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COMMON CLIENT OBJECTIONS
1. Can’t you just mail me something?
Our company already mailed you all the information they can, the rest is handled
by a licensed company representative. You are in charge of picking out the
coverage that best suites your needs and budget – I basically help you with the
application process and make certain that you understand the coverage that you
are electing.
Which is better for you, 9 in the morning or 2 in the afternoon this Saturday?
(This line is very important after you overcome ANY objection!)
If they are still persistent about you sending them something
Legally we Cannot, the type of coverage that you are requesting is heavily
regulated such that the consumer is not taken advantage of. Therefore the state
mandates that a licensed company representative physically meets with you to
verify who you are, be certain you get the correct coverage and most of all
COMPLETELY understand your coverage.
Which is better for you, 9 in the morning or 2 in the afternoon this Saturday?
If they use this gem: “But the Agent I spoke to from CA sent me something”
Really the Agent sent you some thing and did not meet with you? Very
interesting, could I have the agent’s name such that I can report him to the state
department of finance such that they cannot continue to mislead consumers.
Legally agents cannot send you quotes in the mail or get you covered without
meeting with you when writing mortgage protection coverage. I am certain that
you can appreciate the State protecting you the consumer such at you get the
correct coverage and are not taken advantage of.
Which is better for you, 9 in the morning or 2 in the afternoon this Saturday?
2. How much does it cost?
Well sir, that is pretty much up to you. If I had to give you a ballpark figure, I do
not know. I see a lot of applications and work with a lot of clients in a week. I
guess the policies range anywhere from $20 per month to as high as $500 per
month. Its just really up to you and what fits into your budget.
So, which is better for you, 9 in the morning or 2 in the afternoon this Saturday?
If they are still Persistent: I just do not understand why you cannot tell me?
The insurance carriers who we represent control us, and they require us to meet
with the client to discuss, explain and verify the coverage that you are requesting.
In addition, the State Department of Finance requires that we have a face-to-face
meeting with you the client while quoting rates, terms and guarantees such that
the consumer is well protected.
Sir, what you purchasing is not like car insurance where you can shop for the best
price and easily replace it every month. The type of coverage that you applied for
is a life decision and will be with you for a very long time and is not easily
replaced as it is based on your health.
So, which is better for you, 9 in the morning or 2 in the afternoon this Saturday?
3. I don’t remember sending anything in!
This is the form that you filled out with your Date of Birth, Height, Weight, you
put your phone numbers on here with the best time to get back to you so we can
get you covered. You also signed it – You May have done this a few months ago
and do not remember and we apologize for taking so long to get back with you
but we are just so busy protecting people!
– OR –
This was the paperwork that was related to your mortgage of $_________ that
you took out back in (MONTH) and would protect you by paying off your
mortgage in the event you passed on, it would make your payments for you in the
event of illness or injury and if you did not it, you would get all your money back.
Oh you do Remember, Great!
So, which is better for you, 9 in the morning or 2 in the afternoon this Saturday so
we can get Your Family Protected?
4. My Spouse isn’t Home and I need to confirm with them
I completely understand and only need about 15 minutes of your time to meet
with you. Would it be best for me to contact (Spouse) and set something up with
(Spouse)? I have (Spouse’s) cell/Work phone number here on my paperwork, so I
imagine, getting the protection must be very important for (Spouse) to give those
numbers out, (Bluff them even if you do not have the numbers).
How about we schedule you in for 9 in the morning or 2 in the afternoon this
Saturday? Again I only need about 15 minutes of your time to get you covered.
5. I have Coverage Already!
REPLY – OK, Great! Did you just get the coverage?
We got it through (One of Our Competitors)
Interesting, I hope that you got the policy where you get all of your
money back. I do not think (Our Competitor) offers that product yet
and a lot of times when I met with the clients that had coverage with
(Our competitor) in the past I actually provided a better rate! I am sure
you would have no objections to getting a better policy at a better rate.
It will only take about 5 minutes of your time for me to stop by and
look at your policy for free review of your coverage and be certain you
are protected properly.
So, which is better for you, 9 in the morning or 2 in the afternoon this
Saturday so we can get Your Family Protected?
We have it through work
Typically the coverage that you get through your employer is disability,
critical illness or a small term life policy, which does not cover much. I
imagine when you went to work for your employer they did not ask you
how much your mortgage was nor offer you the type of coverage that you
expressed interest in. Another thing that you need to understand is that the
coverage that you are receiving through your employer is only in effect
while you are working for the employer. In the event that your employer
terminated you or you quit, you would no longer have coverage. Our
coverage stays with you!
So, which is better for you, 9 in the morning or 2 in the afternoon this
Saturday so we can get Your Family Protected and get you the proper
coverage?
We No Longer need it
Question them and figure out why they took the time to fill out the form
and mail it back to us? What has changed and why the change in heart?
6. Can you Call Me Back?
(Client Name), I would be happy to call you back but when you sent the letter
back to me requesting I call you, didn’t you have a need to protect you family?
Isn’t that important to you to make sure your family is protected in the event you
happened to pass on? Well, if that’s true, then if you have a chance to take care of
it, wouldn’t sooner be better than later? In fact, I only need about 15 minutes of
your time to get your family protected.
So, which is better for you, 9 in the morning or 2 in the afternoon this Saturday?
– OR –
I know how you feel, I felt the same way, but this is what I’ve found. We are all
busy and truthfully, are you going to be any less busy when I call you back? Let’s
step through your week and see if we can carve out a 15-minute block of time to
get you and your family protected. I imagine you sent the letter back to us
requesting we meet with you immediately and get your family protected.
So, which is better for you, 9 in the morning or 2 in the afternoon this Saturday?
– OR –
I know how you feel, I felt the same way, but his is my fear – My fear is that
things will keep getting in the way and we will keep postponing this appointment
for weeks, and then something will happen to you and your family will have to
move out of your home as you “were just too busy to get protected”. What if I
told you that you won $100,000 and the only way to get the money is to meet with
me this week for 30 minutes to fill out the paperwork, I am certain you would
accommodate your schedule to meet with me? I am certain your family would be
very happy you got the coverage in the event the unfortunate happened to you.
All we need is about 15 minutes of your time to meet with you.
So, which is better for you, 9 in the morning or 2 in the afternoon this Saturday?
7. Too Many Objections
You may get a Joker like this every so often. DO NOT let them control you –
You are always in control and you lead the conversation!
REPLY
Sir, if protecting yourself or your family is not important to you please just tell me
that now so I can move onto someone that is interested in protecting their loved
ones. Let me tell you we are very short handed at our agency and have far too
many people that need our help and have far too many mortgage holders applying
for this type of coverage. I am not going to waste my time to sell you something
you do not or are unwilling to understand but if you need the coverage I am more
than happy to help if not have a nice day!
Two things will happen here, he will start backpedaling, realizing
that you aren’t the telemarketer he imagined. (Think about it, when
was the last time a telemarketer said that to you?) Or he will hang
up. The one defendant outcome will be your confidence that you
pretty much told him off. Make sure your chin is up for the next call.
8. We usually sleep on it before we make any major decisions
"I know exactly how you feel, but sleeping on it doesn’t get your family
protected! How about we schedule a time for me to come by and get you
protected and take about 15 minutes of your time.
So, which is better for you, 9 in the morning or 2 in the afternoon this Saturday?
If they are still persistent
Well in my experience I have seen the unfortunate happen to those while thinking
about it. I once had a spouse call me a few days after I met with them asking me
questions about the coverage they got while I was at their home. I noticed her
voice was very strained and asked her if there was anything wrong, she said, as
the tears started to flow, that her husband was in a terrible car accident over the
weekend and was dead. – She wanted to know about the coverage and if she
could use it to help pay for the funeral.
Unfortunately, I told her that the policy was not in effect as her husband wanted to
think about it. – Sad thing is, her husband passed in an accident and with the
coverage I would have wrote them; they would have gotten an additional
$100,000 due to him passing in an accident.
So as you see, I would like to avoid another situation like this.
So, which is better for you, 9 in the morning or 2 in the afternoon this Saturday?
