Door to Door Final Expense Objection

[rousemark]

Are you quoting premiums on standing on the doorstep? If so, quit doing it. If not and they are saying, "I can't afford it", tell them with a big smile and a little chuckle, "how do you know? I haven't told you how much it is yet!" and then continue own with your approach as if they never made that objection..

 

[jdeasy]

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.

I rarely doorknock but when I do I've never gotten that objection at the door. I couldn't begin to guess how to addres that if I did get it. How do they know they can't afford it if you haven't discussed price?

I've gotten, "not interested, sorry I sent in the card". "What's this about, oh I didn't realize it was ins". And stuff like that.

I would probably say something like, "I can't afford it either, how much you think something like that costs?". In my smartass way, of course.

 

[jerry176]

Yep its is expensive, but it's even more expensive if you dont have it...

 

[Marc_Meyers]

Of course they can't afford it. Neither can I. Just be empathetic.

"I totally know what you are talking about. Everything is so expensive today. Can I at least show you what the cost would be?"

Or whatever.

It's just a matter of getting through the door in in their house.

Prospects will say anything to keep you from coming in.

Aren't you that way? I know I am.

When I get a cold call, I shew them off as fast as possible. It's a knee jerk reaction.

Empathy works best. They know you are busting your ass to make money and they appreciate if you just see eye to eye with them.

Be them.

I'm mean, REALLY.

What separates you from them? Most of the time you are more broke than they are.

But that doesn't remove your responsibilities and leaving behind debt to your family is not responsible.

They know this.

So get through the door, however you can.

Then you can talk.

They need to drop their guard first and you can only do that by using empathy. And... you can't fake it.

It has to be real.

You are dealing with people.

Be real... they can sense this.

Then sales come in one after the other.

Jerks get nowhere. Not in real life, not on this forum and definitely not when you are going door to door.

People can sense anger and won't want to deal with you.

 

[Justin Bilyj]

I've gotten, "not interested, sorry I sent in the card". "What's this about, oh I didn't realize it was ins". And stuff like that.

What's your response to this?

 

[Marc_Meyers]

I just give them the blank look.

"But you signed it... right?" It will just take a few minutes. Can I at least show you what I have to offer"

Put the guilt trip on. It's not like you are there for no reason. They are the one's that were stupid enough to request more information.

 

[smokin goose]

Of course they can't afford it. Neither can I. Just be empathetic.

"I totally know what you are talking about. Everything is so expensive today. Can I at least show you what the cost would be?"

Or whatever.

It's just a matter of getting through the door in in their house.

Prospects will say anything to keep you from coming in.

Aren't you that way? I know I am.

When I get a cold call, I shew them off as fast as possible. It's a knee jerk reaction.

Empathy works best. They know you are busting your ass to make money and they appreciate if you just see eye to eye with them.

Be them.

I'm mean, REALLY.

What separates you from them? Most of the time you are more broke than they are.

But that doesn't remove your responsibilities and leaving behind debt to your family is not responsible.

They know this.

So get through the door, however you can.

Then you can talk.

They need to drop their guard first and you can only do that by using empathy. And... you can't fake it.

It has to be real.

You are dealing with people.

Be real... they can sense this.

Then sales come in one after the other.

Jerks get nowhere. Not in real life, not on this forum and definitely not when you are going door to door.

People can sense anger and won't want to deal with you.

Hey, that's the feel, felt, found method. "I can certainly understand you feeling that way ......."

 

[rousemark]

What separates you from them? Most of the time you are more broke than they are.

We are talking about the typical FE market, Would hope that is not true of most agents on here. If it is, they need to move on and do something else for a living.
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I just give them the blank look.

"But you signed it... right?"

If you have worked this market very much, then you know that a lot of the time the answer is going to be, "yeah.. that is my handwriting but I didn't send it in."

 

[jdeasy]

What's your response to this?

"Sorry I bothered you. Do me a favor, the next time you get one of those in the mail, just throw it way. Don't mail it in because I have to pay for that."

Then I tear the card up and move on to someone interested.

 

[HoosierLife]

We are talking about the typical FE market, Would hope that is not true of most agents on here. If it is, they need to move on and do something else for a living.
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If you have worked this market very much, then you know that a lot of the time the answer is going to be, "yeah.. that is my handwriting but I didn't send it in."

Ill tell you this you get a whole new set of objections working DM leads compared to TM leads.