Don’t fear the phone, part 2

Asking the correct questions on the phone is critical in order to appropriately pre-qualify the prospect. Michael Dornfeld, a former regional sales director for a large LTC brokerage and now a New Jersey agent, shared the scripts that have worked well for him.

HEALTH  "Mr./Mrs.________, nearly one-third of respondents who request information on LTCI are not eligible due to health. So I need to ask you some health questions."

• Have either of you been hospitalized in the last five years?"
• Have you or your spouse had, or currently have, any of the following health issues:
• Have either of you suffered a stroke, TIA or heart attack?
• Have either of you experienced any type of cancer? (Note: If so, what stage cancer was it? What kind of treatment did you undergo? Did the cancer spread to the lymph nodes? How long since your last treatment?)
• Do you or your spouse have diabetes?
• Have you been treated for hypertension disease? How often does your doctor monitor your blood pressure? What was your last reading? How long have you been on medication?
• Have you had any problems with your heart or circulation?
• Are you taking any prescription medications? If yes, what are they for and what is the dosage? Has it been stable?
• Would your doctor be OK with your height in proportion to your weight? 
• Do you smoke?
• Are there any other health issues I need to be made aware of?

FINANCIAL QUALIFICATIONS  "Were you mainly looking at this to protect your assets or not be a burden on others? Most people who are looking into this type of protection have assets, excluding their home, of $100,000 or more. Do you fit into that category?" If they answer yes, add, "Now I understand why you started looking into this." If they say no, they may not be a candidate for this coverage based on their geographical area.