3 Questions You NEED To Be Asking Your Prospects

As insurance producers, we often fall short in our discovery meetings. We talk too much about ourselves, our agency, and our capabilities, forgetting that the prospect should be the focus. To elevate your sales conversations and truly connect with potential clients, here are three powerful questions you need to start asking:

1. “What intrigued you to take this meeting?”

This question serves as an excellent opener and helps you understand the prospect’s motivations right from the start. It can reveal:

  • The prospect’s immediate needs or pain points
  • Their level of interest in your services
  • Whether they’re genuinely interested or just being polite

By understanding why they agreed to meet, you can tailor your approach and ensure you’re addressing their specific interests.

2. “Where do you need the most help today?”

This question cuts straight to the chase, allowing the prospect to articulate their challenges. It accomplishes several things:

  • Identifies the prospect’s most pressing issues
  • Helps you quickly determine where you can provide value
  • Gives you insight into whether the prospect is a good fit for your services

If they struggle to answer this question, it might indicate that they’re not ready for your services or don’t have any immediate needs.

3. “If I could show you a way to overcome [their problem] and achieve [their goal], is this something you’d be serious about taking action on?”

This final question is crucial but often overlooked. After you’ve done your fact-finding and understood their needs, this question:

  • Sets clear expectations for both parties
  • Gauges the prospect’s commitment to solving their problems
  • Helps you qualify the prospect and determine if they’re likely to move forward

By asking for this verbal commitment, you’re ensuring that you’re not wasting time on prospects who aren’t ready to take action.

Why These Questions Matter

These three questions transform your discovery meeting from a one-sided presentation into a meaningful conversation. They help you:

  1. Understand the prospect’s true motivations
  2. Identify their most pressing needs
  3. Gauge their readiness to take action

By focusing on these aspects, you’ll have more productive meetings, better-qualified prospects, and ultimately, more successful sales conversations.

Remember, the goal of a discovery meeting is to make it all about the prospect. By asking these questions, you’re demonstrating that you care about their needs and are focused on providing real solutions.

Implement these questions in your next discovery meeting and see the difference it makes!

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Business is no longer about who you know. Business is about who knows you. In a noisy industry like we’re in gang, you got to get people to know who you are.

Time to take action.

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