Image Problem/solution

[VolAgent]

I *think* he's saying that the person who can speak with the greatest authority... can also be the greatest liar?

Similar to the NAPFA people who say that 'fee-only' is the only way to go because they don't have any product or commission biases? Yet, since they are behind the times of product development, they don't know how to help clients with the latest strategies?

Just a guess.

For that answer, you get a cat!

 

[DHK]

No thank you. I HATE cats!

 

[1963]

Guys, the best way to the solution lies in education of newbies on proper application of insurance products. Many are not seen as true professionals due to lack of product knowledge. How many agents with less than two years of experience can explain funding a UL properly as opposed to selling a product that bites the client in the butt within five years? Have you ever seen one sit at family's table and show a couple how they can make college affordable for their children? When has a newby explained an annuity to a working man looking for retirement income? While I am sure there may be some out there just starting out that can do these things, they are not anywhere near plentiful.
When we have knowledge of the product, we can build trust, the kind that comes when someone perceives you as being their problem solver. It only happens when the client has confidence in your ability to serve their needs. You go from being AN agent to being THEIR agent. Neither the knowledge nor the trust takes place overnight; it is a process. It starts by an agent making the commitment to continue to learn more, over and above what they know already.