Objection Answer Library
100 Ways to Win
Every objection, stall, and excuse your clients throw at you, answered by Tom Hegna on video. One objection per video, most under a minute. Look it up, hear the answer, win the appointment.
Most agents lose the sale because they can't think on their feet
The objection comes, the room goes quiet, and the appointment slips away with “let me think about it.” The agents who win are not faster thinkers; they have simply heard the objection before and know the answer cold. That is what this library is: Tom's answer to the objections you will hear this week, in his words, ready to use.
Hear It From Tom
Thirty seconds of the objections you already know too well
Sound Familiar?
A few of the 107 objections Tom answers, one video each.
“I want to think about it”
“I need to talk to my spouse”
“Just send me some information”
“I hate annuities”
“I've heard annuities are bad”
“I already have term insurance through work”
“I'll rely on Medicare”
“My accountant told me not to”
“I want to shop around first”
“I'm too old”
“My risk tolerance is too high”
“I don't have any money”
What the Library Covers
100 objections from the original program plus 7 bonus videos, grouped the way you meet them.
Stalls and delays
Think about it, talk to my spouse or kids, send me information, shop around, research it on the internet, worry about it later.
Annuity objections
I hate annuities, annuities are bad, can't afford one, too young for one, I'll invest in the market instead.
Life insurance objections
Too old, too young, too healthy, can't afford it, already covered at work, already have term, buy term and invest the difference.
Long-term care objections
Can't afford it, too late for me, Medicare will cover it, I'll never need it.
Trust and money objections
Don't trust insurance companies, what if the company goes bankrupt, lost money with another broker, my assets are frozen, prefer gold or real estate.
Bonus: referral objections
I don't know anyone else, my friends already have advisors, I don't trust you yet with my referrals, plus more.
Everything Included
107 streaming video answers
One objection per video, most under a minute. Recorded by Tom in 2017; a handful reference the market conditions of that era, and every answer is the thinking and the words, not a market forecast.
Organized for lookup, not homework
This is not a sit-through-it course. It is a reference library: find the objection your client just said, watch Tom answer it, walk into the next appointment ready.
Yours to keep
One payment. No subscription, no renewal. The library stays in your account.
100 Ways to Win
One payment, yours to keep. 107 video answers.
Already a Tom Hegna On-Demand subscriber or a paid AI Playbook customer? The library is included with your plan at no charge: sign in at My Account and look under Courses before you buy. Original 100 Ways to Win buyers already have it.
What Happens After You Order
Complete your order
One payment of $129. Your access is created automatically from your purchase email.
Sign in and look up your first objection
Go to tomhegna.com, open the Member menu, and choose My Account. Enter your purchase email and we send you a one-time sign-in code. The library is under Courses.
Use it before every appointment
Expecting the spouse stall or the annuity fees objection? Watch Tom's answer on your phone in the parking lot.