The document provides guidance on addressing objections from prospects regarding the need for life insurance. It discusses common "no need" objections such as being too old, having too much insurance, or relying on other savings/investments. The key is to determine if the prospect's current plans would actually provide for their family's financial needs if they passed away. It also covers handling "no trust" objections by addressing lack of information and building understanding of life insurance. For "no hurry" objections, the document advises acknowledging their perspective but emphasizing the importance of protecting loved ones.

1. TITLE
The FAST START strategy OF PHILPLAN
sales councilor in recruitment effeciency

2. Aim:
Exemplify professionalism through integrity,
respect, honesty, loyalty, accountability, and
hard work.

3. GENERAL OBJECTIVES
To lead by motivating and inspiring people.

4. OBJECTIVES
1. Used the necessary knowledge and skills to build my
prospect bank.
2. Understand how effective used of the telephone can
increase sales opportunities.
3. Effectively handle objections that may arise in telephone
appointment setting.

5. OBJECTIVES CONT....
4. Used my appropriate questioning skills
5. Commit customers to finding solutions and
preparing for their future today.
6. Used the service card in explaining
service.

6. OBJECTIVES CONT....
7. Effective use sales tools to enhance the
product presentation.
8. Confidently answer objection.
9. Move from skill model to objection handling,
then back to the skill model.

7. 10. Properly identify buying signals and
capitalize on them.
11. Use a skill model to close the sell.

8. Statement of the problem
Review of Literature
No need-The “no need” objection is often
expressed by people who truly believe they do not
need the protection life insurance offers. You will
encounter, for example, people who plan to
accumulate adequate security for their families
through various savings or investment programs. The
problem, of course, is that these alternate investment
programs may not work out as planned — there is no
guarantee that they will be available to provide an
adequate benefit when needed.

9. Rather than trying to marshal reams of
documentation to reeducate the prospect, your
main purpose should simply be to determine
with the prospect if the accumulation plan
would provide the income needed if the
prospect were to die today. Has the prospect
even started the plan? If so, ask for the details
and work the numbers with him or her. Will the
plan accomplish what the prospect wants if he
or she were to die today? If it will, you do not
have a prospect. If it won’t, life insurance is the
logical solution.

10. Other “no need” objections you will hear
include:
“I’m too old to buy life insurance.”
“I have too much insurance now.”
“I’m worth more dead than alive.”
“I have my money in real estate.”
“I’m single. Whom do I need to protect?”
“My company pension and Social security will
take care of me.”
“I’m going to live a long, long time.”

11. People who claim they have no need for life
coverage, but actually do, must be shown why
they have such a need. By illustrating the risks
associated with their present situations —
simply and graphically — you can shake
prospects out of their complacency.
Try using a statement such as this when
working with prospects who feel they can take
care of their family’s financial goals
independent of life insurance, as well as with
those who lack a clear understanding of what
life insurance can do:

12. No money
No money-
the statistic are starting when its come to the
outrageous uninsured Filipino in the number
getting bigger. But what do you do when you
don’t have a job and can’t get affordable
individuals or family health insurance from an
employer? Or what about all the families that
have jobs but still cannot afford the health
insurance offered by their employer and can
find an option for affordable for healh
insurance?

13. What you must remember is, as strange as it
may sound, life insurance is not bought to
insure your life. After all, I’m sure you’d agree,
your life is priceless, and no amount of money
would be enough to insure it. Will someone
experience a financial loss when you die? If
the answer is no, then you don’t need life
insurance.

14. What Is The Right Amount of Life
Insurance?
Think about your situation, and the people
who will experience a financial loss if you
were to die today. What amount of money
would allow them to continue?
without experiencing such a loss? That is
the amount of life insurance you need.
How Long Will You Need Life Insurance
Will that financial loss always be there?
Probably not.

15. If you’re in your peak earning years, and
you’re not around, it may be difficult for your
surviving spouse to save enough for a
comfortable retirement.
But once retired, the family income should be
stable, if the source of the income is not
dependent upon either life. If this is your
situation, then you only need insurance to
cover the gap between now and retirement.

16. No trust
A “no trust” objection may refer to you, your
agency, your product, your company, the
industry or to life insurance in general.
Remember, you are asking the prospect to
make a major financial commitment based on
your recommendations. Therefore, a lack of
trust is a serious matter, and it can put a stop
to the sale if it is not addressed properly.

17. Among the objections you may hear
that actually indicate a lack of trust
are the following:
I want to talk it over with my spouse.”
“
“My attorney advises me on these matters.”
“I want to see what other companies (or
advisors) are offering.”
“I put all my money into securities.”
“I don’t believe in life insurance.”

18. In each case, lack of information often is the
root of the problem. Someone who says, “I
don’t believe in life insurance” simply may not
be well informed about the product. They may
be admitting that they just do not understand
life insurance or they haven’t thought about it
seriously, or someone they respect once told
them not to buy it. Fundamentally, they may
be unaware of the purpose of life insurance
and what it can do.

19. No hurry