Rebuttals

[rousemark]

There have been questions asked by new agents what to say as a rebuttal to an objection or a stall from the prospect. Thought it might be nice if we could try once again to collect a few of each of our favorites in one place.

I don't use set responses to projections (well, I probably do more than I realize) and I seldom meet an objection or a stall with a wise crack but there is at least one exception.. And, that is when the prospect says:

"WE ARE INSURANCE POOR"

Almost always I will respond:

'It is a shame you will have to die before your family finds out just how poor you really were." Then, after a short pause, I will smile and say, "But I need to ask you a question. "Are you saying you are insurance poor becasue you do not have enough insurance? Or are you saying you are poor becasue you are paying too much for insurance?"

In the rare instance they say "yes" to the first question, you simply tell them you are there to take care of that situation today.

However, they will usu sally say yes to the second question. Then you can go into your proposal of making sure they are getting the best for their money, rates have come down over the years, save them money, etc.

Would others share a few of their favorites?

 

[summerof18]

There have been questions asked by new agents what to say as a rebuttal to an objection or a stall from the prospect. Thought it might be nice if we could try once again to collect a few of each of our favorites in one place. I don't use set responses to projections (well, I probably do more than I realize) and I seldom meet an objection or a stall with a wise crack but there is at least one exception.. And, that is when the prospect says: "WE ARE INSURANCE POOR" Almost always I will respond: 'It is a shame you will have to die before your family finds out just how poor you really were." Then, after a short pause, I will smile and say, "But I need to ask you a question. "Are you saying you are insurance poor becasue you do not have enough insurance? Or are you saying you are poor becasue you are paying too much for insurance?" In the rare instance they say "yes" to the first question, you simply tell them you are there to take care of that situation today. However, they will usu sally say yes to the second question. Then you can go into your proposal of making sure they are getting the best for their money, rates have come down over the years, save them money, etc. Would others share a few of their favorites?

For a newer agent to FE, rebuttals are a bit awkward for me and tad tough to get used to. Reading ideas on here are a huge help, since I can gather the ones I feel comfortable using,,,,,I'm not your typical pushy salesperson, nor do I ever want to be or feel I would need to be, but some rebuttals are so simple and practical that I can see myself having fun with them

When I was selling Medicare primarily I Never had to "sale" anything,,,,,,I educated them on their options (that they "had" to decide on during their enrollment period) and then they decided on what they felt was a good fit for them and they signed the app! I never had to come up with rebuttals, so selling FE has been bit of a learning curve for me.

Amber

 

[rousemark]

For a newer agent to FE, rebuttals are a bit awkward for me and tad tough to get used to. Reading ideas on here are a huge help, since I can gather the ones I feel comfortable using,,,,,I'm not your typical pushy salesperson, nor do I ever want to be or feel I would need to be, but some rebuttals are so simple and practical that I can see myself having fun with them

When I was selling Medicare primarily I Never had to "sale" anything,,,,,,I educated them on their options (that they "had" to decide on during their enrollment period) and then they decided on what they felt was a good fit for them and they signed the app! I never had to come up with rebuttals, so selling FE has been bit of a learning curve for me.

Amber

Amber.. The sales process is basically the same with any product. From what I have gather most of the full time FE guys also spend some time educating their prospects.. Many carry a laminated sheet explaining the difference between term and WL and explain why WL fits their need better than term.

If you were getting no objections in the med Supp market, it is becasue you were handling the objections in your presentation before the client raised them.. You can do the same with FE.

Objections are going to fall into one of four categories.. No Trust, No need,
No urgency, and no money. Design your presentation to build trust by telling them a bit about your professional liife, showing them your license, telling them you are going to shop their coverage for the best deal for them, etc. . then lead your prospect to stating their need and then use their thoughts to create urgency for action. Do these things during the presentation and you will get very few objections at the close.. As far as the money, I try to get that out of the way up front by asking for a dollar commitment once the need has been established.. There are many different ways to do this .. The one I was taught was, " If I could show you one of the best plans ( or solutions to your problem, etc.) you have ever seen., you be the sole judge, how much could you set aside each month?"

If they don't answer, ask, "could you set aside $500 per month?" That will usually get a response of , "Lord , no!".. Smile and say, I know what you mean, I couldn't either.. but I bet you could set aside a $1.00 per month" to which they will agree.. "Well, you say you can't afford $500 but you can a $1.00. Some where in between those two ridiculous amounts is a realistic figure.. How about $100?" (or whatever figure you prefer) and drill down from there.. If they are truly broke, there isn't anything you can do and if they won't make a commitment, you are usually wasting your time.. Excuse yourself and go somebody you cal sell.

 

[Gooner]

I seem to get the, "I don't have time today/not feeling well/have an emergency"...whatever excuse at the porch.

My favorite rebuttal to that to date was a lady told me she wasn't feeling good and couldn't talk this particular morning. I said, "you know what Sue, I completely understand and definitely don't want you to strain yourself. All I'll take is a couple of minutes to see if you qualify. if you qualify I can come back anotger time and we can get you covered." She agreed and I went into the presentation, 30 minutes later she was thanking me for getting her covered.

 

[Thad.Sipple]

I seem to get the, "I don't have time today/not feeling well/have an emergency"...whatever excuse at the porch. My favorite rebuttal to that to date was a lady told me she wasn't feeling good and couldn't talk this particular morning. I said, "you know what Sue, I completely understand and definitely don't want you to strain yourself. All I'll take is a couple of minutes to see if you qualify. if you qualify I can come back anotger time and we can get you covered." She agreed and I went into the presentation, 30 minutes later she was thanking me for getting her covered.

It's the leads, the leads are weak.

 

[Mavrik]

How do you handle:

At the door -

I'm home alone and don't want to open the door because I'm not dressed properly.

After the close -

My husband just died so I'm not comfortable making any financial changes right now.

Can you leave me some information to look over?

I'm not going to do anything today.

 

[John Galt]

It's the leads, the leads are weak.

Re read the post again, she was breathing and vertical and not horizontal

----------

How do you handle:

At the door -

I'm home alone and don't want to open the door because I'm not dressed properly.

After the close -

My husband just died so I'm not comfortable making any financial changes right now.

Can you leave me some information to look over?

I'm not going to do anything today.

Im not coming back, you have all the information you need to make an informed decision but you obviously dont care enough about your "people" to not be a hassle when you kick the bucket. Later.

 

[kuhn123]

Treat the objection as just another problem that they have, and you have a solution for:

-I can't afford it.
That's exactly what our plan is designed for. If you are trying to make ends meet just on SS income, it's impossible to try to save enough money to pay for a funeral, so our plan is a common sense way for you to accomplish that.

-I already have my funeral paid for..
Thats exactly what our plan is designed for, because we don't pa to the funeral home, we pay directly to your family so that they have an immediate cash benefit to take care of all of the other final expenses ht will need to be covered.

-I already have life ins..
That's exactly what our plan is designed for. You have your life ins to take care of your spouse, kids, grand kids. If you blow all of that on your funeral, that's a benefit you are no longer leaving for your family. Our plan will pay directly to the funeral home so your kids won't have to deal with the expenses, and your life insurance can still be left behind as a legacy to your family.

 

[rousemark]

Treat the objection as just another problem that they have, and you have a solution for:

-I can't afford it.
That's exactly what our plan is designed for. If you are trying to make ends meet just on SS income, it's impossible to try to save enough money to pay for a funeral, so our plan is a common sense way for you to accomplish that.

-I already have my funeral paid for..
Thats exactly what our plan is designed for, because we don't pa to the funeral home, we pay directly to your family so that they have an immediate cash benefit to take care of all of the other final expenses ht will need to be covered.

-I already have life ins..
That's exactly what our plan is designed for. You have your life ins to take care of your spouse, kids, grand kids. If you blow all of that on your funeral, that's a benefit you are no longer leaving for your family. Our plan will pay directly to the funeral home so your kids won't have to deal with the expenses, and your life insurance can still be left behind as a legacy to your family.

Careful on naming the funeral home beneficiary.. It is illegal in some jurisdictions and even where it is legal, you need to be sure to include "as their interest may appear" in the designation.

 

[Norwayguy]

How do you handle:

At the door -

I'm home alone and don't want to open the door because I'm not dressed properly.

Ma'am I am like a Doctor. You don't have anything I haven't seen before (Okay I wouldn't have the balls for that one but just had to comment)