Every advisor has cases where the need is very clear. The benefit and coverage period is certain. The client has no health issues or special circumstances and all that needs to be done is to run a spreadsheet to show the client a handful of companies and their rates. The client picks one, the app is taken and the underwriting process goes smoothly.
In a perfect world, every case is this simple. In the real world, many clients offer unique challenges where the answer is not that easily identified. In these cases, you need to be creative and think outside the box if you’re going to arrive at a solution that solves the problem and leads to the sale.