In this issue I’m going to teach you how to handle objections like a pro.

Don’t “Fight Through” Objections, Welcome Them!

In the last issue I showed you how to begin your cold calls:

• Stop selling and start sorting

• Detach from the outcome

• Poke the bear

• Deliver your value prop (in a non-salesy way)

Next, you need to learn how to handle objections.

Whats more…

In a way that actually begins to position you for a future BOR.

Dont think of objections as barriers.

Think of them as invitations to separate yourself from the pack and move closer to a BOR.

Notice below, every objection is handled in a way the moves your prospect closer to your due-diligence process.

1. “We’ve been with the same agent for 20 years.”

You: Wow. I really respect your loyalty.

You ever wonder if maybe that amount of time could lead to complacency or taking you for granted?

Them: Yes/No

You: Out of curiosity, do you have any checks and balances in place to make sure?

[Pause]

2. “What do you have that my current agent doesn’t?”

You: Great question. I couldn’t even begin to answer that. I have no idea what your current program even looks like. Or what services or resources your current agent is or is not providing.

That’s the beauty of my due-diligence process… I can provide you a second set of eyes and let you know if you’re missing anything without disrupting your current relationship.

It’s a win win.

[Pause]

3. “We quote our insurance every year. We don’t need another agent involved.”

You: Quote? Why quote?

Them: Because we want to insure we’re getting the best price possible.

You: You’re thinking that competition amongst agents will drive your price down?

Them: Yes

You: Did you know that quoting with multiple agents can actually lead to less competition and higher pricing?

Them: How’s that?

You: Well the insurance game is a little different than what you might expect.

Once one agent approaches a market it is now blocked from other agents. Carriers will only release a quote to one agent.

What ends up happening is a mad dash to the marketplace. Each agent gobbling up whatever they can find.

Unfortunately, this leaves you with little to no leverage against the carriers. Each agent only has their markets and they can’t leverage ALL the markets against each other. Just the few they got to first.

You’re 100% right in thinking competition will drive your price down. But you want that competition at the carrier level. Not at the agent level.

Think of it like this…

Whose you’re favorite NFL quarterback?

Them: Tom Brady

You: When Tom Brady is a free agent, does he hire multiple agents to find and negotiate the best contract? Does he hire 2-3 agents and assign them each different teams to talk to?

Of course not. They wouldn’t be able to negotiate the best contract.

Your insurance is the same way.

99.99% of the time, like Tom Brady, it is in your best interest to work with one agent.

The best part?

Now, you get to choose your agent.

Whereas, when you quote, the carrier gets to decide who your agent is (based off who landed the hot market).

Make sense?

[Pause]

4. “We don’t renew for 5 months. Call me back in December (60 days out).”

You: Why so late?

Them: Because it’ll be closer to our renewal. I don’t have time for it right now.

You: I see.

The only problem with waiting that long is that you’ll end up at the bottom of the underwriter’s pile.

Them: Huh?

You: Carriers actually begin accepting applications 120 days out from your renewal. So, if your submission doesn’t get out until 60 days before you’ll be at the bottom of their 2/1 renewal pile behind all the other businesses who got in earlier.

If you’ve ever gotten a last minute renewal, this is likely why.

Interested in trying it a different way?

[Pause]

5. “We just switched agents. We’re good for now.”

You: Really, when did you switch?

Them: Blah blah

You: Out of curiosity, why did you switch?

Them: Blah blah.

You: Did your new agent rebuild your program from scratch? Or did he just use the current info and exposures from your old program? If so, that could be a problem.

Them: I don’t know actually.

You: Would you like a second set of eyes to review and make sure?

[Pause]

I hope this helps…

This is by no means an exhaustive list.

There are all kinds of objections. These are just the 5 most common I hear.

Take my responses and make them your own.

It’s taken me thousands of calls to get good at them. It will likely take you some time as well.

Now, get out there and go sell something.

See you next Sunday.

Kick ass take names,

Maximus F. Revenue IV