When and how to ask the personal medical/health questions!
Ok, now that we have found the need for the insurance, created some interest, and built some rapport with the prospect, itís time to get personal. I break out my medical questionnaire, and explain that my objective is to make sure that I show them some of the best rates that they will ever see. I also let them know that I will earn their business and that by the time I am finished today, it is going to be very difficult, if not impossible, for another agent to give them a better deal. This is also when I explain to them the difference between Term and Whole life!
I use the medical questions page, attached
, as an outline to find out the clients medical history, ailments, medication, and to have their primary physician on file.
The trick is to be as non-invasive as possible and yet, itís important to have them get their medication and to verify that there are no other medical conditions/incidents/scares/hospital or ER visits. A smooth transition from each part of the presentation into the next will make it that much easier to get the pertinent information from the client, thus making it easier to do our job when it comes time to close em up.
Donít be afraid to pull out medication guides in front of the client. This lets them know that youíre doing your due diligence to keep your promise of earning their business.
Whatever you do, make sure to price the client with a company that will accept the form of payment that they will be using. There is nothing worse than showing someone rates from a carrier like Americo because they have seizures, only to realize later that they ONLY use Direct Express as payment.