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In Reply to: Re: Use numbers, not rhetoric please posted by Ray on December 29, 2001 at 00:21:45:
Ray, you can compare rates on the internet and
pull up quotes from A++ "top companies" that will beat-out PFS rates by 50%+. If I were you, I'd stick to the canned PFS response when you are challenged with the price objection: "Price is only an issue in the absence of value." Even when I was in PFS, it was common knowledge that they were ONE of the more expensive companies out there.
But my question is this: What if that 20 year old male wants a 30 year, guaranteed level term policy with a terminal illness rider that pays 75% of the face amount (not 40% like w/Primerica),
that pays the money when the insured has 12 months to live (not 6 months like with Primerica) and pays a maximum of $500,000 (not $250,000 like Primerica).
Or what if the insured is 85 years old and wants a 10 year, guaranteed level term policy? What are you going to do for that client? What if that client is a grand parent of the 20 year old and asked for you to help his grandma? Obiously you can't help grandma because you can only issue policies up to the age of 65 or 70 (not that the client would be able to afford the Primerica policy). So, now that we agree that you can't help that client, why not refer them to another company that can? Why, because your a captive agent and your company doesn't allow it. Which means your client is left out in the cold, right? So then, tell me, would you still feel you are doing what's right 100% of the time?