Quotes/ Budget Etc

[Funguy]

Hey guys,

I do understand its useful to do a need analysis when sitting with a client. However, after need analysis we may give them a quote which is way beyond what they can afford on a monthly basis........

My question is before we give the quotes to our clients. Is it a good idea to ask them what is approximately a monthly premium they'd be able to afford.

For example, they can give us a range between $ 40 a month to $ 50 a month..........

Sincerely,

Funguy

 

[indiana260]

I do not ask them before. My take is initially they are defensive and may not really be interested. Once you have established rapport and placed the need in their minds then you can ask what they can afford.

When you know $ 80 is going to cover 100 percent of their need but they simply can't afford it you just say " if $40 is what your comfortable with than that's fine. After all something is better than nothing. And if course if six months goes by and you realize you can afford more just call me and I will come back "

 

[donpalomo]

I know what you mean I have dubbed a term that I call "Comfort Zone" and I ask the client like this. "Mr Doe everyone has a comfort zone in mind, so just tell me like this," Agent! I don't want to spend anymore than $xx.xx per month" this usually gets me a limit price

 

[WinoBlues]

Hey guys,

I do understand its useful to do a need analysis when sitting with a client. However, after need analysis we may give them a quote which is way beyond what they can afford on a monthly basis........

My question is before we give the quotes to our clients. Is it a good idea to ask them what is approximately a monthly premium they'd be able to afford.

For example, they can give us a range between $ 40 a month to $ 50 a month..........

Sincerely,

Funguy

I do. First I ask what the need/want(amount) is then a range to fix the problem. I ask questions to gauge which is more important fixing the problem or the solution.

_if_ I give them more than one solution they are based on need/want (top), compromise (middle), premium range (bottom). This is pretty similar with my FE meetings or otherwise.