Yellow pad. Simple and it works.
"Mr. Prospect, here is a summary of what may be available, but the numbers aren't even worth the paper it's written on without an underwritten offer from the carrier. Are you comfortable putting in applications to get some firm rates?
Don't make this more complicated than it needs to be.
Hmm, different in different states. Here in California, you can quote small group with pretty strong confidence of the final premium.
Sometimes carriers put health insurance on sale and play with the RAF factors (rate adjustment factors), but unless you miss the 3,254,512 things they mail you about this, you'll know about it.
Dan