Phone Objections

“How much is it?”

From what I can see here there are a lot of plans that would work for the two of you.  In fact, all of our plans are custom designed, so I always sit down with people and go over the different options, answer their questions, and let you be the judge of what works best for you.

“Mail me something”

Mr. Prospect, that would sure make my job a lot easier.  What we do here at Corebridge is custom make the plan according to the needs of our clients.  That is why it works best when we get together to look at the plans and let you be the judge on what type of plans you want to look at.  You can create your plan so it fits your specific needs.  What normally works better for you, daytimes or evenings? 

“I already have life insurance”

Well that’s good (name), your family will have money to replace your income?  However, what I do is provide you with some options that not only would give them income but also a home to live in.  I’d be happy to set aside a time to look over the different options with you and your wife.  Would daytimes or evenings work best?

If the client starts asking questions about the plan

Then give them a little info only (remember sell the appointment not the product.)  Say, “I can see that that is important to you.  I am going to note that here so when we get together I can be sure to touch on that.”

“I don’t have time for appointments”

I understand, I have a busy schedule as well, but I have set aside my schedule from 8 in the morning until 9 at night to meet with people like yourself, it will take about 30 – 40 minutes, which is better for you daytimes or evenings?  (if he/she still says no then go for a tentative time to get together) Say, Let me ask you this, what do you think would be a good tentative time to get together….so at least I have you in my book just in case it is good for the both of us?  Be sure to mark the appointment in your book tentative so if a solid appointment comes up you can go on that appointment instead.

“What is it?” or “I don’t remember”

Well we received a response back to the letter that we mailed out.  It was a bright pink letter and it had some options to protect your home in case of a premature death or disability.  Someone, either you or your wife mailed back the bottom part and I was calling to verify the information that was mailed back to us.  Now it shows here that you mortgage is...

“I already have it”

Great!  That’s good that you have that.  Well (name) does that plan also cover you if you live, and not die?  Does your plan also cover you in case you were to have a heart attack, a stroke or invasive cancer and live?  A lot of our plans are designed to cover you in case you were to pass away but also in case you were to have a covered illness…and live.  I can set aside a few minutes to go over this with you.  What normally works better for you, daytimes or evenings?

“I just got one with another company”

I am so relieved to hear that.  Occasionally I talk with people that could care less about their family’s financial security, and I am glad to hear that you are not one of those.  What company did you end up going with?  That’s great; they are a really good company.  Let me ask you a simple question: If I could show you a plan with a company that is rated just as high if not higher than your current company, equally comprehensive coverage, if not better and could save you 15 – 20% on your premiums, would it be worth 15 minutes of your time?  

If you have a laptop you can always say

What I do is bring out a laptop computer with me with all the different options and prices so we can sit down with you and look at those together and the laptop will give us the exact price. Then you can be the judge on what you want to look at.

You can always finish any response with

Which works better for you both, daytimes or evenings?