Common Objections

I worked with this guy a few years later. He was that nice suit, Benz driving, arrogant asshat agent. I was in construction at that time. He did move pretty fast though. That big mutt dog and the Saint Bernard helped motivate him some.:1err:

I woulda picked that St Bernard up and beat the piss out of you with it. :-)

Just kidding!
 
In Florida, it seems like most of them say this. What works best for us is this... "Mr Jones, I have been doing this a long time and when someone tells me they have to think about it, I know there is only 3 reasons they say it... But first, I have to ask your permission to speak with you as if you were my Brother or my Father.. Is that ok? 1. You don't love your family enough to pay the $65 a month to take care of this. 2. You're just not smart enough to realize that this is important. 3. And since I won't accept the first 2 reasons since I can see that you do love your family, and that you're no ding-dong... it must be that we just met. And that you don't know me. And that you have been lied to, cheated, and stolen from before. Well Mr Jones, here is my ID. Here is my Insurance license for Florida. This is how I help people like you and this is how I take care of my family. I DO NOT LIE, and I won't risk losing my license just to make a little $65 sale. SO now that we have established that for the past 65 years you have not taken care of this let's stop with the excuses. Can I make a suggestion? Let's start you at the bottom option. If you decide later that you want to move up, we can do that, but let's get you qualified for now. Go grab your Drivers License!"

Perfect, I'll start practicing this. Will definitely help to see it in person though :)
 
came across this today from "Secrets of Successful Insurance Sales".


Think it Over:


"I want to make certain I understand how you feel. You feel you need more insurance and you can afford it. It's just that you want to think it over. Is that right?
I think that's smart. You should never buy a plan this important without thinking it over. I wouldn't want you to ever buy anything that wasn't right for you. So, why don't we think this thing over together. Now, what questions do you have that we should think about?"
 
Just have a conversation with them about life insurance. They already know you are there to sell them something. Be different. Ask questions, be engaging but more importantly, get them engaged.

Here's some things to work into the conversation;

What are your thoughts regarding life insurance?

How long do you want your life insurance to last? {That simple question will take you into details that you need to have}

Do you currently own your life insurance or rent it? {That question lets you know what they know about life insurance}

You don't need to ask them in that order or in those wrods. Just get those questions into the conversation.

I don't remember where I got this stuff but those questions are something I have written down and keep in my portfolio as a reminder to myself to stay on track. The most important thing is to have a two way conversation. It can't be just you telling them stuff.
 
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