Quiz: answer the objections

Not quite. A rate on a benefit base is not a yield on the account. Calling it growth sets the wrong expectation.

Right. The base is a number used to work out income, not cash the client can take out. Say that first, then show the dollars a year.

Not quite. It is not a promise of growth, and it does not apply to the account. Never promise a return.

Right. A commission agent cannot sell a Fee-based row. Ask again for a row you can sell, then check each figure on the screen.

Not quite. Not every row can be sold by every agent. Each row names its channel, so check it before you use the figures.

Not quite. The figures make an answer believable. Wrong figures cost trust, so fix the product and then check them.

Not quite. Never predict the market. Nobody knows the next move, and the client may wait for nothing.

Not quite. Rate-lock rules differ by insurer, and some offer none. Ask for the insurer's written rules and deadline.

Right. Waiting has a cost either way. Show the three figures side by side and let the client choose.

Not quite. Hiding it hurts trust, and the rules ask you to disclose how you are paid. The rider fee is not the only cost to explain.

Not quite. Commission is built into the product's cost, and the rules ask you to say how you are paid. A rider fee may be worked out on the benefit base and taken from the account.

Right. Say who pays you and how, before they ask. The rider fee is worked out on the benefit base and may be taken from the account. Show it in dollars.

Not quite. Never predict the market. The setting replays history and says nothing about what comes next.

Right. It replays a real bad run of years against the client's own numbers. The order of the years matters when money comes out.

Not quite. The same average in a different order can end far apart when money comes out. The Simulator shows the order.