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Guest
Guest
Mark, I've benn using FNA's for years. My clients and I use it not only as a road map for their insurance goals but a prioritizer as well, for them to decide where they need to put their insurance dollars.
Moon is right though in that you have to turn the need into a want. To me, that's where sales ability comes in. You and your client both see they need x amount of life insurance for a certain goal, but they may not want to take action on it now. If they need it and can afford it and agree it's next on their list of prioritites then it's our job to sell them on wanting it as well.
What I like about FNA's are that once your client has established certain goals and are actively working towards accomplishing them you become their insurance professional, not just an agent. You have the opportunity to handle ALL of their insurance requirements, life, health, DI, supplemental, P & C and business. Once you have 2 or more policies with a client it's going to be extremely difficult for any one to walk in behind you and upset the apple cart, so long as you maintain ethical standards and always attempt to do the right thing for your clients.
A lot of times you can gather the info right over the phone so long as your not trying to sell them something. Once you've done that determine what areas they might be deficient in. Then set an appointment up. Go over their FNA with them and your interpretation. Then have them priritize what they think is most important. This gets them to own it, it's their plan, not anyuone elses. Once they prioritize it simply assume the close and start in on priority # 1.
Most carriers have a sample FNA you can use.
O.K.. I'll get off my soapbox now.
