Overcoming Objections

Matt Smith – Already Have Coverage

Important Point: If they already have coverage through their job, depending on their state, anything over $50K will mean their beneficiaries may have to pay income tax. Also, when you retire, your will lose that life insurance

Matt Smith – Social Security Close

Important Point: “Whether you knew it or not, you are in the most dangerous time in your house” if they have a 30-year mortgage and are too young for Social Security survivorship benefits. Make sure to point this out.

Nick Stahl – I Need To Think About It

Important Point: Use the carrot and the stick. If they like the quote, then you take it away with: “If we can get you approved for that, is this going to be something that’s affordable?” Then tell them, they need to think about it.

Nick Stahl – Policy Cancellation Calls

Important Point: Nick Stahl offers some great ideas on how to deal with those who want to cancel their policy. This points out that overcoming objections goes beyond the initial in-home appointment.

Paul McClain – Future Draft Dates

Important Point: Future Draft Dates will keep you from meeting goals in competitions, challenges, and promotions. Learn how to avoid just folding on those future draft dates when in-home.