[0:00]So in this video, I am going to teach you how to easily step by step overcome three of the hardest objections that are killing your sales. If you are tired of getting, I need to think about it, or I got to talk to my wife, or I can't do this right now, that is costing you thousands of dollars because you don't know how to overcome that. And in this video, we are going to solve that problem together. My first year as a life insurance agent, I sold over $500,000 of final expense on my own pen. I just built the team the last few years. We've done over $16 million of sales with less than 40 agents. So, what I'm going to share with you works and my promise to you is that if you watch this video, you will beat most life insurance agents. And I promise you, you will start making more money as an insurance agent. So let's go ahead and let's talk about the top objections. So let's jump into objection number one. This is going to be a closing objection. This is the objection that I think stumps a ton of agents. When the client says, well, my daughter is going to help pay for it. Well, this is right here to the right. It is a price objection. I'm going to walk you guys through the simple framework on how to overcome this. Now, when does this happen? This happens when you're pitching typically the options. You're right there in the close, and the client hit you with, well, my daughter is going to help pay for it. So I don't know. For example, what happens is you ask, well, Miss Betty, now, do you feel like we should go with the $10,000 option or should we go with the $20,000 option? What option is going to give you the most peace of mind? So you're getting them to now go ahead and make a buying decision. And the client is going to respond by saying, well, you know, I'm not really sure yet. I I want, I want the $20,000, but I'm going to see if my daughter can help pay for it. So, why is this such a very such a difficult objection? This is a very difficult objection because the prospect is giving all the decision power to the daughter. Is giving the power all to the daughter saying, hey, I'm not making any decisions until I let my daughter in on this. So, what I'm going to do is I'm going to take this difficult objection, think about how you would solve that, and I'm going to give you the framework on exactly, boom, right here, how to solve that. So let's go ahead and let's go through this. So the first step of the objection handling is that we want to acknowledge the objection. Okay? So when they give you the objection such as like, hey, I'm going to go ahead and speak to my daughter because she might pay for it, the framework is this. Step one is to acknowledge it. Yeah, Miss Betty, I totally understand that you need to, you know, think about it and I think it's a really good idea that you need to speak to your daughter about that. Okay? This is most important because if you acknowledge it, that means that your prospect is is is feeling heard, and they're going to allow you to hear the other things that you're going to move forward with. So, always in objection handling, acknowledge. So, step one is acknowledge the objection. Step two, okay, is you're going to isolate this objection. Oh, so it sounds to me that you do value having the life insurance, Miss Betty, but your biggest thing is that you're just worried about the price because you want to see if your daughter can help you pay for this. So, basically when you're isolating it, you're helping them understand the reason they're not making moving forward is because of this. Okay? It's a price objection. And then once you ask that question, your prospect is going to be like, yeah, exactly. I want the life insurance, so it shows to you that they value it. They want to put a solution in place, but the biggest thing is helping them helping her understand the financial reasons about buying the policy. So our biggest concern, our biggest objection that we're trying to solve for is the, you know, the isolation of how's it going to pay for it, and who's going to pay for it, and what we're going to do. But we have to remember the power is in the daughter's hands, okay? And this is how we go ahead and take the power from the daughter's hands and put it into your hands and ultimately give that power to the buyer to allow the buyer to feel confident. So then we're going to dive deeper, okay? Before we make a suggestion, we're going to go ahead and dive deeper in that objection, okay? Now, Miss Betty, let me just ask you this, hypothetically, you're going to use a hypothetical, so write that down hypothetical. Hypothetically, if you go to your daughter, and, you know, she's got bills of her own, and you you say, hey, hey, hey, Margaret, you know, I'm looking for a life insurance policy to make sure that you're not stuck with my burial expenses. And she's like, you know, and you ask her, you know, can can you help me pay $50 or $60 for my life insurance, and she says, no, what would you do then? Well, then I probably wouldn't get it. So, hypothetically speaking, if you go to your daughter, and you say, hey, Margaret, I'm looking to get life insurance, I need $30 to $50 per month. Can you help me pay for this? And she says, no. What would you do then? Well, I probably wouldn't be able to get it. Now we're going to go ahead and start isolating the power back into her hands, okay? So, hear me out on this. Okay, so now she's going to typically say, well, I probably wouldn't get it. Well, at the end of the day, let me ask you this, Miss Betty, this is your decision, this is your plan, and at the end of the day, you are responsible for protecting your children. Do you agree? Yes, I agree, okay? So, let me ask you this. Hypothetically, you tell your daughter you can't do this. You know, what is, you know, I know that the $20,000 option is a, you know, is $86 per month. That might be a little bit too high for you by yourself, correct? But let me ask you this. Let's say you were able to get the 10,000. If you are able to get the $10,000 option for $54 per month, do you feel that you could comfortably afford that without the help of your daughter no matter what? Do you feel like that $54 every single month would be comfortable for you without your daughter having to step in? She is going to say, yes, it probably should. Then, once you do that, so we've breaking it down. We've acknowledged it, we've isolated the price is the biggest problem. We said hypothetically, if your daughter steps in, and she can't afford it, what would you do? I probably won't do it. And the fourth thing is helping them understand what can you afford without your daughter's help? So you can either say, well, hypothetically speaking, like, do you think the 10,000 for $54 is comfortable for you without your daughter's help? Or you can ask her straight up, hey, well, Miss Betty, like, what can you afford every single month without the help of your daughter? I could probably do 50 bucks. Now that you understand what the variable is, we're going to change the now you know what Miss Betty or the client can't afford by herself, by herself, okay? Without her daughter, then you now can solve that problem. Okay? And then that is when the suggestion comes in. So you've just broken down the objections here. Now the suggestion is this. So Miss Betty, how about we do this? Since you just told me that you can afford the $54. Since you just told me that the $50 fits your budget, it's comfortable for you, and you know that you can keep it every single month. Let's go ahead and let's do this. Let's start with that $54 option every single month, so you have a little something in place to make sure that your daughter's not stuck paying for your funeral expenses. And then what you can do is that if you do go to your daughter, and she is able to help swing $30 to $40, you call me back, and we can bump it up to the $20,000 option for the $84. But let's start off with the option you know that you can keep comfortably, so that you can protect your daughter, and you can go to bed at night knowing that your daughter is taken care of. Does that sound fair? Okay? So that is how you overcome that objection. Let me just break that down really quickly what we're doing here. She is first saying that, hey, I can't afford this because my daughter is stepping in. Secondly, she's trying to say like, hey, I want to get a higher option. I can't, I'm trying to bite off more than I can chew. So I'm going to see if my daughter can help me. Then you use the hypothetical to isolate like, hypothetically, if you go to your daughter and she can't afford it, what would you do? I don't know. I don't know. Then you have to ask them, well, what can you afford by yourself without the help of anybody else? And then she's going to give you the price, and then from there, you make the suggestion to solve the problem. That is how you handle and overcome the I need to speak to my daughter. My daughter is going to help me pay for it. My wife's going to help me pay for it. My son's going to jump in and help me. Whatever comes their way, it's going to come your way, but it's your job to overcome that. Okay? So that is how to handle objection one. All right, so let's dive into objection number two. This is going to be a discovery objection. Okay? Commonly heard as, yeah, my daughter could pay for it, okay? I'm going to share with you when this happens and how to overcome it and get through it with the framework, okay? So, discovery objection is like, when you're in the middle part of the script, when you're asking questions to understand what are they looking for, what is the pain? And in this case, we have an objection that comes midway in our call. So, here's how to handle it, okay? So, when this would happen, when you ask Miss Betty, let's say she does not have life insurance, and you ask her, hey, Miss Betty, and would your daughter be in a position to pay for your burial expenses? And she says, yes, she could pay for your burial expenses. Now you ask, Peter, why, why is this a problem? Because there is, there's really no pain here, okay? The prospect believes there is a solution to their problem, which means, you know, when people have problems that are solved, they need to buy something to solve that problem. If it's already solved, the answer is no. Let me give you a very simple analogy to break this down to what this means if you're selling life insurance. Let's say that you have a car, and you have four four tires, okay?
[9:09]And you pull up to a mobile tire shop, and those four tires are not flat, they're perfectly in great shape, and you're like, hey, I'm here to buy new tires. The person that's selling you tires is going to be like, why are you here? You have four brand new tires. It doesn't matter. You don't, I don't care what I give you, you have you have no problem. The same thing here. The the prospect says, well, hey, I'm looking for life insurance to cover my burial expenses, and you ask, well, would your daughter be able to pay for your burial if you die? And she says, yeah, she would pay for it. So, in our mind, we're like, well, how do we solve this? Because if we don't solve this, the problem is this. You're going to get like, I need to think about it, or I need to look through my budget, or I need to just I need to kind of need to go through everything before I make a decision. And the reason that your prospect says that is because they're like, man, why should I pay, you know, $62 per month? I'm on a fixed income, if, you know, my daughter, Sarah has a great job and she makes money and she has money in her savings account. I actually just like, should I pay the $62 or should I just let Sarah do it? Oh, probably let Sarah do it, so I need to think about it. So, here's how to sell this person and take them through the framework. So, first thing framework-wise is acknowledging it. You're going to get tired of me saying this, but it's very important. So, acknowledging it, it's step number one. I totally, okay, I understand. Wow, so your daughter could pay for your burial expenses. That is incredible. So, when the prospect says, yeah, my daughter could pay for the burial expenses, right here. Oh, I see. Well, that is so awesome that you have a daughter that can pay for your burial expenses. So, it is acknowledging it. Then we're going to go isolate and uncover. We're going to dive a little bit deeper here. So, help me understand here. So, that sounds incredible that your daughter is going to pay for it. I guess forgive me for asking here if your if your daughter could pay for this burial. If your daughter could come out of pocket $10 to $20,000 for your funeral, I guess, you know, I'm sure she'd be happy to. Why not just leave it behind for her to take care of? So we are then going to isolate and agree. So we're going to isolate the problem, which is, hey, it sounds like your daughter could pay for your burial expenses. But why not just like kind of let her take care of it then? Okay? So, it's kind of contrary to what most life insurance agents do. A lot of agents, the wrong way to handle this is like, well, Miss Betty, I'm sure you don't want this on your daughter. I'm sure that you don't want to leave this burden to your daughter, right? No, instead, what we do differently is we isolate and we agree. Wow, so your daughter could come out of pocket for your $10 to $15,000 for everything. I'm just like a little confused here. I mean, if your daughter could come out of pocket, you know, $10 to $15,000 for everything, why not just like, why not just leave it behind for her to take care of? Okay? And then what do you think that's going to trigger from your prospect? What do you think they are going to say? Okay, there's two responses that are going to happen here. A good response is going to look like this. A good response is, well, that's not her responsibility. Not her responsibility. If that is the case, then we are going to dive deeper in this framework, okay? If they say like, well, yeah, you're right. I'm going to go ahead and have her pay for it. Then we just know the sales over that there's no problem solved and we don't want to sell this person. But when you ask them, hey, Miss Betty, why not just leave it behind to your daughter to take care of? A typical father or a typical mother that wants to solve the problem is going to say, well like, hey, it is not her responsibility. I don't want to do that. Then your next follow-up questions here are to dive deeper. Because in the back of the prospect's mind, they're like, you know, I could still have my daughter pay for it, but we want to get to, we want to be able to really anchor the problem to them. So, when they say, well, it's not her responsibility, you're going to say, what makes you say that, or why do you say that? Then she's going to, then the prospect's going to open up and say like, well, at the end of the day, she has a family, or, you know, at the end of the day, you know, she has other bills to pay for. I don't want to be a burden behind to her. Then we're going to not just stop there, right? A lot of times, we'll just stop right there, but no, we're going to dive a layer deeper because we're really trying to kill this objection because if we don't, we're going to get, I need to think about it, or I'll call you back. Okay? So then we're going to dive deeper again. And when you say that you don't want, you know, to be a burden on your daughter, I guess, what do you mean by that? Well, she's got bills and things to pay. Then you can keep diving deeper, well, what bills do you think would be, what do you think would happen if, yes, she has the money, but you passed away and then $15 to $20,000 is coming out of her checking account? How do you think that would impact her? And then we can continue to layer deeper and deeper and deeper. And then finally, we can make the strong suggestion. We'll put this all together for you guys to understand, but then we can make the suggestion. Oh, so it sounds like as a mother, that, you know, your daughter Samantha could come out of pocket. But you want to make sure that, you know, even though she could come out of pocket, I agree with her. You want to make sure that it's it's not it's not her responsibility. We're tying everything that they said above here. It's not her responsibility. You want to make sure at the end of the day, she has a family, she has bills to pay, and she's got mouths to feed. And you want to make sure as a mother that she's not being a burden onto her, so that you can go to bed at night knowing that you put everything in place to make sure that your daughter is taken care of. Is that about right? So, what we're doing is with the depth that we're getting here, change the color for you guys, the depth that we're getting here. You know, it's not her responsibility. You know, I don't want to be a burden. I don't want to leave this behind to her. She's got a family to feed. When we power recap or suggest that back to her, we're going to let her understand like, hey, if we put this onto the daughter, even though she can pay for it, there are going to be some natural consequences. So, this is a very important question because this is a very important objection because in order to get someone to buy, there has to be pain and pain comes from consequences. So, to break this down very simply for you guys, is you do this. Let me just put it all together. Oh, so your daughter Samantha could pay for the burial expenses. That is absolutely awesome. Well, I'm just a little confused here. I mean, if your daughter could kind of come out of pocket for everything, that that's that's amazing. Why not just like between me and you, like, you know, let her kind of take care of it? Oh, that's not her responsibility. Oh, I hear. I guess why would it be so important for you to, you know, get life insurance, so this isn't her responsibility? Well, I don't want to be a burden behind to her. When you say you want her to not be a burden behind to her, what do you mean with that? Well, she's got a family to feed and she's got, you know, all these expenses to take care of. Okay, and how do you think life insurance, you know, would be easier for her? Well, it would make sure that, you know, she doesn't have to come out of her own pocket. Oh, so it sounds like to me as a mother, you want to make sure at the end of the day, you're not a burden, you're not leaving anything behind, and life insurance will solve your problem. Is that about right? And then you can you can summarize that. That is how you kill the my daughter, my son, my kids could pay for it. Now the third objection that you want to learn how to kill is a closing objection. When the prospect, you are in the close, it says like, oh man, that's high, or that's too expensive. I want to share share this with you because I trained a new agent on this, and they literally were doing this the wrong way. And that same day after giving them a training on this, they sent me a text message and said, Peter, I used what you just told me to do in this situation and I closed someone. I never knew this. So, it's a huge unlock, follow along with me here, okay? So, this is a price objection that we're going to learn how to kill it together, okay? So, when does this happen? This happens when when you're in the close. So, it's going to sound like this. Now, Miss Betty for the $15,000 option to cover all your burial expenses, that's going to be $74.56 per month, okay? What you hear and what you recognize your client's response is like, oh man, or, oh wow, or, geez, okay?
[17:08]So, you give them the option and then you hear this subtle thing in the back of your your ear. Oh my gosh, oh my gosh, $74, oh wow, okay? Now, why is this important and why is this an objection? The client values the life insurance because they're on the phone with you, they've listened to the price, they want to solve the problem. But you can tell based off this little verbal cue that they've given you that the price is out of their range and out of their expectations. With them being on a fixed income, maybe they're thinking it was $30, $40, $60 and you just quoted them something for $80. So, they are sticker shock. Now, here's how to sell this person the right way, okay? So, here's the wrong way to pitch. Let me show you the wrong way to pitch that that agent that I was training that I helped overcome was doing that was a huge mistake that you can now fix to solve. Okay? So, the wrong way to solve this problem is like this. So, Miss Betty, we have a three option close when we sell. So, we have a, you know, a starter option, option one, we have a middle option, then we have like an outlier option, okay? But let's say you can use a situation for if you're doing one to three, one to two options as well. So, Miss Betty, the wrong way to pitch is like this. Now, Miss Betty, the $15,000 is going to be $74.56 per month.
[18:28]She responds, oh wow, damn, that's high. Then what you do is that you go to option two. Now, the next option is going to be the 25,000. That option's going to be $124. Dam, 20, 124, okay? Can hear it in her voice that she's like, man, uncomfortable. And then what we do then is we're like, all right, we're going to go ahead since we have to follow the script. We're going to give them the 40K option. Now, the 40K option's $198. I'm like, oh my gosh, this is ridiculous. And guess what they do? They hang up the phone. So we're going to solve that problem together. So here is the correct way on how to pitch in these situations. When you hear these micro closing objections, So, what you do in your pitch is that when you give an option, now the $15,000 option, if we can even get you approved, is going to be $74.56 per month. But when you give that price, you then pause. You say, you got that, Miss Betty? And then you listen. Oh my gosh, $74, oh wow, okay? Now, the right way to pitch this is instead of you going to the next higher option, what you're going to do is you're going to go down a little bit to help solve their problem. Because you've just seen that they're going to give you an objection, you know, that you've heard verbally, or even non-verbally, you can be like, oh my gosh. It's very subtle. And then from there, what we're going to do is we're going to go from $15,000 to $10,000. Okay, so Miss Betty, the the next option is what most of our seniors typically go with. This is going to still solve your problem. This is going to still make sure that you can go to bed at night knowing that your family's taken care of. And it's going to make sure that at the end of the day, all of your funeral and final expenses are still taken care of. Now, the $10,000 is going to be $55 per month. Okay? Now, in this case, they might you might even hear like a like a sign of relief like, oh, okay, okay. Okay, that's much better. That means that you are doing and you're listening to your prospect appropriately. And when you hear that, you now know that, hey, you are speaking their language and they understand they understand that you were listening to them well and you can help hear their concerns before they say like, I need to think about it. And then from there, if you want to continue on to the third option, you totally can. But you can even say, that's going to be $55 per month, okay? Is that a little bit better for you? Oh, yeah, that's much better. The last option is the $8,000. I don't know if I recommend this. This is probably less than I would get. But if you do want to kind of stay in your price range, or you want to go make sure that you can find something that's a little something in place, you know, we can start off with the $8,000. It would be $49 per month. Oh, okay, that's not bad either. So, why is this so important? The wrong way to pitch is that you do have, you have zero concerns for your prospect. You don't listen to what they say, and you are so focused on like just going through your process where you're not listening to them. The correct way to pitch is that you give an option, you give the price, you listen, and then if you have to go down, you go down in price because you want to help solve their problem, but also fit the budget, prevent objection or pricing objection before they come up. So those are the three ways to overcome the objections, guys. We have the closing, discovery, and objections that you can overcome. If you guys like these training videos, you want more of them, and most importantly, I saved this to the end of the video, because hopefully, you're here. But if you just want to work with me, I have an agency, I will train you, we will coach you, we will give you the best leads, you can grow inside of a free lead model, or you can grow inside of a brokerage opportunity where you can build your business with all the systems that we develop. We're here to help you win. We're here to change the industry. I love you guys. Thanks for tuning in. And smash that like button if you want more. I'll see you guys soon. Take care. Cheers.
