Best Tips For A Successful Fact-find Client Conversation

Weekly Marketing and Sales Tips - 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

Focus On Helping The Client? Best Tips For A Successful Fact-find Client ConversationRegardless of the industry, fact-finding is an essential component 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 conversationTreat 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 conversationFind common ground

Recognize that clients are more inclined to make deals with someone with whom they have a personal connection. 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 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.

When will you decide to get all the best insurance fact-finding tips and questions?

Having a successful fact-finding conversation with your insurance clients is the key to your success in selling insurance. It doesn’t matter about your products or credentials. It doesn’t matter how many leads you have. The key is… can you turn those insurance leads into appointments and then into sales? And that is all about you learning to ask insurance clients the right questions to conduct a successful fact-finding client conversation!

What These Top Advisors Say About Their Success With Our Insurance Agent Sales Skills Training And Video Programs To Close 9 Out of 10 Insurance Sales!

Robert Dupuis Highly Recommends Our Life Insurance and Annuity Agent Training Programs, Our Sales Skills and Advanced Fact-finding Training and Our specialized Insurance Marketing and Sales SystemsLew, I recently purchased your Advanced Fact-Finding Video… I have been on two interviews so far and used the methods you described. It was surprising how the folks opened up. Not only were their defenses totally down, but they actually stated that they liked the low-pressure approach and questioning process to find out what their needs/concerns were… before they were asked to buy anything. In both cases, the customer actually told me what they were going to buy! By the way, I am going to recommend that you contact Allstate’s Financial Specialist Manager, so you can help them with their sales efforts. They have spent a ton of money on similar programs, but in my humble opinion, what you offer is much better. Feel free to drop my name.” Robert DupuisAllstate Agency Owner, TX

Joe Mardesich - UT (30+ Years In Financial Services)“Your (insurance sales skills) training has affected the way I sell health insurance. After listening to your training, I went from doing a one-call close on health insurance to doing a fact-finder first. I now start off every new call by saying, “I know we’re here to talk about health insurance, but is there anything, in particular, you wanted to talk about?” I then ask them questions like, “What’s got you in the market for health insurance right now? What do you want your health insurance to do for you? Why is that important?” Etc. I’m finding that closing is 5 times easier than it was before I was doing a fact-finder – not because I’m selling anything different than before. It’s because the clients feel like they’ve been heard and somebody cared.” Joe Mardesich – UT (30+ Years In Financial Services)

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Insurance Agent Sales Skills, Questioning & Fact-finding Tips, Training for Successful Client Conversations Recommended By Over 40 Industry Experts!

How To Close ‘9 Out Of 10’™ Insurance Sales!

When Will You Get The Only 90-day Insurance Agent Training, Coaching, And Sales Support Program – To Set More Appointments And Close More Life Insurance And Annuity Sales Like The Legends? 

How To Close 9 Out Of 10 Insurance Sales - Best Tips For A Successful Fact-find Client ConversationWhen will you learn the best consultative selling, insurance sales skills, probing questions, and fact-finding conversations, with the tools, tips, coaching, and back-end sales support you need to successfully help middle-income families (clients)? So you can help middle-income families find the money to spend, save, invest, insure, and plan wisely for the future. So they can Live Debt Free And Truly Wealthy?”

Check out our How To Close ‘9 Out Of 10’™ Insurance Sales Tool Kit! Because you will get 90 days of personal insurance agent success training, coaching, and mentoring… with back-office support for success selling insurance! All from a team that has been training new and experienced insurance agents and advisors for over 40 to have a successful fact-finding conversation with their clients. To help middle-income families to want to solve their problems. So you will have more success selling insurance to earn $250K or more per year! 

First, we will show you what to say (the basic insurance prospecting script). And then the probing sales questions to ask your prospects… So you will set your best insurance sales appointments.

Then we will show you the right sales questions to ask in your fact-find for a successful insurance client conversation… To help middle-income families identify and want to solve their problems. We will also show you how you can help middle-income families to find the money! So that they can take action right now!

Then we will show you the best ways for you to present your solutions to your families. So that you will close more and larger life insurance and annuity sales in the next 30 days! To be a success in selling insurance, closing 9 out of 10 sales like the legendary agents! To earn $250K or more per year!

When Will You Learn The Best Questions And Practice The Best Tips For A Successful Insurance Fact-find Client Conversation?

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Fast Track Advisors' Guide To: 'Asking Prospects The Right Questions' How To Set Great Sales Appointments!

Advisor Guide To… ‘Asking The Right Questions’  Only $9.95

In this ’37 page’ E-book you will learn to ask the right insurance fact-finding questions to get your prospects emotionally involved. So, they will want to set a sales appointment with you… And then buy from you right now! Your success in sales is ‘NOT’ about how good you are at telling people why they need to buy your products or services! Your success selling insurance will be based on whether your prospects trust you and believe that you are there to really help them! Do you want to set more and better insurance sales appointments? Do you want to close ‘9 out of 10’ insurance sales? When you tell people what they should do, then they may or may not believe you! But if you learn to ask prospects the ‘right questions a successful insurance fact-find… Then your prospects will close the insurance sales themselves!

It is an immediate download… Order Here


Fast Track Advisors' Guide To: 'Overcoming Objections' To Set Great Sales Appointments!

Advisor Guide To… ‘Overcoming Objections’  Only $9.95

In this ’37 page’ E-book, you will recognize objections as just questions. You will learn how to determine what the ‘REAL’ questions are. And then how to answer them the right way to get the sale! This training is NOT about ‘selling’, convincing, or pushing the prospect into purchasing your product or service! It is about helping them to identify, understand, and ‘buy’ a real solution to their problems. The solution that will truly be in their best interest. In this guide, you will find a list of the most common objections you will get when you try to set a sales appointment or close a sale.  And, you will have all the proven questions and scripts you need to overcome them to have a successful fact-finding conversation with your clients… to sell more insurance. It is an immediate download… Order Here


Are You Asking Your Insurance Prospects Enough Questions? Only $29.95 How To Set Great Sales Appointments!

Are You Asking Your Clients Enough Insurance Sales Questions? Only $39.95
By Lewis Nason And Jeremy Nason

One of the recurring topics we write about each week… and talk about every day is asking your insurance clients the right sales questions. And then ask your insurance clients enough sales questions! That is because asking your clients questions is one of, if not the biggest key to your success in insurance sales. Accordingly, agents and advisors have asked us for a complete list of probing sales questions to use with their insurance clients! As a result, we have compiled a list of all of our favorite insurance sales questions. And then we put them all into our limited edition e-book… Are You Asking Enough Insurance Sales Questions? In this 24-page guide, you will find our goldmine of sales questions you should ask your life insurance clients to set better appointments and close sales.  More Details! Immediate Download…  Order Now!

A huge key to insurance agents’ success… finding the right leads (prospects), setting better appointments, closing sales, and increasing your income selling life insurance is and always will be asking enough questions! Ben Felman Life Insurance Sales Tip…

“The key to a life insurance sale is an interview, and the key to an interview is a disturbing question.”


Middle American Family's Guide To Living Debt-Free And Truly Wealthy!

When Will You Learn How You Can Help People To Find The Money? So You Can Make Life Insurance Sales Like Ben Feldman?

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We urge you to take the time to read our 20-chapter book… ‘Middle American Family’s Guide To Living Debt-Free And Truly Wealthy“! Because we give you complete strategies, on how you can help middle-income families find the money to spend, save, invest, insure, and plan wisely for a secure future! So that you can help middle-income families to “Live Debt-Free and Truly Wealthy”! As a result, you will understand our philosophies, concepts, and techniques by the end of the book. And finally, you will know how you can make a real difference… By helping your family, friends, clients, and neighbors get rid of their debt. So they can save for retirement. So that they will have a secure financial future! Book Outline – Get A Digital Copy of Our 20 Chapter Book! Only $18.97, Immediate Download, ORDER Now!


Important Question… Are you in this insurance business just to make sales? Or are you really interested in helping families? Who do you think your life insurance prospects want to set a sales appointment with? Do they want to meet with an insurance salesperson – or a Trusted Advisor doing their best to help them? When will you decide to get the insurance agent training to make a real difference in people’s lives? The more you learn to help families the more you will learn to help yourself and your family! Nothing will change until you decide to take action to make it change!

When Will You Learn And Practice The Best Tips For A Successful Insurance Fact-find Client Conversation?

The Secret To Success Selling Insurance – Learn To Ask Your Prospects More And Better Questions!

Selling Life Insurance In The Face of Adversity!

Free Consult - Best Tip For Success In Selling Insurance. Best Training For Helping 9 Out Of 10 Insurance Agents and Financial Advisors To Double And Triple Their Sales And Income In 60 Day Or Less!

Recommended By The Members Of The IARFC - Best Tips For A Successful Fact-find Client Conversation

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