Phone Objections/Responses - 95% proficiency needed. Flashcards
“Can you call me back?”
“I have about 15 seconds worth of questions to verify and then I can get some quotes out to you.” (Back to script, no pause.)
“You can just email me the quotes.”
“That’s exactly why I was calling. I have about 15 seconds worth of questions to ask so I can get those recommendations out to you.” (Back to script, no pause.)
“How much does it cost?”
“Everyone is different but I can honestly say that I’ve never witnessed a time that I couldn’t help a client get coverage because it wasn’t affordable.” (Back to script, no pause.)
“I don’t remember doing that.”
“No worries, I forget doing stuff like this all the time. Most of the time, my significant other does things and forgets to tell me. It happens all the time! Really, the important thing is to realize that for 90% of the people in the country, if a family breadwinner dies or can’t work due to disability, the family ends up losing the home. So, I’m here to make sure that doesn’t happen. (Back to script, no pause.)
“I already looked into it/ its too expensive”
“I can understand that, was it because you’ve priced it already?” (Yes)
“Do you know if they showed you the A, B, or C protection?” (I’m not sure)
“The reason I ask is because most agents only show the A protection which is the most expensive without showing the client the B and C options. We show clients all three options and let them decide which is best and I’ve never witnessed a time when we couldn’t help a client get protected because it wasn’t affordable. (Back to script, no pause)
“We don’t have a mortgage anymore/don’t need this”
“That’s great to hear! We offer more than just mortgage protection. We specialize in critical illness, disability, final expense, children’s plans etc. I have about 15 seconds of questions, then i’ll do my research and get those recommendations out to you. (Back to script, no pause.)
“Isn’t this just life insurance?”
” It is life insurance designed specifically to protect the mortgage. It also has the ability to return all your premiums that you pay if you outlive the policy. Not only that, it can provide income in the event of a medical disability that would cause you to lose work. With that in mind, I need to verify the information you sent in, then I can get those recommendations out to you.” (Back to script, no pause.)
“We are selling/sold the home and are moving.”
“Oh perfect, where you guys moving to?”
“Did you know in the past, mortgage protection was tied to your mortgage? Now, thats not the case! If you move, refinance or even sell the home, your policy stays in place. With that in mind, I have about 15 seconds worth of questions so I can get these recommendations out to you.” (Back to script, no pause.)
I have to check my spouses schedule and get back to you.”
“Let’s do this, lets find a time that you know is a good fit for you and you think might work for your spouse. I’ll hold that spot, then you can check with them.
Would __or __time be better for you?”
“Thanks, we already got that handled.”
Response: “No worries. That exactly why I’m calling. Just to make sure we are on the same page, this is for the insurance that pays off your home when you die, become sick, or disabled. What were you referring to?”
“Yea that. I already got it.”
Response: “Perfect. Well that’s exactly why I’m calling. If you’re anything like most people, you want to make sure you have the best coverage at the most affordable rate, right?”
“Yes.”
Response: “Perfect. That’s exactly why I’m calling. Let’s do this here. I’m going to verify the information you provided and I’ll see if you can get you more coverage for the same cost, or the same coverage, but for $30-40 bucks less per month. It shows me you are 53, is that right?”
“More objections”
Response: “You wouldn’t be mad at me if you could get the same coverage but for $30 less per month, right?”
“Not at all.”
Response: “Great. I’m going to verify the information you provided to see how much you can save. (Back to script, no pause.)
