As financial advisors, we face objections from prospects all the time. We hear from clients that they have no money, no hurry, no need or no trust.
But what about us? Have you bought enough protection for yourself? When it comes to purchasing additional insurance, many advisors sound exactly like their prospects: No money, no hurry, no need.
In late 2016, my company launched a campaign encouraging advisors to buy more coverage. I remember thinking, I don’t have the . It’s not urgent. I don’t really need it.
Fortunately, my husband and I purchased the policies anyway. Two months later, I found a small lump in my neck. It was thyroid cancer.
In February 2017, I underwent surgery. Throughout my career, I’ve believed in one principle: Never ask a client to do something you’re not willing to do yourself. When I was diagnosed, the biggest claim I ever handled became my own.
That’s when I experienced the miracle of insurance. It gave me financial peace of mind, helped me become debt-free by paying off two mortgages through my critical illness payout and protected my dream of sending my children overseas to study.
That’s the miracle of insurance.
There was one policy I couldn’t claim, however. I purchased it just two months before my diagnosis. My cancer was diagnosed on day 82, while the waiting period was 90 days.
That experience taught me a lesson I’ll never forget: How can we say there’s no hurry to buy insurance when we never know when it might be too late?
If you tell yourself you don’t have money to buy insurance, what will you say when a prospect gives the same objection? If you cannot handle your own objection, how can you handle your prospect’s?
Miliana Marten is a 17-year MDRT member with nine Court of the Table and two Top of the Table qualifications. This was excerpted from her 2026 MDRT Global Conference presentation “Can you handle your own objection?” (MDRT member-exclusive content)
