Handling Objection in FE Phone Appt " I;m Military, I;m Covered

[luke4275]

Do you ever come across military folks that return the card and then say they are fully covered bec of their military service. Because I am in san diego, i get that alot. I had a man 71,,, navy for 21 yrs and marine for 20 years that thinks he is fully covered. I told him that many of my clients think that until the wife calls me and thanks me bec all the military gave was a hole in the ground and a flag. But he still thinks he;s covered. He said he;d investigate more.. Of course, he thought he was replying for social security benefits and not FE. Any ideas to overcome that objection of " I'm military, when you make the phone appt call?

 

[wicked22]

Re: Handling Objection in FE Phone Appt " I;m Military, I;m Cove

I would say "well thats great, you definately deserve all of those benefits. Now is it VA or tricare for life you have? Have you already made your burial arrangements through the VA? Do you know what priority you are in?" These three easy questions get you what you need on med sup, life and LTC.

 

[jdeasy]

Re: Handling Objection in FE Phone Appt " I;m Military, I;m Cove

Do you ever come across military folks that return the card and then say they are fully covered bec of their military service. Because I am in san diego, i get that alot. I had a man 71,,, navy for 21 yrs and marine for 20 years that thinks he is fully covered. I told him that many of my clients think that until the wife calls me and thanks me bec all the military gave was a hole in the ground and a flag. But he still thinks he;s covered. He said he;d investigate more.. Of course, he thought he was replying for social security benefits and not FE. Any ideas to overcome that objection of " I'm military, when you make the phone appt call?

He may be covered for his funeral. I know the disabled vets have $10,000. I've never run across a double retiree. I'm 40 miles from the Army's 101st Airborne, so, I get a lot of military folks as well.

Most vets only have the rights to be buried at a military graveyard and get a bronze headstone or they can opt to be buried at a private or community graveyard and the military will pay up to $300 for a plot. These benefits are for the veteran only. They are not spousal benefits.

You need to find out what level of benefits he has and then supplement it if he has a want and/or need. If he doesn't have a want or need, it's like trying to sell a veteran with Tricare for life a med sup or MA plan. Useless as tits on a boar hog and more costly.

You seem to be getting into too much discussion on the phone if you are trying to meet with them in person. Of course, not everyone that sends in a card is going to meet with you. The very best FE appointment setters, and I mean the very best, meet with about 70% of respondents. The average FE appointment setter meets with less than half of them.

 

[theinsuranceman]

Re: Handling Objection in FE Phone Appt " I;m Military, I;m Cove

Well, since you are all taken care of with the US Gov't....all we need to do now...is help your wife get a plan....since the Gov't. doesn't cover her.

OR

It's good the Gov't is taking care of our veterans for their burial expenses. Some of the other vets are taking out a policy just to leave some $$$ for their wife. How does that sound to you?