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Helping people move past doubts and hesitation
Everyone has questions or concerns — about time, money, trust, or ability. Mastering objections teaches you how to respond calmly, ask the right questions, and guide people through uncertainty so they can make confident decisions.
One of the major reasons people wash out of Primerica is they get objections and are incapable of overcoming even the most basic concerns.
If you master how to overcome the most common objections, your ratios will improve radically. You won't recruit or sell everyone—but your success rate will skyrocket.
By improving this skill, your confidence that you could actually do this business and succeed will soar. When we feel confident we can do something, we are much more likely to put the effort forward to do that thing.
Mastering objections also has an added benefit: it reduces rejection radically. If you learn the art of asking questions, you will rarely be rejected. We get rejected most often because our skill level is too low.
Master objection handling and your conversion ratios will improve radically. More presentations close, more people join, and your income accelerates.
When you know how to handle objections, you feel confident that you could actually do this business and succeed. Confidence becomes contagious.
Learn the art of asking questions, and you will rarely be rejected. Rejection happens most often because skill level is too low.
As you master this skill, objections become fun. You enjoy the challenge and look forward to turning concerns into opportunities.
Until you can reflexively overcome the most common objections, you will never be a great trainer. Master this skill to elevate your team.
Follow this proven three-step framework to professionally overcome any objection and confidently move the conversation forward.
Acknowledge their concern
Start by validating their objection. Show them you understand and respect their concern. This builds trust and shows you're listening.
"I understand that concern. That's a great question and I appreciate you bringing it up."
Provide clear information
Give a concise, clear answer to their objection. Provide facts, benefits, or perspective that directly addresses their concern without being pushy.
"Here's how that actually works... The reality is that most agents find this part to be one of the easiest."
Move to action
After answering their concern, confidently guide them to the next step. Assume they're ready to move forward and let's begin the process together.
"Great! Let's go ahead and start the process. Here's what we'll do next..."
Acknowledge their concern
Start by validating their objection. Show them you understand and respect their concern. This builds trust and shows you're listening.
"I understand that concern. That's a great question and I appreciate you bringing it up."
Provide clear information
Give a concise, clear answer to their objection. Provide facts, benefits, or perspective that directly addresses their concern without being pushy.
"Here's how that actually works... The reality is that most agents find this part to be one of the easiest."
Move to action
After answering their concern, confidently guide them to the next step. Assume they're ready to move forward and let's begin the process together.
"Great! Let's go ahead and start the process. Here's what we'll do next..."
Mastery comes through practice and commitment. Follow this progression to develop reflexive objection handling skills.
When someone raises an objection, truly listen to what they're saying. Ask clarifying questions to understand the real concern beneath the surface.
Rather than immediately defending or selling, ask thoughtful questions that help them work through their own doubts and concerns.
Share stories of others who faced the same objection and overcame it. Real-world examples are powerful proof that people can succeed.
Listen to audio training repeatedly until you can overcome common objections without thinking. Practice until it becomes second nature.
As your skill level increases, objections become easier to handle. Keep practicing and things become more fun and easier over time.
As you raise your skill level in anything, that thing gets easier and easier and actually becomes fun. Once you master objection handling, you will enjoy the objections and the challenge of overcoming them.
The bottom line: Until you can reflexively overcome the most common objections, you will NEVER be a great trainer, and that will slow down your progress. So commit to JUST DO IT!
Keep these principles in mind as you develop your objection handling skills.
Rejection happens most often because our skill level is too low. Focus on raising your skill through practice and training.
When you know how to do it professionally, objections are merely amusements. Your confidence becomes your greatest asset.
Learn to ask the right questions. This is the art of objection handling. When you master questioning, rejection becomes rare.
You must be able to overcome common objections reflexively without thinking. This takes repetition and commitment to mastery.
When you know how to handle objections professionally, they're merely amusements, not obstacles. Your calm confidence and professional responses become more attractive than desperation.
Listen to Hector La Marque's overcoming objections audio 100 or more times until you can overcome the most common objections reflexively without having to think about what you need to say next. This repeated practice is what separates professionals from amateurs.
The more you practice, the more confident and natural you'll sound. Eventually, objection handling becomes a conversation, not a reaction.
Listen to and watch expert training on overcoming objections. Repetition is key—commit to consuming this content multiple times to develop reflexive mastery.
A comprehensive collection of overcoming objections training. Listen repeatedly until you can overcome common objections reflexively.
Video training on overcoming objections from Hector Lamarque. Watch and study to develop your skills.
Learn how to overcome objections specifically related to life insurance closes. Master the techniques to move prospects forward confidently.
Don't see objections as failures. They're opportunities to develop your skills and help people work through legitimate concerns.
Master the art of asking questions. This approach helps people come to their own conclusions and builds trust more effectively than aggressive selling.
Commit to listening to training materials multiple times. Repetition builds muscle memory and confidence until objection handling becomes second nature.
As you improve, objections become easier and more enjoyable to handle. Continuous improvement in this fundamental skill transforms your entire business.
Start listening to the audio training resources today. Commit to repetitive practice until you can handle common objections reflexively. Remember: your skill level directly impacts your success.