Mastering the Conversation
Objections aren't rejections—they're requests for more information.
The Golden Rule: Feel, Felt, Found
When someone gives you an objection, use the Feel, Felt, Found method:
1. "I know how you FEEL..."
2. "I FELT the same way when I started..."
3. "But what I FOUND was..."
The 'I don't have enough time' Objection
Pro Tip: Acknowledge that time is exactly why they should do this.
I'd love to do this, but I just don't have any extra time.
I completely understand. In fact, most of the people I work with started because they wanted to have MORE time for their families and themselves.
If I could show you how to build this in just 5-10 hours a week using our proven systems, would you be open to seeing how that works?
The 'I don't have the money' Objection
Pro Tip: Show empathy and pivot to the solution.
This sounds great, but I can't afford the startup cost right now.
I totally get it. Many of our top leaders were in that exact same position when they started. That's actually the best reason to get started—to change that situation.
If we could put together a plan to help you earn that investment back in your first 30 days, would you be interested in learning how?
The 'Is this one of those things?' (Pyramid) Objection
Pro Tip: Stay calm, clarify, and educate.
Is this one of those pyramid things?
That's a great question! What exactly do you mean by 'one of those things'?
You know, where only the people at the top make money.
Actually, it's the exact opposite. LegalShield has been in business for over 50 years and is a multi-billion dollar company. We are a direct sales company where anyone can out-earn their sponsor based on their own effort. Does that make sense?
The 'I need to think about it' Objection
Pro Tip: Respect their process but keep the door open.
I need some time to think about it.
I appreciate that. I'm a 'thinker' too. Just so I'm clear, what specifically do you need to think through? Is it the business model, the products, or something else?
Why don't we do this: I'll send you a short video that covers [Specific Area]. When should we reconnect to see if it answered your questions?
Practice Makes Perfect
Don't just read these—practice them with your sponsor or mentor until they feel natural.