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Medicare Blog | Medicare News | Medicare Information

The Key to Closing: Asking Questions

Posted by Lauren Hidalgo on Fri, Nov 11, 2011 @ 10:15 AM

Medicare SupplementsAs most agents know, selling is not about closing. A poor closing ratio is a manifestation of the trap some salespeople fall into during the beginning of the sales process. Instead, sales are about establishing a relationship with your prospects and clients based on your real interest in their supplemental insurance needs. If you have found yourself having trouble closing lately, it is time to start asking yourself some questions.

  1. Are my leads qualified?

  2. Are my prospects interested or are they just tire-kicking?

  3. What questions do I ask?

  4. What is my follow up plan?

When you obtain a lead you will want to assure you have an interested client that will not result in a “tire kicker” who will waste your time. When you receive referrals they will most likely be interested. However, it is especially important to qualify when your leads have been purchased from a third party source.

Once you have confirmed the prospect is interested take time to ask questions to help you determine which products will best for their needs. In addition to a Medicare Supplement that suits their budget you can also suggest final expense insurance, short term insurance, or long term care insurance. Combo Apps, available from Forethought Life and Sentinel Life, allow you to use one application for both a Medicare supplement and final expense plan. By suggesting multiple products for the same client you have the opportunity to increase your commissions and customer retention, build your brand, and expand your business.

If your prospect is interested but not ready to make a buying decision immediately, follow up with them. Email can be useful, but a phone call is more personal and will show your genuine interest in their insurance needs.


Please give us your feedback!
Have you found that a problem with closing is a symptom of another problem? What do you change when you are having trouble closing?

Source: LifeHealthPro

Additional Updates:
  • HOT New Med Supp Carrier from Heartland National - Learn More
  • Gerber Life Medicare Supplement Rate Increase for CO & NJ - Learn More

Tags: Success Tips, Senior Market Success, Heartland National Medicare Supplement, Creating Value, Gerber Life Medicare Supplement

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