How to Handle Objections to Life Insurance During the Holidays
Objection #1: “I’m Too Busy Right Now.”
Why It Happens: Between shopping, gatherings, and year-end responsibilities, clients feel overwhelmed.
How to Overcome It:
- Simplify the Process: Offer a streamlined process that can be completed in under 30 minutes.
- Leverage Virtual Meetings: Suggest a quick Zoom or phone call to save them time.
- Highlight Timing Benefits: Explain that securing life insurance now avoids rate increases in the new year.
Objection #2: “I Can’t Afford It During the Holidays.”
Why It Happens: Clients are focused on gift-giving and holiday expenses.
How to Overcome It:
- Break Down Costs: Use analogies like “Less than the cost of a daily coffee” to reframe affordability.
- Emphasize Long-Term Savings: Explain how locking in a policy now can save them money compared to waiting.
- Offer Flexible Payment Options: Mention monthly payment plans that reduce upfront costs.
Objection #3: “Let’s Wait Until After the Holidays.”
Why It Happens: People see January as a fresh start for financial planning.
How to Overcome It:
- Create Urgency: Use deadlines like “lock in this year’s rates” or “act before the holidays for additional peace of mind.”
- Highlight the Holiday Mindset: Emphasize that holidays are about family, making it the perfect time to secure their future.
- Share Real-Life Stories: Provide examples of clients who wished they had acted sooner.
Quick Sales Tips for the Holiday Season
- Use Seasonal Messaging: Frame life insurance as “the gift of security” or “peace of mind for the new year.”
- Focus on Family: Highlight how life insurance protects what matters most during this family-focused season.
- Run Limited-Time Promotions: Offer incentives like free consultations or a discount on first-year premiums.
Comparison Chart: Objections vs. Solutions
| Objection | Solution |
|---|---|
| “I’m too busy right now.” | Offer virtual meetings; emphasize quick and easy processes. |
| “I can’t afford it.” | Reframe affordability; explain long-term savings; provide payment options. |
| “Let’s wait until January.” | Create urgency with year-end benefits; tie the decision to holiday values. |
FAQs About Selling Life Insurance During the Holidays
Q: How can I make life insurance feel relevant during the holidays?
A: Use messaging that ties life insurance to family, security, and the spirit of giving.
Q: Should I avoid being too pushy during this time?
A: Absolutely! Focus on educating and offering value rather than hard-selling.
Q: How do I handle objections if a client insists they’re too busy?
A: Suggest scheduling a call after hours or on a weekend, showing flexibility and understanding.
