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Yeah, the no checking account objection is tough. I've learned to ask that question during fact finding instead of it coming out during the close.
At first you might think it seems awkward to ask them, but they'll answer you. Right before I give them rates, I just say, "Mrs. Jones, so I know which company would be best for you, let me ask you a question: do you have a checking account, a savings account, or both?"
They'll answer you. If they say they have an account of some type, then I say, "The reason I ask is because in order to get the cheapest rates, companies nowadays want your bank sending the payments in automatically every month. Does that make sense?"
They'll either say, "yes, that makes sense" or they'll give you some type of objection about not liking to do it that way blah blah blah. Either way, it's better to answer the objections here on the front end instead of getting them when you're trying to close.
If they say they don't have any type of account, then I'll show them either American-Amicable, Settlers, Sentinel, or UHL--the only companies I have that'll do a direct monthly bill.
I guess quarterly payments aren't a terrible idea if you can get them, but if people don't have a checking account, then they usually don't have any money anyway...certainly not enough for 3 months of premium.
At first you might think it seems awkward to ask them, but they'll answer you. Right before I give them rates, I just say, "Mrs. Jones, so I know which company would be best for you, let me ask you a question: do you have a checking account, a savings account, or both?"
They'll answer you. If they say they have an account of some type, then I say, "The reason I ask is because in order to get the cheapest rates, companies nowadays want your bank sending the payments in automatically every month. Does that make sense?"
They'll either say, "yes, that makes sense" or they'll give you some type of objection about not liking to do it that way blah blah blah. Either way, it's better to answer the objections here on the front end instead of getting them when you're trying to close.
If they say they don't have any type of account, then I'll show them either American-Amicable, Settlers, Sentinel, or UHL--the only companies I have that'll do a direct monthly bill.
I guess quarterly payments aren't a terrible idea if you can get them, but if people don't have a checking account, then they usually don't have any money anyway...certainly not enough for 3 months of premium.
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