Insurance With Work

Objection
"I have life insurance with work."

Response:

Do you know how much you're paying for it?

Group Term Policies are a Waste of Money
"So you are paying work X number of dollars for life insurance for your benefit at work, and once you've paid it, you never get it back.  You just lose it.  I'm going to be back on Monday and Tuesday talking with people about how you can better invest in life insurance to make it worth their while.  Which day works better for you?"

OR  "If I could show you a way to save on your premium / make your money go farther, etc., would that be a good thing?"

"Well, my work covers all of the premium."

Group Term Policies Cost You More Down The Road
"So you are paying your work X number of dollars, but if you leave your job, you're no longer insured.  The older you get, the harder it is to lock into a low premium."

Transition to the death question.

Robert California Technique
You know that's great that your employer gives you such great benefits. Because, gosh, some of these employers are only giving people 1 or 2 times there salary. And when you think about all the expenses that people have-- like college and mortgage, it's really not enough. I don't know how people do it. [pause]

Where do you work?

Well, anyway. I have a lot of houses to visit. But the people I'm looking for, are really just people just like you. They have a family, they have a mortgage to pay off, and they don't want to put their future at risk. Do you know anyone in the neighborhood that I might want to introduce myself to?

Great. Here's my card. If they become clients of mine, I'll be sure to thank you.