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Overcoming the biggest objection

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Although the economy is taking its hits, this is actually a good, if not great, time to be offering safe products to clients. In offering safe financial products, the biggest objection you’ll often hear (other than “it’s too expensive”) is, “I don’t need it.”

Jay Grubb, an advisor with Key Financial Partners in Gwinnet Country, Ga., says there’s a strategy he’s been successful with in overcoming that objection.

Grubb says: “Maybe they do not need the life insurance, but their family does. Many people think death will never happen to them, especially premature death. Or if they think about it, then it will happen. No one knows their future so why not plan for the worst and hope for the best.

“That is the approach I take with my clients. I explain that in fact, the chances a 25-year-old male will die before reaching the retirement age of 65 is nearly 1 out of 5; and for a female, the odds are 1 out of 9.”

In essence, he has the client look at the odds, and shows them that those odds are in their favor, and that buying the policy is in their best interest. Look for more tips on overcoming objections from Grubb in an upcoming issue of Senior Market Advisor.

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