How would you respond to a prospect who says...
It seems like every day I hear something negative about the insurance industry. I'm afraid I'm going to get ripped off by some agent.
"Unfortunately, there will be one bad apple, but that does not mean that all of the agents are rip-offs. It's like if you had a bad experience at a store, does that mean that all of the stores are alike?"
- Christine Boyle, Orland Park, IL
In that the press has plastered this all over the news, you need to acknowledge the fact that there are some bad apples and then tell them to check you out. "We are a member of NAIC, BBB, and CBN, and we have been around since 1962. You can talk with the Department of Insurance to see we are legitimate. You don't survive in this business by ripping your customers off, so you should also check out those folks who you are going to do business with."
- Bill Johnson, Springboro, OH
"The state insurance commissioner works hard to make sure that that very thing does not happen. A quick call to his office will often help with that question."
- Randy U., Centerville, UT
"Mr. and Mrs. Client, I understand your concern, and it is a valid one. However, we can all agree that there isn't an occupation out there that doesn't have its share of bad apples. I have two suggestions for you. The first is to go with your gut feeling when we are done discussing your situation, and the second is for you to check out my background on the California Department of Insurance Web site. Here is my agent number and the Web site info... "
- Steve Martinez, Corona, CA
Next month's objection:
"I don't need disability insurance. I have plenty saved up in case something happens to me."
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.
