Can asking right questions be the answer Do you agree or disagree with the following statement: “Your value as a FEG producer or recruiter and the size of your weekly wire transfer into your bank account is determined more by the amount of information you obtain than by the amount of information you present?”

1. Overcoming concerns or objections
Jacob Belt, Vice President
Freedom Equity Group
March 1, 2014

2. Now What?
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 You did the seven magic words, they’ve seen the video,
they’ve agreed to a meeting, you’ve taken them through
the orientation power point now what????
 Can asking questions be the answer?
 Do you agree or disagree with the following statement:
“Your value as a FEG producer or recruiter and the size of your
weekly wire transfer into your bank account is determined more
by the amount of information you obtain than by the amount of
information you present?”
 Obviously the answer is the information we obtain is
more important;

3. Advanced Listening and Questioning
Techniques
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 What are some of the NEGATIVE consequences of NOT
qualifying a prospective FEG partner?
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Wasted time,
Frustration,
Hopeful that something good will happen,
You believe you have something you don’t,
You leave the field,
Etc...etc…etc…
Agony of Defeat!

4. Advanced Listening and Questioning
Techniques
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 Are there any positive consequences to NOT
qualifying a prospective FEG partner?
Obviously NO there isn’t
 How do you go about qualifying or disqualifying a
FEG Associate or Customer to our opportunity?
 You’ve done the seven magic words, they’ve seen
the video, they’ve agreed to a meeting, you’ve taken
them through the orientation power point?
 How do we find their why?

5. Summarize
 information….. or
By GIVING them more
GETTING more information?
 We can make the best use of our time in FEG by qualifying people
before we move forward.
 Qualifying or disqualifying a person is accomplished by gathering
information vs giving information.
 The negative consequences of not qualifying people far out weights
the positives
 Correct?
 Since we all seem to agree on the above. Why do you think we find
it easier to answer questions or respond to a stall or objection by
explaining our thoughts on the matter?

6. Childhood Conditioning
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Parents teachings…
”speak when spoken to”
Mother’s admonitions….”stop asking so
many questions” or “don’t make a pest of
yourself”
Teacher’s…. stroke for answering a question.

7. Why?
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 How many hours in a year?
8760
 Between the ages of birth thru 10 years old, we were stuck
in the submissive early childhood programing from the
authority figures in our lives “speak when spoken to world”
 In 10 years time that is 87,600 hours minus the 30,000 we
slept leaving 57,600 waking hours where you were drilled
to answer questions when asked, speak when spoken to
etc.

8. Reinforcement

 Now I’m here to inform you that in this one hour I
want you to override that impulse and ask questions
in response to a question a statement or an objection!
 Probably not going to happen, but we have to start
somewhere!
 Let’s take a look at some common stalls and
objections team members have been accumulating!

9. Common Objections
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I need to think about it.
I don't have any money.
I need to talk it over with someone.
Can you send me a proposal?
I don't have the time.
Insurance and Annuities I was told were....
I'm already working with someone.
I'm not interested.
How come I'm never heard of this before?
I can do better in the __________ (Market or Roth)
I believe in buy term and invest the difference.
Suze Orman/Dave Ramsey says ..."
Insurance is too expensive

10. Why did they Ask?
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WHY do you think they ask or
made these statements?
 Oh Suzy said because they are confused.
 Harry said because they really believe what they said.
 Mikey said their just working you.
 Mel said they’re telling you the truth
 Lucy said they don’t know enough about FEG’s products

11. Crystal Ball?
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Does everyone feel that each human being in the world is truly
unique?
There are 7 Billion people in the World each with its own set of
DNA!
I mean they can put you in jail based on your DNA correct so we
are all unique individuals.
How can you possibly know why a person asks any question?
The old assume…Ass.U.Me

12. “I” Centered
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 The number one problem in sales and for that matter
society in general is “I” centered behavior and beliefs.

13. What’s the Solution?
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Responding to a question or statement with a question!!
 Prospect: Insurance is expensive!
 FEG; you must have brought that up for a reason?
 Prospect: I’ve looked at it in the past and the quotes were
outrageous. I have a lot of bills right now. I am not sure
what I could afford.
 This is called the strategy of reversing answering a
question with a question; the reason for the strategy
is two fold

14. Two Fold Answwer
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 First it enables you to discover the reason for the question
or statement- the real intent of the statement/question.
 Secondly it enables you to gather more information! Because
when reversed the an individual will usually refine or
redefine their original question giving you more
information; remember how we qualify and disqualify?
 Sound a little rough, like maybe the person you’re
reversing will catch on to you? First off the prospect will
never see the reverse when they are emotionally involved.

15. Softening Statements
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I appreciate that
I understand
Good question
Good point
I’m glad you asked
Everybody ask that
A lot of people ask that
I see
That sounds important to you
I hear you
Interesting question
That makes sense

16. Role Play

 Al; Why haven’t I heard of this before?
 Jake: Good Question- you must have brought that up for
a reason?
 Al; Well yes I did, I’ve been looking into insurance items
and haven’t come across this before.
 Jake; The IUL?
 Al; Yes
 Jake; Why do you think you haven’t come across it?
 Al; well sometime I think my existing guy isn’t very
bright so maybe it’s him!!!lol I don’t think he even
knows I’m still his client because I haven’t heard from
him in years!!

17. Role Play
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 How was the objection handled?
 We gathered more information rather than jumping to
answer the question.
 Al answered his own question.
 There is only one person qualified to address the objection…..
The Prospect!

18. Score Card
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Al: 57 words
Jake: 22 words
Remember to qualify or
disqualify… we gather
information!

19. Softening Statements- Reverses
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Let’s put a few together!!!
 I appreciate that- You must be telling me that for a
reason
 I understand- Is that a big concern of yours?
 Good question- Why did you just ask me that just
now?
 Good point—If you were me what would you do?
 I’m glad you asked-If we could provide that what
would be the next step

20. Softening Statements- Reverses
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 Everybody ask that- why is that important to you?
 I see- and you’re pointing that out because?
 That sounds important to you
 I hear you-if you were me what would you do?
 Interesting question- I’ll have to get back to you,
help me, Why did you ask it?
 That makes sense- I get the feeling?

21. Objections & Answers
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 I need to think about it.
 I appreciate that you must have brought that up for a reason?
 I don't have any money.
 I see you must have brought that up for a reason?
 I need to talk it over with someone.
 I understand you must have brought that up for a reason?
 Can you send me a proposal?
 That makes sense you must have brought that up for a reason?
 I don't have the time.
 A lot of people say that you must have brought that up for a reason?
 Insurance and Annuities I was told were bad.
 Interesting you must have brought that up for a reason?

22. Objections & Answers
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 I'm already working with someone.
 I hear you and you have brought that up for a reason?
 I'm not interested.
 So it’s over you’re not interested?
 How come I'm never heard of this before?
 I hear that a lot and you must have brought that up for a
reason?
 I can do better in the stock market.
 I appreciate that you must have brought that up for a reason?
 I believe in buy term and invest the difference.
 Help me understand you must have brought that up for a
reason?
 Insurance is too expensive
 I appreciate that you must have brought that up for a reason?

23. The New Way
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 Gathering information is the key, take coppice notes in
their words, don’t be afraid to say that’s a new one I’ll
have to get back to you on that.
 Your job is to gather information and bring it back to the
team and come back with recommendations.
 Slow down, sales people as a group, go to fast thinking
that they need to have an answer to every question.
 Pause…when you’re interacting with a prospect take a
second to pause and gather your thoughts and respond
appropriately.