02/16/2023
My #1 objection, and rightfully so, "we're good". At first I really didn't know how to handle this response. As a non-tradtional "salesy" person, it really took me off gaurd. Here I am trying to help, and show you all the resources we have to offer, and it's over in one statement.
What they are really saying is "I'm good, my insurance is in place, I don't want to rock the boat", and my new response "that's awesome, I'm so glad you have a great relationship with your broker, I hope my clients feel the same way... BUT...."
BUT- You don't know what you don't know
BUT- Have they been doing annual class code and payroll reviews with you to make sure numbers aren't getting rolled over year after year
BUT- Have they combed through your policies to make sure there aren't key exclusions that could lead to potential uncovered claims in the $100k+ rage?
BUT- Let me show you the resources we have to offer that could impact your overall spend and help your business operate more smoothly
I don't mind the objections anymore. If anything, they give me the opportunity to show you what we are made of.
Don't fear the objection - turn it into opportunity.
