Agent:Set a specific time and date for a one-hour Information-Gathering Interview. If you promised to stay no more than 20 minutes, do not pivot to the Business Confidential unless the prospect suggests continuing the Opening Interview, and you have time to do so."If I could show you a tax-favored way to solve your personal and business disability protection needs using business or practice dollars, is there any reason not to at least take a look at it?"
Note: You may also wish to use other point-of-sale support materials, such as "Business Solutions" or "Financial Needs Analysis," to establish a need. Back to Top | Next
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