How would you respond to a prospect who says...
"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."
"Other than that, is there any other reason you'd object to getting started? (Client: 'No, that's the only reason.') I don't know right now if health will be a problem, but let's suppose for a moment that it wouldn't be a big issue. Then, in your opinion, would you object to submitting a trial application to find out?"
- Gene Eldridge, Union, NJ
"I can appreciate your concerns, and many years ago, people with medical histories similar to yours were unable to qualify for life insurance. However, thanks to recent medical technology, healthier diets, and exercise, longevity has been increased, and insurance companies have come up with plans to accommodate the needs of people with pre-existing conditions."
- Michael A. Kaufman, Hollywood, FL
"You know, almost everyone has a few skeletons hanging in the closet, but that doesn't mean they have to haunt us all the time. With the new advances in medicine today, it's easier to cope with things such as diabetes, high blood pressure, obesity, etc. Let's take a closer look at your skeletons and show the insurer how you're dealing with it, OK?"
- Allan C. Tanner, Miami, FL
"I have been in the business long enough to have learned that you can never guess or predict what an insurance underwriting team will accept or decline. Let's just submit the application at no cost to you, and then just let the process play out. You might be surprised at the results, and the reward for your decision can be critical to your loved ones."
- Lee Pegram, Ripley, MS
Next month's objection:
"I receive so many solicitations from so many agents, and I'm just not convinced I need long term care insurance."
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.
