How would you respond to a prospect who says...
"My health is so poor that I'm concerned I won't qualify for a life insurance policy."
"I understand your concerns. In fact, what I would recommend is that we submit an application to see if our underwriters will approve you. This will allow us to obtain all of the details regarding your health history so that we may make an educated decision. After all, many of my past clients were unaware that we have varying tables beyond a Standard rating that may allow us to approve your particular health criteria. Once that decision is made by our underwriters, we can find a plan tailored to your individual needs."
-David P. Adams, Lancaster, PA
"While I can appreciate your situation, may I offer my assistance in finding a company that will insure you? We have several companies that offer guaranteed coverage if you meet their guidelines. May I ask you a few questions?"
- Cal Cragun, Salt Lake City, UT
"I can certainly understand your concern, but your case is not as uncommon as you may presume. There are a lot of top-rated companies that we work with that specialize in cases of your nature, and I'm sure we can find one that will meet
your needs."
-Eric C. Lehmann, Ripon, CA
"Buy an annuity. These instruments do not require a health checkup, can be written for any amount you wish, can be designated to anyone you wish as the beneficiary, and can be less expensive than a life insurance contract. Look into both standard and variable annuities. Like any investment, do your homework and ask a lot
of questions."
-David Rosman, Columbia, MO
Next month's objection:
"I don't understand the benefit of offering my clients things like wellness programs."
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.
