In a post from the archive, David Knox offered a simple formula for handling recruiting objections more effectively.
The formula follows the acronym P-A-I-D:
Pause. When you first hear an objection, listen and let it sink in fully.
I really want to work with you and your company, but the other broker I spoke with is offering a higher split.
Just letting a few seconds pass makes the other person feel heard.
Acknowledge. Restate the person’s objection in your own words.
OK. So, you’re saying you’re interested in both companies, but the split is an issue for you. Is that right?
This affirms the other person’s position as reasonable and gets them to let their guard down.
Isolate. Separate the objection and compare it to the more complex parts of the decision.
Other than the commission issue, how do you feel about your company and what we have to offer?
You’re helping them see the bigger picture by isolating and minimizing their objection.
Discover. Ask one or more questions that reveal new ideas and possibilities.
You just told me our company has better support, tech, marketing, and training than the other company. Is it possible you’d make more personal income by utilizing these benefits despite paying a higher split?
This objection-handling framework keeps you from appearing defensive and helps you steer your prospects to the desired result.
You can only really win if the prospect talks themselves out of the objection.
