What would you do if a prospect rejected your money-saving proposal because they had already budgeted for an increase in expenses? (Photo: Shutterstock)
Dead on arrival
The worst conversation I ever had was with an 8,000 life prospect. I was so excited to have the opportunity to meet with them. I did a ton of homework and walked in with an entire binder of ideas and strategies. After some pleasantries and a brief intro, the person said (and I directly quote…I'll never forget it), “Wouldn't it be cheaper to let them die?”
I was aghast! As a nurse (and a human being) I couldn't believe my ears. I asked for clarification, quickly determined that this guy was (at least mostly) serious, and ended the meeting without even cracking the binder. I explained that while that may be true, I didn't think we were a good fit.
-Deb Ault, Ault International Medical Management
A bad connection
The worst conversation I've ever had with a client was during a renewal for one of my oldest friends and mentors. I'd built a big beautiful assessment of the entire market of plan options and told his company's story in the context of North Texas.
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