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MANAGING

OBJECTIONS

SCRIPTS

  • General Overview
  • What do you do for work?
  • What is it/Who are you?
  • Send me some information.
  • I know someone who said the insurance company never paid them after a death.
  • What if the insurance company closes down?
  • Is this a pyramid?
  • Is this Primerica?
  • Is this an MLM?
  • I want to discuss it with my dad/wife/significant other.
  • I have to check my schedule.
  • I don’t have the $125
  • I'm not really sure if I need life insurance or financial planning right now. It's not something I've thought about much.
  • I'm still not sure if it's something I need to prioritize right now. I have other financial goals I'm working towards.
  • I'm just not sure if I can afford life insurance or financial planning right now. I have a lot of expenses to cover.
  • I'm interested in what you're offering, but I've had bad experiences with other similar companies in the past. I'm just not sure if this is the right fit for me.
  • I'm worried about the initial investment. I'm not sure if I can afford it right now.
  • I'm concerned about market saturation. It seems like there are already a lot of representatives in my area.
  • I'm worried about the time commitment. I already have a full-time job and family responsibilities.
  • I'm not sure if I have enough experience or knowledge in finance or insurance to be successful in this.
  • I'm still hesitant. Can you provide some proof of the company's success and the earnings potential for representatives?
  • I want to think about it.
  • I'm still not sure if this is the right fit for me. Can I take some time to think about it?
  • Thank you for understanding. I'll definitely take some time to think it over and get back to you.
  • Thank you for being so patient and supportive. I'll definitely keep in touch.

This is intended for Licensed Associates for Training Purposes & Internal Use Only

General

Overview

When people give you ANY objections when recruiting, it’s usually because:

  • They do not believe someone like them can do it. (with that background, no experience, not from the “right” place, no one else is winning around them).
  • Low self esteem (don’t believe in themself, never did anything big, never won anything).
  • No confidence or maybe just introverted (at first).
  • They are simply happy, and content. OR they are one of the skeptics (you NEVER can expect who will be a skeptic or who won’t be).

Here are a few tips on how to best approach some of the most common objections:

  • Listen Actively: Understand the objection fully before responding. Active listening shows respect and helps you tailor your response accordingly.
  • Address Concerns Directly: Don’t avoid objections; instead, confront them head-on. This builds trust and credibility.
  • Provide Information: Offer relevant facts and figures about what we do and its benefits. Clear, accurate information can alleviate doubts.
  • Share Success Stories: People often feel more comfortable when they see others succeeding in similar situations. Share testimonials or success stories of individuals who have thrived in our company.
  • Highlight Training and Support: Assure potential recruits that comprehensive training and ongoing support plus dedicated mentorship are available. This shows your commitment to their success.
  • Emphasize Flexibility: Our opportunities offer flexible schedules and the ability to work from home. Highlight these benefits for those concerned about work-life balance.
  • Clarify Misconceptions: Address any misconceptions about our what we do and the regular MLM models. Educate potential recruits about how the business model works and the earning potential.
  • Build Rapport: Establishing a genuine connection can help overcome objections. Show empathy and understanding towards their concerns.
  • Follow Up: If someone raises an objection but isn’t ready to commit, follow up at a later date. Circumstances and perspectives may change over time.
  • Focus on Value: Help potential recruits see the value in what you’re offering. Explain how what we do can protect their loved ones financially and provide peace of mind.
  • Offer Solutions: If the objection stems from a specific concern, brainstorm potential solutions together. This collaborative approach demonstrates your willingness to work through challenges.
  • Highlight Personal Development Opportunities: What we do provides opportunities for personal and professional growth. Emphasize the training, skill-building, and leadership development programs available within the company.
  • Provide Third-Party Validation: Share industry positiong and leverage the power of our parent companies.
  • Demonstrate Long-Term Potential: Show potential recruits the long-term potential of building a successful business within our company. Discuss the possibilities for our income structure, their financial independence, and legacy building.
  • Address Risk Aversion: Some individuals may be hesitant due to a fear of failure or financial risk. Discuss strategies for minimizing risk, such as starting part-time or leveraging existing networks.
  • Be Authentic: Authenticity builds trust and credibility. Share your own or fellow company leaders experiences, both successes, and challenges, to illustrate that you understand where potential recruits are coming from.
  • Provide Clear Expectations: Transparency is key in recruiting. Be clear about what’s required in terms of time, effort, and financial investment, as well as the potential rewards.
  • Offer Additional Resources: Provide potential recruits with additional resources, such as informative articles, webinars, or presentations, to help them make an informed decision.
  • Respect Their Decision: Not everyone will be a good fit for our opportunity, and that’s okay. Respect their decision, regardless of whether they choose to join or not, and leave the door open for future discussions.

This is intended for Licensed Associates for Training Purposes & Internal Use Only

What do you do for work?

Getting your business going!

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  • Quick answer: I am a Financial Professional; I help people Make Money, Save Money, Retire Early, Get Out of Debt, and Save Money on Taxes!
  • More detailed: Great question! I am an independent financial professional that partners with over 150 of the top A rated companies in the industry to provide the best solutions for our clients. Companies like Nationwide, Pacific Life, and Transamerica, are integrated into our platform backed by a Fortune 500 company, Aegon, Have you heard of them?
  • If they don't know who we are: That’s okay! They are larger than IBM, Coca Cola and Walt Disney combined! But you know I do have to run to a meeting but would love to answer more of your questions and get you some more information on how exactly we help our clients.
  • Next Step: How about I send you my contact information/phone number... (Pull out your phone) Is it a "123" area code? Get their phone number.

YOU

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This is intended for Licensed Associates for Training Purposes & Internal Use Only

What is it? / Who are you?

Getting your business going!

Getting your business going!

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  • Option 1: I’d love to explain it all, but I’m still new and wouldn’t want to say the wrong thing. Basically, we provide financial education, and show families how to make, save, and keep more of their money.
  • Option 2: The company’s name is World Financial Group, and our mission is to help educate people about how money works and how they can protect their families financially.
  • Option 3: The name of the company is World Financial Group. We’re a Transamerica/Aegon company.
  • Option 4: We provide financial education workshops that teach people how money really works. I chose them so I could learn how to make more and keep more of my money.

This is intended for Licensed Associates for Training Purposes & Internal Use Only

Send me some Information

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  • Option 1 (after a 1 on 1 presentation): I’m glad you want to think about it and make the right decision for your family’s future. Is there any part of the strategy you’re concerned with? Do you have any concerns about what we’re trying to accomplish?
  • Option 2: I’d love to. There is a ton of information. Basically, we teach people how money really works. I’d love for you to talk with my trainer so he can answer all of your questions and explain how we protect families financially.
  • Option 3: I’d love to, but I’m not sure what to send you. This company is about teaching normal people like us how to make and keep more of their money. I just want you to hear the concepts and see what you think. I trust them – that’s why I chose them.
  • Option 4: I’d love to. The meeting is to share how we help families financially, and you can see what might apply to you. Then I’ll get you the specific information you’re looking for.

This is intended for Licensed Associates for Training Purposes & Internal Use Only

I know someone who said the

insurance company never

paid them after a death.

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  • The insurance industry is highly regulated.
  • If someone died and their policy was up to date, the odds are that the insurance company paid the claim. I’ve found that sometimes people don’t want everyone to know they just received a lump sum from an insurance policy, so they may say there was no policy or the policy was not paid.

This is intended for Licensed Associates for Training Purposes & Internal Use Only

What if the insurance company

closes down?

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  • The companies I represent are all well-known and have been in business for many years. Furthermore, the financial health of insurance companies is regularly monitored and there are procedures in place in each State/Province(for Canada) that help protect consumers should an insurance company fail.

This is intended for Licensed Associates for Training Purposes & Internal Use Only

Is this a pyramid?

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  • Option 1: No. Not sure what you mean by a pyramid. We are in the financial services industry, and we offer financial education on how to make, keep, and grow money.
  • Option 2: Actually, we’re not, we are a Transamerica/Aegon company. They have a great approach to helping people like you and me learn about money and protecting our families.

This is intended for Licensed Associates for Training Purposes & Internal Use Only

Is this Primerica?

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  • Option 1: We’re not. The company’s name is World Financial Group. We are a Transamerica/Aegon company and our mission is “no family left behind.” I chose them because, like me, most people are not financially educated. Most of us live paycheck to paycheck, and I don’t want to worry about money.
  • Option 2: No. The name of the company is World Financial Group. We are a Transamerica/Aegon company.

This is intended for Licensed Associates for Training Purposes & Internal Use Only

Is this an MLM?

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  • Option 1: We provide financial education workshops that teach people how money really works. I just started with them with the goal of learning about how to make more and keep more of my money.
  • Option 2: We are an agency and brokerage platform. We are set up very similar to a real estate brokerage. Does that make sense?

This is intended for Licensed Associates for Training Purposes & Internal Use Only

I want to discuss it with my dad/wife/significant other.

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  • It’s fantastic you have a resource to talk things over with. After you speak with them, it would be great if we all could meet.

Don’t be discouraged when your prospect wants to include someone in the meeting who may influence their decision-making. As one agent noted, “I don’t want to offend anybody so I compliment them on having that resource available to them. I’m also not worried about what they will find, we’re strong and solid enough to stand anyone’s scrutiny. However, I do want to get everyone together because it could lead to a second prospect.”

This is intended for Licensed Associates for Training Purposes & Internal Use Only

I have to check my schedule.

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  • Sure! If one day this week WOULD work for you, what day do you think that would be?
  • Would that afternoon or evening be better?
  • Great, double check that works, but I’ll see you then.
  • Sounds good?

YOU

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I don’t have the $125

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  • Option 1: I’m sorry... In order to hit the goals you mentioned to me, if not this business, what other options do you have?
  • Option 2: Do you have an emergency credit card?
  • Option 3: How does that make you feel?
  • Option 4: Why not?

This is intended for Licensed Associates for Training Purposes & Internal Use Only

"I'm not really sure if I need life insurance or financial planning right now. It's not something I've thought about much."

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  • Totally understandable! Many people don't think about these things until they're faced with a significant life event. Let me share a quick example with you. Imagine you're the primary breadwinner in your family, and something unexpected happens to you. Without adequate life insurance or a financial plan in place, your loved ones could be left struggling to make ends meet. It's not a pleasant thing to think about, but it's essential to consider how we can protect ourselves and our families financially. Even if you're young and healthy, it's never too early to start planning for the future. I'm here to help you explore your options and find a solution that fits your needs and budget.

YOU

This approach acknowledges the prospect's hesitation while gently highlighting the importance of life insurance and financial planning. By framing the conversation around the prospect's specific circumstances and concerns, you can demonstrate the relevance and value of your services, making them more likely to consider joining, becoming a client, or both.

This is intended for Licensed Associates for Training Purposes & Internal Use Only

"I'm just not sure if I can afford life insurance or financial planning right now. I have a lot of expenses to cover."

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  • I hear you. It's essential to manage your expenses wisely, especially with so many financial obligations. Let me ask you this: have you ever considered the potential cost of not having adequate coverage or a solid financial plan in place? Sometimes, the upfront investment in life insurance or the appropiate financial strategy can save you from much larger expenses down the road. Think of it as an investment in your future financial security. Plus, with our company, we offer a range of affordable options and flexible plans to make it easier for you to get the coverage and support you need without breaking the bank. It's all about finding the right balance between your current expenses and your long-term financial goals.

YOU

This approach acknowledges the prospect's financial concerns while highlighting the importance of prioritizing financial security. By framing life insurance and financial planning as valuable investments rather than additional expenses, and by emphasizing the affordability and flexibility of your company's offerings, you can help alleviate the prospect's worries and demonstrate the value of joining, becoming a client, or both.

This is intended for Licensed Associates for Training Purposes & Internal Use Only

"I'm interested in what you're offering, but I've had bad experiences with other similar companies in the past. I'm just not sure if this is the right fit for me."

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  • I completely understand your concern. It's important to be cautious, especially when considering opportunities like this. Let me assure you that our company operates with integrity and transparency. We're not just about sales; we're about building long-term relationships with our clients and helping them achieve financial security. We provide extensive training and support to all our representatives to ensure their success, and we're committed to helping you every step of the way.

This is intended for Licensed Associates for Training Purposes & Internal Use Only

"I'm worried about the initial investment. I'm not sure if I can afford it right now."

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  • I completely understand your hesitation. Investing in your future can be intimidating, but it's also incredibly rewarding. The initial investment is actually quite modest compared to the potential earnings and the value of the products and services you'll be offering. Plus, we have flexible payment options available to make it more manageable for you. And remember, you're not alone in this journey. We'll be here to support you and help you recoup your investment as quickly as possible.

This is intended for Licensed Associates for Training Purposes & Internal Use Only

"I'm concerned about market saturation. It seems like there are already a lot of representatives in my area."

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  • That's a valid concern. While it's true that there may be other representatives in your area, it's also important to remember that there's always room for dedicated and motivated individuals to succeed. Our products and services are in high demand, and our training will equip you with the skills and knowledge you need to stand out from the competition. Plus, we have a proven track record of helping our representatives thrive, even in competitive markets. With the right attitude and determination, you can create your own success story.

This is intended for Licensed Associates for Training Purposes & Internal Use Only

"I'm worried about the time commitment. I already have a full-time job and family responsibilities."

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  • I completely understand where you're coming from. Many of our representatives have busy lives outside of their work with us, and we respect that. One of the great things about our business model is its flexibility. You can work as much or as little as you like, and you can do it on your own schedule. Whether you have just a few hours a week to spare or you're looking to make this your primary focus, we'll work with you to find a balance that fits your lifestyle. Plus, our training is designed to be efficient and effective, so you can make the most of your time and see results sooner.

This is intended for Licensed Associates for Training Purposes & Internal Use Only

"I'm not sure if I have enough experience or knowledge in finance or insurance to be successful in this."

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  • You don't need to be a financial expert to succeed in our business. In fact, many of our most successful representatives came from various backgrounds and had no prior experience in finance or insurance. We provide comprehensive training that covers everything you need to know, from product knowledge to sales techniques to building and managing your business. Plus, you'll have access to ongoing support and resources to help you continuously improve and grow. What matters most is your passion, drive, and willingness to learn. With those qualities, you can achieve success in this industry, no matter where you're starting from.

This is intended for Licensed Associates for Training Purposes & Internal Use Only

"I'm still hesitant. Can you provide some proof of the company's success and the earnings potential for representatives?"

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  • Absolutely. I understand the importance of seeing concrete evidence before making a decision. Our company has a proven track record of success, with numerous testimonials and success stories from our representatives who have achieved significant financial success and transformed their lives through our business opportunity. We can also provide you with detailed information about our compensation plan, including average earnings for representatives at various levels of the organization. Ultimately, your success will depend on your dedication, effort, and willingness to follow our proven system, but we're confident that with our support and resources, you can achieve your financial goals and more.

This is intended for Licensed Associates for Training Purposes & Internal Use Only

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  • Option 1: I’m glad you want to think about it and make the right decision for your family’s future. Is there any part of the strategy you’re concerned with? Do you have any concerns about what we’re trying to accomplish?
  • Option 2: Just curious, what part do you want to think about? Is it how you are going to be helping people, or about how you will make money?

This is intended for Licensed Associates for Training Purposes & Internal Use Only

"I'm still not sure if this is the right fit for me. Can I take some time to think about it?"

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  • Of course, I completely understand that this is a big decision, and it's important to take the time to consider all your options. I'm here to answer any further questions you may have and provide any additional information you need to make an informed decision. Whether you decide to join us now or later, know that we'll be here to support you every step of the way. Feel free to reach out whenever you're ready, and we can discuss your next steps.

YOU

By acknowledging the prospect's need for time to make a decision and offering ongoing support and assistance, you demonstrate your commitment to their success and create a positive impression of your company and its values. This approach encourages open communication and helps build trust, ultimately increasing the likelihood that the prospect will choose to join our company, become a client, or both when they're ready.

This is intended for Licensed Associates for Training Purposes & Internal Use Only

"Thank you for understanding. I'll definitely take some time to think it over and get back to you."

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  • Absolutely, take all the time you need. Making a decision like this is important, and I want you to feel confident and comfortable with whatever choice you make. Remember, I'm here to support you and answer any questions you may have along the way. Whenever you're ready to move forward or if you just want to discuss things further, feel free to reach out. I'm here to help in any way I can.

YOU

By expressing understanding and offering ongoing support, you leave the door open for the prospect to reach out when they're ready to make a decision or if they have any further questions. This approach fosters a positive relationship and increases the likelihood that the prospect will consider joining our company, becoming a client, or both in the future.

This is intended for Licensed Associates for Training Purposes & Internal Use Only

"Thank you for being so patient and supportive.

I'll definitely keep in touch."

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  • You're very welcome. I appreciate your time and thoughtful consideration. Whenever you're ready to take the next step or if you have any questions at all, don't hesitate to reach out. I'm here to help in any way I can, and I look forward to potentially welcoming you to our team in the future. Take care, and I'll talk to you soon.

By expressing gratitude for the prospect's consideration and reiterating your availability for support, you maintain a positive connection and leave the door open for future communication. This friendly and supportive approach can leave a lasting impression and increase the likelihood that the prospect will ultimately choose to join our company.

This is intended for Licensed Associates for Training Purposes & Internal Use Only