How would you respond to a prospect who says...
I receive so many solicitations from so many agents, and I'm just not convinced I need long term care insurance.
"Statistics tell us that you will likely need some form of long term care down the road, but there are numerous ways to go about planning for this future need. If you'd like to make an appointment, we can sit down and make some sense of this and at least give you some answers and peace of mind, one way or the other. Wouldn't that make sense?"
- Jason Brown, Akron, OH
"I'm sure you do receive calls from a lot of agents who want to talk with you about long term care insurance. What I would suggest is that you talk to a specialist -- an agent who specializes in this one product and has been doing so for some time, one who is credentialed and can give you an honest assessment of your risk factors. Then, if you feel the risk is high enough, that agent can give you a variety of options to select from to meet your particular needs. This would be an independent agent -- not a captive agent with one particular company. That's the best way to get an honest appraisal of your needs."
- Suzanne Hopkins, Plano, TX
"Maybe you don't need it. Let's consider the possibilities. You never buy it, you never need it. You spend nothing on either. Best-case scenario, wouldn't you agree? On the other hand, if you never purchase insurance, what if you need the care in 25 years and you need it for about three to four years? The cost is $1 million -- are you prepared for that at the end of your retirement? Which would you prefer: having the potential to spend $1 million or paying premiums of $75,000 for both you and your wife over the course of your lifetime?"
- John Langer, Cedar Rapids, IA
Next month's objection:
"There's so much negative news about health insurance in the media that I'm worried about buying a policy right now."
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.
