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I have a prospective client looking to hop on board for significant savings, but their only hesitation is they've been with a top rated company since 1986.
How would you handle that objection?
How would you handle that objection?
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Someone with the same company/policy for nearly 30 years may be a good indicator of someone who might not switch...despite the savings. Might not be a prospect.I have a prospective client looking to hop on board for significant savings, but their only hesitation is they've been with a top rated company since 1986.
How would you handle that objection?
This can sometimes be an insurmountable issue especially w/ older people...
1.) "Well you know we're ALL guilty sometimes of falling into a routine & sticking w/ a habit that's not necessarily the best thing for us. It seems easy to just *keep on keeping on* but in reality it's costing you money. Fortunately we handle the entire transition including cancelling your previous insurance.
2.) "There's currently pending litigation against insurance companies because it turns out they identify people who are least likely to leave & then target them for rate increases because they know they're most likely to stay.
3.) If their #1 priority was your family...they would have called you to say "hello...your rate is terrible & you can save money elsewhere." But of course they're in business to make money & that wouldn't' be smart on their end. I represent a bunch of carriers so if we notice rate increases, we simply find the next best.
4.) Unless you have earned accident forgiveness for your tenure, your policy language doesn't change. If you get hit by somebody who doesn't have insurance, or a hit & run...your still paying your deductible. There not going to settle claims any different based off your tenure w/ them.
Insurance 1822, do you have any links to articles about some of this pending litigation? Or is that just to put some doubt into the prospects mind and open the door for quoting? Coming from the unknown agent may hold little water, but from a 3rd source could be some real ammo.
I have a prospective client looking to hop on board for significant savings, but their only hesitation is they've been with a top rated company since 1986.
How would you handle that objection?