Fell prey to the temptation of taking shortcuts today. Had a case that appeared to be a laydown.... 70 year old retired truck driver.. Had a 25K term expiring.. wanted to increase his coverage to 40K.. Asked the health questions .. no problems other than cholesterol and taking an oral medication for diabetes.. well controlled. Quoted 25K SNL and 15K Equitable.. Total $276 monthly.. Prospect says , "great".. and gets his checkbook..
Fill out the SNL app and ask for meds.. Taking a statin for the cholesterol, the diabetes pill, a long term antibiotic becasue of a condition that cause skin boils. And then......... Gabapentin. I ask him if he has ever had seizures.. He says no.. Uh Oh.. how about Neuropathy? He says "no" I ask what the Gabapentin is for.... He says he is taking it for leg cramps that he has had since he was a child.. I breath a sign of relief because the drug can be used for restless leg syndrome.. I ask how long he has been taking it and he says about 2 years.. the sick feeling returns.
Do the phone interview with Equitable.. At the end the policy is approved but the rate is $800 more than my quote.. I ask why and she tells me it is issued standard due to neuropathy.. I explain the leg cramps.. she insists it is neuropathy... Prospect gets upset and says he will not pay additional premium because he does not have neuropathy.. .. End up leaving the hosue with no sale.
I almost always do not quote a case until after I have discussed the medications a prospect takes.. Had I not gotten in a hurry, I would have known to quote something different. He would have probably bought at a higher premium if I had not already quoted a lower premium.. as it was he felt he was being taken advantage of.
New agents... if your sales slack off, take a look at how you are doing things.. Never ever get to thinking you are so good you can afford to take shortcuts..
Fill out the SNL app and ask for meds.. Taking a statin for the cholesterol, the diabetes pill, a long term antibiotic becasue of a condition that cause skin boils. And then......... Gabapentin. I ask him if he has ever had seizures.. He says no.. Uh Oh.. how about Neuropathy? He says "no" I ask what the Gabapentin is for.... He says he is taking it for leg cramps that he has had since he was a child.. I breath a sign of relief because the drug can be used for restless leg syndrome.. I ask how long he has been taking it and he says about 2 years.. the sick feeling returns.
Do the phone interview with Equitable.. At the end the policy is approved but the rate is $800 more than my quote.. I ask why and she tells me it is issued standard due to neuropathy.. I explain the leg cramps.. she insists it is neuropathy... Prospect gets upset and says he will not pay additional premium because he does not have neuropathy.. .. End up leaving the hosue with no sale.
I almost always do not quote a case until after I have discussed the medications a prospect takes.. Had I not gotten in a hurry, I would have known to quote something different. He would have probably bought at a higher premium if I had not already quoted a lower premium.. as it was he felt he was being taken advantage of.
New agents... if your sales slack off, take a look at how you are doing things.. Never ever get to thinking you are so good you can afford to take shortcuts..
