You made it into a client's home - Now what?

Once you enter a client's home you should start by melting the ice and work on selling yourself!

Here's how:

Ask Questions like...

• How long have you lived in this home?
• Where do (or did) you work?
• What are your hobbies?
• Do you have any kids? Where do they live?
• Have you had any health problems in the last 5 years (heart attack, stroke, insulin dependent diabetes, surgeries, etc.)

Then start asking questions like...

• Are you surprised how much Medicare has changed over the years?
• Where do you like to receive your health care?
• What do you like or dislike about your current plan?
• What do you like or dislike about your current doctor?

Keep in mind, you don't want to be too inquisitive too fast. Be a good listener. Always acknowledge the prospect and address questions/objections immediately (so they won't haunt you later)!

This information was contributed by David McNerney and Jim Irwin.