Top 25 Sales Objections When Selling Life Insurance Leads (And How to Overcome Them)
Selling life insurance leads can be tough—whether you’re closing deals on the phone or in person. The most successful agents aren’t just great at pitching; they’re masters at handling objections. When a potential client pushes back, it’s your job to turn that hesitation into a “yes.”
Here are the top 25 sales objections you’ll hear when selling life insurance leads—plus actionable tips to overcome them.
1. “I’m not interested.”
💡 Response: “I totally understand. Most people I speak with feel the same way at first. But once they realize how affordable and valuable this coverage is, their perspective changes. Let me ask—what’s your main concern?”
2. “I already have life insurance.”
💡 Response: “That’s great! That means you understand the importance of having protection. Out of curiosity, when was the last time you reviewed your policy? Many clients find they’re underinsured or overpaying.”
3. “It’s too expensive.”
💡 Response: “I hear that a lot, but most of my clients are surprised at how affordable coverage actually is. Would you be open to looking at options that fit within your budget?”
4. “I don’t believe in life insurance.”
💡 Response: “That’s fair. But let me ask—if something were to happen to you, how would your family manage financially? Life insurance isn’t just about belief; it’s about security.”
5. “I’ll think about it.”
💡 Response: “I get it—this is an important decision. But what exactly do you need to think about? I can help answer any questions you have now.”
6. “I need to talk to my spouse.”
💡 Response: “That’s a great idea! In fact, many of my clients prefer to have their spouse on the call. Would it make sense to set up a quick call with both of you?”
7. “I don’t have time right now.”
💡 Response: “Totally understand. I’ll be quick—just 60 seconds to see if this is something that could benefit you. If not, no worries.”
8. “I’m healthy. I don’t need it.”
💡 Response: “That’s exactly why now is the best time to get covered! You’ll qualify for the lowest rates before health issues arise.”
9. “I don’t trust insurance companies.”
💡 Response: “I get that. Some companies have given the industry a bad name. But the carriers I work with are top-rated and have been paying claims for decades.”
10. “Can’t I just save money instead?”
💡 Response: “Savings are great, but even if you put away $100 per month, it would take decades to build up what life insurance can provide immediately for your loved ones.”
11. “I don’t want to take a medical exam.”
💡 Response: “Good news—there are no-exam options available. I can find a policy that works without a medical test.”
12. “I’m too old to get life insurance.”
💡 Response: “Not true! There are policies designed specifically for people your age that are affordable and provide peace of mind.”
13. “I have a policy through work.”
💡 Response: “That’s a great start, but most employer policies aren’t portable and don’t offer enough coverage. Let’s see if we can supplement what you already have.”
14. “I heard claims don’t always get paid out.”
💡 Response: “That’s only true if the policyholder doesn’t disclose important information. As long as everything is accurate, claims are paid without issue.”
15. “I have health issues, so I won’t qualify.”
💡 Response: “There are policies specifically designed for people with health conditions. Let’s explore your options.”
16. “I don’t want to make a long-term commitment.”
💡 Response: “You don’t have to! We can look at short-term policies that offer flexibility.”
17. “Isn’t life insurance just a scam?”
💡 Response: “I hear you. But major insurance companies have been paying claims for over 100 years. It’s one of the most reliable financial tools available.”
18. “Can’t I just get insurance later?”
💡 Response: “Sure, but the longer you wait, the more expensive it gets. Plus, health can change unexpectedly, making it harder to qualify.”
19. “I don’t have dependents, so I don’t need it.”
💡 Response: “Life insurance isn’t just for dependents. It can cover final expenses and leave a legacy for loved ones or charities.”
20. “I don’t want to deal with pushy salespeople.”
💡 Response: “I totally get it. My job isn’t to pressure you—it’s to provide helpful information so you can make the best decision for yourself.”
21. “I heard term life insurance is a waste of money.”
💡 Response: “Not at all! Term life is the most affordable way to get coverage when you need it most—like when raising a family or paying off a mortgage.”
22. “I want to invest my money instead.”
💡 Response: “Investing is great, but what happens if something happens to you before your investments grow? Life insurance provides instant protection.”
23. “I don’t want to deal with paperwork.”
💡 Response: “I handle all the paperwork for you. It’s quick and easy—I’ll walk you through the whole process.”
24. “I’m self-employed, and my income isn’t stable.”
💡 Response: “That’s even more reason to have coverage! If something happened to you, would your business or family be able to keep going financially?”
25. “I just don’t see the need for it.”
💡 Response: “I get it—insurance isn’t something we think about every day. But if the unexpected happens, your family will be grateful you planned ahead.”
Final Thoughts
Handling objections is all about understanding concerns, educating prospects, and guiding them toward a decision that benefits them. The next time you hear one of these objections, don’t get discouraged—see it as an opportunity to build trust and provide value.
