Fact Finding I Notice: This training material, including all handouts, video, written documentation and verbally--provided training, are considered confidential proprietary and trade secret information. No reproduction, video, audio or other recordings or disclosure of this information may occur without the express written consent of the home office of Bankers Life and Casualty Company, Bankers Conseco Life Insurance Company and Colonial Penn Life Insurance Company.

Fact Finding I Objectives At the end of this session, you will be able to:  Effectively conduct a role play of completing a Fact Finder  Describe the importance of uncovering a prospect’s unrealized needs within the Fact Finder  Identify objections in the Fact Finding step in order to address them during the Presentation step  Recognize when to probe deeper to gather more information

Role Play Setup 1. Break up into groups of Among your groupings, decide who will play couple #1 and who will play couple #2. 3. Only read the background information of the couple assigned to you. 1) Bob and Helen Anderson  Descriptions—pages 5-7 in Participant Guide  Role play prospect first 2) John and Alice Hemsley  Descriptions—pages 8-10 in Participant Guide  Role play agent first