06/29/2026: Agency Sales w Aaron Brewer

Aaron Brewer

14d (edited) • General 🌎

Agency Sales w Aaron Brewer been uploaded in the course!

Here’s the recap of what we went over if you missed it:

🚀 Reframing Fear Objections with Identity-Based Selling

🌟 Wins to Kick Off

One member booked their first appointments after getting back into sales and landed a $500 upsell from a paused client.
Another member shared that he recently got into a new relationship, leading to a fun discussion about confidence, qualification, and commitment.
Great participation throughout the session with members asking thoughtful questions and workshopping real sales scenarios.

🖥️ Training / Coaching Highlights

Today's training focused on how to reframe fear objections instead of trying to overcome them.
Aaron explained that objection handling only works after completing the SIVR process:

Clarify
Isolate
Validate
Reframe

Before attempting any reframe, you must identify whether the real objection is:

Trust
Fear
Urgency

The biggest lesson: people don't buy because you argue them into it—they buy when they recognize the decision aligns with who they already believe they are.

🎯 Frameworks & Strategies

The 7-Step Fear Reframe Framework

Introduce a parallel situation they've already experienced.
Ask what they did in that situation.
Ask how it turned out.
Challenge why they didn't choose the safer option.
Label the identity they demonstrated.
Connect that past decision to the decision they're making now.
Present two identity choices and ask which one matches who they are.

Examples of Parallel Scenarios

Leaving a stable job to start a business.
Becoming a real estate agent.
Getting married.
Running a marathon.
Booking wedding vendors early.
Filling up a gas tank before it's empty.

The key is choosing scenarios where you already know they made the right decision.

🧠 Mindset Lessons

What they say is gospel. What you say is garbage.
Great closers don't convince people—they help prospects convince themselves.
People don't buy features or benefits.
People buy decisions that match their identity.
Don't try to create a new identity for the prospect.
Help them remember the person they already are.
You're not overcoming objections—you're changing the way they view the decision.

🛠️ Group Q&A Highlights

What if someone has both trust and fear objections?

Handle one objection at a time.
Follow the priority:

Trust
Fear
Urgency

Run the CIVR framework for each objection before moving to the next.
How do you know which parallel scenario to use?

Gather these stories during discovery.
Ask about previous careers, major life decisions, marriage, business decisions, or other meaningful experiences before reaching the close.

How do you create urgency reframes?

Use examples that naturally involve timing:

Seasonal businesses
Market opportunities
Wedding planning
Running out of gas

Show that they already understand acting early creates better outcomes.
Once they identify with the right identity, how do you close?

Don't restart the sales process.
Move confidently into onboarding or payment with an assumptive close.

📚 Resources Mentioned

The Objection Black Book

Aaron's internal resource featuring 100 objection-handling word tracks and frameworks for different objection types.

💬 Memorable Quotes

"What they say is gospel. What you say is garbage."
"People don't buy features or benefits. They buy what aligns with their perceived identity."
"You're not overcoming objections. You're reframing them."
"Help them realize they're already the optimal version of themselves."

👉 Next week: Keep practicing the SIVR framework and start collecting stronger discovery questions so you'll have better real-life scenarios to use when reframing objections on future sales calls.

Attend the calls if you want to get live support!

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06/29/2026: Agency Sales w Aaron Brewer