Door to Door Final Expense Objection

[RonRoberts]

You can expect to get a call from AmAm for saying that here on the forum. They do have a snitch here that will report it to them.

And I wonder who that could be? (wink)

I don't know how to add the smiley faces when posting from my iPhone.

 

[Newby]

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.

You are trying to sell insurance on the porch. You should only be selling the appointment on the porch. The appointment is free.

I got the same objection last week when setting the appointment on the phone. It's OK. It's free information.

Once I was there the free information uncovered an AARP Term policy. I explained how that works. It's not what she wanted at all. She liked what I had to offer.

You are simply getting ahead of yourself.

 

[paige23]

"I say that's ok Mrs. Smith , there is no cost or obligation...."
******************
I'm not a fan of misleading or confusing folks. They know there is a cost somewhere.[/QUOTE
Obviously IF they buy something But not for a quote or information I never get that particular objection at the door though.
When I sit down with them I let them know there is no obligation but I would like a yes or no today as I can't hold benefits.

 

[jerry176]

Many times by repeating the objection to the client, the REAL objection may surface.

"I can't afford any insurance right now"
"You can't afford any insurance?"
" Well, this is not a good time"
" The company asked me to drop by with the information you requested, and frankly I was just in your area and 1. wanted to 1. introduce myself, and 2. schedule a time for me to stop back by with the information as I have a full schedule today anyway.
There is no obligation on your part, but I am obligated to make sure you receive the information you DID request, so I'LL be back on ___ at _____ or ____ which is best?

Thats good stuff.

Try not saying "There is no obligation" ....just start with
I am obligated...

 

[jdeasy]

"I say that's ok Mrs. Smith , there is no cost or obligation...."
******************
I'm not a fan of misleading or confusing folks. They know there is a cost somewhere.[/QUOTE
Obviously IF they buy something But not for a quote or information I never get that particular objection at the door though.
When I sit down with them I let them know there is no obligation but I would like a yes or no today as I can't hold benefits.

Why can't you hold the benefits? Is LH going up again tomorrow?

 

[TDFnCali]

I don't think she's with them anymore, not 100% sure, but she maybe headed for my team soon.

TDF
Sent from my Sprint Galaxy S4 using Insurance Forums

 

[nfl72]

All this talk about scheduling an appointment to come back makes me cringe! I never want t to go back.

They can't afford it.

Its a bad time.

Dinner is in the overn.

They have a doctors appointment.

They had a death in the family.

They don't feel well.

When you start accepting those excuses as the truth its time to change your line of work.

Until you learn to overcome those type of objections on a fairly consistant basis and get in the door right then and there your numbers are going to be very very average.

If they want me to come back I would ususally say something along these lines; While I'am here lets just take 5 minutes right now to first see if we can help you, and if we can, I will come back the next time I am in your area.

and then shuffle your feet cuz about 80% of the time your going in!

 

[jdeasy]

All this talk about scheduling an appointment to come back makes me cringe! I never want t to go back.

They can't afford it.

Its a bad time.

Dinner is in the overn.

They have a doctors appointment.

They had a death in the family.

They don't feel well.

When you start accepting those excuses as the truth its time to change your line of work.

Until you learn to overcome those type of objections on a fairly consistant basis and get in the door right then and there your numbers are going to be very very average.

If they want me to come back I would ususally say something along these lines; While I'am here lets just take 5 minutes right now to first see if we can help you, and if we can, I will come back the next time I am in your area.

and then shuffle your feet cuz about 80% of the time your going in!

Yes, you do have to have a pretty well developed BS meter. That comes with time.

 

[thomasm]

Getting in! That in itself is an art form! I know there's plenty of books on cold calling. Anyone know of any good books on strictly how to get to the kitchen table?

 

[deadhead]

Getting in! That in itself is an art form! I know there's plenty of books on cold calling. Anyone know of any good books on strictly how to get to the kitchen table?

Never really been a problem. In this neck of the wood half the doors I knock invite you in before you even open your mouth.