ANSWERS TO COMMON OBJECTIONS

“I CAN’T AFFORD IT’

*That Mr. Prospect; is the way we talk about luxuries. I am talking about necessities- food, clothing,
rent, medical care, education for the youngsters, and, most of all, peace of mind. How much do you
think would your family need a month if you were taken away from them forever?

*If your salary were reduced to P500 a week, you would soon adjust your expenses accordingly. You
can do the same thing if you put that amount of money into this plan, The sacrifice will be temporary,
the benefits permanent.

*Suppose you don’t get paid this week, or the next, or for several months. How would you get along?
Would it be any easier for your widow to get along if your salary NEVER came again ?

*Mr. Prospect, if I had the gift of prophecy, and tell you that you wouldn’t come home for dinner next
Tuesday night and that you would never come home again, would your wife find the money to support
herself and your children? Mr. Prospect, this matter is so vital that you can’t afford to take any chances.
The only time we dare take chances is when we can afford take them. Can you afford to take chances
with your children’s future ?

*Mr. Prospect, I don’t think I have done a very good job of explaining the plan to you. This plan means
bread, butter clothes, medical care, a home, an education, and the other things a family has to have in
order to live. When you think of it in that light, the word “afford” seems out of place, doesn’t it? Isn’t
it rather a question of arranging your budget?

‘ I HAVE ALL THE INSURANCE I CAN AFFORD; I AM WORTH MORE DEAD THAN
ALIVE NOW’

*I would be the last person to suggest that you do anything you can’t afford, but I’m sure you would be
interested in knowing the least amount of insurance a man in your position should own, wouldn’t
you?

*That brings up an interesting thought. Have you ever considered what your Life Value is worth to you
and your family? Let me show you what I mean. If you are 30 years old now and are earning P30,000
a month, you will have earned for yourself and your family P10,800,000 by the time you get to be 60
years old. That is your life value. Are you insured that much?

’INFLATION WILL RENDER MY POLICY USELESS’

*Life insurance is an investment that protects your human life value. If you are worth P5,000,000 now
insurance policy should also be P 5,000,000. Inflation can only mean that in the future you will
probably be worth P10,000,000. With this increase in human life value, you will need a corresponding
increase in life insurance.

*If you now own a policy worth P5,000,000 and you die a year after, your beneficiaries stand to
receive P5,000,000 while you would have paid only a year’s worth of premiums! And what could be a
better way of protection than this?

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*The actual problem really is that your family will have to eat, your kids go to school, with or without
inflation. And what life insurance guarantees, with or without inflation, is a source of income for your
widow and the kids to live on in case you die.

*Well, Mr. Prospect, let’s look at it this way. In a time of high prices it is even more important that
your widow be protected.

“I AM NEVER SICK”

*I’m glad to hear that. If you could buy a certificate that would guarantee that you would not die before
age 60, would you be interested? Well, my company offers a certificate like that. If you’re wrong and
you had a fatal illness before age 60, we’ll pay your family P1,000,000. If we’re right and you don’t
die before age 60, we will pay you P1,800,000.

“I HAVE A FRIEND AND RELATIVE IN THE BUSINESS”

*That’s fine. I have lots of friends in the business too. Is there any reason why you and I can’t be
friends? Well, the plan I have in mind is…

*I appreciate your frankness. May I ask a question? Has your friend discussed this with you? I have
found many cases where a friend has been hesitant to discuss problems frankly.

‘I AM NOT INTERESTED - I HAVE ALL I WANT’

*Congratulations! May I ask you one question? If you were in your wife’s place, would you be able
to maintain the house, educate the children, and live as comfortably as you live now.

*I’m glad to hear that, Mr. Prospect, because it shows you have already made your plans. Then let’s see
if those plans will work out as you wish under today’s conditions.

“I PARTICIPATE IN A COMPANY PENSION PLAN AND THIS, WITH SOCIAL

SECURITY, IS SUFFICIENT FOR MY LATER YEARS’

*Don’t you want to have a retirement program that you are in control? Besides, your savings in this
plan will add to your retirement income so that you can really retire in style.

I AM BUYING A HOME’

*That’s wonderful! But do you want your family to keep your home when you are gone?

“I WILL PAY MY DEBTS FIRST’

*While you are still alive you can always pay your debt if you want to. When you are gone who would
you like to pay your debt – your family or our company?

*I’m not suggesting, Mr. Prospect, that you incur any further debt. As a matter of fact, if you examine
your check book you will find that most checks you write are for other people. Now why don’t you
start writing a check for your wife and children?

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*We’re all very much alike, Mr. Prospect. I always have bills outstanding and that’s part of living.
However, these bills must be paid at some time.-by ourselves if we live, or by our widows if we don’t
live. Really, that is just one more reason why she should have this additional protection, isn’t it?

*Mr. Prospect, if you find it difficult to pay these bills now while you are earning a full salary, think
how hard it will be for your wife to pay them.

*Your first debt is to your family. That debt is to give them a reliable income and at the same time
provide enough cash to let them start their life without you Don’t leave your family with debts they can
not afford to pay.

“I CAN DO BETTER WITH MY MONEY”

*You are right, Mr. Prospect. You can do better with your money granting you will never have looses.
But we are talking now about your widow’s money.

*Mr. Prospect, if you can guarantee that you will be alive 20 years from now, you may probably do
better with your money. But if you agree that there is a possibility that you may die in that time, then
there is life insurance for you to provide money for your family.

*Fine, Mr. Prospect. Then why not leave to us the problem of taking care of your family, if you die?
You can definitely do that if you live.

“I WILL INVEST MY OWN MONEY”

*Life insurance is not an investment. It is a guarantee - a definite amount that will be paid in cash to
your family. And it pays out the amount you intend to save, not just the amount you actually save.

“I WANT TO TALK IT OVER WITH MY WIFE”

*In my experience, wives always ask a lot of questions about insurance because it concerns them.
Perhaps it is better that I’ll be with you, to answer her questions. Would tomorrow evening be
convenient for you and your wife?

*Mr. Prospect, it is rather hard to ask your wife for approval of this plan, since it is for her benefit, isn’t
it? Suppose she says “yes” and then you can’t pass the examination just now? She’d be worried day
and night about that, wouldn’t she?

*Every mother always desires financial security for herself and her children, but being a good wife, she
may not like the idea of making money out of your own life.

*If you were buying her a present, you would not ask her advice as to whether you should do it or not.
Why make her say “no” when she really wants to say “yes”?

*Instead of talking it over with your wife, why don’t you imagine talking it over with your widow. A
widow would certainly not say “no” to life insurance!

‘I AM PUTTING MY MONEY IN MY OWN BUSINESS’

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*Good! Business will always be in need of cash. But what makes your business earn so much money?
YOU! YOU are the most important part of your business. Why not let us underwrite the YOU part of
your business so that if death comes, or if you retire, your family or you yourself can go on receiving
income even if your business will run out of cash.

‘MY WIDOW WILL MARRY AGAIN’

*If she is not financially secure, she will really have to get married again and soon. It is a matter of
survival to have a breadwinner around the house. But if you leave her with enough security to enable
for her to take care of your children, she surely will not rush into it for the wrong reasons.

You don’ want her to be marrying another man for the sake of money. She will probably make a poor
choice if she does. But if she marries again, I am sure she will have time to choose a good husband.

‘I MIGHT LOSE MY JOB’

*The chances are you will keep your job, and even if you lose it, you can find another. But suppose
you die; then your family would really have a problem, because your income would be taken away
from them forever but your family’s needs and expenses continue.

*If it takes you longer than 30 days to land another job, you can have your policy easily reinstated as
soon as you find another and can resume the payment of your premiums.

*If you lose your job 3 years after your policy is issued, you’d actually be better off with a life
insurance policy than with none. By then your policy will have accumulated cash values which you can
borrow to pay your premiums or for whatever your needs are.

‘I WILL THINK IT OVER’

*I am glad to hear you say that. Let’s think it over together. Let’s go ahead with the medical
examination and let my company study your application. Otherwise, if you wait long enough your
health may not be as good as it is now.

*Mr. Prospect, you and your wife agree that you like the plan. May I say the reason some people end
up at age 60 or 65 with no accumulation of money is that they are still thinking about saving money
with no time left to accumulate it? You both agree you like this plan; let’s see if you can qualify.

*The danger is that while you are thinking it over something might happen to you. Then it will be your
widow and children who will have to pay the penalty for your thinking without acting.

‘SEE ME LATER’

*How much later-a week, a month, a year? If you can tell me when that tragedy will occur, I’ll come
back the day before.

*You are not asking me to wait; you are asking death, disability, and old age to wait. Do you think that
is wise?

*Mr. Prospect, will you sign this card guaranteeing to your family that you will be alive and in good
health three months from now?

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*Waiting to think it over is one way of not doing it.

*It is actually a decision between security and insecurity, prosperity and poverty.

*You can put me off, but your wife can’t do the same with the creditors on the first of the month, can
she? Some of the most pathetic youngsters come from homes where earning power is gone and a
mother is forced to go to work to pay her creditors.