For agents, agencies, and individuals
Where applications stall, and how to stop it
Most lost applications are not refusals. They are things left half-finished while someone looks for a document.
The predictable stalls
Where do applications most often stop?
At a piece of information the household does not have to hand: an income figure they are unsure of, a document they must find, or a detail about someone not in the room. Almost none of it is about the plan.
What can I send before we meet?
A short list of what to gather, in plain language, with no jargon. Households that arrive prepared finish in one sitting, and one sitting is worth far more than a faster interface.
How do I handle an uncertain income figure?
Treat it as an estimate that can be revisited rather than a number that must be perfect. Explain that it can be updated when circumstances change, which removes the fear that causes the pause.
What should I do when a session breaks off?
Agree the next step before you hang up: what they will find, and when you will speak again. An application without a scheduled next contact is the one that quietly disappears.
Recovering the ones that pause
How should I track unfinished work?
One list of started-but-unfinished cases with what each is waiting on. Worked daily in season, it recovers more coverage than any new lead source.
How often should I follow up?
Often enough to be useful and not so often that you become noise. Agreeing the interval with the client at the outset turns follow-up into something expected rather than intrusive.
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