Agent: "Let me make sure I'm hearing correctly what you're saying. I understand that you feel this plan makes sense (stress positives whenever possible), but that you've had some unexpected household expenses that are creating a temporary drain on your cash flow.

"Depending on the outcome of your promotion, you're also uncertain whether your income will increase or decrease in the next few months. So you want me to come back in January. Is that right?"

(Wait for a response. Then continue.)

3. Reconfirm the prospect's "needs and wants Commitment."

Agent: "I understand your concern. Let's consider whether six months is really going to make a difference. Or, let me put it this way. Based on what you told me about yourselves, will your financial obligations be any less crucial — or the need to protect your lifestyles less urgent — during that time?"

4. Let the prospect answer. Discuss options. As Roger and Judy expand their explanation, decide how you can help them get the protection they need, including adjusting the face amount or initial premium commitment, or suggesting various payment options or a different type of plan, if necessary.

Build on the trust and confidence you've created. This is a continuation of the collaborative, problem-solving approach. By being non-judgmental and empathetic, you'll help people get the protection they need without ever having to resort to sales gimmicks or high-pressure tactics.

5. Close by asking for the "Solution Commitment" again.

Agent: "Assuming that we've found a way for you to comfortably afford the protection you need and want during this potentially difficult six-month period, is there any other reason you wouldn't put it in force today? (or, go with this plan now?)"