How would you respond to a prospect who says...
"I've heard a lot of bad press about inappropriate life settlement transactions. How do I know that selling my policy is truly the best idea for me?"
"While there is both good and bad press printed about most all insurance and financial products, the answer of suitability lies within each individual's unique situation. The most important factor is that the final decision is made based on the highest level of knowledge and education on life settlements you can achieve, coupled with financial expertise and guidance."
"Important questions to answer for this decision include: 1) Have your needs changed from the original purpose of purchasing the policy? 2) Is the policy underperforming compared with your expectations or with the anticipated future premiums? 3) Are the originally intended beneficiaries financially stable relative to your current needs and wants? And 4) Would a life settlement put you in a more advantageous position to better align yourself with more appropriate insurance and financial products?"
- Jason Plucinak, Minneapolis, MN
"Let's look at your policy together and decide on the best course of action. Sometimes, life settlements are not the best option. However, for some people, it's a better alternative than a lapsed policy or keeping a policy that no longer fits your needs. Why don't we investigate your options?"
- Marci Schroeder, Kenosha, WI
"The first thing I would ask you to do is to contact your insurance company to get all the information possible about your life policy. Then, you and I can sit down and review all available options to see that you do the right thing for your financial well-being. As long as you have all the facts, you can be confident that you are making the right choice, whatever that choice may be."
- Henry Pasuken, Sacramento, CA
Next month's objection:
"I have a long history of health problems -- based on past experience, I just don't think I can qualify for insurance at this point."
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.
