One of the most common forms of “training” offered to members of multi-level marketing companies (also known as direct sales, pyramid schemes, dual marketing, networking marketing, etc) is Overcoming Objections. Why is that such a key? Because all of the ones that I’ve seen have overpriced, underperforming products, and consumers are usually pretty quick to see that.
So distributors, agents, representatives, or whatever they’re called must be skilling in overcoming every single objection you could have. In Mary Kay, consultants are trained: “No does not mean no. It means that she needs more information.” Clearly, the only answer that is accepted is “yes.”
United First Financial trains its “agents” in the fine art of overcoming objections, and today I’m going to share with you a couple of them.
The software costs too much. $3,500 is a lot of money.
(Those who say this are exactly right. Consumers could do for free what this software does, even though they want you to believe it’s magic math that helps you pay off your mortgage. It’s not magic math. It’s simply payment of your mortgage above and beyond your regular monthly payment.)
First of all, people are realizing tens, and even hundreds of thousands of dollars in savings by utilizing the MMA program. Even if they are able to save as little as $35,000, that is a 1000% return on their initial investment in the form of interest savings. If your customer were to save $350,000, that is a 10,000% return on investment, in the form of interest savings. Realizing that type of savings over a twelve year term is an 833% annual return, again in the form of interest savings. To top it off, the program is guaranteed as long as your customer’s monthly income and expenses stay within the guidelines of the initial Money Merge Analysis.
In our experience, the average client realizes over $3,500 in future interest savings by using the MMA program in a matter of 3-5 months. This means that your customer will most likely realize an interest savings that was greater than the $3500 original investment.
It is very important to point out that the $3500 is not paid out of the client’s checking account, but is usually paid directly from the HELOC. In other words, the bank is lending them the money for the MMA program. This payment should not result in any change to your customer’s current lifestyle in any way. This is not unlike rolling the cost of refinancing a mortgage into the loan with the exception that with the MMA, we are not incurring additional long term debt, but showing your customer how to become debt free in one third to one half the time.
This is probably a good time that I can save you $20,000 in interest without you paying me a cent. Even more can be saved (for free!) by simply paying extra money toward your mortgage each month. These figures in the script sound impressive, but they’re simply window dressing. This program does nothing that a consumer can’t do without it.
I can do this myself.
(Of course you can. I’ve been telling readers this all along. The program doesn’t save you money. Simple prepayment of your mortgage does. You don’t need to waste $3,500 to pay off your mortgage early.)
You might if you were programmed and conditioned to calculate the exact amount of money to be transferred to your primary mortgage each and every month. The MMA program is set up so that the maximum amount of funds are sent to principal, while the least amount is paid in interest. The MMA is a finely tuned system that is maximizing the power of your money. There is much more involved than just taking your discretionary income and applying it to your first mortgage each month. Using the MMA Program will accelerate the payoff much faster than a monthly transfer to principal. Please do not underestimate the power of the program.
Also included in the system is a real time “Financial Dashboard” that continually gives you feedback every time you make an entry into the software. This allows you to make better decisions when it comes to capital expenditures and planning for a better future.
In a nutshell, the MMA program helps your customer develop better spending habits. For example, ask them if they are where they want to be financially. If not, why? It is most likely because they are not conditioned or programmed to send extra money to their mortgage company. They need the MMA. The majority of clients who have been on the MMA program for over two years are still on the program, and in most cases are ahead of their projected schedule. The MMA program does in fact help people change the way they look at becoming debt free in a positive and rewarding way.
The MMA not only offers our customers an interest cancellation program, but generally offers them a reserve of funds that can be accessed in case of an emergency.
Of course the powers that be must tell you that there’s fancy math involved here. You wouldn’t pay $3,500 if you didn’t think it was fancy. So the United First Financial people direct you to do a money shuffle each month that saves you a few dollars… .literally. The real savings is from the prepayment, not this “optimal timing” nonsense.
But don’t take my word for it. Professor Jack Guttentag (very smart man) has determined that you’ll save a couple of hundred dollars a year with the money shuffle. The real savings comes from…. drum roll…. the simple prepayment of the mortgage. In Australia, lawmakers have determined that these debt reduction programs are essentially sold based on a bunch of lies.