Dave and Kelly provided some talking points to keep in mind when handling objections:

• Make sure that you have a good close that requires a response
  • “Your renewal date for your current policy is ____. Do you want to start this new policy then or would you rather go ahead and start it now?”
• Tell them that you want their honest feedback
  • “Could you give me the professional courtesy of letting me know your final decision?”
• You are really just helping the client be done dealing with insurance
  • You aren’t being pushy; you truly want to provide them with good coverage