How would you respond to a prospect who says...
I don't have enough money to worry about an estate plan.
Invest a little time to see whether the client really needs an estate plan by saying, "You are right, an estate plan is not for everyone. Please share with me how you came up with this conclusion." Always remember to ask the right questions nicely. Chances are, the client needs more education.
Angela Guenver, Glendora, CA
"There are only two reasons why you would say that. One is because it's true, and the other is because it's not true, but no one has ever really explained what proper estate planning does. Let's have a brief discussion and make sure it's not the second one.
Is that fair?"
Harold Lindsey, Toledo, OH
"Many of my loyal clients had the same concern, and I understand how that can be a concern for you, as well. However, estate planning is the process of accumulating and disposing of an estate to maximize the goals of the estate owner. You see, the size of the estate has little to do with it. For example, the various goals of estate planning include making sure the greatest amount of the estate passes to the estate owner's intended beneficiaries, often including paying the least amount of taxes and avoiding or minimizing probate court involvement, designating provisions for minors or dependents, and the unforeseen possibility of incapacitation. Nobody wants any of their money to go anywhere they don't approve of regardless of the estate's size. Wouldn't you agree?"
Jonathan E. Price, Sunrise, FL
Next month's objection:
"I already have (health insurance, life insurance, etc.); I don't have a need for what you're selling."
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.
