How would you respond to a prospect who says...
I don't understand the benefit of offering my clients things like wellness programs.
"You do understand the terms 'cost containment' or 'cost avoidance,' I assume? Then, let's look at the use of wellness programs as a low or no-cost means to offset or even prevent future rises in health care costs to your business caused by a less healthy employee population -- wellness programs help you recapture those dollars."
Mike Russell, Flower Mound, TX
"I would say that a wellness program is good for the employees' health. If you really want your company to be profitable, you need your employees to be healthy so that they can do their jobs. So, paying for a wellness program for the employee is an investment in the employee, for the company."
Sauveur Rosier, Miami, FL
"The philosophy behind a wellness program is a proactive rather than a reactive approach to health. If they are balanced, your employees are more likely to remain happy and healthy, and that results in less time off and a more enjoyable working environment."
Michael Voogd, Simi Valley, CA
"Do you agree that healthy employees are the asset of the business, the fast-money printing machine for the business? When they are in tip top shape with wellness programs to pamper and to protect, the business should be heading north, not south."
Angela Guenver, Glendora, CA
Next month's objection:
"Long term care insurance costs too much."
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.
