# KYC and objections

_AI Brain · 2 min read · Updated 2026-10-08 · https://lanachat.ai/guides/kyc-and-objections/_

**KYC** ("know your customer") is how she gets to know a fan. **Objections** is how she answers when he hesitates to buy.

## KYC: the questions she asks

The **KYC** tab lists the questions your AI asks to get to know a fan, in order: his first name, where he lives, what he does, what he likes. What he tells her is kept in his memory: you can read it in Live Convs under **Fan details**.

- **Add a question at the end** to extend the list.
- **Import KYC script** to load a list you already wrote.
- A brain can hold several KYCs. Rename, duplicate or delete them; start from a sample such as "Girlfriend — long game", "Closer — direct" or "New creator — discovery".

> Tip: Keep it to a few natural questions. A fan who feels interviewed stops answering.

## Objections: when he hesitates

The tab covers six kinds of objection:

- Too expensive
- Wants free content
- Trust concerns
- Not now
- Looking elsewhere
- Stopped replying

For each, write responses using different angles: Value, Gentle guilt, Humour, Comparison, Urgency or Counter-offer. Samples are there to start from.

## How a response is chosen

- **How to choose a response**: **Best performing** uses what has worked best so far. **Context** picks what fits the conversation.
- **If the response doesn't work** (and no next step matches): **Next response** takes the next one on your list. **AI response** lets the AI write its own answer.
- Turn on **Avoid repeating responses** so a fan never gets the same line twice.

## Related

- [Sales phases (discovery → closing)](https://lanachat.ai/guides/sales-phases/)
- [What an AI Brain is](https://lanachat.ai/guides/what-is-an-ai-brain/)