A fact-finding conversation is not just about gathering information, it is about connecting with your client on a personal level to understand their needs. Fact-finding conversations help determine how much insurance is actually necessary for an individual, family, or business. Through active questioning, advisors not only gain a better understanding of the challenges their clients are facing, but it also allows the clients to understand where they are in their plan and what steps are necessary for them to take. It is only when this solid foundation has been established that advisors will be able to draw up effective plans and recommendations to assist clients in reaching their financial goals.
Fact finding conversations, allow you to more thoroughly examine the client’s situation and make recommendations that are suitable for their situation, ultimately allowing you to not just sell a product, but to provide benefits!