Transcript The Interview - Peek Performance

By Kevin McElwee
Hosted by Clay Peek
Peek Performance Insurance
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Establish Commonality
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Establish Purpose
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Gather Information
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Set Up The Sale
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The Warm Up the Purpose, the Pain and the
Presentation are all one ... the “Interview” and
it naturally leads to the “Combo” Sale.
The intent from the beginning is to, when
appropriate, create a Combo sale.
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Connecting points of commonality
Asking about what you see and hear
(Information/Referral gathering).
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Ask permission to take notes.
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Mirroring their responses
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Their Expectations
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Your Expectations
If you go to the doctor’s office because you have
the flu, and while looking into your eyes, he/she
sees a mass in your eye, … would you want to
know about it?
How would you feel if nothing was said?
So, your expectation would be “full disclosure,”
and a plan to deal with it?
Yes? Good, that makes sense to me. In light of
that, I want to ask several questions so I can
better diagnose your “insurance condition” … Is
that OK with you?
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Insurance They Have.
◦ Ask about the various the kinds of insurance, like
MA/Med Sup, LTC, Cancer, HI, CI, DVH, Life (what kind),
Retirement plans/Annuities, etc.
ID the Insurance They Don’t Have
(the insurance “doctor” is giving them a full
physical)
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Tip Toe over to the “close” people that they
know, “do you know if Phyllis and Stan have a
LTC plan?”
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Holistic – I want to deal with
the whole problem (even
ones you may not know
about) and attempt to solve
problems, and mitigate new
ones
Preserve, Prevent, Protect –
deal with as many
“presenting and potential”
issues as possible
No Side Effects – too much
cost/emphasis on one
“problem/plan” that could
result in gaps of coverage in
other needed areas
A “Problem Solver”
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Unconcern For the “Entire
Person” – they’ve made a
preliminary diagnosis and
cure before they properly
consult the client.
Singular Focus - on making
one/two predetermined
sales
Conflicting Results – Sold a
product – but left other
areas untended – and
possibly no budget left to
address other important
Potential
needs. “Problem
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Creator”
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Does my approach make sense to you?
Which kind of person do you prefer to do
business with?
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Less Concerned with
&/or Unaware of:
Quality Of Product
Quality Of Service
Stability of Company
Possibility of problems
later
If it costs more later
Reliability
Limits on their options
Bypassing Real Solutions
Unfulfilled Expectations
Feeling Cheated
“Cheap Price” Driven
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More Concerned with:
Quality Of Product
Quality of
Service/Stability
Solving/Anticipating
Problems
Costing less over time
Reliability
Being given Options
Addressing
current/potential Issues
Peace Of Mind
Getting Money’s Worth
“Value/Prudence” Driven
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Because I don’t wish to burden you with
things that don’t concern you,
◦ How do you see yourself?
◦ What kind of Shopper are you? (Price vs Value
Driven)
◦ What matters to you?
◦ Do you know how many plans are even available to
you?
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Client Profile “traditionally, this is
what my client looks like”
Time – it typically will take me 1-1.5
hours from this point, is that OK with
you?
Product – I’ve brought an array of
products that I think might meet
your needs and expectations. … Not
just one or two favorite plans.
Upfront Contract – Can we agree to
tell each other yes or no once I
discover whether or not I can take
you on as a client and if I’m able to
suggest pathway for you?
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Can I take you on as a client?
Will you accept me as your agent?
Yours
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Agent Profile – What kind of
agent have you – do you – want
to work with? Your “Agent
Expectation?”
Time – Do I have time to
consider the proposal today?
Budget – how much should I plan
on spending to provide holistic
coverage for medical/life needs?
Decision – are the decision
makers here? (Daughter/Son or
Spouse)
Upfront Contract
◦ Will you accept me as your agent?
Theirs
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Irritation
Compelling Reason to
Chat
Window Shopping
Want Your Candy
Hope Island
No Urgency
Hears Opinion
Denial
Problems
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Acute Pain
Compelling Reason To
Act
Seeks Plan of Action
Wants It Fixed
Faces Reality
Urgency
Convinced To Facts
Admits Reality
Pain
Could You Please Tell Me About It?
Could You Be More Specific?
How Long Has This Been A Problem?
What Have You Tried?
What Was The Result?
How Much Did It Cost You In Time And
Resources?
How Does That Make You Feel?
Have You Given Up Hope For An answer?
What Is It That You Would Like Me To Do
About This?
Can you help me?
“I don’t know … are you ready to solve the
problem?”
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Wants A Holistic Approach
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Wants Value
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Wants You
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Desires Program To Meet Needs
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Have they talked to anyone yet?
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Have they researched any plans on line?
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Have they talked to any friends or relatives?
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Which programs have they already heard about?
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Do you wish to know what programs are available?
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Has your agent spoken to you about this?
(yes/no)
(Yes)…What did they say?
How do you feel about it?
Does it make sense to you? (Yes/No)
Why?
What do you need me for?
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(No, they did not contact me)
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Why is that?
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How does that make you feel?
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As part of servicing you, would you have liked
a call?
Why not just have them fix it?
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The Old Way – Traditional Plan F
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The “Cheap” Way – MA Plan
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The New Way – Combo Sale w HD F & other
plans – More Value – Less exposure
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Any Dr
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Any Hospital
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Guaranteed renewable
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100% Portable
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Expensive
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Limited Coverage
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Going Away
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Not Much Value For Money
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Cheap Premium
High Co-pays
Coinsurance Exposure
High OOPM Exposure
Limited Dr Choices
Limited Hospital Choices
Instability
Can Cancel You
Limited Benefits
Expensive To Use
Allow For Additional Coverage
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Affordable Premium
Allows For Comprehensive Coverage
Any Dr
Any Hospital
Guaranteed Renewable
100% Portable
Stability
Low Exposure
Lower Cost Sharing
Combines Best Of Former Two
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Hospital Indemnity
Recovery Care
Cancer
Critical Illness
Life Insurance
SPWL
DVH
etc
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What makes most sense to you?
Do you want high premium with stability, but
less protection?
Do you want Less stability, fewer choices, but
more coverage?
Do you want greater value for your dollars,
freedom of choice, stability, and greater,
deeper, more comprehensive coverage?
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(After they make their choice)
So, is this the choice that makes sense to
you?
Why?
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Life “Interview ONLY” – 800-377-3541
(paper app)
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Life only sale – application – 855 567 0496
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Health only sale – 866 861 7304
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864 228 2635 Peek Performance