Let’s be clear, no advisor sets out to enrage clients. Yet, it does happen. And the consequences? Lost sales, no referrals, and lots of unnecessary extra work.
Ironically, the problems often come up with smaller cases when using such platforms as Drop Ticket, Express Complete, and other sales platforms that are designed to simplify and speed up the process. After answering just a few questions, it’s easy to request Best Class and hit enter. The resulting low-cost quote I sure please the client.
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Then, as every advisor knows, the insurance company follows-up with a phone call to the client with more detailed questions. This is when the picture and price can change. When this happens, the advisor must deliver bad news, which can jeopardize the client-advisor relationship. Although it’s possible to overcome such a hurdle, it may require extra work, possibly a new application, and lots of hand-holding.
The way to avoid problems when using a “quick and easy” app is to ask the right questions so you avoid facing troublesome issues later on. Then, you can share the information with your brokerage manager to help identify the appropriate company and product. Here are seven questions to ask clients so you get it right the first time:
1. Ask about family health history.
Cancer or heart-related conditions can impact the even the best of applicants.
2. Ask about meds being taken.
They provide insight into possible medical issues.
3. Ask about marijuana use.
Was the client a recreational user some years ago, while in college, 10 months ago, or even currently using? Companies differ: some may classify marijuana as “tobacco,” while a few do not. Even a preferred nonsmoker class is obtainable with the right company.