During my 20 years working as an advisor, I have spent a good amount of that time taking on the negative opinions people have about life insurance and correcting their misperceptions. I welcome these opportunities to educate prospects and clients about how claims are paid and why coverage is an investment that protects their loved ones and can help their family bounce back from setbacks. While I have met many skeptics, one in-person meeting with a couple stands out.

I was invited to their home by the wife for a consultative chat. When she urged her husband to join us, he very clearly expressed his distaste for insurance and his displeasure about my presence.

“I have told you I do not like insurance. I just sent an advisor off this morning. How come you bring another in?” he said. “I repeat, we do not buy insurance! When do you expect to receive the money from insurance? Upon death? I’d rather have you give me the money to buy the lottery, so that I can have money immediately if I win, or to buy another cow as its milk can be sold daily for money.”

He started to exit toward the porch nearby, but before leaving, he quipped to his wife, “Should you love me, please give me the money. I would spree myself with beer rather than be here and urged to buy insurance and then wait until death to get the money.”

Winning this man over would be difficult, but rather than dwell on the resistance confronting me, I smiled and began talking gently.

I could see the husband sit up attentively. He was listening. I took this as a sign that he was possibly buying in.

“Now that I have come, please let me brief both of you about this program. It is OK if you hear and do not like it,” I said.

I could see the husband was sitting on the porch with a scowl but within earshot. I began to talk wholeheartedly about the true meaning of insurance, and in a sincere, clear and succinct manner, I conveyed what I knew and felt about the benefits of having coverage. Our conversation also turned to personal matters, and the wife shared how much the couple loved their grandchildren. So, I latched on to that foothold of information.

“The monthly cost is very low,” I told her. “You only need to save 5 to 10 Vietnamese dongs each day for your retirement account. In case you would pass away earlier than expected, your grandchildren would benefit with the money as a legacy from you.”

I could see the husband sit up attentively. He was listening. I took this as a sign that he was possibly buying in. Then I said teasingly, “This amount of money does not impact your daily expense. Your husband could still buy a lottery ticket or a cow as he would wish. If he is confident enough to spend your money on beer, he still could.”

The husband burst out in laughter. This turnaround from what started out as an impossible objection to overcome is one of the quickest wins in my career. The couple bought combined insurance and later increased their benefits by purchasing supplemental coverage. The husband became so fond of me, he introduced me to 30 other prospects who became my clients.

Nyugen Thi Thu Dung is a five-year MDRT member from Ho Chi Minh City, Vietnam. Contact her at ltn.diep@prudential.com.vn.

How I soothed a prospect’s derision to insurance