Overcoming Objections
Life
Recruit
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My life insurance agent is a friend of
mine/ family member.
So you’re pretty tight with your old agent? What’s more
important, (NAME), your family’s future financial
situation or your relationship with your previous
agent? Let me ask you a couple more questions. Did
he offer you a solution to be completely debt free?
Did he give you a comprehensive financial plan that
will help you reduce your insurance costs and
maximize your investment needs? Would you have
any challenges putting your family first and going
ahead with our program? Great, I know you’ll enjoy
the benefits our plan has for your family.
I just want to invest my money instead of
paying for life insurance.
So, what your telling me is that you don’t feel life
insurance is a necessity? (NAME) do you know when
you’re going to die? If your income was to go by the
wayside, would you rather your family have the same
standard of living, better, or worse? WFA. Great, so
obviously it makes a lot of sense to go ahead and
protect your income. By the way, (NAME), when I
help you become completely debt free and financially
independent and you have no need for income
protection any longer, how will you spend your time?
I don’t think that I am going to die.
Is it that you don’t think you’re going to die
or you don’t see the value in protecting your
income? WFA. In other words (NAME) do
you feel it costs too much? WFA. Well,
(NAME) about how much, too much, do you
feel it is? (Break it down to a daily amount,
reduction to the ridiculous.) Now (NAME)
what’s more important, that soda, or securing
your family’s future? WFA. Great, do you have
a middle initial?
I have my coverage with my work.
You feel like you have adequate coverage with your
work? Can I ask you a couple quick questions, have
you ever read through your policy? WFA. If you don’t
have a policy, then who has control of that
insurance? Do you plan on staying at your current job
forever? WFA. Doesn’t it make sense to own
something that you control, that no matter what job
you’re working, that no matter what happens, your
family’s future is secure? Great, (NAME) how tall are
you?
I have life insurance and savings together
and I don’t want to just throw my
money into premiums.
Great do you know what kind of policy it is that you
own? That’s awesome that you’re protecting your
family while still trying to get ahead financially.
(NAME), at age 65, what would you rather have,
insurance or money? WFA. If I could show you how
to have more money at age 65 and more coverage
now, with the same dollar amount, would you be
willing to explore that option? Great, do you have
your policy handy.
Is this a pyramid?
What’s a pyramid? WFA. (Someone on top makes all the
money). Can I ask you question, where do you work
now? WFA. In the company you work for now, do
you have a manager? Does he have someone above
him? Who makes more, you, or the guy at the top?
What is your opportunity to have his position? What
does that look like to you (NAME)? Doesn’t it make
sense to work for a company that doesn’t put any
restrictions on your income potential?
I’m not a salesperson.
What is it about sales that you don’t like? WFA. Have
you ever had an experience where you bought
something and really enjoyed the transaction? Was
that person pushy? If I could show you how to be
successful educating families so they would feel good
about you, can you think of any reason you wouldn’t
go ahead with that? Great, let’s get started.
I just don’t have the $199.
(NAME) is it that you don’t have the $199 or is it that
you don’t see the value of what you’d be doing for
families? WFA. Let me ask you a question, if I told
you that outside, I have a brand new BMW M5 and I
would sell it to you for exactly $199, but you had to
have the money today, would you be able to come up
with it? WFA. So what you’re really telling me is that
you don’t see yourself being successful helping
families? Who could we go see right now so I can
turn this into reality, instead of theory?
I don’t have the time.
What are your time commitments right now? WFA. (I
work). How many hours a day do you work? WFA.
Great, that means, you really have 6 to 9 Monday
through Friday free. (Softball, church stuff, family).
So out of the things you just mentioned, which is
more important than you reaching your goals and
dreams? With your credibility and my know-how, it
will be impossible to fail.
I don’t think I can do it.
What do you do now (NAME)? That’s great, when you
started doing that, did you just know how to do it or
were you trained? WFA. Would you say you’re better
now or when you first started? WFA. How long did it
take for you to learn the ropes? If I spent time
teaching and educating you on exactly what it is we
do, can you think of any reason you wouldn’t want to
get started? With your credibility and my experience,
your going to be nothing but successful.
What is your interest rate?
What is it that you’re looking for in a interest rate?
(Less time, less money). If I could show you how to
spend less total dollars and get out of debt sooner,
would it really matter to you what my interest rate is?
Great, the only way I would allow you to go ahead to
go ahead with our program is if it saved you
thousands of interest dollars and years. Is that fair
enough?
I don’t want to wrap my car into my
mortgage.
You don’t want to wrap your car into your mortgage
loan? (NO). Would you be open if I could show you
a way to pay your car off quicker inside my loan than
outside the loan, turning a depreciating asset into a
additional tax saving benefit, would you want to take
a look at that? Great, I just need you to okay a few
spots for me here.
I don’t want to pay more closing costs?
Obviously the amount of money you spend on a loan is
important to you (NAME). Would you agree, that
interest paid on a loan is like a fee or a cost? So if I
could show you how to spend less in total fees and
interest cost, that would be important to you,
wouldn’t it? Great, I just need you to authorize Citi
to put together the best possible solution for your
family.
I want to think about it.
Obviously, you wouldn’t want to think about it unless
you were seriously considering going ahead. (NAME)
just to clarify my thinking, what is it that you want to
think about… Is it the “75,000” dollars in interest that
I am going to be saving you?… Or could it possibly
be that I am getting you debt free “10” years sooner
than your current program?… You seem like a bottom
line type of person (NAME), lets just weigh the facts
and then make a decision.
My bank can do bi-weekly also.
That’s great that your interested in getting out of debt
sooner. Did your bank give you an amortization
schedule with your current loan? I have never found
a lending institution other than Citicorp that does a
true bi-weekly. Let me show you our points of
difference.
Show example.
Doesn’t it make sense, (NAME), to pay more on
principle and become debt free sooner?
I already have a financial plan.
That’s fantastic (NAME)! So many of our families don’t
currently understand the importance of planning their
financial future. Can I ask you a couple of questions
about your plan? Does your current plan give you a
date that you will become completely debt free? Does
it show you your financial independence number?
Are they helping you save for your kids education?
(NAME) since our plan is free and often times
enhances any current program wouldn’t sense to
take advantage of any additional benefit our plan
might have for you? Great I have time Monday or
Wednesday, which is better?
I’m not interested in even looking at it.
What is it that you’re not interested in? WFA. So your
debt free already? (NO). Are you saving all the
money you would like to be saving? Are you
reaching all of your financial goals and dreams? We
really need to get together.
I heard you can get a no load mutual
fund. Why should I pay if I can get one
of those?
Have you ever heard of getting something for nothing?
It doesn’t exist, does it? What’s more important to
you, the rate of return on your money or the cost? If
the return outweighs the cost, then can you see any
reason why you wouldn’t want to go ahead with
that?
Is 12% garanteed?
(NAME) did you know that mutual funds have averaged
12.97% over the last 30 years? We have had some
good and bad times in the last 30 years, haven’t we?
And through all that, the market still averaged 12%.
Now, the past doesn’t guarantee the future, but it’s
really the only thing we have to go off of. If you
continue to save as much the next 5 years as you
have in the past 5 years, what does your financial
future look like? Great, let me show you the
opportunities of investing in the global economy.
I want to shop around.
That’s fine (NAME) in this next week, why don’t you put
together your very best plan in writing and I’ll put
together mine, and then we can get back together
and compare and go ahead with whichever plan
makes the biggest positive impact, agreed?
Bonus Question
Who will benefit most? Someone who has
people going to Vegas with them or
someone who doesn’t?
Who has the most people going on the bus
to Vegas?