I have no sales process. I don't sell anything (other than maybe my good looks). My clients are about 87% referrals (it's probably more; I'm not keeping close track).
I don't talk product specifics until we've talked about & through coverage they've had, what they're used to, & their coverage needs. I generally encourage clients to recognize that the 'job' we're doing is mostly one of resolving "good problems to have".
My clients want to optimize the Medicare benefits they've earned over their working career. We work together to aim for that goal. Happily, we're generally starting from a base of "we're at a good starting point - let's do some tailoring for an even better fit". This 'job' is never really finished.
I don't talk product specifics until we've talked about & through coverage they've had, what they're used to, & their coverage needs. I generally encourage clients to recognize that the 'job' we're doing is mostly one of resolving "good problems to have".
My clients want to optimize the Medicare benefits they've earned over their working career. We work together to aim for that goal. Happily, we're generally starting from a base of "we're at a good starting point - let's do some tailoring for an even better fit". This 'job' is never really finished.