One of the most common objections insurance agents face is “I want to think about it.”
Far too often, they surrender to this response and never hear from their prospect again. If they do catch up with their prospect, they are often still just thinking about it.
The agent could attend their funeral and would wonder if they are still be thinking about it.
But your prospect isn’t still thinking about it. In fact, they stopped thinking about it the minute the door closed behind you.
Although long-term care solutions are not alone in terms of urgency, they do hold a unique position in the insurance world.
Your client’s health is what buys their long-term care protection. Their money just pays the premium.
When you surrender to the “I’ll think about it” objection, you have failed to advocate for your client’s interests. Because the minute the door closes behind you, their risk of not qualifying for a long-term care solution could change in an instant.
A car accident. A fall. A stroke. A chronic disease. Simply deteriorating due to age. Any or all of those things could happen before your client thinks about a long-term care solution again.
But now, they may not qualify for coverage. If only you had kept that door from closing behind you, they could be done thinking about it … and have a long-term care solution in place.
How do you help your client’s from thinking about it until it is too late?
Author: Cindy Eisenhower
Cindy Eisenhower is a successful Long-Term Care sales professional with over twenty years of LTC Insurance experience.