How would you respond to a prospect who says...
"I don't have enough assets to worry about estate planning."
"That is something I hear often, and I will tell you what I tell everyone who says, 'I don't have enough assets to worry about estate planning.' Regardless whether you have $100 or a hundred million dollars, you should still look at estate planning just in case there is a suitable plan for you. You just might want to pass on some of your estate without your beneficiaries having to face probate, as well as making sure you don't run out of money before you pass on."
- Larry Handley, Apollo Beach, FL
It would help if we had a little more info. Does the client own their home? Have they ever had any kind of probate experience? Do they intend to bequeath anything to their heirs?
- John W. Meyer, Redwood Valley, CA
"That is exactly why we need to talk. By putting your current assets into focus and developing a plan, you will begin to see your estate grow. We'll start small and work our way up by finding the resources right within your budget. How is tomorrow morning for you?"
- Jerry Gardner, Coto de Caza, CA
"I know how you feel. I felt the same way until I found that if my family didn't have an estate plan in place, the state already has one in place for us, and I can guarantee it's one we are not going to like."
- Landon Paul, Riverside, CA
Next month's objection:
"You have a great idea and I'd like to think it over. What I'd like to do, though, is first talk to my (accountant, attorney, etc.)."
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.
