By: Jay Scheiner, CEO of ASG
As life insurance professionals, we’ve all faced objections like, “It’s too expensive,” “I don’t need it right now,” or “I’ll think about it later.” These hesitations can stall sales, but with the right approach, you can turn objections into opportunities.
“It’s too expensive.”
Clients often focus on the cost without seeing the value. Break down the premium into manageable terms, like the cost of a daily coffee, and emphasize the financial security it provides for their loved ones. Use real-life examples to show how life insurance can prevent financial hardship during unexpected events.
“I don’t need it right now.”
Procrastination is a common hurdle. Highlight the benefits of locking in lower premiums while they’re young and healthy. Ask thought-provoking questions like, “If something happened to you tomorrow, would your family be financially prepared?” This helps clients see the urgency.
“I’ll think about it later.”
Gently push back by explaining that life insurance is easier to qualify for when they’re healthy. Share stories of clients who waited too long and faced higher costs or denials. Offer to revisit the conversation in a week, but stress the importance of taking action sooner rather than later.
“I have coverage through work.”
Explain that employer-provided policies are often insufficient and don’t follow them if they change jobs. Position your product as a customizable, permanent solution that complements their existing coverage.
By addressing objections with empathy, education, and real-world examples, you can help clients see life insurance not as an expense, but as an essential investment in their family’s future. Keep the conversation focused on their needs, and you’ll turn hesitation into confidence—and sales.