What if the client says:
1. I don’t have my husbands social security
2. I don’t have my medication in front of me
3. I’m not near a computer right now
4. I can’t . . .
Regardless of the reason that you're faced with this, first you must validate whether or not this is someone trying to blow you off, or if they’re actually interested, and therefore being honest with you.
How do you do that?
Say the following:
That’s no problem, let’s just get this application submitted now, since it won’t be approved overnight. Then I’ll follow up with you later or tomorrow to get the rest of the information, okay?” (This is fine since we have 30 days to make changes for most policies)
If they say “okay” you’re good to go. If they respond by saying:
1. No, I’ll just wait
2. Can you just send me some information
3. I’d like to think it over
Then you have more work to do, because they’re not sold just yet and they're most likely stalling.
The bottom line is this: You want to lock this client in or reveal/expose a potential concern that the client may be hesitant about.
Another scenario:
If, while taking the application, they say, “do I have to give my social security number?”
Say: “Yes, you do.” (and shut up and wait for it)
Do not let them off the hook here because it may only cause problems when you ask for checking information later. They can think to themsleves "well I didn't have to give my social so . . ." And you don't want that to happen.
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What if the client says . . .
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