MRL #109- 7 Objections Producers Hear (And How To Handle Them)

Gayle the Gatekeeper hit me with my all-time favorite objection on Friday:

“Oh, I’m sorry. We already have insurance.”

Normally, I laugh it off. But Friday? I’d eaten one too many turd sandwiches, and let’s just say…

My response was not newsletter material.

So no advice on that one today. You’ll have to fight that battle yourself.

But I will give you a few talk tracks for the other fun objections we all know and love.

Before we dive in, let’s set the stage.

First…

We See Cold Calling Differently

For us, the goal isn’t to convince someone to meet with us.

Believe it or not…

Once you get good on the phone, you can strong-arm your way into meetings using slick talk, persistence, and psychological tricks.

That kind of meeting looks good on paper, but usually goes nowhere.

We believe the real goal of a cold call is simple:

Have a real conversation.

When you focus on connecting not convincing something shifts.

You build trust.

You become memorable.

And you leave the prospect thinking, “I want to meet with this guy,” instead of, “I got talked into a meeting.”

Big difference.

So we don’t see objections as something to "overcome."

We see them as invitations. Little openings to explore, understand, and extend the conversation.

That’s the mindset shift.

And it changes everything.

Secondly, you must understand…

Tonality is EVERYTHING!

Because it’s not what you say but how you say it.

You can have the perfect script, the right words, clever phrasing, airtight logic…

And still get hung up on.

Why?

Because your tonality sucked.

Meanwhile, someone else could say the exact same words but with curiosity, confidence, or warmth in their voice and book the meeting with ease.

Same script. Different tone. Completely different result.

Tonality is the human layer that makes your cold call feel like a conversation instead of a pitch.

Ok, now that we’ve covered our bases, let’s jump in to our favorite objections…

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

It sounds like you’re married and completely happy then? So even if I rode in on a white horse with a $50k decrease, you still wouldn’t leave?

[Pause]

*You can really screw the pooch on this one with the wrong tonality. Use a playful, joking tone or else you’ll come off as a prick. Lol.

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

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 due-diligence.

I can provide you a second set of eyes and let you know if you’re missing anything without disrupting your current relationship.

[Pause]

*There’s power in the pause! Resist the urge to fill the silence. If given the space the insured will always fill the silence, and often times verbal diarrhea their way right into giving away key intel.

“We shop our insurance every year.”

I see… so you do the quoting thing? How’s that working out for you?

[Pause]

*If they’re like 90% of insureds in the world they’ve been getting increase after increase. Let them tell you as much and then offer them an alternative path (due diligence).

“We don’t renew until January. Call me in December.”

Wow?! That close to renewal? It sounds like last minute renewals aren’t an issue for yall?

[Pause]

*This objection is great for educating the buyer. Explain the marketing game and why waiting till 30 days out is less than ideal.

“We just renewed.”

Perfect timing. How’d it go?

[Pause]

*In my opinion, this is the easiest objection. So many ways to go from here.

“We just switched agents.”

Out of curiosity, why did you switch? Did your new agent rebuild your program from scratch? Or did he just use the current info and exposures from your old program?

[Pause]

*In my opinion, this is the toughest objection. Do your best and move on. Plenty of other fish in the sea.

“We’re not interested… CLICK!”

*Nothing to overcome here, obviously.

Just threw this one in to remind you:

It’s not personal.

On to the next one.

…

These aren’t secret ninja hacks.

They’re just tools.

They won’t replace the work.

At the end of the day, prospecting still comes down to knowing your numbers and hitting them.

So take what works. Make it your own.

But never forget the fundamentals:

Make the dials.
Knock on the doors.
Do the reps.

That’s how you win.

See you next Sunday.

Kick ass take names,

Maximus F. Revenue IV