How would you respond to a prospect who says
“I appreciate your time, but I just don’t buy the first thing I take a look at. I want to look around to see what else is out there. I want to shop a little bit.”
Too many insurance professionals are seen as high-pressure car salesmen — let them off the lot and you’ve lost a sale. I would play against that image by agreeing with the prospect: “I understand, and I hate to be pressured. I’ve been in this profession for a long time, and my belief is that an educated prospect is my best client. So let me send you something brief to look at. If there’s interest, call me. I will follow up as a professional courtesy to answer any questions — even if you decide to buy something else — or work with someone else.” Then mail them something short and sweet and valuable with your business card stapled to it. And do call. They will remember you, and one day your phone will ring.
- Jesse Slome, Westlake, CA
“As well you should not buy the first thing you look at if you are shopping. However, if you are looking for a particular item or service and what I have meets your needs, why keep looking and delay settling the claim? You getting your check is what we are all here for.”
- Danny Honaker, Atwater, OH
“Let me put your mind at ease. As an independent agent, I have shopped for you and looked around for you, and I want to help you buy the best product. Your time is valuable, and this is one of the services that we provide for you. Do you want me to review with you the other companies I researched?”
– Ron Palmer, Glastonbury, CT
Next month’s objection:
“I’m single; I don’t need life insurance.”
How do you overcome this objection? Email the editor at ASJeditor@AgentMediaCorp.com. Please include your first and last name, city, and state, and put the word “Objection” in the subject line. Your response may be printed in an upcoming edition.