Taylor Insurance Services
TAYLOR INSURANCE SERVICES
Professional Benefits Consulting

📋 Sales Discovery Notes Template

One-page worksheet for active sales calls

Cold
Warm
Referral
RFP

👥 BASIC INFORMATION

Timeline Details:

🔄 GAP MODEL DISCOVERY

📍 WHERE ARE THEY NOW?

Current situation analysis

Current Coverage & Costs

Coverage Carrier Monthly Cost
Health:_________________$ _________
Dental:_________________$ _________
Vision:_________________$ _________
Life/Disability:_________________$ _________
Voluntary:_________________$ _________

What's Working Well?

Happy with coverage quality
Good employee satisfaction
Reasonable costs
Good service from current broker
Easy administration

What's NOT Working?

Costs too high (% increase: _____)
Poor customer service
Limited plan options
Employee complaints about: _______________
Administrative hassles
Broker not responsive
Claims issues
Network problems
Biggest pain point:

🎯 WHERE DO THEY WANT TO BE?

Goals, needs, and budget

Coverage Priorities (rank 1-5)

Lower costs
Better coverage quality
More plan options
Better employee communication
Easier administration
More responsive service
Additional voluntary benefits

Specific Coverage Needs

Health Insurance Preference:

PPO
HMO
HDHP
Not sure

Additional Benefits Wanted:

Dental upgrade
Vision
Life insurance upgrade
Short-term disability
Long-term disability
Cancer/Critical illness
Accident insurance
Hospital indemnity
Pet insurance

Budget Parameters

🛤️ HOW DO WE GET THERE?

Decision process and next steps

Decision Making Process

Competition Landscape

Yes
No
Maybe

Other brokers involved:

BrokerStatus
1. _________________________Status: _________________
2. _________________________Status: _________________
3. _________________________Status: _________________

Our Next Steps

Immediate actions needed:

Send census template
Schedule benefits presentation
Provide sample quotes
Set up carrier meeting
Send references/case studies
Schedule follow-up call

⚠️ RFP REQUIREMENTS REMINDER

If this is an RFP situation, make sure to get:

Census data - exact employee list with ages, zip codes
Rate requirements - current rates for comparison
Summary of Benefits & Coverage (SBCs) - for each plan option
RFP deadline and format requirements
Decision timeline and effective date

🎯 PAIN POINTS CHECKLIST

Quick reference for common issues

Cost Concerns:

Premium increases (% _______)
High deductibles
Expensive employee contributions
Budget constraints

Service Issues:

Poor customer service
Slow claims processing
Unresponsive broker
Billing problems

Coverage Problems:

Limited provider network
Inadequate plan options
Poor prescription coverage
Employees want more benefits

Administrative Hassles:

Complex enrollment process
Time-consuming HR tasks
Poor communication tools
Compliance concerns

📊 OPPORTUNITY ASSESSMENT

/ 40

Follow-up Priority:

☐ Hot
☐ Warm
☐ Cold

📱 POST-CALL ACTION

Use this for your Saga debrief

Voice memo talking points:

Remember: Just tell Saga the story of this call naturally!

📋 Scan or photo this completed sheet → Attach to CRM deal

© Taylor Insurance Services | Professional Benefits Consulting