How to handle “A family member handles our commercial insurance.”

This one is generally one of the most difficult negative responses for commercial insurance agents to handle. As with most responses, it is not always true because targets know it works, but if it is true, it is a difficult nut to crack. And like all of our Counters, it will work regardless of whether it is true or not.

First of all, trying to Counter this takes some guts. It also must be delivered with great sincerity. In order to do that, you’ll need to believe in what you do to your core—and practice it so it does come across with sincerity. Remember, if it is true, it’s like calling their baby ugly…

Here’s how it goes:

“I appreciate that, [First Name]. I’d expect nothing different, particularly if it is a close friend/family member. A few of my clients said the same thing to me before they became a client…Let me share with you what I told them. You’ve been building your business for many years and your agent is designing a safety net for you . . . and your business. Family (friend) or not . . . if you have a serious loss for which a poorly designed insurance program fails to pay . . . your business may not survive.

How pleasant is Thanksgiving dinner going to be when your family member (friend) has only lost a client, but is still in business, and you’ve lost your life’s work?…

What do you think the value would be to have an expert pair of eyes take second look?  If your trust is well placed, we will bow out and he/she will never know.  If the safety net is faulty . . . we’d like the opportunity to earn your business.”

Caponi Performance Group and Contact Science jointly market the appointment setting solution called Coldcalling101™.  It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations—the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process.  We can be reached at 817 224-9900 or at You can also find answers to many of your challenges in our many published articles on LinkedIn and in our books: Contrary to Popular Belief, Cold Calling DOES Work! Volume I: Effectiveness, The Art of Appointment Making and  Volume II: Efficiency, the Science of Appointment Making.

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