Objection deep dive: Already covered
"I already have insurance through work."
This one feels like a wall and is actually a door. The prospect has already admitted they believe in coverage. Now the conversation is only about whether what they have actually does the job, and group coverage usually does not.
Why prospects say it
Group life feels free and feels handled. Most people have never read the certificate, do not know the amount, and have never been told the one fact that matters: it usually ends the day the job does.
The move, step by step
- 1. Compliment the planning
Most people have nothing, so having group coverage puts them ahead. Say so. Trashing their existing coverage makes them defend it, and now you are debating instead of helping.
- 2. Audit with questions
How much is it? When did you last review it? Is it one times salary or two? Would that carry the family for more than a year or two? Let their own answers surface the gap.
- 3. Ask the portability question
If you changed jobs next year, what happens to that policy? This is the single best question in the category. Almost nobody knows the answer, and the answer is almost always that it disappears.
- 4. Position as the foundation
Group coverage is a bonus that comes and goes with the job. Personal coverage is the foundation the family owns no matter what. You are not replacing work coverage, you are anchoring under it.
Say it like this
“That's a great start, most people have nothing. Quick question though: if you changed jobs next year, what happens to that policy?”
The mistakes that lose it
- Attacking group insurance as garbage. It is not, and they chose it.
- Reciting portability facts as a lecture instead of asking the question and waiting.
- Letting "I think I have plenty" go unquantified. Numbers, not guesses.
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