As an insurance agent, you need to prepare for — and learn to love — overcoming objections.
Do not take objections personal and become frustrated. An objection simply means they don’t have enough reason to make the decision now, please tell me more. Insurance leads that buy will have about 58% more objections than those who don’t.
Cody Askins, owner of Secure Agent Leads, uses the AAA system to rebuttal objections.
Overcoming objections with the AAA system
This is what the AAA system is:
Agree — Agree with the prospect’s objections. Disagreeing with them right off the bat comes off very negative and in return, makes them think negative of you.
Answer — Answer the prospect’s questions next. They will have questions for you first before getting to the actual sale. Who are you again, what kind of plans do you have, how much is it, and related questions.
Ask — After prospects have asked you all their questions, you should begin moving the conversation into the sale. This will vary from conversation to conversation, but should end with you asking for the sale.
Chances are, you get a lot of the same objections we do. So, to help you understand our AAA method, we’ve included rebuttals for overcoming objections we train our insurance agents with.
Common objections and applicable rebuttals
I can’t afford it/Have no money — I’m with you. It’s my job to get you the new information that you requested and it’s completely up to you what you do with it. Since you requested it my boss requires that I bring it by. I’ll be out in your area on (insert day), so should I drop this information off in the morning or afternoon?
Call me back/I don’t have time — Yeah, they keep me really busy too. I’m the local guy and it’s my job to get you the new information since you requested it and I have to bring it by. I’ll be out in your area on (insert day), so should I drop this information off in the morning or afternoon?
Is this free? — Great question. Social Security only pays $255. The information you requested is free and for me to drop it off is free. Now, I’ll be out in your area on (insert day). Is morning or afternoon better?
I’ll look into this on my own later — That’s great that you want to take action on this issue. However, I’m going to be out in your area anyway on (insert date) and since you requested the information I might as well bring it to you as a convenience to you. Would the morning or afternoon be better for you?
Stick it in the mail — I’m so glad you are interested in the information. Unfortunately, I can’t mail this information as it is extremely time-sensitive and personal. I’ll be out in your area on (insert day) and it won’t be any hassle for me to bring it by. Would morning or afternoon be better?
I’m not interested — I understand. I’m getting back to you about information you requested. Since you requested it, I have to bring it by. I’ll be out in your area on (insert day), so should I drop this information off in the morning or the afternoon?
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