How would you respond to a prospect who says...
"There's so much negative news about health insurance in the media that I'm worried about buying a policy right now."
"What negative news are you referring to, John?" I would ask him to get real specific and then focus in on each negative he comes up with, making sure he knows that the product I am selling him does not have that negative news attached to it.
- Rodney Smith, Indianapolis, IN
"Your health insurance pays what the policy says it pays. As an individual policyholder, you should consider yourself fortunate that you qualify for a policy and can afford one. As an agent, I will explain to you your options with a catastrophic event when having a policy and not having one."
- Pamela Brown, Tignall, GA
"I understand exactly how you feel. Many of my clients have felt the exact same way. What they found, though, was that by taking the time to discuss their concerns with me, they could make a more informed decision as to the correct step to take at this time."
- Art Bell, Anchorage, AK
"There does seem to be a lot of negative news, but it represents a small percentage of the health insurance picture. Having health insurance can save your life. There are certain plans that may not work well for you given your situation, but a few bad news stories shouldn't cost you your health. Let's take the time to go over what I have here and let me know any concerns you may have."
- Becky Smith, Evanston, IL
Next month's objection:
"My health is so poor that I'm concerned I won't qualify for a life insurance policy."
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.
