The 3-Step Formula Every Mortgage & Life Insurance Broker Should Master
Let’s face it — most brokers and advisers panic when they get an objection.
They tense up, rush their words, or start defending their price.
But an objection isn’t rejection — it’s not a “no.”
It just means you’ve got to work a little bit harder for your money.
When you handle objections the right way, you build trust, authority, and conversions all at once.
Here’s the three-step objection handling formula that works every single time 👇
⚙️ Step 1: Acknowledge the Objection
When the customer says:
“To be honest, it’s a bit expensive.”
Don’t argue. Don’t get defensive. Just acknowledge it.
💬 Example:
“I completely understand what you’re saying. I totally get why you might feel that way.”
That’s it. You’re empathising, not fighting.
It instantly lowers their guard and makes them feel heard.
🧠 Step 2: Reframe It
Now you reframe the objection — change their perception by comparing it to the true cost of not taking action.
💬 Example:
“I get what you mean about £50 a month feeling expensive, but in comparison to not having it — if something happened, you lost your income, couldn’t work, had to move out of your home — that’s far more expensive than £50 a month, isn’t it?”
That’s a reframe — you’ve flipped the perspective from price to risk.
This is also where the Feel–Felt–Found method shines:
“I understand how you feel. A lot of other people felt the same. But what they found was that once they looked at what could happen without cover, the peace of mind was worth far more than the monthly cost.”
You’re leading them to realise the value on their own — not forcing it.
🎯 Step 3: Pull It Back to an Options Close
Once you’ve reframed it, bring it straight back to an options close — simple, confident, and choice-driven.
💬 Example:
“I totally get that you’re busy — most of my clients are. That’s why we do everything over the phone or Zoom. It only takes about 10 minutes. So with that in mind, is tonight or tomorrow better for you?”
That’s smooth.
You’ve acknowledged the concern, reframed it, and moved them back toward a decision — without being pushy.
🧩 Why This Works
✅ Acknowledge → builds trust
✅ Reframe → shifts emotion and logic
✅ Options Close → keeps control
This formula works for almost every objection:
– “It’s too expensive.”
– “I’m too busy.”
– “I need to think about it.”
– “I’ll speak to my partner.”
You’re not fighting them — you’re guiding them.
🦁 Inside the Wealthy Adviser Club
Inside the Wealthy Adviser Club, I break this down in full detail — word-for-word scripts, real-world objection examples, tone of voice training, and how to apply this live with clients.
Members learn how to:
✅ Turn “maybes” into “yeses”
✅ Handle price, time, and trust objections with ease
✅ Sell ethically — without sounding salesy
✅ Boost conversions instantly
👉 Join the Wealthy Adviser Club – Free 7-Day Trial
💬 Final Thought
“An objection isn’t rejection — it’s just a request for reassurance.”
So don’t panic.
Acknowledge.
Reframe.
Close.
That’s how top brokers turn objections into opportunities — and sales into relationships.
Join Wealthy Advisers Club Today : Click Here To Join