Six common objections usually mean the need, the price, existing coverage, or the process is still unclear. Ask the right question, then adjust the case in Quote & Apply.
▶ Watch: BackNine in 5: Life Insurance Objections (5 min)
Clients rarely say yes just because you ran a quote. When someone pushes back, something is usually still unresolved: the need, the price, coverage they already own, another decision-maker, or the process itself.
The goal isn’t to win the argument. It’s to find out what’s actually in the way, then fix that.
The six objections, and what to ask
“I’m not interested.” Ask whether the issue is the need or the hassle. A need problem is a conversation about what they’re protecting. A process problem is solved by a simpler workflow.
“Can you send me some information?” Ask what they’re trying to figure out (how much coverage, what it costs, or which type fits), then send that specifically. Information with no question attached rarely leads to a decision.
“I already have life insurance.” Treat it as a starting point. Ask:
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What was the coverage originally bought to do?
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How much is it, and how long does it last?
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Is any of it through an employer? (Group coverage often ends when the job does.)
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What has changed since then: marriage, children, a home, a business, income?
You’re not replacing coverage that still fits. You’re checking whether the amount is short or the need has changed.
“It’s too expensive.” Separate budget from value. If they don’t see the value, go back to the need. If it’s budget, lower the face amount or shorten the term and rerun the quote. A policy the client keeps is worth more than a larger one they reject or let lapse.
“I need to think about it.” Ask which part: price, amount, carrier, or wanting someone else’s input. If a spouse or partner is involved, offer to include them on the next call, and schedule it before you hang up.
“I already have someone who handles that.” Don’t criticize the other advisor. Ask when the coverage was last reviewed. A second look isn’t a judgment on anyone’s work. Life changes, and coverage should keep up.
Use Quote & Apply to change the case, not repeat the pitch
Once you know the real concern, adjust the case without starting over:
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Change the coverage amount
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Change the term length
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Compare other carriers or products
When the client is ready, continue straight into the application. After submission, the case appears in BOSS and case management handles carrier follow-up.
Already with BackNine? Stuck on a live case? Send us the client’s age, state, the objection, and any coverage they already own, or use Schedule a Meeting and we’ll work through it with you.
Not with BackNine yet?
Quote, apply, and track the case without building a second workflow.
Licensed agents and advisors get Quote & Apply, digital applications, BOSS for case and commission tracking, and BackNine case management behind every submission. No fees. No production minimums.