Augusta Ihejirika

OBJECTION HANDLING FOR PPG Always Acknowledge, Respond and Continue/Pivot (ARC) PRIMARY OBJECTIONS Comments, Statements, Concerns, & Questions Acknowledge “I don’t have time.” “I know your time is valuable. …” “I’m driving.” “I’m Respond “…this will just take a Continue PIVOT back into Script moment …” at the doctor’s office.” “I’m too busy to talk.” “I can’t afford it.” “I’m broke.” “I understand things may be tight…” “I don’t need more insurance”. “I’m not Interested” “Why are you calling me?” PIVOT back into Script “No money is due today” “I don’t have money.” “I already have a plan”. “…this is just an informational quote today…” “It’s wonderful that you’ve planned for this… “…this is just an informational quote today…” PIVOT back into Script “I’m with Kinzel Benefits…” “…and I’m calling about the new Statewide Final Expense Plans…” PIVOT back into Script “It’s , with KinzelBenefits…” “…and I’m calling about the new Statewide Final Expense Plans…” PIVOT back into Script “Great! You’re just like everyone I speak to” “What company are you with?” “Who are you?” OBJECTION HANDLING FOR PPG Always Acknowledge, Respond and Continue/Pivot (ARC) SECONDARY OBJECTIONS S/N OBJECTIONS RESPONSES 1 I am not interested “Client's name!” I certainly understand that, let's provide you with an informational quote only. By doing so, you will have more information on the insurance benefits applicable to you at this time. 2 I have life insurance already (Client) That's wonderful, here at Kinzel Benefits, we shop the market on your behalf and provide you with the most competitive rates which you can compare with what you currently have. Matter of fact, we can save you some more money on premiums. Pivot back to script…So (client), you are still a resident of (state) right? IF CLIENT INSISTS 95% of our clients come to us with existing coverage and we are able to find something more valuable and affordable for them. 3 INBOUND Why do you ask the same questions I've already answered Response: I understand your concern; however, this is the standard procedure to ensure we find the best plans tailored to your needs. 4 I don't want/am not comfortable talking about this over the phone I want an email (Client), For sure, however, the purpose of this call. is to determine which plans and benefits you best qualify for, and tailor a package just for you. This is not a one-size-fits-all/generalized quote. Additionally, the advisor will be able to answer any questions you may have. So (client), you are still a resident of (state) right? OBJECTION HANDLING FOR PPG Always Acknowledge, Respond and Continue/Pivot (ARC) 5 You are scammers Our Address *Client name* I can certainly understand your skepticism. I can assure you that we are a legitimate company as we are listed on the Better Business Bureau and if we were not legitimate, we would not be listed, right? Address: 424 North Bradner Avenue, Marion, Indiana Zip Code: 46952. Web address: www.kinzelbenefits.com Phone number- 6 I am too young to get Life Insurance. Get to know the Clients age, If the client is below 50: (Client’s name), Unfortunately, we do not have any plans for you at this time, when we do, we will give you a callback. If the Client is 50-79 (Client’s name), It’s never too early to consider Life Insurance. Getting a policy early offers you a chance to enjoy lower premiums and more years of protection. OR IF THE CLIENT DOESN'T GIVE THE AGE (Client’s name), As we age, we’re at an increased risk of developing underlying health conditions, which can result in higher mortality rates. You will typically pay less for Life insurance at age 20 than if you wait until age 40 years. Waiting until the age of 60 years usually means an even higher increase in price and disqualifying factors. 7 I have life insurance with my employer (Client’s name), Thank you so much for sharing that with me. However, a plan provided by your employer would not ensure coverage for your spouse or children; neither is it your cheapest option. Also, if your job situation were to change, you would lose your coverage 8 I don't want to be transferred I certainly understand, however, we will have a specialist licensed in (client’s state) join us on this call who will be able to provide you with the tailored quotes for your state. 9 I thought this was free So (Client’s name), what we do is offer you an informational quote and consultation that is tailored specifically to your needs along with the competitive rates that we have. You definitely would decide what you would do from there. 10 Why do you ask me medical questions? (Client’s name), I know that medical information is sensitive but when looking into plans, we just ask a few simple yes and no questions to determine if you are eligible. That way, we can find the best-tailored plan for you. OBJECTION HANDLING FOR PPG Always Acknowledge, Respond and Continue/Pivot (ARC) 11 I am not in the mood to talk (Please note the reason why this objection was mentioned and empathize with the Lead if, where & when necessary) I can understand that (Client’s Name), but you're just a click away from getting our new, exciting & competitive options with great benefits (Client’s Name) and if you're not ready at this time to proceed, let's just provide you with an informational quote as no money is due today. INBOUND We would not like to bother you (Client’s Name) with multiple calls and would like to do our due diligence and deliver our promise to you as regards your inquiries. We would love to share the fascinating insurance benefits available to you at this time. 12 (Capitalize on the Fear of The Unknown) I have no one to care about Why would I need (Client’s Name), you never can tell what could happen in the near future, it's best you have yourself protected should life happen. life insurance However (Client’s Name), you can also consider our final expense plan options to cater to your end-of-life expenses and arrangements, medical bills, and debt. As a last resort: (Client Name) You seem and sound like you're charitable & selfless enough to donate your benefits to a close friend or organization as beneficiaries, we could also have arranged that as well. Sounds good? 13 Why do you keep bothering me with calls? IF THEY ASK TO BE PUT ON DNC: Thank you for your time, and have a great day! (Disposition as DNC) IF THEY DON’T: (Client Name), I do apologize for the calls and any inconvenience. I understand your frustration, but if you could kindly oblige me to do our due diligence by providing you with customized quotes, it is guaranteed to help you save more and keep you up to date on all rates and updates. GO INTO VALUE BUILDING 14 Why is it showing me that you are calling from another state, not Indiana? Client’s Name), Yes, we do make use of IP phones (Calls over the internet) so we can speak to our clients for a longer time to cover all details. IP: Internet Proxy OBJECTION HANDLING FOR PPG Always Acknowledge, Respond and Continue/Pivot (ARC) 15 Stop calling me! Put me on the DNC Thank you (Client’s name) and have a great day! PLACE THEM ON DNC! 16 What type of policies do you have? What does your insurance cover? (Client’s Name), great question. Here at Kinzel Benefits, we offer our Clients the whole life for final expenses specifically tailored to suit just your needs Which includes coverages for medical bills and funeral expenses and cremation costs. They also pay out a tax-free lumpsum to beneficiaries. 17 What is the highest coverage amount I can get? (Client’s Name), These plans can go as high as fifty thousand dollars. 18 Where are you calling from? (Client’s Name), I’m calling from Kinzel Benefits and we are located at: Address: 424 North Bradner Avenue, Marion, Indiana Zip Code: 46952. Web address: www.kinzelbenefits.com Phone number- 19 I know you’re calling Oh, I’m sure you’re asking that because of my accent, right? (chuckle). from Indiana but where Yes, I am originally from and that's where the accent is are you from? from (AFRICA/CARIBBEAN) 20 I want term life Insurance (Client’s Name), I do understand that term life insurance does have its pros, however, I would like to indulge you in listening about our whole life insurance offers. We also have very competitive rates and you know that term life insurance will expire after the duration and has no cash-back value. 21 Wrong Number Oh, I apologize for this, must be a misunderstanding, we were trying to reach “Other Client name” regarding a new Statewide final expense plan for people living on a fixed or limited income. But “Client name”, I could also tell you about these new plans too, are you between the ages of 50-79? Pivot back into script. 22 I’m a Veteran/ I’m covered by the VA Oh. Thank you for your service, (Client’s name). While the VA works with considerable delay and has limited coverage options, let's walk through our plans. They can go as high as fifty thousand dollars and offer fascinating benefits. Proceed with the script right away! VA: Veteran’s Administration OBJECTION HANDLING FOR PPG Always Acknowledge, Respond and Continue/Pivot (ARC) Thank you for sharing that with me, (Client’s name). Now, that is exactly why 23 I’m not Qualified we're giving you a call today to determine the status of your eligibility, as we have just launched a few newer plans and we would like to share some of their benefits with you. Proceed with the script immediately.