Ask for the business · Invite the recruit
Stop selling.
Start recommending.
Use the same approach after an FNA or an opportunity overview: understand what matters, recommend the right next step, ask clearly, and let the person decide.
Selling is not something you do to someone. It is something you do for them. Shift your mindset from “selling” to “recommending.” Tell the client or recruit what you would do in their shoes, based on what they told you.
How to think
Recap their life—not your presentation.
Repeat their goal, deadline, and current gap. Be specific enough that they know you listened.
Make sure you got it right.
Ask, “Did I get that right?” Let them confirm or correct your understanding.
Ask permission, then recommend.
“Would it be okay if I gave you my recommendation?” Then tell them clearly.
Ask, then stop talking.
Guide without pushing. Give the person room to answer honestly.
What it sounds like
Keep the recommendation language the same. Use the client or recruiting line where shown.
1
Review · Goal + deadline + gap
Client: “Based on our conversations, you told me you want to protect your family, get out of debt within ten years, and have the choice to stop working at 55. Looking at where things stand today, your current plan does not fully get you to all three goals.”
Recruit: “Based on what you told me, you want to have enough saved to stop working at 65. The numbers show a gap between what your current plan may provide and what you said you will need, and you do not currently have another plan for closing that gap.”
Use only the goals, dates, and gaps the person gave you or the FNA established.
2
Check your understanding
“Did I get that right?”
Wait. If they correct something, update the recap before continuing.
3
Ask permission
“Would it be okay if I gave you my recommendation?”
Wait for their answer. When they say yes, continue.
4
Recommend
“Based on what you’ve told me, this is what I would recommend that you do.”
[State the client recommendation—or the next recruiting step that fits what the person wants.]
5
Confirm
Client: “Based on everything we’ve discussed tonight—does this plan make sense to you?”
Recruit: “Based on everything we’ve discussed—does this opportunity make sense to you?” Then wait.
6
Ask for the next step
Client: “Great. So the next step would be to get the application started so we can put this plan in motion. Does that sound like the right move?”
Recruit: “Great. So the next step would be to start the approved recruiting and licensing process. Does that sound like the right move?”
7
Wait
Stop talking. Let them answer.
Yes: “Perfect—let’s get that started now.” Hesitant: “What part are you unsure about?”
When a client or recruit hesitates
Do not fight the objection.
Understand it.
An objection is usually a question, a missing piece, or a concern that has not been said clearly. Your job is to understand it—not overpower it.
Good recommendation selling prevents many objections. If you asked good questions, connected the recommendation to what matters, explained the next step, and asked clearly, there should not be much left to overcome.
ACKNOWLEDGE → CLARIFY → LISTEN → ANSWER → RECOMMEND AGAIN
How to handle it
1
Acknowledge it.
Stay relaxed. “That’s fair” or “I understand” keeps the conversation open. Do not argue or become defensive.
Clarify it.
Ask one short question: “What part are you unsure about?” Do not assume you know what they mean.
Listen for the real issue.
Let them finish. The first objection may be a polite cover for time, money, trust, fear, or missing information.
Answer only that issue.
Keep it short and truthful. Ask questions when needed. Never invent an answer, promise an outcome, or talk past the concern.
Check that it is resolved.
Ask: “Does that answer your concern?” If not, listen again. Handle one issue at a time.
Recommend the next step again.
Return calmly to what you recommend. Ask clearly, then stop talking. Respect their final answer.
A few common objections
Client: “I need to think about it.”
Find out: What specifically is still unclear—fit, cost, trust, timing, or the next step?
Client: “I can’t afford it.”
Find out: Is it truly outside the budget, or is the value not clear? Never pressure someone beyond their budget.
Recruit: “I’m too busy.”
Find out: Is there no time at all, or are they unsure the opportunity deserves time? Reconnect to the reason they showed interest.
Recruit: “I can’t sell.”
Find out: Are they afraid of pressure, rejection, or not knowing what to say? Explain the training and support accurately—without promising success.
Recruit: “Is this a pyramid?”
Find out: What have they heard or experienced? Answer directly using approved facts about the business. Do not dismiss the question.
Either: “I need to talk to someone.”
Find out: Who needs to be involved and what that person will want to know. Offer to include them in a clear follow-up conversation.
Coach the process, not clever answers
Practise hearing an objection without reacting. The coach watches for five things: calm tone, one clarifying question, full listening, a short honest answer, and a clear recommendation of the next step. If objections keep repeating, go back and improve the questions, presentation, or recommendation.