What to Say when Prospect's Say: "I Don't Want to Share My Premiums."

Published on

September 26, 2025

Contributors

Jennifer Li

Customer Success Manager

Jennifer is a customer success manager with a unique foundation in healthcare and healthtech. Over the course of her career, she has led client relations, customer success, and operations programs—always with a focus on building trust and creating better experiences. She brings both empathy and technical expertise to helping clients streamline workflows, implement SaaS solutions, and drive long-term success.

When you ask a prospect to share their current premiums, you may hit resistance. That hesitation usually comes down to a few common concerns:

Fear of losing negotiating power
Privacy and security worries
Distrust of salespeople
Not understanding the value
General hesitation with technology

These are natural objections, and the way you address them makes all the difference.

Positioning Canopy Connect Effectively

The best way to use Canopy Connect isn’t just by sending the link—it’s about presenting it in a way that reassures your prospect and shows why it benefits them.

Think of it like this:

“It’s like going to a doctor and saying, ‘Figure out what’s wrong with me, but I’m not going to tell you anything.’ My role as your advisor is to put you in a better position than you’re in today. Premium is just one part of the picture—there are other important details that any responsible advisor should ask about. If they’re not asking, that would be a concern.”

Conversation Scripts That Work

Here are some simple, proven ways to respond when a prospect hesitates to share their premiums or use Canopy Connect:

1. Trusted Advisor Angle

Prospect: “I’d rather not share my premiums.”

Agent: “I completely understand. By verifying your current insurance, I can review the language in your policy and make sure I’m offering the solution that truly fits your needs. Canopy Connect allows me to see your active coverage so I can advise you accurately and help position your risk more effectively.”

2. The Accuracy Angle

Prospect: “I don’t like sharing that information.”

Agent: “I get that. The thing is, without your premiums and coverages, I’d have to guess—and I don’t want to give you a quote that doesn’t reflect your real situation. Sharing this helps me give you an apples-to-apples comparison, so you can clearly see if we’re saving you money or improving coverage.”

3. The Security & Trust Angle

Prospect: “I’m not comfortable giving out that info.”

Agent: “I hear you. That’s exactly why we use Canopy Connect—it’s bank-level secure and only you control what’s shared. You’re just sharing your insurance documents with me, nothing else. It’s safer than emailing or texting screenshots.”

4. The Value Flip

Prospect: “I don’t want to show you my premium.”

Agent: “That’s fair. Here’s the thing, if I don’t know what you’re paying now, I might come back with a quote that looks good on paper but isn’t actually a better deal. Sharing your premium makes sure I only bring you something that’s truly worth your time.”

5. Social Proof

Prospect: “Most people don’t like giving that out.”

Agent: “That’s what some people think at first, but most of my clients love it once they try it—it saves them time and allows me to give them a clearer comparison. In fact, more than half of my prospects complete it without hesitation.”

Your Shortcut to Better Conversations

Overcoming hesitation is less about pushing and more about guiding. When you acknowledge your prospect’s concerns, explain the “why” behind your request, and lean on tools like Canopy Connect, you shift the conversation from skepticism to trust. The result? Prospects feel secure, informed, and confident in working with you—which is exactly where great relationships begin.