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Thought this would be a good topic. After I get a rapport with my prospects I always ask what their largest concerns are. We take a lot for granted as agents and falsely assume our clients understand the process. Here are main concerns bought up by my prospects that they would have never voiced had I not asked:
1) "I really don't want to take a physical." You'd be surprised by the number of your prospects who assume they need to take a physical. If this isn't addressed you could be losing a deal over nothing.
2) "I know underwriting takes months." Another misconception by some people is underwriting takes forever.
3) "I really don't want to apply and get declined." Even perfectly healthy people are very apprehensive about applying for coverage.
4) "I don't want to switch doctors." One of the 1st things I do with any prospect is run a network search. "Let's make sure your doctors take the plan" alleviates a lot of concern.
5) "You're gonna sign me up, then drop off the face of the planet like my last agent." It's important to go over your services. I send E-newsletters to all my my clients and go over my newsletter with my prospects. When they know I'll be in monthly contact with them fears about getting "slammed" are gone.
6) "I know there's a hidden fee in here somewhere." MANY clients are greatly confused about how we're compensated. If they think there's a fee coming that could be a major reason for no returned calls. I always go over the fact that I'm compensated by the carriers, never by my clients directly.
The bottom line is if you're not addressing these items with your clients you're likely losing a lot of deals.
1) "I really don't want to take a physical." You'd be surprised by the number of your prospects who assume they need to take a physical. If this isn't addressed you could be losing a deal over nothing.
2) "I know underwriting takes months." Another misconception by some people is underwriting takes forever.
3) "I really don't want to apply and get declined." Even perfectly healthy people are very apprehensive about applying for coverage.
4) "I don't want to switch doctors." One of the 1st things I do with any prospect is run a network search. "Let's make sure your doctors take the plan" alleviates a lot of concern.
5) "You're gonna sign me up, then drop off the face of the planet like my last agent." It's important to go over your services. I send E-newsletters to all my my clients and go over my newsletter with my prospects. When they know I'll be in monthly contact with them fears about getting "slammed" are gone.
6) "I know there's a hidden fee in here somewhere." MANY clients are greatly confused about how we're compensated. If they think there's a fee coming that could be a major reason for no returned calls. I always go over the fact that I'm compensated by the carriers, never by my clients directly.
The bottom line is if you're not addressing these items with your clients you're likely losing a lot of deals.
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