DVD 3 Overcoming Objections I

hi everybody this next section is going to be overcoming objections all of them objections you're going to have while you're building your Primerica business there's going to be several of them and we're going to do different topics we're going to start with when you're calling your warm market and some of the objections that might come up in doing that you so what is it Hector I mean what's it's all about what are you getting into well I'm gonna get into the financial service business it has to do with helping people you know structure a financial plan so they can retire get out of debt you know have more options make more money and be free financially I mean obviously I think that would be something that would be really important to you Denise isn't it absolutely okay great well then that's what it's about when can we get together maybe sometime next week so what day is generally better for you I mean I've got Wednesday or Thursday open next week which day works best for you Thursday's good Thursday's good great it's like 6 o'clock or 8 o'clock 8 o'clock is good it's great all right fantastic or make sure Denise is there ok and I'll see you guys on Thursday at 8 o'clock can't wait to see you man that sounds good you hey actor uh what's his company all about what's the company well it's only called Primerica I work a financial services have you heard of it I just probably heard the name that's about it yeah okay well then what we do is we help people you know put together a financial plan so they can retire sooner get out of debt you have more options make more money you know be financially in much much better shape that's something that you and Vivian I don't want to be anyways right absolutely okay great we just want to come over talk to you about that okay great right so what day is better for you well slightly like a Thursday afternoon Thursday I mean five six o'clock that work for you six o'clock perfect okay see you six o'clock on Wednesday then great thank you you laughter you know I've heard about and you know I've had a friend of mine that tried it and you know they weren't really they weren't really pleased with it so I you know I'm not quite sure about this yeah well that's that's a that's not a common you know sometimes when people get associated with the wrong person and they they you know had an experience it's kind of like you've you ever been to a restaurant and you've been there two or three times and it was really good and then all of a sudden you got you know involved with a waiter or a waitress that was had a bad attitude or something and in the experience wasn't quite as good that time has that ever happened to you before yeah definitely okay well then that's probably what happened here you probably ran across somebody that just wasn't very good it wasn't didn't have the right attitude so that wouldn't you know negate the fact that there's potentially great opportunity you know a chance for you to be helped right no okay so why don't you take a look at it if it's not for you then you know let's find no problem if it is it is okay I'm not asking you to make any big commitments right now I just really want to talk to you about it first and then you can decide after you get all the fact is that fair enough that sounds fair okay great okay great thanks you you know what Hector I got so much that it's so many things going on right now with the kids you know they're in you know in sports and and Denis has been working late lately so I just don't even know when we could get together we're just really busy right now well I understand usually when people are really busy they're usually the real issue you know is that they're really concerned that I'm gonna come over and try to sell them something they don't want or need we're gonna waste their time I mean that's really usually what people are feeling are you kind of feeling that way well I mean maybe a little bit but you know which is kind of busy now because if you knew I was gonna come over I was gonna like save you tons of money and help you get rid out and retire you know 10 or 15 years sooner and you're gonna just be an incredible shape obviously you'd make time to meet with me right yeah I guess I would all right well listen we get together I promise you I give you my word it will absolutely not be a waste your time you're gonna get so much information so much of value it's gonna it's gonna have the potential to dramatically change your life financially I promise you that and when I saw this initially man I was just blown away with how much they were able to do for me and for other people that I've met with and I know you don't know that right now because you haven't seen it you know you don't even know what it is why don't you do this why don't you talk to Denise's figure out a time that we can get together it's not going to take a long time it's gonna take 20-30 minutes you can squeeze that in somewhere can't you sure sure I guess I could you know of the days you know I know you're really busy which day is better than another I mean there's gotta be you know well usually probably the weekend it would be party better yes about the afternoon like Saturday afternoons that we're feeling to recycle or maybe later in the afternoon like three four yeah about four o'clock we're a carton well pop by we won't waste a lot of your time you're not gonna be hung up all day so it's gonna be a little bit okay and then you'll see it and then I promise you you're gonna be really really impressed when you see it okay all right great I'll see you saturday at 4 o'clock then all right how's good great you well Hector you know Biff and I we really don't want to buy anything I think we're okay right now you know thanks anyways well great listen the last thing I'm gonna ask you to do is buy something I mean if you see something you like and you want to take advantage of it you know one that's fine that's up to you you can do that but look if there is a potential for you to you know retire 5 or 10 years sooner a chance for you to maybe get out of debt completely so you don't have any debt and really put yourself in tremendous financial shape so you have a lot more options for you for your kids for your family what did it make sense to you know put aside you know 20 30 minutes to find out about that well I mean I guess just to look at it just look I'm not asking you know I'm not gonna ask you to do anything you know I'm not gonna be capable of getting you to do something you don't want anyways you know that and I would never use our relationship to get you to do something you don't want I would never do that you know me better than that okay okay I'm gonna just show you make up your own mind once you get all the information if you see something you like fantastic you can take advantage it if you don't don't don't worry about it or you maybe you'll see something that somebody else you know really needs and you can point me in that direction it doesn't really matter I don't I don't want you to feel any pressure I just want I need some help I need to you know really working hard to expand my business and I I you know I'm thinking about quitting my job and doing this as a full-time career and I just really want your opinion would you would you please mind helping me out yeah okay all right great so what day is better for you you got a thing like I've got Wednesday or Thursday open next week which which day works for you Wednesday works better fantastic wait like six eight eight o'clock it's better okay great well then I'll see you in Biv eight o'clock next Wednesday okay great thanks alright great see you then buddy okay bye you so Hector you're gonna come over I really don't have a lot of time right now but how long more or less is just gonna take well it just depends on you Barton I mean it could take 20 minutes or it could take an hour if you have a lot of questions and you see you know kind of value that I think you're gonna see me take a little longer than 20 minutes or it's up to you one thing I'm going to say for certain right it's gonna be dependent on you you're gonna make that decision if you really like what you see you're really excited about it and I believe you're gonna be because I know I was when I saw it it may take you know a little longer than that but you decide can you you think you could break away for 15-20 minutes just so I can give you an overview you can see what it what it's all about and get more details and then you know we'll go from there all right I guess we could spare that time right so feels it you're gonna be in charge you're gonna dictate how long it's gonna be and if you like what you see it'll be longer if you don't then we'll be out of there I think that you're gonna be pretty impressed by what you see when we get together I in fact I'm confident of that okay so what dates better for you I've got a couple days open next hour Monday and Wednesday which days bit Mundy's good money's good six eight eight o'clock a fabulous see you then buddy all right then [Music] [Applause] [Music] you okay these are some of the objections you're going to come up when you're out prospecting and this is how you deal with them you well Hector was it was nice meeting you I mean the business that you're talking about well what is it what's it all about well it's the financial service business you know basically what we do is real simple we show people how to get complete debt free how to pay off their house how to pay off their cars how to pay off all the credit card debt and get complete debt free in in a pretty short period of time sometimes as little as 10 years or less okay another thing we do is we show people odda make sure that they're investing properly for retirement that they're in the you know exact appropriate kinds of investments for them and their family so they're not making a mistake so they can really you know have a much much better result in terms of their you know investment and retirement accounts we make sure that they have the proper amount of protection on their family in different areas to make sure that they you know they got their family covered and really the bottom line is just having some kind of a plan so that you're not just you know kind of hoping things work out you actually know they're gonna work out financially I mean obviously do you have a plan like that that's really specific that's really clear that it delineates exactly what you should and shouldn't be doing in all areas of your life do you have that already established no we don't have anything in place at this time I mean you seem like the kind of person that's pretty conscientious and I would I would guess and you can reckon it would be the kind of person that would want to have something like that am i right well we have some like retirement accounts that were like a 401k and good you know my wife has some at work as well right now so we have those set up yeah but you don't have a whole comprehensive plan debt elimination retirement and college education for kids all the things in a really comprehensive plan do you have you don't have that set up right now not exactly like that right so if you could have one of those and have it done complimentary obviously that would make sense to do that wouldn't you agree well yeah complimentary of course okay well then that's that's what I'd like to offer you okay so what would be a good day for you guys to you know could you set aside a half hour 45 minutes sometime in the you know in the next week or so we can I could pop by and just visit with you a little bit sure sure next week you know give me a call we'll set something up well why don't we do that right now I mean we're on the phone right now what what days generally better than another is a Wednesday a Thursday if you know tuesdays thursdays thursday are usually better for me thursdays are good for you i mean i imagine you probably dinner around 5 or 6 so yeah 8 o'clock would that work for you it's better it's better okay so then why don't we plan on 8 o'clock next wednesday and you know you just give me your address and i'll you know just uh put it in that MapQuest thing you know I'll find out how to get there okay all right all right great thanks look forward to seeing you I think you're gonna be really excited about what I'm gonna share with all right well thanks for calling sure you're welcome you so what is it Ector I mean what kind of business is this well you know what we do is really simple and it's actually pretty exciting and what we do what we would be doing what you would be doing if you got involved is we show people help them put together a plan to get completely debt free how to pay off their homes or cars everything in a really short period of time sometimes as little as 10 years or less I mean depending on the situation we also show them how to make sure that they're investing in the exact appropriate way for their particular situation they can retire sooner so they can retire with more money so they can if they have kids and they want to send them to college it can have you know formulate a plan to put their kids in college and the but the bottom line is just to have a really in game written plan so that they can get where they want to go financially that's what we fundamentally do and and one of the great things about it it's incredible because we do the actual plan complimentary and people are when they see it they're super receptor to it because you know nobody's offering anything quite like it for the middle market that's that's what we do okay okay so when can we get together then is there one day that's better than another for for you to get together yeah generally like I usually get home in the evenings okay like it's like I mean there's a Thursday's usually when I see clients azar like one day Thursday night Thursday night yeah thanks eight does that work for you eight o'clock's good Clark's good okay great so then once just give me your address and you know we'll plan on eight o'clock okay sounds good okay you oh you know you know what is this Primerica actually it is y'all yeah I blink I've heard of you guys now you know what I'm not I'm not really interesting cuz I'm not I'm not in sales or anything like that so I just I you know a couple of my friends tried it and they just had a negative experience with it so I just know it's a it's not for me so they didn't do well or what happened exactly you know no they you know they they got involved and I know they didn't make any money they just you know they cost them like a couple hundred bucks get started or something like that but they just didn't do well they were trying to get appointments with all our friends and stuff and I just it's not something I want to do if it ever cross your mind that they didn't the people during train by weren't very good and they don't know what they're doing yeah I mean that possibly that could have happened right yeah right I mean you know listen I mean you seem like the kind of guy that would make decisions based on you know taking a look at the facts themselves I mean obviously you have friends and some other people that do it or you're making a decision based on secondhand experience or secondhand comments and that to me doesn't make sense that would be a great good way to to make a decision whether something was for you or not would you agree with that I mean would you I guess you're right yes you seem to me like the kind of guy that you would make a decision based on facts that you personally investigated am i right yeah well why don't we do this look I'm not asking you to make any kind of commitment I would really just like to share it with you I like to show you what we do I don't know who they were with I don't know what happened to them before all I know is in my business I've had an amazing amount of success I have a lot of people that have been very successful I have I mean in our organization we have you know just in my organization we have probably 150 people that make well over a hundred thousand dollars a year there's four or five people to make over a million dollars a year and everything in between that so even though your friends may have had a negative experience that doesn't mean that that necessarily they can't be a good there could be a good experience right yeah you're right they may have just run across the wrong people why don't you give me a chance to sit down and show you what we do and then show you the way we operate the way we do things and then you can make a decision after that how's that okay so do that yeah I'll be open to that okay great so what's is there one day better than another I mean I usually do appointments you know Wednesdays Thursdays you know Monday Tuesday Wednesday Thursday what is there any day better Tuesday Tuesday okay great fantastic six 8 o'clock 8 o'clock Scott date fantastic okay well then I'll see you at 8 o'clock then and now I think you're gonna be impressed I mean even though you've heard those things believe me I think you haven't heard the whole story okay okay all right great or two it you you know Hector thanks for your time but I'm really not interested that I not right now I'm not interested okay I understand that I mean that's that's totally good let me ask you a question are you are you planning on staying where you're at forever I mean is that what you plan on doing for the rest of your career is what you're doing currently well I mean I enjoy my career right now but you know I'd like to eventually you know venture on my own really okay so you're right you are thinking about doing something on your own then absolutely yeah thought about that yeah I want to run my own business okay well great well you know you may not be interested but one of the things are just talking to you I know you're professional you're an engineer you're doing well already obviously somebody like you has a lot of credibility with the people that they know and I would like to kind of give you more information and share it with you not not with the intention of you getting involved you may or may not want to I don't know but one of the things I'm always doing is I'm looking for people to kind of network with to see if if they may be willing to help me you know and maybe me help them if I can would you mind if I just sit and we sat down for 20 minutes or so over a cup of coffee I could give you a little more detail on exactly what it is how we operate what the opportunity is and then if you see like it great it's not a problem I can understand right now that I'm he's not good for you but maybe you can point me in the direction of somebody that may be interested or that's looking for an opportunity that wants to do something different than what they're doing right now because you've God knows most people are not happy with where they're at even though you may be other people aren't and I would love to you know have you know I first developed some sort of a relationship where we could help each other down the road would you mind freeing up 20 minutes or so for a cup of coffee and allowing me to sit down and go over some information with you yeah I'll only have about 15-20 minutes that I could spare so that's fine that's fine it won't take long just a few minutes I think I can get you all the information you need in that period of time and then you know you can go for there okay why don't you come by my office and we'll meet like during my breakdown or so okay so what date is one day this week that you've got a little more for Wednesday's good from Wednesday's good okay so break time is what time typically I do at 9:00 o'clock in the morning so we've 9:00 to 9:15 or so yeah okay good I'll be there a little early to make sure I don't waste any of your time I look forward to it thank you so much for meeting with me I think you're gonna think you're gonna be really impressed okay okay all right great [Music] [Applause] [Music] you you well Hector let me talk to Biv and all uh you know give me a call you know some day like tomorrow or so cuz she's not home right now okay great no problem I tell you what listen I know you're really busy you guys are running around you're hectic why don't we do now what neat you want him to set up a tentative appointment you can talk to Bibiana and then after you talk to her then you know if there's an issue with that call me back we were asked is it for another time whoa why don't we what's what's generally a good day for you guys I know we're pretty busy this week next week we'll probably the best Monday Tuesday well Tuesday Tuesday okay so you probably do dinner around 5:00 or 6:00 right yes so say let's say eight o'clock on Tuesdays that work for you eight o'clock sounds good but like I said you know but yeah absolutely you know I'm gonna just pencil it in and then if you have an issue here's my number give me a call if it doesn't work then we'll we'll change it for another day okay okay okay okay great fantastic you you know what Hector I already have somebody that takes care of all that all our finances for us he's been doing a great job for a long time and I think we're pretty good for now but thank you for your you know well let me ask you a question is just the first guy you've worked with ever or have you had other ones before no this is the first guy we've worked with okay great so you've never had a you know a second opinion on any of the stuff you're doing nobody's doing a pretty good job yeah so let me ask you a question if you had a you know an illness of some sort and you went to a doctor and they give you a prognosis you know would you get two opinions or just one I would probably get two yeah you'd probably you want to make sure that you're doing the right thing before you do anything that's important in your life right right so why don't we do this I know this guy is really good I know you like them he's doing a great job do me a favor why don't you why don't you allow me to just give you another point of view you can take a look at it if what you you're doing now is perfect and it's working well then of course you're not going to make a change at all but what if there was an opportunity for you to improve significantly upon what you're currently doing wouldn't it make sense for you to explore that yeah I guess I would right okay that's all I'm asking you just explore it take a look at it and then if it makes a sense for you to make some sort of a change and we'll go for it it won't take a lot of time I know one of the things is you're a very busy person you don't want to waste your time I promise you right away you're gonna figure out you're not wasting time for example right now do you have as part of your plan do you have a very comprehensive debt elimination strategy set up as part of your plan well our debts gonna be paid off pretty soon I mean 15 years on my mortgage right now No okay so and you have any other debt no that's party so if you could pay that off in ten years or eight years versus fifteen with that in an impending save you twenty five fifty thousand more in interest would that be worth exploring yeah it would okay well that's one of the things that we specialize in so why don't we do this why don't you get let me give you a second opinion and if there if it makes any sense for you to change you can of course that's up to you you're gonna make that decision I'm not gonna make that for you and if you're doing everything right then you'll know for sure and if anybody else calls you you won't ever you'll know that you're doing everything right that makes sense yes all right great right so is there one day better than another for you to get for us to get together and typically when Z said pretty good Wednesday's are pretty good ok great so I'd say 8 o'clock does that work for you yeah that's good all right great then we'll see you 8 o'clock Wednesday ok all right you hey you know what I already have something that's handling everything for us he's doing a great job yeah okay well that's good for you that's great it's good that most people don't have somebody let me ask you a question is this the first guy you've ever had or is this have yet other ones before him no we've had another one really this is such a curious why did you make a change from the first one to the second one well the second guy just showed us how to save even more money and how to get us on track to retire even sooner so he slowly improved upon what you were currently doing yes so let me ask you if you you know we're willing to take a look to improve before why would you be opposed to taking a look to improve again even further yeah I guess you're right I mean and just just to take a look I mean if it doesn't it doesn't improve your situation and of course you don't have to do anything but if it does you'd want to at least improve your situation again like you did the last time right Yeah right right so why don't I get together for a few minutes explore that see what happens okay all right what day is good for you I've got Wednesday or Thursday open is there one day better than another yeah Wednesday how about eight eight o'clock's good eights good fantastic okay I'll see you eat o'clock on Wednesday okay you well Hector you know thanks thanks for calling me you know I appreciate you know you get in touch with viv and I but right now I just really not interested for you know looking at your services well let me ask you a question right now do you have a plan or a that's that's that's completely comprehensive that's gonna get you you know one of the things I find is that people a lot of times are kind of averse to getting together with me only because they think I'm gonna get together I'm going to waste their time you know they don't want to go through the hassle of that and so what they do is they'll tell them you know I'm just not interested but let me ask you a question if there was a opportunity for you to maybe pay your mortgage off you know five or ten years sooner than you're currently on pace to there's an opportunity for you to retire sooner because you were able to save money at a better rate of return and really get your financial you know situation and in just premium shape and and just have an overall plan that just get you or where you want to go a lot faster where your quality of life improve you have a lot more optional alloy choices I mean I'm not I'm not really clear why you wouldn't want to take advantage of an opportunity like that can you can you explain to me why that would be well I mean I'm set up with my retirement accounts at work I have my 401k my wife does too we're in a in a 15-year loan and we probably have about you know 13 years left on the loan okay and other than that we really don't have any debts so you know I think we're doing pretty good that's why yeah and so when was the last time you look a really took a really close look at your investment portfolio actually what the balance was and how you were invested do you know what that is exactly do you know if it's exactly the correct thing for your your particular you know situation and your investment tolerance well you know like I said I have my 401k at work I do have investments are pretty aggressive so you know I I think we're on track to retire by the time I made 60 65 or so oh wow wouldn't you rather return at 55 well yeah who wouldn't right I mean if there is a way that you could do that you want to find out about that would you absolutely well that's what I specialize in okay why don't you let me come by take a look III very confident can help you retire sooner than that okay you know every year Sooners better wasn't it absolutely okay so why do we get together explore that and see what we see what we can do with that okay okay all right so what day is better for you Wednesday Thursday you just go over what the day is and set the appointment okay thanks you after everything sounds pretty good but just go ahead and mail me a brochure or something and let me take a look at that yeah I could do that the problem was is the brochure you know it's not gonna make nearly as much sense as me sitting down and explain what we're doing so you may get a you know probably an inappropriate view of what you're gonna be looking at because it's not gonna be as complete as what I would be able to do if I were to actually share it with you so you know but the real issue for me is when somebody tells me that Martin what they're really saying to me is you know Hector I think that you're gonna come over and waste my time and try to sell me something I don't want or need and then you know I'm too busy I just don't need you you know didn't need to waste any time is that is that kind of what you're really feeling well maybe a little bit a little bit yeah that's usually what it is because obviously if you knew I was gonna come over help you retire 5 or 10 years sooner I was gonna help you save you know you know double your retirement account and you improve your quality of life do you know significantly you'd be calling me to set up an appointment right yeah you're right yeah of course you would all right so really the issue is you're not you don't really believe that's gonna happen well let me just let's just do this okay why don't we meet for me say 15-20 minutes I'll give you an overview of what we're gonna be doing I guarantee you when you see that when you see what we do and what we can do what we've done for other clients you're gonna be very impressed all right and if I can't convince you in that short period of time then I'll just leave ok I won't waste your time I won't waste any time wouldn't you agree that would be worth your time to invest 15-20 minutes to potentially retire sooner potentially have a lot more income in your retirement account or money in retirement going with with a lot more retirement income wouldn't it make sense to find out about that before you say no yeah I guess I would all right so let's just do that let's just give yourself a chance to do that would you do that sure okay great so what day is good for you I've got you know Wednesday Thursday open next week is one of those days work for you yeah Thursday fabulous all right I'll see you Thursday you well Hector right now with the holidays coming up we have family coming in from out of town so I'd rather spend more time with them and why don't you just give me a call after the holidays okay well great I understand that why don't we do this you know all I need is a little bit of information me why don't we set up a little quick appointment I'll come by I'll gather all information that way I can start working on putting together a plan for you in a proposal and then after the holidays we'll get together you know I'll have everything prepared and we'll just save another trip so is there a time that we can get together for you know maybe a half an hour so between now and and you know in say next Saturday or next Sunday I mean just a short time just a pop-by and I can just kind of get the information real quick from you that work for you yeah well just about like 20-30 minutes yeah yeah for it wouldn't take very long and if we just get right to the point let me in fact optimum to tell you what I'm gonna need to see when I get there I'll just get the information I'll be on my way and then you know when it makes more sense for you when you got some time freed up we'll get together okay right okay all right great sounds good then I go ahead and set up the appointment get a time and day to do that okay [Music] [Applause] you you you know what Hector everything sounds really good but the way my time is right now it's really limited I just don't really I don't see that you know being able to have the time for this well Martin you know you we're doing you know what's going through this I ask you all those questions I asked you about what you really wanted to do you said you wanted to live by the beach you said that you wanted to you know drive that you know that Continental GT told me about you know kind of the things you want to do from a chattable standpoint you want to put your kids through college and pay for that your daughter's 15 years old already right now so just three years through two though and you haven't really done a lot those areas and you really want to improve your quality of life and Denise said the same thing and I'm presenting an opportunity for you to do that that's that works that I know that you guys would be successful at what did it make sense for you to make some time to change your life I mean you know you said you wanted to change your life I mean do you not want to change your life no I do okay so then would it make sense for you to work some time in there rearrange your schedule a little bit to make that happen well how much time would I need well you don't need a lot of time the beginning I mean if you could invest 10 or 15 hours a week you know a couple hours here a couple hours there or Saturday morning it's not a tremendous amount of time we were talking about in order for you to change your life I mean to get started so because we you know as well as I if you don't make some changes nothing then your life is gonna change right right if you don't make some sacrifices there's no way for you to get where you want to go unless you are committed to make some sort of an investment of time and energy I mean there's you know it's just not gonna happen because you know you look here you've been doing what you're doing now you're with frito-lay you've been with them for the last how many years now I didn't have 19 1/2 years okay so are you anywhere where you want to be after nine and a half years of committing to that company no no of course not and so the next two years five years what's gonna change nothing not much right it's not gonna change a lot now I have a opportunity print in front of you which you agrees fantastic you're gonna be a client you know that it works you know that it's good right it's good for people come on be honest me why would you not at least work in you know ten hours a week or 15 hours a week to do that if the other potential to double triple your aim come and change your life you're right yeah come on let's let's let me help you get where you want to go would you let me help you get where you want to go all right all right all right we need to do all right this is what we need to do you well Hector you know right now I have two little ones a four and a two-year-old and time is time is precious to me so I really don't want to spend too much time away from them I want to enjoy my kids while they're young yeah I understand that I totally understand that so they're young the two and four years old sure so if there was a potential for you to get yourself in a position where you could have your own business make your own time and and have even more time with them I mean isn't that something that would you'd want to do because you talked to me about owning your own business at some point you're gonna have to make that decision to do that right yes I mean it sooner or later and your kids are gonna they're gonna just get older and older right so what what I the way I see it is this okay you know if you were to get involved in this and you got busy in over the next couple years you really got your business moving your kids would still be four and six they're still very very young you could get yourself to a point in that period of time where you could probably make a transition where you can make that transition and make a lot more time so you may have to sacrifice a little bit for a short period of time but think about the eradication ramifications that over the long haul over the next 10 20 years you're in a position where you own your own business you have no limits on your income you have a chance to you know control your time completely I mean wouldn't that be worth getting yourself at that point wouldn't that be worth investing some time right now and making some extra time 10 15 maybe even 20 hours a week to do that well now they put it like that yeah well that's what we're talking about so you know why don't you explore let's let's do this okay this is the best way to do it because a lot of times people when they're kind of hesitant what they're really saying is I'm not sure I can do it I'm not sure this is gonna pay off okay let's do this okay let's get you started part time let's go on some appointments let me prove to you how this works okay and how it can work and how you can do it I think once you see me in operation you see me sitting down with other clients you see what I'm able to do you see that you're gonna be able to do this you're gonna feel much differently about this you're gonna feel like oh I can see this I can see the potential I can see I can make this happen let's let's at least try that okay okay all right great thanks you Hector is this a pyramid thing you know that sounds like one of those multi-level pyramid things what what's a pyramid thing what would what's your concept of a pyramid thing well you know when you get a bunch of yeah I get a bunch of people in and then people make money off of the people and then the person on the bottom ends up getting screwed okay so let me ask you how that you were free too late right yeah okay so how does that work I mean there's there's there anybody in your business that is that built this below you in terms of compensation or what they do yeah the warehouse so warehouse workers yeah okay so there's warehouse people there's drivers and then above the drivers who would there be district manager district managers and then above the district managers what zone manager his own managers and there's what an area vice president vice president and then there's what the president of the company isn't of the company so the president company is what he's the guy at the top of the pyramid yeah all right these are the guy at the top right so everybody else makes less money so what's the chances of you going from a truck driver to the president of the company like zero like zero all right so you can see what happens is there's always an every corporation in every in every entity right every company doesn't matter even even in even in the public you know like government it's still the same thing there's people at different levels and people to top to make a lot more money so what happens that doesn't make it a pyramid that makes it a business let's how all businesses operate there's no business doesn't operate like that you know and what do they do doesn't your company recruit new people into the company all the time at different levels aren't you looking for people all the time yeah they are constantly alright so what does that make them multi-level company you know what pyramids of course not it's ridiculous it's a weight every company in the world operates they all work for at that same way right so the point is but the problem with most corporations like where you work right now that there's no chance to you could go from a truck driver to the president in Primerica if you get involved in your really industrious you work hard you're motivated you know you you pay a price you can go from being you know where you are right now just the beginning to one of the highest-paid top you know regional vice president or national sales directors our company nothing can stop you from doing that but yourself wouldn't you like to be in a business where you could dictate exactly how you you know go up into in that company I guess so yeah and then on top of that have the opportunist right that's what this is about that's what we do all right well let me check it out right and let's take a closer look at it right before you say no okay okay you rector you know my background genera never done any type of sales so I can't see myself being a salesperson you know there's a lot of people our company that said that before they got involved on we have school teachers we have engineers we have you know people from technical backgrounds kind of like yours from you name it you know truck drivers you named the that probably said exactly the same thing I don't really see myself as being a salesperson and that's not that's not an uncommon thing for people to say that but you're an engineer right yes and you what did you do to learn how to be an engineer well I went to school I went to school you put a lot of energy a lot of time in mastering the kinds of information and the kinds of disciplines you need to do to be a good engineer right yes yeah and that's how you did it over time you didn't learn that in a day it took you probably four to five years right I don't know how long you know some people aren't the four-year program five year six-year program I don't know what you did but you figured it out didn't you yes okay well our business is the same thing right you start off you may not see yourself as being and I don't think that when you first start you don't really you know you want to be an engineer but you don't really see yourself being an engineer right you have to learn a lot of information well the same thing in our business is people don't see themselves being in this business but once you learn it you start fighting out Wow it's not that it's not that complicated you know other people like me have done it and we and I can show you this book we have tons and tons of people that have done this that are like you from similar backgrounds so if other people like you who are engineers or technical people started at Primerica business and became very successful at it is there any reason why you couldn't do the same thing if you decided to I don't think so I can't say any of course you can't so really I'm not asking you to give your career now I'm saying look why don't you give it a shot when did you give it a check it out a little more in depth look at it look at everything and then make a decision once you really understand it once you really see it instead of saying see instead of believing you can't you're not a Salesman right and anyways our businesses what I've shown you you can see that mostly it's educating people anyways showing people where they're at now and where they can be and why it makes sense for them to make a decision and go from where they are to you know some of the solutions we have like I showed you what the insurance right the cat value versus term or the being in debt versus being out of debt right using that debt structure or investing money you know in fixed-rate savings versus investing in equities right if you could just explain that to people and I imagine you're you're very bright guy you wouldn't have any problem explaining people the difference we believe that people have common sense and then if they have common sense and you do them all the information they'll make the right decision do you think you could do that yeah I can do that okay well then that's all it is that's what sales is sales really is this right people have a misconception about sale sales is really helping people to make decisions that are good for them okay all right that's all it is so if it's better for them to do this than that you explain it to them you how they should do it and why that's all it is that's what it really is you know okay so you would be doing that so let's let's go ahead and let's give it a try all right okay

Channel: Supa LaFrance

Views: 30,031

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Id: VqNAtJFCmDQ

Length: 41min 23sec (2483 seconds)

Published: Fri May 04 2018