Trucking insurance objections fall under two categories. The first category is insurance sales, which come with four objections: an existing agent, price, email and renewal timing. The second category has three objections that come from truckers alone: about driving, leased-on coverage and new authorities. A setter can answer each one with a booking line, while the producer handles coverage and price.
This guide is for insurance producers who prospect trucking accounts. It also serves the appointment setters, or SDRs (sales development representatives), who book meetings for them. Managers here train both parties and can use it as a script library. To overcome objections in trucking insurance, aim for one result. The call, email or LinkedIn message ends with a booked meeting.
Who Can Say What: Setter-Safe vs. Producer-Only Rebuttals
A setter’s main job is to book an appointment through any objection, but a licensed producer’s task is to discuss coverage or price. As both have different tasks, both also have safe moves to do. The table below includes rebuttals for both setter-safe or producer-only moves.
| Setter-safe moves | Producer-only moves |
| Confirm who runs the authority. | Describe what a policy covers. |
| Ask when the current policy renews. | Quote or estimate a premium. |
| Ask about power units and the current insurance company. | Compare insurance companies or policies. |
| Ask whether the lease names who covers what. | Explain what the lease leaves uncovered. |
| Book a time with the producer. | Recommend coverage or limits. |
Insurance licensing requirements can vary state to state. For that reason, it is crucial to check the state insurance department before starting. Along with the producer, the outsourced truck insurance lead generation team should also do the same and follow the setter-safe column.
The Calling Rules Behind Your Rebuttals
Before making any call, understand the telemarketing rules first. How you make a cold call decides which consent rules apply. Some auto-dialed or pre-recorded sales calls may require pre-written consent covers, but it is not required for every call.
These rules are implied by the Telephone Consumer Protection Act (TCPA) under 47 CFR 64.1200. A manual call does not fall under those rules and does not require written consent. However, they still fall under “do not call” rules and must stop when requested not to call.
When “Stop Calling Me” Ends the Conversation
If someone tells you “Stop Calling Me”, add the number to your company’s DNC list and end the conversation. Federal rules require do-not-call requests to be processed within 10 business days and the number should not be called within 5 years.
Record every objection, details, renewal months, and requests to be added to the do-not-call list. In the future, this helps the next caller to understand what the previous conversation was, what was discussed and whether this prospect wants to be called again.
What Are the Most Common Trucking Insurance Objections?
There are several common trucking insurance objections, but there are 7 major objections. This includes agent, price, email, renewal, driving, leased-on coverage and new authority. As we stated before, four of them occur across insurance: agent, price, email and renewal. Three come under the trucking section, including driving, leased-on coverage and new authority. FMCSA regulations are relevant to some of these trucking-specific objections.
| Objection | Setter’s goal | Producer’s job |
| “I already have an agent” | Get the renewal month. | Run a side-by-side review. |
| “It’s too expensive” | Book the quote call. | Price the account. |
| “Send me an email” | Get one qualifying fact. | Send a quote summary. |
| “Call me at renewal” | Book a dated callback. | Start loss runs early. |
| “I’m driving right now” | Offer a parked-time callback. | Same callback. |
| “My carrier covers me” | Ask about the lease. | Explain off-dispatch coverage. |
| “Nobody will insure a new authority” | Confirm the filing status. | Get quotes out fast. |
The Objections Every Insurance Agent Hears
The four most common objections need a booking line that takes the prospect towards a meeting. Setters should play the part of booking an appointment, and let the producers handle questions about price and coverage.
Use these rebuttals as a reference and customize them to your own tone. If you are worried about opening lines, use these commercial insurance cold call scripts.
“I Already Have an Agent”
Ask when the current policy renews, then book a review a few weeks before that date. This is the trucking version of the classic we already have someone reply.
| Who | Line |
| Setter-safe | “That’s fine. When does your policy renew? We can set a short review a few weeks before then.” |
| Producer-only | “Let’s put your current limits next to two other markets and see where you stand.” |
“It’s Too Expensive”
The price questions are the producer’s responsibility; the setter simply books an appointment and discusses the quote. Understanding trucking insurance lead costs can also help producers evaluate their prospecting expenses. The same approach is effective for most budget objections on cold calls.
If the prospect is saying “I just need the minimum”, the producer can explain the requirements. Under 49 CFR 387.9, for-hire general freight trucks weighing 10,001 pounds or more need at least $750,000 in liability coverage.
| Who | Line |
| Setter-safe | “I can’t quote on this call. The agent can run numbers with you this week. Does Tuesday morning work?” |
| Producer-only | “The federal minimum for qualifying interstate general freight carriers is $750,000. Let’s compare that requirement with your current coverage.” |
“Send Me an Email”
If a prospect is asking for an email, agree to send that and ask one question before hanging up to make sure the follow-up is reasonable.
Agree to send the email, then ask one question so it has a reason to exist. Simply saying “sure” and hanging up often leads nowhere. That’s a common outcome of just send me an email objection.
| Who | Line |
| Setter-safe | “Happy to. So it fits your operation, how many power units are you running right now?” |
| Producer-only | “I’ll send a quote summary tonight. Can we go over it together Thursday?” |
“Call Me at Renewal”
Get the renewal month (X-date) on the call and book the callback before you hang up. Treat it like any timing objection and turn it into a date on the calendar.
| Who | Line |
| Setter-safe | “What month does it renew? I’ll put a call on the calendar three weeks before.” |
| Producer-only | “Let’s request your loss runs early so the quote is ready before your renewal.” |
“I’m Driving Right Now”
When an owner-operator says they are driving, offer a callback time and end the call. Under 49 CFR 392.82, truck drivers are not allowed to use a handheld phone while driving, even at a red light. Hands-free use is allowed, but letting the driver focus on the road is a better option rather than pushing it.
| Who | Line |
| Setter-safe | “No problem. When are you parked today, around lunch or after your drop?” |
| Producer-only | Same line. Nothing about coverage belongs on this call. |
The rule stops applying once the truck is off the highway and parked in a safe spot. A trucker who has pulled over can talk.
“My Carrier Covers Me”
A leased-on owner-operator’s lease explains who provides insurance and who has to pay for it. Under federal leasing rules 49 CFR 376.12, the lease must state the carrier’s liability obligations and any insurance costs deducted from the driver’s pay.
A leased-on owner-operator runs his own truck under another motor carrier’s authority. Bobtail coverage protects the truck when it runs without a trailer. Non-trucking liability covers the truck when it runs off dispatch. This is one of the owner-operator insurance objections that only leased-on drivers raise.
| Who | Line |
| Setter-safe | “Got it. Does your lease say who carries your bobtail coverage? The agent can go over it with you this week.” |
| Producer-only | “Your carrier takes responsibility for the truck while you run under its authority. Let’s check whether you carry non-trucking liability for off-dispatch use and what your lease deducts for it.” |
The lease rule sits in 49 CFR 376.12. This is general information, not legal advice.
“Nobody Will Insure a New Authority”
A new “for-hire” carrier needs its insurance accepted by FMCSA before receiving authority to operate. Under 49 CFR 387.301, it cannot begin covered interstate operations until that requirement is met. Delays can push back its first load.
| Who | Line |
| Setter-safe | “Congratulations on the new authority. Has your insurance filing gone in yet? Our agent can call you today to get it started.” |
| Producer-only | “You can’t run interstate until FMCSA accepts your BMC-91 or BMC-91X filing. Let’s get quotes out this week so you can start hauling.” |
How Do You Answer Objections in Email and LinkedIn?
Written objections need shorter responses in comparison with spoken ones. Ask a relevant question and suggest a meeting time; that’s it. LinkedIn can be useful only if the prospect has an account; that’s why you should check first. Below are simple and interactive ways to ask for a meeting and get more information out of them.
The seven objections below include call, email and LinkedIn responses where appropriate. Treat these trucking insurance objection-handling scripts as starting points. For longer messages, adapt these cold email templates for commercial insurance.
| Objection | Call | ||
| Already have an agent | “When does it renew? Let’s review before then.” | “No problem. What month should I follow up before your renewal?” | “Totally fine. What month is your renewal, so I reach out at the right time?” |
| Too expensive | “Our agent can price it on a short call. Tuesday or Wednesday?” | “The agent can run the numbers with you. Which day works?” | “Fair point. Open to a quick look at the numbers with our agent?” |
| Send me an email | “Sure. How many power units are you running?” | “Here it is. How many power units should the agent plan for?” | “Sent. How many trucks are you running now?” |
| Call me at renewal | “What month? I’ll book a call 30–90 days before.” | “Noted. I’ll reach out 30–90 days before your renewal.” | “Which month should I note so I can follow up 30–90 days before renewal? |
| I’m driving | “When are you parked today?” | No email needed. Book the callback | No LinkedIn reply needed |
| My carrier covers me | “Does your lease say who covers bobtail?” | “Does your lease say who covers bobtail? Happy to set a short call with our agent.” | “Does your lease spell out bobtail coverage? Happy to set a time with our agent.” |
| New authority | “Has your insurance filing gone in yet?” | “Congrats on the new authority. Want the agent to call today?” | “Congrats on the new authority. Has your filing gone in?” |
For LinkedIn openers, adapt these LinkedIn message templates for commercial insurance.
Frequently Asked Questions
Can an appointment setter answer price objections?
No, an appointment setter cannot answer price objections. A setter can collect details and book a quote call with a licensed producer. A setter’s responsibility is to book appointments.
What should I say when a trucker says he’s driving?
Offer a callback when the driver parks, then end the call. According to Federal rule 49 CFR 392.82, truck drivers can not use a handheld phone while driving. Ask whether lunch or after his drop works better. Keeping him on the line helps nobody.
Does a leased-on owner-operator need their own insurance?
It is up to the lease and the coverage provided by the carrier. Federal leasing rules make the lease state the carrier’s liability duty and who pays for bobtail coverage. A setter asks whether the lease covers that point and books a call. The licensed producer explains what the lease leaves open.
How do I respond to “Just send me a quote”?
Agree to set up the quote with the agent, as a setter can not quote. Ask for the renewal month and the number of power units first. Those two facts let the producer prepare. Then book a time to walk through the numbers.
