How would you respond to a prospect who says....
"I have my own attorney and CPA. They take care of my financial affairs and they do a pretty good job for me."
"How much money did you gain or lose since you have been using them? If you are happy with them, then stay where you are. By the way, why are you talking to me if you're happy?"
- James Frazier, Gulf Shores, AL
"I am glad you shared that with me. One hand should always know what the other is doing. None of our recommendations should be implemented without review of your tax and legal counsel. Please let them know I will be contacting them soon."
- Steve Bertino, Sacramento, CA
"I congratulate you on having an attorney and a CPA on your financial affairs team! You are so far ahead of many people, who take shortcuts by not having these integral parts to put a team in place. In order to provide insurance and other financial service products, a representative must be properly licensed in insurance and investments, much like CPAs and attorneys need to be properly certified and educated. Mr. Prospect, to create a good financial game plan, attorneys and CPAs play an integral and vital role toward the recommendation for the products that I provide to my clients."
- Joe Kelliher, Salem, VA
"That's great. You see, where their work stops is where my work starts! In estate planning, after the lawyer smiths the words and the accountant whittles, I'm the one who brings the money to the table! So let's decide now how you want the money spent."
- Jim Lenox, Keithville, LA
Next month's objection:
"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."
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.
