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Frank Stastny was upfront about this. His med supp training sort of stopped after the opening of the phone call. He said the goal was to get the prospect to relax and converse so an agent can proceed to get needed info from them (mainly who they were with and what they were paying). As you know, he called it giving "good phone" and said that it can't be taught. Like you say, some get it with experience, some never get it at all.
I really don't beleive it will come with experience. I does get better with experience if it's already there.
Some people can overcome that lack of read and react skills with just hard work. I know of an agent that does just that. He's terrible at sales but he works his ass off and writes a lot of business.
It's like basketball. The very best are read and react players. We havea point guard at UK now that's a fantastic player. Skilled in every phase of the game. He will run any play that's drawn up and do anything he's told. But, when the play breaks down and he has to react, he's terrible. That alone will keep him from being great.