290. How to Overcome the Life Insurance Objection: I want to shop around

Just because it’s cheap doesn’t mean it’s good. You are your biggest asset, and you should trust a plan that guarantees protection. — Courtney Weaver

In this episode of The Insurance Buzz, Michael and Courtney dive into one of the most common objections insurance agents face: "I need to shop around." They explore how to handle this objection using the "Triple A" method—Agree, Address, and Assume. The hosts offer practical tips to build confidence, navigate client concerns, and close more sales. From playful humor to thought-provoking questions, this episode provides valuable insights into how to turn hesitancy into commitment and increase your sales success.


[00:01:00] The Frustration Behind the "Shop Around" Objection
Discussion on why this objection frustrates agents, even after a great conversation with the client.

[00:02:00] Humor in Sales: "Who Are You Going to Call?"
Michael shares his humorous approach to the objection by referencing Ghostbusters, keeping the conversation light but effective.

[00:03:00] The Triple A Method: Agree, Address, Assume
Introducing the Triple A method to handle objections effectively, starting with agreement and moving towards assumption of the close.

[00:04:00] Using the 1-10 Scale to Gauge Client Interest
Explaining how the 1-10 scale helps uncover the client's real concerns and interest level in purchasing life insurance.

[00:05:00] Transition to Closing: Assume the Sale
Courtney explains how to assume the close by asking for essential information like legal name and payment details.

[00:06:00] Digging Deeper: Uncover the True Objection
Discussing how to ask deeper questions when clients insist on shopping around, and how to uncover their true concerns.

[00:07:00] Price vs. Value: Highlighting the Importance of Security
Michael challenges the idea of shopping for the lowest price, emphasizing the importance of financial security for loved ones over a cheaper rate.

[00:08:00] Personalizing the Sale: Building Trust with Clients
Building rapport by reminding clients that they are entrusting their family's future to someone who cares, not just the cheapest option.

[00:09:00] Closing with Confidence and Reiterating Value
Encouraging agents to confidently close by reinforcing the value of the conversation and the service they provide.

#InsuranceSales #LifeInsuranceTips #OvercomingObjections #TripleAMethod #SalesTechniques #InsuranceBuzz #LifeInsuranceAdvice #CloseMoreSales #SalesTraining #InsuranceAgentSuccess #WeaverSalesAcadmey

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