Qualification
We don't need to waste a bunch of time on this section because it is pretty simple. In Step 3, all you are doing is qualifying your prospect and matching them with a product. To do this you simply need to know your products, health questions, and the company's underwriting criteria. The best way to learn them is by studying your applications and becoming familiar with the products you sell.
I like to ask general health questions and then if a prospect responds in the affirmative, I simply dig deeper into that question. For example, ask if the prospect "has diabetes." Not "Have you had diabetes diagnosed before the age of 50 and requiring the use of insulin."
The second question takes much longer and probably doesn't apply to your prospect. Why waste the time? Ask, "Do you have diabetes?" and if they answer "Yes," then ask the rest of the question. Use this format for all the health questions you ask.
Here is the order I use when asking my health questions:
"How is your health doing? I'll run through the health questions real quick and
you can tell me if any of them apply.
Do you have any...
Heart problem, heart attack or stroke?
Cancer of any type?
Home oxygen in last year?
Hospitalizations or in-home health care?
Kidney, liver or lung problems?
Chronic asthma, bronchitis, hepatitis or COPD?
Diabetes?
Do you use tobacco?"
By the time you finish all those health questions you will be able to make a recommendation as to which product your prospect can qualify for. Once you know, you can move on to the next step.
Sometimes you have to help your prospect's progress while asking health questions. Often you will run into people who want to tell you every scratch and rash they have. This can waste a ton of time. If you are a conversational person and like to talk, spend your time with people you can actually help. Wait until after you know they qualify before you spend a whole bunch of time with them. Without being rude, keep the conversation moving.
We don't need to waste a bunch of time on this section because it is pretty simple. In Step 3, all you are doing is qualifying your prospect and matching them with a product. To do this you simply need to know your products, health questions, and the company's underwriting criteria. The best way to learn them is by studying your applications and becoming familiar with the products you sell.
I like to ask general health questions and then if a prospect responds in the affirmative, I simply dig deeper into that question. For example, ask if the prospect "has diabetes." Not "Have you had diabetes diagnosed before the age of 50 and requiring the use of insulin."
The second question takes much longer and probably doesn't apply to your prospect. Why waste the time? Ask, "Do you have diabetes?" and if they answer "Yes," then ask the rest of the question. Use this format for all the health questions you ask.
Here is the order I use when asking my health questions:
"How is your health doing? I'll run through the health questions real quick and
you can tell me if any of them apply.
Do you have any...
Heart problem, heart attack or stroke?
Cancer of any type?
Home oxygen in last year?
Hospitalizations or in-home health care?
Kidney, liver or lung problems?
Chronic asthma, bronchitis, hepatitis or COPD?
Diabetes?
Do you use tobacco?"
By the time you finish all those health questions you will be able to make a recommendation as to which product your prospect can qualify for. Once you know, you can move on to the next step.
Sometimes you have to help your prospect's progress while asking health questions. Often you will run into people who want to tell you every scratch and rash they have. This can waste a ton of time. If you are a conversational person and like to talk, spend your time with people you can actually help. Wait until after you know they qualify before you spend a whole bunch of time with them. Without being rude, keep the conversation moving.