"I don't go to parties with rich people. All my friends have no money."
Younger agents often see articles about socializing with the wealthy. These are not relevant to them.
Unless they're back home with their parents for the holidays, they do not find themselves on ultra luxury cruises or attending country club events.
They're young. Their friends are young. Everyone is struggling to pay bills.
The friends need life insurance and other forms of insurance, but they're often resistant to the idea of buying it.
For a look at several questions about insurance that young agents might get from their friends, see the gallery accompanying this article.
It's important for agents to listen to the questions, see where the questions are coming from, and answer in a way that gets the friends engaged in a conversation.
Bryce Sanders, president of Perceptive Business Solutions Inc., has provided training for the financial services industry on high-net-worth client acquisition since 2001. He is the author of the book "Captivating the Wealthy Investor."
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