Overcoming the "I Already Have Insurance" Objection

[FEENIX]

So you are an unpaid consultant, or a social worker? C'mon man, people can see through this BS all day long.

So i've read many of your replies. Its funny how you always seem to talk down on the advice others give but dont provide any yourself. This is a forum for help not for people who have self esteem issues and need to make themselves feel better. Try adding something positive to the threads rather than filling them with your useless sarcasm.

 

[moonlightandmargaritas]

This is a forum for help not for people who have self esteem issues and need to make themselves feel better.

I usually ignore the nitwits and halfwits on here, but in YOUR case, I'm going to make an exception. Exactly who appointed you to decide the function of this forum?

Try adding something positive to the threads rather than filling them with your useless sarcasm.

You wouldn't recognize good advice if it bit you on the behind. I mean really, your comment "I'm not trying to sale (sic) you anything..." really reveals all.

 

[FEENIX]

You wouldn't recognize good advice if it bit you on the behind.

Ok Tom Hopkins lets see what you got?

I mean really, your comment "I'm not trying to sale (sic) you anything..." really reveals all.[/quote]

Again, talking trash without providing any help. You are useless!!!!

 

[Guest]

So far from what I can see, everyone is working too hard with their responses. This can be one of the most challenging "objections" to turn around, so make it simple to uncover whether you can move in, or move on.

Option 1:

Client: I already have insurance.
Agent: Good for you, what did you end up getting?

If they tell you who, move in. (see more below at *)
If they say "none of your business" or hang up, move on.

Now this must be said with enthusiasm or a genuine quality to the verbiage, so it does not come off as arrogant or sales like.

Option 2:

Client: I already have insurance.
Agent: Great! Just so I can put it in my notes, which company are you with?

Same as above.

**The object is to outsell what they have (if possible) meaning, you MUST know your products, your market, your competitors products and needs of your client base for this approach to be a success.

Too many people think "the fix" is a simple magic wand waving over an issue, to be successful there are several components at work. It's not only what you say, but how you say it and what you know about what you're saying.

I am a relatively new health broker and I try to set appointments by calling aged leads. Half of the time they don't pick up or the phone is disconnected (these leads are anywhere from a few months to a few years old). But when I do get somebody to answer the phone, I tell them, "At one time it looks like you requested some information on affordable benefits. I'm simply following up to see what interest or need you may still have in that." Usually they say something along the lines of, "I already have health insurance". After which I am stumped, ask them a few questions, tell them that I could get them something better, and proceed to TRY and set the appointment with no luck (that is If they don't hang up on me). Basically I know that I should convey the message of "what I have to offer is better and more affordable", and then proceed to set the appointment. But being new, I lack the ability to structure a proper response which would get them interested in meeting with me.

So I would like to ask more seasoned agents, how do you go about overcoming that objection and turning it into an appointment. Any input would be greatly appreciated, so thanks in advance!

 

[b61mack]

Mostly it seems i get the blow-off. I am taken care of.....click.

 

[usakr]

The ones that have Insurance are the best prospects because they understand the importance of Insurance. You need to ask them a question that will arrest their attention and create curiosity. The curiosity will make them thirsty for more information.
Become a master at creating curiosity by pulling not pushing.

 

[jerry176]

The ones that have Insurance are the best prospects because they understand the importance of Insurance. You need to ask them a question that will arrest their attention and create curiosity. The curiosity will make them thirsty for more information.
Become a master at creating curiosity by pulling not pushing.

except when they say " I'm all set" click

 

[IliaAlpharetta]

First of all, don't ask if they are still interested or mention that it has been some time since they sent in the lead.. Treat an aged lead exactly as you would a fresh lead. The majority aren't going to admit remembering requesting information anyway. Plus, many are serial mailers so they will think you have gotten their recent request.

As for the statement "We already have insurance", I reply, "Wonderful. In fact almost everybody we work with already has some insurance. But people's needs change over the years and companies are always coming out with new products. We work with you to make sure you have the most up to date coverage available... (then proceed to ask for the appointment as you normally would)

Thank you! that sounds like a good way to counter some objections they might have. I was just thinking if I added something along the lines of, "when was the last time a licensed broker went over your policy with you?" to the end of that statement, and if they say that they haven't, ask them, "why not?", would that work good? Again, any honest input will be appreciated.

 

[smoothieking]

As for the statement "We already have insurance", I reply, "Wonderful. In fact almost everybody we work with already has some insurance. But people's needs change over the years and companies are always coming out with new products. We work with you to make sure you have the most up to date coverage available... (then proceed to ask for the appointment as you normally would)

This is good, thanks for posting this. I like the approach because it doesn't seem slimy or misleading.

Thumbs up!

 

[bluemarlin08]

What health carriers do you represent? Do you have an experienced manager that is helping you? Do you offer any other lines of insurance?