Getting into Fact Finding

[lifesales2009]

Anyone have some suggestions or examples of their approach to ease their way into a fact finder?

 

[JustinUpright]

There are other post about this as well as some that post fact finders that people here use.

I would think just jump right in with: I will need some additional information so I can find the best solution for you.

 

[maleman2045]

I've used BLC's 3 page fact finder, which captures information in the areas of Health (Medicare) , LTC, Life, Income, Debt and Investments. I tried searching for one online and could not find one.

I always ask all of the questions and rarely get any pushback. What has worked for me is how I ask the questions. I am having a conversation to better understand my future client. I never provide any expressions or reactions on the answers supplied to me, because I want to convey a experienced and professional image; as if I have done this thousands of times.

I always reference any information they have provided to confirm anything I am recommending. This provides an opportunity for your prospect to "better define the truths" they provided to you not long ago...

Hope this helps.

 

[lifesales2009]

But what language do you use to get into the fact finder. When you first arrive to the initial appointment how do you introduce yourself, explain what you do, and then ask them if doing a fact finder would be alright?

 

[David C]

Lifesales,

I'm assuming you're new to insurance sales. Congratulations, it can be a wonderful way to earn a good living.

I understand that you're looking for a specific sales tract. I'm sure you'll find one, but let me assure you that after a while it will be like falling off a log, it will become second nature.

It will be helpful for you to have a memorized script at this point, but remember it must not sound like a memorized script.

 

[Mark]

What all medication are you on?

It is better then asking what is wrong with you. They are more honest about the meds then their health.

IF this is the fact finding your are talking about.

 

[lifesales2009]

Lifesales,

I'm assuming you're new to insurance sales. Congratulations, it can be a wonderful way to earn a good living.

I understand that you're looking for a specific sales tract. I'm sure you'll find one, but let me assure you that after a while it will be like falling off a log, it will become second nature.

It will be helpful for you to have a memorized script at this point, but remember it must not sound like a memorized script.

Thanks! Yes I am new I actually have been working under an agent doing his administrative for two years and am ready to be an agent myself. Since I do alot of the presentations and closing prep, I feel pretty confident asking questions and know what to say to close but I never have been on a initial call to introduce myself and get into the factfinder thats why I was trying to get some direction. I just got contracted with Mass Mutual and will be strarting in August. So I appreciate all the advice. I am hoping to do 120k of premium my first year, but we will see.

 

[VolAgent]

Don't ease into fact-finding, do it.

After you have done the approach and there is interest, just say the next step is the fact-finder. Tell them they will need to collect certain documents in order for you to do a thorough job. Then tell them you will need to ask questions to properly understand their situation, goals and concerns. If you have done your approach right, they should go right along. If not, you don't have a willing prospect, simple enough. Its time to find out what the true objection is and handle it.

 

[maleman2045]

But what language do you use to get into the fact finder. When you first arrive to the initial appointment how do you introduce yourself, explain what you do, and then ask them if doing a fact finder would be alright?

You can start like this:
Well, I am here to see how much of your money I can take from you. I will ask questions and speak while you are answering because your response is not important to me. I will act as if I am listening to you, but I am trying to figure out how to coax you to get your checkbook. And if I tell you I will provide services for you, don't hold your breath because I'll never follow through.
And the client should know that since I am here, they will buy something from me, just because I showed up today.

Those are things you should NEVER do or even think about doing, unless you have the desire to fail.

You have to be yourself, appear professional and confident. Notice things in and around their house to see if you have common interests.

For me, I provide a short bio about me: career, family, accomplishments, hobbies and activities. I then tell them the services I provide and the strength and stability of the companies I use to provide them. I confirm the purpose of the visit, then ask if they have any questions or concerns.

Some may think it is not important to go through this level of detail. Perhaps that is true, but I will let the client tell me that, as it is my job to better educate them to make the most informed choice possible, not for me to make the choice for them. For me, my goal is to make the client feel comfortable that they are dealing with a person that is knowledgeable, courteous and professional that will provide SOME value to them during this visit. Value may be something new they learned, whether if I can help them or not.

DO not make anything up as if it something the are intimately familiar with, you just ruined your credibility.

The only way you will become comfortable doing this is by doing this, period.


Hope this helps.

 

[Pusher08]

If there are any pictures in the house ask about whose in them. mention things about your fam or friends. Get the convo going then simply transition by saying something like "... I don't want to take up too much of your time. I see the picture of michael is he your only child..." Then explain that you need to take notes to better assess their needs. Its needs to be natural. If you change pace to quckly people will tense up like accelerating in an elevator.