good that's good for you that's great that's good thing most people don't have somebody let me ask you a question is this the first guy you've ever had or is this have you had other ones before him no we've had another one and this guy doing such a better job I'm curious why did you make a change from the first one to the second one well the second guy just showed us how

to save even more money and how to get us on track to retire even sooner so so he so he improved upon what you were currently doing yes so let me ask you if you you know were willing to take a look to improve before why would you be opposed to taking a look to improve again even further I guess you're right I mean and just just to take a look I mean if it doesn't it doesn't improve your situation then of course you don't have to do anything but if it does you'd want to

at least improve your situation again like you did the last time right yeah right right so why don't we get together for a few minutes explore that see what happens okay right what day is good for you I've got Wednesday or Thursday open is there one day better than another yeah Wednesday's usually how about 8 8:00's good 8's good fantastic okay I'll see you 8:00 on Wednesday then okay well Hector you know thanks thanks for calling me you know I appreciate you know you getting in touch with Biv and I but right now I'm just

really not interested for you know looking at your Serv serves well let me ask you a question right now do you have a plan already that's that's that's completely comprehensive that's going to get you you know one of the things I find is that people a lot of times are kind of uh averse to getting together with me only because they think I'm going to get together I'm going to waste their time you know they don't want to go through the hassle of that and so what they do is they'll tell them you know I'm

just not interested but let me ask you a question if there was a opportunity for you to maybe pay your mortgage off you know five or 10 years sooner than you're currently on pay P to There's an opportunity for you to retire sooner because you were able to save money at a better rate return and really get your financial you know situation and in just premium shape and and just have an overall plan that just gets you where you want to go a lot faster where your quality of life's improveed you have a lot more

options a lot more choices um I mean I'm not I'm not really clear why you wouldn't want to take advantage of an opportunity like that can you can you explain to me why that would be well I mean I'm set up with my retirement Accounts at work I have my 401k my wife does too good um we're in a in a 15-year loan and we probably have about you know 13 years left on the loan okay and other than that we really don't have any debts so you know I think we're doing pretty good that's

why yeah and so when was the last time you look a really took a really close look at uh your Investment Portfolio ex actually what the balance was and how you were invested do you know what that is exactly do you know if it's exactly the correct thing for your your particular U you know situation and your investment tolerance well you like I said I I have my 401k at work I do have Investments they're pretty aggressive MH so you know I I think we're on track to retire by the time I'm MaDee 60 65

or so oh wow wouldn't you rather retire at 55 well yeah who wouldn't right well then I mean if there was a way that you could do that you'd want to find out about that wouldn't you absolutely well that's what I specialize in okay why don't you let me come by take a look I I I I very confident I can help you retire sooner than that okay you know every year sooner is better wasn't it absolutely okay so why don't we get together explore that and and see see what we can do with that

okay okay all right thanks so what day is better for you Wednesday Thursday you just go over what the day is and set the appointment okay thanks Hector everything sounds pretty good but uh why don't did you just go ahead and mail me a brochure or something and let me take a look at that yeah I could do that the problem was the brochure you know is not going to make nearly as much sense as me sitting down and explaining what we're doing so you may get a you know a probably an inappropriate view of

what you're going to be looking at because it's not going to be as complete as what I would be able to do if I were to actually share it with you so you know but the real issue for me is when when somebody tells me that Martin what they're really saying to me is you know Hector I think that you're going to come over and waste my time and um try to sell me something I don't want or need and you know I I'm I'm too busy I just don't need you know didn't need to

waste any time is that is that kind of what you're really feeling well maybe a little bit a little bit yeah that's usually what it is because obviously if you knew I was going to come over help you retire five or 10 years sooner I was going to help you save you know uh you know double your retirement account and uh improve your quality of life you know significantly you'd be calling me to set up an appointment right yeah you're right yeah of course you would all right so really the issue is you're not you

don't really believe that's going to happen well let me just let's let's do this okay why don't we meet for you say 15 20 minutes I'll give you an overview of what we're going to be doing I guarantee you when you see that when you see what we do and what we can do what we've done for other clients you're going to be very impressed all right and if I can't convince you in that short a period of time then I'll just leave okay I won't waste your time I won't waste any time wouldn't you

agree that it'd be worth your time to invest 15 20 minutes to potentially retire sooner potentially have a lot more income in your retirement account uh or money in your retirement account with with a lot more retirement income wouldn't it make sense to find out about that before you say no yeah I guess it would all right so then let's let's do that just just give yourself a chance to do that would you do that sure okay great so what day is good for you I've got you know Wednesday Thursday open next week is it

one of those days work for you yeah Thursday fabulous all right I'll see you Thursday well Hector right now with the holidays coming up we have family coming in from out of town so I'd rather spend more time with them and why don't you just give me a call after the holidays okay well great I I understand that why don't we do this you know all I need is a little bit of information for me why don't we set up a little quick appointment I'll come by I'll gather all the information that way I can

start working on putting together a plan for you and a proposal and then after the holidays we'll get together uh you I'll have everything prepared and we'll just save another trip so is there a time that we can get together for you know maybe a half an hour or so between now and and uh you know and say next Saturday or next Sunday I mean just just a short time just to pop by and I can just kind of get the information real quick from you that work for you yeah well just about like 20

30 minutes yeah yeah for it wouldn't take very long and if we just get right to the point let in fact I'm going to tell you what I'm going to need to see when I get there I'll just get the information I'll be on my way and then you know when it makes more sense for you when you got some time freed up we'll get together okay all right okay all right great sounds good thanks go ahead and set up the appointment give get a time and day to do that [Music] [Applause] okay you know

what Hector everything sounds really good but uh the way my time is right now it's just really limited I just don't really I don't see the you know being able to have the time for this well Martin you know we were doing you know I was going through this I asked you all those questions I asked you about what you really wanted to do you said you wanted to live by the beach you said that you wanted to you know drive that uh you know that uh Continental GT you told me about you know kind

of the things you want to do from a chatable standpoint you want to put your kids through college and pay for that your daughter's 15 years old already right now so she's three years to to do you haven't really done a lot in those areas and you really want to improve your quality of life and Denise said the same thing and um I'm presenting an opportunity for you to do that that's that works that I know that you guys would be successful at wouldn't it make sense for you to make some time to change your

life I mean you know you said you wanted to change your life I mean do you not want to change your life no I do I do okay so then would it make sense for you to work some time in there rearrange your schedule a little bit to make that happen well how much time would I need to invest well you don't need a lot of time in the beginning I mean if you could invest 10 or 15 hours a week you know couple hours here a couple hours there Saturday morning it's not a tremendous

amount of time we were talking about in order for you to change your life I mean to get started so because you know as well as I if you don't make some changes nothing in your life's going to change right right if you don't make some sacrifices there's no way for you to get where you want to go unless you are committed to make some sort of an investment of time and energy I mean there you know it's just not going to happen because you know you're look you're you've been doing what you're doing now

you're with Fredo you've been with them for the last how many years now nine and a half nine and a half years okay so uh are you anywhere where you want to be after N9 and a half years of committing to that company no no of course not and so the next two years 5 years what's going to change nothing not much right it's not going to change a lot now I've have a opportunity in front of you which you agree is fantastic you're going to be a client you know that it works you know

that it's good right it's good for people come on be honest with me why would you not at least work in you know 10 hours a week or 15 hours a week to do that if you have the potential to double triple your income and change your life you're right yeah come on let's let's let me help you get where you want to go would you let me help you get where you want to go all right all right what do we need to do all right this is what we need to do well Hector

you know right now I have two little ones a foure and a two-year-old and time is time is precious to me so I really don't want to spend too too much time away from them I want to enjoy my kids while they're young yeah I understand that I totally understand that so they're young two and four years old so if there were a potential for you to get yourself in a position where you could have your own business make your own time and uh and have even more time with them I mean isn't that something

that would you'd want to do I mean because you talked to me about owning your own business at some point you're going to have to make that decision to do that right yes I mean sooner or later and your kids are going to they're going to just get older and older right so what what I the way I see it is this okay you know if you were to get involved with us and you got busy and over the next couple years we really got your business moving you know your kids would still be four

and six they're still very very young you could get yourself to a point in that period of time where you could probably make a transition where you could make that transition and make a lot more time so you may have to sacrifice a little bit for a short period of time but think of the Ramic ramifications of that over the Long Haul over the next 10 20 years you're in a position where you own your own business you have no limits on your income you have a chance to um you know control your time completely

I mean wouldn't that be worth getting yourself to that point wouldn't that be worth investing some time right now and making some extra time 10 15 maybe even 20 hours a week to do that well yeah now they you put it like that yeah yeah well that's what we're talking about so you know why don't you explore let's let's do this okay this is the best way to do it because a lot of times people when they're kind of hesitant what they're really saying is I'm not sure I can do it I'm not sure this

is going to pay off okay let's do this okay let's get you started part-time let's go on some appointments let me prove to you how this works okay and how it can work and how you can do it I think once you see me in operation you see me sitting down with other clients you see what I'm able to do you see that you're going to be able to do this you're going to feel much differently about this you're going to feel like oh I can see this I can see the potential I can see

how I can make this happen let's let's at least try that okay okay all right great thanks Hector is this a pyramid thing you know that sounds like one of those multi-level pyramid things what what's a pyramid thing what what what's your concept of a pyramid thing well you know when you get a bunch of you got to get a bunch of people in and then people make money off of the people and then the person uh on the bottom ends up getting screwed oh okay so let me ask you how did you were free

to lay right yeah okay so how does that work I mean there's there's are there anybody in your business that is that is below you in terms of compensation or what they do yeah the warehouse the warehouse people okay so there's Warehouse people there's drivers and then above the drivers who would there be district manager district managers and then above the district managers there's what Zone Manager Zone managers and there's what an area vice president area vice president and then there's what the president of the company the president of the company so the president of

the company is what he's the guy at the top of the pyramid yeah I guess so all right he's at the guy at the top right so everybody else makes less money so what's the chances of you going from a truck driver to the president of the company like zero like zero all right so you can see what happens is there's always in every corporation in every in in every uh entity right every company doesn't matter even even in even in the public uh you know like government it's still the same thing there's people at

different levels and people at the top that make a lot more money so what happens that doesn't make it a pyramid that makes it a business that's how all businesses operate there's no business that operate like that you know and what do they do doesn't your company Recruit new people into the company all the time at different levels aren't they looking for people all the time yeah they are constantly right so what does that make a multi-level company you know pyramid of course not it's ridiculous it's the way every company in the world operates they

all work right that same way right so the point is but the problem with most corporations like where you work right now that there's no chance you go from a truck driver to the president in Primerica if you get involved and you're really industrious you work hard you're motivated you know you you pay a price you can go from being you know where you are right now just at the beginning to one of the highest paid top you know regional vice president or national sales directors in our company nothing can stop you from doing that

but yourself wouldn't you like to be in a business where you could dictate exactly how you you know go up into in that company I guess so yeah and then on top of that have the opportunity to own that business right that's what this is about that's what what we do all right well let me check it out all right let's take a closer look at it right before you say no okay okay well Hector you know my background I'm an engineer I've never done any type of sales so I I can't see myself being

a salesperson you know there's a lot of people in our company that said that before they got involved we have school teacher Engineers we have uh you know people from technical backgrounds kind of like yours from you name it you know truck drivers uh you named the the that probably said exactly the same thing I don't really see myself as being a salesperson and uh that's not that's not an uncommon thing for people to say that but you're an engineer right yes and you what did you do to learn how to be an engineer I

went to school you went to school you put a lot of energy a lot of time in mastering the kinds of information and the kinds of disciplines you need to do to be a good engineer right yes yeah and and that's how you did it over time you didn't learn that in a day took you probably at least four to five years right I don't know how long you you know some people are on the fouryear program five year six year program I don't know what you did but you figured it out didn't you yes

okay well our business is the same thing right you start off you may not see yourself as being not and I don't think that when you first start you don't really you know you want to be an engineer but you don't really see yourself being an engineer right you have to learn a lot of information well the same thing in our business is people don't see themselves being in this business but once you learn it you start finding out wow it's not that it's not that complicated it's not that difficult I can do it you

know other people like me have done it and we and I can show you this book we have tons and tons of people that have done this that are like you from similar background so if other people like you who were engineers or technical people started a primary business and became very successful at it is there any reason why you couldn't do the same thing if you decided to I don't think so I can't see anything yeah of course you can so really I'm not asking Contin you to give up your career right now I'm

saying look why don't you give it a shot why don't you give it why don't you just check it out a little more in depth look at it look at everything and then make a decision once you really understand it once you really see it instead of saying see instead of believing you can't you're not a Salesman right in anyways our businesses what I've shown you you can see that mostly it's educating people anyway showing people where they're at now and where they can be and why it makes sense for them to make a decision

to go from where they are to to you know some of the solutions we have like I showed you with the insurance right the cash value versus term or the being in debt versus being out of debt right using that debt structure or investing money you know in fixed rate savings versus investing in equities right if you could just explain that to people and I imagine you're you're very bright guy you wouldn't have any problem explaining people the difference we believe that people have common sense and then if they have common sense and you give

them all the information they'll make the right decision do you think you could do that yeah I could do that okay well then that's all it is that's what sales is sales really is this right people have a misconception about sales sales is really um helping people to make decisions that are good for them okay all right that's all it is so if it's better for them to do this than that you explain it to them you how they should do it and why that's all it is that's what it really is you know okay

and so you would be doing that so let's let's go ahead and let's give it a try all right okay right