"You miss 100% of the shots you don't take" — but only when it's understood correctly. This is not permission to force an enrollment.
What it does NOT mean
It does not mean pushing a plan change the client doesn't need, or treating every call as a sale that must close.
What it does mean: stop assuming
- •Don't assume the client won't care about a difference before you've explained it.
- •Don't assume a $30 copay difference is meaningless to them.
- •Don't assume PPO flexibility doesn't matter to this particular client.
- •Don't assume dental isn't important just because they didn't bring it up first.
- •Don't assume their current plan is automatically the best fit.
- •Don't assume the client won't consider switching carriers.
Identify
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Explain
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Ask
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Listen
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Recommend
PEAK coaching phrase
The client can tell you no. Don't tell yourself no before you've even explained the opportunity.