There is an epidemic making its way through the hearts and minds of many Americans today. How will you know if this malady is infecting your clients? The first symptom you will notice is a general shift in attitude during your meetings from being interested and engaged in your presentation to the dreaded “I’ll have to think about it.”
There are several theories regarding the onset of analysis paralysis; however, the most likely cause is the presence of an abundance of paper and numbers on the kitchen table or office desk confusing and threatening your client. In an effort to offer a winning sales proposal, some might say it is natural to inundate clients with facts, figures and options in the form of numerous multiple-page NAIC-compliant life insurance illustrations. I call these a “crutch.” Allow me to offer insight into what clients really want – a relationship with an advisor who is truly interested in them, their goals, their hopes and their dreams – not reams of paper or some analytic presentation.
Clients look to you to identify and understand their current situation, respect their assets whether large or small, and offer options for solutions to their problems. Let’s call it a wonderful “chair-side manner.” A great fact finder can be a valuable tool to assist you in the journey into your client’s heart and mind. The fact finder will serve as a roadmap to keep you on track throughout the discovery process. As a general rule, clients will want to share pertinent information with you as long as they feel you are honestly interested in their welfare and not just meeting with them to make a quick sale. Think of this doctor analogy. You wouldn’t expect to sit down with a doctor for the first time and have him or her prescribe a drug or some other form of therapy without knowing everything about you. Imagine the liability if a drug interaction or possible permanent damage from an aggressive therapy exercise were to occur. Give your client the level of professionalism they expect and deserve.
Fact finders come in all sizes, from the simplest to the most complex, and make a wonderful complement to your file in the unlikely event anything were to go astray. Remember: document, document, document! Before you show your client multiple illustrations, first demonstrate your expertise by performing a complete needs analysis utilizing a thorough fact-finding technique. You will make more than a commission – you will develop a client for life and earn your way to great referrals.
We appreciate the opportunity to work with you. Allow us to help with a complete arsenal of fact finders, both for personal and business use. Call your Life Sales Relationship Manager now to obtain samples and start diagnosing other ways to use our resources and expertise to your advantage.
FOR AGENT USE ONLY. NOT FOR USE WITH THE GENERAL PUBLIC. 12204 – 2012/2/27