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Overcome Objections Like a Pro!
Module 1 - What Every Insurance Agent Needs to Know About Meeting Objections
Introduction (3:25)
What Are the Causes of Objections? (2:09)
7 Reasons Why People Don’t Buy Insurance (4:51)
What Are the Types of Objections? (10:31)
What Are the Methods of Meeting Objections? (15:57)
What is the Insurance Agent’s Attitude in Answering Objections? (3:05)
How to Handle Rejection (2:17)
Module 2 - Creating Rapport; Probing Questions; Troubling and Closing Questions; Powerful Expressions
Introduction (5:35)
How to Build Rapport (14:21)
The EEE Representational System (10:18)
What Questions to Ask to Build Rapport (1:56)
Language Patterns: Towards and Away From (7:03)
How to Use Intention Questions (1:52)
The Examples of Probing Questions (1:03)
The Importance of Troubling Questions (with examples) (3:46)
What Closing Questions to Ask? (3:03)
The Strong Expressions That Will Help You State Your Case (7:11)
Module 3 - The Best Scripts for Top 25 Most Common Objections
Introduction (1:14)
How These Scripts Can Help You? (2:39)
"I Can't Afford It." (6:25)
"I Want to Pay My Present Debts First." (3:46)
"I Have All the Insurance I Want." (2:49)
"I Have All the Insurance I Need." (1:47)
"I am Insurance Poor." (1:30)
"I Want to Talk It Over with My Wife." (4:22)
"I Am Single and Do Not Need It." (2:57)
"I Don’t Need It." (2:02)
"I am Not Ready Just Now. I Will Take It Later." (1:25)
"I Will Think It Over." (4:50)
"I Can Invest My Money to Get Better Returns." (5:51)
"My Wife Objects to Insurance." (2:52)
"I Would Like To Wait." (2:34)
"It Is Against My Religion." (1:38)
"I Can Save My Own Money." (1:40)
"I Have Property and Do Not Need Insurance." (1:43)
"I Am Worried About Inflation." (1:49)
"I Do Not Believe in Insurance." (1:40)
"I Am Not Interested." (1:54)
"I Have Life Insurance At Work." (1:37)
"My Children Can Support Themselves. I Had to Hustle, and Why Shouldn't They?" (1:23)
"I Don't Want to Leave a Lot of Money for Some Other Man to Spend." (1:11)
"My Wife Earned a Good Salary Before We Were Married and She Could Return to the Same Occupation." (3:03)
"My Wife's People Are Wealthy." (1:30)
"I Have a Friend or Relative In the Business." (1:40)
How to Use These Scripts to Meet Objections (1:47)
Bonus Module - Six Ways of Influencing Your Client
Introduction to Language Patterns
Why Language Patterns
Detecting Language Patterns
Towards or Away From
General or Specific
Proactive or Reactive
Internal or External
Sameness or Difference
Options or Procedures
Other Bonuses
Video - The EEE Representational System (13:40)
The EEE Cheat Sheet
Video - The Agreement Frame (9:26)
Video - 4 Obligations Every Insurance Agent Has (8:43)
BONUS - Free 30-minutes Phone Sales Coaching Session
Teach online with
"I Don't Want to Leave a Lot of Money for Some Other Man to Spend."
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