Overcoming Objections. Victory Team

Transcription

1 Overcoming Objections Victory Team

2 Table of Contents Objection Page 1. What to say after OPP Meeting 2 2. I don t know if I can do something like this I m just not sure if I can do this or not When people aren t sure they can make it when they come aboard I don t have the time; too many things are going on right now I know people who have gotten involved with the company 3 before, and they just didn t do that well. 7. I ve been involved in other MLMs. I m concerned with what 4 other people think. I don t want to hurt my credibility. 8. I don t have $ Is this a pyramid? I d like to get started, but as soon as Christmas is over, or after 6 a couple of months when things settle down. It s not the right time. 11. I ve never done something like this Why should I get started with you when you re not 7 even making that much money? 13. I ve never been in a commission type business and 7 I m used to the security of a real job. 14. Concern about going to see friends and family But I don t think my friends would want me to know about their finances I want to pray about it. (CLIENT) I want to pray about it. (RECRUIT) I don t want to go out on appointments before I get my licenses I m new in the area, and so I don t have much of a market. 10 I m not sure I have a decent market. I m young and don t have a big qualified market. 20. I don t know if I would be comfortable just going out 11 to meet people. I m not that kind of person. 21. I m not sure if I want to get involved with your company 11 because I m looking for a company with benefits. 22. It sounds too good to be true. I want to check you out I like what you do, but I m just not looking for something else right now What if I don t make it? I don t speak much English, so I don t know if I can do this business When people keep coming out with one objection after another I m making all the money I need to make right now. 15 I don t need extra money. 28. What percentages of the people you recruit make it big in Primerica? There are over 100,000 people in Primerica, and you 16 only have 1700 making 100,000 a year, that s not a very good percentage?

3 After OPP MEETING: PFA: Bill, I m just curious, after you ve seen what you ve seen and heard what you ve heard, what part of our business did you like the most? Making money, saving money, or helping people? Prospect: All of them. PFA: On a scale of 1-10, 10 being that you re in, 5 being you re in the middle, and 1 being you re not really sure if you want to come on board or not, where does your level of interest lie? Prospect: 7 or 8 PFA: OK, great. What questions do you have that I have to answer to make sure you go from a 7 to a 10? Is it the strength of the company, or the compensation, um the fact that you may or may not believe in yourself to do it? What would it be you think? I don t know if I can do something like this. PFA: I can appreciate that. Let me ask you a question, Bill, what is about sales that intimidates you, or that you re scared of? Prospect: People think of salesman as pushy people. PFA: Let me ask you a question Bill, have you ever bought something from a salesperson that you re really glad you bought, like a house, or wedding ring, a car? You ever bought something from a salesperson that you really liked? Prospect: Yes, of course. My wedding ring. PFA: Now I m sure you bought the ring from a person that did a very professional job and you really liked their personality and the way they came across, because the bottom line is they gave you what you really wanted, would you agree with that? PFA: And I m sure you ve met some salesman before that when approaching you are very hard and pushy, and you can just tell that they really don t care about you, and that they re just trying to make a sell. Have you ever seen people like that? Prospect: Of course. PFA: If I could show you how to do it the right way in a professional manner, where you can actually get people involved in our services, as far as getting them out of debt, or the insurance program, or the investments or whatever, and I can show you exactly how to do that professionally, where they are really glad that you got involved with them, how would that make you feel? Prospect: Feel good. PFA: Great, then we ll work you on that area. Fair enough? I m just not sure if I can do this or not.

4 PFA: Let me ask you a question, Bill. If you wanted to learn how to swim, does it make sense to learn how to swim inside the water, or outside? Prospect: In the water. PFA: Ok, so then come on board with us lets figure out if you can do this or not. Makes sense, doesn t it? When people aren t sure they can make it when they come aboard. PFA: Let me ask you a question Bill, if there was a guarantee that you could be successful with our company, would you come aboard? Prospect: Of course. PFA: Ok, well there is a guarantee. Except that you re the guarantor. Do you believe in yourself? Prospect: Yeah. PFA: Great, then that settles that then, doesn t it? I don t have the time, too many things going on. PFA: So basically, what you re trying to tell me is that you re too busy, is that pretty much what you re telling me? PFA: Ok, but let me ask you a question Bill, are you busy getting by or busy getting ahead? Prospect: Financially I m just getting by, but I m getting ahead in my career. PFA: Ok, so what s more important to you, your career or your family? Prospect: Family. PFA: So if I could show you a means where you can work on a part time basis, say 4,5 or 6 extra hours a week, on a part time basis, eventually make 200 bucks an hour and make 1000 dollars a month, do you think that would help you in getting ahead more than what you re currently doing now? Prospect: Absolutely. PFA: Why don t we go ahead and take a look at that then, fair enough? I know people who have gotten involved with the company before, and they just didn t do that well. PFA: Bill, I can appreciate that, but let me ask you a question: Are you going to base your success on somebody else s success or your own success? Prospect: Own success.

5 PFA: Exactly. Why don t we take a look at that because Primerica is full of a lot of great people, that came from the same background as you, like coaching, pharmacists, teachers, whatever, that actually applied themselves and actually made it work. Now understand that theres a lot of folks who don t succeed here, but let me ask you a question, do people fail in life or do they just quit too soon? Prospect: Most quit too soon. PFA: Would you agree LSU is down the road over here, and you think every student that enrolls in college there graduates? PFA: Probably 30 or 40% graduate. Does that make the school bad? Not at all, right? Does that make the student bad? Not at all, right? Its just choices that people change their minds, don t they? OK, let me ask you a questions, can you control yourself? PFA: Why don t we take a look at that. I ll give you the discipline, I ll work with you and coach you, and together we can get to the top, and that makes more sense, doesn t it? I ve been involved in other MLMs. I m concerned with what other people think. I don t want to hurt my credibility. PFA: I can appreciate that. But let me ask you a question, are you more interested in your credibility or helping other people? What s more important to you? Prospect: Helping other people. PFA: Because if you re the right kind of person that I m looking for, and hopefully you are, you re more interested in what you can do for other people than what they think about you. Would you agree with that? PFA: Now, if we were to sit down with someone, by the way, the people we re going to go see are adults right? And they can make their own decisions right? So we go see them, and you introduce me to them, and show them our presentation, and they get involved in our debt elimination program where they reduce the amount of their monthly payments and free up more money for investments, do you think thats a good thing or bad thing? Prospect: Good thing. PFA: Ok, we sit down with them, and take a look at their insurance program and we can show them how to save more money and give them more protection for their dollars, you think that s a good thing or a bad thing? Prospect: Good thing. PFA: If we can sit down with them and show how to take their money out of CDs at 2 or 3 percent, and show them how to put it into a very viable investment, like a mutual fund and get 12 percent, and they can retire with an extra million dollars, instead of 200,000, you think that s a going to be a good thing or a bad thing? Prospect: Good thing.

6 PFA: So if you could do that for them, you think they would like you or not like you? Prospect: Like me. PFA: They d like you so much they d probably make you the godparents to all their kids, wouldn t they? And that s what you really want, wouldn t you agree? PFA: Great, that settles that, doesn t it? I don t have $199. PFA: Well, the bottom line is this, Bill, the 199 is not the problem, the 199 is the answer to your problems. Bottom line is that you don t have enough money right now. Let me ask you this, if I were to sell you my Lexus GS300 outside, which costs over 45000, for 199 dollars, and I was going to give you 1 hour to find that 199, would you find that 199? Prospect: Of course. PFA: Of course you would. Why would you do that? Prospect: I want that car. PFA: Because it s got more value than 199, would you agree? But what s more important to you Bill, a car that will depreciate in value over time or a business venture that could make you a hundred thousand dollars a year and up if you work? Prospect: A business. PFA: Ok, then let s take a look at that, fair enough? Is this a pyramid? PFA: Let me ask you, do you know what a pyramid is? [Listen to answer] PFA: Well, basically, just so you know, a pyramid is illegal. A pyramid is where somebody makes money and there s no service or good being sold. Now we re in financial services, so there s obviously a service or good being sold. Now what you re probably trying to ask me is if it s a multilevel program like Amway and Mary May, which is nothing really wrong with that kind of management, but the difference is, in Texas, if you re a multilevel, then you have to be registered with the state as a multilevel. We re not registered because we make money just like Prudential, New York Life, Wells Fargo, its all in financial services. OK? But let me ask you a question Bill, at your job right now, you have a manager above you? Do they make more than you? Does that person have a manager above them? And do they make more money than them? Wow, sounds like you work for a pyramid too, cuz that s exactly how our company works, with different levels of management. The difference is this Bill, can you control your promotions where you work right now?

7 PFA: See, in Primerica you can. What s more important to you, controlling your promotions or not controlling your promotions? Prospect: Controlling promotions. PFA: Great, then that settles that, doesn t it? By the way, when it comes to success Bill, when s the best time to get started? Right now, right? So let s get started right now, fair enough? I like to get started, but as soon as Christmas is over, of after a couple of months when things settle down. It s not the right time. PFA: Ok, Bill, let me ask you, when do you think is the best time to get started? A month from now, two months, what would it be? Prospect: Probably a month or 2. PFA: Well, great. That s exactly why you have to get started with us now, see, the bottom line is this: Let s say you re ready two months from now. When do you want to start making money, 2 months from now or 4 months from now? Prospect: 2 months. PFA: Exactly, so why don t we get started now, and we ll give you the books so you can start studying now so that we can get licensed in the next 2 months so that by the time you said you were going to be ready, you re already licensed and you can go out into the field and start making money that day. And that makes more sense than waiting 4 months, wouldn t you agree? Prospect: Sure does. PFA: That settles that, then doesn t it? I ve never done something like this. PFA: That s fine Bill. Let me ask you, how long have you been coaching? Prospect: 7 years. PFA: Ok, 7 years. So you think you know more about coaching today than you did on your first day on the job? Prospect: Of course. PFA: See, that s called experience, isn t it? Well guess what, our company works the exact same way. See my first year in Primerica, I made 6000 part time, my seventh year, I made I m just curious, did you make that your seventh year of coaching? PFA: Ok, so if I could show you how to do that the way I ve done it, would it be a good thing or a bad thing for you? Prospect: Good thing.

8 PFA: Great, that settles that then, doesn t it? Why should I get started with you when you re not even making that much money? PFA: If I was going to show you how to become financially independent and debt free, would you want me to wait ten years from now before I get that done, or would you want to come with me along that path? Prospect: As soon as possible. PFA: Great, then that settles that doesn t it? I ve never been in a commission type business and I m used to the security of a real job. PFA: Well I m glad that you feel that way, because if I was in your shoes, I d feel the exact same way. I used to be a pharmacist, almost making 100,000/ yr, but let me ask you this, Bill, if I could teach you on a part time basis, and you keep your full time job because that s your security, and you re obviously doing very well at it, you re paying your bills and stuff like that. If I were to train you on a part time basis, say 5 to 10 hours extra a week and you start making an extra 200 dollars an hour, would that be a good thing or a bad thing? Prospect: Good thing. PFA: I mean you could use that money for other things like paying off your debt or mortgage, wouldn t you agree? Start fully funding your IRAs and kids college funds, now that s the worst thing that could happen, and you never make what you currently make at your job, that would still be a pretty good place to be in, wouldn t it? PFA: However, let s say in the next couple of years you actually take off on this thing, and you start making the same thing as you do on your job and now actually exceeding that, at that point when you re making more money with us on a part time basis, then you can decide to go full time or not. But the bottom line is that it would still be your decision, and that s what you really want, isn t it? For it to be your decision? Prospect: Yes PFA: That settles that then doesn t it? PFA: [People think that to be successful you have to take a risk. And when you have security, there is no risk. But the truth is that the successful people eliminate the risk, and so they have total security. So actually being secure is the risk, wouldn t you agree?] Concern about going to see friends and family PFA: I m just curious, so you don t want to go see your friends and family? Is that correct? Prospect: Yeah, I don t want to cross that line and I don t want to bother them. Intrude on our friendship/relationship.

9 PFA: Well, let me ask you a question Bill, what has your family done to you that you hate them so much? The reason I m asking Bill, is because we re going to sit down with people and show them how to get a financial game plan so that they can retire financially secure, is that a good thing or bad thing? Prospect: Good thing. PFA: Absolutely. So let me ask you Bill, if you were out at the grocery store and shopping and the freezers break, and there s a sale on the meats because they want to sell before it spoils, and T-bone steaks are on sale for about 8 cents a pound instead of the 4 or 5 bucks a pound, after you fill up the cart with all these t- bone steaks on sale, who else would you call? Wouldn t it be your friends and relatives? Prospect: Yeah. PFA: Why would you do that? Prospect: Because I would want them to benefit from it. PFA: Yeah, because you care about them right? Let me ask you, whats more important, t-bones at 8 cents a pound or financial freedom? Prospect: Financial freedom. PFA: Then that settles that, doesn t it? But I don t think my friends would want me to know about their finances. PFA: Bottom line is that you re afraid your family and friends may not want to divulge financial information in front of you, is that what you re trying to tell me? PFA: Well I m just curious Bill, let me ask you this, if you were going to make a mistake, would you rather make a small mistake or a big mistake? Prospect: Small mistake. PFA: Ok. See a small mistake would be that we sit down with them, and they re glad we showed up, and they give us all their information so that they can become financially independent and debt free, right? A big mistake would be we don t sit down with them, 30 years pass by, you re in total retirement, and you re living great, you re debt free, you have a great life, and you see each other, because they have to keep working at Walmart as a greeter, and you re going in there to do some shopping, and you look at each other. And you used to be in the same profession, made about the same amount of income, except that your family was financially independent and totally debt free and they re not, they still have to work because they can t afford to retire, and they ask you Bill, I m just curious, how did you retire so well, and you re going to say, Well, I met a guy named Carlos Gonzalez about 30 years ago, put me in a Roth IRA, and some college funds, and this home equity loan thing where I got out of debt and paid off my house, so I can afford to retire now. He s going to ask you, Well Bill, how come you didn t refer that guy to me? And you re going to say, Well, I didn t want to interfere, or basically impose on your life, and I was afraid you were going to feel bad about me for referring this guy. And he s going to say, Well Bill, because you felt this way, guess what. Now I have to work here and look at you, you re walking around like that. Thanks for being my friend, by the way, instead of helping me, you actually ended up hurting me, didn t you? So I m just curious, Bill, small mistake or big mistake, which one would make more sense? A small mistake, and having the embarrassment of them not liking us being there or a big mistake, where we don t help them out and they don t have their dreams come true?

10 I want to pray about it. (CLIENT) PFA: I can appreciate that. Bill, let me ask you a question, and I don t know what God you believe in, but the God that I believe in, the Bible talks about being totally debt free and financially independent. Is that pretty much how you feel? PFA: So if I were to sit down with you, and show you the Financial Needs Analysis, and show you how to get out of debt ten years earlier, and pay off your house ten years earlier and save you about 100,000 in interest, you think God would like that or not? Prospect: Yes, he would. PFA: Ok, I just going to show you a plan here how you can retire by age 65, and be financially independent where you can live off your investments because right now you re not on pace to do that. You think he would like that or not like that? Prospect: Like that. PFA: I think your prayers been answered, don t you agree? I want to pray about it. (RECRUIT) PFA: So bottom line is that you want to pray about it if you should do this or not? Right? PFA: Let me ask you a question Bill, do you believe that helping people become debt free and financially independent is a very good thing? PFA: Ok, so if you re ready to get involved in our business, and you went out and served other people and helping them do the same thing, just like we re talking about here, you think you d be in good favor with god or bad favor with God? Prospect: Good. PFA: Ok, would you agree that bad things happen when good men do nothing? PFA: Great, so let s go ahead and get started then, fair enough? I don t want to go out on appointments before I get my licenses. PFA: I m just curious, why do you feel that way? Prospect: I can make the money. And I know more information.

11 PFA: So what you re telling me is that instead of helping people, you re more interested in making money, is that what you re trying to tell me? Prospect: No, but I do want to make money. PFA: Sure, but let me ask you a question, Bill, if you get licensed and don t go out into the field, do you know exactly what to do now? PFA: You re still going to need someone to teach you how to do that, right? Prospect: Right. PFA: I m just curious, in the part-time basis right now, when you get your license, would rather be at a 50% contract or a 25% contract? A 50% contract, wouldn t you agree? PFA: So what we could do is go out into the field and get your production done, get your bonus points, get your 3 associates into the business, so by the time you get your license, you re at a 50% contract. Now at your first transaction, what makes more sense, 50% or 25%? Prospect: 50. PFA: Great, that settles that then doesn t it? PFA: Bill, how many people do you have on the Top 25 list? Prospect: About 30 or 40. PFA: Would you agree that you re not going to get rich off of 30 or 40 people? PFA: This is why need to get out into the field: We re going to go out into the field, and lets say we go see 5 people by the time you get licensed. OK? Out of those 5 people, I ll probably recruit 3 of those people. Now we re going to hire those three people for you in the next 30 to 60 days. They re each going to have about 25 names each. So now you have 3 associates on your team times 25, that s 75 more names in addition to your 40 names. That s better than having just your thirty or forty, wouldn t you agree? PFA: The other 2 people we re going to go see are going to become clients as well, and I m probably going to get at least ten referrals from each one. That s another 20 more names we re going to add to your list. So now your list grew from 40 to probably about 110. So when you get your license, at a 50% contract right, would you be more excited to have a list of 110 people or just your list of 35 people that are left over? Prospect: 110. PFA: Great, that settles that then doesn t it? I m new in the area, and so I don t have much of a market. I m not sure I have a decent market.

12 I m young and don t have a big qualified market. PFA: So Bill, what you re telling me is that since you re new to the area, you re afraid that you may not have a lot of people to go see. Is that what you re telling me? PFA: Ok, let me ask you a question, Bill, if you were to open up your own restaurant, and you invested a lot of money into this restaurant. Now there s two ways you could approach this: 1) you can stay in your restaurant and hope that the sign attracts people to come in. The problem with that might be that you have no control of that, is that true? 2) The way I would do it is that I would go outside my restaurant, while my staff is still there, and go out and tell people about my restaurant. And hand out business cards, and just let people know that you re in business for yourself, all your relatives, friends, and other people. But the bottom line is that you re going to find people to fill out your restaurant because you re proud of what you do, would you agree with that? Well in our business, Bill, you make basically 200 dollars an hour on a part time basis. For that 200 dollars an hour, would it be worth your while to go out there and meet someone and let them know that you re business for youself? Prospect: Yeah. PFA: Great, then that settles that then, doesn t it? I don t know if I would be comfortable just going out to meet people. I m not that kind of person. PFA: So what you re telling me Bill, is that you don t know if you would feel comfortable going out there and meeting people, is that correct? Prospect: Yeah. PFA: Well, the only alternative to that is to stay where you re currently at with your job, and you just finished telling me that you re not happy with your income, you can t pay your bills, so that s your comfort zone, isn t it? PFA: But what s more uncomfortable, staying broke, or having a chance to go out and build your own business and be well financially? What s more uncomfortable for you? I don t know about you, but being broke is very uncomfortable, wouldn t you agree? PFA: So lets go ahead and get started and I ll show you how to do it the right way, fair enough? I m not sure if I want to get involved with your company because I m looking for a company with benefits. PFA: What are benefits to you, by the way? Prospect: Health insurance, retirement plans, things like that.

13 PFA: So, basically, you re looking for a ball and chain, is that what you re telling me? Prospect: No, I just want to make sure that my family is taken care of. PFA: Great, I can appreciate how you feel. If I was in your shoes, I d feel the same way, but the bottom line is this, Bill. You re going to start with us on a part time basis, right, you still have your job and your benefits, right? Now at some point, when you re skills go up, so will your income, obviously, does that make logical sense? PFA: So let s say 4 years from now, if we can help you get to 8 or 9 thousand every month, would you say that you can afford your own health insurance and pay for your own benefits? PFA: Great, that settles that then, doesn t it? PFA: By the way, is being free important to you or not important to you? Prospect: Important. PFA: Ok, so if we could give you freedom AND benefits, then you could buy your own benefits, would you be in a better place than where you are today or not? Prospect: Better. PFA: Ok, that settles that then, doesn t it? ***ALTERNATE WAY OF HANDLING BENEFITS OBJECTION*** PFA: What if you company announced tomorrow, and by the way a lot of companies are doing now, that they were going to do away with the benefits, or you didn t have any health insurance, are you going to quit your job tomorrow? PFA: But you don t have any benefits? PFA: So you wouldn t quit your job? PFA: Because a lot of companies today realize that they don t have to pay benefits, that they can shut the benefits down. You know why? Because people aren t going to quit. Because if you lose your job, you re losing all the things you re spending your money on. Wouldn t it be good if you could get yourself in a position where if they do cut your benefits, now I m not saying that they would, but a lot of companies are doing this now, at least you got yourself in a financial position where you can afford your own benefits, because if currently you had to pay your own benefits with your current income, would that dramatically decrease your standard of living? PFA: So wouldn t it be nice to have an extra 2 or 3 thousand dollars coming in on a part time basis, so that if they did do this to you, then you could have your own benefits paid for, and not have to worry about your finances?

14 It sounds too good to be true. I want to check you out. PFA: Ok, Bill, so you just want to check us out? I m just curious Bill, you ve heard of Fortune magazine, haven t you? Prospect: No, not really. PFA: Ok, how about Forbes magazine? Prospect: Kind of, not really though. PFA: Ok, have you heard of the Dow Jones Industrial Average? PFA: Only the top 30 companies are in that. Now let me ask you, do you think the Dow, before they put Citigroup in the Dow, you think they did a pretty good amount of research before they put us in the Dow? Prospect: Probably. PFA: Absolutely. The bottom line is this though Bill, you think they have a better research firm than you ll ever have on your own? Prospect: Yeah. PFA: Absolutely. So if they think we re pretty good, then what does that mean to you? Prospect: That you guys are pretty good. PFA: So basically, what you re trying to tell me Bill, is do you really want to do research or think about the fact that you may or may not be able to succeed here? Prospect: Yeah, I guess that s it. PFA: Well, you re probably wondering what the worst thing that could happen to you in Primerica if you join our business. Well, bottom line is this, the worst thing that can happen to you is that you join our business, you get licensed, you never help anybody else out, but you learn how to handle your own money better. And based on our principles, you ll learn how to pay off your house in twenty years instead of thirty, how to become debt free sooner, how to actually retire at age 55 instead of your current track of 65, and that s the WORST thing that could happen to you. Would that be a good thing or a bad thing? Prospect: Good thing. PFA: That settles that then, doesn t it? I like what you do, but I m just not looking for something else right now. PFA: Let me ask you a question, Bill, do you have a crystal ball?

15 PFA: Let s just say that you had a crystal ball, and 5 years from now you re going to be laid off, and you re going to have to go do something else at half the salary you re making now. Would that be a good thing or a bad thing for you? Prospect: Bad thing. PFA: Well guess what, Bill, I don t have a crystal ball either, but if that were to happen, what would make more sense, with you being that vulnerable 5 years from now with no second, by the way, do you have a spare tire on your car? PFA: Why do you have one? Prospect: Just in case. PFA: Just in case, right? Are you planning on having a flat tire? PFA: You re not, but you have one, don t you? PFA: You re not planning on losing your job in 5 years, are you? But it could happen, couldn t it? Prospect: Yeah. PFA: So then doesn t it make sense to have a back-up plan in case you lose your job? Prospect: Yeah, it sure would. PFA: That settles that then, doesn t it? What if I don t make it? PFA: Bottom line is this Bill, the worst that can happen to you in Primerica is if you don t make it, you ll be just where you re at right now. That s not too bad is it? Prospect: Yeah, but this just sounds too good to be true. There s got to be some catch. PFA: Well, there is one catch. I want you to know. It s called hard work. You understand that, right? See, you re going to have to work your tail off to become very successful. You don t believe that all the successful people are lucky, do you? PFA: Isn t it funny how the harder we work, the luckier we get? So the bottom line is Bill, I can t give you passion, I can t give you desire, I can t give you hard work ethic, but if you work with me and I work with you, would you agree that Phil Jackson, when he coached Michael Jordan, Michael expected 100% from his as a coach? Prospect: Yeah. PFA: Do you think that Phil Jackson also expected 100% in return from Jordan?

16 Prospect: Yeah. PFA: Well, that s all I ask. You give me 100% of the time you have available, whether it be 3 hours a week or 10 hours a week, it doesn t matter, and I ll give you 100% of my coaching, and together lets see what happens. Fair enough? I don t speak much English, so I don t know if I can do this business. PFA: Ok, let me ask you a question Bill, so basically you re afraid that the language might be a barrier for you, is that correct? PFA: Ok, so do you think there are more people that speak English than people that speak Spanish? Yes or no? PFA: Ok, so if you go out and recruit ten people that speak English, then that solves your problem, doesn t it? They ll be doing all the talking. So you don t need to know English, you just need to know people. Fair enough? When people keep coming out with one objection after another. PFA: Bill, it looks like you have a lot of excuses. Now, I heard someone say a long time ago that excuses build monuments of nothing, they build bridges to nowhere, and those who you use these tools of incompetence become the master of nothing. Is that pretty much how you feel? ***ALTERNATE WAY OF HANDLING ONE OBJECTION AFTER ANOTHER*** PFA: Bill, you know I heard this story about some guy, he wanted to cut his lawn, so he went to his neighbor to borrow the lawn mower. And the guy says I m sorry, Bill, I can t let you use my lawn mower today because my wife is making beef stroganoff. And you re going to say, Well, what does your wife making beef stroganoff have anything to do with you lending me your lawn mower? And he says, Well, nothing, but if I don t want to give you my lawn mower, any excuse will do, won t it? Is that pretty much what you re trying to tell me? That you re coming up with an excuse so you won t go forward? ***ALTERNATE WAY OF HANDLING ONE OBJECTION AFTER ANOTHER*** PFA: Let me ask you something. Say you wanted to go to Dallas, Tx from here.. But you tell me that you re not going to leave the parking lot or your driveway until all the lights turn green between here and Dallas. Are you ever going to leave your driveway? No, because you re never going to have everything where it s just right. Successful people never wait for everything to be right. They attack it and as they re going, things just happen to turn out right because they re in movement. They re moving forward. So we can stay where we are and never get to Dallas, or we can go ahead and get out the driveway and start the trip to Dallas. I m making all the money I need to make right now. I don t need extra money. PFA: Well, let me ask you a question Bill, if you went to your job on Monday, and you show up and your boss decides to double your salary, would you take it not take it?

17 Prospect: Of course, take it. PFA: Oh, so you could use more money then, couldn t you? The bottom line is whether you re willing to work for it or not, huh? Isn t that what we re trying to discuss here now? Prospect: You know Bill, I once heard a preacher say that money does not buy happiness. Do you agree with that? In other words, money can buy you a bed, but it can t buy you sleep. Money can buy you insurance, but it can t buy you safety, can it? Money can buy you medicine, but it can t buy you health, would you agree? Money can buy you a book, but it can t buy you wisdom, yes or no? Money can buy you a house, but not a home, would you agree? Money can buy you blood, but it can t buy you life, can it? Now with that being said, would still like to make more money? See money can buy some kind of happiness, can t it? PFA: Yeah. Prospect: That settles that then, doesn t it? What percentages of the people you recruit make it big in Primerica? PFA: You know what, 100%. Prospect: 100%? PFA: Yeah, one hundred percent of the ones that want to. So the question is do you want to? There are over 100,000 people in Primerica, and you only have 1700 making 100,000 a year, that s not a very good percentage? PFA: Well, let s break it down a little, Bill. There are a hundred thousand people in Primerica that are licensed, and there are only about 6000 full-timers. There are 6000 people that made this their job and almost 2000 out of 6000 are making over 100,000 a year. That means, Bill, 1 out of 3 full-timers makes 100,000 a year. At your job at coaching, is it one out of three coaches makes over 100,000 a year? PFA: Wow, so it sounds like our situation is a little bit better than yours, isn t it? Prospect: Yeah. PFA: That settles that then, doesn t it? ***ALTERNATE WAY OF HANDLING PERCENTAGE OBJECTION*** PFA: What percentage of boy scouts makes it to Eagle Scout? 1 or 2 percent. Does that mean that the Boy scouts are bad? No. It just means that most people are taught that its ok to quit. Now you re not going to quit are you? PFA: Ok, then you ll make it in our company.