How would you respond to a prospect who says...
"I'm so worried that with everything going on in the economy today, my insurer will fail and my policy will go under."
"It is normal to think this way. We cannot control today's economy. We can, however, find out the rating and how well the asset is managed by the insurer. Furthermore, the insurer has to meet the state requirement to become admitted."
Angela Guenver, Glendora, CA
"There is nothing to fear -- even fear itself -- since "FEAR" is an acronym that can mean 'false evidence (or expectations) appearing real.' Let's look at the foundation of the company and its monetary backing (the reserves of your insurance company). Now, let's look at your company's rating in the industry. Now, let's look at its claims history."
Joel Vorensky, San Diego, CA
"I definitely understand your concern. Keep in mind that insurance companies have money, and banks move money. Not only that, keep in mind there are paying policyholders, and if an insurance company were to have issues, you will more than likely see other insurance companies buy up their books of business, which keeps those policies intact. The two most important things you can do are: 1. Don't worry, and 2. Keep a watchful eye on your insurance [policies] and investments. Learn to understand your policies, educate yourself, and ask lots of questions. Because, as you know, if there are no questions, there are no answers."
Daniel Browning, San Antonio, TX
Next month's objection:
"I can afford to self-insure in the event that I need long term care."
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.
