Episode Details

"Life insurance will never be more affordable than it is right now in your life. Tomorrow it's going to be more expensive and the next day and the next day and the next day."- Courtney Weaver

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What’s in this episode:

• Life Insurance is Cheapest Today: It’s never more affordable than right now.
• Tackling Price Objections: Address common pricing pushbacks.
• AAA Method: Agree, Address, and Assume—your go-to objection strategy.
• 1-10 Close: Use a quick scale to gauge interest and close faster.
• Lower Your Tone: Drop your voice to connect and build trust.
• Budget Objections: Show clients the real cost of not having insurance.
• “Think About It” Objection: Handle hesitation like a pro.
• Silence Wins Sales: Ask, then pause—let clients think and respond.
• 48-Hour Follow-Up Rule: Secure the follow-up within two days
• Permission to Say No: Make it easy for clients to say yes or no.
• Wrap-Up & Action: Engage, overcome objections, and close the deal

In this episode of The Insurance Buzz, Michael and Courtney Weaver tackle one of the most common objections in life insurance sales: the price objection. They discuss why life insurance is more affordable today than it will be in the future and how to convey this message to clients without being overly pushy. The hosts introduce practical techniques like the AAA method (Agree, Address, and Assume) and the "scale of 1 to 10" close, to effectively gauge and address client concerns about affordability. They emphasize the importance of tonality, strategic silence, and setting timely follow-ups within a 48-hour rule. Michael and Courtney wrap up with the "permission to say no" approach, highlighting a professional and empathetic way to close sales and overcome objections. 

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