Try this: As you pivot to the application, ask...

• "Can you think of any reason you wouldn't want this plan?"
• "Would it be more convenient to pay for this on an annual basis, or is a monthly bank draft better for you?"
• "Chris, do you have any health problems? Any high blood pressure?"
• "Your present plan will result in a burden to your business and put your family and associates at risk. The plan we've discussed can produce the results you seek. Which plan would you rather have?"
• "We'll need to get several things going so this plan can be implemented. Do you have an attorney in mind who will draft the agreement and prepare the resolution...?"
• "There's one more thing to do. We need to see if you can qualify for this coverage..."