20
Objections Are Necessary
Inability to handle objections has caused
many life underwriters to fail in our
business; and yet, objections are an
important pat of our business.
We must have objections. there were no
objections tothe purchase of fe insurance,
we wouldn't need life underwriters. We
could pute insurance contrac in vending
machines, as they do at airports and
ralroad terminals, and people could buy
them by just deposting a quarter in the
machine.
‘Most clients objet only because they are
uncertain. Their objections, for the most
par, are merely requests forelp. Boteving
‘tha, | encourage objections. Its the only
way | have of knowing the prospect's
feelings and that gives me something to
hang my hat on. | want objections. Without
‘objections, | fee that the interview wil ail
How do | handle the various types of
objections? | shall describe my methods
for handling some of the more common
‘ones. They have worked for me; fm sure
they wll work for you.
Probably the most common objections,
‘can't afford i, When I get that objection,
simply remind my prospects that they cant
afford to di, either-but they must dia,
remind them tha the terms o life are hard
the terms ofliteinsurance.are easy. remind
them that someday-somehow-someone
will pay for life insurance. They have a
‘choice. They can pay for it the easy way
ow, or their family wil have to pay fo ite
insurance the hard way later. The choice
must be made.
Many prospect tll us that ie insurance
‘costs too much. Remind them that’s not
Iie insurance that costs too much. Life,
itself is expensive, and what they want to
accomplish in ife takes money.
Ive had people say to me, “But how can |
‘buy lie insurance? | make $200 a week,
‘and | can show you on paper that my
‘expenses including rent, food and clothing,
run $200 a week. There's nothing lett 10
‘buy fe insurance with
‘My answer is this. ‘Mr. Prospect, lot's
suppose that when you go to work
tomorrow, yourboss tls you that business
Is bad and your salary will have to be
lowered to $190 a week. Could you go on
living prety much as you are now with that
$10.cutin salary ? Thats alm asking you
todo, Mr. Prospect. Take that $10 a week
to pay yourself and protect your family.”
| remember a young marred couple wha
June 2005,
hadno chisren, butthe wife was expecting. @Worth More Dead”
They were sincere in their objection. They
proved to me, on paper infact, how every
nny the husband was eaming wasbeing
Used for curent exaenses. They were very
definite in pointing out that $25 alone was
needed each month for medicine to keep
alive the unborn child Having told me tat,
thay fl they had convinced me that there
was no money avaiable fr lie insurance.
Al uring tho conversation. | kapt nodding
ny head in agreement, and finally when
they were through, ltumedto the expectant
father and said, "Jim, you havejusttold me
‘wry you much buy life insurance”
He answered, “lust showed you there's no
‘money to buy life insurance. Al the money
Isnoeded{or current expenses sald "Yes,
‘and because it's all ned in your weekly
budget, youave to buy insurance. Dot
you see, dim, that if you gt kiled going to
work tomorrow, you alone wil not, Dut
because therel be no money coming into
this home for medicine for your wie, you
wil also have kld your uibom ctl.
How about the felow who, after youve
ccomletedhis program, says, "Yes, it]oks
pretty good. | ike ft, but | want to ask my
vio?
Forhim, Ihave stock answer "thinkit's a
‘Another ofthe mare common objections is
"tm worth more dead than alive." Assure
this type of prospect that insurance i not
meant to, and will not, replace his or her
life. All the mony in tho world will not
replace his or her Ke, The purpose of ita
insurance isto replace the income that his
orher ile produced.
Then there's the fellow who rather
sarcastically asks you, "Why shoul | buy
Ife insurance? To make my wife a rich
widow so she can marry ancther man and
he oan lve of the insurance?"
Tall him that by not buying Ke insurance,
he is forcing his widow to remany. rich
widow does not have to remarry, but a
\widow lft without adequate income has no
will become the fatner of his children.
‘There are times wien, in answer to this
‘objection, | realize that thre is no love in
the family andthe prospect doesn't have
the character tobuy ourproduct. This fellow
| handle in @ rougher way because | feel
that I don't have a sale here anyhow, and |
‘might as wel get my feelings of my chest
Isay tohim, Thats fine. Give me the name
ofthe man your widow's going to marry.
{go soe rim. Hell probably be witing to do
‘more for your children than you are"
‘000/doa, Mir Prospect, foryoutoask your GFriend in the Business”
wif; but while you'e doing that, won’ you
please also ask your children? You sae,
thoy're a vory important part of this
program Now fthere is reallove of amily
here, that will close the sale.
Sd
Menatandsnwis sous oa une
ear oeaeeey
Sadie toenail
Sou tat
| umm tothe wife and, smiing, say, "Dear,
don't answer him. There are only two
answers you can give him. you say "yes"
‘and he buys i, someday you may have &
pelt family quarel. He may be il, and you
may forget to bing him his medicine on
time. ina it of anger, he wil tum on you
‘and say “What do you care i | die? You
made me buy ie insurance.
“On the other hand, it you say ‘No’, then
‘when he dies youll have to answer tothe
children wty Daddy did't provide for their
future, So dont you see, Mrs. Prospect, no
matter how youanswer, you're on the spot.
“The dacsion is his alone to make-et him
‘make tts his responsiblty-even beyond
the grave.
‘hore is always the prospect who objects
‘onthe ground that he or she ant buy from
youbecause he or she has a“riend"in the
business.
“ifthis individual you speak of as yourttiond
in the business is a real friend, your
insurance program would be complet.
Since we have discovered that i's not
‘complete and that you need more life
insurance, then there's only one person in
‘the world right now, who ean bring your
‘rogram upto date. That person fs me-not
yout frend. 1am th only one wo can sign
‘your application now, to quarantee security
for you and your family. Tomorraw when
yout friend comes, it ay be too lt
ink it Over” }
How about the prospect who, after the
interview is completed, wil tum to you and
‘say, "Wel i looks pretty good, want to
thinkitover
Siting back in my char I say to him or her,
“Go ahead and thnk it over. 1 wait unt
you're through. I remind the prospect that
mustbe thereto answerhis or her questions
a they come up: and that leave, he or
‘she won' tink of it again unl return.Sales Idea
Sogo ahead, thinkitover.iwaitrighthere briefcase might just as well be thrown into odds. Infact, ldo that forthe next 20 years
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Bott own arg samo ting, ron Tee
Tnmuch tie samevarn ereare prospects While my accountants figuring out who to
who want to wait, who want you to come make the beneficiary and how to set this Thethere'sanother prospect who loos you
back again Poly up rox purposes, mayb ovat wh ts one: Tm too young de, Ive
to get covered. How much is the quarterly looked up the mortality table, and it shows
{aston "00 yuo te program ttn tahun actos cack, lose tan 9 Ou 1000 My 98
"ve worked out for you?" Assuming Eixj the policy was placed bracket wi de this year”
‘agreement, continue, “Wel, you tke the
program, henthe responsibly snowmine Ittaught mealesson about prospects. The “That's. Your chances of dying is year
to complete the application and get this accountant had failed to take info arelessthan Suto 1,000. I quess you've
program in force. Tellme you don't ike the consideration the feeling of my prospect- gota point there’. Then | go.on, "What you
program and Iligo home. If you do like, |__his own fear that he might not iv. say is tue, but let me ask you something
‘must stay until you sign the application ‘Suppose someone took you and 999 other
‘There's nothing to be gained by waiting. D0 Better Elsewhere. people your age, lined you up along the
‘ou offen run into prospects who tl| You yal andgave each of you agun YouNer®
unless you havea cotract wth Got
you that they can do better by putting their i toi to put thal gun against your head,
Natural, that wil raise the prospect's money/n a bank land before you pulledthe tigger you mere
eyoorons, What do youmean-a contact 34 them tha ite insurance is primary ftndedthat onl thre of hose guns were
ies. designed to protect widows and orphans. '0aded. If, justbetore you pulled the trigger,
“Do youhave a contract wth God that says Whether they could make more money | came along seling lie insurance, would
‘youillbe here when | return? Ifyou haven't putting their premiums in a bank is not the you buyit?”
‘such a contact, | must complete the important thing. We know thatby making @rm Loaded?
tanaclonnon premium payment on Me Insurance, Qeageaees
abla popecs Wet youTa
Secu amy andr ems ;
‘hap ada th arco bt boy
echnical Gomplcaions is cumrmeed Pot ou wothem bat ogee raed neh puns eye
Eat in ny We-undonwrting eB", 18% insane ently cere fom bank
into a business cas that taught mo a lot
hou Goal nelctfpedoe hed sued apes and savings. Show thm that Insane, car nuance andthe ie, How
fo cera sole propritr a $50,000 most an hen save toward nt YoURaRE ese Peope?
‘business policy. When! went to deliver the state; whereas in bank savings, we save _Itellthem, "| agree with you. You are payit
catgpheatiimtaroolnteneuiny miners bank snvigs wanna ethno wie You wep
At, he wanted to talk it over with his 19 create an estate. something, If you had a goose that laid
poomtary “To usa the point. ia, Men om, what would you insurethe
He arranged the appointment with his Prospect went you to go down to your 20080." me. gaEEN eggs
accountant. That was one of the Most hank and ask the president to do this for The answer, naturally, is, The goose." Then
miserable, yt enlightening, hours Ive ever yoy. put$10,000immediatelynyourestate, | remnindthem, "Youhave everything. Youve
Spent in mylife. The accountant pointed Out J return, you agree to give the bank $200 insured all the eggs-your home, your car
a thousand technical pitfall about each year for the next 20 years if you lve. but yoU forgot to insure the goose-YOU-the
benofary arrangements, onersnip ofthe one who produces the money to provide
conact, how f should be set up for tax "However iyoudeatenytimeduingthase thoy age
purposes, and 0 on. Before te tenview 20 years the bark will give the $1000 10
‘ended. I'm certain my prospect was _ yourfamiy. In addition, if you become totally
‘confused know vas! Telrtervew ended orpermanenty dsabled dung hat 20 year _ Than reresingexpeence rattotang
withthe accountants advising my prospect ped, youwilnotboreqdredtomakeany —9G0. | had recommended a complete
that it might be better to wait unt he moredeposis, butte bak nll make them program ora doctor. He kedthe program,
analyzed tho plana ito mre thorough. foryou. but ho wanted to think it over, and he
te would advise ject in two weeks concluded the interview | i a
[etanatnocroud oe Tet ine menses Futhermore, i youre il lve 20 years Yr Pao just hada Tnaayee eget
feeing very dejected and retuned to my romnow he bankmust ve you alYow six months to an age change. Therefore,
office. money back. Do you think the bank ye got six months before | have to make
president wouldenteritosuch contac? yy man
list their premium payments for fire
In my office, an idea struck me. | put the
palcyn my briefcase jumped into my car “Of C2UrSe nat, but we'll do that in f@ was tea night and he had just received
and rave backiosoe the prospect waked surance? 2 call fo go out and see a sick patent.
into oficeandhe granted me with, "Bet, (Playing the Odds looked at him and said “Doctr, you say
‘what are you doing bac here s0 soon?" (| How about he young prospect who says. YOU have six months say don't have six
‘might point out that he was a lite hard of he or she is a gambler and will take a Minutes. This night call you're starting out
hearing). ‘chance on whether he or she lives ordies? _ O" might be your last, and you as a doctor,
{sa fin Wil ou nen, you agate; tenettorions Memmerionnnanmae
cape niacin giyeaveyoro
Teleminvaesieonorowot ello saat re | Gromer yin stent
you were dead, because if you were dead, TN Ye ene De ene °
‘om now, youl stil be alive; and very year
that you lve, | wil give the same 0 to 1
June 2005 21