AVIATOR 1 - SCRIPTS - ENGLISH
COMMON OBJECTIONS OVER THE PHONE
Objection
Why did you become
an insurance agent?
What if you resigned
one day?
I don’t have the
money.
I am already
covered.
Insurance cheats.
AVIATOR 1 – SCRIPTS - ENGLISH
Script
I understand your concern. As you know, I wasn’t exactly happy with my previous
job. I have always wanted a job that is flexible, rewarding, and gives me the
opportunities to network. So being an AIA Life Planner is perfect for me!
It was not an easy decision but the best decision I have ever made. Now I am
motivated to go to work everyday. No more Monday blue.
Let’s meet up so I can tell you more.
That’s one question I get asked often. Some agents struggle and leave the industry
within a short period of time.
The good news is... I like what I am doing – sharing financial and risk management
with friends and families and networking. So I have no reason to quit considering
many have bought insurance from me.
If one day I were no longer in the business for whatever reason, our clients will still
continue to receive customer-centric service from AIA Life Planner and supporting
tools.
Can I meet you to tell you more?
I understand where you are coming from. Cost of living is high yet our income
remains stagnant. This is also why insurance plays an important role to ensure
your family can maintain a desired lifestyle should anything happen. Sadly, I have
seen families suffer after their breadwinners passed on because they were not
covered.
Insurance is like the fire extinguisher you have at home. It’s on standby mode most
of the time but it can save lives when fire strikes.
Please give me a chance to share with you how AIA can protect you and your loved
ones within your budget. No obligation, just sharing of ideas.
Good to know that! I am sure you know insurance quite well.
However, I always relate insurance to how parents change the kids’ wardrobe as
kids outgrow their clothes fast. New clothes are needed for the now bigger kids.
Similarly, our protection needs change as we move into different life stages and
most likely our existing policy can no longer fully cater our needs.
That’s why I would like to meet you to help you review your policy and find out
how you and your family can be better covered.
Your concern is valid. Many of my clients had the same thoughts before signing up
with me. But after explaining to them how different types of insurance product
cater for different needs, including the features, benefits and conditions,
transparently and objectively, most of them changed their perception towards
insurance, saw their needs and decided to sign up. They were even more
convinced when claims were delivered to them as promised.
AIA is one of the world’s leaders in insurance and always delivers its promise. I will
show you AIA’s last year claim records when we meet.
1
SCENARIO 1 – WHY CAREER SWITCH

But… were you not happy with your previous job? Why the change and why
Prospect
insurance?
Uncle, thank you for showing your concern and care, like you always do. I totally
understand the concern and all the questions you have for me.

Actually, many of my relatives and friends were worried initially about my career
switch, knowing that I am an introvert.
Life Planner
After explaining to them the reasons and the push factors behind my decision, they
were happy for me. Some even signed up with me.

I really hope I can see you to share with you why I made such a bold decision and
how happy I am.
Prospect Good to know that. I am free next week….

SCENARIO 2 – I DON’T HAVE THE MONEY

You are trying to sell me insurance, aren’t you? Thanks for your good intention.
Prospect
However, you should know that I am not doing well financially.
Mason, I understand your concern and situation.
I was in a similar situation last year when I made some losses in investment.

A lot of my friends had a tough time last year.

Life Planner
But I managed to talk to some of them and helped them identify areas that needed
risk management and financial planning.

I would like to meet you to share how we can manage risks and personal finances.
It will only take less than 30 minutes and, no obligation.
Prospect Alright. Let’s catch up tomorrow at…

AVIATOR 1 – SCRIPTS - ENGLISH 2