How would you respond to a prospect who says...
"Annuities are so complex. I just don't understand enough about them to invest in one."
"I think if you take the time to sit down with a few very suitable annuity choices and allow me to explain their features and benefits, you'll find you understand more than you thought you would. Can I take just a few minutes to go over the way this particular annuity works?"
- John Reedy, Tulsa, OK
"It's true that some of the product features can be difficult to understand, but the basic role of an annuity is to provide you with a guaranteed stream of income that you cannot outlive. If this is something you need to enjoy a secure retirement, then let me get some basic information from you so that I can recommend two or three products best suited for you.
At that point, I can take you step-by-step through each product so it's not so confusing."
- J. Vandalay, Des Moines, IA
"I would be lying if I said annuities weren't complicated to me at first, too. But once I did a little homework, I found they're not so daunting. Let me explain a little about how each type of annuity works and see if we can determine the right one for you."
- Cheryl Anderson, Sacramento, CA
Next month's objection:
"It seems like every day I hear something negative about the insurance industry. I'm afraid I'm going to get ripped off by some agent."
How do you overcome this objection? Email the editor at ASJeditor@AgentMediaCorp.com. Please include your first and last name, city, and state, and put the word "Objection" in the subject line. Your response may be printed in an upcoming edition.
