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(Acknowledge)

I understand First Name,

And you’re right.......

Handling  Objections (Acknowledge, Remind, Close)

Initial Call Objection Rebuttal #1

• It can be costly....
• It’s great to have someone to review things with
• Thinking things over is always a great idea
• Whatever the objection is, acknowledge it…….
  

(Remind)

and, I know how important it is for you to……

• Leave a legacy for your grandkids
  
• Have enough money to pay for your funeral so that Beneficiary Name isn’t burdened
  
• Leave your church with a final donation
  
• Whatever the emotional reason for buying     

(Close)

We can….

• look at coverage that will still allow you to ….
• start a small plan that we can increase later
• add some additional coverage to meet the rising cost of funerals.
• call your daughter on a 3 way to get her consent
• get you qualified with the underwriter and then you can decide during the free-look period if the policy is a fit. We’ll set up the first payment to draft a few weeks from now so that you have time to review the policy. If it meets your needs, we simply draft as scheduled. If not, simply call me or the insurance company at least 3 days before the scheduled draft to cancel the policy    

Why We Use ARC

Every prospect has concerns. That's normal. When someone says, "I need to think about it," "It's too expensive," or "I need to talk it over with my family," they're not always saying no. More often, they're expressing uncertainty and looking for reassurance before making a decision.

The mistake many agents make is trying to argue with the objection or immediately push for the sale. That creates resistance. Instead, we use the ARC Method: Acknowledge, Remind, Close. Acknowledge the concern so the prospect feels heard. Remind them why they were interested in the coverage in the first place. Close by offering a reasonable path forward that addresses their concern.

ARC keeps the conversation positive, respectful, and focused on the prospect's buying reason—not the objection itself.

Remember: people buy for emotional reasons and justify with logic. When an objection arises, acknowledge the logic, remind them of the emotion, and help them take the next step.

Acknowledge. Remind. Close. That's ARC.