I have been going door to door with my final expense direct mail leads and the objection that I seem to be getting the most, on the porch, is "I can't afford it". What is the best way to overcome this objection, in the fewest steps or words, that will get you to the kitchen table? Thanks.
Door to Door Final Expense Objection
- Thread starter dallas1
- Start date
- 15,041
Have you ever considered they might be doing you a favor? Perhaps the really just can't or won't pay for it.
If you insist on battling objections.
Ask something along the lines of, "Assuming that money wasn't an issue, is it something you would like to have?" If they say no, move on, if yes, "Can I have five minutes to find out your situation and see if we can find something that fits your budget?"
The language is rough, but hopefully you get the idea.
If you insist on battling objections.
Ask something along the lines of, "Assuming that money wasn't an issue, is it something you would like to have?" If they say no, move on, if yes, "Can I have five minutes to find out your situation and see if we can find something that fits your budget?"
The language is rough, but hopefully you get the idea.
dfw1
Expert
- 50
I would probably say something like, sure I understand. But let me ask you a question Mr. Prospect, "Why did you mail in the card or what was on your mind that made you want to find out more about getting a burial insurance plan?"
Bring back the pain and re-generate interest would be a good start. Have a friendly conversation and gain their trust.
Bring back the pain and re-generate interest would be a good start. Have a friendly conversation and gain their trust.
- 4,875
Hey Dallas I'm in Raleigh, where are you located? If the prospect says "they can't afford it" on the porch then your approach at the door needs a little work. Call me 252-292-3350 and I'll help you fix this...Greg.
- 3,247
My answer...
Well, If I worked for AARP or Colonial Penn, or even State Farm, you definitely would be right...
but today's your lucky day
I don't work for an insurance company, so instead of coming out here and trying to sell you an expensive life insurance policy, i'm more of a senior advocate...
I'm going to take some information from you about your health, see what you qualify for, and we're going to take a look at all of the major carriers and see if we can find you something you can easily afford... and I mean EASILY!!! I know you're on a fixed income and I would never let my clients spend 2-3 hundred bucks on life insurance... to me, that makes no sense..
and then I say, ya got 2 minutes? while i'm walking towards their door...
Well, If I worked for AARP or Colonial Penn, or even State Farm, you definitely would be right...
but today's your lucky day
I don't work for an insurance company, so instead of coming out here and trying to sell you an expensive life insurance policy, i'm more of a senior advocate...
I'm going to take some information from you about your health, see what you qualify for, and we're going to take a look at all of the major carriers and see if we can find you something you can easily afford... and I mean EASILY!!! I know you're on a fixed income and I would never let my clients spend 2-3 hundred bucks on life insurance... to me, that makes no sense..
and then I say, ya got 2 minutes? while i'm walking towards their door...
- 374
Greg, please share your wisdom with all of us. Thanks
- 3,764
Hey Dallas, I'm in Pittsburgh. Feel free to call me, and I can help with way to overcome this objection
- 4,875
What's your phone #?
- 3,764
It's a secret! Perhaps Todd daviso could forward it to you
- 4,875
I don't have his number either.
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