The next topic in our series of overcoming objections is the cost of membership. Whether you are getting this response when talking to members considering leaving NAIFA or prospective members, these talking points can apply to both audiences.

When someone comments that membership in NAIFA is "too much" consider using qualifying questions  such as, "When you say too much, relative to what?" Consider the costs of a variety of subscription services from car washes to streaming services to gym memberships. 

Did you know that a large portion of your NAIFA membership is tax-deductible?  According to guidelines published by the IRS, dues paid to a professional association are tax-deductible if membership in the association assists you in performing your job. The portion of your membership fee that is non-deductible is used for federal and state lobbying efforts to protect your clients and your business. 

The bottom line is that when people state that it costs too much to be a member of NAIFA, they are looking at the cost and not thinking about the value. It is important to highlight the results of what happens when you become a NAIFA member. When you switch the thought process from thinking about costs to thinking about value, that's a real game changer. Sell them on NAIFA's value proposition.

We want to hear from you! What are some pointers you have on overcoming this common objection? Let us know at marketing@naifa.org.