The Art of the Factfinding Experience™ International Insurance & Finance Congress 2008 Joey Davenport.

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Presentation transcript:

The Art of the Factfinding Experience™ International Insurance & Finance Congress 2008 Joey Davenport

Paradigm #1 ComplianceAlignment

Paradigm #2 TransactionalRelational

Paradigm #3 SurfaceIn-Depth

Beliefs The sale is made in the factfinder. The process is the product.

CLOSE SOLUTION DESIRE PROBLEMS FACTSFEELINGS

CLOSE SOLUTION DESIRE PROBLEMS FACTS FEELINGS

CLOSE SOLUTION DESIRE GAPS FACTSFEELINGS

T I M E TENSION RelationshipTension Internal Tension (Desire)

Factfinding Process Make a Connection Capture Desire Create Alignment

Making a Connection: Active Listening

“The key to the heart is the ear” Voltaire

“The deepest principle in human nature is the craving to be understood and appreciated” William James

“Seek first to understand, then to be understood” Stephen Covey

Capturing “True” Desires

Courageous Conversations Why do advisors avoid engaging in these difficult conversations? Why do prospects and clients avoid these difficult conversations? What are the benefits of engaging in these conversations?

Premium Need for Life Insurance

Premium Need Life Insurance Sell Your Home

Premium Need Life Insurance Sell Your Home Leave School/Friends

Premium Sell Your Home Leave School/Friends Need Life Insurance Student Loans

Premium Need Life Insurance Student Loans Leave School/Friends Lifestyle Impacted

Creating Alignment

CMAMA™ To what extent is the commitment: CLEARMEANINGFULACHIEVEABLEMEASURABLE AGREED UPON

Conclusion

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