Are you qualified to qualify?

Brett Henry

If you’ve been in sales long enough, you know what it means to properly qualify a potential client. But do you know how to ask the right questions. An agent will get a lead stating that the lead is looking for health insurance. But are they really? Are they looking for something short term, before they turn 65? Are they without insurance right now and for how long? What carrier do they have and what has been there experience? What deductibles do they have and what are their co-pays? Most importantly, if they have a current plan. What is the Max out of pocket?

Qualifying starts with asking a question and then listening. Having a conversation, not a dialogue. We are all human and must have that human connection with the person in front of us or on the phone. Tells stories of what you have experienced. People love real life stories and how you came to the rescue
of your clients in many ways. Statically, if you are speaking with a prospect and they say NO, you have about a 1 in 100 chance of making a sale. If you just asked the prospect “Do you have Health Insurance Mr. Smith?” and he says yes, I do. You then ask “Would you be interested in better coverage? “And he then says NO. What’s your next move?

No one likes to admit they are wrong. Mr. Smith bought his current insurance because he thought h e made a good decision. So, by you telling him that his insurance is no good, you may be actually insulting
him or his intelligence. But what if you offered him some new information? What if you told him that the ACA could possibly pay for part or all his Health care coverage? Could it be possible that he could get more benefits as well?

You see, if you give someone new information after they have said NO. They didn’t admit they were wrong; they just changed their mind. Big difference! So, how do we get to this point in a conversation? By having a discussion and asking questions. Ask the questions that get their attention. This will, in most cases allow you to define the problem in their coverage while you offer the solution. And when you have the remedy and or solution, you have the sale. But always remember, it all starts with qualifying

 

More Blog Posts

How to effectively cross-sell to your customers!

When I think of cross-selling, it makes me think about car shopping. Everyone goes and buys a car. Of course, there are many car options; the same applies to Health and Life Insurance. Think of Health Insurance like car selling. The client buys the car and needs gap...

The Big 3 of Life Insurance Marketing

The key to successful marketing is getting in front of consumers who want and or need your products. Determining who these people are is the difference between a successful marketing campaign or a failure. So, if you want to have the best chance to sell Life Insurance...

Meet our New Senior Vice President

Most recently VP Purchasing for TBC Corporation, a recognized leader in the replacement tire and automotive service industry.  Managed a team within the Purchasing Group, that sourced ~20M passenger and light truck tires of the...

Cremation is the wave of the future!

Let's be honest: NO ONE wants to discuss this—Cremation! I get it; it's nothing anyone wants to admit, but truth be told, we all will go sometime.  There are many challenges when talking about Cremation, but that shouldn't stop you as an agent from informing people...

Compass Health Headquarters gets a New Street Sign

In the distance, a giant, tall, white metal pole with a blue-lighted box sign can be seen. What sign is it? The Compass Health NEW sign, of course. What a better way of advertising to drivers passing by the office—now they can't miss us! It's been in the works for...

Bruce and Donna turn up at the Heat!

On March 2, Bruce and Donna attended the Florida Blue Suite with Florida Blue Miquel Cruz, Medicare, and David Wagner, South Florida Market President, for the Miami Heat Game. Utah vs. Miami. What a spectacular event. The score...

Just Ask in 2024

Ancillary Products are the key to protecting your clients from physical and financial disasters. These products pay excellent commissions to the writing agent. So why do agents sell so few of these products? Florida Blue Dental  Usable Accident, Critical Illness and...

MA-OEP is ending. Now what?

MA-OEP is coming to an end on 3/30. Let’s all work together to end it with a bang !! *On a side note the Hurricane SEP has been extended once again until 6/30/2024  One thing that you can start doing is setting up Medicare 101. By doing this, you will...

Introducing Our Brand New Compass App

We are excited to announce our NEW Launch of our redesigned Compass Agent App.  Here, you will find a multitude of things you can access:   You can sign in from the app for quick, easy access to upcoming webinars Book your appointments with your clients and new...

Call For a Free Quote