Video Summary
00:00
So I want to give you guys a whole bunch of stuff, you know, that I really give our hierarchy all the time on overcoming objections that. Okay, I see. Because I was hoping you’d say no because I’d overcome your objection. But I really think, too, you guys got to realize the overcoming objections. A lot of people don’t realize that. Like, Ivan did a great job talking about the orientation. Right, right, right. So a lot of people don’t realize the overcoming objections are like overcoming your recruit not wanting to schedule their licensing exam, overcoming that objection of them that being scared to talk to their friends and family or get out in front of people. You got to realize that overcoming objections is really. Can be used at every level of your business.
00:39
How many guys have people that said they were going to be here and aren’t here right now that. Would you agree that was an overjection, an objection you could have overcame? Yeah. Okay. Most people, they get an objection, they run in fear. Okay. Or you would all agree the people that aren’t here right now, that don’t make it in Primerica, they don’t even want to get the objections. They never even try in the first place. Yes, yes. Okay. So you got to realize your job is to, like, when you get an objection, you really got to train your mind. I always think about, like, a. A grenade. Like, obviously, I’m sorry, if you’re military. I was not military, but I always think about. I learned military from, like, movies like Rambo. Okay. And I always think about, like, the experience versus inexperienced.
01:18
Like, when you see a grenade get thrown and things like that. The experienced people, what do they do? Anybody know? They jump on it. What are the inexperienced? Do they freaking run? Yeah. I always think, like, when people throw objections, they’re throwing grenades at you. And how are you gonna. How are you gonna respond to it? Are you gonna run away? Are you gonna jump on that sucker? Right? And I think one of the biggest things I always talk about with our people is you gotta stay in the clothes. Right? You can’t waiver. Like, if someone gives you, like, I promise you, it’s not just recruiting or, you know, promotional premium or investments. It’s like, you got to stay in the clothes and set up shop with that stuff. And one of the biggest things. Does anybody in here have kids? Okay.
01:58
How many of you guys have had a toddler meltdown at some point? Okay? If your kid tells you they don’t want to clean up the room, is there an option for them not to clean up the room? So why do we let our people have a way out? If you tell your kids they’re not allowed to do something is. And they just tell you, yeah, I’m going to do it anyways, is that okay? Isn’t that crazy? Or if you tell them they want. Maybe they said they want cotton candy for breakfast. Is that okay? No, but it’s wild to me that we won’t treat our people like that. See, an objection is just a complaint. If you don’t close, there’s two reasons. One, you had a condition that was unclosable, or two, there was an objection you did not overcome. That’s it.
02:37
I think people get conditions and objections confused very often. Our job is to turn that frown upside down. Right. Is whatever they’re talking about, we have to turn around and make it so they understand what point we’re coming from. Yes, yes. And that comes through color personalities training. I did last time. Communication with people, understanding where other people are coming from. Seek to understand before you seek to be understood. Right. But the actual biggest thing, I think y’ all is getting to the core of the actual, real objection. Most people, they never really get down to what the actual problem is. Everybody ever have you tell they told you one thing, I can’t do it because I don’t have the money. And then all of a sudden, I got to talk to this person, I got to do this.
03:16
And every time you try to close them back down, they got another reason popping up. And everybody have that happen before. Yeah, that’s because you didn’t get to the core of the actual objection. Right. And the affirmation is what kind of breaks down that thing. So I used to believe it or not, Brittany, very controlling. Okay. And I was very aggressive. Anybody ever figured that out? Jim. I know, Jim. You probably didn’t think about that, but I used to be pretty aggressive, and I had to, like, retard my anger a little bit, y’, all, and. Okay. And I have to realize, like, I have to get on their side of the fence. That’s how you get on there. An affirmation statement. Affirm answer, close. Yes or yes, everybody. An affirmation statement is how you get on their side of the fence.
03:53
I was so new when we learned about affirmative answer close. I didn’t even know what affirm meant. I learned how to Google it. Okay, but you need to get affirmation statements and isolate the objection. And the biggest, easiest way to isolate the objection is besides. Right. Besides the objection. So if you literally look up the dictionary definition of Besides, it’s. In addition to. And apart from so great you’ve got that objection. But in addition to that, apart from that, is there any other reason you all see that? So I think the biggest thing is, like, affirmation, statement, somebody gives you an objective, that’s perfect. Great. I understand. I’m with you. You’re right. Absolutely, yes. Besides that, is there any other reason you wouldn’t want to move forward? Make sense, everybody?
04:36
And if you understand that, you guys can take a picture of this if you want. If you understand that, you can apply this simple sentence to any part of your business. Recruiting, licensing, securities and investments. Dagum legal shield. You got someone trying to back out of a legal shield on you, right? Besides having all those legal problems and not being able to afford the 50 bucks a month, there’s any other reason you wouldn’t need a lawyer right now? You know what I mean? It’s crazy when you think about this stuff and this is how simple it is, but then you start having fun with this, and that’s like. Kind of like my. I think Stacy, Cody and I were talking about this is how I have fun in the business is the better you get at this stuff, right?
05:09
And you start learning to use their objection as the reason they need to move forward. I’m telling you, that’s when they close everything. Okay, watch this. So let’s say I’m going to recruit somebody. Hogan. And they said they can’t. They really want to get going, but they just. They were going to get going on Friday. Then all of a sudden, they call me up on Thursday night. They said, I can’t get going forward. You know, I just found out my cat’s got herpes. You know, I love my kitty so much. She just got loose. She’d been running around the neighborhood. You know how they do it, getting into everything and everyone, and she’s got herpes. And I went to the veterinarian, and the cream cost is, you know, it’s uncurable. The cream costs $9,000, and I just can’t afford that right now.
05:49
You know, I just. I’m just really worried about Fluffy at this point. And it’s just a lot for me to take on. Right. Some people will get caught off guard with that. I’m like, that’s. I’m. That’s incredible. I’m so glad that you found the best veterinarian to give her the best care on it. Obviously, that. That Fluffy must mean a lot to you. Am I right? Let me ask you a question. I Know she means a lot. Besides her having the incurable disease, is there any other reason you wouldn’t want to get started making money right away? What did she say? No. Right. Awesome. So let’s get you going. Let’s get you all set up. We’ll get you all set up. Get your own secret agent ID number, like double oh seven. Get you going on licensing.
06:29
You can, while you’re sitting at the veterinarian office, you can work on your licensing. And that way when you come out, you can make sure you make enough money to get Fluffy the best possible care on the planet. Am I right? Great. What are you most excited about? Right? I don’t care. Like, I literally don’t care what you tell me. We’re closing. And I promise you, like, when you skill up on it’s so fun in the business, it really is. And then you’ll get people that your people are crazy, all yes or yes. You’re going to find people that are just nuts. And it just, it’s so laughable. Right? It gets fun. And that’s really when it gets down to the art of overcoming the objection. Okay, so I got a bunch of slides, a bunch of scripts and stuff like that.
07:06
Is that okay if I give you guys all my stuff right now? Okay, please. If your upline doesn’t want you doing this stuff, God bless. Okay, But I’m just going to show you what I would show my team. Is that okay? So number one is, I think Asada was so funny. Asad was talking about the franchise. Yes. Like a McDonald’s. Right? You have, you have to realize, number one, especially with recruiting, because I think most of your objections are becoming the front on recruiting side of stuff. Okay? You have to realize what you have here is you’ve got a Primerica franchisable system. I love to say I talked about a new office opening up in Alabama or somebody doesn’t know who they are, but they’re underneath them. Isn’t that incredible? Right?
07:45
It’s funny, I leaned over to Brittany, I said, that’s actually in my presentation. But when I think franchise, I think McDonald’s. Right? So I’m like, well, how much does it start at McDonald’s? Do you know, on average, to start a McDonald’s it costs the. It costs 1 million to $2 million to start a McDonald’s out of pocket, including a non refundable $45,000 licensing fee just to start a McDonald’s. Anybody got 2 mil laying around? You want to start a whack Arnold’s anybody. Okay. It’s crazy. So I’m like, oh, well, they must make a ton of money if they’re right? Like, oh, they own. You own a McDonald’s, you must make a ton of money.
08:20
Did you also know that people that pay out of pocket and open up at McDonald’s and roughly, on average, they hopes to make 150 grand a year every year off that in hopes of doing that, most don’t even see a return of $60,000 for the first two years. It sounds like a crappy whole life policy. Am I right, y’? All? It doesn’t. It, though. It’s crazy. There’s no cash value in that whack, Arnold. Jack, girl, you got to build that up. It’s so wild to me. But you got to realize what you have here. And I love Primerica because there’s no limit. We actually did a thing for Home Office. I had a great thing. I was going to say Primerica is like the old country buffet or the beef carver.
08:59
And I had a picture of Glenn Williams sitting at a carving station. And I was like, glenn’s over there. Like, you want some more of this cash? You sure you can have enough? And the lawyers wouldn’t let me put it on there, but I love this, because what other business can you go to in your life where you’re like, hey, we need an extra $7,000 this month. Let’s go make it isn’t that. It’s just not normal. Would you all agree with me on that? And I. I love that these are the three books I’ve always talked about. If you, Brittany and I were talking about earlier. I’m allergic to reading. I break out in hives. Okay? So these are all on audible. I don’t do books. But you should get these three books. These are my top three books, okay?
09:34
The Heart Out Master the Art of Selling by Tom Hopkins. The Four Color Personalities and Closure Survival Guy by Grant Cardone. Okay, but realize, people, they buy you, but also not your numbers, but your cash in your bank, your production. And all your numbers are a direct reflection of your skill set. Because at any contract level, senior rep or regional vice president, you don’t need a team, right? They could all quit tomorrow and you could be okay. Yes or yes? Three people. Yes or yes. You had 110% commission with a bonus if you’re doing 10,000, $20,000 a month in personal work. Because you should be working anyways at RVP SES, there’s no reason that you shouldn’t be making 20, 30 grand a month every single month. And you got to convince yourself that sales is an adventure. Because it’s crazy, right?
10:24
It’s in the beginning, it’s all you until you get it built, right? But you gotta. You gotta tell yourself, because I think the worst thing to happen is once you start getting in your own head about this thing. Would y’ all agree with me on that? It’s a long road to get out of it, right? But once you start realizing this adventure, it’s so fun. What kind of crazies am I going to come across today? It start getting super fun. And the fastest route to the highest income you have goes straight through the challenges you’re going to come through on a daily basis. So I’ve always felt like, why not get better at going through that faster, doing it faster instead of running away from it? Does that make sense, everybody? Okay? And the more objections you can overcome, it’s just that easy.
10:59
The more money you’re going to make. Would you all agree with me on that? So why. I just don’t understand. So why don’t people master. Master overcoming objections? Okay, does anybody know the best way to overcome an objection? Not to get one, right? So how do you not get one? All the little yeses equal to big yes. Tie downs, right? Tie downs are such a good thing. I didn’t remember I heard about tie downs. I didn’t even know what they were. I had to go on Google. It’s crazy. New website just came out, it’s called Google. I had to Google it. And once, you know, There’s a free YouTube video and a guy teaching people how to do tie downs, and he referenced how to Master the Art of Selling by Tom Hopkins. I went and got the book and I mastered it.
11:39
It’s crazy. It’s all out there for you. What are tie downs? Well, the standard tie downs isn’t. This is pretty good so far, isn’t it? Oh, my gosh. Four of you, that’s real rough. Hey, don’t you agree everyone else should liven up in this place? And let’s be honest, if everybody could kind of pep off their energy, we’d be ready for Keith Otto. Am I right? And listen, if you guys could get your head out of your butts long enough to get excited, we could really get Keith to give us the best information ever. Wouldn’t that make sense? Y’ all see that it can be used in any situation, right? If I would you right? If I gave you guys some great scripts, would you use them? To build your business. All right, we’ll find out. We’ll watch your numbers. Affirm, answer, close.
12:17
You have to affirm. Answer, close. The customer is always what? Who can tell me the customer is always what? Never, ever disagree with somebody. Even if somebody tells me they’re no. My whole life policy don’t work like that. Perfect. I’m with you. You’re right. No, no. I pay $1,600 a month for $550,000 in whole life coverage. But mine doesn’t work like that. Absolutely. I’m with you. I agree. Right. You have to make agreement statements. Right. Because once you agree, it’s like you’re on the same side of the fence. Most people. First thing I do when I’m inspecting my team, I went on appointment. I didn’t close it. Why didn’t you close it? Well, I told them. I told them. I told them they had junk. I told them they need to listen to me. I told him this. I told him this.
13:04
I said, what did you. What did you. What did you listen to? What’d you ask him? Right? Like Noah McQueen, my. My superstar, Noah. He came into business there. He was working his tail off, and his wife at home was getting burned out because she didn’t see the vision yet. She’s like, well, I told her, this is what we’re going to do. And I told her we’re going to do this. And I told her. I said, what’d you ask your wife? You see that? You have to affirm, answer close. You got to ask questions to bring people in. The best way to affirm, answer close is power statements. You’re right. Well, my whole life. I got the best whole life on the Palace. You’re right. Oh, no.
13:36
I only pay $4 a month through my credit union for a life insurance policy, but it’s best life insurance you can get. I agree. Right. Hey, listen, my cat’s got herpes again. I’m with you. Right. She’ll never get clear of this. I understand. I just can’t schedule my test yet. I got test anxiety. Y’ all hear this new thing? I got test anxiety. I don’t know if that’s just my team right now. Test anxiety, right? I’m like, it’s a test. You’re not supposed to be good with taking it. It’s a. It’s called a. It’s literally called a test. Right. If you enjoyed taking it wouldn’t be a test. Right. I got test anxiety. Perfect. Right? It’s crazy, right? And the best way to transition.
14:22
Once you start transitioning, I think this is the biggest thing I really took with and I really built into our system when I took from our coach was transitions. I think people suck at transitioning into the clothes. Like, maybe you get a yes, you get one on the hook, but you can’t reel them in, right? Or how do I. Simple thing. How do I transfer from them saying yes to filling out an iba, right? Or how do I transfer them saying, like, they’re. They’re good with the quote to take in the app. You. All right. I think people really suck at that. So that’s one thing I’ve really got better. And I tell you, the best way to do is ownership statements, right? People buy. 90% of the time, they buy an emotion not on logic. Yes or yes? Yes or yes.
15:01
So I ask ownership questions to my people to get them to stop thinking about spending $124 to remind them why they’re doing it. Also, when you ask an ownership question, they’re taking ownership of doing it, but they start verbalizing to themselves of why they’re moving forward. Makes sense, everybody. The other thing is if you control the conversation the whole time. When I ask Hogan an ownership question, he’s now in the driver’s seat. He tells me why he’s joining, and I’m pulling up the iba. You all see that? What’s my ownership. Great. What are you most excited about? I think people started to sign people up, like, so they give a great presentation, ask closing questions. Like, so, what do you think? You want to do this or what? Like what? You literally gave them a way out. I don’t even ask them.
15:43
You’re all in. I go through all the questions. I’m like, great. What are you most excited about? And I don’t even care what you say, Hogan, I love you, but I’m filling out the app, sending with life insurance policies. If I’m quoting, I always teach our team, if you get to the quote and you don’t close, you’re broken, period. Because at no point are they open to hearing what it is and then not open to moving forward unless you’re doing something wrong. Makes sense. So let’s say, hey, let’s be honest, Keith, if we could get you 500,000 in coverage on you and, you know, 25,000, all the kids, waiver, premium, living benefit, all this other stuff, is that something you see value in today? Great. Who do you want? Your beneficiary? Right? I’m not gonna. I’m not gonna say, oh, do you.
16:23
Do you want to fill out the app now, or you want to wait? Like, what’s going on? Right? You always got to remember you’re in control. You’re the driver, not the passenger. Does that make sense, y’? All right? I call it the Carryback Killer. Okay? I’m asking me. I’m going to be the next white rapper asking my rap name, I think. Carry Back Killer, right? Because we used to track appointments back in the day when were young in the business, people would have 70. I got 100 appointments this week, and they’d be zero by zero every month. And I’m like, what are you doing on 100? Well, they were carrybacks. I’m like, what’s a carryback? I didn’t even know what that was because I feel like if you’re not closing, you’re dying, y’. All. There’s no excuse not to close. Does that make sense?
17:06
How many of you guys have ever had somebody that you were gonna get with next week and they’re gonna have the money next week or we’re gonna get one, Anybody. And they didn’t show up, right? I always feel like if you’re not closing, you’re dying. And I’ve always felt myself, if I don’t close right now, it’s not gonna happen, Especially with life insurance. Like, I would rather push too hard to close you right now than risk something happen to you. And I didn’t try my best. I don’t. Don’t put that evil on me, right? It’s wild to me. So I’m gonna give you guys. I got 12 minutes left. I’m gonna crush. I got 99 slides left to go. Buying skirt. Okay? But I want to crush some common objections. And how I would overcome. Would you guys see value in that?
17:45
That’s called a tie down. You’re welcome. Okay, so anybody ever get this one before? I gotta talk to my spouse. I’m the only one that calls people. And here it’s me and Yvonne. Me and Yvonne are the only two people that call people, right? Anybody ever get that before? Yeah. So I teach our people all the time. The two magic words that saved me in the beginning were just generally. Just everybody. Say it with me. Just generally. Okay, everyone. Nobody over here. It’s rough crowd over. Just generally. It doesn’t matter what you’re talking about, right? Just generally. Even when I’m like Yvonne said, when I’m building somebody’s list. Well, I don’t know anybody. Perfect. I’m with you. I know you don’t know anybody. Just generally, who would you put on your list? Oh, my aunt. Well, my aunt.
18:25
I do have 16 sisters that all have kids. Oh, let’s start with them. Okay. Right. I gotta talk to my spouse. Perfect. Right, Perfect. I completely understand. Just generally, you know, I want you to talk to John. Just generally, what’s better for you? Tuesday or Wednesday? Oh, no, I definitely want. Perfect. I’m with you. I completely understand. Just generally, what’s better for you and John. Just generally. Say, just generally. Try do your shoulders this time. Just generally. No, Tuesday, Wednesday. Okay. Like 3 o’, clock, 4 o’. Clock. And I’d have to talk to him. I definitely want you to talk to him. Just generally. Three. Generally. Right. Super busy. Everybody get this one. I’m super busy. Usually when I get this one is your people think you’re trying to sell them something. This is what I had. If you guys didn’t know.
19:10
We had a miracle shake company before this, and we still have so many people probiotics and they would get crazy diarrhea. Explosive. Explosive Diarrhea, Jim. Explosive. Y’ all ever seen bridesmaids where Melissa McCarthy is sitting on a. Sitting on a sink? It’s coming out like lava. And they call me. Like, my guts are coming out. I’m like, that’s incredible. Perfect. You’re right. We’re. It’s working. Absolutely right. But when we did that, I realized when we started this, everybody I called in the beginning of set appointments, thought I was trying to sell them something. I’m super busy, so I’d say, can I ask you a question? You don’t think I’m trying to sell you something you don’t want or need? Do you? Wait for answer. Great. Cause that’s not what I’m trying to do.
19:52
Like I said, I just like to set a time with you and Dana, be able to show you guys what it is I’m doing. So maybe you might know something in the future to have enough information at least feel comfortable referring you guys. So just generally, what’s better for you guys? Like Tuesday or Wednesday, Right? Pretty good. How about this? My spouse is never home. Anybody on Zoom? Anybody do Zoom meetings? Or is that just me? It’s a new thing just came out. Okay. My. My spouse is never home. Perfect. The great news is it’s all on Zoom. So they can be in dagum Russia and you can be in your living room. So just generally, as far as us getting together, what’s better for you? Wednesday or Thursday, you want to do Slavic time? Or Eastern time? What are we talking about?
20:28
Y’ all ever get this one before? We’re all set. Anybody get us on setting appointments? We’re all set. I’m like all set with what? That’s what’s going through my head. But I can’t say that. Dana. I gotta be nice to people now. Dana. I love people. So, you know, I say incredible. Besides being all set, is there any other reason you wouldn’t want to help me out? Right. Y’ all see, it’s pretty simple. Anybody ever get on a recruit appointment with a one legged recruit and the married person? Only one spouse is there? Yes or yes. Yeah. So in the beginning, if you’re on a one legged recruiting appointment and say perfect. So your spouse knows you have an interview, right? Okay, now here’s the deal. If they say yes, they know they have an interview.
21:10
Is a spouse okay with them taking on extra work? If they say no, they didn’t know. Do they need to talk to their spouse? You all see that? Either way, you got them. Perfect. Does your spouse know your interview? Let me ask if they’d be happy with you, okay? Brittany? They’d be okay with you making an extra couple hundred thousand dollars a month. Awesome. Great. So you’re able to make your own decisions then. Am I right? Good. But then sometimes still you’re going to get that in the beginning. But at the end of the interview, they still want to talk to their spouse. Y’ all ever get that before? Is that just me? Maybe I’m broken. Right. So when I get that, is what I teach our team to say. It’s great. I completely understand.
21:46
So when you talk to them, let me ask you, do you want all the information or just some of the information? Wait for answer. What are they going to say? All the information. Great. So what we’ll do is we’re going to get you all set up, get you all ready to rock. Get your own secret agent ID number like 007. We’ll get you all signed up for licensing class. We’ll get your own website, email, all that stuff. That way you can show John all the information. And for some reason he doesn’t want you making an extra couple thousand dollars a month. Am I right? We’ll just go ahead and get your refund. Sound good? Great. What are you most excited about? Isn’t this crazy? All, how about this one? I know you’ve never got this one before. I don’t have the 124.
22:23
Maybe it’s just me. I’m in a bad market. Okay. I don’t have the 124. Anybody ever get that before? Awesome. Besides not having the 124, is there any other reason you wouldn’t want to get started right away? What are they going to say? No. And when would that 124 not be an issue for you? Right. Awesome. How do you want to get paid? Is direct deposit okay? Good. So what we’ll do today is we’ll get you all set up. Get you all ready to rock. Get you all plugged in, get you all set up for direct deposit. We’ll have that money ready to come out on Thursday. Sound good? What I teach my people do is fill out a banking use the same thing. When you get to the IBA payment page, put in their bank account information. You’ll have a lot of people.
23:04
You’re going to run a recruiting appointment on Wednesday. They can’t be till Friday. That’s no reason not to close them. Right? Put in their banking information, fill it all out. Have them sign the docuSign. Yes or yes. Then on Thursday night you press the send button. So that way on Thursday night or Friday morning when the cat gets herpes and they call you. Perfect. The great news is you’re all set up. We’re going to start making money. Make sure Fluffy gets the best care ever. Sound good? Life insurance closes. Okay, Like Yvonne was talking about. The sale is made at the F and A. You have to at least have the F and A scheduled. If you don’t talk about the F and A. You don’t have a schedule. You’re not one, the chance of you closing plummet. Right. Same thing with that.
23:42
Don’t have the money. You all ever got this before? Yeah, we know we need it. We’ve been talking about forever. We just don’t have the money right now. You ever got that? Okay, perfect. I’m with you. Besides not having the money, is there any other reason you wouldn’t want to protect your family? What do you think you’re going to say? Great, so let’s just take the application. We’ll try. If I can’t save you some money or free you up some money somewhere. I never asked you to move forward. Sound good? And then you get on. You finish the F and A. You figure out they’re spending 90 bucks a week on Starbucks. Okay, how about this? I don’t have my other policy right now. You ever got that before? No. It all sounds good. I just don’t have my other policy.
24:19
I want to call my whole life insurance agent, make sure I’m doing the best decision. What’s best for me. You all ever got that before? Okay, perfect. Besides not having your other policy right now, is there any other reason you wouldn’t want to get moving forward right away? Is there any other reason you want to start getting better coverage or start saving more money? No. Great. So here’s. Here’s my mindset on this. Do we. If someone has an existing life insurance policy, do we ever want them to cancel that before they are approved through Primerica? No, I’m not going to tell you what company it was, but Brittany and I had a snake farm policy when we joined. And I remembered our underwriting took like two months. And I was so annoyed because I had to make two more payments.
24:59
But our RVP was like, do not cancel that Snake farm policy. Right. So really, it’s. That’s just how I think. You don’t want them to cancel it anyways, Right? Sometimes they’re worried about making the wrong decision. Right? Am I make. Well, if I’m already getting ripped off by this guy, how do I know this guy’s not ripping me off? That’s what they’re thinking. You all realize that, right? So I always use. Don’t forget, we use their objection as the reason they move forward. Yes. Yes. Yeah. Great. So the good news is, Sharon, I don’t want you to cancel the other policy anyway. Sharon, promise me you’re not going to cancel that policy. Is that okay? Great. And when we go over your new policy, do you want all the information? All of it? Right. Hello? Hello. So great. So what we’re going to do.
25:44
So say this with me. So what we are going to do today is. Say it. So what we are going to do today is we’re just going to apply for it. See what it comes back at. Make sure we got the right information. Sharon, don’t cancel the other policy. That’ll give you a couple weeks to get that policy together. We’ll get back and we’ll review them. Then you can bring your whole life agent too, if you want. And we’ll all sit down together. Go for it. And Sharon, I want to make sure you’re choosing what’s best for your family. Sound good? Great. Who do you want as your beneficiary? Right. You guys got to remember it’s so important that this stuff is just ingrained in where what Primerica does is right. 150 of the time. Yes or yes. You are a direct.
26:27
Your numbers, your Cash are direct reflection of two things. Your action and your skill set. Right? And I think most people, they never get off the ground because they’re afraid of coming over. Over overcoming objection. They don’t even want to get one. Yes. Yes. I think the second set of people, the real skilling up part, comes in those overcoming skill sets and things like that you’re going to do to build it. But you got to remember, the more objections you get, the better it is because you only get the same objections a couple times, and then you realize how to never have to go through it ever again. Does that make sense to everybody? And I always say this. Objections don’t stop closers. They create them. Right. What are you hung up on? On our team, I’m always like, what?
27:09
Who was on appointments yesterday? Who went on something and didn’t close it? Why? What happened? What did they tell you? Right? And it’s always, I’m not going there in the middle. Don’t look at them. Okay. But it’s always quiet. And I’m like, well, either you’re lying to me about your activity, John, and you weren’t on any appointments yesterday, or you suck at closing. I don’t care which it is. Right? I would rather you suck at closing. You know why? I can fix you not closing. I can fix you overcoming objections. We can fix your skill set. We can fix that. You know what I can’t fix? You being a liar about your activity. You know what I can’t fix? You know I can’t fix? I can’t fix you not wanting to get after. You want.
27:50
Not wanting to skill up, you wanting to get better. Does that make sense? And that’s why I love this portion. Brittany and I want to do this builder’s portion we want to do for you guys from 3 to 5:30. I’m so proud of you guys. We love you guys so much. I’m so proud to be your teammate. Let’s go get big. Yes.
