Objections- Be Prepared
Below are common objections you may hear pertaining to Final Expense. Understanding how to respond is key in overcoming them and persuading people into giving you a chance to help them.
Pre-need sales are daytime activities – 10AM – 6PM daily. Most high producing agents do not even make an appointment to present the opportunity; they just simply show up at the door and say, “Hello, Mr. or Mrs. _________. My name is ____________ and I am here to drop off the information you requested. We received this reply card you sent in the mail to our office. I work with Earp Enterprises, and I was in your area so I thought I’d stop by. I just wanted to answer any questions you might have.
WHAT IS THIS CARD ABOUT?
Mr. & Mrs. Prospect, this card talks about the Social Security Death Benefits, and about other final expense programs available. It only takes a few minutes to share with you the information you requested. We are really trying to help people understand what they might qualify for. Do you have a couple minutes?
I THOUGHT YOU WOULD MAIL ME THE INFORMATION
Mr. & Mrs. Prospect, we don’t send it through the mail because everybody’s needs and situations are different. We did mail you out an information card, which you detached and sent back in to our office. That’s the reason I’m here. My company believes in old-fashioned personal service. Do you have a couple minutes?
COME BACK ANOTHER TIME
Mr. and Mrs. Prospect, I work the whole State and if I lived in your area I would come back as often as you like, but the enrollment period is when I am in your home or area. It only takes a few minutes to review your options and make sure you’re taken care of. I think this information is too important to put off. Do you have a couple minutes?
WHAT IS THIS CARD? I THOUGHT IT WAS SOCIAL SECURITY
Smile and say, “No, Mr. & Mrs. Prospect, this is not Social Security. This card simply told you that Social Security only pays $225 toward funeral costs for those who qualify, that you may be eligible for a plan to pay those additional expenses and that if you wanted information on these plans to mail the card back in. This is the card you sent to our office and I just want to take a few minutes to help you with the information you requested. May I come in?
IS THIS INSURANCE?
Yes, this is to review the various insurance products available to you so that you can make an informed decision on protecting your loved ones. It’s designed completely around your budget and needs. No pressure here, I only educate people on their options. We only contact people who have requested the information as you have done.
When going out to run your leads or an appointment, preparation is the key to a successful day. Please make sure that you always have the following materials and tools with you. The best way to keep up on this is to check over this list at the end of every day to ensure you have everything you need for the morning. You should NOT be scrambling around in the morning trying to find all of your supplies. The only thing you should have to worry about is breakfast, getting dressed and out the door.
IMPORTANT NOTE: It’s not just what you say, it’s also how you say it that makes all the difference in the world. Speak with a soothing tone. Use comforting voice inflections. Be mindful of your body language; care and concern must ooze out of every pore of your body. Remember: The prospect doesn’t care how much you know until he knows how much you care!
A great way to show them just how much you understand and care, is by opening yourself up and telling them why YOU have Life Insurance.
Remember…sales is personal. A lot of people believe just the opposite…get in there, get it done, and get out. That’s not how we work at Earp Enterprises. You are there to market the plans, yes, but more importantly, you are there to build a relationship and keep that going. You are there to identify a need and then take care of that need. Many people are not even aware of how final expenses work. They’ve never had anyone sit down and show them, so they stick to their pre-conceived ideas and risk the chance of a catastrophe if something happens and they are not prepared. So what you are doing IS important! Be confident in that, and let that confidence show in how you present yourself to a prospective client.