Here is more or less the route I take . . .
How long have you been looking?
Tell me what you don't like about your plan, other than the premium.
Tell me what you like.
How soon are you looking to make a change?
If they have been looking for over a month, or are not in any hurry to make a change, I skip the qualifying health questions and tell them I will send them a quote then move on. Anyone looking for more than a month is either not a serious prospect or what they are looking for doesn't exist. If they have been looking for more than a month I want to know how many plans they have looked at and why they haven't bought.
If they have just started to look and are willing to make a change in the next 30 days they get my attention. If longer than that, or something screams they are just a tire kicker, I blow them off very quickly.
How long have you been looking?
Tell me what you don't like about your plan, other than the premium.
Tell me what you like.
How soon are you looking to make a change?
If they have been looking for over a month, or are not in any hurry to make a change, I skip the qualifying health questions and tell them I will send them a quote then move on. Anyone looking for more than a month is either not a serious prospect or what they are looking for doesn't exist. If they have been looking for more than a month I want to know how many plans they have looked at and why they haven't bought.
If they have just started to look and are willing to make a change in the next 30 days they get my attention. If longer than that, or something screams they are just a tire kicker, I blow them off very quickly.
