5. Common Objections on the Initial Call

CLIENT: "This isn't real insurance."

YOU: "When you say this isn't real insurance, what do you mean? Because [give the high-level overview]."

YOU (if you have already given the overview):

"This is definitely an insurance. We are regulated by the Department of Insurance. We also have coverages for major issues like Heart Attack, Stroke, and Cancer. Were you looking for something different?"

Agent Tip

Answer this objection with questions to better understand the client's position. Use a curious tone — not defensive.

CLIENT: "I already have coverage through my spouse / employer."

YOU: "Ahh ok no worries. Let me ask you this — do you know about how much it is costing to have you included on their plan? I know a lot of employers will typically cover some, if not all, of the employee's cost, but it can be $$$ to add a spouse and an additional $$$ to add the kids. Because we may be able to take a look at just getting yourself covered with us to help save some money that way!"

Agent Tip

Try to lean more into the savings the client might expect by subtly presenting a problem with their current method of insurance. The client may not even know this is an option!

CLIENT: "What about my pre-existing conditions? Will those be covered?"

YOU: "So, we do cover pre-existing conditions, but we do have a 12-month exclusion on the known pre-existing conditions. So, it's not anything you don't know about. But, for example, if you had seen your doctor in the last 12 months and said 'Hey I'm having shoulder pain', and they recommend a shoulder surgery, then we wouldn't be able to hop on the plan and get the shoulder surgery taken care of right away. Now, after 12 months, we'd cover it just like normal. Let me ask you this though — did you have something in mind that you were kind of thinking of?"

Agent Tip

Answer, Statement, Question. Give them the answer and the example, then put the ball back in their court with a question to find out what they are specifically concerned about.

CLIENT: "It's too expensive."

YOU: "Let me ask this — was there a budget in mind you were trying to stay inside of?"

Agent Tip

Run the quote manually to see if you can fit their budget. If you can get close without skimping on coverage, do it. If they say $550 and you come in at $605, that may still work. The key is getting them out of price-based thinking and into solution-benefits thinking.

CLIENT: "I'm pretty healthy — I don't really go to the doctor much."

YOU: "Ahh ok perfect! Who do you currently use for your insurance?"

YOU (after they answer):

"And do you know about how much you're currently paying?"

YOU (after they answer):

"Ahh ok, so it looks like we'd be saving you $[amount]. Now, do you kind of know how our plans work at all, or have you ever seen how they work?"

Agent Tip

These clients are usually price-focused since they don't really use insurance that often. Sometimes they don't use their benefits because of a high deductible they have to meet before benefits kick in — if that's the case, they may also be benefit-driven. Lean into whichever angle fits: price savings or the no-deductible structure.