Best Tips For A Successful Fact-find Client Conversation
Dear Friends… What follows is an article I found on the MDRT website. It is about how to conduct a successful insurance fact-finding conversation with your clients. The article is about and from Terry Ang, a four-year MDRT member from Malaysia. He shares the effective and successful fact-finding client conversation tips he learned from working in the insurance and financial services industry. Do you want to be in the top 10% of the most successful insurance agents and financial advisors in the world? Then you will want to follow these tips for a successful fact-find conversation with all your insurance clients!
Tips for a successful fact-finding conversation with your insurance client – By Venus Lee
Regardless of the industry, fact-finding is an essential component that many businesses use! Before they make a decision or make recommendations. A comprehensive insurance fact-finding process provides an abundance of information. A comprehensive insurance fact-find is what successful financial advisors use to identify and assess the client’s individual needs.
Tips for a successful insurance fact-find client conversation – Keep questioning
A lot of times, people may not be aware of the problems and potential gaps that are present in their lives. As Steve Jobs once said, “People don’t know what they want until you show it to them”! In this regard, financial advisors need to cultivate a sense of curiosity. Always ask questions to learn more about their prospects.
Ang shared that he would usually ask his clients a list of questions. Ranging from their life objectives to the debts they currently have. And the arrangements they have in place to ensure that their family members will not be burdened if something were to happen to them.
Through active questioning, financial advisors will benefit by gaining a better grasp of the challenges that their prospects are facing… In terms of their finances or their lives in general. But it also allows their clients to understand where they are and why a financial plan is needed.
Tips for a successful insurance fact-find client conversation – Treat your clients like a friend or family member
Professionalism should be the foundation of all client interactions. However, cultivating a friendlier and closer relationship can sometimes be a better plan of action. Take into consideration that relationships between friends are built upon common connections and mutual understanding. It adds a substantial human touch that encourages insurance clients to open up and share more information throughout the fact-finding process.
Ang highlighted, “I would always treat my clients as if they were a friend or family member of mine. Making an effort to talk to them and learn from them., Then helping them out with all the things that I know. And not just about insurance.” Family and friends are often the ones we turn to in sharing our joys and sorrows. Establishing a friendship or family bond with the clients and prospects would make them feel appreciated and comfortable in disclosing more information.
“Some of the little gestures I take to show them I truly care for them include… Wishing them a happy birthday. Sending them gifts during the festive seasons. Or simply celebrating their small accomplishments in life” Ang said.
Tips for a successful insurance fact-find client conversation – Find common ground
Recognize that clients are more inclined to make deals with someone whom they have a personal connection with. Building a relationship is the catalyst to a successful insurance fact-finding client conversation. As important as it is for financial advisors to gather information about their clients. Initiating conversations to encourage clients to share their personal interests or make comments on the current happenings will help financial advisors understand them better.
“From my point of view, knowing a bit about everything is also another great approach to initiate fact-finding conversations with clients. As every client comes from a different background with a different set of interests and hobbies. It is important for us to be able to adapt and communicate with them on a personal level to be on the same page,” Ang stated. “For example, if I have a client who is interested in cars, I will talk to him about cars. Similarly, if my client is a doctor, I would begin my conversation talking about health and wellness.”
By adapting and engaging with clients through a common topic in developing a sense of connectivity… It is easier for financial advisors to personalize a financial plan that speaks to their expectations.
Conclusively, successful insurance fact-finding is not just about gathering information. It is about connecting with the clients on a personal level to understand their pain points. This is because it is only when a solid foundation has been established that financial advisors will be able to draw up effective plans and recommendations… To assist clients in reaching their financial goals.
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