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When I get someone that doesn't have coverage, I ask them if they've recently looked, that gives me a good idea of what's kept them from coverage. I then tell them jokingly that it hasn't gotten any cheaper since they last looked and it keeps getting more expensive each year. I then glance at a nearby price sheet and tell them they're probably looking at between $150 to $300 per month depending on the deductible you choose, "is that something that's even in your budget right now?" It's a low key way to qualify people. The best candidates already have coverage.
In my opinion that is an EXCELLENT approach.
I feel that anytime one can interject humor in their "dog and pony show" will set you aside from all the other duds that are reading a script.