Top Objection: “I don’t like bank drafts!”

One of THE most common objections we face, when setting someone up with an electronic application, is that they hesitate to give out their banking information because they do not trust other people to have access to their bank account. Here, Chris shows how he typically handles this objection. While it comes up in about 5% of the applications Chris writes now, he has the pattern ready to deploy when he hears it. The rebuttals handle 100% of the concerns, (at least for the last 8 years it has). Listen, as you'll hear logic, emotion, stories, and agent positioning in the answer: And Joe wrote in: I tell them, in my opinion of course, that in 2015 automatic bank draft is safer than mailing a check. I explain how if they mail a check a human being has access to your routing and check acct number, where the EFT everything is encrypted and safe. Then I tell a story about a woman in AZ that ended up in the hospital forgot to pay and she lost her coverage. She was able to find another company to take her but it was $50 per month higher! True story, AARP took her but charged her more. Good stuff Chris, I love listening to other calls. Joe

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