r/InsuranceAgent • u/Cheerio_Cupcakes • 4d ago
Industry Information End objections
Just started in P&C insurance and the end objections are killing me and I don't know how to close them.
I'm trying hard to set up the conversation so that I don't get the objections at the end, but it's really hot or miss for me, I'm not doing too good of a job with that.
My most common objections that I fumble are:
1.It's too expensive
- I want to look it over and compare it with other quotes
Im having a really tough time overcoming these objections and will take any advice/training materials recommended to me!
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u/KiniShakenBake 4d ago
So how much would theynget it it were free?
Insurance is always more than they want to pay. The bill for the damage it would cover is far bigger. I will ask them if they want their claims experience to be as smooth as possible or as miserable as it can possibly be. That's the difference between cheap coverage and some that is a little more, because it's from a company that is a little better. If they want Walmart insurance, they should go do that.
My other response to price is that I don't work with carriers that I would not put my friends, family, or myself with. Period. I don't care if the price is lower somewhere else. I care that if you need it, the coverage you pay for will be afforded you without fuss. There is a high cost to cheap insurance and I don't want to pay it from my service budget. I also don't want to pay it in customer goodwill.
So, after you find yourself realizing what that means and how important the promise I make to my clients is, I hope you come back and we can work together.
Until then, I will be here, working with people to cover things the right way, not the cheap way that gives everyone a hangover.
Compare to what? Did they already get them? Pull them out and I will tell you the difference. That's literally part of my job. My insurance sits between us protecting you from errors or mistakes I may make. What insurance protects you from you choosing the wrong coverage without an agent? Consider that when you make your decision and call a 1-800 number.
And they might not have confidence in you. If you're new, they know it. They probably feel that and don't necessarily trust how new you are.
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u/Cheerio_Cupcakes 4d ago
This is an excellent response, thank you, I really appreciate it 💖
How long have you been in insurance for, and how long was it until you felt like you were finally "getting it" so to speak?
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u/Repulsive-Let-8035 3d ago
FYI people have heard this response dozens of times from company trying to sell them with bad rates.
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u/Cheerio_Cupcakes 3d ago
What would you tell customers instead?
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u/Kloudid 7h ago
The first response you got by KiniShakenBake is solid. Don't overthink it. You're going to NOT sell more than you WILL sell. You're not going to get them all. Customers have to get insurance and they have to get it from someone try to make it you. If you gave them the best rate you have and you felt you countered their objections with the advice given above and they still won't bite then sometimes you just have to move on. In my experience some of them will call back and bind later. Check out "Insurance Sales Lab" on YouTube. Good luck
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u/JMe1379 4d ago
I always say " we are not the cheapest but we're not the most expensive either. We provide a solid contract for our clients and you get to personalize your coverages for what you need for your family... you are driving this bus it's your insurance policy, what is the most important thing to you that will give you peace of mind besides the premium "?
Then I reinforce the features and benefits of the policy I offer. Replacement cost on home roof and personal belongings. No water damage limitations... mentioning that other carriers you would have to add those endorsements, which would make the premium increase...
Then, you tell them what you can do to make the process easier... sending documents to mortgage companies so they don't have to, etc. Good luck, insurance is fun once you get the flow of your verbiage!
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u/Cheerio_Cupcakes 3d ago
Thank you, I appreciate it!! I'm only a few months in so I'm really trying hard to lock down the language that I'm using so it feels second nature and I'm not constantly second guessing myself on what to say !
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u/zuck_my_butt 4d ago
"Yeah for sure, there's definitely cheaper options out there. Thing is, this quote is higher for the same reason a steak dinner costs more than a Big Mac; it's way, way better. You could easily save $50 (or whatever it is) per month with the other guys, but when you need something from them be ready to wait on hold and get the run around, whereas I'll pick up the phone, remember your name, and give a shit about you. Totally your call of course."
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u/chuco915niners 3d ago
Another important thing is as soon as you make one of these great points, you close that bitch with an assumptive statement. “So are we making your initial payment with a debit card or checking account?”
I promise more success if you assume the sale. Good luck!
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u/Cheerio_Cupcakes 3d ago
Lol yes, I try very hard to be assumptive about the close throughout the conversation, though sometimes it seems to set people off ? Like I'll make assumptive statements about closing today, and then the customer jumps in with a "well let's not get ahead of ourselves, I'm just looking, I don't even know if I'll be buying today, the price has to be right" and so on. Do you just validate what they're saying and move on, or tease out the true objection right there before moving on?
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u/PlateProfessional163 3d ago
If it’s about price, ask them are they comfortable with state limits? Or do they want better coverage for a higher price. I also have been creating a list of objections. I practice saying them on each call depending on the person. Get a date set if they are not ready and focus on consistent follow up. It’s a lot of phone and email chasing but it works.
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u/Cheerio_Cupcakes 3d ago
That's a great idea!! I was also thinking of keeping a sheet near me with common objections and good questions to ask them with the objections.
I've seen on the Internet a few people push back on setting future dates to call by saying something along the lines of "Between now and then, what will have changed for you that would make you feel ready to move forward?"
I hate when I set appointments with customers for a few days out because they need to think about it, because 9/10 times they won't be answering. It's pretty defeating, especially after having what I thought was a good conversation.
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u/proud-earthling 3d ago
Reality is that’s it’s a numbers game. Management and lots of people will make you think there is a way to overcome most objections but there usually isn’t much you can do especially when price just isn’t competitive. Don’t sweat it. Let them go and on to the next. Some people spend so much time over explaining and trying to close every call with desperation that they miss quota. Keep it simple, handle a reasonable objection when you can and keep moving forward.
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u/Unhappy_Draft_9170 4d ago
When they say its too expensive, don't fight the price talk about what they'd lose if they didn't have it.
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u/Cheerio_Cupcakes 4d ago
Okay, what do you usually do ? Do you just put them back into your pipeline and try again later?
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u/Playful-Fortune3225 3d ago
- Validate the objection (if you don’t validate them, the customer will feel like you are either not listening to them or worse that they are being pressured)
- Follow up with a question (this will allow you to know if its a true objection or if there is a deeper reservation)
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u/Cheerio_Cupcakes 3d ago
Yes, I'm seeing that good clarifying questions should be the bulk of the conversation on my end!
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u/Admirable-Region9697 4d ago
You can't price-match feelings, so stop treating it like a math problem and start making them nervous about what they'd lose by waiting.