Transcription
So we're going to go through just the basics of objection handling. The first one that we're going to go through is "I need to think about it." This is a common one in handling objections. I'll give you guys the basis of objection handling.
So we just gave them the options. Typically, the objection is going to come when you're like, "Okay, Miss Betty, now our biggest challenge is to see if we can even get you approved." But kind of fill me in as a mother thinking about your daughters: do you want to go with the $10,000 or the $20,000? What would give you the most peace of mind?
Okay, so I'm going to teach you guys the framework that I use, and then we're going to go ahead and roleplay it together. I'll walk you through it first.
You always want to acknowledge their objection. If she says, "Well, I need to think about it," you respond, "Okay, perfect. I totally understand that you need to think about it. It really is important that you do think about it. But help me understand: when you say that you need to think about it, is it more about the price, or are you just not really sure if you need it?"
Okay, Damian, what would you say there?
"Yeah, to be honest with you, Peter, I just need to go over it with my family. I feel like this is something that we need; we just talk about everything together before making decisions. So I really just want to talk to my family about it before locking in something."
"Yeah, absolutely. That's really smart."
So this is a different objection that we're going to trade on, but let's say you just tell me the price.
"Oh, yeah, so is it more the price, or are you just not sure if you need it?"
"It's the price, to be honest with you. I'm not sure if I could pay that monthly."
Okay, so it sounds like to me that your biggest worry is the price. We acknowledge it first, and then we ask them if it's the price or if they're not sure if they need it. That's called isolating the objection.
With seniors on a fixed income, what do you think their most common concern is? Price or not?
"It's price."
Then we're going to go ahead and narrow that down. The reason that they're not moving forward is that they're worried about the price.
You're going to help them realize that the price is the reason that they're not moving forward, and it's by saying something like this: "Oh, I see. It sounds to me that you really do value having the life insurance; you're just really most concerned that you make sure you find something that fits your budget and is comfortable and affordable for you each and every month. Is that about right, Damian?"
"Yes."
"Okay, yes, that's correct."
Then we're going to go ahead and make a suggestion.
"Okay, I see here, Damian. Is it okay if I make a suggestion to share with you what most of my clients do who have a family of three and live in Michigan?"
So it's called labeling here; we're going to label them. "Can I share with you what most of my clients do who typically need to think about it? Can I share with you what they typically do?"
"What are you going to say?"
"Uh, yeah, Peter, that's cool."
"What most of my clients do—this is called the downsell—so we know that the price is too expensive for the $10,000. We're going to downsell them. Now, what most of my clients do is that we'll typically start with that lower option. Instead of the $10,000, we'll start with the $9,000 or the $8,000, and that will be for $51 per month. Now, this will make sure that you have a little something in place to cover all your burial expenses, bringing back the pain so your daughter’s not stuck paying for your funeral expenses. Ultimately, your daughter is taken care of, and you can go to bed at night knowing that, no matter what, Damian, your daughter will be taken care of. I also want you to know that, Damian, I'm going to be your agent for life. So when things do change, we can always increase the coverage down the road. But ultimately, that $8,000 option will still be that solution that will give you the peace of mind that you've been looking for. Does that sound fair?"
"That actually sounds a lot better."
"So, Peter, the $8,000 option? Okay, that makes sense."
"Well, let me explain the process. What we'll do then is move into the application. Now, in this position, guys, if they're like, 'Oh no, I still need to think about it,' then just think about looping it back up to question number one."
"Oh, okay, so does that sound fair? Hit me with a no."
"So does that sound fair, Damian?"
"No, to be honest with you, I still need to think about it."
"Yeah, it is a big decision; I'm going to agree."
"Okay, yeah, that's smart. I mean, just so I can be on the same page for you and just plan another time to speak with you about this, is it more like the price, or are you just not really sure if you need it? Help me understand; I'm a little confused."
"To be honest with you, I'm just not sure if I need it right now. There's a lot that my family's going through, and it's just a lot right now. You know, I may have to wait for another couple of months or so."
"Yeah, well, I don't want to get something that you don't need. I mean, what makes you feel like you don't need it? I mean, earlier you told me that if something happens, your daughter is going to be paying for your burial expenses. Are you okay with that outcome? Does that seem like the case for you?"
"No, I'm not okay with that. To be honest with you, I want to make sure that they're taken care of, God forbid anything happens."
"Okay, so mainly you want it; it's more the price that you're really just most concerned about, and that $8,000 for that $64 is still a little too high?"
"Yeah, to be honest with you, that $8,000 is still just a little bit too high for me."
"Well, what we can do is—can I make a suggestion again? What most of my clients do who need it is that we'll start with the $5,000. This will at least give you something in place because you told me earlier that if you pass, your daughter won't have the money, and she's going to have to go to her grandmother. Her grandma doesn't have the money, and this is going to be a terrible situation. You told me that earlier. Ultimately, let's start with the $5,000 to make sure you have something small in place. Again, I'm going to be your agent for life, and we can increase it later on down the road. Does that sound fair?"
"That $5,000 actually sounds good. I didn't know that was an option. That actually sounds a lot better."
Okay, cool. So we're just continuing the process: acknowledge, isolate the objection, and then make the suggestion with the downsell. Eventually, they're like, "No, no, no, no." You want to loop them three times. If you go through this multiple times, the key here is with objections: if they just give you an objection and you say, "Okay, no worries, let's talk on Monday," that isn't going to work. You really have to work these people. It's called the Red Zone. If you get really good at the Red Zone, this is a separator because most people need it; they're just scared of making a decision, and they need you to help them make that hard decision.
Okay, so we'll break this down slowly together. Does anybody have any questions so far about objection handling and how that process works when someone says, "I need to think about it?"
"So, Peter, I have a question. On question number four, when you're saying, 'Can I make a suggestion to share with you what most of my clients do?' for that label, would you kind of like bring back the pain in that situation? Who are in a situation where they want to take care of? You know how we discover their pain in question number two. Would this also be a good time to bring up the pain, to kind of compare to other clients that also share the same pain as that client?"
"It's not so much the pain; I wouldn't share similarities, but I would say label them as mothers on fixed incomes, or fathers who are single dads, or seniors who have COPD—more about that grouping."
"Got it."
"Okay, cool. Let's try it together. We'll kind of do a little round-robin here. So, Deon, get me to pick the options. Kind of fill me in here; we'll start there, and then I'll create the objection."
"Oh, as far as—so just make up the price. So kind of fill me in here as a father: do you want to go with the $10,000 option or the $15,000 option? Which one would give you the most peace of mind at this point?"
"You know, I could probably—I don't know. I'm not really sure yet. I just need to think about it before I make a decision."
"Okay, got it. Just need to think about it. I totally understand, Peter, and I think that's important for you to definitely think about it. Now, when you say that you need to think about it, would you say it's the price, or are you just not sure if you need it at this point?"
"Yeah, Jake, I'm like, you know, well, I know that I need it. It's just, you know, I'm on a fixed income."
"What would you say there, Jacob? Mirror that first."
"Oh, I hear you, Peter. You're on a fixed income, is that right?"
"Yeah."
"Well, can I make a suggestion?"
"Hold on, you went too far down there."
"Oh, too far down. Isolate the objection."
"Got it. So it sounds like you do value having the life insurance; you just need to make sure you can find something in the budget that is comfortable and affordable each month. Is that about right?"
"Yeah, I'm just—you know, that's just a little steep. I'm really on a tight income with Christmas and all that coming up."
"Andre, what are you going to do next?"
"Nice job, Jake."
"Alright, Peter, so yeah, you're really on a fixed income, and you've got presents that you need to buy for this holiday coming up, right?"
"Mm-hmm."
"Okay, so Peter, can I make a suggestion here? Can I share with you what most of my clients do who are on tight budgets? Can I share with you what they typically do?"
"Try that."
"Okay, and Peter, I understand that you have to make some buying decisions. I'm sorry, you have to buy some presents for the holidays coming up. So, Peter, can I make a suggestion to share with you what most of my clients do who are in a position where they do need to buy other things and are on a tight budget and really need to think about it? What they typically do here—Peter, what most of my clients do..."
"Yeah, Paul, this is good. You're doing good, Ed, and this is the first time. No worries."
"So we want to first get the yes here. So this is a question. Just ask this again as a question. Read it with me. I'm going to do it with you first, and then just read. Don't worry about your turn. Can I make a suggestion to share with you what most of my clients do who are on a fixed income and need to think about it? Can I share with you what they typically do?"
"Just try that with me."
"Okay, can I make a suggestion to share with you what most of my clients do who are typically on a fixed income and need to think about it and what they typically do?"
"Sure."
"Perfect. So once you get the yes, then we can go ahead and present the downsell option. Brandon, do you want to go ahead and give that a go? This is the suggestion part here, the downsell."
"Cool. So what most of my clients do is typically start with the lower option for $50 per month. This will make sure that you have a little something in place to make sure that, obviously, like you mentioned before, your daughter can still take care of your cremation. You make sure that everything's taken care of as far as that's concerned, and that you can still go to bed at night knowing that your daughter will be taken care of. Also, I want you to know, Peter, I'll be your agent for life. When things change, we can always increase the coverage later down the road. But ultimately, this $88,000 option will still be a solution that'll help give you the peace of mind that you've been looking for."
"Does that sound fair?"
"Sure, that works."
"Cool. So always ask, 'Does that sound fair?' and then be quiet, and then they'll give you the objection or they'll say yes. So good job."
"And then let's say I don't say, 'I'm like, well, you know, like I told you, I really just need to think about it.' Michelle, what are you going to do?"
"First, I would think that I would have to loop back around, but this is where I do get stuck, and I start fumbling because this was just yesterday."
"So like, get—come back to me with that second objection. I don't want to be too pushy."
"You want to be pushy here because here's the thing: you have to really feel people out. If they explain the value, well, if I die, my sister's going to be stuck. These people typically have a really big problem, right? If you don't push, then you're going to let them go throughout their life without the problem, and you might be the last person that they spoke to that couldn't solve their problem. So you want to have a lot of conviction here, and you really want to help people make a decision.
So what you're going to do is then you're going to loop them again. "Oh, I totally understand. So just go back to question number one, but be very understanding."
"So Brandon, ask me, 'Does that sound fair?'"
"Okay, alright. So Peter, I totally understand that you know you definitely need to think about it, and that it's important that you do think about it. Now, when you say that you just really want to think about it, does it really just boil down to like the price, or are you just really not sure if you need it?"
"Yeah, I mean, I know I need it. I've been looking for it for a while; it's just more that monthly budget."
"What would you say next?"
"Okay, well then, Peter, if it is just that monthly budget and you're just unsure, then what I'd like to do is really suggest that we could start with that lower option of the $5,000 for only $37 a month. That way, we can make sure that you do have something in place so that your wife is not going to have to come fully out of pocket. If you ever really want more, we can always add more coverage later on, say 3 months or 6 months down the road, once that budget of $37 per month is comfortable for you. That way, you can at least go to bed tonight knowing that it's taken care of and that your wife wouldn't be really burdened with that full cremation amount. Also, does that sound fair?"
"Yeah."
"And then you're always going to end with that suggestion there."
"Sure, that works."
"The only thing I would remove from that is what you said: 'What I'd like to do is I'd like to go ahead and first start you with something.' That would be very salesy. Instead, say, 'You know what we can do for you is let's start with the smaller options.' Make it around them, not us. It's their idea, not ours. That's the process: acknowledge it, isolate it, then figure out what the objection is, make a suggestion, and then end with, 'Does that sound fair?'"
"Okay, does anybody else have questions? Mason, are we good? Do you have any questions about that?"
"Yeah, no, this is great. I had, like, I don't know if it was yesterday or the day before, but I think it was yesterday because I got the lady through so many objections. We finally got her a number, and I, like, fumbled trying to pull this out, and it was kind of sloppy, and I lost her. But this is perfect; this is very, very helpful."
"Okay, cool, cool, cool. We'll start with the—we'll go back and forth. I want to teach you guys really quick how to do the spouse objection. Who's gotten that before?"
"Cool."
"I have a question for you, Peter, please. Quick question. So just to confirm, before I ask the question, you said acknowledge, isolate, you know, pretty much ask the question, pause, let them answer, and then resume. Is that kind of like the formula there?"
"Yeah, that's kind of like the breakdown."
"But, Paul, what do you mean by pause before I resume? Like, because you said after you ask the question, just pause and listen?"
"Let's just do this really quick, D. I'll give you an exercise. Let's say we're best friends, and I call you up. I'm like, 'Hey man, you want to go get ice cream tonight?' and I want to go to the movies.
Here's what I'm going to do. I'm like, 'Hey, Daman, let's—dude, I'm thinking we should go to the movies instead of ice cream. I'm really just trying to cut out my calories; I'm trying to lose some weight. You know, what's really—why don't you want to go to the movies tonight?'"
"Wait, can you ask that one more time just to make sure?"
"Yeah, so we're going—so I call you up. So I want you guys to think this objection handling is not like a magic formula where you just say things and they just say yes. It's a conversation of just like, 'Well, what's your concern? What are you going through? Why not?' You just strip away the concerns like an onion. You want to peel back the onion of what's your concern, why are they not thinking they want to go there, and then eventually you can solve for that and then move them forward.
So it's not like one-liners that strike people and people are like, 'Oh yeah, the lights are on; they're like, yeah, let's do that.' No, you have to peel back their concern.
So I call you—you want to play? I'll do this. You want to go play basketball tonight, and I want to go play soccer tonight. I call him like, 'Hey, Daman, instead of playing basketball tonight, let's go play soccer.' What are you going to say?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. What, you know, we just played the other day basketball, remember? Me and you went to the basketball court. What, you know, I guess why aren't you wanting to play basketball tonight? I mean soccer tonight?"
"I don't know; I suck at soccer. I'm terrible. I would embarrass myself."
"Gotcha. So it's not like you don't want to play with me. I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is. Now, if you told me that you didn't have cleats, and I know it's not like you don't want to pay, not—it's not like if you told me, 'Well, I don't have cleats.' Well, it's not that you don't want to play soccer with me; it's that you don't have cleats. So we got to buy you cleats to play soccer.
This is the same thing in objection handling. It's like, it's not that they don't want the policy; it's just they don't have the money to pay for it. So you have to solve for the price to help them make the decision.
I'm speaking a different language. Does this help you guys understand objections?"
"No, that's really helpful."
"That's really helpful. And Peter, what's kind of like—is that kind of like the mindset? I guess what I wanted to ask you is what was your mindset when having to, I guess, be the question when having to loop and going to looping? What was your mindset going into it? Because I know sometimes it feels uncomfortable."
"It is uncomfortable."
"Yeah, so how did—what is your mindset to say, 'Hey, you know, no matter what, they're getting this policy because it's great for them?'"
"The mindset is, if I don't help them, they're never going to help themselves. So I need to be comfortable with awkwardness. I need to be comfortable with the hard questions. I need to be comfortable kind of petting them on the butt like, 'We're going to do this,' because these people have procrastinated their whole life with their finances, with their health, their relationships, with everything.
So what do they think they're going to do when this comes up again? They're going to procrastinate. This is my last opportunity to help them, so I'm going to be comfortable with the uncomfortable."
"So, Michelle, that's for you. You got to really challenge them or they're not going to make it. Because if I said, 'Hey, Daman, you know, why don't you want to play soccer with me?' what would you say?"
"Um, like, why don't you want to play soccer?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. Well, I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is. Now, if you told me that you didn't have cleats, and I know it's not like you don't want to pay, not—it's not like if you told me, 'Well, I don't have cleats.' Well, it's not that you don't want to play soccer with me; it's that you don't have cleats. So we got to buy you cleats to play soccer.
This is the same thing in objection handling. It's like, it's not that they don't want the policy; it's just they don't have the money to pay for it. So you have to solve for the price to help them make the decision.
I'm speaking a different language. Does this help you guys understand objections?"
"No, that's really helpful."
"That's really helpful. And Peter, what's kind of like—is that kind of like the mindset? I guess what I wanted to ask you is what was your mindset when having to, I guess, be the question when having to loop and going to looping? What was your mindset going into it? Because I know sometimes it feels uncomfortable."
"It is uncomfortable."
"Yeah, so how did—what is your mindset to say, 'Hey, you know, no matter what, they're getting this policy because it's great for them?'"
"The mindset is, if I don't help them, they're never going to help themselves. So I need to be comfortable with awkwardness. I need to be comfortable with the hard questions. I need to be comfortable kind of petting them on the butt like, 'We're going to do this,' because these people have procrastinated their whole life with their finances, with their health, their relationships, with everything.
So what do they think they're going to do when this comes up again? They're going to procrastinate. This is my last opportunity to help them, so I'm going to be comfortable with the uncomfortable."
"So, Michelle, that's for you. You got to really challenge them or they're not going to make it. Because if I said, 'Hey, Daman, you know, why don't you want to play soccer with me?' what would you say?"
"Um, like, why don't you want to play soccer?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. Well, I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is. Now, if you told me that you didn't have cleats, and I know it's not like you don't want to pay, not—it's not like if you told me, 'Well, I don't have cleats.' Well, it's not that you don't want to play soccer with me; it's that you don't have cleats. So we got to buy you cleats to play soccer.
This is the same thing in objection handling. It's like, it's not that they don't want the policy; it's just they don't have the money to pay for it. So you have to solve for the price to help them make the decision.
I'm speaking a different language. Does this help you guys understand objections?"
"No, that's really helpful."
"That's really helpful. And Peter, what's kind of like—is that kind of like the mindset? I guess what I wanted to ask you is what was your mindset when having to, I guess, be the question when having to loop and going to looping? What was your mindset going into it? Because I know sometimes it feels uncomfortable."
"It is uncomfortable."
"Yeah, so how did—what is your mindset to say, 'Hey, you know, no matter what, they're getting this policy because it's great for them?'"
"The mindset is, if I don't help them, they're never going to help themselves. So I need to be comfortable with awkwardness. I need to be comfortable with the hard questions. I need to be comfortable kind of petting them on the butt like, 'We're going to do this,' because these people have procrastinated their whole life with their finances, with their health, their relationships, with everything.
So what do they think they're going to do when this comes up again? They're going to procrastinate. This is my last opportunity to help them, so I'm going to be comfortable with the uncomfortable."
"So, Michelle, that's for you. You got to really challenge them or they're not going to make it. Because if I said, 'Hey, Daman, you know, why don't you want to play soccer with me?' what would you say?"
"Um, like, why don't you want to play soccer?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. Well, I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is. Now, if you told me that you didn't have cleats, and I know it's not like you don't want to pay, not—it's not like if you told me, 'Well, I don't have cleats.' Well, it's not that you don't want to play soccer with me; it's that you don't have cleats. So we got to buy you cleats to play soccer.
This is the same thing in objection handling. It's like, it's not that they don't want the policy; it's just they don't have the money to pay for it. So you have to solve for the price to help them make the decision.
I'm speaking a different language. Does this help you guys understand objections?"
"No, that's really helpful."
"That's really helpful. And Peter, what's kind of like—is that kind of like the mindset? I guess what I wanted to ask you is what was your mindset when having to, I guess, be the question when having to loop and going to looping? What was your mindset going into it? Because I know sometimes it feels uncomfortable."
"It is uncomfortable."
"Yeah, so how did—what is your mindset to say, 'Hey, you know, no matter what, they're getting this policy because it's great for them?'"
"The mindset is, if I don't help them, they're never going to help themselves. So I need to be comfortable with awkwardness. I need to be comfortable with the hard questions. I need to be comfortable kind of petting them on the butt like, 'We're going to do this,' because these people have procrastinated their whole life with their finances, with their health, their relationships, with everything.
So what do they think they're going to do when this comes up again? They're going to procrastinate. This is my last opportunity to help them, so I'm going to be comfortable with the uncomfortable."
"So, Michelle, that's for you. You got to really challenge them or they're not going to make it. Because if I said, 'Hey, Daman, you know, why don't you want to play soccer with me?' what would you say?"
"Um, like, why don't you want to play soccer?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. Well, I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is. Now, if you told me that you didn't have cleats, and I know it's not like you don't want to pay, not—it's not like if you told me, 'Well, I don't have cleats.' Well, it's not that you don't want to play soccer with me; it's that you don't have cleats. So we got to buy you cleats to play soccer.
This is the same thing in objection handling. It's like, it's not that they don't want the policy; it's just they don't have the money to pay for it. So you have to solve for the price to help them make the decision.
I'm speaking a different language. Does this help you guys understand objections?"
"No, that's really helpful."
"That's really helpful. And Peter, what's kind of like—is that kind of like the mindset? I guess what I wanted to ask you is what was your mindset when having to, I guess, be the question when having to loop and going to looping? What was your mindset going into it? Because I know sometimes it feels uncomfortable."
"It is uncomfortable."
"Yeah, so how did—what is your mindset to say, 'Hey, you know, no matter what, they're getting this policy because it's great for them?'"
"The mindset is, if I don't help them, they're never going to help themselves. So I need to be comfortable with awkwardness. I need to be comfortable with the hard questions. I need to be comfortable kind of petting them on the butt like, 'We're going to do this,' because these people have procrastinated their whole life with their finances, with their health, their relationships, with everything.
So what do they think they're going to do when this comes up again? They're going to procrastinate. This is my last opportunity to help them, so I'm going to be comfortable with the uncomfortable."
"So, Michelle, that's for you. You got to really challenge them or they're not going to make it. Because if I said, 'Hey, Daman, you know, why don't you want to play soccer with me?' what would you say?"
"Um, like, why don't you want to play soccer?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. Well, I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is. Now, if you told me that you didn't have cleats, and I know it's not like you don't want to pay, not—it's not like if you told me, 'Well, I don't have cleats.' Well, it's not that you don't want to play soccer with me; it's that you don't have cleats. So we got to buy you cleats to play soccer.
This is the same thing in objection handling. It's like, it's not that they don't want the policy; it's just they don't have the money to pay for it. So you have to solve for the price to help them make the decision.
I'm speaking a different language. Does this help you guys understand objections?"
"No, that's really helpful."
"That's really helpful. And Peter, what's kind of like—is that kind of like the mindset? I guess what I wanted to ask you is what was your mindset when having to, I guess, be the question when having to loop and going to looping? What was your mindset going into it? Because I know sometimes it feels uncomfortable."
"It is uncomfortable."
"Yeah, so how did—what is your mindset to say, 'Hey, you know, no matter what, they're getting this policy because it's great for them?'"
"The mindset is, if I don't help them, they're never going to help themselves. So I need to be comfortable with awkwardness. I need to be comfortable with the hard questions. I need to be comfortable kind of petting them on the butt like, 'We're going to do this,' because these people have procrastinated their whole life with their finances, with their health, their relationships, with everything.
So what do they think they're going to do when this comes up again? They're going to procrastinate. This is my last opportunity to help them, so I'm going to be comfortable with the uncomfortable."
"So, Michelle, that's for you. You got to really challenge them or they're not going to make it. Because if I said, 'Hey, Daman, you know, why don't you want to play soccer with me?' what would you say?"
"Um, like, why don't you want to play soccer?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. Well, I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is. Now, if you told me that you didn't have cleats, and I know it's not like you don't want to pay, not—it's not like if you told me, 'Well, I don't have cleats.' Well, it's not that you don't want to play soccer with me; it's that you don't have cleats. So we got to buy you cleats to play soccer.
This is the same thing in objection handling. It's like, it's not that they don't want the policy; it's just they don't have the money to pay for it. So you have to solve for the price to help them make the decision.
I'm speaking a different language. Does this help you guys understand objections?"
"No, that's really helpful."
"That's really helpful. And Peter, what's kind of like—is that kind of like the mindset? I guess what I wanted to ask you is what was your mindset when having to, I guess, be the question when having to loop and going to looping? What was your mindset going into it? Because I know sometimes it feels uncomfortable."
"It is uncomfortable."
"Yeah, so how did—what is your mindset to say, 'Hey, you know, no matter what, they're getting this policy because it's great for them?'"
"The mindset is, if I don't help them, they're never going to help themselves. So I need to be comfortable with awkwardness. I need to be comfortable with the hard questions. I need to be comfortable kind of petting them on the butt like, 'We're going to do this,' because these people have procrastinated their whole life with their finances, with their health, their relationships, with everything.
So what do they think they're going to do when this comes up again? They're going to procrastinate. This is my last opportunity to help them, so I'm going to be comfortable with the uncomfortable."
"So, Michelle, that's for you. You got to really challenge them or they're not going to make it. Because if I said, 'Hey, Daman, you know, why don't you want to play soccer with me?' what would you say?"
"Um, like, why don't you want to play soccer?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. Well, I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is. Now, if you told me that you didn't have cleats, and I know it's not like you don't want to pay, not—it's not like if you told me, 'Well, I don't have cleats.' Well, it's not that you don't want to play soccer with me; it's that you don't have cleats. So we got to buy you cleats to play soccer.
This is the same thing in objection handling. It's like, it's not that they don't want the policy; it's just they don't have the money to pay for it. So you have to solve for the price to help them make the decision.
I'm speaking a different language. Does this help you guys understand objections?"
"No, that's really helpful."
"That's really helpful. And Peter, what's kind of like—is that kind of like the mindset? I guess what I wanted to ask you is what was your mindset when having to, I guess, be the question when having to loop and going to looping? What was your mindset going into it? Because I know sometimes it feels uncomfortable."
"It is uncomfortable."
"Yeah, so how did—what is your mindset to say, 'Hey, you know, no matter what, they're getting this policy because it's great for them?'"
"The mindset is, if I don't help them, they're never going to help themselves. So I need to be comfortable with awkwardness. I need to be comfortable with the hard questions. I need to be comfortable kind of petting them on the butt like, 'We're going to do this,' because these people have procrastinated their whole life with their finances, with their health, their relationships, with everything.
So what do they think they're going to do when this comes up again? They're going to procrastinate. This is my last opportunity to help them, so I'm going to be comfortable with the uncomfortable."
"So, Michelle, that's for you. You got to really challenge them or they're not going to make it. Because if I said, 'Hey, Daman, you know, why don't you want to play soccer with me?' what would you say?"
"Um, like, why don't you want to play soccer?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. Well, I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is. Now, if you told me that you didn't have cleats, and I know it's not like you don't want to pay, not—it's not like if you told me, 'Well, I don't have cleats.' Well, it's not that you don't want to play soccer with me; it's that you don't have cleats. So we got to buy you cleats to play soccer.
This is the same thing in objection handling. It's like, it's not that they don't want the policy; it's just they don't have the money to pay for it. So you have to solve for the price to help them make the decision.
I'm speaking a different language. Does this help you guys understand objections?"
"No, that's really helpful."
"That's really helpful. And Peter, what's kind of like—is that kind of like the mindset? I guess what I wanted to ask you is what was your mindset when having to, I guess, be the question when having to loop and going to looping? What was your mindset going into it? Because I know sometimes it feels uncomfortable."
"It is uncomfortable."
"Yeah, so how did—what is your mindset to say, 'Hey, you know, no matter what, they're getting this policy because it's great for them?'"
"The mindset is, if I don't help them, they're never going to help themselves. So I need to be comfortable with awkwardness. I need to be comfortable with the hard questions. I need to be comfortable kind of petting them on the butt like, 'We're going to do this,' because these people have procrastinated their whole life with their finances, with their health, their relationships, with everything.
So what do they think they're going to do when this comes up again? They're going to procrastinate. This is my last opportunity to help them, so I'm going to be comfortable with the uncomfortable."
"So, Michelle, that's for you. You got to really challenge them or they're not going to make it. Because if I said, 'Hey, Daman, you know, why don't you want to play soccer with me?' what would you say?"
"Um, like, why don't you want to play soccer?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. Well, I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is. Now, if you told me that you didn't have cleats, and I know it's not like you don't want to pay, not—it's not like if you told me, 'Well, I don't have cleats.' Well, it's not that you don't want to play soccer with me; it's that you don't have cleats. So we got to buy you cleats to play soccer.
This is the same thing in objection handling. It's like, it's not that they don't want the policy; it's just they don't have the money to pay for it. So you have to solve for the price to help them make the decision.
I'm speaking a different language. Does this help you guys understand objections?"
"No, that's really helpful."
"That's really helpful. And Peter, what's kind of like—is that kind of like the mindset? I guess what I wanted to ask you is what was your mindset when having to, I guess, be the question when having to loop and going to looping? What was your mindset going into it? Because I know sometimes it feels uncomfortable."
"It is uncomfortable."
"Yeah, so how did—what is your mindset to say, 'Hey, you know, no matter what, they're getting this policy because it's great for them?'"
"The mindset is, if I don't help them, they're never going to help themselves. So I need to be comfortable with awkwardness. I need to be comfortable with the hard questions. I need to be comfortable kind of petting them on the butt like, 'We're going to do this,' because these people have procrastinated their whole life with their finances, with their health, their relationships, with everything.
So what do they think they're going to do when this comes up again? They're going to procrastinate. This is my last opportunity to help them, so I'm going to be comfortable with the uncomfortable."
"So, Michelle, that's for you. You got to really challenge them or they're not going to make it. Because if I said, 'Hey, Daman, you know, why don't you want to play soccer with me?' what would you say?"
"Um, like, why don't you want to play soccer?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. Well, I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is. Now, if you told me that you didn't have cleats, and I know it's not like you don't want to pay, not—it's not like if you told me, 'Well, I don't have cleats.' Well, it's not that you don't want to play soccer with me; it's that you don't have cleats. So we got to buy you cleats to play soccer.
This is the same thing in objection handling. It's like, it's not that they don't want the policy; it's just they don't have the money to pay for it. So you have to solve for the price to help them make the decision.
I'm speaking a different language. Does this help you guys understand objections?"
"No, that's really helpful."
"That's really helpful. And Peter, what's kind of like—is that kind of like the mindset? I guess what I wanted to ask you is what was your mindset when having to, I guess, be the question when having to loop and going to looping? What was your mindset going into it? Because I know sometimes it feels uncomfortable."
"It is uncomfortable."
"Yeah, so how did—what is your mindset to say, 'Hey, you know, no matter what, they're getting this policy because it's great for them?'"
"The mindset is, if I don't help them, they're never going to help themselves. So I need to be comfortable with awkwardness. I need to be comfortable with the hard questions. I need to be comfortable kind of petting them on the butt like, 'We're going to do this,' because these people have procrastinated their whole life with their finances, with their health, their relationships, with everything.
So what do they think they're going to do when this comes up again? They're going to procrastinate. This is my last opportunity to help them, so I'm going to be comfortable with the uncomfortable."
"So, Michelle, that's for you. You got to really challenge them or they're not going to make it. Because if I said, 'Hey, Daman, you know, why don't you want to play soccer with me?' what would you say?"
"Um, like, why don't you want to play soccer?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. Well, I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is. Now, if you told me that you didn't have cleats, and I know it's not like you don't want to pay, not—it's not like if you told me, 'Well, I don't have cleats.' Well, it's not that you don't want to play soccer with me; it's that you don't have cleats. So we got to buy you cleats to play soccer.
This is the same thing in objection handling. It's like, it's not that they don't want the policy; it's just they don't have the money to pay for it. So you have to solve for the price to help them make the decision.
I'm speaking a different language. Does this help you guys understand objections?"
"No, that's really helpful."
"That's really helpful. And Peter, what's kind of like—is that kind of like the mindset? I guess what I wanted to ask you is what was your mindset when having to, I guess, be the question when having to loop and going to looping? What was your mindset going into it? Because I know sometimes it feels uncomfortable."
"It is uncomfortable."
"Yeah, so how did—what is your mindset to say, 'Hey, you know, no matter what, they're getting this policy because it's great for them?'"
"The mindset is, if I don't help them, they're never going to help themselves. So I need to be comfortable with awkwardness. I need to be comfortable with the hard questions. I need to be comfortable kind of petting them on the butt like, 'We're going to do this,' because these people have procrastinated their whole life with their finances, with their health, their relationships, with everything.
So what do they think they're going to do when this comes up again? They're going to procrastinate. This is my last opportunity to help them, so I'm going to be comfortable with the uncomfortable."
"So, Michelle, that's for you. You got to really challenge them or they're not going to make it. Because if I said, 'Hey, Daman, you know, why don't you want to play soccer with me?' what would you say?"
"Um, like, why don't you want to play soccer?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. Well, I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is. Now, if you told me that you didn't have cleats, and I know it's not like you don't want to pay, not—it's not like if you told me, 'Well, I don't have cleats.' Well, it's not that you don't want to play soccer with me; it's that you don't have cleats. So we got to buy you cleats to play soccer.
This is the same thing in objection handling. It's like, it's not that they don't want the policy; it's just they don't have the money to pay for it. So you have to solve for the price to help them make the decision.
I'm speaking a different language. Does this help you guys understand objections?"
"No, that's really helpful."
"That's really helpful. And Peter, what's kind of like—is that kind of like the mindset? I guess what I wanted to ask you is what was your mindset when having to, I guess, be the question when having to loop and going to looping? What was your mindset going into it? Because I know sometimes it feels uncomfortable."
"It is uncomfortable."
"Yeah, so how did—what is your mindset to say, 'Hey, you know, no matter what, they're getting this policy because it's great for them?'"
"The mindset is, if I don't help them, they're never going to help themselves. So I need to be comfortable with awkwardness. I need to be comfortable with the hard questions. I need to be comfortable kind of petting them on the butt like, 'We're going to do this,' because these people have procrastinated their whole life with their finances, with their health, their relationships, with everything.
So what do they think they're going to do when this comes up again? They're going to procrastinate. This is my last opportunity to help them, so I'm going to be comfortable with the uncomfortable."
"So, Michelle, that's for you. You got to really challenge them or they're not going to make it. Because if I said, 'Hey, Daman, you know, why don't you want to play soccer with me?' what would you say?"
"Um, like, why don't you want to play soccer?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. Well, I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is. Now, if you told me that you didn't have cleats, and I know it's not like you don't want to pay, not—it's not like if you told me, 'Well, I don't have cleats.' Well, it's not that you don't want to play soccer with me; it's that you don't have cleats. So we got to buy you cleats to play soccer.
This is the same thing in objection handling. It's like, it's not that they don't want the policy; it's just they don't have the money to pay for it. So you have to solve for the price to help them make the decision.
I'm speaking a different language. Does this help you guys understand objections?"
"No, that's really helpful."
"That's really helpful. And Peter, what's kind of like—is that kind of like the mindset? I guess what I wanted to ask you is what was your mindset when having to, I guess, be the question when having to loop and going to looping? What was your mindset going into it? Because I know sometimes it feels uncomfortable."
"It is uncomfortable."
"Yeah, so how did—what is your mindset to say, 'Hey, you know, no matter what, they're getting this policy because it's great for them?'"
"The mindset is, if I don't help them, they're never going to help themselves. So I need to be comfortable with awkwardness. I need to be comfortable with the hard questions. I need to be comfortable kind of petting them on the butt like, 'We're going to do this,' because these people have procrastinated their whole life with their finances, with their health, their relationships, with everything.
So what do they think they're going to do when this comes up again? They're going to procrastinate. This is my last opportunity to help them, so I'm going to be comfortable with the uncomfortable."
"So, Michelle, that's for you. You got to really challenge them or they're not going to make it. Because if I said, 'Hey, Daman, you know, why don't you want to play soccer with me?' what would you say?"
"Um, like, why don't you want to play soccer?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. Well, I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is. Now, if you told me that you didn't have cleats, and I know it's not like you don't want to pay, not—it's not like if you told me, 'Well, I don't have cleats.' Well, it's not that you don't want to play soccer with me; it's that you don't have cleats. So we got to buy you cleats to play soccer.
This is the same thing in objection handling. It's like, it's not that they don't want the policy; it's just they don't have the money to pay for it. So you have to solve for the price to help them make the decision.
I'm speaking a different language. Does this help you guys understand objections?"
"No, that's really helpful."
"That's really helpful. And Peter, what's kind of like—is that kind of like the mindset? I guess what I wanted to ask you is what was your mindset when having to, I guess, be the question when having to loop and going to looping? What was your mindset going into it? Because I know sometimes it feels uncomfortable."
"It is uncomfortable."
"Yeah, so how did—what is your mindset to say, 'Hey, you know, no matter what, they're getting this policy because it's great for them?'"
"The mindset is, if I don't help them, they're never going to help themselves. So I need to be comfortable with awkwardness. I need to be comfortable with the hard questions. I need to be comfortable kind of petting them on the butt like, 'We're going to do this,' because these people have procrastinated their whole life with their finances, with their health, their relationships, with everything.
So what do they think they're going to do when this comes up again? They're going to procrastinate. This is my last opportunity to help them, so I'm going to be comfortable with the uncomfortable."
"So, Michelle, that's for you. You got to really challenge them or they're not going to make it. Because if I said, 'Hey, Daman, you know, why don't you want to play soccer with me?' what would you say?"
"Um, like, why don't you want to play soccer?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. Well, I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is. Now, if you told me that you didn't have cleats, and I know it's not like you don't want to pay, not—it's not like if you told me, 'Well, I don't have cleats.' Well, it's not that you don't want to play soccer with me; it's that you don't have cleats. So we got to buy you cleats to play soccer.
This is the same thing in objection handling. It's like, it's not that they don't want the policy; it's just they don't have the money to pay for it. So you have to solve for the price to help them make the decision.
I'm speaking a different language. Does this help you guys understand objections?"
"No, that's really helpful."
"That's really helpful. And Peter, what's kind of like—is that kind of like the mindset? I guess what I wanted to ask you is what was your mindset when having to, I guess, be the question when having to loop and going to looping? What was your mindset going into it? Because I know sometimes it feels uncomfortable."
"It is uncomfortable."
"Yeah, so how did—what is your mindset to say, 'Hey, you know, no matter what, they're getting this policy because it's great for them?'"
"The mindset is, if I don't help them, they're never going to help themselves. So I need to be comfortable with awkwardness. I need to be comfortable with the hard questions. I need to be comfortable kind of petting them on the butt like, 'We're going to do this,' because these people have procrastinated their whole life with their finances, with their health, their relationships, with everything.
So what do they think they're going to do when this comes up again? They're going to procrastinate. This is my last opportunity to help them, so I'm going to be comfortable with the uncomfortable."
"So, Michelle, that's for you. You got to really challenge them or they're not going to make it. Because if I said, 'Hey, Daman, you know, why don't you want to play soccer with me?' what would you say?"
"Um, like, why don't you want to play soccer?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. Well, I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is. Now, if you told me that you didn't have cleats, and I know it's not like you don't want to pay, not—it's not like if you told me, 'Well, I don't have cleats.' Well, it's not that you don't want to play soccer with me; it's that you don't have cleats. So we got to buy you cleats to play soccer.
This is the same thing in objection handling. It's like, it's not that they don't want the policy; it's just they don't have the money to pay for it. So you have to solve for the price to help them make the decision.
I'm speaking a different language. Does this help you guys understand objections?"
"No, that's really helpful."
"That's really helpful. And Peter, what's kind of like—is that kind of like the mindset? I guess what I wanted to ask you is what was your mindset when having to, I guess, be the question when having to loop and going to looping? What was your mindset going into it? Because I know sometimes it feels uncomfortable."
"It is uncomfortable."
"Yeah, so how did—what is your mindset to say, 'Hey, you know, no matter what, they're getting this policy because it's great for them?'"
"The mindset is, if I don't help them, they're never going to help themselves. So I need to be comfortable with awkwardness. I need to be comfortable with the hard questions. I need to be comfortable kind of petting them on the butt like, 'We're going to do this,' because these people have procrastinated their whole life with their finances, with their health, their relationships, with everything.
So what do they think they're going to do when this comes up again? They're going to procrastinate. This is my last opportunity to help them, so I'm going to be comfortable with the uncomfortable."
"So, Michelle, that's for you. You got to really challenge them or they're not going to make it. Because if I said, 'Hey, Daman, you know, why don't you want to play soccer with me?' what would you say?"
"Um, like, why don't you want to play soccer?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. Well, I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is. Now, if you told me that you didn't have cleats, and I know it's not like you don't want to pay, not—it's not like if you told me, 'Well, I don't have cleats.' Well, it's not that you don't want to play soccer with me; it's that you don't have cleats. So we got to buy you cleats to play soccer.
This is the same thing in objection handling. It's like, it's not that they don't want the policy; it's just they don't have the money to pay for it. So you have to solve for the price to help them make the decision.
I'm speaking a different language. Does this help you guys understand objections?"
"No, that's really helpful."
"That's really helpful. And Peter, what's kind of like—is that kind of like the mindset? I guess what I wanted to ask you is what was your mindset when having to, I guess, be the question when having to loop and going to looping? What was your mindset going into it? Because I know sometimes it feels uncomfortable."
"It is uncomfortable."
"Yeah, so how did—what is your mindset to say, 'Hey, you know, no matter what, they're getting this policy because it's great for them?'"
"The mindset is, if I don't help them, they're never going to help themselves. So I need to be comfortable with awkwardness. I need to be comfortable with the hard questions. I need to be comfortable kind of petting them on the butt like, 'We're going to do this,' because these people have procrastinated their whole life with their finances, with their health, their relationships, with everything.
So what do they think they're going to do when this comes up again? They're going to procrastinate. This is my last opportunity to help them, so I'm going to be comfortable with the uncomfortable."
"So, Michelle, that's for you. You got to really challenge them or they're not going to make it. Because if I said, 'Hey, Daman, you know, why don't you want to play soccer with me?' what would you say?"
"Um, like, why don't you want to play soccer?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. Well, I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is. Now, if you told me that you didn't have cleats, and I know it's not like you don't want to pay, not—it's not like if you told me, 'Well, I don't have cleats.' Well, it's not that you don't want to play soccer with me; it's that you don't have cleats. So we got to buy you cleats to play soccer.
This is the same thing in objection handling. It's like, it's not that they don't want the policy; it's just they don't have the money to pay for it. So you have to solve for the price to help them make the decision.
I'm speaking a different language. Does this help you guys understand objections?"
"No, that's really helpful."
"That's really helpful. And Peter, what's kind of like—is that kind of like the mindset? I guess what I wanted to ask you is what was your mindset when having to, I guess, be the question when having to loop and going to looping? What was your mindset going into it? Because I know sometimes it feels uncomfortable."
"It is uncomfortable."
"Yeah, so how did—what is your mindset to say, 'Hey, you know, no matter what, they're getting this policy because it's great for them?'"
"The mindset is, if I don't help them, they're never going to help themselves. So I need to be comfortable with awkwardness. I need to be comfortable with the hard questions. I need to be comfortable kind of petting them on the butt like, 'We're going to do this,' because these people have procrastinated their whole life with their finances, with their health, their relationships, with everything.
So what do they think they're going to do when this comes up again? They're going to procrastinate. This is my last opportunity to help them, so I'm going to be comfortable with the uncomfortable."
"So, Michelle, that's for you. You got to really challenge them or they're not going to make it. Because if I said, 'Hey, Daman, you know, why don't you want to play soccer with me?' what would you say?"
"Um, like, why don't you want to play soccer?"
"I don't want to play soccer; I want to play basketball."
"Okay, gotcha. Okay, so you don't want to play soccer. Well, I mean, we're friends, right? You just mainly want to—you're just worried that if we do play soccer, you're not going to do too well. Is that what I'm hearing?"
"Yes, exactly."
"Well, the good thing is, Daman, ultimately this is how we can get better. So let's just play for 15 minutes, and then you can eventually get a little bit better. And then, you know, we'll play for a little bit, and if you feel like you're not making any progress, then we can just kind of do some drills on the side. Does that sound fair?"
"Alright, that's fine; that sounds better."
"So I'm just understanding what your objection is.