“I think the new agent needs to have answers to objections, and learn positive responses. If they learn them by heart, and they may not even have to use them, but theyll have a great deal of more confidence.”

–Frank DeFederico

“When you dont have an objection, you dont have a client.”

–Larry Halperin

“For the prospect that says, My spouse has a good job and can take care of things when Im gone, try and tell that to the beneficiary when the time comes.”

–Burt Meisel


Reproduced from National Underwriter Life & Health/Financial Services Edition, June 10, 2002. Copyright 2002 by The National Underwriter Company in the serial publication. All rights reserved.Copyright in this article as an independent work may be held by the author.