Art of the Close: Handling Objections & Creating Urgency | Ep. 168

Adam & Chris tackle one of the most foundational topics for any serious final expense agent: handling objections and creating urgency to close sales effectively. Adam opens up about his own week in the field—door-knocking, navigating no-shows, and writing policies with carriers like Transamerica and Baltimore Life—proving that even a "slow" week offers lessons in resilience and adaptability.The heart of the episode zeroes in on objections. From “I can’t afford it” to “I need to talk to my husband,” Adam and Chris break down the psychology behind common pushbacks, offering practical, field-tested rebuttals to turn hesitation into action. They emphasize preemptive strategies—like qualifying affordability early or addressing smokescreens before they derail the sale—and stress the art of the one-call close. With real-life stories, including a client who died days after signing a policy (and got paid!) and another who missed out after delaying, they illustrate why urgency isn’t just a tactic—it’s a necessity in a world where health, rates, and even products can change overnight.Packed with humor (yes, barking dogs included), raw honesty, and actionable tips, this episode is a must-listen for agents looking to sharpen their skills, boost persistency, and make more money. Whether you’re door-knocking leads or dialing telesales, Adam and Chris deliver the tools to take your final expense game to the next level. Tune in, drop your own objections in the comments, and get ready to sell smarter. Available now on AdamBrsan.com, YouTube, and wherever you get your podcasts!