When and how to ask the personal medical/health questions!
Ok, now that we have found the need for the insurance, created some interest, and built some rapport with the prospect, it’s time to get personal. I break out my medical questionnaire, and explain that my objective is to make sure that I show them some of the best rates that they will ever see. I also let them know that I will earn their business and that by the time I am finished today, it is going to be very difficult, if not impossible, for another agent to give them a better deal. This is also when I
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