Good Life Insurance Rebuttals

Discussion in 'Insurance Cold Calling Forum' started by JumpIn, Nov 21, 2012.

  1. JumpIn
    Offline

    JumpIn New Member

    Posts:
    3
    Likes Received:
    0
    State:
     
    I just started doing inbound sales (cold calling) for life insurance. All leads are given to me by the company I work for, so I am not having a problem with that. What I AM having a little trouble with is rebuttals. All the people I contact are retirees, so while life insurance would make sense for them, many of them already have it. We aren't allowed to replace any existing insurance over the phone, and convincing retirees that the benefit amount they have isn't enough has proven difficult.
    So what is a good rebuttal to "I already have life insurance"? I'm sorry if there is another post where this is addressed, I am obviously new and don't know anything.
     
  2. Jerard
    Offline

    Jerard Well-Known Member

    Posts:
    2,763
    Likes Received:
    0
    State:
    Florida
    If they already have enough for themselves ask them "...wouldn't it be nice to leave a little something to help out the kids?"
     
  3. GreenSky
    Offline

    GreenSky Well-Known Member

    Posts:
    14,823
    Likes Received:
    24
    State:
    Nevada
    Who is making the assumption that life insurance would make sense for them?

    Rick
     
  4. Guest
    Offline

    Guest Guest

    The first thing you have to do is congratulate them on having insurance and being excited that they have it. It makes them feel good and reinforces the idea of how important life insurance is.

    After you establish they have it just ask if you can discuss it with them and find out what kind of policy they have. Just do some fact finding and find out what their assets and liabilities are. Try and sell them on the idea of legacy enhancement by leaving a little something extra for their heirs or a church or favorite charity. Sometimes there really is just no need for it and its time to thank them for their time, congratulate them on being financially responsible, and move on to the next call.
     
  5. Cory
    Offline

    Cory Well-Known Member

    Posts:
    877
    Likes Received:
    0
    State:
     
    I agree with dubya... people like talking about the good decisions they've made. A point top make might also be that it's important to evaluate insurance from time to time as needs change with life events or stages i.e. people have kids, grand kids, medical bills, savings have been exhausted, the need for transitional income. Make a list of events that happen for that demographic that would make plausible a need for a review of their existing policies.
     
  6. theinsuranceman
    Offline

    theinsuranceman Well-Known Member

    Posts:
    2,296
    Likes Received:
    0
    State:
    North Carolina
    Just say "Great! Most of the people I speak with every week have life insurance, most have had it for several years.

    What a lot of people are starting to realize is that funerals cost more now than they did a few years ago. So a lot of people are now adding a liitle more coverage to go with what they already have in place, just to make sure their children and family don't have to dig out of their pocket.

    Plus, everyone always forgets about the final phone bill, final utility bill, property taxes, etc. and the children are stuck paying for this. That's another reason that people are adding a little more coverage this week.
     
  7. Cory
    Offline

    Cory Well-Known Member

    Posts:
    877
    Likes Received:
    0
    State:
     
    Insuranceman makes a great point and I wouldn't even call it "selling." Everybody has bills, many live paycheck to paycheck so itemizing for them aloud...phone bill, property taxes i.e. transitional income is a good point to make. Thanks insuranceman!
     
  8. theinsuranceman
    Offline

    theinsuranceman Well-Known Member

    Posts:
    2,296
    Likes Received:
    0
    State:
    North Carolina
    You're welcome................
     
  9. digfesales105
    Offline

    digfesales105 Well-Known Member

    Posts:
    898
    Likes Received:
    0
    State:
    Ohio
    A simple one I use every now and then is to ask them "if you cashed in all your life insurance today, would it be enough to live on for the rest of your life?"
     
  10. Tampa Bay Rep
    Offline

    Tampa Bay Rep Well-Known Member

    Posts:
    557
    Likes Received:
    0
    State:
     
    I've had some successful insurance agents do webinars on what they say during their sales calls and how they overcome objections, etc. You can request the recordings of the different webinars we have at the following link:

    Aged Insurance Leads Webinars
     

Share This Page