How would you respond to a prospect who says...
I don't need long term care insurance; my family will take care of me.
"That is a good idea. Since your family will take care of you, and that equates to spending money on your behalf, and since home health care by family members in 2006 is estimated to cost family members approximately $4,000 a month per each person cared for, for how many months can your family care for you at that monthly cost, and would your family members rather pay a guaranteed payment today using discounted dollars to provide for this possible future need on your behalf? Who is best to talk with concerning this family issue?"
- Henry Morgan, Dallas, TX
"No doubt your family would want to take care of you. Do they work outside of the home? Can one family member afford to quit working to take care of you? Would you want them to?" This often makes them realize having their family care for them isn't really an option.
- Jody Suttie, Des Moines, IA
"I'd ask them to start now and ask their family for a test run of financial and physical support, maybe for two months to start to see how things go. Have them call their family and set up an extended visit now, complete with financial aid. Most don't want to be a burden to their families, and this should bring a touch of reality to their response. An alternative would be, what if your son/daughters-in-law had this idea, and more importantly, were already taking action on this and living with your child and drawing financial support from them?"
- Michael Masiello, Rochester, NY
Next month's objection:
"I don't need an estate planner; my family will take care of things when I'm gone."
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.
