Objections are part of every insurance agent’s life. Some may be unfounded but most can be blamed on the agent. Either a product of inefficiency or coming off too blunt, remember that objections can be minimized and definitely can be overcome. It’s easy to be thrown off if you are calling a prospect through cold calls. There are many reasons why they aren’t interested with your offer like they’re happy with their current coverage or they’re already covered from employment.
However, if you purchased your health insurance leads from reputable lead providers, there are only very few reasons why you can’t walk them through their apps. Remember that these leads are active shoppers looking for insurance. So if you heard “Can you please send me information” or “I would like to talk it over with my spouse” something is wrong with the equation right? Not necessarily.
Hearing stalls like “just send me info” actually validates their interest. They’re not just hearing the things they want to hear or looking for. It’s your cue to ask exploring questions. Most of the time, the policy you are offering does not match their budget and need (high premium, high deductible, high co pays or too long waiting period, coverage isn’t enough etc). Give them room to air out their concerns and listen intently while mapping out an alternative in your head.
If you caught them in a bad time and they really have to go, there is no need to stall them from doing what they have to. But before letting them go, ask what they’re looking for and explained that you need to know it so you can come up with something that would match their needs when you make the call back. After you set the time and date for your next call, thank them and say goodbye.
Insurance selling is about gaining your prospects trust. And if you’re talking with someone who actively shopped for insurance, there is always a way to lead them to their buying decisions.
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