CLOSER

common objections

“I can’t take my people out of production for the time it takes to meet with you…”

• “Understandable. I get it . So in considering something like this, you would want to ask yourself two questions…

• “First: As the employer, if one of your employees were to have an ILLNESS, ACCIDENT OR EVEN DEATH, chances are, you the employer, would want to help them, isn’t that true?

• “Secondly, taking your employees out of production for just a few minutes in a year would NOT NEGATIVELY affect your business in any way, isn’t that ALSO TRUE?

“My employees can’t afford it. (Or) They won’t buy coverage because they live paycheck to paycheck”

“It’s great that you mentioned that (you do have a point). If your employees are living paycheck to paycheck today, then if something were to happen to them, like an ILLNESS, ACCIDENT, OR EVEN DEATH, chances are, is that they would likely come to you for help, isn’t that true?”

“I want to poll my employees to see if any of them are interested in buying more insurance…”

“Awesome! I was hoping you would say that. What we normally do is to bring breakfast one morning, or lunch, whichever works best for you. Then on the same day, I’ll give you guys a brief overview of the ACCIDENTAL DEATH POLICY, DISCOUNT CARD, and a “needs analysis” to determine if there is interest. So, would breakfast or lunch be better?”

“We already have worksite benefits from XYZ Company…”

• “Very good. Very good. It shows that you do care for your employees. So we’re not saying that you should CANCEL your current benefits, but rather enhance (or add on) what you’re currently offering with an addition of a NEEDED BENEFIT, like our GROUP TERM LIFE that no other company offers.”

• “Don’t you see this product could FILL THE GAP in your plan and give your employees a more peace of mind knowing they could: not only afford the premiums but also keep the policy active even after they retire?”

“Let me think about it…”

“Hey, I understand how you feel. You see, alot of my clients also felt the same, but what they found out AFTER REALLY considering it was, you may never know what’s around the corner and that while they were waiting, one of their employees could have a serious ILLNESS, ACCIDENT, OR EVEN DEATH, leaving them FINANCIALLY DEVASTATED. Do you see what I mean?”