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Groff of Assurity Life shares questions all advisors should ask their clients to make them as comfortable as possible.
The discovery process for finding out what your prospect or client needs is a crucial step. Heuer illustrates his Life Pie concept, which helps build a connection and identify prospects' hot-button issues.
Clients won't buy won't they don't understand, and they won't work with advisors they don't trust. Don Connelly explains by being clear, concise and memorable prospects and clients will understand your message.
<p>Top of the Table qualifier Ted Rusinoff believes you need to ask every prospect and client three questions: 1) What do you own? 2) Why do you own it? 3) When was the last time you took a look at it?</p>
<p>These questions are worded specifically. The results are discussions that bring an awareness to the client that a review is prudent and an appropriate step to keeping what they own in line with why they own it. These questions keep the planning process active and engaged.</p>
MDRT member Sarah Kaelberer explains how to ask the right questions of prospects.
Multiple Top of the Table qualifier Mark Dorfman teaches his unique method of fact-finding that, early in the client engagement meeting, sets the foundation for providing expert advice for years to come.
Your guide to getting the discussion started with clients and prospects.