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When you are speaking with a new prospect, you likely begin with a templated question and answer session focused on the policy or plan details. Consider the way you would ask your questions, and try making your questions sound more conversational. You don’t want to get information, you want to make your prospects comfortable and trusting so that you can helpfully explain their options. The more you know about a prospective customer, the better answers you can provide to them. 

Try these questions next time you’re talking to a new prospect and see how the conversation flows. Get to know them by asking some of the questions:

  1. Can you tell me a little about yourself, so I can help you find the best options?
  2. What insurance or coverage issues can I help you feel more secure with?
  3. Why are you shopping for a new carrier/plan, so that I can know how to meet your needs?
  4. How much previous knowledge do you have concerning health insurance in general so I can answer all of your questions as thoroughly as possible?
  5. Do you have any concerns about life insurance?
  6. What challenges do you typically face concerning insurance?
  7. Can you tell me about your future goals and plans so we can find you the best option?
  8. What is something that I can help with today that would make your life easier?
  9. Are you the only decision-maker, or is there someone else to consider for these policies?
  10. What other companies have you spoken to about insurance, and how did you feel about them?

Midway through your conversation, it would be a good idea to ask a few follow up questions such as:

  1. Does this all make sense the way I’ve explained it, or would it help if I went into more detail?
  2. Do you think that this plan will meet all of your needs?
  3. When do you want/need to start new coverage?
  4. Is there anything in the past or that you can foresee in the future might change how we’re looking at these options now?

     

     

Now take in financial considerations and help address any issues they may have with their budgets. Ask the questions to help avoid objections.

  1. Do these plans fit your budget?
  2. Is there a budget you are trying to stay within?
  3. Aside from the cost, what features would you like to compare?

     

     

Wrap it up: don’t let your Q&A session go “into the woods.” Asking too many questions can lead to disinterest and frustration from your clients.

  1. How does this coverage sound to you as a whole?
  2. Is there anything else that I can help you out with?
  3. Do you have any hesitations about this plan?
  4. Is there anything that we adjust to fit your needs better?

     

     

Closing

  1. Do you feel like the coverage provided by this plan would work for you?
  2. What are the next steps for you?
  3. Are you ready to continue with this purchase, or would you like me to provide more information and follow up in a few days?
  4. Are you be available to secure this policy on x date?
  5. Based on our conversation, how do you feel about our service and how we can help get your health coverage needs covered?

     

     

Think about these questions and notice how each prospect reacts. Some items might need to be re-phrased. Others might be too vague without more clarification. Every insurance agent has their way of asking a question to get an answer. We hope you will find these helpful and allowing you to get the answer quicker. 

 

For more questions about prospecting, call us at 800.962.4693 today!

 

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