Simple Questions… (Sales Approach)

Simple Questions… (Sales Approach)

Working with agents I often hear many questions regarding sales approach where the agent is uncomfortable.  This is often the case with LTC and we work with agents to get them on comfortable footing through training classes, educational, and sales materials.  One approach I like to promote/use is applying the current marketing out there by printing off a recent article from a local news source and presenting it to the client.

I ask:

  1. “Are you concerned… ?”
  2. “You many never ‘_fill in blank (need care, die prematurely, become disabled)_’ but what if you did?”
  3. “How would you pay for it?”
  4. “How would your family be affected?”

Starting the conversation can be easy, just talk to them as a person about their concerns.

 

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