The Simple 3-Step Formula Every Broker Should Use
Let’s be honest — most financial advisers, mortgage brokers, and life insurance brokers panic when a client says “It’s too expensive” or “I’m too busy.”
They freeze, stumble, or back down completely.
But here’s the truth:
An objection is not a “no.”
It’s just a sign you need to work a little harder for your money.
When handled correctly, objections actually move you closer to the sale — not further away.
Here’s the 3-step objection-handling formula I teach inside the Wealthy Adviser Club, used by top-performing brokers across the UK 👇
⚙️ Step 1 – Acknowledge & Empathise
When someone says,
“It’s a bit expensive.”
Don’t fight it. Don’t ignore it. Don’t defend it.
Instead — acknowledge it.
💬 Example:
“I completely understand what you mean — and to be honest, a lot of my clients felt the same at first.”
That single line does two powerful things:
✅ It validates their feeling (so they feel heard)
✅ It diffuses resistance instantly
The moment a client feels understood, they stop preparing their next argument and start listening again.
🧩 Step 2 – Reframe the Objection
Now that you’ve acknowledged it, you reframe the perspective.
💬 Example (for Life Insurance):
“I totally get why you might think £50 a month feels expensive — but in comparison to not having it, and something happens, losing your income overnight, being unable to work, and your family having to move out of your home… that’s a lot more expensive, isn’t it?”
That’s a reframe — you’re showing them the cost of inaction, not just the price of the product.
This is where the classic Feel, Felt, Found technique works perfectly:
“I understand how you feel. A lot of my other clients felt the same way — but what they found was that once they looked at what could happen without cover, they realised how valuable it actually is.”
Boom. You’ve shifted the emotional focus from cost to consequence.
🎯 Step 3 – Pull It Back to an Options Close
Once you’ve reframed it, you don’t stop.
You immediately guide the conversation back toward a decision — without pressure.
💬 Example (Booking a Call):
“I get it, you’re super busy — most of my clients are. That’s why I do appointments fully over the phone or on Zoom — it only takes about 10 minutes. Would tonight or tomorrow work better for you?”
That’s an options close.
You’re giving them a simple “either/or” choice rather than an easy way out.
You’ve acknowledged, reframed, and redirected.
It’s smooth, professional, and powerful.
🧠 Why This Formula Works
This 3-step structure — Acknowledge → Reframe → Options Close — works because it aligns with basic human psychology:
✅ You defuse resistance (acknowledge)
✅ You shift perspective (reframe)
✅ You lead the conversation back to action (options close)
It turns confrontation into collaboration.
And it works in almost every objection scenario — from price and time to “I need to think about it.”
🦁 Inside the Wealthy Adviser Club
Inside the Wealthy Adviser Club, I break down:
✅ Every major objection you’ll face as a mortgage or protection broker
✅ Real scripts and objection templates for each
✅ Advanced objection-handling psychology
✅ Live examples of tone, pacing, and confidence
✅ The “pull the rug” technique to convert hesitation into urgency
Members use these exact methods to turn “maybes” into “yeses” — without ever sounding pushy or desperate.
👉 Join the Wealthy Adviser Club – Free 7-Day Trial
💬 Final Thought
Every “no” can become a “yes” — if you know how to handle it.
“An objection isn’t rejection. It’s just a request for reassurance.”
Acknowledge.
Reframe.
Close.
Master that — and you’ll never fear objections again.
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