Objection deep dive: Trust
"How did you get my number? Is this a scam?"
This question is not an objection. It is an audition. Elderly prospects especially have been burned or warned, and the way you answer decides whether you are a professional or one more suspicious voice on the phone.
Why prospects say it
Everyone has been robocalled, phished, and pitched. Suspicion is the rational default. The prospect is not asking for your data pipeline; they are testing whether you flinch.
The move, step by step
- 1. Answer straight, zero dodge
Name the actual source in one sentence: the card they mailed back, the form they filled out, and roughly when. Hesitation or vagueness here ends everything.
- 2. Lower today's stakes
Say plainly that nothing gets bought today and nobody needs bank details today. Removing the imagined trap removes most of the fear.
- 3. Give them control
Offer your name, agency, and license number, and mean it. People trust what they are allowed to verify.
- 4. Return to purpose
Once answered, do not linger in defense mode. Bridge back in one breath to why the card mattered enough for them to mail it.
Say it like this
“Fair question. You mailed back a card about three weeks ago asking about state-regulated final expense programs, and that's the only reason I'm calling.”
The mistakes that lose it
- Dodging with "we work with public records." Instant scam signal, even when true.
- Over-explaining for ninety seconds. Defensiveness reads as guilt.
- Getting offended. The suspicion is not about you.
On RingReady you drill this exact objection out loud against an AI prospect who raises it again and again until your answer is automatic, and a coach grades every attempt.
Drill it free for 7 days