Rebuttals, call insights, and tools to win more deals.

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🏆What Worked?🏆

🧠 What Lost the Deal?

🗳️ Add an Objection

• Is there anything you love about your plan that you wish you had more of, or anything that you hate about it with all your heart?
• If you could wave a magic wand and change one thing about your health coverage, what would it be?
• When was the last time you got your eyes checked or your teeth checked?
• Do you usually take advantage of your plan’s extra benefits (OTC, fitness, etc.)?
• Do you ever feel like you’re paying too much out of pocket when you use your plan?
• What’s been the most frustrating thing you’ve dealt with using your plan?
• If you could improve one thing about your plan, what would it be?
• When was the last time you got a new pair of glasses or contacts?
• Do you have any major dental procedures in the near future we need to consider?
• Where have you been experiencing the pain of high co-pays under your plan?

💬 Needs Analysis Questions

1)"You DO want to make SURE that YOU receive ALL of the benefits that you are ENTITLED to receive, RIGHT?"

2) "If you can just give me 2% of your trust,  I PROMISE you I will earn the other 98%
Does that sound fair!?"

3)“Totally fair — most people I speak with say that at first. Out of curiosity, what do you like most about your current plan?”

4)“I completely understand. My job isn’t to change anything unless we find something better — I just want to make sure you're not missing out on benefits you're entitled to.”

5)“The only reason I ask is because a lot of people I speak with feel the same way until they find out they’re leaving benefits or savings on the table.”

6)“Got it. Let’s just take a quick look so you can know for sure you're already on the best option.”

7)“Totally fair. A lot of people feel that way until they see the additional benefits some of the newer plans added this year.”

8)"I hear you. Is there anything you wish your current plan covered a little better?”


I think I am just going to stick with what I have

1) That’s good to hear. The main thing I focus on is making sure my clients actually understand all the benefits their plan offers so they’re not leaving anything on the table

2) Most of the people I speak to already have an agent when we first talk.  Until they realize that they were missing out on benefits that they should've been receiving.

3) You're not locked into one agent with medicare.  You can actually work with whoever you feel takes the best care of you.

4) If you are already on the best plan, I'll tell you that and you keep everything exactly the same.  I just dont like to see people miss out on benefits they should be receiving.

5) I am not sure if you know this, But each year plans and benefits change so it is important to review your coverage and ensure you are still receiving EVERYTHING you are entitled to

6) That’s good to hear. Out of curiosity, when was the last time they actually reviewed your plan with you to make sure you were still getting the best benefits?

I already have an advisor

@pitchhealthsolutions

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You’re going to hear objections on calls — that’s part of the job. If you run into one we don’t already have covered, submit it here with your name.

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