Social & Bank Rebuttals

Your Response:
“That's completely fine. A lot of these were submitted through a mailer or online form a while back. My job is simply to see what programs are available to you and whether it makes sense. If it doesn't, then we part ways. Fair?”

KEY: The word “Fair?” is a micro-agreement technique. They almost always say yes. Once they say yes, the call continues.

Don't back off. Most people with coverage are underinsured or in the wrong product.

Your Response:
“That's actually great to hear — most people I talk to don't have anything at all. Can I ask, is it through your employer or something you set up privately?”

If Employer/Work:
“That's the most common one. Here's the problem — the moment you leave that job, change positions, or retire, that coverage disappears. It's not yours to keep. What we're putting in place is permanent — it follows you for life regardless of where you work. Does it make sense to have something that's actually yours?”

If Private:
“Perfect — so you already understand the value. What we're doing here is supplemental coverage. Think of it like car insurance — you wouldn't just have the state minimum. The more protected you are, the better off your family is. What does your current coverage look like in terms of the death benefit?”

Deeper angle to explore:
- They might not have cancer coverage
- They might not have living benefits
- Their coverage might not differentiate between dying at 5 years vs 90 years

KEY: Never compete with their existing policy. Add to it.

The proven rebuttal:
“They might have $150,000 of coverage that only costs $20/month, but that's never going to pay out. Those are just people like Triple-A trying to get their money because in the fine print it says the price goes up every year. Every year you age, and if anything happens like cancer, any terminal illness, or anything, the price goes up.”

Then the credibility play:
“Once we explain to them that we're unionized, we're handing these policies over to police officers and firefighters. Do you think we have something in the fine print that is lying to you? No. Your family will have money in 1-4 days.”

This is the #1 stall. It means they're interested but something is unresolved. Find it.

Your Response:
“Absolutely, this is a big decision and I respect that. I just want to make sure I haven't left anything unclear. Usually when someone says that it's one of two things — either the amount of coverage doesn't feel right, or the monthly investment feels like a stretch. Which one is it for you?”

If Coverage: “Got it. So if we dialed the coverage to exactly what felt right, the payment wouldn't be the issue?”

If Budget: Go to “I Can't Afford It”

If "Neither, I just need time": “I completely understand. What would you need to see or know to feel confident making this decision today?”

KEY: “Think about it” is not an objection — it's a door. Walk through it.

Respect it. Then test whether it's real.

Your Response:
“Of course — I'd never want you making a financial decision without them, that's the right way to do it. Let me ask you this though: if your [spouse] was sitting right here with us right now and they were on board with the monthly investment, is this the coverage you'd want to put in place?”

If YES: “Perfect. So the coverage makes sense — it's really just getting them comfortable. Here's what I find works best: instead of you trying to explain all the details later, why don't we schedule just 10 minutes with both of you? I'll answer their questions directly and make it easy. What works better — tomorrow evening or Wednesday?”

If NO / HESITANT: “That's helpful — what do you think their main concern would be? Is it the cost, or something else?”

KEY: If they can't answer yes when the spouse “hypothetically” agrees — the spouse isn't the real objection. Now you have the real objection to work with.

Never apologize for your price. Make it about fit, not cost.

Your Response:
“I completely understand — and I want to make sure this works for your family, not against it. We would never put something in place that creates stress. Can I ask — what's a monthly investment that you'd feel good about? Even if it's smaller than what we talked about, getting your foot in the door is what matters.”

-> Get a number. Even $30/month. Work with it.

“Here's what I can do — let's start with [lower amount] and get the coverage in place today. You can always increase it later, but you can never go back and get today's rate. Does that work?”

If they say $0 / flat no:
“I hear you. Can I ask — is this a permanent no, or is it more of a not right now? Because if the timing is off I'd rather come back when it makes sense than put you in a tough spot.”

KEY: Drop the premium before you lose the sale entirely. A smaller sale today beats no sale.