Filed Under:Your Practice, Practice Management

Save time with a questionnaire

One of my clients, “Roger,” wanted help in crafting his introductory conversation with a new prospect. For experienced producers, this might seem like a very simple issue. In fact, it’s not, and here’s why:

First, I asked Roger to describe his essential product offering. What are the three or four basic issues he typically helps his client solve? This proved difficult because Roger could not readily describe the fundamental problems he works on. After some investigation, we uncovered his specialties: life insurance planning, income continuation planning, retirement planning and education funding. (Notice what is not listed: specific product descriptions such as whole life or term insurance, buy and sell agreements, deferred compensation, etc.)

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Nichole Morford

Nichole Morford
Managing Editor

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