Most of you have probably heard of the Robert Southey story, Goldilocks and the three bears. If you are not familiar with it, or need a reminder, it's the story of a little girl named Goldilocks.

I was wondering the other day how many times I heard insurance agents ask "what's the best way to find more sales opportunities" or more specifically "how can I write more annuity and single premium life business?" Over my career, thousands of times, if not more!

Objections should always be anticipated and handled early in the presentation. You know they're coming, so take the offensive and tackle them before they tackle you.

As long as there are annuity sales presentations there will be surrender charge objections. There are many ways to address this concern, however there is one aspect of handling objections that should be paramount.

By Christy Wilbert & Joe Corio

Are you helping your Medicare eligible clients to your fullest potential?

They need you more than you know. You are their life line in the confusing world of insurance, helping them find the best coverage and solutions to cover expenses and secure their life savings.