STEP 1: ISOLATE REAL OBJECTION
I completely respect that, (Name). This is important and you should take it seriously. Help me understand though — When you say you need to think about it, is that more about the monthly amount, or just making sure this is the right move? *let answer.
IF MONEY: STOP HERE and handle money objection.
IF VAGUE: Totally fair. Usually when someone says they want to think about it, it’s either the budget, wanting to run it by someone, or just needing clarity on something. Which one feels closest?
👉 STOP HERE and handle the real issue, and come back for step 2.
STEP 2: FUTURE FRAME
Can I ask you something honestly? Pause. If something unexpected happened tomorrow before this was in place, how would you feel knowing you had it in front of you and chose to wait? *let answer.
The only reason I ask is because this isn’t a gym membership or something you can circle back to whenever. Approval is based on your current age and health. Once we close this file, we can’t guarantee the same offer later.
STEP 3: LOOP BACK
I’m not asking you to overcommit.
Based on everything you told me — wanting to make sure your family isn’t stuck covering final expenses, wanting control over how things are handled — that’s exactly why I recommended the $___ plan. Pause. Did anything change from earlier in our conversation? *let them answer
STEP 4: ASSUMPTIVE RE-CLOSE
So let’s take care of this properly. We’ll lock in the $___ freedom of choice at $___ per month like we discussed. What’s your middle initial for your application?
IF THEY PUSH BACK AGAIN (strategic down-close):
Okay, help me out. Is it the total monthly amount that feels slightly uncomfortable? *let them answer
Understood. If we adjusted this to $___ per month instead of $___, would that feel more comfortable while still protecting your family properly? *let them answer
If yes → close
Okay, so you’re telling me you need to be at $___ per month, right?
Alright. I can’t promise anything, but let me see what the system allows me to build around that.
Pause screen. Build smaller plan
Okay, so this next tier would secure $___ of immediate payout with that freedom of choice at $___ per month. It’s not everything we discussed, but it guarantees something is there. So let’s get you started on this plan, go grab you drivers license and start thinking about the last doctor you went to see.
If still hesitant → THEN you consider foot-in-the-door.