Overcoming Objections in FE Sales

[El Capitan]

Maybe I'll just have my mom call you and buy some final expense over the phone while I record the call.

A lot easier than moving a crap load of contracts to you to get some info. I think that's what I'm gonna do. I'm gonna start calling some of these telemarketers back as if I missed a call and then record the call. After I talk with about 10 people from 5 to 10 different outfits, I'll have the perfect script.

This was a good morning laugh!

Be sure to post it to the forum for critique.

 

[nfl72]

"F2F is always the best route- higher closing ratio- once you close a deal, ask your client about their neighbors.. name etc.. after you leave the house- knock on their neighbors door- you'd be surprised what you'll find. They're receptive when you explain you just left their neighbors house and they thought they might be intrested in some brochures etc..."

sounds like a classic combined insurance pitch. they actually had a roll of power names attached to thier binder that listed who in the neighborhood had their policies.

"Perhaps you know Jack Pollard, Cindy Brown or Cravin Moorehead?

As I was saying for only 78 cernts a week were giving a special!

Now that gave new meaning to pounding the pavement!

 

[VegasDB]

Just an update, I just partnered up with EFES and got all 15 leads yesterday and was blown away on how responsive these people were. I have 7 appt. this coming Monday and Tuesday, some voicemails and 2 people that changed there minds. So far I'm liking it a little bit better then telesales not as hard picking up the phone and calling people. Well see how this works.

 

[Mark]

I think that a lot of overcoming Objections is not giving up and listen to what the client is saying to you.

 

[0b1kanobee]

I think that a lot of overcoming Objections is not giving up and listen to what the client is saying to you.

Most objections are smoke screens. Sometimes it may mean you have to call them out on it. Sometimes it means having to cross the line you personally have set up for yourself. You have to go where you "think" you shouldn't go. This means being bold with decency and that brings respect. It could get you kicked out the house but you have to decide whether you are gonna be a conversationalist or provide that family with the protection they need.

For instance, if they say they already have life insurance, ask to see it. They have probably never had it reviewed. If they him and haw and say they don't know where it is yada yada yada then summarize and keep closing but move away from the policy which may or may not exist.

I'm not sure where I heard or read the statistic but 1 out of 3 people won't stop you from writing because they are too nice.

Now I don't sell like this all the time, I'm not a Bulldog all the time. I'm somewhere in the middle working my way towards the Bulldog type sales mentality but it isn't in me to be a 100% Bulldog. But if you have a scale of salespeople, you will have conversationalist on one far end and Bulldogs on the other.

 

[JimmyUt]

Just an update, I just partnered up with EFES and got all 15 leads yesterday and was blown away on how responsive these people were. I have 7 appt. this coming Monday and Tuesday, some voicemails and 2 people that changed there minds. So far I'm liking it a little bit better then telesales not as hard picking up the phone and calling people. Well see how this works.

Make sure you go and door knock the ones "that changed their minds", you might be amazed they they even forgot you called.

 

[tins]

Most objections are smoke screens. Sometimes it may mean you have to call them out on it. Sometimes it means having to cross the line you personally have set up for yourself. You have to go where you "think" you shouldn't go. This means being bold with decency and that brings respect. It could get you kicked out the house but you have to decide whether you are gonna be a conversationalist or provide that family with the protection they need.

For instance, if they say they already have life insurance, ask to see it. They have probably never had it reviewed. If they him and haw and say they don't know where it is yada yada yada then summarize and keep closing but move away from the policy which may or may not exist.

I'm not sure where I heard or read the statistic but 1 out of 3 people won't stop you from writing because they are too nice.

Now I don't sell like this all the time, I'm not a Bulldog all the time. I'm somewhere in the middle working my way towards the Bulldog type sales mentality but it isn't in me to be a 100% Bulldog. But if you have a scale of salespeople, you will have conversationalist on one far end and Bulldogs on the other.

I'm not sure if that stat is correct or not, either, but the majority of the time it is how I start writing my apps. I work mostly Med Supps. Once I establish they are better off with the policy I am presenting, I do not ask if they are ready to make the switch. I assume it, take out the application and ask for their Medicare card. Sometimes, the prospect stops me, but the vast majority of the time, I write the app.
It applies to FE, as well. Once you can establish the policy you are presenting is their best option, start the app! If they have any legit concerns, they will get them out in the open at that point.

 

[jdeasy]

There is only one true objection, money. If you are going to give them a free $10,000 policy they don't need to think about it or talk to their kids about it.

Money can come disguised as other objections and you have to be part detective to get to the bottom of it, but it always comes down to money.

And, if there is truly no money available there is nothing you can do.

 

[jacobtn]

That is how I close as well. isn't it amazing how many folks give you all the info, then when you get to the signature part they tell you to leave your card? I think, wow, do you just give your social to everyone that asks? What did you think I was doing?

It still is the best way to close, but I scratch my end on the ones that go through the process only to want to "think about it".

I'm not sure if that stat is correct or not, either, but the majority of the time it is how I start writing my apps. I work mostly Med Supps. Once I establish they are better off with the policy I am presenting, I do not ask if they are ready to make the switch. I assume it, take out the application and ask for their Medicare card. Sometimes, the prospect stops me, but the vast majority of the time, I write the app.
It applies to FE, as well. Once you can establish the policy you are presenting is their best option, start the app! If they have any legit concerns, they will get them out in the open at that point.

 

[tins]

Its really sad to read posts about how you are taking advantage of the elderly for a living. Going to someone's house that you know won't remember your phone call? Sitting with someone who doesn't understand the implications of giving out a social security number? It gives all insurance agents a bad name.

It's


I'm not following. Explain how you arrived at the conclusion that anybody is "taking advantage of the elderly for a living"?