No. 1 - "I can’t afford it"
One objection many people have is that they can’t afford it. In response:
- Ask your client if they could imagine taking a 1% pay cut because their employer was struggling. If they answer ‘Yes,’ tell them that by putting aside just 1% of their salary they can ensure their family receives 18 full years’ salary should they die.
- Let your client know that protection costs as little as the price for an MP3 download every day.
- Ask them how much they spend on life’s little extras. Use Zurichs Treats calculator (under Adviser Tools) to show them how spending on things like coffees, magazines and cinema trips quickly mounts up.
Show your client that by making just a few small adjustments each month, they could make sure that they and their family are protected if the worst should ever happen.
Look out for more tips from Zurich. By working together, we can get protection all wrapped up.
How can you make sure that you have done all you can to help your clients protect themselves? That's where this online resource comes in, providing everything you need to advise your clients quickly and easily.
Check out the Zurich interactive Objection Handling Toolkit