The Dreaded Question for a New Agent!

[davidp711]

I have only been selling FE and Annuities for a month now. I am still developing new strategies and learning a lot from this forum. But, there is a question that I am dreading very much and don't quite know how to answer it in a way that doesn't lose trust or respect. Because I have only been doing this for a month. So I will just throw it out there:

"So, how long have you been selling insurance?"

Any help would be great! Thanks in advance!

 

[DS4]

"I've only been selling insurance for 1 month, but, I've been buying insurance for XX years".

If that doesn't work, die your hair gray

 

[HarryRenard]

I have only been selling FE and Annuities for a month now.

That's quite a combination there. Good luck with that.

 

[lifesettlementadvisor]

Do a lot of people that buy FE also buy Annuities?

 

[billyg]

I have only been selling FE and Annuities for a month now. I am still developing new strategies and learning a lot from this forum. But, there is a question that I am dreading very much and don't quite know how to answer it in a way that doesn't lose trust or respect. Because I have only been doing this for a month. So I will just throw it out there:

"So, how long have you been selling insurance?"

Any help would be great! Thanks in advance!

The best way to prevent the question from being asked is to be proactive in creating the perception of long term stability.

I would contact each of your existing customers (I realize there probably aren't that many yet, but hopefully you have a few) and ask each of them to provide you with a quotable reference. Just tell them you you are putting together new brochures and would like to include customer quotes on the brochures. Be sure to tell them you will not use their last name, only their first name and last initial. After you have at least three, compile them into a "Testimonial" list (this can be on a flyer, a full page, or even the back of a business card). Make sure to include this as part of your presentation (early in the presentation). In this way, you are proactively addressing their concerns in a way that should prevent them from ever asking in the first place.

One warning, never lie. If they do ask you, make sure to answer them truthfully.

 

[davidp711]

billyg that is great advice thanks!

 

[blaze1x]

If I ran across an individual in any field requiring a high degree of knowledge, no amount of testimonials is going to dispell my concerns--nor should it. Although it can be easy to sell insurance, if you know what you're doing, there are a lot of moving parts to it. If it were me, I would probably fudge a little bit when/if asked how long I've been doing it.

 

[souldeux]

I know a new agent who is very good at putting on a weary face, shaking his head, chuckling a little bit and saying "Longer than I'd like to admit."

I've found that as time goes on, fewer and fewer people ask me how long I've been doing it. Project that air of confidence and folks don't tend to test you as much.

Side note: you said you're doing FE and annuities. Are you marketing them to the same people and cross-selling, or are you working in two totally different markets for those products?

 

[LGilmore]

Try just telling the truth. Most people appreciate honesty.

Don't be weaselly, If they ask, tell them.

Same as if you don't know an answer, say "I'll have to get back to you on that, I'm not 100% sure." After 20 years, if I don't know or am not completely sure, I use that line.

Make sure you're talking out of your mouth and not your ass.

Truth is easy. Lies are hard. Good luck.

 

[Googly Moogly]

Two days, but I have been up all night.